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Salesperson Job Offer Negotiation
內容大綱
This exercise provides students with an engaging two-person negotiation between an employer and a job candidate over the details of a sales role with The Peak, a small but rapidly growing news-media start-up in Canada. The Peak’s co-founder and chief executive officer wants a new salesperson who is willing to take on responsibilities outside the scope of a typical salesperson and to work with little supervision. The candidate is a seasoned professional with an entrepreneurial spirit and a desire to join a small start-up, where she can take more ownership over her work and liaise with the co-founders to grow the company. By role-playing as the employer or the candidate, students will determine how best to achieve satisfactory job-offer terms.
學習目標
The learning objectives for this exercise will depend on the setting in which it is used. If the exercise is used in an entrepreneurship or sales course, the following learning objectives will all be salient. If the exercise is used in a negotiations course, the first two objectives will be the primary focus.<ul><li>Demonstrate the importance of setting a target point and a resistance point, as well as assessing the best alternative to a negotiated agreement and determining a bargaining zone. </li><li>Learn about the different negotiation strategies and how to identify the best strategy to use based on the person’s end goal and highest priority.</li><li>Introduce the concept of working at a small, rapidly growing start-up and discuss how the new hire’s responsibilities contrast with one in a similar role in a larger organization.</li><li>Distinguish between the hiring and job-offer process in a start-up versus a larger organization and notice how the founder is responsible for all aspects of hiring at a start-up.</li></ul>