...$250 million in aid and another $200 million in grants if the agreement was reached on a new system, a 4% increase in state aid. However, as the January 17th deadline approached, Bloomberg and New York Teachers’ Union were not even close to reaching an agreement.” Our assignment wants us to design a strategy using a win-win situation for both parties and also to “Identify the four steps of Integrative Negotiation Process, and conduct analysis of how these four steps might help you in designing your negotiation strategy.” I am going to discuss the four steps of Integrative Negotiation and how they might help me in designing my negotiation strategy.” The first step is the compromiser, the one who always wants to split the difference, according to our lecture, this strategy works well when that statement is delivered at an appropriate time. However, the problem comes when the difference is split at the wrong moment and the end result is not a number or outcome that ultimately makes sense for one or both of the parties involved. . This step I will save for last in the negotiations, due to the fact that our case study tells us that “Bloomberg and New York Teachers’ Union were not even close to reaching an agreement” and the deadline almost upon them. We can pretty well see that an extension is needed on the amount of time. Then there is the accommodator, who is likely to have an innate focus on the interests of the party sitting across the negotiating...
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...intrapersonal conflict, interpersonal conflict, intragroup conflict and intergroup conflict. ▪ Intrapersonal Conflict Intrapersonal conflicts include ideas, thoughts, emotions, values or drives that are in conflict with one another. For example, in the army, many soldiers may disagree with their superiors’ orders. However, they choose to keep it to themselves due to the regimentation. It is important to note that these conflicts occur within an individual. Hence, it may not be relevant to a conflict between two parties. ▪ Interpersonal Conflict Interpersonal conflicts occur between individuals. For instance, it can happen between co-workers, spouses, siblings or even neighbours. At this level, we study interpersonal negotiation, and directly address the management and resolution of interpersonal conflict. ▪ Intragroup Conflict Intragroup conflicts happen within a group, be it a team, work group members, families, classes or living units. At this level, we analyse conflict as it affects the ability of the group to make decisions, work productively, resolve its difference, so as to continue achieve its goals effectively. ▪ Intergroup Conflict Intergroup conflicts arise between organizations, ethnic groups, warring nations, or fragmented families. At this level, conflict is difficult to understand because of the large number of people involved. This is also the most complex level. Conflicts have both dysfunctions and benefits...
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...Paper #1 I. Negotiation Style in Terms of My Personality Prior to taking this course, I thought negotiators were either tough or soft, without much room in between. I believed that being tough meant being successful and that being soft meant giving others an unfair advantage by sacrificing your position. In reality, however, neither is the case. In terms of my personality, my first thought was that I am somewhere between individualistic and competitive. I had considered myself to be somewhat of a tough negotiator because I knew I had a tendency to be stubborn and overly truthful in order to achieve my goals. As I gave the matter more thought, however, I realized that I could be somewhat cooperative as well, depending on the needs of the situation. I analyzed past negotiations and how my style has evolved. I remembered that I did try to be fair – so long as I could achieve my goals as much as possible, I was willing to give some concessions. In other words, I did not want to “win the battle but lose the war.” II. Strengths and Weaknesses of My Style – Positive and Negative Outcomes Being a tough negotiator - with more of an individualistic or competitive edge - can have both strengths and weaknesses that produce a variety of outcomes. During such discussions, it is important to concentrate on your goals and not get sidetracked by irrelevant issues. Your interests must remain paramount in order to survive in a competitive business world. On a positive note...
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...person has to face the fact that the business is called communication. How to write an official letter or invitation to take a partner and negotiate with them, resolve issues and develop mutually beneficial cooperation? All of these issues in many countries pay very much attention. Of particular importance is business communication for people involved in business. To a large extent on how they know the science and art of communication, the success of their activities. In the West there are relevant courses in almost every university and college, published many scientific and popular literature. It is very important, and psychological aspects of business communication. Question that is constantly facing business people how to build a conversation and negotiation. It is important to understand the general patterns of business communication, which will analyze the situation, the interests of a partner, to speak a common language. Mastery in any field comes with practice, and business communication is no exception. The task of my job to not only help business people navigate the complex issues of business communication technologies, but also show the influence of psychological tricks on negotiating partners, in order to position them to him, in order to achieve fruitful cooperation. Technology Business Communication General characteristics of these negotiations are the main stages In order to negotiate, we must understand what is that. Negotiation is a type of joint activity with...
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...Paper 1 HROD 493 Dr. Laurie Milton Negotiation is a day to day process that people engage in everyday of their lives, sometimes without even knowing it. Negotiations occur for several reasons: to agree on how to share or divide a limited resource, to create something new that neither party could do on their own, or to resolve a problem or dispute between parties (Lewicki, Barry, Saunders & Tasa, 2010, p. 2). Since negotiations are so common, one of the most important things I learned from participating in this Business Negotiations class was the importance of preparation. In previous negotiations I was involved in, I would usually enter into the negotiation with little or no idea of the outcome, or how I would reach it. After participating in a few negotiations in class, I soon discovered there are many benefits to be gained by taking the time to prepare for a negotiation. Knowing your limits (reservation point) and alternatives (BATNA) before sitting at the negotiation table for example, can give you the power to ensure that your needs and interests are met, whether by coming to an agreement, or by walking away (Lewicki et al., 2010, p. 74). Going along with this, knowing your settlement point and initial offer can help you anchor your subsequent offers while at the same time gauging whether the negotiation is going in a positive direction. Another important aspect of the preparation phase is knowing what style of negotiation you are participating in and how to go...
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...NEGOTIATING INTERNATIONAL BUSINESS – CHINA vs. USA CHINA | USA | The People’s Republic of China is in the midst of a major transition from rigid communist country to free-market society. For instance, significant cultural differences exist between rural and urban areas as well as between old people and younger ones. Generally, young people in major urban areas are more aggressive and willing to move faster than older ones in rural areas may be. Nevertheless, the country’s culture is quite homogeneous overall. While most Chinese businesspeople and officials have only limited exposure to other cultures, some are very perceptive in doing international business and may appear quite ‘westernized. However, it is crucial to show respect for the country’s history and importance. While there is no problem with calling China a developing country, do not refer to it as a third-world country. After all, China’s importance as a powerful nation reaches back some 5,000 years. | The US, the world’s third largest country both in size and in population, is a multicultural mosaic of 300 million people of mixed race and heritage. Yet, despite this ethnic and cultural diversity, the US still exhibits a distinct business culture. An important aspect of US culture is the American Dream: the widespread belief that every individual can succeed and prosper financially by working hard. This idea contributes to a strong work ethic and to a system that is merit based. The repercussions of...
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...Cultural Differences in International Business Negotiations Nonverbal Behaviours Cultural Differences in International Business Negotiations Globalization embraces the free-market system which is driven by policies to allow the integration of markets in the global economy. By reducing trade barriers, it has promoted free trade - encouraging competition to spread globally. As a consequence, the global environment of business has become exceedingly challenging as the number of corporations competing in the world marketplace rise. The unprecedented growth of international business has become increasingly dependent on effective face-to-face negotiations between business partners from different countries which often have unique cultural nuances. Culture influences how people think, communicate and behave, which ultimately affects the way they negotiate. For example, many countries which utilize northern European, German, English, and Scandinavian languages are categorized as low context cultures, and rely on spoken words in order to communicate. Conversely, high context cultures, often pertaining to Asian and Arabic languages, are heavily dependent on nonverbal and situational cues. These differences in culture can lead to misunderstandings during international business negotiations, so it is imperative that all members involved are familiar and sensitive to the culture of the other party. A key component of successful international negotiation is effective cross-cultural communication...
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...BADM 581 5 October 2011 Business and Negotiation; the US and China as Antitheses? Developing a productive rapport with China and Chinese business is tantamount to modern economic success. For both parties it is a new experience; China emerges from a 24-year Communist hiatus and the US deals with individuals and social norms that are entirely different to those of the western world (Baldinger, 6). As both countries fight naturally xenophobic and insular ideological tendencies, it is interesting to observe compromise and acceptance and the cultures mix, particularly on the organization and professional levels. Whether one will prevail over the other on a broader political and economic level is a question for a different time, but the same battle rages in meeting rooms and corporate discussions on both shores. Indeed as the nations battle over complicated economic concerns, it is up to individual businesses to function coherently and productively to create a profitable and stable situation. Where US culture puts high demands on profit targets, formal industrial organization and structure, employee satisfaction and corporate responsibility, the same priorities are not comparable in China. Certainly, conversely, Chinese values of manners and cordiality, production efficiency and personal trust and respect hold different places in the American industrial psyche. The discussion herewith will not be a discussion of merit, but an examination of how these factors complexly intermingle...
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...For the exclusive use of J. Toerroenen 9-910-045 REV. MAY 13, 2013 JOHN S. HAMMOND C.K. Claridge, Inc. On a Sunday in mid-September 2009, Christine Schilling was in the office of Ralph Purcell, president of C. K. Claridge, Inc. (CKC). Schilling, recently hired by Purcell, was going over an analysis she had recently prepared and discussed at a meeting in New York with the firm’s intellectual property attorneys. Purcell hoped that by the end of the afternoon, aided by Schilling’s insights, he would be able to establish a course of action that might hasten the final settlement of a patent suit brought against CKC three years earlier by the Tolemite Corporation and its licensee, Barton Research and Development (BARD). The Contenders CKC was founded in Milwaukee, Wisconsin, in 1948 as a commercial outlet for the inventive genius of Dr. Charles K. Claridge, an astute organic chemist. Dr. Claridge owned and managed the company until 1996, when, desiring to retire, he sold it along with all of its patents and products to Arnoux Industries, a small Chicago-based conglomerate. CKC continued to prosper as an Arnoux subsidiary and by 2009 had projected annual sales of about $105 million, 14% of the Arnoux total. About 10% of CKC’s sales in 2009 were derived from a chemical component called Varacil, whose manufacturing process was the subject of the patent suit. The remainder of its sales included a wide range of specialty organic chemical products, sold in relatively...
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...There are enormous changes in the global intellectual property regime that give the businesses a leeway to actively engage in international economics negotiations. The liberalization of knowledge through relaxed protection of the intellectual property works to the advantage of the businesses (Morin p3). The economic and political changes taking place around the world occasioned changes in the political roles. There is an evident decline in the roles of states in the international policing. The business enterprises are increasing taking over from governments in participating in the international economic policing (Fusch, p5). 2. A classic instance of collaboration among businesses was the formation of Basel II. Several bankers from different countries came together to influence the policies formulated around that time. The bankers came from the states that formed G10 at the time (Young, 2012, p665) The rise of academic communities successfully managed to advocate for the scrapping of the monopoly initially exhibited practitioners possessing the IP expertise. Through instilling scepticism relating to the economic implications among the students, they achieved the intended objective. It gave the business community the advantage of influencing the policies and actively engages in protected activities (Morin p22). Before TRIPS, business entities struggled due to restrictions on the use of IP. In 1986, many...
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...Business Negotiation Case Study #1 Social Welfare Son Na Young 2012126024 Q1. Does Vinod Khosla have a real chance at changing Computervision’s decision? Does Sun have a better product? Can Sun be regarded as a reliable long- term vendor? The order that Computervision is requesting is too lareger for Sun to handle at the moment and the product is regarded as incomplete. Moreover, Sun has no striking reputation compared to Apollo. Since the contract between Computervision and Apollo, Sun's major competitor, has already been signed, Khosla has to persuade Computervision with their advantages as best as they could to get a chance to change their decision. Sun has the ability to widen their target customers and they need to appeal that to Computervision along with their capability of developing the future computing technology. Since Apollo has very standardized machines, in the near future, they would fall behind because the technology develops in a extremely fast pace today. Thus, Khosla has to persuade Computervision that they can do better. Their open accessability to customers is unique compared to Apollo. As mentioned in the case, their machines are tempting software developers since they can develop their software on Sun's machines and then port it to other hardware making it just perfect for their usage. Since people tend to use an object with various types of reasons, this flexible utility can draw large range of customers and Sun should appeal this advantage to Computervision...
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...BATNA - Best Alternative Having accessible choices amid an arrangement is a decent option which engages you with the certainty to either achieve a commonly palatable understanding, or leave to a superior option. "Don't put all your eggs in one basket." It's an old saying which has stood the test of time. Some of you urbanites, sitting in your work spaces, may be scratching your heads and pondering, 'What for the sake of Hades does this mean?' Meanwhile, pull out there in the field, a bronzed confronted agriculturist, is likely feigning exacerbation and persistently clarifying, that if you stumble in transit back to the kitchen, eggs are no more on the breakfast menu. To a negotiator, this insightful old saying delineates that in the event that you convey just a solitary proposition to the table, you might likely wind up with a spoiled arrangement, or no arrangement by any means. You need an option arrangement holding up in the wings. It ought to be genuinely evident that not each arrangement is going to escape in a decent, perfect settlement bundle. This is the place BATNA acts the hero for those of you sufficiently sensible, to have paid attention to the wise guidance of that old rancher who authored the above precept numerous a long time prior. BATNA means 'Best Alternative to a Negotiated Agreement'. This is your substitute arrangement when the discussions begin to wobble crazy. It can likewise be your trump card to make the arrangement happen further bolstering...
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...Negotiating between Business Partner Introduction In business there are many opportunities to negotiate. Everyone will have to negotiate during their lifetime. Negotiating is very important for people to work out disputes in business and in everyday situations. The goal of the negotiator is to build rapport with the other person and share information that will help both parties agree to a solution. In negotiating, there are two forms and one can utilize integrative bargaining, which referred to as “win-win” bargaining or distributive bargaining as well known as “win-lose” bargaining. Negotiator knows that there are too many situational and monetary variables for a single strategy to work in this case and often times the negotiator needs to utilize both approaches to effectively conduct negotiations. In this paper I will provide and explain an appropriate approach what situation the negotiator would utilize the technique. Defining Integrative and Distributive Bargaining There are two common approaches to any negotiation situation: distributive and integrative. Each is useful in specific contexts, and the same negotiator may utilize either or both strategies depending upon their desired goal. The largest difference between the two styles is the circumstance in which they are used. Often when we negotiation a one-time situation or purchase we will utilize a distributive bargaining approach and try to gain the best price or outcome where “we” are the winner and those we...
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...The Chinese view of negotiations The Chinese word for negotiation—tan pan—combines the characters meaning “to discuss” and “to judge.” From a Chinese perspective, negotiation exists primarily as a mechanism for building trust so that two parties can work together for the benefit of both. Trust is built through dialogue that lets each party judge or evaluate the partner and the partner’s capabilities and assess each other’s relative status. The negotiation process also enables parties to reach an understanding on a specific issue, condition, or transaction, in a way that lets each side feel that “a good deal” was brokered. But the concept of negotiation hinges on creating a framework for long-term cooperation and problem-solving much more than on drafting a one-time agreement. As such, negotiation in China is viewed as an ongoing, dynamic process that takes into account practical matters and context. Many Chinese prefer this approach over creating contract-based absolutes, which many Chinese perceive as the primary purpose of Western-style negotiations. Significant differences in negotiation style and culture can be accompanied by mutually unfavorable perceptions. Americans may see Chinese negotiators as inefficient, vague, and perhaps even dishonest, while Chinese perceive American negotiators as impersonal, impulsive, and overly focused on immediate gains. When adapting to Chinese-style negotiations, task-based, time-conscious foreign partners must balance the need for...
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...China: Business Do’s and Don’ts Introduction In business, knowing traditions and customs of host countries is paramount when beginning or carrying out negotiations. I find one of our most consistent and influential competitors and business allies to be China. China has for many years been a major contributor in the role of technology. Chinese technology and manufacturers are a huge part of the international trading system in America. In this paper I will discuss cultural differences, negotiation tactics, traditional and non-traditional customs, and attempt to explain effective methods of communication in the business sector of Chinese culture. I will begin by comparing and contrasting the cultures of China and America, and continue, by implementing ideas for effective communication and ways of successfully conducting business with China. China has recently had an economic spike, and was reported in an article in the Huffington Post as doing better now than ever before: “China is still faced with many daunting challenges ranging from corruption to regional income gaps and environmental degradation. But China is indeed better than at any time in its modern history. The country is now the world's largest laboratory for economic, social and political experimentation. There is every reason to believe that China, which has a continuously adaptive political system, will reach its objective of becoming the world's largest economy in a decade's time -- with all the implications...
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