... | | |School of Business | | |MGT/445 (3 Credits)Version 1 | | |Organizational Negotiations | | |Puerto Rico Campus | Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Faculty and students/learners will be held responsible for understanding and adhering to all policies contained within the following two documents: University policies: You must be logged into the student website to view this document. Instructor policies: This document is posted in the Course Materials forum. University policies are subject to change. Be sure to read the policies...
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... | | |Organizational Negotiations | Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Faculty and students/learners will be held responsible for understanding and adhering to all policies contained within the following two documents: • University policies: You must be logged into the student website to view this document. • Instructor policies: This document is posted in the Course Materials forum. University policies are subject to change. Be sure to read the policies at the beginning of each class. Policies may be slightly different depending on the modality in which you attend class. If you have recently changed modalities, read the policies governing your current class modality. Course Materials Cellich, C., & Jain, S. C. (2004). Global business negotiations: A practical guide. Mason, OH: Thomson/South-Western. Coltri, L. S. (2004). Conflict diagnosis and alternative dispute...
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...Negotiation Strategy Article Analysis Introduction The art of negotiation has evolved throughout the years with the development of theories and practices, which moves beyond competitive negotiations and towards real world problem solving (Cronin-Harris, ¶ 1). Interest based bargaining, known as problem solving, allows the interested parties to review their underlying interests versus an assertion of their positions and demands (Cronin-Harris, ¶ 1). In doing so, both parties will search for solutions which meets those underlying interests, while making concessions consistent with their respective needs and concerns (Cronin-Harris, ¶ 1). In this paper, I will review two negotiation situations that employ different strategies. I will describe the two negotiation processes used, comparing and contrasting them against one another. In addition, I will also discuss how these strategies might apply in the workplace setting. Situations In a situation described by Dr. Bob March (2009), most foreign companies fail in negotiating a business deal in China because they failed to do their research, being unprepared (¶ 1). Preparation requires the negotiator to do research. In doing research the negotiator will have a better understanding of the counter party, in this the Chinese, in hopes of identifying what they really want from the agreement. Additionally, research would allow them to better understand the Chinese culture, understanding the counterpart’s expectations, habits and...
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...Critique Of The Research Article: Perspectives Of Hospital-Based Nurses On Breastfeeding Initiation Best Practices In: Other Topics Critique Of The Research Article: Perspectives Of Hospital-Based Nurses On Breastfeeding Initiation Best Practices Running head: CRITIQUE OF THE RESEARCH ARTICLE: PERSPECTIVES OF Critique of the Research Article: Perspectives of Hospital-Based Nurses on Breastfeeding Initiation Best Practices Kimberly Baird Grand Canyon University Intro. To Nursing Research NRS-433V April 21, 2011 Critique of the Research Article: Perspectives of Hospital-Based Nurses on Breastfeeding Initiation Best Practices The purpose of this research study is to evaluate the differences in breastfeeding knowledge and the implementation of breastfeeding by registered nurses in the postpartum units and the hospital policies, both formal and informal, related to the implementation and support of breastfeeding. Human milk is accepted as the ideal food source for infants for the first 6 months of life. Breastfeeding is then encouraged as a supplement to other foods until the child is 12 months of age and beyond. Both The Academy of Pediatrics and the International Lactation Consultant Association support these recommendations. CDC statistics report that in 2006 73.9% of women breastfed in the early postpartum period. This drops to 33.1% of those that are exclusively breastfeeding at 3 months of age and then drops again to 13.6% exclusively breastfeeding...
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...Journal of Information Technology (2005) 20, 67–87 & 2005 JIT Palgrave Macmillan Ltd. All rights reserved 0268-3962/05 $30.00 palgrave-journals.com/jit Research article A critical analysis of decision support systems research David Arnott1, Graham Pervan2 1 2 Monash University, Melbourne, Australia; Curtin University of Technology, Perth, Australia Correspondence: G Pervan, Curtin University of Technology, Perth, Australia. Tel: þ 618-92667390; Fax: þ 618-92663076; E-mail: pervang@cbs.curtin.edu.au Abstract This paper critically analyses the nature and state of decision support systems (DSS) research. To provide context for the analysis, a history of DSS is presented which focuses on the evolution of a number of sub-groupings of research and practice: personal DSS, group support systems, negotiation support systems, intelligent DSS, knowledge management-based DSS, executive information systems/business intelligence, and data warehousing. To understand the state of DSS research an empirical investigation of published DSS research is presented. This investigation is based on the detailed analysis of 1,020 DSS articles published in 14 major journals from 1990 to 2003. The analysis found that DSS publication has been falling steadily since its peak in 1994 and the current publication rate is at early 1990s levels. Other findings include that personal DSS and group support systems dominate research activity and data warehousing is the least published type of DSS...
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...13/06/2011 Four Rules for Effective Negotiations … Harvard Business Publishing | For Educators | For Corporate Buyers | Visit Harvard Business School FOLLOW HBR: Register today and save 20%* off your first order! Details Subscribe Sign in / Register My Account Anthony Tjan On: Entrepreneurship, Strategy, Managing yourself Anthony Tjan Anthony Tjan is CEO, Managing Partner and Founder of the venture capital firm Cue Ball. An entrepreneur, investor, and senior advisor, Tjan has become a recognized business builder. Four Rules for Effective Negotiations 8:30 AM Tuesday July 28, 2009 | Comments (19) I've been involved in many negotiations in my career. They've all been different in some ways, and alike in others. But through them all, I've identified four "golden rules" to be the most helpful towards productive negotiation outcomes. The rules parallel different stages of a negotiation: 1. The background homework: Before any negotiation begins, understand the interests and positions of the other side relative to your own interests and positions. Put these points down and spend time in advance seeing things from the other side. 2. During the process: Don't negotiate against yourself. This is especially true if you don't fully know the position of the other side. Much is learned about what the other side really wants during the actual negotiation process. Stay firm on your initial set of positions and explain your rationale but don't give in too early...
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...benefits to manufacturing enterprises in ensuring both that materials are delivered in time to meet production schedules and that they are at the best price to maximize profit margins. The state of Kentucky uses two methods to manage their contracts. These processes are: the competitive sealed bidding where by the bid is opened publicly at the time and place of solicitation and the competitive negotiation by RFP of which they are not opened publicly. E-Procurement.gov. helps the government and the citizens realize the vision of growth via profitable B2B e-commerce. The proven platform used by the largest companies in India and the world, it enables trade between companies of different sizes, platforms and locations.To this end,eProcurement.gov.in will provide services like eProcurement, eTendering, eSelling and eAuctions. E-procurement Auction Services offers government departments easy-to-use, web-based solutions for conducting dynamic exchanges in an on-line environment. It provides real-time bidding solutions for buyers and sellers as control, and simplicity to corporate procurement and liquidation processes. The state of Kentucky uses two methods to manage their contracts. These processes are: the competitive sealed bidding where by the bid is opened publicly at the time and place of solicitation and the competitive negotiation by RFP of which they are not opened publicly. A general standard solicitation processes would include; requisitioning, public solicitation, receipt...
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...project manager and line managers when project manager focuses only on the best of his/her project and the line manager is expected to make impartial company decision? Creating a partnership between the project manager and line manager in a weak matrix organization can be very challenging. The project manager has very little role or authority and the line manager has full management role and authority under this management structure. The only way to create a partnership between both the line and project managers is by making negotiation an institutional capability by ensuring that both understand their roles and how they relate to each other, and to the goals of the organization. As seen in the example of Grupo Financiero Serfin, to help negotiation teams carry out their strategy, the company set up a systems for sharing successful practices (Ertel, 1999). The PM should always strive to have the line managers as allies in this type of organization if he wants to succeed; this could be done by following the tips listed in the “Ten Tips for Negotiating in 2014” article (Brodow, 2012). In a perfect world, they work together to manage projects and resources to the benefit of all. 2. Who should have more of a say during negotiations for the resources: the project manager or the line manager? In a weak matrix organization, the line manager will always have more leverage during resource negotiations since he manages the people under his functional area. The line manager is...
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...Best Practices for Negotiating with Key Suppliers Excerpted from the Vantage Partners study Negotiating and Managing Key Supplier Relationships: A Cross-Industry Study of 20 Best Practices by Jonathan Hughes and Mark Gordon Introduction Based on 15 years of working with clients in the sourcing and procurement arena, Vantage Partners identified twenty best practices for managing critical supplier relationships. These practices represent a reasonably comprehensive (though certainly not exhaustive) approach to maximizing value in important supplier relationships. While not a recipe for guaranteed success, these practices comprise a roadmap for systematically negotiating and managing key supplier relationships more effectively. Today’s sourcing and procurement professionals face a multitude of negotiation challenges: from internal negotiations with business units around sourcing strategies; to negotiating agreements with single and sole source suppliers; to ongoing negotiations over individual statements of work, change orders, issues of scope, and the like. This excerpt describes the four best practices related to negotiation and offers some practical ideals about how to implement them. About the study The study was based on data collected from sourcing and supply chain executives at more than 100 companies about relationship management practices with their key suppliers, across six fundamental areas: Evaluation and Selection Negotiation Post-Deal Relationship...
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...Harvard Business Review The Harvard Business Review has one goal: to be the source of the best new ideas for people creating, leading, and transforming business. Since its founding in 1922, HBR has had a proud tradition as the world's preeminent management magazine, publishing cutting-edge, authoritative thinking on the key issues facing executives. HBR's articles cover a wide range of topics that are relevant to different industries, management functions, and geographic locations. They focus on such areas as leadership, organizational change, negotiation, strategy, operations, marketing, finance, and managing people. While the topics may vary, all HBR articles share certain characteristics. They are written for senior managers by experts whose authority comes from careful analysis, study, and experience. The ideas presented in these articles can be translated into action and have been tested in the real world of business. Proposals for articles demonstrating fresh thinking that advances previous knowledgewhose practical application has been thought through in clear, jargon-free languageare those most likely to meet our readers' needs. When evaluating an idea, our editors often look for two things firstwhat they call the aha!How compelling is the insight?and the so what?How much does this idea benefit managers in practice? The best way to inquire about HBR's potential interest in a topic is to prepare a proposal. It can be submitted by mail or electronically and should answer...
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...deploys a tremendous amount of a firm’s financial resources. In return, firms expect significant benefits from contracting with suppliers offering high value. This article describes the typical steps of supplier selection processes: identifying suppliers, soliciting information from suppliers, setting contract terms, negotiating with suppliers, and evaluating suppliers. It highlights why each step is important, how the steps are interrelated, and how the resulting complexity provides fertile ground for ORMS research. Today the average U.S. manufacturer spends roughly half its revenue to purchase goods and services [1]. This makes a company’s success dependent on their interactions with suppliers. The role of procurement managers (buyers) within companies has become extremely important, often involving staggering dollar values: A recent cross-industry survey of companies — in areas ranging from aerospace to semiconductors — placed companies’ average total spend per procurement employee at $115 million [2]. With so much of a company’s money on the line, and increasing reliance on outsourcing of many complex services and products, the job of a buyer is not only important but also challenging. Buyers must define and measure what “best value” means for the buying organization, and execute procurement decisions accordingly. To identify best value, the buyer must interface with technical, legal, and operations experts within the buyer’s company, and act as an expert negotiator and coordinator...
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...deploys a tremendous amount of a firm’s financial resources. In return, firms expect significant benefits from contracting with suppliers offering high value. This article describes the typical steps of supplier selection processes: identifying suppliers, soliciting information from suppliers, setting contract terms, negotiating with suppliers, and evaluating suppliers. It highlights why each step is important, how the steps are interrelated, and how the resulting complexity provides fertile ground for ORMS research. Today the average U.S. manufacturer spends roughly half its revenue to purchase goods and services [1]. This makes a company’s success dependent on their interactions with suppliers. The role of procurement managers (buyers) within companies has become extremely important, often involving staggering dollar values: A recent cross-industry survey of companies — in areas ranging from aerospace to semiconductors — placed companies’ average total spend per procurement employee at $115 million [2]. With so much of a company’s money on the line, and increasing reliance on outsourcing of many complex services and products, the job of a buyer is not only important but also challenging. Buyers must define and measure what “best value” means for the buying organization, and execute procurement decisions accordingly. To identify best value, the buyer must interface with technical, legal, and operations experts within the buyer’s company, and act as an expert negotiator and coordinator...
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...is common to define collective bargaining as a negotiation between an employer and trade union. Collective bargaining, however simple that short definition may be, is a complex labor process defined by several discussion topics; collective bargaining is governed by strict definitions and rules, extensive long-standing laws that support it, and specific methods and people to administer agreements reached in the collective bargaining process. The best way to discuss collective bargaining is to approach each of these topics in order to round out the full spectrum of knowledge required to full understand and define collective bargaining with ease. In this paper, you will approach each of these complex topics with the intent of learning more about collective bargaining. The best approach is to begin by defining collective bargaining. Defining Collective Bargaining Collective bargaining is the process by which employers and a group of employees negotiate and agree upon the scope of employment relationships (wages, hours, working conditions, benefits, other employment terms). The employees are typically represented by a labor union in collective bargaining. In the US labor system, when collective bargaining leads to mutual agreement of the sides, the agreement terms become the basis of a Collective Bargaining Agreement (CBA) or union contract that is a legally enforceable. An example of collective bargaining is the negotiation agreement between the US Government and the American...
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...META-ANALYSIS REVIEW Name: Course Name: Tutor: Institution: Meta-Analysis Review Meta-analysis refers to the methods of combining and contrasting results from several studies with the aim of identifying patterns in these studies, differences in these studies and other compulsive relationships that emerge from the studies. Corrective feedback refers to practice in the education field that relates to students receiving informal or formal feedback on their performance on certain tasks by teachers or learning mates. This essay summarizes a meta-analysis review on the effects of corrective feedback. The meta-analysis was aimed at answering some important questions. Firstly, the analysis was to show the cumulative impacts of corrective feedback on second language learning. Secondly, the analysis was to determine whether the different types of feedback had different impacts on second language learning (Li, 2010). Thirdly, the analysis was to find out whether corrective feedback became effective with the persistence of time. Finally, the meta-analysis was to determine moderator variables that facilitated corrective feedback (Li, 2010). The meta-analysis involved the methods of identifying the primary studies. This method involved these procedures. Firstly, some key words and their combinations were fed into two of the most common education and linguistic electronic databases known as ERIC and LLBA. Some of these words include negative evidence, feedback, corrective feedback...
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...the WTO. It’s an organization for liberalizing trade. It’s a forum for governments to negotiate trade agreements. It’s a place for them to settle trade disputes. It operates a system of trade rules. (But it’s not Superman, just in case anyone thought it could solve- or causeall the world’s problems!) Above all, it’s a negotiating forum … Essentially, the WTO is a place where member governments go, to try to sort out the trade problems they face with each other. The first step is to talk. The WTO was born out of negotiations, and everything the WTO does is the result of negotiations. The bulk of the WTO’s current work comes from the 1986–94 negotiations called the Uruguay Round and earlier negotiations under the General Agreement on Tariffs and Trade (GATT). The WTO is currently the host to new negotiations, under the “Doha Development Agenda” launched in 2001. Where countries have faced trade barriers and wanted them lowered, the negotiations have helped to liberalize trade. But the WTO is not just about liberalizing trade, and in some circumstances its rules support maintaining trade barriers - for example to protect consumers or prevent the...
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