Ayda Khadiva - 29120578

EMBA64

Planning for Negotiations - Double Career Case (A)

1. Understanding the issues – that is, what is to be negotiated
In this particular case, I have 5 different issues that exist within the realm of negotiation.
My position in this negotiation is as an MBA student studying abroad who has just got an
offer to a lucrative job in the Netherlands. The negotiation arises following the situation in
which I have a long term relationship in my home country with whom I plan to start a
family with. My partner is a full-time medical practitioner and the both of us, in addition to
planning a family, are also interested in planning a business together. All things
considered, my partner would prefer if I went home after completing my MBA, however
this work opportunity is too big to pass on, so in hopes of reaching an agreement, the
negotiation would encompass several issues which includes:
● Issue 1: The MBA student’s job offer: whether I reject or accept the offer
● Issue 2: The doctor’s current job: whether my partner keeps or quits her current job
● Issue 3: Living arrangements: whether we live together in the Netherlands, live
together in Indonesia, or live separately
● Issue 4: Family planning: when would be the best time to try having children
● Issue 5: Launch of the joint business venture

2. Assembling the issues and defining the bargaining mix:

a. Which issues are most important and which issues are less important?
Disregarding the linkage between each issues which will be discussed in section 2b,
the issues I’m facing could be prioritized as such:

Issue Priority Reasoning

Issue 1: The MBA First Priority Taking this job enables me to build on
student’s job offer substantial financial capital, fast-track my long-
term career later on, and build credentials and
reputation needed to start a business.

Issue 2: The doctor’s Second Priority My partner keeping or quitting her job directly
current job relates to our being together or living separately,
since medical licensing is relatively difficult in
the Netherlands and she has limited linguistic
capabilities, this could be the point of resistance.

Issue 3: Living Third Priority Living together in the Netherlands is far more
arrangements preferable for me, both in the relationship and
professional sense.

Issue 4: Family Last Priority This issue could be treated as a point of

planning leverage for my partner, since she is a woman
and also has more right to decide on when it is
best for her to start having children. Albeit
 having children in the Netherlands would be
safer and more economically beneficial.

Issue 5: Launch of the Last Priority
joint business venture
Since this issue lies further in the future, there
would be more uncertainties that are not
necessarily urgent to press on in the negotiation
and could be developed further after more
urgent issues are dealt with.

b. Which issues are linked to other issues, and which are separate or
unconnected?
Issue 1 and 2 directly implicates the results of Issue 3, in which there would be 3
possible outcomes:
➔ If I decide to accept the job offer and my partner quits her current job, we will live
together in the Netherlands (most preferable)
➔ If I decide to reject the job offer because my partner keeps her current job, we
will live together in Indonesia (not preferable)
➔ If I decide to accept the job offer but my partner keeps her current job, we will
live separately for 3 years, which is the length of my contract in Netherlands
(least preferable)
The results of negotiation of Issue 3 will then determine the preferences for Issues 4
and 5.

3. Defining the interest: What are the other’s primary underlying interest?
Primarily, my partner’s interest is to start building a life together--however she is inclined
to keep her current job as she is currently doing very well as a medical doctor in my
home country, and I know that she finds a great deal of satisfaction from it. It would not
be easy for her to walk away from her current job and would likely disrupt her promising
career. Medical practice licensing restrictions would make relocating to Amsterdam
tremendously difficult. She would need at least one year of study to pass the necessary
exams, and the pass rate is quite low. Moreover, my partner’s foreign language skills are
limited and she does not speak Dutch.

4. Defining limits:
a. What is our walk away point on each issue – that is, what is a minimally
acceptable settlement for each issue or the issues as a package?
Based on the point distribution and prioritization of issues, my walk away point per
issue is as such:

Issue Walk Away Point Points

Issue 1: The MBA student’s job offer Accept offer 1000

Issue 2: The doctor’s current job Keep current job 0

Issue 3: Living arrangements Live apart -800

Issue 4: Family planning 3 years from now 500

 Issue 5: Launch of the joint business venture Now 500

TOTAL POINTS Less than 1500 1200

It is hard to define the minimum acceptable settlement to each package, but I would
avoid having less than 1500 points, as I feel that it is a fair compromise for both
parties to have an equal to near-equal outcome.

b. If this negotiation fails, what is our best alternative for a negotiated agreement
(BATNA)?
If this negotiation fails, the BATNA is just to go on a separate path and let the future
guide our fate. If we cannot determine this is an issue as a couple, we might not
even have a harmonious relationship.

5. Defining targets and openings:

a. What will be our preferred settlements in each issue?

Issue Preferred Options Points

Issue 1: The MBA student’s job offer Accept offer 1000

Issue 2: The doctor’s current job Leave current job 500

Issue 3: Living arrangements Together in Netherlands 1200

Issue 4: Family planning Now 500

Issue 5: Launch of the joint business venture 3 years from now 500

TOTAL POINTS 3700

b. What will be our opening request for each issue?

➔ First request is for my partner to allow my decision to accept the job offer in the
Netherlands
➔ Second request is to ask her to quit her current job in order to live together in the
Netherlands
➔ Third request is to start a family in the Netherlands as it is one of the safest and
best countries to start a family in
➔ Fourth request is to start the joint venture after my contract is fulfilled which is in
3 years

c. Where are we willing to trade off issues against each other in the bargaining
mix?
Our aim as a couple is to reach a compromise, thus if we plan to bargain the best
scenario, we should aim for equal points within our respective scoreboard. Thus, if
my partner is willing to give us Job offers and Living arrangements options, I am
 willing to compromise for Family planning and Joint venture business launch and
vice versa.

7. Opposite negotiators: Who is the other party (or parties) in the negotiation?
a. What information do we have about them?
They are the love of my life, an intelligent medical graduate that plans to live together
and start a family with me.

b. What issues will they have?

My partner would have an issue allowing me to take the job offer in the Netherlands,
because previously we have agreed for me to go back to my home country after my
MBA and start a family there. By asking her to move with me to the Netherlands, she
would have to leave her job and she would take a while to study and pass the
medical licensing exams in the Netherlands, hindering her career.

c. What priorities are they likely to have for their issues?

Most likely, she would prioritize me coming back home to start a family and our joint
business venture and for her to keep her current job.

d. What priorities are they likely to have for their issues?

She would want me to stick to the plan that was agreed upon previously with the
main interest of living together with me, preferably in Indonesia.

e. What has been my past relationship with them? What future relationship do I
need to have, or would I like to have with them?
My past relationship is that we are lovers, and in the future we plan to get married
and have kids together while starting our business in healthcare with us as CEO and
her as CTO.

8. Selecting a strategy:
a. What overall negotiation and strategy do I want to select? How important are
the outcome and the relationship with the other?
The strategy I want to select is integrative negotiation. The goal is to integrate our
interests into an agreement to reach maximum mutual benefits and establish good
cooperation between both parties through collaboration. After all, our main interest is
to live together and not have our careers sacrificed for it. Implementing an integrative
strategy will hopefully push both parties to encourage creativity to abound and the
relationship between parties. Also, this strategy is an excellent way to make the
shared value as large as possible.

b. What strategy do I expect the other will be selecting?

The same as mine, an integrative approach – while keeping mindful of our
relationship with each other and prioritizing to keep her current job.