New Recruit Negotiations

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Agenda for Today • Negotiate New Recruit • Debrief negotiations focusing on : – How to Claim Value – How to Create Value
Distributive Bargaining Negotiating a Salary Candidate’s BATNA Better for Recruiter Candidate’s Resistance Point [ Focal Points Recruiter’s Resistance Point ] Recruiter’s BATNA Better for Candidate Zone of Possible Agreement (ZOPA)
Page 1: New Recruit Negotiations People and
Page 5 and 6: What Influences How Value is Distri
Page 7 and 8: Overseas Transfer Compatible-Integr
Page 9 and 10: Integrative Bargaining Creating Val
Page 11 and 12: Individual Points Earned 10 16 8 14
Page 13 and 14: What Influences How Value is Create
Page 15 and 16: Tips on PREPARING for a Negotiation
Page 17 and 18: Summing Up • Prepare, Prepare, Pr
Page 19: MIT OpenCourseWare http://ocw.mit.e

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