A supervisor in a large accounting firm is scheduled to interview a jobcandidate who comes highly recommended and has excellent qualifications.Jim has an accounting degree (bachelors) from a prestigious Ivy Leagueschool and has been working on his MBA by attending an online programfor the last 18 months and is close to earning his degree. In additionhe has been working for one of your competitors for several years andhas excellent references attesting to his ability. Your payroll budgethas recently been reduced significantly as a result of a decliningclient base and your manager has the final authority in establishingsalaries for the new hires but generally is responsive to what hissupervisor’s propose to a job candidate. In addition, the HR Directorhas published salary ranges for new hires that are to be adhered to,unless there are extenuating circumstances such as the candidate havingspecial expertise, the ability to bring in additional clients, orexcellent credentials including having the CPA certification.Your role is to determine whether distributive or integrativenegotiations will be preferred in this scenario between the jobapplicant and the supervisor, and respond to the questions regarding theother parties who have an interest in hiring the job applicant. Youmust apply course concepts in your answers. Use the Worksheet to answerthe questions related to this scenario. Each question is worth 30points. Remember to submit your assignment for grading when finished.

Questions

1. What is the appropriate negotiation strategy that would be mostadvantageous for Sharon and Jim in this scenario, distributive orintegrative bargaining? List and describe the factors that should beconsidered in making this determination?
2. What are HR’s interests in this scenario, and what would be the potential negotiation strategy between the Accounting Manager and HR assuming that there is a decision that the published salary range for attracting Jim will have to be exceeded in order to hire him?