Full Answer Section

Build rapport and trust.

Relationship building is essential to integrative bargaining. Sharon can create a positive first impression by using tacit communication, such as eye contact, a friendly smile, and an open posture. She should also listen actively to Alice and show genuine interest in her concerns. By building rapport, Sharon can create a climate of trust and cooperation, which is essential for reaching a mutually beneficial agreement.

3. Be open and transparent.

Sharon should be open and transparent with Alice about Netflix’s needs and constraints. This means being honest about the company’s financial situation, its plans for the future, and the reasons for Alice’s termination. By being transparent, Sharon can build trust and show Alice that she is committed to reaching a fair agreement.

4. Be willing to compromise.

Integrative bargaining is a collaborative process. Both parties need to be willing to compromise in order to reach a mutually beneficial agreement. Sharon should be prepared to make concessions on some issues, such as the amount of severance pay Alice receives or the length of her transition period. However, she should also be clear about her own bottom line and the issues that she is not willing to compromise on.

5. Use effective overt communication.

Sharon should use clear and concise language when communicating with Alice. She should avoid using jargon or technical terms that Alice may not understand. She should also be specific and avoid making vague statements. For example, instead of saying “I’m willing to work with you on a severance package,” Sharon could say “I’m willing to offer you a severance package that is equivalent to six months of your salary.”

Here are some examples of effective overt communication that Sharon can use in this negotiation:

• “I understand that you are disappointed with the company’s decision to terminate your employment.”
• “I want to assure you that we are committed to reaching a fair and equitable agreement.”
• “I am here to listen to your concerns and to work with you to find a solution that meets both of our needs.”
• “I am willing to compromise on some issues, but I am not willing to compromise on the company’s bottom line.”
• “I am confident that we can reach a mutually beneficial agreement if we are both willing to work together.”

By following these recommendations, Sharon can increase the likelihood of reaching a mutually beneficial outcome with Alice.

In addition to the above, here are some specific tips for Sharon on how to make a positive first impression using tacit communication:

• Dress professionally. First impressions matter, so Sharon should dress in a way that is professional and appropriate for her position.
• Arrive on time. Punctuality shows respect for Alice and her time.
• Make eye contact and smile. Eye contact and a friendly smile can help Sharon to build rapport and establish trust with Alice.
• Use open body language. Open body language, such as sitting up straight with her arms uncrossed, can make Sharon appear more approachable and engaged.
• Listen actively. Sharon should listen actively to Alice and show that she is interested in what she has to say. This means paying attention to her body language, making eye contact, and nodding her head.

By following these tips, Sharon can make a positive first impression on Alice and create a foundation for a successful negotiation.