WCM 510 Final Project Milestone 2

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Southern New Hampshire
University

Tiffani Dalton

[WCM 510 FINAL PROJECT
MILESTONE 2]

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WCM 510 Final Project Milestone 2

Opening Remarks

The CHRO’s opening remarks during the negotiation should be made in a formal manner

and be welcoming in nature. Sharon should use principled negotiation, which is an approach to

negotiation focuses on the interests of the parties and emphasizes conflict management and

conflict resolution (NAW, 2008). Sharon should ensure that Alice is separated from the problem

being negotiated so that the decision will be made based on their merit rather than by emotions

or other individuals. Her remarks should be succinct, clear, organized, and well-prepared. Even

though this is a formal meeting Sharon should try to gain Alice’s trust by being open to her ideas

about resolving the issue. Sharon should also summarize the outcome that is desired so that Alice

knows her intent and interests as well.

Case-specific Negotiating

Alice Jones has been with Netflix for 10 years, but has been in her current role as the

operations manager for only 2 years. Netflix recently reorganized her department to focus on

growth, making it difficult for her to perform like she has in the past. Jane Smith was brought in

as the new executive lead of the reorganized division. She has placed Alice on a PIP in the hopes

that her performance will improve so she can get back to the star that she once was. If her

performance does not improve she could be let go. Alice needs to come up with her ZOPA and

BATNA before meeting with Sharon so that she has a game plan in place.

The Zone of Possible Agreement is a potential agreement that benefits both parties of the

negotiation. Alice ‘s standpoint for this position could be that her past experience as a star team

member will be proof that she would do well if she was transferred to another department.

Hence, she would like to be reassigned to another position in the company that would better suit

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WCM 510 Final Project Milestone 2

her abilities. Sharon may decide that this is not an acceptable option, as her performance has

recently declined, and she would like to let her go to make room for another high performing

employee.

The Best Alternative to a Negotiated Agreement is also known as Plan B. Alice would

need to have this in case her ZOPA is denied, or she is unable to negotiate retaining her position

with Netflix. Alice will need to do some research on severance packages before meeting with

Sharon so she has a good idea as to what she should receive. Her Plan B should be a rich

severance package that will allow her the financial stability whilst searching for new

employment. If Alice goes into the meeting with her ZOPA and BATNA in mind, she will be

more successful at obtaining a satisfied answer about her future.

Integrative Interests

In the situation that I am trying to create, both parties are discussing whether or not they

thing that the PIP is working like it was originally supposed to. If not, they will be searching for

other possibilities or opportunities as a solution to the problem. In my scenario, Sharon and Alice

will be brainstorming ideas other than staying in her current position. A suggestion of moving to

another department or area of the organization could be a recommendation. This would retain her

employment with the company and possibly put her in another position that she could excel at

with her strengths. A proposal of a satisfactory severance package could be offered if Sharon

feels that Alice is not improving and would not be a good fit anywhere else. It is important that

all possibilities and/or interests are made known during the negotiation so that neither party feels

as if something was left unsaid.

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WCM 510 Final Project Milestone 2

Objective Criteria

Objective criteria is used when the party’s interests are opposed in order to resolve their

differences. The criteria should be legitimate and practical. Both parties must agree which

criteria is best for their situation. If both sides agree to the validity of the information and see it

as a standard upon which they agree, then it is objective. A good example of this is that Alice

may accept a demotion and salary decrease, but she wants a $70,000 salary. However, Sharon

only wants to pay her $65,000. If the industry standard for the other position has an average

salary of $68,000, Alice might accept $67,000.

Communication Strategies

Overt means done or shown openly or plainly apparent (M, 2016). Using overt

communication, Sharon would state exactly why they are having the meeting and what she hopes

to accomplish in the end. Alice would also state exactly what she is hoping to get out of the

negotiation. Overt communication is laying everything out on the table to analyze and being

straightforward. At the end, there will little to no misinterpretation about what the other desires

or is thinking. The negotiation will move along a lot smoother and quicker with this type of

communication.

Tacit communication will help Alice feel less pressured about immediately agreeing to

the proposed options. It can aid in Alice appearing more willing to consider the options put forth.

Not responding immediately to the negotiated choices will show that she is taking the matter

seriously and would like to think on it.

Tacit communication may cause more issues than resolutions. A negotiation can be

strained with awkward silences and behaviors. The expectations of both parties may not be clear,

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WCM 510 Final Project Milestone 2

which will cause confusion and make matters worse. It would be more beneficial to use overt

communication. It will ensure that nothing is unclear or confusing, and that neither party can

take anything out of context. Making sure that there are little to no misunderstandings will aid in

the negotiations quick and smooth conclusion.

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WCM 510 Final Project Milestone 2

References

M. (2016). Difference between Overt and Covert. Retrieved from

Difference Between Overt and Covert

NAW. (2008). What is Principled Negotiation? Retrieved from

http://negotiation.atworknetwork.com/2008/06/16/what-is-principled-negotiation/

SNHU. (2018). WCM 510 final project guidelines and rubric. Retrieved

from https://learn.snhu.edu/d2l/lor/viewer/viewFile.d2lfile/47577/5251,1/

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