Salary Field Research Report –Assignment
The purpose of this assignment is to apply negotiating strategies, opening negotiating tactics, making concessions, closing negotiating tactics, managing conflict, and ethical considerations when negotiating in day- to-day situations. The PAA will be your way of reflecting and commenting on your experience of the class lesson to application in a real-life experience.
Primary and/or secondary research is expected (6 sources minimum). Valuable sources include third party analyses in business periodicals and credible Internet sites (e.g. Statistics Canada, Industry Canada, etc.), the website of the organization and insider interviews. You are expected to include at least one academic reference (e.g., article in an academic journal).
General Format Guidelines
Use both paragraph-form and point-form as deemed appropriate. Presentation does matter!
Show clear application of terminology and concepts.
Clear and concise writing, proper grammar, spelling, punctuation, and appropriate referencing of information sources (APA Style)
Make sure you include headings when submitting your work
Written Report – Requirements
Explain what the parties were negotiating for. What were their interests?
Indicate both the power position and the rights of the two parties
As the observer assess the following for both the worker and manager:
Was the managers decision rational, or not so rational, and why?
Were there emotions that came through in the negotiations? What were they and how did these impact the negotiations? How were they handled?
Did the manager stay with no? Why or why not?
Where did the party’s power come from?
Was persuasion used? If so, how and what were the outcomes?
What moves and turns happened in the negotiations and why?
Was there accountability created? If so how and why?
What concessions were made and why?
Did either party show signs of a master negotiator? If so, what were the signs and when in the negotiations did you spot them?
How were the negotiations closed? What suggestions would you make for improving the close?
Include your recommendations for both parties on how both parties could have improved their negotiation and explain the rational for your recommendations based on the theories of the book and the videos.
Format, Writing & References
Research requirements met
Professionalism in look, style, and substance of report & use of appropriate terminology; objective and professional writing style (Use headings / subheadings to make reading and locating of major concepts easier. Demonstrate understanding of concepts through application of marketing terminology to the company / product you are analyzing.)
References use according to APA style (both in-text citations and end of text reference list)
References reflect a broad range of sources, which might include personal interviews, academic articles, textbooks, relevant and reliable websites, company documentation, published reports.
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