Job Offer Negotiation: Martin Smith and Orange Craters (OC)
Introduction

The scenario for this simulation is a negotiation over a job offer that has been extended by a technology company to an MBA student nearing graduation. The background information introduces the principals involved, recaps their prior relationship, and presents detailed summary of the terms of the offer that the firm has extended to the student. For the negotiation simulation, you will be assigned to assume the role of either the student or a representative of the hiring company. The role-play information that your instructor will then provide gives details about the specific interests and objectives of the party to which you are assigned. In many ways, negotiations about job offers are just like any other negotiation: Parties try to pursue their own interests while keeping an eye on relationship concerns and seeking areas of common ground that might allow them to bridge compatible interests. In other ways, however, job offer negotiations may be perceived as distinctive because of the stakes involved: For the job seeker, they involve the negotiation of one’s personal circumstances, often with an opponent who is someone you will have to “live with” on a day-to-day basis for what could be a long time to come. As you read your role information and prepare for the encounter, think about how the pursuit of your goals-whether you are in the role of the hiring firm or the job-seeking student-may or should be affected by the unique context involved when one is negotiating about employment.

Background Information

Martin Smith an MBA student in the final semester before graduation, has an offer (see Offer Letter, below) for permanent employment from Orange Craters (OC), and the deadline for accepting the offer is next week. Martin spent the summer before his final year in the MBA program