Tools, Insights, and Teaching Materials for Negotiations to Advance Work, Educational, and Life Aspirations
Career Negotiation --- INTRODUCTORY TEXT HERE ----
Workbook
Career Negotiation Workbook
#2230.0 - October 2021
Faculty Lead: Hannah Riley Bowles
Abstract: The Strategic Preparation Workbook guides students in preparing for a work or life negotiation so that they are more likely to succeed in negotiations. The Workbook outlines a four-part process in preparing for a negotiation and finishes with action planning. The instructor can either teach the Workbook using a case example or by having students fill out the Workbook with their own negotiation examples. Brief videos (- 3 minutes) linked throughout the Workbook provide detailed descriptions of each step in the process and examples of real-life negotiations.
Learning objective: The purpose of this workbook is to support students' application of negotiation training to their own work and life negotiations. The Workbook is separated into five sections, each with their own learning objective:
- Section I: Start with Your Goals guides participants to align their negotiation objectives with longer-term aspirations.- Section II: Understand What You're Negotiating for helps participants take on their negotiating counterparts' perspectives and consider how they might enhance their persuasiveness of their proposal.
- Section III: Reduce Ambiguity about What, How, and with Whom to Negotiate illuminates gaps in participants' negotiation preparation (i.e., what is negotiation, when to negotiate, who are the parties) and helps students brainstorm how to get information and advice to fill those gaps in their preparation.
- Section IV: Enhance Your Negotiation through Relationships and Your Relationships through Negotiation encourages participants to consider who could give them information, advice, social support, or advocacy to enhance their negotiation outcomes, as well as how to strengthen relationships by seeking mutually beneficial outcomes with their negotiation counterparts.
- Section V: Develop an Action Plan prompts participants to maintain momentum in their negotiation preparation or process by developing a specific and realistic set of steps they can take, including a plan to hold themselves accountable.
Materials for Purchase
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Issue Brief
I/We Self Advocacy: Negotiating in Early Career
#2203.0 - March 2021
Faculty Lead and Author: Hannah Riley Bowles
Abstract: Many people early in their careers find self-advocacy awkward or may even perceive it as impossible. They don’t know is reasonable for them to request or propose, they are unsure how to go about it, who their negotiating counterparts should be, or what they care about. Often for good reason, they hold back out of fear that speaking up will undermine important relationships. However, there are meaningful downsides to letting opportunities to self-advocate pass, even if only to learn more about what is possible. Negotiation attempts can backfire, but there are ways to prepare strategically to reduce that risk. This note was crafted to help people in early career or junior positions to analyze potential negotiation opportunities and to prepare for those opportunities in ways that make a clear case that what they are proposing makes good sense for others, as well as for themselves
Learning objective: Through a four-step process, students will learn to prepare strategically to reduce the risk that negotiation will fail.
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Case Study
nadine vogel: negotiating work and life
#2160.0 - May 2019
Case Author: Laura Winig
Faculty Lead: Hannah Riley Bowles
Abstract: Even as a teenager, Nadine Vogel knew she wanted to be an executive with a FORTUNE 500 company. This case chronicles her journey and her life and career choices, from college through her midlife decision to leave the Metropolitan Life Insurance Company, where she had spearheaded the launch of a new division aimed at serving parents of children with disabilities. Vogel’s leadership and career negotiating skills are exemplified, as she navigates through a myriad of personal and professional obstacles.
Learning objective: Students will learn how to identify successful career negotiation tactics. Students analyze the protagonist’s negotiating strategies to discover that one’s choice of negotiating strategy has implications for career progression, particularly for navigation of nontraditional career paths and leadership claiming.
Materials for Purchase
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Vignettes
Negotiation Vignettes
Vignette #1: Angel Torres (Vignette and Sequel)
#2202.0 and 2202.1 - March 2021
Authors: Joan Moon and Florangel Suero
Faculty Lead: Hannah Riley Bowles
Abstract: Angel Torres is a college sophomore placed in their first summer internship. While Angel hoped the Internship might lead to a full-time job after graduation, the work, so far, was basic and did not provide Angel an opportunity to show their full abilities. Angel had an idea of how to improve the user interface of the company’s primary app but found it difficult to propose the idea. Angel had other concerns—around pay, specifically—but was concerned about raising them at home. Angel’s Mom wanted Angel to help with a family chore but doing so might jeopardize the internship. What could Angel do?In the sequel, Angel reaches out to a number of colleagues and friends to collect additional information to help inform their negotiation choices.
Learning objective: Students will learn to prepare strategically to reduce the risk that negotiation will fail. Students will analyze a potential negotiation opportunity and learn to prepare to make a clear case for why what is being proposed makes good sense for both parties.
Materials for Purchase
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Vignette #2: Priya Iman
#2205.0 - March 2021
Author: Joan Moon
Faculty Lead: Hannah Riley Bowles
Abstract: Priya, a graduate student of public policy, was offered internships from two units within the International Development Fund. One offered a good salary, took advantage of her past work experience but was longer than she wanted; the other, offered no pay but would give her the work experience she wanted and was the perfect length. The case details the offers and asks students to consider whether Priya has room to negotiate aspects of either offer.
Learning objective: Students will learn to prepare strategically to reduce the risk that negotiation will fail. Students will analyze a potential negotiation opportunity and learn to prepare to make a clear case for why what is being proposed makes good sense for both parties.
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Vignette #3: Shahana Patel
#2206.0 - March 2021
Authors: Ukasha Iqbal and Joan Moon
Faculty Lead: Hannah Riley Bowles
Abstract: Shahana had just received a job offer from a trendy global startup in India, but she was getting married in five months and wanted to negotiate for a short leave for the wedding and a transfer to the company’s Hong Kong office to be with her new husband. In balancing her career and personal goals, Shahana has to negotiate with both her fiancé and her potential new employer through a careful negotiation involving compromise and re-setting expectations.
Learning objective: Students will learn to prepare strategically to reduce the risk that negotiation will fail. Students will analyze a potential negotiation opportunity and learn to prepare to make a clear case for why what is being proposed makes good sense for both parties.
Materials for Purchase
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Vignette #4: Maryam Hassan
#2207.0 - March 2021
Authors: Ukasha Iqbal and Joan Moon
Faculty Lead: Hannah Riley Bowles
Abstract: Maryam and Sameer, brother and sister, were searching for an apartment in Hitech City, Hyderabad. Recent college graduates who were now starting jobs with high-profile technology firms, they wanted to lease an apartment together. The case details their challenge in negotiating with a potential landlord amid cultural and religious concerns. Maryam must address the landlord’s biases and concerns through a careful negotiation involving compromise, building personal relationships and re-setting expectations.
Learning objective: Students will learn to prepare strategically to reduce the risk that negotiation will fail. Students will analyze a potential negotiation opportunity and learn to prepare to make a clear case for why what is being proposed makes good sense for both parties.
Materials for Purchase
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