...------------------------------------------------- Negotiation project Seller November 24, 2013 giang hoang Arkansas State University – Fall 2013 November 24, 2013 giang hoang Arkansas State University – Fall 2013 Preparation 1. Explain your negotiation framework regarding price; i.e., what were your minimum – target – maximum and how did you arrive at those numbers? Our potential customer is ASU Cosmetics. It is opening a distribution center in Jonesboro, Arkansas. This company has a manufacturing plant in San Francisco and one in Clinton, CT. Now, they need a carrier to handle finished goods freight between Jonesboro and San Francisco. In addition, they also have a supplier in Saint Louis that ships components to the plant in San Francisco. Thus, if we can negotiate the business for both the headhaul and backhaul trips, we will pick up components at Saint Louis, run to San Francisco, unload components at the manufacturing plant, then pick up finished good and handle finished goods freight to Jonesboro and unload them at distribution center. Typical prices being charged in the lanes being served from $1.85 to $2.15 per mile, with the higher rates being related to higher on – time service performance. Thus, our maximum price will be $2.15 per mile. In addition, if we can find a backhaul in the Jonesboro area to cover our out-of-pocket costs on the return trip, our price will drop to $1.78 for the round trip. Thus, our minimum price will be $1.78. Our target price...
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...EXECUTIVE SUMMARY Negotiation skill is an act of coming together to agree on common goals, negotiation take place in everyday activities of my life, the better I understand the more I have advantage of the usage. In every household and corporate world especially mine, negotiation often bring peace and understanding between me, my wife and my kids also with my business associate. I now see negotiation as a win-win game that sees every party valuable. Create value, claim value and build relationship is the core objective of a good Negotiation skill. Although in reservation my Best alternative to negotiation agreement (BATNA) should be cleared and improved also reservation point should be stated in personal agenda. In all Negotiation is the best knowledge someone can have that universally create positive impact in all area of life if apply accordingly. Its safe cost, build relationship expand connection and sees as a trait of any potential leaders. STRENGTHS BEFORE THE WORKSHOP Negotiation is an inbuilt, the ability to understand, clarify and use for an effective and efficiency result is a subject of proper coaching on methodology that will lead to integrative agreements. I remember when I was having my first student survival job as a marketer with one of the Sport outfit back home, how I was able to convince a customer that wearing US shoe size 10 to buy US shoe size11.Then I was wondering how come the customer was happy and accept my option. Now I knew that I leverage...
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...Negotiation Strengths I believe one of my most favorable strengths in negotiation is my approach to negotiations. One of the ways in my approach would be cooperative approach to negotiation. There are a number of benefits of being cooperative, such as allowing both parties participate in the negotiations, including the prospect of early settlement, greater satisfaction from both sides and less hostility. I think I showed this strength in our simulated negotiations on last Tuesday. Another one of my Strength is assertiveness. In order to be a good negotiator, one must be assertive. By assertiveness, I mean one must be able to express and advocate for his/her position, needs and interest. One of the key element here is being able to identify one own interest, speaking and making argument and at the same time explaining why you feel the way you do. Another element is listening. One must be a good listener. The benefits of being assertive are getting a good bargain at the end. If you are assertive, you tend to get what you want. At the end of the day, the negotiator have a goal and will feel a sense of accomplishment if he/she gets what they ask for and the other side get less of what they asked for. Negotiation Weakness One of my fallacies is not to have a weakness in negotiations. But everyone have strengths and weakness. My weakness in negotiation is being a good closer in the negotiations. I can lay out a good foundation and argue my position, but the ability...
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...Business Negotiation Style 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...
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...Running Head: ALTERNATIVE DISPUTE RESOLUTION Alternative Dispute Resolution [Name of the Writer] [Name of the Institution] Table of Contents Introduction 1 Discussion 1 Strengths and weaknesses of the workings of my group 4 Strengths 4 Weaknesses 4 Strengths and weaknesses of my presentation 5 Strengths 5 Weaknesses 5 Overcoming weaknesses 6 Learning about team work and oral presentation skills 6 Conclusion 7 Alternative Dispute Resolution Introduction ADR is a general name that has given to a wide range of procedures that are present for the parties in civil cases to solve their conflicts or disputes before a trial has conducted (Anonymous, 2001, p. 2). There are a lot of ADR concepts like meditation, negotiation/conciliation and arbitration. They are rarely interchangeable. A lot of misconceptions and disputes arises that needs to get solved quickly (Anonymous, 2003, pp. 55-56). Some time it has sorted out without any legal contracts, but sometimes a formal contract is necessary. Discussion As, told in the introduction that Alternative dispute resolution consists of some concepts. Now let’s take a look on them one by one. Arbitration is a process where single, or many independent arbiters invite parties to show arguments and facts. This showed a decision on the basis of equity or law. It is a B2C transaction i.e. business to consumers (Anonymous, 2003, pp. 55-56). Meditation is another concept...
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...2 Billion contract from TMB with the help of the Joint Venture. Sakari’s current strategy was to emphasize global operations in production and R&D. It planned to set up R&D centers in leading markets including South-East Asia. However it did not have a wide marketing operation and relied on Joint ventures for the same. With the stage set, we now turn to analyzing the negotiations that Sakari and Nora held and why these two companies could not find common ground to form a joint venture. Below are the SWOTS for each company as the venture is being pursued: NORA Internal •Strengths •Access to the Malaysian and Asian markets •Global contacts and relationships have already been established. Weaknesses Due to late entry in market, competition is very stiff •No definitive time line in contract with TMB. External •Opportunities •Expand through Southeastern Asian- new area for Nora •Will be able to meet the needs of Malaysian tech. industry (Indonesia) •Compatibility of the SK33 with Malaysian requirements •Threats •Timeline- to finish the deal by the 5th year is fading SAKARI Internal •Strengths •Acquire Nora’s technology which is better than their own and implement customization •Previous...
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... It is clear from the above situation analysis that I should at least go for negotiation because benefits are much more than that of shortcomings. Therefore, I will go for negotiation. 2. What factors can you readily identify that will affect your negotiation options and outcomes? Ans. Whenever, negotiations are done. Its two different parties coming on to table for getting the best for themselves out of the process. In this case, multiple factors that affect negotiating options and outcomes are: • Is the retailer willing to negotiate on price? • How big the retailer is? • Other buying options available in the market for the retailer. • Attitude of the retailer and his approach towards me. • My own strengths and weaknesses during negotiations. • My own willingness to negotiate. • Our perceptions about each other. • The setting in which we are negotiating. • Goals of both parties. • My fear about threats of my production stoppage and storage issue. • Facts and circumstances as I am having bad time at the business. • Personality and temperament of both parties • Way of thinking of both parties • Style of communication I and the retailer will use. • Our approach to conflict • Our past experiences we had while negotiating in same circumstances. 3. What unconscious factors might also affect your negotiation performance? Ans. Unconscious factors may affect negotiation performance are: However, our human interaction is affected by who we are...
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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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...pointed to me being analytic. My score for each: analytic (133), conceptual (59), directive (63), and behavioural (45). Compared to the others I am very analytic. This means I like to base my decisions on facts and data to determine the best outcome. After looking at my survey my partner suggested I should be better-rounded instead being too much of an analytic decision maker. She offered suggestions such as I should have more involvement with people instead of being too independent. Allowing others to have input of their opinions will create better choices. Since I am so analytic, incorporating other styles in to my decision making will allow me to have a broader scope of information since there will more unique information given to me. Michelle suggested that since my behavioural score is so low; only 45, I should work on improving that aspect. I am not at all behavioural type but I still may able to learn from them. She suggested that I should not only base my decisions on logic but feelings too. If I use both logic and feelings than my decision would definitely be better. This would mean that I would have to be careful weather to decisions that would affect people. For example, if I were to make a decision and it was logically correct, I should also look into the account that it doesn’t have a negative impact on relationship that it may ruin. In the question, ‘when time is important I,’ Michelle saw that I rated ‘seek guidance or support’ as my last option. Her suggestion...
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...to assess their strengths and weaknesses of their own conflict resolution styles and the styles of others, and how best to respond and engage in low and high-level conflict. Therefore, the report was detailed as it indicated and rated one’s reactions to low-level disagreements specified as Calm, when using the five conflict management styles as compared to the Storm classification indicting high stress and heated emotions (2005). Kraybill (2005) describes each style, as the first style is Directing. This...
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...NDI -- Negotiation Diagnostic Instrument© This diagnostic instrument seeks to measure individual-level strengths and weaknesses in different negotiation situations. In completing this diagnostic instrument, it is emphasised that there are no right or wrong responses. The tool is based on the theory that individuals have a propensity to particular approaches, emotional responses and tactics in different situations. These aspects together constitute elements of negotiation style. Different styles will have both strengths and weaknesses depending on the particular situation in which they are applied. By understanding your own stylistic tendencies, this diagnostic tool is intended to assist the respondent to more effectively use their style to deliver better quality outcome sin negotiations. The NDI consists of three parts: • • • Part A identifies different approaches. Part B identifies different emotional responses in negotiation Part C identifies use of different types of tactics. Part A – Approaches to negotiation Below you are asked to choose between 30 pairs of statements. You are asked to indicate which of the two statements best describes you. 1. E. I work hard to preserve the relationship with my counterpart. B. I try to identify the underlying issues. D. I work to defuse tense situations A. I gain concessions by being persistent E. I focus on solving the other party’s problem D. I try to avoid unnecessary conflicts C. I search for a fair compromise E. I work hard to...
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...Lessons Learned: International Negotiating: Planning and Conducting International Commercial Negotiations In this paper I will cover three important points that go into international negotiations. Here I will cover the importance of who is on your negotiating team, the importance of hosting a negotiation and when to determine what is important to determining what is considered a successful negotiation. Selection of members of your negotiation team that will be the most effective is not always based on size. Choosing members of your negotiating team is the first step in leading a successful negotiation. Keeping the negotiation team small has many advantages. The costs of travel that include airfare, hotel stay and transportation should all be considered when you are selecting your negotiation team. Often times it easier to present a unified front with a smaller team, which should be of paramount importance with your team. The chief negotiator should be able to direct the team when new issues come to the table. With a smaller team reaching a consensus is more achievable for the chief negotiator; with a large negotiation team this can prove to be a cumbersome task. Members of a negotiation team have other duties that still require their attention; the smaller teams don’t have to deal with this roadblock as much as there are less of them that could get sidetracked with these distractions. Technical experts in these matters can be used as an asset, but sometimes having them...
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...Reflective Essay on Negotiation Negotiation occurs on a regular basis in a daily life and individuals negotiate in business occasions or outside of the workplace. Having superior negotiation skills is critical to the success in personal life and career development. This essay will indicate my natural preferences for different influencing tactics, connections between what I learnt and preconceptions, my perceptions about the activity, an understanding of negotiation and a personal action plan. The aim is to have a thorough grasp of the influencing tactics and improve my negotiation skills. Natural preferences for different influencing tactics In terms of the utility of influencing tactics, I preferred rationality and emotional appeal during the activity, as well as exchange. I acted as Chris Johnson, an employee who recently switched to the department and was not eager to wear safety glasses, and had a conversation with the new manager, Dale Williams, who should impose the safety rules. According to the role description, I had planned to focus on my demand for this job and no necessity for wearing safety glasses. When asked about the relationship with the previous manager in the first role play, I cited examples to demonstrate that I was an easy-going and reliable employee. Meanwhile, I listed my reasons point by point to explain that it was unnecessary to wear safety glasses. In the second round, I observed that the person in the manger role was patient and considerate...
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...10.28 write-up Yuelei Cheng * How is each reading relevant for global mindset and global leadership development? How does each reading relate to the other readings? All the articles discuss the Global Social Capital, which reflects intercultural empathy, interpersonal impact, and diplomacy. Most articles guide readers how to work well with people from other parts of the world. In the article relative to leadership, it shows the importance of understanding how leaders should do in their daily team work and how to keep the team cohesion. The executive’s guide to better listening explains viewpoint in detail of the behavior various competitors attempt to maintain a good relationship with their employee. What’s your influence style, the research has an understanding of increasing our influence. Gaining this awareness will help us recognize when the style we’re using isn’t working and how to determine one that will. It also reflects, in the article, the ability to understand the complexity of global business and the ability to find appropriate solutions to complex problems. • What are the overall learning outcomes from this material for global managers/leaders in general? Concluded from materials, global managers are better able to build trusting relationships with people who are different from them. They are viewed as effective leaders and diplomats in the sense that they are good listeners, at ease in conversations with other, and are able to bring divergent views together...
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...restructuring. As a valued and veteran employee, you are presented with the unique opportunity of determining the type of leadership position that best suits you. Essentially, you are able to define the role in which you can most benefit the company and be the most successful. To determine your position, you must identify the strengths and weaknesses of your personal leadership style by applying what you learned about yourself through the self assessments. Here is my management Style he goal that motivates The Producer (or Ds) is accomplishing bigger and better goals according to an internal timetable. You prefer to be involved in your chosen activities from start to finish, and you resist people who are obstacles to your achievements. Your ability to produce makes you highly valued in situations in which an efficient, dependable, or incrementally improving rate of production is desired THE DOMINANCE STYLE'S TYPICAL BUSINESS CHARACTERISTICS * Prefer time frames * Seek personal control * Get to the point * Strive to feel important and be noteworthy in their job * Demonstrate persistence and single-mindedness to reach a goal * Express high ego strength * Prefer to downplay feelings and relationships * Focus on task actions that lead to achieving tangible outcomes * Implement changes in the workplace * Tend to freely delegate duties, enabling them to take on more projects THE DOMINANCE STYLE'S PREFERRED BUSINESS SITUATIONS * Like to call the shots and tell others what...
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