...Negotiating Rationally Negotiating rationally – By Bazerman, Max H.; Neale, Margaret A., Free Press, New York, 1992, ISBN13: 978-0029019863, $12.29 paperback. Negotiating Rationally by Bazermann et al. was written at a time when Science about negotiation was fairly recent. Therefore it reviews the literature already existent and also incorporates own experiences, gained during many seminars. The book is full of real life examples which were told or experienced by the author. Bazerman et al. consider the importance of negotiation as growing as the workforce gets more and more mobile, becomes more diverse (gender, age, nationality), the structure of companies is changing and the marketplace becomes global thus a lot more complex. The authors present a framework on negotiating rationally. This framework was developed a decade before writing the book and got intertwined with previous research as well as the experience of teaching Master students. As their Curriculum Vitae reveals, Bazerman as well as Neale specialized in organizational behavior. Bazerman worked on decision making, consumer behavior and negotiating skills. Neale worked primarily on Negotiation sciences but also on conflict management. 2. Summary of the Contents. When looking at the book as a whole, it is divided into three parts. The first part presents seven common so called 'mistakes' in negotiation. The second part introduces a rational framework for negotiation. The last and third part gives advice...
Words: 1129 - Pages: 5
...he or she must be able to effectively perform job duties to make the company better. Managers that understand the areas that need work are adaptable to change and further learning. The ability to find an area to strive for improvement is important to managers who wish to succeed. Personally I know that my communication and negotiating skills are not as strong as others, but I am taking steps to learn more productive ways to communicate and negotiate. Learning new skills in communication will allow for better understanding of communication and negotiation procedures to help the company in different situations. The area that I perform negotiations and communicate job duties is in the field areas. I communicate the functions of each individual and negotiate time tables to perform duties during a job. If I could change my abilities to communicate and negotiate, the possibilities of advancement in the company are endless. My job is to oversee the safety and functionality of job performance from a thirteen man crew and negotiate a time table with customers to perform those jobs. Continuing learning and developing new communication skills and negotiating skills could possibly move me into higher positions of management. The competency I need to work on is delivering results. I would have to say that an accurate assessment would be that I do need to work on my ability to delegate authority. Even though I get results with communicating job duties, I still have the tendency to take...
Words: 428 - Pages: 2
...productivity. Step 2) Major Abilities Skills: * Effective communication skills; to be able to communicate with others actively. * Good Leadership skills; to be able to guide or direct others. * Diverse departmental skills in accounting and finance; to have various mathematical skills in order to manage banking work. * Negotiating and problem solving skills; to have the ability to handle situations and discuss things in your workplace. * Team management skills; to have a group of individuals working towards a common goal using different tools and processes. Step 3) Development Technique: * Effective communication skills: For developing communication skills, one needs to interact with others. Small group discussions technique will be very helpful. It allows participants to discuss and solve different situations by interacting with each other’s and exchanging knowledge. It is beneficial because it makes trainees more receptive to new information; on the other hand, group discussions consume time and can leave necessary information uncovered. • Good leadership skills: We have learnt that a manager can be taught to be a good manager but a leader has to have it in him to be a good leader, yet we still can develop his leadership skills by many techniques. The best method for developing leadership skills is to engage into situations and gain experiences. Role playing technique can develop leadership skills because it allows...
Words: 711 - Pages: 3
...The following is an interview preparation. The university professor has sent six question that deal with case management. The interview will take place in front of her class and case management experiences will be discussed during the interview. Question 1: What interpersonal skills do you think are necessary to have when working with your clients? Answer 1: There are many skills interpersonal skills are case manager must have. The important ones are verbal, non-verbal, problem solving, listening, negotiating, discussion making, and assertiveness and this is why every client is different even when suffering from similar illness, problems or issues. It’s important that you always consider your audience or client when using verbal and non- verbal...
Words: 1455 - Pages: 6
...unsuccessful candidates needs consideration. Without due care and attention, damage can be caused and grounds given for complaints. Feedback to the rejected candidates can help reduce the disappointment because it can give unsuccessful candidates practical information about what to do differently in future and how to enhance their skills and experience. For the appointed candidate, it provides the beginning of their development in their new job. Making Win-win decisions The final decision to appoint or reject candidates is usually made after an interview. The information collected throughout the previous selection activities can be collated to form a report on each candidate. This report will include an assessment on each candidate against the pre-determined selection criteria and recommend which aspects are in need of further exploration. What interviewers look for Overall interviewers attempt to see evidence of well roundedness, competence and success. A survey of personnel executives found that personality and demeanor during the interview affects hiring decisions the most. The second most important factor was experience, followed by specific skills and qualifications. Expansive resumes were given the least importance. Candidate Assessment Report...
Words: 1487 - Pages: 6
...Here are Freight Forwarder Knowledge, Skills or Competencies but they are not limited to the following. • Regulation knowledge • Negotiation skills • Information technology • Transportation geography • Must be an organized person Negotiation and Good Communication Skill: a freight forwarder must be good, fluent and know how to build good trust, confidence, and relationship with her customer. They must maintain communication, control and manage through all the stages of the shipping in negotiating handling cost, transportation as well as contract. For example a customer that is relocating and want to ship all his property, I must be able to negotiate with the customer professionally with handling cost and other charged fee. During the shipping I must establish communication and every phase of the shipping. Regulation: there are different rules that govern movement of goods from one point to another depending on the type and class of goods being ship and the mode of transporting the goods. So a freight forwarder must know all this regulations like custom regulation, terms of trade, political situation, transportation law and legal liability. For example shipping dangerous equipment to another country, you must know if your company is licensed to carry such and also know the regulation of bringing such equipment to the orignor. Information Technology: In today’s world, freight forwarders cannot do without computer system. They need this...
Words: 276 - Pages: 2
...collaboratively with a small number of their peers, they are able to develop their communication skills and effectively listen and pass information along to the group they work so closely with – a skill that is essential as an adult in the real world. Also, in the study of Ozdener (2004), the results show that the project based learning model has a positive effect on students success. In addition to, Schacter (2013) pointed out that blending PBL with technology empowers the students. It also gives them the sense of accomplishment in the sense that many of the finished projects are useful in the real...
Words: 772 - Pages: 4
...March 2015 RE: Dear………… I am writing to respond to your request as regards my motivation for the studies as well as my skills. I first became interested in a career in ……… through attending a series of careers presentations by my employers at my place of work. The talk on ……….. by your ………… impressed me most and led me to feel that studying as an ……….. would combine my skills and interest in business, problem-solving, and working with people. The work experience I obtained during my NYSC, CONSTR and PREPAID was extremely useful and I greatly enjoyed being in a health environment. I am now particularly excited about fulfilling my potential in a ……..and my choice of career has been confirmed by wide reading of careers literature on the profession. I a driving force pushing me to explore new skill and knowledge acquisition. It may sound trivial but this opportunity gives me a feel up for challenges. It is In human nature to conform to a certain repetitiveness and to stagnat in a comfort zone. This limits your disposition for learning and new skill acquisition. The study deals with the newest management techniques. I constantly want to challenge myself with new practices and approaches. It would also provide me with the channels that will keep this challenge alive and push me to continuously improve. My communication skills have greatly developed both through my work experience at the HMO and through my degree. During my course I have not only written...
Words: 755 - Pages: 4
...Street, Hull HU5 9WW Tel: 01482 333333 Mobile: 07788 564354 E-mail: bwestwood@gmail.com Linked In :Beverley Westwood Profile A high-achieving linguist who has proven communication skills and is highly adaptable, and has a high level of commercial awareness Education and Qualifications 2010 - 2014 BA Honours French University of Hull (2:1 expected) Developed excellent written communication skills by writing a 15,000 word report on ‘The French Revolution.’ Used presentation skills to give a talk to my year-group on France at War. My year in France working as a Language Assistant in a French school has developed my self-confidence and time-management skills, as well as giving me an insight into French life and culture. 2008 – 2010 Rotherham Sixth Form College A Levels in French (A), German (B), Geography (D) and General Studies (C) 2005- 2008 Allington Secondary School GCSEs in English Language, Maths, French, German, History, Geography and Biology Work Experience Sep 2013- date IPSOS UK, Hull Market Research Interviewer Conduct telephone interviews with members of the public about a range of consumer products for a major market research company. Call recipients are often reluctant to give information, so good influencing skills are necessary to encourage people to answer questions. An example is when a call recipient informed me that they could not answer my questions, as they were watching a TV programme, but...
Words: 683 - Pages: 3
...Top 10 Valued Workplace Skills include communication, organizational, computer, interpersonal, analytical, leadership, problemsolving, time management, mathematical and professional skills. Communication • Negotiating; bargaining; persuading; debating issues without being unpleasant or abrasive to others • Greeting people; representing others to the public; selling; demonstrating products or services • Courteous telephone skills • Reporting; conveying information; explaining issues or procedures • Listening effectively • Interviewing; drawing out others' views; probing for information • Demonstrating skills in the use of language, grammar and punctuation • Expressing ideas in written form; editing; revising; preparing concise and logically written materials • Organizing and presenting ideas effectively for both formal and spontaneous speeches • Participating in group discussions Organizational • Identifying tasks to be accomplished • Pulling elements together in an orderly, functional, and structured whole • Facilitating discussions on program planning processes • Facilitating brainstorming activities • Giving constructive feedback on others' work • Prioritizing tasks; getting most important work done first Computer • Identifying and using appropriate software • Identifying, analyzing, and solving hardware or technical difficulties • Teaching others to use computer programs • Understanding different application programs • Using HTML and other web design tools ...
Words: 529 - Pages: 3
...child is easy to take care of. A lot of parents like to have only child. It takes a lot of pressure off them. They don’t have to work two jobs to support the child. An only child has less things to worry about. Parents feel a lot easier to raise an only child compared to having siblings. An only child has many advantages, but having sibling has its own advantages. It is better to have siblings in ways like social interactions, learning from one another and be better leaders. First of all, children with siblings learn to negotiate, communicate and behave well with others. They learn how to spend time with others in a friendly environment. They learn how to help each other when someone needs them. That helps them to improve their skills to look out for each other and take care of the problem. Learning these things at an early stage of their lives, gives them advantage on other people in a society and makes them better person. They always stay ahead in society. Secondly, children with siblings learn from one another’s mistakes. First born children act as the teacher or the boss in the family. First born children may teach younger siblings about things they did not learn early on or did not know. First born children tend to be more successful and they set an example for other siblings. If a first born experiences problems in life, they tend to teach other siblings to stay away from those or teach them how to handle this mistake in a better way. Other siblings can...
Words: 395 - Pages: 2
...The Art of War Written nearly 2500 years ago by ancient Chinese philosopher Sun Tzu, The Art of War was written for the used for victory on the battlefield. However, The Art of War still continues to be an efficient tool not only for armed warfare, but serves as a viewpoint for business administration and victorious leadership in our modern age as well. Sun Tzu believed, “To win without fighting is best.” And the point of The Art of War is to assist the populace to learn negotiating conflicts and learn guidelines to succeed. Sun Tzu’s philosophy can serve as a guideline for many different war and management principles, including the philosophy of maneuver, purpose, offensive, surprise, the economy of force, mass, unity of command, simplicity, secrecy, deception, practicality, responsibility, practicality, shared objective, tactic, structure, system, staff, skill, style, innovation leadership and mergers and acquisitions. What I like about the words of Sun Tzu is that he is swift to the point. There aren’t a lot of verbose explanations, just very precise statements, which adds to the book’s efficacy. The thing that intrigued me the most about The Art of War were the insight into leadership and business that Sun Tzu’s philosophy provided. Anyone that has been in any type of leadership understands the truth of such words. If you are a weak leader, you will not be respected by those under you. If you are a strong leader...
Words: 297 - Pages: 2
...Leader interview The person I interviewed is a leader who has rich work experience over 25 years. I will called him Mike in this paper. Before I interviewed him, I searched a lot of information about the history of his company’s development. Even the questions I prepared before are common and general, however, some of his unique answers demonstrate that he is a good leader who performs well during his workplace. In his view, of course, a leader is the person who not only sets goals for the company, but also makes decisions to lead the company into the right directions. Despite these things which seem as common sense in our’s mind, he has special definitions of “leadership”. Firstly, a good leader is a pioneer. You may have many solving plans when facing with a problem. When most of your co-workers or followers prone to prefer one of these plans, you have to figure out what are the strengths, weaknesses and chances of success of other plans by yourself. Keeping openness sometimes makes him feel lonely during the decision making process since what he does is beyond example. Another definition is that leadership is not only leading followers, but also empowering talented followers. It depends on to what extend you trust your followers. Trust plays an important role in a good leadership. When question comes to the characters a best leader possesses, he lists some traits which are modestly related to leadership success, such as intelligence, responsibility, dominance...
Words: 1125 - Pages: 5
...What leadership skill or trait do you think is essential for leading a global organization? Explain why you think this way. Support your position with references. Having spent the last 20 years in the military, I have been inundated with what the Army believes are the characteristics needed in order to be a great leader. The military, specifically the Army defines leadership as “the process of influencing people by providing purpose, direction, and motivation while operating to accomplish the mission and improve the organization” (Army leadership, 2012, p. 1-1). In the military, I’ve had the opportunity to be both an assigned leader as well as an emergent leader as described by Northouse (2013). The experiences in both instances have led me...
Words: 1031 - Pages: 5
...Personal, Learning & Thinking Skills Guidance for Young Apprenticeship in Business & Administration Value of Personal, Learning and Thinking Skills (PLTS) The Council for Administration (CfA) has identified the importance of this framework through extensive research with employers and higher education. Feedback from the recent employer evaluation of the Young Apprenticeship in Business & Administration highlighted that attitudes and behaviours needed to be further developed in Young Apprentices. Wider research1 has also confirmed that employers and Higher Education view generic skills and personal attributes as essential in new entrants emerging from education. Given the centrality of these skills, the CfA consulted with partnerships in the sector and agreed that it would be of value to consider how PLTs could be developed through the different components of the Young Apprenticeship in Business & Administration. These components are: • • • • • Delivery of VR qualifications Work placement (CfA work-based project resource.) Enrichment activities Enterprise activities KS4 core curriculum This guidance focuses on the development of PLTs through the VRQ, however, the CfA would like to encourage partnerships to take all appropriate opportunities to develop PLTs in all components. This guidance provides examples of how partnerships are currently approaching the delivery of PLTs. The examples are taken from the Level 2 Technical certificate in Business & Administration but would be...
Words: 1880 - Pages: 8
