Sunday, February 28, 2016

Negotiation Checklist




Negotiation Checklist:

A.    About You 
1.     Currently reviewing job offers from FourCom and Robust Routers.  Interned with Robust Routers over the summer, Leigh Bulterma was Joe Tech’s manager during the internship and the individual that Joe will be negotiating his job offer with.
2.     Joe Tech aspirations and interests going into the negotiation with Robust Routers.
-          Prefers to start in Business Development over Associate Product Manager.  
-          Would like Robust Routers to match the $15,000 sign on bonus offered by FourCom.
-          Negotiate a better relocation allowance that covers all moving costs, broker costs, potential storage, and a flat sum for other extraneous costs.
-          Stock options, not a strong point given uncertain market, last resort if Joe cannot convince Robust Routers to concede on other issues.
-         Start date is not overly important but Joe wouldn’t mind traveling Europe for a couple months after graduation

Issue 1:
Business Development Position


Maximum Value:


100 Points






RR Business Development Position

100 Points
FourCom Business Development Position
75 Points
RR Associate Manager Position (but move up)
50 Points
Start-up Company Business Development Position
25 Points
RR Associate Manager Position (Stagnant)
0 Points






Issue 2:
Salary





Maximum Value:


100 Points
RR Business Development Position $101,000
100 Points
FourCom Business Development Position $101,000
75 Points
RR Product Manager Position $83,000

50 Points
Start-up Company BD Position $95,000

25 Points
RR Associate Manager Position $88,000

0 Points






Issue 3:
Signing Bonus




Maximum Value:


100 Points
RR $10,000 Bonus



100 Points
FourCom $15,000 Bonus


50 Points
RR $10,000 Bonus OR Start-Up Company

0 Points






Issue 4:
Relocatoin




Maximum Value:


100 Points
RR $15,000 Package



100 Points
FourCom Package



75 Points
RR $10,000 Package



50 Points
RR Original Package $,5000 OR Start Up Company

0 Points






Issue 5:
Start Date




Maximum Value:


100 Points
RR BD Position and Time to Travel

100 Points
RR BD Position  but Start Right Away

75 Points
RR PM Position and Time to Travel


50 Points
RR PM Position  but Start Right Away



25 Points
. Offer From FourCom                                             0 Points

Issue 6:
Stock Options




Maximum Value:


100 Points
RR Stock Packate 1,000 Stocks + 500 Per Yr.

75 Points
FourCom Stock Packate 1,000 Stocks + 500 Per Yr

25 Points
Start Up Company


0 Points

3.     BATNA/Aspiration/Resistance Point – If the negotiation with Robust Routers does not conclude with a satisfactory job offer, Joe Tech can accept the offer from FourCom or continue the job search.  

-          Salary/Title:
o     $83,000 (88-5) (R)
o    $101,000 (A)
-          Assignment:
o    Associate Product Manager (R)
o    Business Development Manager (A)
-          Signing bonus:
o    $10,000 (R)
o    $15,000 (A)
-          Relocation:
o    $5,000 (R)
o    $15,000 (A)
-          Stock options:
o    1000 + 500 Per Year (R)
o    1500 + 500 Per Year (A)
-          Start date:
o    May (R)
o    Later (A)


B.    About the Other Side
1.     Importance of Issues
-          Assignment
-          Salary
-          Start Date
-          Signing Bonus
-          Relocation
-          Stock Options

4.     Relationship Between Parties
-          Leigh Bultema was Joe Tech’s manager during his summer internship. 
-          Internship was favorable, some level of trust between both parties.
-          The start date is June 1, 2016 indicating a sense of urgency on Robust Routers end. 

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