...Course Syllabus MGT/445 Version 1 1 Course Syllabus School of Business MGT/445 Version 1 Organizational Negotiations February 14, 2012 – March 19, 2012 Augusta Inniss, Facilitator 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 Students 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/SouthWestern. Coltri, L. S. (2004). Conflict diagnosis and alternative dispute resolution. Upper Saddle River, NJ: Prentice Hall. Lewicki, R...
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...Negotiation Strategy Articles MGT 445 June 20, 2012 Negotiation Strategy Article The negotiation process contains various strategies. The strategies of negotiation include accommodation, collaboration, competition, and avoidance (Lewicki-Saunders-Barry, 2005). Each situation may vary, allowing one or different strategies to become more effective than other strategies. For instance, two different negotiation strategies were applied in Negotiating New Vehicle Purchases and Do Manager Intend to Use the Same Negotiation Strategies as Partners? Each article will be reviewed, including the application of negotiation strategies to compare and contrast the two articles. Negotiating New Vehicle Purchases After reading the article Negotiating New Vehicle Purchases, it was found that the strategy used was competitive strategy. The article’s objective is to prepare a car purchaser for a dealership’s ploy and to maximize the purchaser’s negotiation power. The reading incorporates six stages of negotiation involving a new car purchase. The beginning step starts before visiting the dealership by shopping the dealer cost of a new vehicle. The second step is the introduction to sales consultant pertaining to the price of the vehicle. The third step is the reaction to the sales manager’s rejection to purchase offer and the sales consultant’s effort to raise the offer of the purchaser. The fourth step is the trade-in negotiation or actual cash value (acv) of the...
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...Case Study Analysis Part A: Case 3, "Power Play for Howard" MGT 445 4/25/12 Power Play for Howard In this assignment Team C will briefly summarize the case of Juwan Howard. Next, Team C will evaluate the benefits (tangible and intangible), risks, and costs associated with negotiating Juwan Howard’s free agent contract. Afterwards, we will provide a brief conclusion. The Overview As kids we have dreams and aspirations of growing up making it big in our profession of choice while making lots of money. According to most children, their dreams range from a number of professions including; Doctors, Lawyers, Teachers, Police, Firefighters or even becoming a professional athlete such as Michael Jordan and Juwan Howard. In the 1990’s, most kids wanted to be like “Mike”. Michael Jordan’s name was a household name, and a major brand for marketing worldwide for Nike. Most NBA players’ career salaries would not even come close to Michael Jordan’s endorsement income from the late 80’s through the 90’s. In our opinion, Michael Jordan was clearly underpaid when he played basketball. It wasn’t until later in his career that he signed the biggest NBA contract of all time paying $30 million a year. Jordan set the bar for young superstar NBA players such as Juwan Howard to sign multi-million dollar contracts in the late 90’s. Juwan Howard’s story was a little different from Michael’s. He signed two contracts over the course of his career totaling $205 million. This type of money is...
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... Bachelor of Science in Business with a Concentration in Human Resource Management The Bachelor of Science in Business (BSB) undergraduate degree program is designed to prepare graduates with the requisite knowledge, skills, and values to effectively apply various business principles and tools in an organizational setting. The BSB foundation is designed to bridge the gap between theory and practical application, while examining the areas of accounting, critical thinking and decision-making, finance, business law, management, marketing, organizational behavior, research and evaluation, and technology. Students are required to demonstrate a comprehensive understanding of the undergraduate business curricula through an integrated topics course. The Human Resource Management Concentration helps students develop an understanding of the fundamentals of human resource management and its strategic relevance in business. The concentration addresses the legal and ethical components of the decision making process involved in the human resources environment. The Human Resource Management Concentration introduces students to the basic concepts of human resource management, and allows further study in the areas of employment law, risk management, recruitment and selection of employees, international HR, change management, compensation and benefits, employee development, and performance management. Students will also develop an understanding of the critical business implications for human resource...
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...Article Analysis: The Chinese Negotiation Jamelia Harper-McGee 3-27-12 MGT/445 Sandra Sessoms-Penny Article Analysis: The Chinese Negotiation The name of the article that I read was "The Chinese Negotiation", it discussed the cultural values of Americans (Westerners) and the Chinese and touches on the fact that the way they view each others values affects their negotiations being that their approaches often appear incompatible. In order to do this research, a business trip to China is taken. Their goal in doing this was to "help Western and Chinese negotiators learn to work together more efficiently with mutual respect and gain the ultimate prizes". The Chinese have four thick threads of culture that differentiate them from Americans. The first thread is Agrarianism. The US population is mostly urban and most of the Chinese population still lives in rural areas where their traditional agriculture is peasant farming and their survival depends on group harmony. The Chinese moral values express themselves in their negotiating style. Chinese negotiators are more concerned with the process than the overall goal and believe in haggling until a compromise is made. Americans tend to take things more to the heart and will argue their side of what they feel is right or wrong and sometimes will get angry. The second thread is morality. They had what is called “The writings of Confucius" which served as the foundation of Chinese education...
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...Global Negotiations Article Analysis MGT/445 Global Negotiations Article Analysis Globalization has brought the world closer together and almost made it a requirement for businesses to develop plans and strategies to deal with different cultures. Businesses and managers must think on a more global scale and develop a global perspective to expand their businesses. In pursuing opportunities in the global marketplace, managers increasingly engage themselves in international business negotiations (Reynolds, Simintiras, & Vlachou, 2003). In this paper, I have decided to use an article that is an example of how a business failed in their negotiations overseas. I will also analyze the implications of globalization and technology on negotiation. International Negotiation Situation Article The article chosen for this paper involves Enron and their negotiations with the government of India and the Maharashtra State Electricity Board. The project proposal was for the construction of a US$3 billion power-plant in the town of Dabhol, situated on the Indian Ocean. There were many problems with the proposed project and the negotiations process that was undertaken by Enron. World Bank, acting as a consultant to the Indian government said that the project would produce an excess capacity of electricity for years and would be too costly in comparison to the more traditional sources of fuel, such as coal, already in use ("Enron’s Indian Negotiation Debacle...
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...Internet and Global Negotiation Earlsworth John Baptiste MGT/445 Professor Sue Caruthers March 11, 2013 Internet and Global Negotiation Global negotiation has gotten easier as technology has become more advance. The key piece of technology that has helped is the Internet. The Internet has connected the world and has made it accessible to everyone. The following will discuss the business negotiation thru the Internet. The Internet has made global negotiations easier today compared to 50 years ago. If one was a small business trying to expand overseas, a member of the organization would have to travel there to begin the process of negotiation. According to Claude Cellich, "....the place of negotiation is no longer a sensitive issue Executives from small companies with limited travel budgets and restricted office space can use the Internet to bypass these impediments....(Cellich, C 2001). E-negotiation allows small businesses to compete with larger business on a more level playing field. Allowing them to offer their products and services at a completive price without spending extra capital on initial travel expenses. E-negotiations has made advantages. One example is resources are available during the negotiation process. "When negotiating from your office... You also have access to your files, staff and any other expertise you may require to carry out the discussions to your full satisfaction(Cellich, C 2001)." The more open, honest information...
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...Global Negotiation Article Analysis Shalee K. Kekawa MGT 445 Nov. 21, 2011 Dr. Sanrdra Sessoms-Penny Globalization and technology have played a big part in negotiations and the article that I chose to write about is just one of the many negotiations that globalization has influenced the outcome of negotiations. First, one must know what Globalization is. Globalization is a process of interaction and integration among people, companies and governments of different nations. This process has effects on the environment, on culture, on political systems, as well as on economic development and prosperity that affects societies and people all over the world. Globalization also opens up the boundaries that have existed in the past between countries and provides new opportunities for business ("Cross-Cultural Blog", 2009). Technology also plays a huge role in negotiations and just like globalization; it too has helped influence the outcome of negotiations. With the ever changing tools of technology, machines and systems, negotiations happen every day throughout the world and outcomes often happen through the use of technology. Technology makes businesses able to operate by changing relationships between suppliers, producers, retailers and customers. Gone are the days where negotiating a contract meant that you sat down face –to–face with someone and talked about contracts, and deals. Now days, a negotiation can be met and done in a matter of real time minutes. Technology...
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...Personal Negotiations MGT/445 November 14, 2011 Thelma Clark Personal Negotiations In life, whether it is personal or business, one will negotiate terms of sorts and it will likely be often. When a person goes to buy a new car, purchase a home of their own, or have a garage sale, negotiations take place. In business, one can negotiate a salary, work schedule, or position within the company. Businesses will often negotiate with other businesses in order to expand, purchase, or sell goods and services. When specifically thinking about personal negotiations that I have participated in, a few come to mind. As a child and young adult, board games were a common part of weekly routines. This past May, I purchased a new car and presently, my husband and I are negotiating to purchase a home. According to Coltri, negotiation is “the process in which disputants seek to resolve an interpersonal conflict through dialogue or another form of communication. In negotiation, the disputants themselves decide mutually whether, and on what terms the conflict should be resolved” (p 602, 2004). The dispute that two parties need to resolve can be the price of a car, the features that are included in the price, the condition that the home to be purchased is in, or the amount of goods that are included in a deal. A strong example of negotiation would be during a brutal game of Monopoly between family members. After properties are owned and hotels are built, opposing members...
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...Phoenix Global Business Strategies MGT/445 January 11. 2009 Country Risk and Strategic Planning Analysis Paper The following paper analyzes the risks associated with starting a global business venture in the Philippines. The business is the manufacture and sale of FOY, an anti-aging supplement that will revolutionize the health and beauty industry. A strategic planning outline will be included to manage risks, clarify the organization’s objectives, and implement the successful introduction of this product to the global market. The Philippines have laws that require all foreign organizations to open an office in a domestic subsidiary, in a foreign representative office, or in a foreign branch office. A business license from the Philippines, registration of the business, who is part of different government agencies, and certification of incorporation, are also requirements for starting a business in the Philippines (Culangen, 2009). Projects and businesses in the Philippines are at risk of closure due to the high percentage of corruption, this, in turn, forces political parties to reduce the improvement and growth of infrastructures. The political issue of corruption has prevented the Philippines from gaining investors from other countries (Political and Risk Consultancy LTD., 2008). The low rate analysis of the islands can affect the performance of business transactions in the country. The Philippine government usually imposes business exchange controls...
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...Article Analysis: International Negotiation Letricia Allison University of Phoenix Organizational Negotiations MGT 445 Nancy O'Connone-Bone October 09, 2009 Article Analysis: International Negotiation International negotiation is a negotiation that occurs between two countries or between two or more individuals or organizations located in different countries. When negotiating with an individual or organization in a different country, one must remain extra cautious to avoid and deceptions or swindles caused by international negotiations. A negotiator who does not have a clear understanding of the negotiation process in another country could fall prey to unfamiliar negotiation schemes. This could happen nearly to all qualified domestic negotiators. Analyzing two articles in which a negotiation situation has occurred in a global context will give society an understanding of the implications of globalization and technology on negotiations. Obama Led UN Council Backs Broad Nuclear Agenda President Barack Obama had the honor of presiding over Septembers UN Security Council meeting. During this meeting, the UN Security Council cast a unanimous vote to endorse a strategy aimed at stopping the development of weapons made from nuclear power. The UN Security Councils ultimate goal is to eradicate the production of nuclear weapons to bring forth a world with more sanctuary for everyone. “The historic resolution we just adopted enshrines our shared commitment...
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