HR- Negotiation Strategy and Plan

Aim: To assess students’ ability to:
1. Evaluate current theory of negotiation skills
2. Formulate creative and effective negotiation strategies
3. Prepare for a 15 minute negotiation in relation to a business related scenario
Negotiating Scenario:
Choose one of the following as the scenario for your assessment. Identify which scenario you
have chosen in the title page of your written submission. You have recently set up your own
business as A personal trainer
General Background
You graduated from college almost 3 years ago after which you worked in London as a personal
trainer. Your career advanced well in that period and you earned a quite a high salary whilst
working in the city. This enabled you to save a considerable sum of money. Although successful
in the UK you missed the lifestyle that the Ireland had to offer and Ireland 6 ago to establish a
new business providing services to clients in the area. In the last 6 months you developed and
ran your business from home. Thankfully things have been going very well and you have now
decided that it is timely to consider investing your savings to expand your business. In order to
do so you need to (A) source a suitable premises to locate your business within reasonable
distance of the town (B) employ another person to satisfy the growing demand for your services.
The Negotiation Challenge
You have been approached last week by a highly qualified and experienced person who has
asked you to consider them in the event that you may expand in the future. You are meeting this
person next week. You don’t know her personally but, prior to arranging to meet, you have
carried out some research through contacts in the industry and you believe she is an ideal
candidate based on feedback you have received. You understand that she may be relocating
from Dublin city to a small town in Donegal. Your research suggests she is earning considerably
more than you can afford to pay an employee (possibly €30,000). This person has considerable
experience and can add to the range of services that you are already providing. You also feel
that she has sufficient experience to be able to manage the business in your absence.
The maximum salary you can offer is €24,000. You are really hoping that you can convince her to take
the job within your budget. You have other imminent costs at the moment, such as renting and possibly
renovating a new space in town to move into, so your budget is tight. You also need to consider how
best to promote and grow your business in the short term to cover these additional costs.
1.Negotiation Plan & Strategy Written Submission

Your Assignment:
Part 1: Plan & Strategy
Develop and document your preparation for this negotiation meeting. This document should be
based on the theory of effective negotiation and clearly demonstrate how you have used this to
formulate your strategy and plan for the meeting. It should include:
A discussion on:
(a) The negotiating strategy you will be adopting and your rationale for adopting this
approach
(b) The five stages of the negotiation process and your plan for a successful negotiation at
each of these stages
(c) The scripting process and your ‘script’ for this negotiation (use the format provided in
class to summarise the key issues)
(d) A discussion on the negotiating techniques (eg, framing, probing, trading tangibles &
intangibles, bargaining, consideration of cost/value, reaching agreement) you may adopt
and why
(e) A discussion on your own conflict management style(s) and how this may impact
negotiations.

General Guidelines:
1. You must use concepts and terminology of negotiation