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FINAL EXAM

MM5009 - NEGOTIATION

By:
MILA MUJAADILAH | 29115053 | YP53B

LECTURER:
Prof. Utomo Sarjono Putro

MASTER OF BUSINESS ADMINISTRATION


SCHOOL OF BUSINESS AND MANAGEMENT
BANDUNG INSTITUTE OF TECHNOLOGY
2016

ISSUE NEGOTIATION
An adjustment teaching schedule and classes are teach.

PLAYERS

Me as intern teacher
Mr. Sukarna as supervisor teacher

POSITION OF EACH PLAYER

Me as intern
Mr. Sukarna as boss

NEGOTIATION PROCESS
Chronology
In 2013, with my undergraduate background which is engineering of
education, I became a teacher for 6 months in SMKN 2 Bandung. I was
assigned to teach in for 10th gradde and became a teacher Basic
Competency Vocational Technical Information (DKKTI). At the first moment
I met with my supervisor, Mr. Sukarna, he gave teaching schedule and
how should I teach classes, at that very moment I was shocked, because
in that time my position is working on the final project before end of
Skripsi further, not to mention Mr. Sukarna add some weights teaching
subjects other than DKKTI. Then I asked a few of solution by saying that I
am working on a final project that takes time so that I can do it, and I said
that I teach DKKTI but not with other subjects and I would add my
teaching time into 12x45 minutes. He said that there were no teachers are
expected to leave so I could hold 4 classes with two subjects, then I
submit another request, I will teach DKKTI and one more lesson taught me
so long as the time of 8x45 minutes a week (3 days). He also agreed on
condition that I have to stand by at the school when not teaching.

Strategy And Counter Part Strategy

Strategy: Intimidation and bogey


Counter part strategy : Highball and Nibble

Result
Although I get an allocation of teaching that I want and get a time to do
my final task, but with requirement that Mr. Sukarna submitted when I
must stand by in school in my free time, im still teach if there is a teacher
who not come in. Therefore, Mr.Sukarna get a substitute teacher for two
subjects were empty.

TRAP/WEAKNESS
Based on above case the identified trap is winners curse.

AREA OF IMPROVEMENTS
I will use an integrative negotiation to modify the pie, so that both I and
my supervisor will gain a win-win solution. And Im not feel gullible

PROPOSAL OF IMPROVEMENT
I will provide significant information about counterpart side, for
example why he want to make a deal, his interest, where the point they
would leave from the table and find out if he/she have another option.
Second I have to make first offering than my counterpart, for example I
immediately tell him about my last project and I have another skripsi
how needed an extra time to work on it, also this is so important to pursue
my degree. Therefore, Mr.Sukarna wil give an offering that can suitable for
me and him. If I doing that I believe both me and mr.sukarna can get a
result for win-win solution. And I will use good guy techniques while doing
negotiations and not to intimidate or threat my counterpart as well. So, in
next negotiation I still get the bigger pie but using better technique than
in the past.