Negotiation Goals
According to Sumbeiywo (2019), every negotiation process must have clear goals to allow for better preparation before the real process begins. In this case, the goal is to negotiate on behalf of Jose Peralta to get a salary increase. Despite Jose lacking adequate technical background when he first joined the company, he has over time gained sufficient skills to work just as effectively and efficiently as the other customer engineers or even sometimes better. Therefore, the negotiation goal here is to appeal to the salary committee to consider raising Jose Peralta’s salary so that he feels the company values and recognizes him just like the other customer engineers.
Reasons for Salary Increase
Memphis (n.d) mentions that no matter when the last time an employee negotiated for a better salary was, the time will always come again when the value of work they do is not reflected in the compensation they receive for that it. Therefore, when such a time comes, it is vital to approach the issue objectively and build a solid case and negotiate for salary adjustment. In the case of Jose Peralta, the time is rife to negotiate for a salary increase because of the value of work he does for the company. Although he was relatively inexperienced when he joined the company, he has now gained much experience. In addition to that, he has always striven to advance his knowledge and technical skills. Jose Peralta’s desire to advance his skills is not drawn out of selfish gains but strives to give all his best for the success of the company. Jose has also worked for four years for the company and has received positive comments from customers and supervisors. When reviewing the performance of employees, some of the evaluation measures involve feedback from customers and supervisors (Idowu, 2017). Positive reviews from customers and supervisors indicate that an employee is equal to the task and brings value to the company.
Delegate your assignment to our experts and they will do the rest.
The aspect of motivation is crucial in Jose Peralta’s case. Jose Peralta needs to be motivated by being recognized, and that recognition should be in the form of a salary increase. Motivating employees makes them feel that the company values them (Varma, 2017). Jose Peralta is a hardworking and dedicated employee, and according to the case study, he works even harder than some of the other customer engineers. If the company continues to pay him a lower salary, he may not work with the same zeal. He has spent four years providing his services to the company and is looking forward to the day his efforts will be recognized. If given a salary raise, he may be motivated to perform even better. On the other hand, if the company does not motivate him, he may try to look for better opportunities elsewhere, and the company will lose such a dedicated employee. It may then become too costly to hire another customer engineer, who may end up not having the skills and the zeal like Jose Peralta’s.
Other Negotiators
Stanford (n.d) states that companies usually do not give absolutely everything that is asked for because they have an incentive to keep wages down. In Jose Peralta’s case, the company negotiators may argue that since Jose is still learning and taking up several courses, it means he is still inexperienced, and not up to the task as the other customer engineers. Therefore, the negotiators could suggest that Jose be observed for some more time before his appeal is considered. However, this argument could be countered by the fact that Jose’s performance is not different from that of other customer engineers, and that Jose is a highly motivated individual who strives to contribute towards the success of the company.
References
Idowu, A. (2017). Effectiveness of performance appraisal system and its effect on employee motivation. Nile Journal of Business and Economics , 3 (5), 15-39.
Mephis. How to Negotiate your Salary. https://www.memphis.edu/stem/pdfs/howtonegotiateyoursalary.pdf
Stanford. Negotiation . https://web.stanford.edu/class/cs9/lectures/05/Slides05.pdf
Sumbeiywo, L. (2019). To Be A Negotiator: Strategies and Tactics . ETH Zurich. https://www.files.ethz.ch/isn/114828/negotiator.pdf
Varma, C. (2017). Importance of employee motivation & Job satisfaction for organizational performance. International Journal of Social Science & Interdisciplinary Research , 6 (2).
