• How effective have you been in creating and claiming value? For what ? In this role play, I was a senior executive at an IT company (Computron Pharmaceuticals). My main task was to negotiate with a candidate who was applying for the position of MEDWARE Program Manager in my company. The outcome of my negotiation indicated satisfaction for both parties in having expanded the pie as well as sharing it. I secured an agreement to pay the candidate $140,000 total, in salary, signing bonus and moving expenses, over two years. Most importantly, the project had to be completed by February 1, which meant I had an $80,000 competitive advantage for the company due to MEDWARE's early completion. For the candidate, my offer of salary, signing bonus and moving expenses met his needs and priorities. Furthermore, it should be noted that after the negotiation, the candidate and I felt that we had created and strengthened a good relationship because we had just concluded a good deal that was beneficial to both of us. Additionally, we graduated from the same university and would be colleagues in the future. To be more specific, in order to approach a good outcome in this role play, I engaged in two main skills of effective negotiation: (1) Expanding the pie (creating value with the candidate) and (2) ) slice the cake (claim value by getting as much as I can). First, to maximize my share of the pie, I had carefully figured out my BATNA, which was to hire another candidate with a payout ranging from $120,000 to $140,000 total. Additionally, I tried to look up the candidate's BATNA, but it was only based on my prediction. There was not enough information on this. Another point was to set high aspirations in the negotiations. One of the most important points for me was ... middle of paper ...... also, it is important not to mention relevant benefits before getting an agreement on salary. If the salary offered by the company does not meet the interests of the candidate, then it will be useful to take into account other beneficial factors (vacation, bonuses, promotion, etc.). When receiving an offer, it is best for the candidate not to accept it immediately. The candidate must express interest and consideration for this offer. Finally, it is essential to maintain good relations between the two parties during and after the negotiation. If the candidate approaches the negotiation aggressively, he or she may gain immediate benefits, but potential problems remain in the long run. In summary, the negotiator must understand his style and apply useful tactics to get a good deal. try to avoid making unreasonable demands in a job offer and salary negotiation.