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New Job Candidate

Negotiating Scenarios game

1

There’s a recession on and jobs are scarce. This company is a leading player in its sector; however this is an important appointment for them. You have an excellent track record in precisely the field they are looking for. How would you score the bargaining ‘aces’ in this negotiation?

  • A 2 You have most of the bargaining power

    ANSWER COMMENTARY
    It’s always very easy to under-estimate your bargaining power and over-estimate the bargaining power on the other side. In fact there are 9 sources of bargaining power and they are very rarely arranged 9-0 in favour of anybody.

    Here the company has some scale and some market power, but you may have some ‘niche bargaining power’ because your skill-set is in short supply. You may also have some specific ‘expertise’ or ‘authority power’ because of your reputation. Also, it’s important to remember that you always have your personal power –your skill as a negotiator.

    So, you score 4 if you gave the company the edge – but only just. If you thought it was equal or you gave yourself the edge then this scores 3. Answer (a) may be a tad too optimistic and answer (e) is too pessimistic.
  • B 3 Slightly more in favour of you, but only just

    ANSWER COMMENTARY
    It’s always very easy to under-estimate your bargaining power and over-estimate the bargaining power on the other side. In fact there are 9 sources of bargaining power and they are very rarely arranged 9-0 in favour of anybody.

    Here the company has some scale and some market power, but you may have some ‘niche bargaining power’ because your skill-set is in short supply. You may also have some specific ‘expertise’ or ‘authority power’ because of your reputation. Also, it’s important to remember that you always have your personal power –your skill as a negotiator.

    So, you score 4 if you gave the company the edge – but only just. If you thought it was equal or you gave yourself the edge then this scores 3. Answer (a) may be a tad too optimistic and answer (e) is too pessimistic.
  • C 3 It's about equal

    ANSWER COMMENTARY
    It’s always very easy to under-estimate your bargaining power and over-estimate the bargaining power on the other side. In fact there are 9 sources of bargaining power and they are very rarely arranged 9-0 in favour of anybody.

    Here the company has some scale and some market power, but you may have some ‘niche bargaining power’ because your skill-set is in short supply. You may also have some specific ‘expertise’ or ‘authority power’ because of your reputation. Also, it’s important to remember that you always have your personal power –your skill as a negotiator.

    So, you score 4 if you gave the company the edge – but only just. If you thought it was equal or you gave yourself the edge then this scores 3. Answer (a) may be a tad too optimistic and answer (e) is too pessimistic.
  • D 4 More in favour of the company, but only just

    ANSWER COMMENTARY
    It’s always very easy to under-estimate your bargaining power and over-estimate the bargaining power on the other side. In fact there are 9 sources of bargaining power and they are very rarely arranged 9-0 in favour of anybody.

    Here the company has some scale and some market power, but you may have some ‘niche bargaining power’ because your skill-set is in short supply. You may also have some specific ‘expertise’ or ‘authority power’ because of your reputation. Also, it’s important to remember that you always have your personal power –your skill as a negotiator.

    So, you score 4 if you gave the company the edge – but only just. If you thought it was equal or you gave yourself the edge then this scores 3. Answer (a) may be a tad too optimistic and answer (e) is too pessimistic.
  • E 1 The company has most of the bargaining power

    ANSWER COMMENTARY
    It’s always very easy to under-estimate your bargaining power and over-estimate the bargaining power on the other side. In fact there are 9 sources of bargaining power and they are very rarely arranged 9-0 in favour of anybody.

    Here the company has some scale and some market power, but you may have some ‘niche bargaining power’ because your skill-set is in short supply. You may also have some specific ‘expertise’ or ‘authority power’ because of your reputation. Also, it’s important to remember that you always have your personal power –your skill as a negotiator.

    So, you score 4 if you gave the company the edge – but only just. If you thought it was equal or you gave yourself the edge then this scores 3. Answer (a) may be a tad too optimistic and answer (e) is too pessimistic.
It’s always very easy to under-estimate your bargaining power and over-estimate the bargaining power on the other side. In fact there are 9 sources of bargaining power and they are very rarely arranged 9-0 in favour of anybody.

Here the company has some scale and some market power, but you may have some ‘niche bargaining power’ because your skill-set is in short supply. You may also have some specific ‘expertise’ or ‘authority power’ because of your reputation. Also, it’s important to remember that you always have your personal power –your skill as a negotiator.

So, you score 4 if you gave the company the edge – but only just. If you thought it was equal or you gave yourself the edge then this scores 3. Answer (a) may be a tad too optimistic and answer (e) is too pessimistic.

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