...Planning Negotiations BUS340 – Contract & Purchase Negotiation Determine how you would rehearse the negotiation plan. Rehearsal of the negotiation plan is critical! It is important for the multifaceted team to learn how to function fluidly as a single unit. Rehearsal gives the different individuals within the team the confidence necessary to discuss the many aspects that will be involved within the negotiation process. Scheduling a mandatory team rehearsal meeting that will provide adequate time for corrections or revamps would be a must. Once the meeting time has been established and all members are present, starting off the meeting with introductions and professional history profile presentations will give all members a chance to become acquainted and learn to appreciate the value that each specific members. The meeting should then move into reviewing the negotiation plan and strategy as a group, taking all member ideas and suggestions under consideration. After a list of suggestions and concerns has been noted, now would be an excellent time to go through and explain all of the different rules and courtesies associated with government negotiations. There are many dos and don’ts that apply to government negotiations that are not applicable in public party negotiations. Once the entire group understands the rules of the negotiation game, it is then time to establish the role that each team member will assume during the actual negotiation meeting. ...
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...Economic globalization brings increasing communication of economy and trading among countries, and the negotiation has been the important part of international business activity in this process. The international business negotiation is not only the communication and cooperation in the economic domain, but the communication of culture among various countries. In the process of negotiation, negotiants’ idea and behavior are controlled by their own national cultures. There are large differences in thinking pattern, value view, group consciousness, negotiation style, benefit consciousness and law consciousness between western and eastern cultures, and these differences largely influence the process and result of negotiation and they are important factors we should consider in the negotiation. Keywords: International business negotiation, Cultural difference Economic globalization brings increasing communication of economy and trading among countries, and the negotiation has been the important part of international business activity in this process. The international business negotiation is not only the communication and cooperation in the economic domain, but the communication of culture among various countries. In the process of negotiation, negotiants’ idea and behavior are controlled by their own national cultures. As a developing country, China urgently needs to abstract advanced scientific technology, management mode and trading rule of developed countries in the...
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...agreeable salary and benefits package for both parties. This process of salary negotiation may “represent one of the first employer-employee exchanges at the beginning of what may be a long-term employment relationship.” (Porter)This signifies the vitality for employers and employees to hone this skill and ensure a strong initial relationship is developed between the two parties. Before being able to master the skill of salary negotiations, it is important to understand what the skill is. Salary negotiation is the point in the hiring process when an ideal candidate for the position is given an offer that includes the salary and benefits; the employee must decide whether the offer meets their expectations. At this point, an employee can take the offer as is if they believe it is acceptable, or begin the process of negotiating for what they believe to be an accurate salary and benefits package. The negotiation should include coming to an agreement on details including base salary, benefits packages, etc. The employee should also get to know some of the organizations variable pay incentives such as profit-sharing, gain sharing, annual bonus plans, commissions, sign-on bonuses, stock options, stock purchase plans, etc. to assist in evaluating the offer. Although these portions of the pay are nonnegotiable, it is crucial the employer divulge this information to the employee during salary negotiation so...
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...House for Rent From day to day business and personal relationships, there are many instances when one finds themselves in a negotiation or bargaining position with one or more persons involved. When deciding to relocate for a two year venture my with current employer for an assignment, the decision to sell the four-bedroom, two-bathroom Tudor style house I own was decided that was not my best option. However, gaining a lessee would be the next best option. A real-estate friend has found a possible lessee and negotiation a lease would be the next step. In the following, the negotiating and bargaining process will be addressed; who the parties are, specified individual and collaborated goals, as well as behaviors and bargaining style that should be represented. The one primary goal of negotiation is to reach an agreement between two or more parties. To be more specific, Harvard Law School describes negotiating as more of a process; this is "the discussion between two or more disputants, who seek to find a solution to a common problem, one that meets their needs and interests acceptably" (The President and Fellows of Harvard College, 2014). Within any bargaining and negotiation, there cannot be less than two disputants. In this particular scenario, the disputants would be myself and a thirty-something, single male who is beginning a two-year residency in a local hospital as a doctor. Each disputing party also has goals that need to be met. For the hospital resident, his goal...
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...CHAPTER ONE Introduction to Culture and Negotiation People who work across cultures, whether internationally or within nations, need general principles—a cultural map, if you will—to guide their negotiation strategies. Such a map will help them to: • Identify the general topography of cultures—the beliefs, attitudes, behaviors, procedures, and social structures that shape human interactions • Recognize potential hazards, obstacles, and pleasant surprises that intercultural travelers and negotiators might miss without a guide • Select responses that will be more likely to achieve successful interactions and outcomes A definition of culture. * Culture is the cumulative result of experience, beliefs, values, knowledge, social organizations, perceptions of time, spatial relations, material objects and possessions, and concepts of the universe acquired or created by groups of people over the course of generations. * Culture enables people to live together in a society within a given geographical environment, at a given state of technical development, and at a particular moment in time (Samovar and Porter, 1988). * Governments and their agencies, corporations and private firms, universities and schools, civil society and nongovernmental organizations have their own specific cultures and ways of doing things, often called organizational culture). * Culture is also rooted in religious beliefs, ideological persuasions, professions, and professional training and...
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...One example is meeting someone for the first time and deciding who says hello first or holding a door open for someone. This is something that we do as people, instinctively. Of course we negotiate in life consciously as well. One example of this is decided with a partner which restaurant to meet for dinner or a where to meet a friend. These are all examples of negotiation (Billikopf, 2007). Negotiation in business In business, negotiation uses a number of different skills, including, nonverbal communication and even a little assertiveness behaviors. To understand its impact one can look at the import and export industry. The most successful organizations involved in the import and export sector rely heavily on negotiation. Often as this is a business to business sector (B2B), companies will negotiates products and services. This skill is such a high regard that often many organizations will offer training and workshops to its employees. In this sector, negotiation is the most effective way of obtaining new business, retaining clients and even increasing both revenue and profit (Sun, 2008). Developing Negotiation...
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...INBA6110 – NEGOTIATING SKILLS The seat belts in school buses controversy Table of Contents Executive Summary 3 Introduction 4 Problem Statement 4 Analysis of the Negotiation 5 Recommendations and conclusion 5 Bibliography 7 Appendices 8 Simulation Case i Organizational Chart / members of the team ii Opening Letter iii Dates / # of Post made during negotions via CHSB iv Executive Summary The paper discusses the process of the negotiation between the Public Transport Authority and the Mosquito Mums. A negotiation where both parties had defined objectives focused on the seat belts controversy. The study also speaks about the constraints that arise during the negotiation. Both parties presented their proposal however the negotiation reached to no consensus agreement. Furthermore, both groups presented strong factual points but the PTA thinks that the Mosquito Mums still did not raised a strong reason for the petition. In addition, the study discussed about the importance of following the 7 phases in negotiation. Introduction Negotiation is defined as a process by which two or more parties attempt to resolve their opposing interest[1]. The interest in this case was provided as a simulation exercise that occurred during the period October 17th to 23rd 2014 on the conflict of needs - “The...
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...The Art of Negotiation Goals & Objectives: To list examples that require successful negotiating skills in your personal and professional life To explain the elements of successful negotiation To describe the barriers to successful negotiation Outline: Elements of Successful Negotiation Preparation Preparation Goals Preparation Limits Communication Skills Active Listening Clarity Body Language Emotional Control Final Negotiations – Closing the Deal Final Tips Traits of a Great Negotiator Successful Techniques Unsuccessful Techniques Summary The Art of Negotiation Objectives: Successful negotiation is an art form that comes naturally to some, but must be learned by most. This module will discuss skills necessary to successfully negotiate goals and objectives in your personal and professional life. Skills will be broken down into specific elements that may enhance or impede any outcome. Introduction If we poll an audience and ask them for the first thought that comes to mind when they think of the term ‘negotiation’, the most often responses will include labor, contract or political negotiations. Yet negotiations play a major role in all aspects of our professional and personal lives.1 In the workplace we negotiate with our patients and their families and friends to obtain their full consent and cooperation. We negotiate with our peers, managers, physician staff and other healthcare workers, state and federal regulators and the list goes...
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...include some throwaway issues. What preparations do you need to make before the meeting? Preparation is first stage of negotiation process which starts with defining the key goals which means -what are the person’s expectations from the negotiation process? Also person involved in Negotiation process during preparation he should decide his or her BATNA- Best Alternative To a Negotiated Agreement. Identifying key issues in negotiation, setting priorities and developing support agreement for adopted position is also important parts of preparation before start negotiation with other party (Carrell, Heavrin, 2007). In order to perform an activity in a proper way we need to have some sort of preparation for it. Preparation is a key for a successful negotiation activity. For negotiation very first thing we need to understand is if there is anything to negotiate or not (If we were to sit down… (n.d.). For the preparation point of view before negotiations starts with my brother and sister I must have to look at the following things. BATNA Before the start of negotiation defining BATNA is important to make oneself in a strong position (Carrell, Heavrin, 2007). My BATNA would be to divide all the assets without dissolving them and make it as simple as possible. Identify key issues There are several key issues which we should go through during negotiation process. These issues are: 1-The main issue is that we have only 30 days to report our aunt’s attorney about the agreement...
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...Miami School District Negotiation The Miami School District is negotiating on redrawing the school boundaries for the upcoming year because of an unexpected increase in enrollment. The following reasons are what affect the issue on redrawing the boundaries in which affect the parents, children, and the community. The reasons are quality of education, increase travel time, crossing economic and cultural boundaries, effect on property values, and social effects on children. The plan essential to meet the needs and wants of both parties in negotiation will address or meet what is important. Stakeholders Stakeholders are the individuals who are essential in which the redrawing will affect. The stakeholders who affect or have an issue with redrawing the school boundaries are the children attending or want to attend the school district. The parents with who attend the school district and the employees who works for the school district. The communities around the areas of the schools that are affected from the district that needs to be redrawn. Even though the issues from these parties are important the school boards needs to create a win-win strategy. Negotiation Strategy The negotiation strategy in which the school board need to create is needs to meet both the concerns for the stakeholders and their own party. Without addressing both parties the redrawing of boundaries can create a win-lose situation in which can affect the school board in the end...
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...CONFLICT T he success or failure of any organization is dependent upon the use of its indigenous, collective energies. When procedures are clear, the "esprit de corps" is high, and the business is said to be productive. But whenever people come together in one setting over a period of time, you can always expect conflict to find itself in the midst. The Webster’s dictionary defines conflict as a sharp disagreement or opposition of interests or ideas but from a more objective perspective, conflict is “a state in which one party perceive that another party has, or is about to negatively impact something that is important to the first party” (Robbins, 2006). The key word to note in this definition is “perceives”. Perceive is a concept that occurs within the mind. It is one’s interpretation of a situation or thing and does not necessarily have to be true. That might explain why on many occasions, a conflict that arises; may be unnecessary or misguided and result in wasted time. Causes of Conflict A s you may discern, the causes of conflict are numerous and each has their own accompanying challenges. Within the organization however, C. Brooklyn Derr in his book Major Causes of Organizational Conflict: Diagnosis for Action, stated that there are six (6) main causes of conflict: 1) The interpersonal disagreements that arise when one person is experiencing individual stress. People bring their whole selves to the workplace and they may...
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...Emiliya Mihaylova TASK 1 TASK1.1 Describe the essential elements of a contract. Should a contract have all those elements to be legally enforceable ? What will happen if one of the elements was missing in an otherwise valid contract? Legal Elements of a Contract The essential elements necessary to form a binding contract are usually described as: • An Offer • An Acceptance in strict compliance with the terms of the offer • Legal Purpose/Objective • Mutuality of Obligation – also known as the “meeting of the minds” • Consideration • Competent Parties Offer An offer is defined as the manifestation of the willingness to enter into a bargain so made as to justify another person in understanding that his assent to the bargain is invited and will conclude it. Acceptance Acceptance of an offer can occur in several ways: Acceptance of an offer is a manifestation of assent to the terms There of made by the offer in a manner invited or required by the offer. An acceptance must not change the terms of an offer. If it does, the offer is rejected. A material change in a proposed contract constitutes a counteroffer, which must be accepted by the other party. Legal Purpose The objective of the contract must be for a legal purpose. For example, a contract for illegal distribution of drugs is not a binding contract because the purpose for which it exists is not legal. Mutuality of Obligation This element is also known as the meeting of the minds. Mutuality...
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...Successful negotiation requires compromise from both sides. Both parties should gain certain things, and both parties should lose something. You must be prepared to give up something in which you believe you are entitled. You cannot expect to defeat your opponent or "win" a negotiation via either the energy of your negotiating proficiencies or the forcing coerce of your logic. This is not to say that good negotiating skill is irrelevant. In majority cases, a range of possible results exists. Probably the most critical characteristic of world class negotiators is their ability to understand what it is that all parties to the negotiation want. The ability to see past the 'demands' of your counterparties and really understanding why it is that they are negotiating with you is an essential element that will help you to understand what common ground exists between parties. As we know, negotiation must not be mixed up with persuasion and identifying a winner. Negotiation is finding a solution which is acceptable to all sides involved. Therefore all these skills are essential to successfully negotiate towards a win-win situation for all parties involved. Continuously develop your skills. Not unlike world class performers in professional sport, world class negotiators spend significant time analyzing the way that they negotiate - particularly under pressure. It is only once you have built an understanding of your own weaknesses & strengths that you can implement measures to improve...
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...Post-Negotiation Report on Overtime rate, hours of work & Shift Premiums (Union-The United Metalworkers of Canada) Post-negotiation (Overtime rate, hours of work & Shift premium) During negotiation, we came across few issues that we did not include in our original planning book. The clause of overtime took a major part of our discussion time. Wages, overtime and benefits were the only clauses where we had to make calculations and required the company’s financial standing. Some of the errors that we made in the overtime clause were: * As compared to the company’s financial standing, our opening position was quite smaller in values. We were unsure, that if it would be possible to inflate the values while negotiating. We increased the values of our overtime and shift premium rates while bargaining. Our new rates fell in place in terms of the budget was not going higher than the financial standing of the management. Our target position was similar to the management’s fallback. * In our original planning book, we did not consider the issue of how the overtime employees will be assigned. Management wanted to be deciding on who will be assigned for overtime hours, however, we wanted it to be entirely voluntary. As our opening position, we would keep overtime as being voluntary based and management cannot force or assign any worker without asking. * We also included switching shifts option in our new planning book. We think it is necessary as it can avoid...
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...Rania Harb International Negotiations As the world becomes more globalized, this has put increasing pressure on companies and employees to become proficient in conducting business within their culture and more importantly, with other cultures as well. Indeed, cultural differences pose difficult challenges to international negotiations, however, these may present instrumental opportunities for both parties if conducted properly. There are various elements that impact international communication and decision-making such as Hofstede’s dimensions of culture, cultural intelligence, leadership and negotiation. This paper will discuss these characteristics in relation to how an employee should prepare when joining a team of international negotiators. Leadership is an essential ingredient in effective international agreements. Leadership makes a difference by establishing a “relationship of influence in which one actor guides or directs the behavior of others toward a certain goal” (Underdal, 1994). Leadership provides a model to others and removes uncertainty about whether the leader is actually devoted to meaningful action. It is important for any employee entering an international agreement to exercise leadership skills. Some universal skills include having charisma and being autonomous and a team player. It is important to enter a business agreement with some authority to ensure seriousness and portray a vision. Hofstede`s cultural dimensions have been extensively used...
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