...Concourse | Negotiations https://webster.campusconcourse.com/view_syllabus?course_id=12777 W EBSTER UNIVERSITY • JOINT BASE ANACOSTIA-BOLLING • GEORGE HERBERT W ALKER SCHOOL OF BUSINESS & TECHNOLOGY • MANAGEMENT NEGOTIATIONS PROC-5840 3 Credits 01/07/2013 to 03/09/2013 Section 34 S1 2013 Modified 12/05/2012 MEETING TIMES Saturdays - 8:00am-12:00pm CONTACT INFORMATION Monica Y. Watts, MBA Email: monicawatts98@webster.edu Phone: 202-344-2938 Fax: 202-344-1254 Preferred contact method: Email DESCRIPTION The course involves scope, strategies, and objectives related to negotiated acquisitions. The preparation, conduct, and documentation of the negotiation process are included. Requisites None OBJECTIVES The following is a list of the basic learning outcomes for the course: Identify the strategies, tactics, and skills needed to successfully negotiate an agreement/contract in industry or the federal government. Compare and contrast negotiation process in industry and the federal government. Acquire a working knowledge of the negotiation process that includes planning, closure and documentation. Perform a series of negotiation exercises that will allow the student to apply hands-on negotiation strategies, techniques, and tactics used in industry and the federal government to ensure successful negotiation outcomes (win-win). OUTCOMES The following is a list of the learning outcomes for the course: Graduates will know and explain the important terminology...
Words: 3109 - Pages: 13
...Case Study #2: Pacific Oil Company PROC 5840: Pacific Oil Case Study 30 Sep 2013 Abstract This paper assesses a negotiation between Pacific Oil Company, a seller of vinyl chloride monomer (VCM), and Reliant Chemical Company, a buyer of VCM. Each negotiation team’s strengths and weaknesses will be assessed. The Pacific Oil strengths included their negotiation team and the strength of the VCM market. Their weaknesses included poor organizational control, managerial decision making, and their failure to recognize the changing interests of Reliant Chemical and selection of a negotiation strategy. Reliant Chemical strengths were assessed as a strong organizational relationship and management decision making. It recognized, resolved and or reconciled the changing interests of Pacific Oil, derived the best approach for the negotiation, determined the relationship with the other negotiator(s), and selected the appropriate strategy and tactics. Reliant Chemical had one assessed weakness, which was its possible vulnerability to effective counter tactics. The paper concluded by providing a recommendation to close the negotiation with Reliant Chemical on more favorable terms to Pacific Oil. Introduction The Pacific Oil Company negotiation filled with examples of how people (Corporations, Management and Negotiator(s)) should prepare, interact and react during a negotiation...
Words: 5908 - Pages: 24
...Robinson Labor Laws and Unions In this paper I will briefly give background information on Union Pacific Railroad. Identify any legal issues and obstacles that Union Pacific may have or encounter. Discuss if any federal, state, or local laws were broken because of the legal issues and why. I will also provide recommendations to minimize any litigation. The Pacific Railroad Act of 1862 was approved by President Abraham Lincoln, it also provided the construction of railroads. Union Pacific Railroad is a transportation company chartered by Congress to build the nation’s first transcontinental railroad line. Because of the Pacific Railroad Act, Union Pacific was approved to build a line west from Omaha, Nebraska to California-Nevada line, there it was to join with the Central Pacific RR, which was being built at the same time from Sacramento, California. Each company after completion of the railroad was to be granted 6,400 acres of public lands. The Union Pacific Railroad has their headquarters in Omaha, Nebraska. Union Pacific Railroad is the leading railroad system in the United States. The Company has employees of more than 45,000, and operates at least 9,000 locomotives on 32,000 miles of track across 23 states in central and western United States. Union Pacific has purchased a large amount of railroads. Union Pacific’s main competitor is BNSF Railway. Union Pacific is one of the most powerful railroads in the country. It is much older than any other American Class I railroad...
Words: 1285 - Pages: 6
...Summary Technology has provided companies the opportunity to expand into areas of the world that were nearly inaccessible several decades ago. These markets have seen an increase in goods sold to them, more of their natural resources being purchased from them, and more employment opportunities at multi-national firms. These emerging markets are usually categorized as countries with low–to-middle per capita income and often considered the world’s fastest growing economies. Countries in Asia, Latin America, Africa and Eastern Europe are seeing a growth in local business activities as well as international business activities, both of which are stemming from multinational firms primarly located in North America or Europe. Understanding the best ways to work with individuals from these emerging markets can be valuable during negotiations. There are five cultural factors that most often affect negotiations among cultures: 1. use of time; 2. individualism versus collectivism; 3. role orderliness and conformity 4. patterns of communication; (Acuff, 2008) and 5. corruption. The goal of this research paper is to discuss cultural factors that affect negotiation and find examples from different regions on how those factors affected business negotiations and to conclude by providing ideas to deal with those challenges faced during negotiations. Use of time Individuals in different countries perceive time and use time in different ways. There are two major ways that cultures understand...
Words: 2456 - Pages: 10
...United States across the whole area of the North American continent from the Atlantic Ocean in the east to the Pacific Ocean in the west.” (www.american-historama.org/1841-1850-westwardexpansion/westwardexpansion.htm). There were many factors that lead up to the Westward Expansion. For example, an overflowing population, the government opens new land (i.e. Louisiana Purchase), Pacific expansion, and finally seeking expansion beyond borders all lead up to the Westward expansion. Also, there is a vase amount of impacts that the Western Expansion had on America and its people. Overflowing Population Many people think major increase in population is good...
Words: 892 - Pages: 4
...International Negotiations MGT445 International Negotiations One of the greatest engineering feats to take place in modern history is the Panama Canal. The canal connects the Pacific and Atlantic oceans through the country of Panama. The canal is 50 miles in length and provides easy and reliable crossings for more than 750 thousands vessels. Ship makers around the world build ships specifically to fit the double locks that make up the water way (Panama Facts, 2010). The ships that use this water way reduce their travel time by weeks because they do not have to travel around the tip of South America. However, without decades of negotiations, this canal would not exist (The Panama Canal Negotiations, 2012). The negotiations began in 1847 when the United States entered a treaty with the country of Colombia. This treaty allowed America to use the Isthmus of Panama for shipping. The treaty also guaranteed Panama’s neutrality and gave Colombia sovereignty over the entire region (The Panama Canal Negotiations, 2012). Nothing else significant happened until the French attempted to build a canal across Panama in 1881. However, the French did not realize the problems ahead and stopped the project in just eight years. Despite the noted problems, America considered a canal there as vital to its future and therefore, took up the contract to build the canal (The Panama Canal Negotiations, 2012). Finally, in 1889 the French entered into negations to turn over the project to America...
Words: 643 - Pages: 3
...to Brown family and the trials of sharing the stocks with our close neighbor, the United States. After the Fraser River was destroyed trying to create a bridge across for the CPR, it ruined the river. Making it nearly impossible for them to get to the spawning grounds,this was corrected after intervening putting in stairs and other restoring objects into the river, salmon stocks started returning to the Fraser. Just as soon as they returned, the stocks depleated again. Time and time again the Us and Canada fought over fishing rights for the salmon, and nothing was ever settled. Quotas were set in place sometimes 50/50 between the two or the najority leaning either ways. Thus causing depleation in the salmon stocks and enforcing restrictions for fishing. Licences were brought forth and most fishermen couldn't afford these by 1994. Putting a lot of people out of work. Many riots and coalitions that have had impact and some that haven't, however all had a affect on the fishermen themselves. Many didn't want licences, and most couldn't afford them, only the actually fishries could. Alots of towns and small fishing villages went under because of this. Families who's livly hood depending on fishing, Native villages who had almost nothing depending on the salmon runs for food. The Pacific Salmon treaty negotiating comittee would rather please the officals who had nothing to do with the west coast in ottawa, than caring about the people living on the coast. This was just...
Words: 388 - Pages: 2
...ABC The Pacific Alliance 1 The Pacific Alliance – Deep integration for prosperity The Pacific Alliance is a mechanism for regional integration formed by Chile, Colombia, Mexico and Peru, in April 2011. It acquired legal and formal existence on 6 June 2012, with the signature of the Framework Agreement. The process seeks to create attractive markets among its member countries and enhance their competitiveness in the wider world. 2 Member Countries T h e Pa c i f i c A l l i a n c e Mexico Colombia Peru Chile 3 Finland United Kingdom Netherlands Germany France Switzerland Italy Canada Turkey People's Republic of China Japan Republic of Korea United States of America Honduras Guatemala El Salvador Dominican Republic Costa Rica Panama Spain Portugal Morocco Israel India Singapore Ecuador Australia Paraguay Uruguay New Zealand Member-Candidate countries The Pacific Alliance Observer Countries T h e Pa c i f i c A l l i a n c e Costa Rica Panama 4 Objectives of the Pacific Alliance: To build, through participation and consensus, an area of deep integration that will move progressively forward towards the free circulation of goods, services, capital and persons. To dynamize growth, development and competitiveness in the economies of the Parties, in order to achieve greater welfare, overcome socioeconomic disparities and secure social inclusion in their societies. To become a platform for political articulation, economic and commercial integration, and projection...
Words: 1960 - Pages: 8
...pattern of western expansion throughout history, going as far back to the first settlers and their expansion to the west. O'Sullivan's term "Manifest Destiny" was used as a justification to acquire new territories. The War of Mexico was fought between the United States and Mexico in 1846 - 1848, over the Mexican territory. President Polk believed in the “Manifest Destiny” and felt he had to spread it across the country . The Mexican territory was a great way to expand “Manifest Destiny", he tried to acquire the lands by secretly negotiating, and renegotiating, but failed. In the end, Polk started a war on false pretenses, to gain the new territories. He declared war on Mexico, claiming the Mexico was invading U.S. territory. Polk used “Manifest Destiny” to justify starting a war with Mexico, when the Mexicans would not sell “The area that Polk wanted, lying in the path of the American expansion..” (The American Nation...
Words: 944 - Pages: 4
...Previous publications have suggested three potential trajectories including development within the envisioned original structure, deepening, and widening of NAFTA (Clement et al, 1999). It is necessary to revisit these directions while summarizing major developments and new perspectives. Vision and hard work are required for NAFTA to remain one of the most economically competitive regional trading arrangements in the world. In addition to NAFTA, each member nation has pursued its own plans to integrate with countries and regions beyond North America. The most recent developments involve trade negotiations between Canada and the European Union, as well as both Canada and Mexico’s considerations to join the nine countries of the Trans-Pacific Partnership Pact. The United States cooperates with a group of smaller developing economies within the Dominican Republic-Central America-United States Free Trade Agreement (CAFTA-DR). This paper presents ongoing analysis of governmental, academic, and other sources for the purpose of teaching in the field of international business, including the uncommon course of “Business under NAFTA.” INTRODUCTION Is the “Age of NAFTA” over? This is a legitimate question to ask in an era where both Canada and the United States are seeking closer integration with countries beyond North America. NAFTA is disappearing from the headlines and radars of both the mass media and academics. The author of this analysis has been particularly motivated by...
Words: 4825 - Pages: 20
...October 2001 This study assessed students’ perceptions of their level of management competence, before and after the internship component of their degree programme. A self-assessment instrument utilising the management competencies within the Competing Values Framework (Quinn, Faerman, Thompson, & McGrath, 1990) was used for the empirical stages of the study. The key findings of this research imply that the internship programme has proved effective in contributing towards the development of management competencies for this cohort of students. The study provides valuable insight into the relationship between internship and the development of students’ management competencies and highlights the need for further research in this area (Asia-Pacific Journal of Cooperative Education 2001 2(2), 12-28). Keywords: assessment; tourism and hospitality; management competencies I n order to meet the future demands for appropriately skilled managers and workers, ongoing collaboration and consultation with industry is required to ensure the goals of all primary stakeholders - students, educators and industry employers - are met. One form of collaboration often included in tourism and hospitality university courses is internship or workplace experience. Prior research has shown that tourism and hospitality recruiters view favourably, graduates who have undertaken an internship as part of their degree. However, there is still much debate surrounding its legitimacy as an...
Words: 8746 - Pages: 35
...1. Introduction 2. External Analysis Porter’s Five Forces Analysis – Ford The competitive structure of an industry is an important element of identifying factors that are a menace of decreasing profitability. One of the most adequate forms of assessing competitive issues is Michael Porter’s five-force analysis. According to Michael Porter understanding the external environment in which a firm operates in, is essential for a successful business. Porter (2008) displayed five such factors: 1) threat of new entrants, 2) the power of suppliers, 3) the power of buyers, 4) the threat of substitutes, and 5) rivalry among existing competitors. The evaluation of these five forces provides managers with the ability to form an optimal strategy, due to external opportunities and threats being taken into consideration. The existence of new entrants in the automobile industry may force prices down and put pressure on profits. However, there are barriers to entry that favor established firms; economies of scale is mildly attractive, despite the expectation of significant economies of scale, due to indications that large size may not be as significant as one would assume. Nonetheless, entry into the automobile industry requires a large capital investment from any new entrant, indicating economies of scale is a substantial barrier to entry. Opportunity factors connected to product differentiation predict product differentiation will go from mildly attractive to highly attractive;...
Words: 2727 - Pages: 11
...Mexican-American War The Mexican-American War was fought between the United States and Mexico between 1846 and 1848, and it was marked the first American military battle to be fought on foreign soil. The Mexican American War was mainly driven by the idea of “Manifest Destiny”; the belief that the Americans had a God-given right, based on racial superiority, to spread across the Pacific Ocean (Chavez 2). The motives that were really behind Manifest Destiny was the acquisition of new territory, and the Americans wanted territories which were relatively uninhabited by people they considered inferior. As Americans wandered in search of land towards the west, the reality that the majority of those lands had occupants living in them got overlooked. President Polk shared and guided the dream of manifest destiny, and offered to purchase some territory of Mexico. His aim was to convince Mexicans to get into a negotiation and surrender a portion of their land to America .However, the refusal of the offer by the Mexican government and the unbending of the Polk to populate the area resulted in tension in the two nations. President Polk told the congress that blood had been shed, and he provoked war with Mexicans. With the end of the Mexican War, the United States absorbed one third of that nation’s total area. Even though American’s gained a considerable amount of land, it created great political sectionalism in America. The Mexican American War was for the most part determined...
Words: 1046 - Pages: 5
...Vu Le Per 1 16-1 1. Totalitarian governments came to power in many countries during the 1920’s and 1930’s including Germany, Italy, Spain, Japan, and Russia 2. The goal of the militarists who took control in Japan was to maintain a strong military capability and be prepared to use it aggressively to defend or promote national interests. 3. The Treaty of Versailles ending WWI did not did not ensure peace for Europe and make the world safe for democracy but instead caused danger and did little to halt the rise totalitarian government. 4. The league of Nations responded to totalitarian aggression by France and Great Britain finally abandoned appeasement in September 1939 when Hitler invaded Poland and 5. U.S foreign policy after WWI many think of America as the country that is the resolver, the country that intervenes, and the country that steps in, in order to promote the idea of not having world conflict. 6. Example of U.S internationalism in the 1920’s and 1930’s included the United States attempted to stay out of world affairs. It was only after WWII that the U.S. took a conservative internationalist approach, first under Truman, then later under Reagan, both of whom made great strides to eliminate the threat of Communism. 7. U.S isolationism in the 1930’s was largely the result of reflected by Neutrality Act. 8. Many Americans had difficulty with the...
Words: 817 - Pages: 4
...Training Press • Princeton, New Jersey MANAGING ACROSS CULTURES NEGOTIATING ACROSS CULTURES NEGOTIATING ACROSS CULTURES Published by: PRINCETON TRAINING PRESS Princeton, New Jersey a division of TRAINING MANAGEMENT CORPORATION 600 Alexander Road Princeton, New Jersey 08540-6011 USA Tel: Fax: Web: Email: (609) 951-0525 (609) 951-0395 www.tmcorp.com info@tmcorp.com Editor-in-Chief: Series Manager: Writer: Cover Design: Interior Design: Monique Rinere-Güven, Ph.D. Talia Bloch Robert J. Greenleaf Donna Lukis Bonnie Jacobs © 2000 TRAINING MANAGEMENT CORPORATION. Managing Across Cultures Series: Negotiating Across Cultures All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior written permission of the publisher. Printed in the United States of America ISBN: 1-882390-911 The Cultural Orientations Indicator®, COI® and TMC’s graphical depiction of our Cultural Orientations Model are registered trademarks of Training Management Corporation; Registration: 2,329,085 and 2,361,803. 4 Training Management Corporation TABLE OF Preface OF CONTENTS TABLE CONTENTS iii Introduction 1 Negotiation Defined Negotiating Across Cultures Chapter One: The Impact of Culture on Negotiating Behavior Case Scenario The Ten Dimensions of Culture ...
Words: 37310 - Pages: 150
