Hrm-595-62172 Negotiation Skills

FIELD ANALYSIS: UNDERSTANDING THE KEY PARTIES AND THEIR ROLE IN A NEGOTIATION Instructions: For purposes of this assignment, assume that you are the negotiator who is tasked with a salary (on call time, step increases, overtime for captains and majors) and benefits (insurance while employed, insurance after retirement, accrual of leave time, retirement multipliers) dispute between a large municipal county with a strong mayor and the sheriff’s department for the county. You are negotiating the contract on behalf of the sheriff’s office.
The purpose of this activity is to give you an opportunity to construct a field analysis on your relationship with a specific other negotiator. This tool should be helpful when negotiators have to consider multiple parties—on their own side and on the other side—who can affect a negotiation outcome, and whose needs and interests must be considered. YOU/YOUR TEAMOTHER/OTHER’S TEAM 1. Who is on my team on the field? (A) —Me —The Sheriff’s office 2. Who is on their team on the field? (B) —Large municipal county Mayor 3. Who is on my sidelines who can affect the play of the game? (C) —Back up players (Captains, Majors, Retirees, Insurance Company, Community Organizations, National Sheriff’s Association, Court Agents) 3. Who is on their sidelines who can affect the play of the game? (C) —Back up players (Unions, Employees, Councilmen/Freeholders, Business Owners) 4. Who is in my stands that are involved and interested, either directly or indirectly? (D) —Residents —Business Owners —Employees —Media 6.
Who is in their stands that are involved and interested, either directly or indirectly? (D) —Residents —Business Owners —Employees —Media 7. What elements outside the stadium have an interest in the game, or can affect our game in positive or negative ways (E): —Depending upon how a Sheriff is appointed, an election can +/- affect the rules in our negotiation; —Change in climate can come from community support and national association lobbying —Concession from the mayor and municipality —The police department can be a competitor . What elements outside the stadium have an interest in the game, or can affect their game in positive or negative ways (E): —Depending upon how a Sheriff is appointed, an election can +/- affect the rules in our negotiation; —Negative media coverage highlighting the mayor when there may be a large constituency in favor of the Sheriff’s point of view, may change the climate —Other competitors may include a mayoral candidate seeking to gain support and using the negotiations as a platform to garner support
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