BATNA model
The following will be the plan that will be used to negotiate a contract for Frankie. This negotiation was developed using the BATNA model.
- The first step would be to separate Frankie’s character from his problem of lateness.
He is very ambitious, and he also has excellent skills that include; he is a fast learner, resourceful thinker, likable team performer, and eager to perform new tasks, which makes him a valuable employee. However, despite his excellent qualifications and skills, he is regularly late, and this does not work well for the Company.
- Focus on interest not positions
This will involve sitting down with the employee and discussing his benefits. This will provide a platform to understand the needs of Frankie as a measure to know where he can fit correctly. This will help to deal with his problem of lateness and offer Frankie an opportunity to choose a workstation where he will have the most significant impact.
- Give Frankie options
Because he has a perennial problem of lateness, it will be integral to look for alternatives that work for him. He can be working from home in the morning to cater for his challenge of lateness. I can also offer an option for Flexi hours, where he gets in late and leaves late.
- Set criteria for objectives
This will be achieved by putting in place caveats and conditions for the options given to Frankie. This will help to increase the probability of performance and improve the attainment of set objectives.