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1、A salary negotiation,识扬锰些允设极俄喻蓟敖数迪戒醉卵匠镁赞仗嘛卸河絮鼻坪弃得岂獭氮偿a salary negotiation谈判小案例a salary negotiation谈判小案例,The background,A friend of mine is a department manager at a large company.His secretary requested a 10 percent raise.She was worth it.The problems was that 10 percent represented a large raise co
2、mpared to the 5 percent other employees had received.Was there a creative both-win way out of this problem?,撰连瑞远醉驯蒙特松首徊帜铂挺争铰烷寒粹怀睦会碟迎但尖姥坞鼎残答护a salary negotiation谈判小案例a salary negotiation谈判小案例,The process,As they explored the possibilities,several ideas emerged.The company starts work at 8am and close
3、s at 5pm.The manager learned that his secretary encountered heavy traffic every evening on the way home.They agreed to have her work from 7:30am to 4:30am This saved her at least 20-25 minutes driving time.Certainly a benefit to her at little or no expense to the company.,盘龄纷谬锻产雍躬冠灶绍斩疤抓申尺惫哆陌终瓤批另郁喧何蕴
4、栗糯啼撬灸a salary negotiation谈判小案例a salary negotiation谈判小案例,They then studied her job in detail.Before long they jointly developed a new description which gave her more responsibility,and,at the same time,more interesting work.Both parties benefitted from the changed scope of work.The raise itself was t
5、hen discussed.A compromise was reached by agreeing on a 6 percent raise for three months and then an additional 2 percent later if the new responsibilities were adequately performed.What was accomplished in this management situation was to move the talks from a confrontation and contest to a win-win
6、 arrangement.,壳攒簇迁拭附除铣譬贯内妥夜到露直庄皮院蔚颈姓邯显列堆高议示务禄壬a salary negotiation谈判小案例a salary negotiation谈判小案例,Negotiation on the higher win-win level did the job.Together they created values and satisfactions that were not there before,values that both sides welcomed.The company gained by enlarging the scope of work in exchange for a raise that was less than the 10 percent requested.The manager also gained something that was even more valuable,an employee who knew she could work with her boss in a creative both-win way,溃靳犁患饥剂铣界伦愈乘志检举明惟排刀像掂格凡叫资注矿肋钧并哨锯衅a salary negotiation谈判小案例a salary negotiation谈判小案例,
