Final Paper Instructions
Please read these instructions carefully to ensure that you do not miss any requirements.
- You should incorporate at least 2 outsides sources that are peer reviewed academic journal articles (e.g., Academy of Management Journal, Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, Journal of Management, etc.) You may have additional sources that are not journal articles, but at least 2 of your sources should reference journal articles. Please use MLA or APA formatting.
- Answer should be at least 1 page double-spaced, 12-point Times New Roman, 1-inch margins. You should not rely heavily on quotes; the majority of the paper should be in your own words with appropriate citation of outside sources. Additionally, your writing should be professional and virtually grammar- and error-free.
Question:
Emma was an employee at a consulting firm based in Boston, but had recently been looking for a new consulting job. She recently received an offer from another local firm, GoConsult. Emma was in the process of negotiating her compensation package. One item that was important to Emma was getting as much vacation time as possible. During her negotiation, Emma initially asked whether it was possible to have 5 weeks of paid vacation. While she asked for 5 weeks, she was willing to accept as low as 3 weeks. If GoConsult was not able to offer Emma at least 3 weeks of vacation, Emma planned to stay at her current job. GoConsult did not know what amount of vacation Emma was willing to accept, but saw that she was willing to negotiate the vacation amount.
GoConsult countered Emma’s proposal by saying that new consultants typically only receive 2 weeks of paid vacation. However, the recruiter who was negotiating with Emma had been authorized to offer up to 3.5 weeks of paid vacation. Emma did not know this yet.
- What was the zone of possible agreement and what was Emma’s BATNA?
- While the vacation negotiation was distributive, if you were advising Emma or GoConsult, how could they have made the overall job negotiation more integrative? Please be specific with examples in your answer.
- According to media richness theory, what type of channel/medium should Emma or GoConsult use while they are negotiating? Why?
- Should organizations such as GoConsult take into account equity theory when negotiating compensation (such as salary and vacation time) with new hires? Why or why not? Explain your reasoning.
- There are certain biases that can affect the outcomes of negotiations. Which bias(es) could play a role in the negotiation between Emma and GoConsult? Provide at least one type of perceptual bias that you could be susceptible to in this scenario, and explain why it would apply.