NCM 512 Module 2


Module 2 – Case


Assignment Overview

Gender in Job Negotiations

Women have had to fight for their rights for a long time. For example, the right of women to vote was granted in the United States only in 1920!

But there are still many fields where acceptance and equality in compensation are still to be desired.

One such field is the workplace, and the following two articles shed a light on the issue of gender within this setting.

Bowles, H. R., & McGinn, K. L. (2008). Gender in Job Negotiations: A Two-Level Game. Negotiation Journal. New York:Oct 2008. Vol. 24, Iss. 4, p. 393-410 (18 pp.) Note: focus only on the employer section.

van Wanrooy, B. (2009). Women at Work in Australia: Bargaining a Better Position? Australian Bulletin of Labour. Adelaide:2009. Vol. 35, Iss. 4, p. 611-628 (18 pp.)

Case Assignment

· Company ABC is a manufacturing company in the automotive industry, with a production plant of 20,000 employees, a sales department of 5,000, and an administrative work force of 1,000.

· The male workforce in each department is about 75%, 60%, and 40% respectively.

· On average, women’s compensation is 25% lower than that of the men in all departments.

· YOU have been chosen to represent the women before management in the contract negotiations.

After carefully reading through the articles, and the above information, please answer (in at least four full text pages), the following questions:

1. “Inside information”: Management is strongly against “across the board” changes, but is willing to hear your differentiated proposals per department.

2. How would you prepare (in addition to reading the above articles) for said meeting?

3. What negotiating approach would you choose to adopt? Explain.

4. What would be your interests and possible positions?

5. What would be your initial proposal to mangement broken down by department?

6. Should your initial proposal be rejected by management, what will you bring to the next round of negotiation discussions “at the table”?

7. Tip – a general strike is NOT an option.

Assignment Expectations

1. Remember, the future welfare of the workers is in your hands – prepare well!

2. Be definitive and practical! No general statements and/or grand stand statements.

3. Make your point and then explain your reasoning for it.

4. Assume (but point it out) whatever is missing in this setting.

Module 2 – SLP


SLP Assignment Expectations

· The intent of the SLP is for you to apply the theoretical and general aspects covered in each module, to real-life and practical cases. You should clearly connect your SLP to the theoretical concepts covered in each module and cite the relevant sources from the background readings.

· Conflict is an integral part of our lives, and we encounter it in every aspect of our personal and professional activities.

· Surely, you have observed (or even participated in) some form of conflict at your workplace, be it a simple but heated interpersonal matter, or a full-scale organizational dispute.

· The SLP will always have three short parts you will need to address in EACH module, as described below.

· Focus should be put on sections II + III.

· As each module deals with a different topic, you can choose on describing and analyzing the same conflict in all modules, or widening your scope and describing different incidents.

· Your paper should cite the background readings as well as other peer-reviewed articles and reliable web sites.  Please consult the following for additional information on how to recognize peer-reviewed journals: For additional information on reliability of web sources review the following document:

Part I – Background and Settings (in about ½ a page)

· The Organization – Without revealing proprietary information, describe the organization of your choice (It should be one that you are familiar with, so preferably it would be easier, if it would be your own).

· The Conflict – Describe the workplace conflict issue you have chosen to write about.

o What is the underlying problem or difference?

o Who are the parties or sides in this conflict?

· Choose a Side – Choose one of the parties or sides in the conflict and let me know of your choice.

Part II – How Was It Negotiated? (in about 1 full page)

· Describe “your chosen” side’s decisions and/or behaviors and/or actions to the following:

o What forms of behavior were exercised throughout the discussion phase? Are they acceptable?

o How were your proposals offered?

o How were the other side’s proposals accepted?

o How was the deal closed? If not, why?

Part III – What Would You Have Done? (in about 1 full page)

· Assuming you are the principal representative for your “chosen side”:

o What would YOU have done in this case to solve the issue?

o What decisions would YOU have taken?


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