...Negotiations Strategy Article Analysis Negotiations Strategies Integrative strategy is a process that allows both parties to maximize their objectives within their proposed deal. Using this type of strategy allows both parties involved to walk way from the table with the sense that they have both come out on top and have lost nothing in return. This is referred to as a win-win situation unlike that of the distributive bargaining. Either party in integrative bargaining has to lose anything in order to achieve their ultimate goal in the deal. In this bargaining strategy, both parties need to be willing to come to the table with an open mind and voice all of their information that they have. Distributive negotiation is the process in a deal or transaction where the parties are trying to divide something up into that of a smaller piece or section. Both parties involved want to achieve something in the process but are more like not to want to take a little loss to achieve their goals. This is also known in business as a win-lose situation. This type of strategy or process is also not good for long term relationship in business like that of integrative bargaining where the parties involved would like to continue to do business and have a investment that will be long term. Both integrative and distributive strategies can be used within the workplace, depending on the nature of negotiations and the line of business. In some cases, there are businesses that will...
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...Negotiation Strategy Article Analysis Carlos Diaz MGT/445 June 28, 2012 Dr. Sheila Christy-Martin Negotiation Strategy Article Analysis Different strategies are used during the negotiation process. The best strategies come from understanding the negotiation process and a sense of awareness of the other people’s strategies and tactics. Before the negotiation begins, preparation is important. This way the negotiator is aware of all the facts and can anticipate any counterarguments. Knowing what the competition wants, identifying the problem, and finding a way to make the other party happy without compromising what he or she wants to see happen are strategies used by negotiators on every day situations. The next two articles are examples of how such strategies were used or could be used to make those negotiations successful. Matt Harrington and the Colorado Rockies An 18 year old Matt Harrington was perhaps considered the best pitcher on the 2000 MLB draft. The Colorado Rockies offered $4 million contract over two years which Harrington rejected. After a disappointing season on the independent leagues Harrington rejected the 58th place on the 2001 draft with the San Diego Padres for $1.25 million In 2002 he did even worse and rejected a deal with the Devil Rays for $100.00.00. In 2003, again talks fell through with the Cincinnati Reds and the New York Yankees did not even make him an offer in 2004. In 2005 he did not receive any offers and in 2006 he received...
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...Negotiation Strategy Article Analysis James Click University of Phoenix Organizational Negotiations MGT 445 Dr. Christina Aleksic April 29, 2013 Negotiation Strategy Article Analysis Negotiations can be an in-depth process that may have a huge effect on an individual’s future. Selecting an effective negotiating strategy is vital when negotiating with other parties. There are numerous styles of negotiation strategies that an individual can use to have a fruitful negotiation. Several negotiation strategies are including collaboration, accommodation, competition, and avoidance (Lewicki, Saunders, & Barry, 2006). Dependent on the situation, one strategy may be more effective than another strategy. Two such examples in which different negotiation strategies were functional are Negotiating New Vehicle Purchases (Craver, 2005) and Town Settles Mall Suit (Chiaramida, 2010). A review of each article, including the application of negotiation strategies and a compare and contrast analysis will highlight the differences from each scenario. Article One (Distributive) In Negotiating New Vehicle Purchases (Craver, 2005), the competitive strategy is used. The article walks through six negotiation stages encountered when purchasing a car. The goal of the article is to prepare the buyer for the dealership’s tactics and maximize the buyer’s negotiation power. The first negotiation phase begins before entering the dealership by determining the true dealer cost for a vehicle. The...
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...Global Negotiation Article Analysis Shalee K. Kekawa MGT 445 Nov. 21, 2011 Dr. Sanrdra Sessoms-Penny Globalization and technology have played a big part in negotiations and the article that I chose to write about is just one of the many negotiations that globalization has influenced the outcome of negotiations. First, one must know what Globalization is. Globalization is a process of interaction and integration among people, companies and governments of different nations. This process has effects on the environment, on culture, on political systems, as well as on economic development and prosperity that affects societies and people all over the world. Globalization also opens up the boundaries that have existed in the past between countries and provides new opportunities for business ("Cross-Cultural Blog", 2009). Technology also plays a huge role in negotiations and just like globalization; it too has helped influence the outcome of negotiations. With the ever changing tools of technology, machines and systems, negotiations happen every day throughout the world and outcomes often happen through the use of technology. Technology makes businesses able to operate by changing relationships between suppliers, producers, retailers and customers. Gone are the days where negotiating a contract meant that you sat down face –to–face with someone and talked about contracts, and deals. Now days, a negotiation can be met and done in a matter of real time minutes. Technology...
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...Global Negotiations Article Analysis MGT/445 Global Negotiations Article Analysis Globalization has brought the world closer together and almost made it a requirement for businesses to develop plans and strategies to deal with different cultures. Businesses and managers must think on a more global scale and develop a global perspective to expand their businesses. In pursuing opportunities in the global marketplace, managers increasingly engage themselves in international business negotiations (Reynolds, Simintiras, & Vlachou, 2003). In this paper, I have decided to use an article that is an example of how a business failed in their negotiations overseas. I will also analyze the implications of globalization and technology on negotiation. International Negotiation Situation Article The article chosen for this paper involves Enron and their negotiations with the government of India and the Maharashtra State Electricity Board. The project proposal was for the construction of a US$3 billion power-plant in the town of Dabhol, situated on the Indian Ocean. There were many problems with the proposed project and the negotiations process that was undertaken by Enron. World Bank, acting as a consultant to the Indian government said that the project would produce an excess capacity of electricity for years and would be too costly in comparison to the more traditional sources of fuel, such as coal, already in use ("Enron’s Indian Negotiation Debacle...
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...Negotiation Strategy Article Analysis Introduction The art of negotiation has evolved throughout the years with the development of theories and practices, which moves beyond competitive negotiations and towards real world problem solving (Cronin-Harris, ¶ 1). Interest based bargaining, known as problem solving, allows the interested parties to review their underlying interests versus an assertion of their positions and demands (Cronin-Harris, ¶ 1). In doing so, both parties will search for solutions which meets those underlying interests, while making concessions consistent with their respective needs and concerns (Cronin-Harris, ¶ 1). In this paper, I will review two negotiation situations that employ different strategies. I will describe the two negotiation processes used, comparing and contrasting them against one another. In addition, I will also discuss how these strategies might apply in the workplace setting. Situations In a situation described by Dr. Bob March (2009), most foreign companies fail in negotiating a business deal in China because they failed to do their research, being unprepared (¶ 1). Preparation requires the negotiator to do research. In doing research the negotiator will have a better understanding of the counter party, in this the Chinese, in hopes of identifying what they really want from the agreement. Additionally, research would allow them to better understand the Chinese culture, understanding the counterpart’s expectations, habits and...
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...Article Review 7.1: Best Practices in Negotiations Article Review HR595 Negotiation Skills Course Instructor: Wendy Chung April 14, 2010 Week 7 Submitted by Bob Figone What is the problem or issue that necessitates such an article be written? This article comes directly out of both textbooks (Chapter 12 in Essentials of Negotiation, page 256 and Article 7.1 in Negotiation – Readings, Exercises and Cases, page 485) we have used for this course. It is a summary of what we have learned about the field of negotiation. It reminds us that negotiation is intrinsic in our lives and confronts us many times each day. This article is a reflection by the author’s using a broad view of best practices for negotiators to focus on in order to improve negotiation skills and techniques. What strategies or techniques are used to solve the problem or address the issue? The article lists Ten Best practices for Negotiators in a table and continues to explain the importance of each. The table from the text is as follows: |Ten Best Practices for Negotiators | |1. Be prepared | |2. Diagnose the fundamental structure of the negotiation | |3. Identify and work the BATNA ...
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...Estaremos hablando por que es tan importante que los directivos tengan que tener un proceso de pensamiento, también estaremos buscando dos herramientas de gestión de calidad que podría ser utilizada para presentar los datos y persuadir el presidente con este informe. Además se explicara por que se utilizaría estas herramientas para apoyar sus argumentos. La importancia de tener un buen proceso de pensamiento entre los directivos, es la manera que ayudara a la compañía a compartir esas ideas que se pueden lograr y criticas de mejoramiento para lograr ese enfoque de buena calidad en la compañía o negocio. Con este pensamiento de la directiva se enfocan a lograr poder llevar a un mismo ritmo esas oportunidades de crecimiento que necesita la compañía y poder llevar un mensaje director a su presidente de cómo se correrá el negocio con la calidad que se requiere para tener éxito. Para esto se necesita varias herramientas para así lograrlo se mencionaran dos esta son la clasificación de hechos. Uno de los puntos más importantes en el control de calidad para la compañía es el control basado en hechos y no en la experiencia y el sentido común. Para poder asegurar nuestra calidad y la satisfacción del cliente, es necesario identificar las variables que determinan la calidad de nuestro proceso o características de calidad y luego determinar el estado de dichas variables a través de datos. La toma de una correcta decisión basada en la realidad, depende de la veracidad de la...
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...Running Head: NEGOTIATION STRATEGY ARTICLE ANALYSIS Negotiation Strategy Article Analysis Tony Robinson University of Phoenix MGT 445 August 15, 2012 Negotiation Strategy Article Analysis Introduction One experiences the act of negotiating at least once in a lifetime. It happens even in the smallest form of determining what is for dinner and can be as large as buying a home. The importance of understanding negotiation strategies will affect ones competitiveness within the market. Negotiations are made anywhere at any time for the most minute reasons. A negotiation strategy evaluates and analyzes two articles dealing with negotiating. The negotiating strategy also compares and contrast the strategies utilized and how those strategies can be apply within a work environment and the levels of its effectiveness. Article One The title of the first article is “Selling Water for China.” This article documents the actions of Acqua International. Aqua International is a company that sells drinkable water and is seeking to gain higher investments in China and wants to be the leading drinkable water supply in the Chinese market. In preparations of becoming the leading drinkable water supplier, Acqua International has to resolve some standing issues and negotiations. These issues include establishing water rates, consumer demands, annual water prices in regard to foreign exchanges, and revising the structure of the company. Determining water charges are inclusive on the last...
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...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...
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...28 May 2012 COLLECTIVE BARGAINGING NEGOTIAIONS CASE STUDY #2 BASIC TECHNIQUES KELLY P. MEAUX, JR. COLUMBIA SOUTHERN UNIVERSITY PROFESSOR RICHARD BELL BSL 4160-09A, NEGOTIATION/CONFLICT RESOLUTION CONSULTING ON NEGOTIATION: TEACHING BUSINESS STUDENTS The problem specified in the article is that the author has found that many college students lack the skill in how to negotiate their salary when asked during a job interview or after being hired. If they do know how to negotiate the author often finds that they did not do a very good job with the getting a salary they deserved. The author's recommended solution is listed below: No other factor has had such a direct impact on the success of my consulting business than that of providing resources on salary negotiation. For this reason, I added an activity to my professional business communication class that deals with salary negotiation. What began as a 20-minute discussion in one class is now permanently integrated into the interview exercise and takes three 75-minute class periods. The following is a SWOT Analysis for this case is as follows: After looking at the SWOT Analysis for this article, I find that the author while providing a realistic perspective to her class since was in the "real" world and gives back to her students valuable information need to negotiate a salary they perceive they are worth. I still think that the exercise is somewhat objective in the particular fact the situation...
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...identify the symptoms of groupthink and discuss ways groupthink can be minimized ore avoided. 2. Consider the article ‘How Management Teams Can Have a good Fight.” Based on this article and in-class discussion, explain the recommended approaches for helping to ensure that conflict is productive. 3. Identify and describe each of the five conflict handling styles/conflict handling intentions as outlined during class (slides) and also described in the text using slightly different labels. What style did Thomas Green seem to use in the conflict with his boss? Was it helpful? Apply each of the five-styles to suggest different ways Green could have respondeded. Which style might you suggest Green use instead – why? 4. Which conflict handling style best describe Donna Dubinsky’s approach when 1) the JIT idea first surfaced and during 2) the task force meetings? How effective were these styles at each of these points? Defend your points. What other approach (es) might you suggest for Donna at each of these points in the case? 5. You received what you consider to be a great offer for the car you are selling. Should you accept this first offer from the potential buyer? Demonstrate your knowledge of the psychology surrounding the question of whether or not you should accept first offers and related issues. 6. The “blue buggy” negotiation was a distributive negotiation with a negative bargaining zone/Zone of Possible Agreement. What does that mean for the...
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...Right to Self-Organization Report Outline Camposano, Lance Christian Catacutan, Gabriel Navarro, Deserie Faith I. Talavera, Edward Paolo C. Tuanquin, Beatricia Elda S. 2MUS1BM Sociology TTh 7:00AM-8:30AM Mr. Fiedacan? :O I. Motivation Activity: a. Question and answer portion with the class: i. What comes to your mind when you hear the word Self-organization? ii. Do you apply it with yourselves? II. Introduction: Right to Self-organization Legal Aspect Labor and Worker's Rights ARTICLE XIII: Social Justice and Human Rights Labor Section 3. The State shall afford full protection to labor, local and overseas, organized and unorganized, and promote full employment and equality of employment opportunities for all. It shall guarantee the rights of all workers to self-organization, collective bargaining and negotiations, and peaceful concerted activities, including the right to strike in accordance with law. They shall be entitled to security of tenure, humane conditions of work, and a living wage. They shall also participate in policy and decision-making processes affecting their rights and benefits as may be provided by law. The State shall promote the principle of shared responsibility between workers and employers and the preferential use of voluntary modes in settling disputes, including conciliation, and shall enforce their mutual compliance therewith to foster industrial peace.The State shall regulate the relations between workers...
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...Bulletin ADR Bulletin Volume 12 | Number 2 Article 2 5-1-2010 Cultural impacts in international negotiation negotiating with Norwegians Simen Moen Nordbo Recommended Citation Nordbo, Simen Moen (2010) "Cultural impacts in international negotiation - negotiating with Norwegians," ADR Bulletin: Vol. 12: No. 2, Article 2. Available at: http://epublications.bond.edu.au/adr/vol12/iss2/2 This Article is brought to you by ePublications@bond. It has been accepted for inclusion in ADR Bulletin by an authorized administrator of ePublications@bond. For more information, please contact Bond University's Repository Coordinator. Nordbo: Cultural impacts in international negotiation ADR Bulletin of Bond University DRC Cross-cultural dispute resolution dynamics Cultural impacts in international negotiation — negotiating with Norwegians Simen Moen Nordbo Introduction The global community and the interdependent relationships amongst its citizens is ever-growing, causing increased communication and trade across cultures. For Norway international organisations like the WTO (the World Trade Organisation), EU (European Union) and EFTA (the European Free Trade Organisation) and improvements in communication and transport contribute to constant cross-border developments. As an industrialised country Norway takes part in these forms of globalisation. International connections and relationships are established while negotiation is used as a dominant factor in the intercultural...
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...$250 million in aid and another $200 million in grants if the agreement was reached on a new system, a 4% increase in state aid. However, as the January 17th deadline approached, Bloomberg and New York Teachers’ Union were not even close to reaching an agreement.” Our assignment wants us to design a strategy using a win-win situation for both parties and also to “Identify the four steps of Integrative Negotiation Process, and conduct analysis of how these four steps might help you in designing your negotiation strategy.” I am going to discuss the four steps of Integrative Negotiation and how they might help me in designing my negotiation strategy.” The first step is the compromiser, the one who always wants to split the difference, according to our lecture, this strategy works well when that statement is delivered at an appropriate time. However, the problem comes when the difference is split at the wrong moment and the end result is not a number or outcome that ultimately makes sense for one or both of the parties involved. . This step I will save for last in the negotiations, due to the fact that our case study tells us that “Bloomberg and New York Teachers’ Union were not even close to reaching an agreement” and the deadline almost upon them. We can pretty well see that an extension is needed on the amount of time. Then there is the accommodator, who is likely to have an innate focus on the interests of the party sitting across the negotiating...
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