UOP MGT 557 Week 3 Learning Team Assignment Salary Negotiation Role Play

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UOP MGT 557 Week 3 Learning Team Assignment
Salary Negotiation Role Play

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• Divide your Learning Team into two groups. One
  group should take the role of a job applicant
  the other should take the role of the hiring
  manager at a company called Z-firm. Imagine that
  a job applicant has been offered a job as an HR
  officer at Z-firm. Both sides need to negotiate
  the starting salary. Statistical data indicates
  that HR officer starting salaries are around
  40,000. Zfirm, however, is highly respected in
  its industry and receives many job applications
  from all over the country. That is why the
  applicant has decided not to state an exact
  salary level, but to negotiate it. Role-play the
  negotiation as if both sides were pursuing
  distributive (winlose) negotiation. Then, switch
  roles and role-play the negotiation as if both
  sides were pursuing integrative (winwin)
  negotiation. Each Learning Team member should
  consider how best to apply power and influence
  principles to accomplish their sides negotiation
  goals. Summarize, in no more than 2,000 words,
  your Learning Teams distributive and integrative
  negotiations. Consider the following

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• Describe the adjustments and concessions made
  and the strategies and tactics used by each side
• Describe the sources of power and the
  application of power principles employed by each
  side.
• Describe how each side used central route or
  peripheral route influence principles to effect
  the negotiation outcomes.
• Evaluate the ethicality of the negotiation
  tactics of each side.
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