...Vignette Case #19 Nicole Graziano, Cynthia Flores Fischer, Russell Haimowitz, Monica Moss MGT/445 May 27, 2013 Christopher Pahl Introduction Our team has come up with two different standpoints for the vignette case. There are negotiation strategies that can be used based on the sources of power. The two basic types of negotiation are distributive and integrative. Distributive negotiations involved a win or lose outcome. In integrative negotiations normally all of the parties benefit from the final outcome. The five sources of power are coercive, reward, legitimate, expert, and referent power. Different types of power have an impact on the success of a negotiation and the efficiency of management. Cynthia’s point of view After five years working at the home healthcare agency, Cynthia has become a very important part of the organization. She is also has built up seniority over most of the people in the organization even though she is paid less than most of the people she works with despite the fact she performs at a higher level than they do. Cynthia believes she is underpaid in accordance with her duties and performance within the organization. When the vice-president of the organization resigned, Cynthia had to take over most of the duties and for all intensive purposes is filling the role that the vice-president vacated. Cynthia has worked very hard at the company and been an integral part of the company’s success. The hours that...
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...|[pic] |Course Design Guide | | |School of Business | | |MGT/445 Version 1 | | |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...
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...Running head: WEEK 5 Week 5 Ron Martinez University of Phoenix Week 5 Southwest Airlines is a company that has endured many changes through its more than 38 years in the airline industry through an understanding of what leadership and management is. What began as a small Texas airline has grown to become one of the largest airlines in America. Today, Southwest Airlines flies over 100 million passengers a year to 66 different cities all across the country, and they do it more than 3,200 times a day. The Department of Transportation began tracking Customer Satisfaction statistics in 1987, and since then, Southwest Airlines has led the entire airline industry with the lowest ratio of complaints per passenger boarded. So what is it that makes Southwest Airlines so different from the other airlines, it is a correlation of doing many things right. These things include but are not limited to, leadership, management, and dealing with occupational stress. Let us take a closer look into the success of this company and how it overcame some seemingly impossible obstacles. When industries and [pic]its customers complained on how they are treated, there is something wrong fundamentally. Many Airlines have chosen an alternative to respond to this crisis by cutting down in services and workforces. It is not a lot to anticipate enterprises or airlines to provide a profitable return to investors, job’s for their employees and reliable services that is high in quality...
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...CASE ANALYSIS NIKE THE SWEATSHOP DEBATE Summary of the Facts Nike was established in 1972 by former University of Oregon track star Phil Knight. ... Nike has $10 billion in annual revenues and sells its products in 140 countries. ... Nike has been dogged for more than a decade by repeated accusations that its products are made in sweatshops where workers, many of them children, slave away in hazardous conditions for less than subsistence wages. ... Many reporters, TV shows, companies and organizations have repeatedly exposed negative comments towards Nike. For example, a “48 Hours” news report aired on October 17, 1996 regarding a Nike factory in Vietnam, which was visited by reporter Roberta Baskin. The reporter discovered that Nike hired millions of workers who are literate, disciplined, and desperate for jobs at wages lower than minimum wage. Another example of the criticism against Nike came from a newsletter published by Global Exchange. The newsletter uncovered that the majority of Nike shoes were made in Indonesia and China, countries with governments that prohibit independent unions and set the minimum wage at rock Nike: The Sweatshop Debate The purpose and intent of this paper is to describe the legal, cultural, and ethical challenges that face the Nike Corporation in their global business ventures. This paper will also touch on the roles of the host government and countries where Nike manufactures their products and the author will summarize the strategic and operational...
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...Miami School District Negotiation 1 Miami School District Negotiation University of Phoenix Inthiravanh Amphonephong MGT/445 Carlos Campos August 06, 2012 Miami School District Negotiation 2 Miami School District Relocating children in different school due to reconstructing the school building is not only affecting the children individual, but also affect their families, their municipal, and the school itself. The stakeholders are very concerning, because of high volume of compliant from student guardian. Choose a strategy the bargain and reevaluating the ethics and culture effective is very relevant for the circumstances. This paper will explain the detail of the negotiation strategy that largesse the boards provisions to redraw school boundaries, identity of the stakeholders, and how it affect our ethics and culture strategy. Miami School District must identify the stakeholder concerns regarding the changes. The school project is the students, teachers, families, staff, and the community. The school main stakeholders in this case are mainly the student themself, because of changes made them fall apart from having new instructor, campus, and classmates. Changes will affect not only the student of being depart from their comfort of family but parents will experience of new environment for their children. The teachers and staff will experience class less because of redistribution of students. The community also will experience the effect of whether or not the location will have...
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...Negotiations MGT/445 September 14, 2011 Koshy Joseph-Vaidyan Negotiations In my past I learned quickly how to become a productive sales person in the retail industry; I had numerous opportunities to negotiate with people. That was the main focus of my duties. This does not include the price of the garments, because I was not the store owner. I did however; negotiate with the amount of articles I could convince the customer to buy. This particular act was known as called up-sailing and was taught as a working skill at The Men’s Wearhouse. This paper will describe the first opportunity I had to make a sell to a client and to do so without the training provided by the company. The Men’s Wearhouse is known throughout the United States to be a very successful men’s clothing store. “How do you build a company around customers who hate buying what you sell? By building a company that reinvents the shopping experience. "Most business practices repress our natural tendency to have fun and to socialize," Zimmer says. "The idea seems to be that in order to succeed, you have to suffer. But I believe that you do your best work when you are feeling enthusiastic about things. Our business is based on faith in the value of human potential,” (Ransdale 1998). The Men’s Wearhouse offers an extensive training University in California that provides an extensive course on how to hear your client to find their needs and wants, grab their attention, and push...
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...Commmunication and Personality in Negotiations In this essay the writer will share an experience in which negotiating was a factor to obtain a reduced price in the purchase of a new vehicle. The writer will discuss the communication style used to negotiate. The writer will share the personality used for the successful negotiation of a reduced price. Last, the writer will share how the communication style and personality trait contributed to the negotiation of the purchase of a Ford Escape 2010. Situation In July 2008 I purchased a new Ford Escape from Perry Ford. Just two years later the transmission broke. I took the vehicle to Perry Ford to have it assessed and was told the transmission needed to be replaced. At the time, the vehicle was only two year’s old I was very upset because a new vehicle is not supposed to break down this soon. I realized that I did not have the four thousand dollars to replace the transmission therefore I had to negotiate with the sales team to sell me a new vehicle at a reduce price. Communication Before I began to discuss the possibility of purchasing a new vehicle I expressed my concern about a new vehicle breaking down in two years. I believed I had received a lemon and thus discussed the possibility of talking to a lawyer. I was setting the stage to request a big discount on a new vehicle that I should not have been in position to purchase at that time because my vehicle was only two years old. I also emphasized the financial...
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...The first article I will discuss is titled “American Airlines union pushes for strike”, this article is a textbook example of distributive bargaining (win-lose). This article discusses American Airline employees’ threatening to strike, but Federal Law makes it very difficult for airline workers to strike. Airline employees can walk off the job only if the National Mediation Board declares negotiations deadlocked and one side refuses binding arbitration. Even then, the president can block a strike — President Bill Clinton ordered American's pilots back to their jobs minutes after they struck in 1997 (www.eturbonews.com). This situation is distributive bargaining because even if the American Airlines employees go on strike, they can possibly be ordered to work anyways, so it is a win situation for the airline, and a lose situation for the union employees. The second article I will discuss is titled “Less Jingling In Your Pocket This Holiday Season?” This article discusses how this holiday season consumers should try to negotiate or bargain on pretty much anything they buy. The article states that consumers should “focus on the result, not on any misplaced embarrassment for asking” (www.marketwatch.com). The article also says that if consumers negotiate, “in most cases, the seller will still be making a profit” (www.marketwatch.com), so this results in a win-win for both parties. This article is a god example of integrative (win-win) negotiating. I work for a large home...
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...The Washington Bullets wanted to retain Juwan Howard as a member of their team. The general manager’s negotiation tactic for Juwan Howard was to focus on what Juwan valued the most; which was his commitment to charity events, the community, and to the team. Juwan Howard was a marketable commodity in his field. Wes Unseld, the Washington Bullets manager had to implement a negotiation plan or strategy, not only with Juwan Howard but with Juwan Howard’s agent. Unseld tried to use a negotiation tactic called distributive bargaining with Juwan Howard (Lewicki, Barry, Sanders, 2007). David Faulk, Juwan’s agent felt in the initial negotiations with the Washington Bullets Juwan was worth $15-$20 million a year. The Washington Bullets patiently waited July 11th for the free agent Juwan Howard, to arrive at his agent David Falk's office to propose a $100 million dollar contract offer from National Basketball Association team executives (Competitive and Integrative Approaches, 2011). The most effective bargaining strategy preferred by Juwan and his agent is the integrative bargaining tactic. The integrative tactic is a long negotiation process, but yet a “win-win” solution for Juwan and his agent. In Howard’s case, by prolonging his decision could have had some adverse effect on the result on outcome of his negotiation strategy. Integrative bargaining brings tangible and intangible benefits to the table which poses a “win-win” result (Lewicki, Barry, Sanders, 2007). ...
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...Miami School District Negotiation Paper Janice Horton MGT/445 September 3, 2012 Natalie Roll Introduction For the upcoming year, Miami School District has announced that they will be changing the school boundaries due to the increases in enrollment that was unexpected. The school plans on coming up with a solution that will even out the classrooms and rezone some school district areas. Parents acknowledge their concern with the rezoning boundaries because that will mean their children may have to go to another school. They took their concerns to the school board and the school board told them that they will come up with a plan and decide on a negotiation strategy to address everyone’s concerns. In this paper, I will discuss the negotiation strategy, the stakeholder’s concerns, and explain how ethics and culture affect my decision. Stakeholders To form an effective negotiation strategy, we must first identify all the stakeholders. The stakeholders that are involved in this negotiation strategy are the school board members, parents, and the students. The school board members are affected by the decision because they must even out the classrooms and make sure each school is not overcrowded. The parents concern about the changes because it may increase their travel time if they have to take their children to a different school, their property value may go up and the social effects on their children may be disturbed. The students’ affect on the decision...
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...MGT 445 (Organizational Negotiations) Complete Course WK 1-5l Get Tutorial by Clicking on the link below or Copy Paste Link in Your Browser https://hwguiders.com/downloads/mgt-445-organizational-negotiations-complete-course-wk-1-5l/ For More Courses and Exams use this form ( http://hwguiders.com/contact-us/ ) Feel Free to Search your Class through Our Product Categories or From Our Search Bar (http://hwguiders.com/ ) MGT-445 Wk-1 Individual – Communication and Personality MGT-445 Wk-2 Team – Power Play for Howard Part-A MGT-445 Wk-3 Individual – Negotiation Strategy MGT-445 Wk-3 Team – Power Play for Howard Part-B MGT-445 Wk-4 Individual – Miami School District Negotiation Paper MGT-445 Wk-5 Individual – Article Analysis MGT-445 Wk-5 Team – Third Party Conflict Resolution (2) MGT 445 (Organizational Negotiations) Complete Course WK 1-5l Get Tutorial by Clicking on the link below or Copy Paste Link in Your Browser https://hwguiders.com/downloads/mgt-445-organizational-negotiations-complete-course-wk-1-5l/ For More Courses and Exams use this form ( http://hwguiders.com/contact-us/ ) Feel Free to Search your Class through Our Product Categories or From Our Search Bar (http://hwguiders.com/ ) MGT-445 Wk-1 Individual – Communication and Personality MGT-445 Wk-2 Team – Power Play for Howard Part-A MGT-445 Wk-3 Individual – Negotiation Strategy MGT-445 Wk-3 Team – Power Play for Howard Part-B MGT-445 Wk-4 Individual – Miami School District...
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...Personality and Communication in Negotiations BUS / 445 September 1, 2014 Professor Kerri Buie Negotiating the Purchase of Our Home Negotiations are constant in life and happen to anyone who interacts with other people every day. Everything from how to a project at work is handled to negotiating the chores with your spouse is handled by negotiation. Whether we are aware of this happening or not, it is a significant part of how we interact with almost everyone. With the amount of time we spend negotiating it is surprising on how little time we spend analyzing and perfecting our negotiating skills. Communication and personality are key components of any negotiation and will be the keys in a successful outcome for everyone involved. I recently was involved in intense and long term negotiations in the fall when I purchased my first house. The Personalities In the beginning phases, all of the parties that would take part in the negotiation were acquainted by various means. The real estate agent that we chose was a friend of one of my wife’s work colleagues. His wife was a mortgage broker that was to assist us with the acquisition of our loan and the eventual purchase of our home. Throughout the process, however, we switched mortgage brokers due to a colleague of mine recommending a broker who turned out to be able to acquire a better rate. The other side of the negotiation included the real estate broker for the seller...
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...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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