$0.00 – $6.00
Jennie Hatch & Kessely Hong
A three-party employment negotiation involving a mid-career student negotiating two job offers via email at the same time.
Jordan Webb, a current masters student, negotiates via email (simultaneously) with two tech firms who are potential employers. Both firms have offered to create a new position for Jordan, as the Director of Community Engagement, to manage public-private partnerships. Jordan’s interests are wide-ranging, including the work itself, salary & benefits, start date & vacation time, location, degree of travel, and flexibility in working from home because of family concerns. Avery Adams represents Computech, Jordan’s former employer. Baylor Bell represents Innoventrix, another potential employer. Avery Adams does not know Jordan has another job offer (unless Jordan decides to reveal this information). Baylor Bell knows that Jordan has an offer from Computech, but does not know that Jordan is still negotiating the terms of the offer (unless Jordan decides to reveal this information).
The major lessons relate to self-advocacy in job negotiations as well as dealing with the challenges presented by communicating via email (instead of face-to-face). This simulation highlights sources of power for job candidates in career negotiations, including preparation, setting high aspirations, having a strong BATNA, emphasizing unique skills or contributions the job candidate can bring to the organization, considering a range of interests, and connecting with others. This simulation also helps students consider strategies to effectively negotiate via email, including setting up a meeting in person (or via Skype) prior to the email exchange when possible, establishing shared norms for communication (and swiftly sharing the reason for any delay in communication), formatting messages so they appear professional and are easy for the recipient to understand, and the importance of proofreading.
This role-play is based on Sheila Heen’s “The Offer”.
View a Questions & Answers sheet here
Confidential Instructions for:
- Jordan Webb (Job Candidate)
- Avery Adams (Computech)
- Baylor Bell (Innoventrix)
- All of the above
- Slides with teaching tips for the negotiation simulation
Job Negotiation, The Attributes
|Time required:||2.5 - 4 hrs total. (30-45 minutes prep, 75 - 105, minutes for the simulation, 45-75 minutes for debrief.)|
|Time Required Alternative:||Another option is to allow students to complete the email negotiation overnight or over a weekend, outside of class time|
|Number of participants:||3|
|Neutral third party present:||No|
|Teaching notes available:||Yes|
|Authors:||Jennie Hatch & Kessely Hong|
|Recommended Supplemental Reading:||"Make the Most of e-mail Negotiations,” Negotiation, July, 2009, pp. 5-7Thompson, Leigh, The Mind and Heart of the Negotiator, Prentice Hall, Chapter 12, “Negotiating via Information Technology,” pp. 319 – 337Thompson, Leigh, and Nadler, Janice, “Negotiating Via Information Technology: Theory and Application,” Journal of Social Issues, Vol. 58, No. 1, 2002, pp. 109-124.|