applied psychology

This a business negotiation case (Organizational Behaviour_ Applied Phycology). I have to write 6 pages and I have to indicate Bibliography (the stated above AND ALSO OTHER APPROPRIATED). Please make DIRECT quotes and indicate also the page of the book where was taken from. For me it is VERY IMPORTANT that the key citations focus on essential aspects of the case, in particular, integrative potential. AND: maximum integration agreement, interests, preferences, limit points, barriers, first proposal, BATNA, goal or target. CAREFULLY READ THE FOLLOWING CASE: ISC is a company established on the initiative of a professor of information systems, who, eight years ago, hired three masters students, hence starting to provide SMEs with technological and computer support. The company grew rather quickly and currently hires 45 experts on IT consulting, of which 2/3 are recent graduates, with bachelor and master degrees in information management and computer science. Each consultant is part of a team whose focus is to develop specific and customized solutions for each client. When it comes to remuneration, ISC's founder declares that he wants to "foster teamwork" and, thus, he opted to structure the remuneration in order to grant similar wages to most of its employees. He does not want to "have some high-earning consultants in comparison with the others" (sic). The newcomers are paid a wage that is similar to the paycheck of those who already work there. It is also considered that the cost of eventual benefits, in addition to the wage itself, is too high, thus those do not currently exist. However, recently, some senior elements have pressured the board in order to review their contracts. Manuel, the board's representative, agreed to negotiate with one of those senior elements, António Marques, in charge of one of the teams. He is one of the most highly regarded consultants of the company, one who is tempted by the competition, and even by the clients themselves, on a constant basis. Manuel even heard some rumors about explicit invitations being proposed to António in order to have him out of ISC, something that, if it were to happen, would actually be extremely hard to manage in the short/medium term. For this negotiation, Manuel was given explicit instructions by the board, whose intent is to show signs of openness, whilst looking for the best deal possible. The annual wage proposed to an inexperienced consultant is €25 0000, whereas a highly experienced worker can earn up to €60 000. Nonetheless, initially Manuel does not intend to go beyond the €52 000 mark. One of the ideas that the Board accepted is the one of providing financial support to training. Based on an annual fee that could not exceed the €10 000 net. Another subject is almost a taboo: providing a company's official car. The board always resist the urge to gather a car fleet and it thinks that, by granting exceptions to the rule, acquiring officials cars for those in charge, is a dangerous precedent. Manuel hopes not to see the subject being brought up. In turn, António Marques has been agitated, having numerous questions sauntering his mind. He was approached by a major telecommunications company, TELCORP, asking him to manage a small support and development department dedicated to specific applications within the field. Albeit unofficially, he was guaranteed an annual wage of €55 000, with the possibility of obtaining premiums on results, of approximately 20% of the annual wage, being also mentioned. "There's a chance of slightly more than 50% of having that taking place, giving the figures of the recent years", he was told. He was guaranteed an official car as well. António, who actually never put too much thought into that matter, considered the latter proposal to be quite pleasing. As a matter of fact, his own car is asking for a couple of days off and showing his "kilometer" expenses when he has to visit the clients does not offset the suffering of his family's old