HRM Week 3 tutorial

Negotiations
Agenda for today
1) Negotiation exercise
• The idea is to first make a new negotiation experience
• Throughout the negotiation, you will receive your materials via an online
website
• At the end, after you have filled out everything online, you will receive a
report at the end to reflect on.
2) Discussion on negotiation
7 steps in the hiring process
3

How Many Candidates Do Not Negotiate?

Curhan et al., 2009; Gehart & Rynes, 1991; O’Shea & Bush, 2002
4

How Much Room for Negotiation do HR-

Professionals see?

Job Negotiation Survey Findings: A Study by SHRM and CareerJournal.com, 2004

5

What Then is Negotiable?

Job Negotiation Survey Findings: A Study by SHRM and CareerJournal.com, 2004

Introducing the negotiation exercise
Follow instructions
carefully!
• Many instructions are
available online
Do not share your
materials with anyone
This negotiation has two steps
For each step:
• You receive your confidential negotiation information to prepare
• ca. 10 minutes to prepare
• ca. 15 minutes to negotiate
• DO NOT talk about your results afterwards. Go directly back online and fill out the
post-negotiation survey with your results. Then wait quietly until everyone is done
• We will not share the solution for the case yet today. We will share the results on
Canvas as well as the solution for the case once the last tutorial has completed the
negotiation.
Timeline for today
Negotiation has two steps
Instructions will be provided online and via instructor

Pre STEP 1 Post negotiation STEP 2 Post negotiation

negotiation Negotiation report Negotiation about report
information about two Fill out online four issues Fill out online
Fill in some issues questions questions
pre-negotiation Receive report
information • Reflection report
for yourself
• Feedback report
for your partner
Find a negotiation partner
• We will negotiate first and discuss our experiences after. So please do
not discuss with your negotiation partner until the exercise is completed.
• Now, find a negotiation partner. TIP: Better if you don’t know them
well.
• Decide if you want to be Role 1 or Role 2. It doesn’t matter which one.
• Decide on a “team name” to report in the online platform. This should
be one word.
 Access the link
For laptops: For mobile phones or tablets:
Canvas → Modules → Workgroup tutorials → Week 3
Get your negotiation materials
• To receive your negotiation materials, wait for the password
• Once you receive your negotiation materials, read them quietly to
yourself and wait for further instructions

Pre STEP 1 Post negotiation STEP 2 Post negotiation

negotiation Negotiation report Negotiation about report
information about two Fill out online four issues Fill out online
Fill in some issues questions questions
pre-negotiation Receive report
information • Reflection report
for yourself
• Feedback report
for your partner
Ready to negotiate step 1?
Once you are given the instruction, you can start negotiating
When you are done, please fill out the questions online and wait quietly

Pre STEP 1 Post negotiation STEP 2 Post negotiation

negotiation Negotiation report Negotiation about report
information about two Fill out online four issues Fill out online
Fill in some issues questions questions
pre-negotiation Receive report
information • Reflection report
for yourself
• Feedback report
for your partner
You have 15 minutes to negotiate

Done? Fill out the online questions

Fill out the online questions and wait quietly for further instructions

Find a STEP 1 Post negotiation STEP 2 Post negotiation

negotiation Negotiation report Negotiation about report
partner about two Fill out online four issues Fill out online
TIP: For better issues questions questions
practice, Receive report
choose • Reflection report
someone you for yourself
don’t know! • Feedback report
for your partner
Ready negotiate step 2?
Once you receive the password, you can receive your negotiation
materials for step 2
Read them quietly until you are given the signal to start negotiating

Find a STEP 1 Post negotiation STEP 2 Post negotiation

negotiation Negotiation report Negotiation about report
partner about two Fill out online four issues Fill out online
TIP: For better issues questions questions
practice, Receive report
choose • Reflection report
someone you for yourself
don’t know! • Feedback report
for your partner
You have 15 minutes to negotiate
Done? Fill out the online questions
Once you are done, please fill out the final online questions
You can then download your report once you are finished.
• You can also save a screenshot with feedback for your counterpart
• Please wait quietly until the discussion
Find a STEP 1 Post negotiation STEP 2 Post negotiation
negotiation Negotiation report Negotiation about report
partner about two Fill out online four issues Fill out online
TIP: For better issues questions questions
practice, Receive report
choose • Reflection report
someone you for yourself
don’t know! • Feedback report
for your partner
How did it go?
Not talking about the outcome!
• What went well?
• What didn’t go so well?
• What would you do differently next time?
Why don’t we talk about the outcome?
• Subjective value captures the
feelings about the
• Outcome
• Process
• Relationship
• Self
• Job candidates who report high
subjective value are more
likely to stay at the
organization – irrespective of
salary!
Feedback to your counterpart
Now you can discuss and provide some feedback to your counterpart
• What did they do well?
• What advice would you give them for next time?
Further analysis of the case will be
provided next week, after the last
tutorial finishes the case
Stay tuned!
 Next tutorial
• Next week: midterm break, no class
• Remember to submit the workgroup
assignment Step 1 and 2
• Next tutorial (week 5): Pay &
compensation related exercise