Scribd Logo
Upload

Welcome to Scribd!

  • 32 views

    EBBA - Negotiation Presentation

    Uploaded by

    Ánh Ngọc
    The document discusses a negotiation between a company and part-time/freelance employees over issues like benefits, workload, and productivity. It analyzes the key negotiation points around salary, incentives, workload, schedule, and identifies the parties' interests. It proposes using an integrative negotiation strategy focused on understanding differing perspectives, increasing commonalities, and setting collective goals to reach an agreement where both sides' needs are met. The conclusion emphasizes establishing clear contracts and collective goals to increase profits while ensuring employee incomes benefit, as well as building trust through open communication.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    EBBA - Negotiation Presentation

    Uploaded by

    Ánh Ngọc
    32 views17 pages
    The document discusses a negotiation between a company and part-time/freelance employees over issues like benefits, workload, and productivity. It analyzes the key negotiation points around salary, incentives, workload, schedule, and identifies the parties' interests. It proposes using an integrative negotiation strategy focused on understanding differing perspectives, increasing commonalities, and setting collective goals to reach an agreement where both sides' needs are met. The conclusion emphasizes establishing clear contracts and collective goals to increase profits while ensuring employee incomes benefit, as well as building trust through open communication.

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    The document discusses a negotiation between a company and part-time/freelance employees over issues like benefits, workload, and productivity. It analyzes the key negotiation points around salary, incentives, workload, schedule, and identifies the parties' interests. It proposes using an integrative negotiation strategy focused on understanding differing perspectives, increasing commonalities, and setting collective goals to reach an agreement where both sides' needs are met. The conclusion emphasizes establishing clear contracts and collective goals to increase profits while ensuring employee incomes benefit, as well as building trust through open communication.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    32 views17 pages

    EBBA - Negotiation Presentation

    Uploaded by

    Ánh Ngọc
    The document discusses a negotiation between a company and part-time/freelance employees over issues like benefits, workload, and productivity. It analyzes the key negotiation points around salary, incentives, workload, schedule, and identifies the parties' interests. It proposes using an integrative negotiation strategy focused on understanding differing perspectives, increasing commonalities, and setting collective goals to reach an agreement where both sides' needs are met. The conclusion emphasizes establishing clear contracts and collective goals to increase profits while ensuring employee incomes benefit, as well as building trust through open communication.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 17

    NEGOTIATION

    Topic: Company vs.


    Part-time/Freelance employee

    Lê Thị Quỳnh An - 11180011


    Tạ Ngọc Ánh - 11180613
    Lưu Thị Nhung - 11183877
    Nguyễn Trường Xuân Lộc - 11182998
    Nguyễn Thu Thủy - 11184886

    Presented by Group 9
    Table of
    Content

    1. NATURE OF THE CASE


    2. ANALYSIS
    3. STRATEGY & PLANNING
    4. CONCLUSION
    01. Nature
    of the Case
    1. Main Reason
    Conflict of Benefits, Workload &
    Productivity. To commit a goal, 2
    parties need to resolve and clear
    2. Main Parties
    ● The company: stronger position.
    all the issues.
    ● Part-time/ Freelance Employee:
    Weaker position.
    3. Value
    ● Beneficial to both leader and
    follower
    ● Win – win situations
    ● Build a better company culture and
    environment
    4. Opportunities &
    Challenges
    Opportunity:
    ● Create a premise for employees
    to be empowered.
    ● The manager will understands its
    employees better. Challenges:
    ● The manager are not ready to
    understand the employees at all.
    ● Criticism, sarcasm, derogatory
    remarks.
    ● The employee lack of confidence.
    02. Analysis
    Salary, Incentive and Workload and Working hours and
    Commission productivity Schedule

    Package of issues
    NEGOTIATION POINT

    Salary Schedule

    3.5 mil./month AP
    Fully flexible
    AP
    schedule
    2.5 mil./month TP W 2 mil./month Limited flexible W
    TP Part-time
    P P
    Positive schedule
    No-pay W 1 mil./month Positive
    TP
    internship P no commision No day off W Full-time
    TP
    No salary in Overtime P No overtime
    IO probation IO Full-time
    period Overtime
    NEGOTIATION POINT

    Workload

    Light volume of
    work AP

    Well-fitted
    amount of work Only do
    TP WP
    WP required work
    Too much TP
    workload
    Negative Fulfill work
    Little bit extra

    Excellent work
    IO Keen to do extra
    amount
    03. Strategy
    and Planning
    DUAL CONCERNS MODEL

    2 4
    No
    RELATIONAL OUTCOME
    COMPETITION AVOIDANCE

    1 3
    Yes

    COLLABORATION ACCOMODATION

    Yes No

    SUBSTANTIVE OUTCOME
    GOAL: Agreement on job.

    ISSUE: The friction of benefits


    between freelancer and company

    INTEREST: The main concerns


    of both parties
    Planning Overall
    BATNA: Finding & preparing
    INTEGRATIVE NEGOTIATION alternative solutions to agree

    NEGOTIATION POINT:
    Identification of resistance,
    PLANNING: What to say and
    aims of both parties
    how to say (scope - sequence -
    framing - packaging - formula).
    Strategy & BATNA
    BARGAINING POINTS & STRATEGY

    STRATEGY BATNA
    ● Change ● Switch to
    resistance points another company
    An agreement ● Interview/Hire
    another candidate
    Increase Commonalities
    & Minimize Differences
    INTEGRATIVE NEGOTIATION

    Understanding
    Appreciate other’s needs and objectives

    Being a part of the collection


    Merge or redefine personal goals to collective mission
    04. Case Conclusion
    Conclusions

    Collective
    Communication
    goals
    Absolute agreements and clarified
    Gain more profit to gain more income contracts about salary, scope of work,
    (provided that employees income take a each party’s benefits
    fixed percentage of total revenue)

    Understand
    Trust
    perspectives
    Building trust through work efficiency
    Always exchange information. The information and on-time KPI reaching
    provided to others must always be well-researched
    and must be communicated effectively
    THANK YOU
    Presented by Group 9

    You might also like