How would you evaluate success of key player negotiations

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Mike was a 37 year-old married father of four. His wife, a teacher, has been out of work for two years now, leaving Mike as the lone bread-winner in the family. He is currently employed in the management field earning $45,000 / year. Mike is proud of his salary, enjoys his co-workers, and is challenged by increased responsibility at his job. He is only dissatisfied with one aspect of his job: it does not provide benefits. Despite the many enjoyable dimensions of Mike's work, he has tendered his resignation and is currently in a negotiation session with a 22 year-old HR manager. The organization has a cafeteria style benefits plan and the HR manager has offered Mike a starting salary of $50,000, a corner office, a prime parking spot and five weeks of vacation. But still, no benefits. Mike declines. The HR manger (confused and bewildered) counters with a position that requires Mike to work occasional nights and week-ends, a $44,000 annual salary, no parking spot, no corner office, and only one week vacation. And health insurance. Mike accepts.

How would you evaluate the success of the key player's negotiations? (Mike)

What, if anything, was non-negotiable for our key player?

What was the driving force (i.e., motivation)of the key player (Mike)? Be specific and examine not just the surface motivator but the underlying / long-term motivation as well.

Reference no: EM132266147

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