...In this negotiation exercise, my partner and I attempted to negotiate the sale of the Bullard Houses, a historic property in the fictional city of Gotham City. My partner had the role of a representative for Downtown, Inc., the current property owners. He was attempting to negotiate a deal to sell the property to a buyer that would revitalize the current property as a luxury residential housing complex. I had the role of a senior partner from Jones & Jones, a leading real estate firm, negotiating the sale on behalf of Absentia, Ltd. Absentia, Inc., which is controlled by the Conrad Milton Hotel Group and wanted to purchase the property to develop a luxury hotel. Under strict instructions from my client, I was not allowed the divulge the intended use of the property. Following a tense 45-‐minute negotiation, we failed to reach a negotiated settlement. The issue which led to...
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...occur? What are the different types of negotiations? What are the dilemmas associated with negotiating? What is mutual adjustment? What is the dual concerns model with regard to concern for outcomes? Chapter 2 How would you describe distributive bargaining? What is BATNA? What are some examples of hardball tactics? Chapter 3 How would you describe integrative negotiation? What are interests? How do you facilitate integrative negotiation? Chapter 4 What is the difference between strategy and tactics? What is the dual concerns model with regard to substantive vs. relationship outcomes? What does planning involve? Negotiating Style and Individual Differences (Readings 4.1 and 4.2) What are some differences between male and female negotiators? Chapter 5 What are some common perceptual distortions that that may affect negotiations? What are some common perceptual biases that may affect negotiations? How do emotions affect negotiation? Chapter 6 What types of nonverbal communication are important in negotiations? How can you improve communication by listening? Chapter 7 Where are some key sources of power for negotiators? Chapter 8 What are ethics? What are the approaches to ethical reasoning? What is the difference between active vs. passive deception? What are some factors that would...
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...Ethics and the Conduct of Business, 7/e Boatright ©2012 / ISBN: 9780205053131 Chapter begins on next page > PLEASE NOTE: This sample chapter was prepared in advance of book publication. Additional changes may appear in the published book. To request an examination copy or for additional information, please visit us at www.pearsonhighered.com or contact your Pearson representative at www.pearsonhighered.com/replocator. C H A P T E R 1 Ethics in the World of Business Listen to the Chapter Audio on mythinkinglab.com CASE 1.1 Explore the Concept on mythinkinglab.com Merck and the Marketing of Vioxx On September 30, 2004, Merck & Co. announced the withdrawal of Vioxx, its highly profitable pain reliever for arthritis sufferers, from the market.1 This announcement came only seven days after company researchers found in a clinical trial that subjects who used Vioxx more than 18 months had a substantially higher incidence of heart attacks. Merck chairman and CEO Raymond V. Gilmartin described the action as “the responsible thing to do.” He explained, “It’s built into the principles of the company to think in this fashion. That’s why the management team came to such an easy conclusion.”2 In the lawsuits that followed, however, damaging documents emerged casting doubt on Merck’s claim that it had acted responsibly by taking appropriate precautions in the development and marketing of the drug. For decades, Merck’s stellar reputation rested on the company’s...
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...Lilies of The Field is a book written by William Barrett. Mr. Ralph Nelson, a producer, was introduced to this book by his agent Fred Ingles. Ralph Nelson was so intrigued by this story that he wanted to put it on film. Finally after much negotiation it was brought to the silver screen in 1963 by Mr. Ralph Nelson with a very low budget. With determination and tenacity Mr. Nelson achieved his dream. The entire film was shot in fourteen days! Incredibly, the picture was nominated for four Academy Awards, including Best Picture. Additionally, Lilies of the Field achieved motion picture history as Sidney Poitier was awarded the Best Actor Oscar, marking the first time in history an Academy Award was awarded to a black man. Choosing this movie for an analysis in negotiation was simple. Throughout the movie, the principal characters negotiated continuously. Lilies of the Field principle premise seemed to be partly based on the foundation of the bible scripture, Matthew 6:28-31 New International Version (NIV) 28 “And why do you worry about clothes? See how the flowers of the field grow. They do not labor or spin. 29 Yet I tell you that not even Solomon in all his splendor was dressed like one of these. 30 If that is how God clothes the grass of the field, which is here today and tomorrow is thrown into the fire, will he not much more clothe you—you of little faith? 31 So do not worry, saying, ‘What shall we eat?’ or ‘What shall we drink?’ or ‘What shall we wear? The process of examining...
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...At the heart of Enron’s story are its flashy, macho culture and its disputed inability to control expenditures. With being named one of the most innovative companies of its time, one would assume Enron would promote equality among the sexes and diversity. Every top Enron executive (excluding Rebecca Mark and Amanda Martin) was a white male with a top-notch education. Ken Lay, Jeff Skilling, Andy Fastow, and Cliff Baxter all came from Ivey League schools or prestigious business institutions. These men were the backbone of Enron’s culture and operations. Skilling had a reputation of hiring blunt, hardball executives who weren’t afraid to get their hands dirty. They had a reputation of going on adventurous company trips that encouraged risky behavior. This mirrored the approach these men took towards there work. Whether it was striking up a deal or coming up with the best new idea, everything was about taking risks and neglecting consequences. Enron believed making money came from taking big risks. And boy were they able to spend it faster than it came in. Executives had free access to company jets, catered lunches were served many times throughout the year, and huge sums of stock were handed out regularly (many of them cashing in on the stock before the company’s collapse). They spared no expense when it came to proving Enron was a company to be reckoned with; one ex-executive was once quoted saying: “Don’t do business with Enron. They’ll steal your wallet when you...
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...Negotiation Closing Deals, Settling Disputes, and Making Team Decisions David S. Hames University of Nevada, Las Vegas @>SAGE Los Angeles | London | New Delhi Singapore | Washington DC • •-*» •• • i ' w ' t * • * 5s" i- . •> - • • y . » " •• is • Acknowledgments Preface PART I: THE FUNDAMENTALS 1 The Nature of Negotiation: What It Is and Why It Matters Intended Benefits of This Chapter The Essence of Negotiation What Is Negotiation? 5 6 6 When Do People Negotiate? Technology 6 4 3 xvii xix 1 3 Why Has Negotiation Become a More Important Skill? The Workplace 7 8 9 10 11 How People Negotiate: The Dual Concerns Model The Pros and Cons of Negotiating The Shadow Negotiation 10 What Does a Negotiation Look Like? Conclusion and Implications for Practice READING 1.1 - ONLINE DISPUTE RESOLUTION: DO YOU KNOW WHERE YOUR CHILDREN ARE?, 8Y DAVID A . LARSON 1 3 19 READING 1.2 - BALANCING ACT: HOW TO MANAGE NEGOTIATION TENSIONS, BY SUSAN HACKLEY Preparation: Building the Foundation for Negotiating Intended Benefits of This Chapter The Essence of Preparation 23 23 23 The Preparation Process, or How to Make I t All Happen Strategic Planning: Establishing the Framework Defining the Situation Setting Goals 29 30 25 25 25 Determining Your Strategy Strategy Implementation: Operationalizing the Plan 30 The Component Parts of the Situation 30 Best Alternative to a Negotiated Agreement (BATNA) Reservation Prices or...
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...Cover Story Renovating Home Depot; Skip the touchy-feely stuff. The big-box store is thriving under CEO Bob Nardelli's military-style rule By Brian Grow, with Diane Brady in New York and Michael Arndt in Chicago 6 March 2006 BusinessWeek 50 Volume 3974. Don D. Ray is one tough hombre. The 39-year-old Kentucky native spent three years with the 82nd Airborne Div., one of the U.S. Army's elite units, serving at the head of a maintenance crew during the first Gulf War and an additional seven years on active duty. Then, after the September 11 terrorist attacks, Ray suited up for service again, this time as the commander of a special forces A-team that followed the U.S.-led invasion into Afghanistan. His 12-man squad of snipers, demolition experts, and communications specialists hunted renegade al-Qaeda and Taliban. Combing mountain villages, he grew a thick beard, wore traditional Afghan garb, and rode on horseback to blend in with local Muslims. Ray and his men never killed anyone, he says, but they arrested dozens of suspected militants. Nowadays, Ray commands a different kind of operation. He has replaced crack-of-dawn physical training and green Army fatigues with sunrise store openings and an orange Home Depot apron. A store manager in Clarksville, Tenn., Ray runs a 110,000-square-foot box with 35,000 products and a 100-member staff, 30 of them former military. Many days start at 4 a.m. That's when he wakes, eats breakfast, catches some CNBC news, then heads to the store, where...
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...Decline in Employee Morale and Job Satisfaction: UHS Decline in Employee Morale and Job Satisfaction: UHS Established in 1978 United Health Services has deemed itself as a top standing healthcare management corporation. For the past thirty two years the company has expanded operating through affiliate hospitals, behavioral health facilities and ambulatory centers nationwide. The organization has been ranked as one of the top “Fortune 500 “largest corporations for 2011. With all of the accolades and successful growth it would be difficult to point out any discrepancies that the organization could have as it relates to organizational behavior. The company has progressed from several facilities in 1978 to a conglomerate of facilities in the millennium. The organization is the 5th largest for profit hospital managed Health Care Company that is currently competing with increased growth in the Physician owned facilities. The company is the largest publicly known trader of psychiatric and substance abuse facilities. What meaning does these accomplishments mean when they have prospered and flourished to the extent that it exceeds the expectations of the business owner but on many levels fail to meet expectations of the employees and the patients. When evaluating the company success there is no doubt the intangible business decisions have led them to acquire a great deal of recognition as a franchise. Many would argue that a franchise should be more than for profit when it comes to...
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...STRAYERUNIVERSITY CASE STUDY: ALLSTATE INSURANCE COMPANY SUBMITTED TO DR. DEMETRIUS CAROLINA IN PARTIAL FULLFILLMENT OF THE COURSE-BUS 520 BY MORLU DUWOR STRAYERUNIVERSITY LOWER BUCKS CAMPUS, PHILADEPHIA SEPTEMBER2011 Table of Contents BACKGROUND /INTRODUCTION 1 USING THE MODEL OF GOAL SETTING 1-2 ALLSTATE COMPETITIVE ADVANTAGE FROM THE DIVERSITY INDEX 3 HIGH PERFROMANCE REWARD SYSTEM THAT MOTIVATE EMPLOYEES3 -4 MOTIVATION BY THE DIVERSITY INDEX AND QLMS4-5 CONCLUSIONS/RECOMMENDATION5 REFERENCES CITED 6 Assignment #2 – Case Study: “Allstate Insurance Company” . Introduction/Background Allstate Insurance Company is America’s second largest personal insurance carrier, insuring one of every eight homes and automobiles in the country. Of its 50,000 employees, 52.2% are women and 24.7% are minorities--14.3% of whom are African American. Allstate boasts a minority representation among executives and managers of 21%, with 66% of that number being African American. In1993 when its president and CEO backed diversity as a "strategic imperative." Allstate officially launched effort. The effort of Allstate Insurance centers around two goals: 1) expanding career and advancement opportunities for women and minorities; and 2) fostering greater customer...
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...IDEO - Organizational Behavior Evaluation ORG 711 02/11/06 Organizations need to be cognizant of what type of organizational design is best for the survival and growth of the organization through the years. Factors affecting the organization are in continual flux throughout time, and the design or structure best suited for any organization is stringently tested over time. Much thought and research is required at the onset of developing organizations. Periodic assessment or review of the organizational design is also beneficial. It could be the difference between survival or failure for the organization. One organization whose design strategy has withstood the test of time is IDEO, “a private design consulting firm headquartered in Palo Alto, CA” (Shaughnessy, 2002, p. 50). Its organizational design, as well as the performance of this design, is examined and recommendations provided for future organizations that enter into the same field. Evaluation of Overall Organizational Design IDEO, originally known as David Kelley Design, began in 1978, and merged with ID Two in 1991 (Nussbaum, 2004) when it became known as IDEO. It has been an innovative company from its inception and has been extremely successful as well (Nussbaum, 2004). IDEO has been the recipient of numerous awards through the years, including the National Design Award (Shaughnessy, 2002), (Perry, 1995). The client list of IDEO has numerous well-known names: 3Com, Agilent Technologies, Cisco, Pepsi, Samsung...
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...ASSIGNMENT SHEET TUESDAY, JANUARY 17, 2012 CLASS 1– INTRODUCTION AND GOALS FOR THE SEMESTER A. CLASS LECTURE Review of Topics, Assignment Sheets, and Course Outline The Case Method - Rules for Classroom Discussion Instruction for the Formation of Study & Project Groups B. Professor/Student Introductions C. Readings from Course Packet: 1. Fin 394.4 Syllabus - Course Outline and Grading Policy 2. “Course Introduction” 3. Note to the Student: How to Study and Discuss Cases 4. “The Case Method” - Jeff Sandefer 5. “Classroom Discussion” - Jeff Sandefer 6. “Note on Study Groups” - Jeff Sandefer ASSIGNMENT: 1. PURCHASE THE COURSE PACKET 2. BRING YOUR RESUME TO THE NEXT CLASS 3. BROWSE THE CLASS BLACKBOARD SITE: (HTTP://COURSES.UTEXAS.EDU/) AND LOOK AT THE EXTERNAL LINKS AND COURSE DOCUMENTS POSTED. a. Case Exhibits b. Case Solutions c. Valuation Templates d. Valuation External Links e. Project Information ASSIGNMENT SHEET THURSDAY, JANUARY 19, 2012 CLASS 2 – WORK FOR MONEY OR MONEY WORK FOR YOU? A. Turn in Resume B. Form study groups (self-select 4-6 people with different education, concentration, work experience and cultural background). Send e-mail to the professor with...
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...Chapter 1 The Nature of Negotiation Fill in the Blank Questions 1. People ____________ all the time. Answer: negotiate Page: 2 2. The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot Answer: bargaining Page: 3 3. Negotiating parties always negotiate by ____________. Answer: choice Page: 6 4. There are times when you should _________ negotiate. Answer: not Page: 6 5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of ____________. Lewicki/Barry/Saunders, Negotiation, 6/e 1 Answer: tangibles, intangibles Page: 8 6. Independent parties are able to meet their own ____________ without the help and assistance of others. Answer: needs Page: 9 7. The mix of convergent and conflicting goals characterizes many ____________ relationships. Answer: interdependent Page: 10 8. The ____________ of people’s goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes. Answer: interdependence, structure Page: 10 9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _________. Answer: alternative Page: 10 – 12 10. When parties are interdependent, they have to find a way to ____________ their differences. Answer:...
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...Chapter Four Professional Accounting in the Public Interest, Post-Enron Purpose of the Chapter When the Enron, Arthur Andersen, and WorldCom debacles triggered the Sarbanes-Oxley Act of 2002 (SOX), a new era of stakeholder expectations was crystallized for the business world and particularly for the professional accountants that serve in it. The drift away from the professional accountant’s role as a fiduciary to that of a businessperson was called into question and reversed. The principles that the new expectations spawned and renewed resulted in changes in how the professional accountants are to behave, what services are to be offered, and what performance standards are to be met. These standards have been embedded in a new governance structure and in guidance mechanisms, which have domestic and international components. The influence of the International Accounting Standards Board (IASB) and the International Federation of Accountants (IFAC) will be as important as that of SOX in the long run. This chapter examines each of these developments and provides insights into important areas of current and future practice. Building upon the understanding of the new stakeholder accountability framework facing clients and employers developed in earlier chapters, this chapter explores public expectations for the role of the professional accountant and the principles that should be observed in discharging that role. This leads to consideration of the implications for services to be...
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...History of Ethics: 1908 – Canon of Ethics 1969-70 Model Code 3 parts: 1. ethical considerations → what lawyers should do. 2. disciplinary rules → what lawyers must do. good 3. BAR _______________ acceptable set minimum conduct bad 1983 – Model Rules – most states follow. Set forth rules & comments akin to DR (set forth minimum conduct acceptable) 2000 – Ethics 2000 Commission ▪ California Rules of Professional Conduct – the only state to reject the ABA’s model rules or code. ▪ Ethics are governed by the highest court in the profession, not the legislature ▪ Vast majority of states, state bars (looking to ABA rules, not CA though) come up with the rules. 1. Licensing and Bar Admissions ▪ Regulated by the states. Most jurisdictions have chosen to test as a means of acceptance to the bar. ▪ Residency Requirement: 1. Out of State Residents - May the state discriminate against who gets into the BAR on the basis of residency? No. Supreme Ct v. Piper – woman applied to NH bar, lives 400 yards from NH border & application denied. Piper was admitted despite the state’s claims that non-residents were less likely to be familiar w/ local rules, lawyers not living in NH can’t be trusted, and out of state lawyers are less available for in state proceedings. Rule: State bar cannot discriminate on the basis of residency. 2. Geographical Restriction – some states permit waiver of the bar exam – ex: if...
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...International American University Department of Business The University Catalog and Student Handbook supplement this syllabus and are available through IAU Online as a digital soft copy. Please make sure that you review the University Catalog and Student Handbook so that you can be successful in this course. 4201 Wilshire Blvd., Suite #610 ♦ Los Angeles, CA 90010, CA, U.S.A. ♦ T: (323) 938-4428 ♦ F: (323) 938-4-4429 ♦ E: www.iau.la MKT 500C Marketing Management Syllabus Instructor Name: Instructor Phone: Instructor Email: Campus / Room: Mode: COURSE DETAILS Christopher Lloyd, MBA (310) 594-1023 clloyd@iau.la Main Campus – B Hybrid Term/Year: Days: Time: Start: End: Fall S2, 2015 Wednesdays 6:00pm - 10:00pm October 26, 2015 December 18, 2015 Christopher Lloyd earned his MBA with a concentration in Information Systems from California State University Long Beach in 2012. Professor Lloyd teaches as an adjunct professor for courses in management, marketing, business, information systems management, and computer information systems for undergraduate and graduate level courses. His responsibilities include teaching and mentoring undergraduate and graduate students, and attending conferences and symposiums addressing strategic management, digital marketing, and search engine optimization. Professor Lloyd's "learning through application" approach earns him high praise from his students. His genuine interest in their career advancement ...
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