Negotiating tactics that she should avoid during the negotiating session.

Full Answer Section

1. Good Guy/Bad Guy Routine: The good guy/bad guy routine involves presenting two negotiators, one who appears to be reasonable and the other who appears to be more demanding. This tactic can be used to create a false sense of compromise and pressure the other party to accept a less favorable deal. In this case, Sharon Slade could play the good guy role, while her manager or another colleague could play the bad guy role.

Negotiating Tactics to Avoid

1. Personal Attacks: Sharon Slade should avoid making personal attacks or engaging in emotional outbursts. This will only alienate the other party and make it more difficult to reach an agreement. Instead, she should focus on maintaining a professional and respectful demeanor throughout the negotiation.

2. Threats and Ultimatums: Threats and ultimatums are also counterproductive in negotiation. They can make the other party feel cornered and defensive, leading to a breakdown in communication. Sharon Slade should instead strive to find a mutually beneficial solution that meets the needs of both parties.

Specific Gambits for Sharon Slade's Agenda

1. Highlighting Past Performance: Sharon Slade can highlight her past performance and contributions to the company to demonstrate her value and justify her request for a raise. She can cite specific examples of projects she has successfully led, positive feedback from colleagues and clients, and quantifiable achievements.

2. Presenting Comparable Salaries: Sharon Slade can research salaries for similar positions in her industry and geographic location to establish a benchmark for her request. She can present this information to her employer to demonstrate that her proposed salary is fair and in line with market standards.

3. Emphasizing Future Contributions: Sharon Slade can emphasize her commitment to the company's long-term success and her plans for future contributions. She can share her ideas for improving processes, expanding product offerings, or attracting new customers to demonstrate her value to the organization.

4. Offering Alternatives to Salary: If a raise is not immediately feasible, Sharon Slade can explore alternative forms of compensation, such as flexible work arrangements, additional benefits, or professional development opportunities. These options can still provide her with valuable benefits while not putting a strain on the company's budget.

5. Expressing Willingness to Compromise: Sharon Slade should express her willingness to compromise and find a solution that works for both parties. This will demonstrate her flexibility and openness to negotiation, making it more likely that she will reach a satisfactory agreement.

Sample Answer

Distributive Negotiating Gambits for Sharon Slade

1. Anchoring: Sharon Slade can anchor the negotiation by setting an initial offer that is favorable to her. This will establish a reference point for the negotiations and help to influence the final outcome. For instance, if Sharon Slade is seeking a 5% raise, she could initially propose a 10% raise, knowing that the final agreement will likely fall somewhere in between.