...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...
Words: 871 - Pages: 4
...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
...365 – Managerial Negotiations Professor Richardson Exam Review Exam Layout * Covers Chapters 1 – 10 * 34 multiple choice (worth 2.5 points each = 85 points) * 2 short answer/essays (worth 10 and 5 points each = 15 points) Overview: The exam will cover material from the chapters and class lectures. Use your notes and the class slides as a guide. To further direct your studies, here are some key terms and concepts from each chapter on which to focus. Chapter 1 What are the characteristics of negations? Why do negotiations occur? What are the different types of negotiations? What are the dilemmas associated with negotiating? What is mutual adjustment? What is the dual concerns model with regard to concern for outcomes? Chapter 2 How would you describe distributive bargaining? What is BATNA? What are some examples of hardball tactics? Chapter 3 How would you describe integrative negotiation? What are interests? How do you facilitate integrative negotiation? Chapter 4 What is the difference between strategy and tactics? What is the dual concerns model with regard to substantive vs. relationship outcomes? What does planning involve? Negotiating Style and Individual Differences (Readings 4.1 and 4.2) What are some differences between male and female negotiators? Chapter 5 What are some common perceptual distortions that that may affect negotiations? What are some common perceptual biases that may affect negotiations? How do emotions...
Words: 345 - Pages: 2
...Successful negotiation requires compromise from both sides. Both parties should gain certain things, and both parties should lose something. You must be prepared to give up something in which you believe you are entitled. You cannot expect to defeat your opponent or "win" a negotiation via either the energy of your negotiating proficiencies or the forcing coerce of your logic. This is not to say that good negotiating skill is irrelevant. In majority cases, a range of possible results exists. Probably the most critical characteristic of world class negotiators is their ability to understand what it is that all parties to the negotiation want. The ability to see past the 'demands' of your counterparties and really understanding why it is that they are negotiating with you is an essential element that will help you to understand what common ground exists between parties. As we know, negotiation must not be mixed up with persuasion and identifying a winner. Negotiation is finding a solution which is acceptable to all sides involved. Therefore all these skills are essential to successfully negotiate towards a win-win situation for all parties involved. Continuously develop your skills. Not unlike world class performers in professional sport, world class negotiators spend significant time analyzing the way that they negotiate - particularly under pressure. It is only once you have built an understanding of your own weaknesses & strengths that you can implement measures to improve...
Words: 492 - Pages: 2
...Negotiations Analysis Negotiation Analysis Paper Ivania Castaneda HR595- Keller School of Management March 2013 Introduction Buying a home is a complicated and time consuming process. The purchase of a home is just one of many examples of negotiations that happen in everyday life. It is one of the few places in life where some form of negotiation is the rule rather than the exception. Not all people are effective negotiators. It takes a keen understanding of the process in order to be good at it. This class has provided tools via the review of key concepts and methodology to allow even the not so adept negotiator to be better at negotiating. By informing yourself, preparing, and keeping an objective mind frame we can all use the tools taught in class to become more successful next time a negotiation situation arises. My paper will focus on integrative bargaining. Integrative bargaining (also called "interest-based bargaining," "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their situation. This strategy focuses on developing mutually beneficial agreements based on the interests of both parties. This negotiation approach is important because it usually results in more of a positive outcome in contrast to distributive bargaining. The first step in integrative bargaining is identifying each side's interests. Although distributive bargaining is frequently seen as the opposite of integrative bargaining, the two...
Words: 2712 - Pages: 11
...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...
Words: 693 - Pages: 3
...http://www.solutionlibrary.com/business/management/miami-school-negotiations-paper_8g1f Miami School District Negotiation Paper Miami School District Negotiation Paper The Miami school district has announced that in the upcoming year, school boundaries will be redrawn due to unexpected increases in enrollment. The school board has created a plan for the students as the school is not large enough to accommodate each and every one of them. They have hired experts to redraw school boundaries to be submitted for the following year. Upsetting many students as they will not be able to stay at their present school, several parents have voiced opinions based upon the school district proposed plan. Most of the parents are concerned about the quality of education their children will receive, increased travel time, crossing economic and cultural boundaries, affect on property values, and social effects on children. With the following reasons against the proposed plan, I will address all of the stakeholders and their concerns. This paper will also discuss a developed plan to address stakeholders’ concerns as well as the negotiation strategy used to support the school board’s need to redraw the boundaries with the concerns of the stakeholders. Lastly, the paper will explain how ethics and culture affect the decisions. There are many stakeholders in this situation with the students being redrawn from their current school. The students, school officials, staff, teachers, school district,...
Words: 1242 - Pages: 5
...Negotiation Exercise 2 PM598 – Contract and Procurement Management 12/10/2011 The negotiation experience that I would like to discuss occurred between the T-Mobile customer support group and me. The negotiation was concerning the switch of my mobile cell phone plan from one mobile carrier to another. The switch would allow me to take advantage of a corporate discount provided by my employer. The contract with T-Mobile was ending and I called to advise that I would not be renewing the contract and I would like to port my telephone number to another mobile carrier. T-Mobile was advised that the second line on the contract was to be terminated and it would not be ported to Verizon. The contract negotiation consists of planning, conducting the negotiation and documenting the negotiation and forming the contract. The first step of the negotiation consisted of planning the steps to verify the existence of a contacting with T-Mobile and to see if there is a contract end date. Communicate and conduct the negotiation instructions for the contract end, confirm the contract for termination fees and line porting fees. Confirm a verbal contract with T-Mobile that indicates contract end date and the early termination fees. T-Mobile confirmed that the lines could be ported or terminated. I advised that I wanted to port the primary telephone line to Verizon and terminate the second telephone line on the account. T-Mobile confirmed that there would be not early termination...
Words: 1054 - Pages: 5
...NEGOTIATION INDIVIDUAL ASSIGNMENT NEGOTIATION INDIVIDUAL ASSIGNMENT Name: Dao Ngoc Quynh Nguyen ID Code: SB60485 Class: SB0769 Lecturer: Nguyen Quoc Bao Name: Dao Ngoc Quynh Nguyen ID Code: SB60485 Class: SB0769 Lecturer: Nguyen Quoc Bao Topic 1. Describe a real life situation in which you have experienced (or eye-witnessed) and discuss how a set of negotiation skills were employed. ------------------------------------------------- 2. Which lessons did you learn from this situation in terms of negotiation skills? Question 1 Negotiation is a popular process that people use every day. They use negotiate to get their benefit and we can see this process in every factor, such as: business, study, daily activities… I have a chance eye-witnessed a case that using negotiation, it happened three months ago, when my friend found a room for rent. The negotiation includes three process. The first process is finding and preparing all needed information. Three months ago, my friend’s renting room contract was invalid so she had to find a new one. Based on her experience, at first, she searched information about room for rent on some website that provides renting services. Besides, she also posted a status on her Facebook, using her relationship with her friends to ask them about suggesting some places or some room for rent that they knew. I think this way is better than because the information she had from her friends are more reliable than the information from the website...
Words: 1000 - Pages: 4
...DQ 2 Procurement SOW PM 598 Contract Types Week 3 DQ 1 PM 598 Week 3 DQ 2 Plan Contracting PM 598 Week 4 DQ 1 Best Practices PM 598 Week 4 DQ 2 Source Selection PM 598 Week 5 DQ 1 Contract and Negotiations Best Practices PM 598 Week 5 DQ 2 Negotiation Exercise Case Study PM 598 Week 6 DQ 1 Controlling Procurements PM 598 Week 6 DQ 2 World Class PMO PM 598 Week 7 DQ 1 Uniform Commercial Code PM 598 Week 7 DQ 2 Lessons Learned Keller PM 598 (Discussions Questions) Keller - Latest Purchase here http://devrycourse.com/pm-598-discussions-questions-keller-latest Product Description PM 598 (Discussions Questions) Keller - Latest PM 598 Week 1 DQ 1 Procurement Process PM 598 Week 1 DQ 2 Roles and Responsibilities PM 598 Week 2 DQ 1 Make-or-Buy PM 598 Week 2 DQ 2 Procurement SOW PM 598 Contract Types Week 3 DQ 1 PM 598 Week 3 DQ 2 Plan Contracting PM 598 Week 4 DQ 1 Best Practices PM 598 Week 4 DQ 2 Source Selection PM 598 Week 5 DQ 1 Contract and Negotiations Best Practices PM 598 Week 5 DQ 2 Negotiation Exercise Case Study PM 598 Week 6 DQ 1 Controlling Procurements PM 598 Week 6 DQ 2 World Class PMO PM 598 Week 7 DQ 1 Uniform Commercial Code PM 598 Week 7 DQ 2 Lessons Learned...
Words: 294 - Pages: 2
...Counseling Negotiations Skills of NegotiationsNegotiation TTechniques for Default Borrower Counseling Skills of Negotiation Techniques for Defaults ( Wells Fargo Home Mortgage 4680 Hallmark Parkway San Bernardino, CA 92407 Table of Contents Day 1 INTRODUCTION CLASS EXPECTATIONS LOGISTICS LINK TO VISION, CORE CAPABILITIES COURSE OBJECTIVES BUILDING BLOCKS OF NEGOTIATIONS FRAMEWORK FOR NEGOTIATIONS CONTEXT AND NEGOTIATION UNIQUE NATURE OF A BCS CALL AS A NEGOTIATION ROLE OF COUNSELORS IN THE NEGOTIATION THE “US AND THEM” IN NEGOTIATED RELATIONSHIPS THE PARALLEL INTEREST MODEL FOUR STAGES OF EFFECTIVE NEGOTIATIONS STAGE ONE: COURTSHIP/ORIENTATION STAGE TWO: RESISTANCE STEPS THREE AND FOUR: COMMITMENT AND AGREEMENT STRATEGIES FOR OVERCOMING BARRIERS UNDERSTANDING RESISTANCE YOUR REACTION THEIR EMOTION THEIR POSITION THEIR DISSATISFACTION THEIR POWER CONCLUSION PERSONAL ACTION PLAN EVALUATION Introduction 5 CLASS EXPECTATIONS 5 LOGISTICS 5 LINK TO VISION, CORE CAPABILITIES 6 COURSE OBJECTIVES 8 BUILDING BLOCKS OF NEGOTIATIONS 9 INTRODUCTION 9 FRAMEWORK FOR NEGOTIATIONS 9 CONTEXT AND NEGOTIATION 13 UNIQUE NATURE OF A BCS CALL AS A NEGOTIATION 14 ROLE OF COUNSELORS IN THE NEGOTIATION 15 THE...
Words: 16128 - Pages: 65
...NFL Referee Lockout Gerardo Coronado Professor Hinderacker Negotiation The NFL (National Football League) has currently locked-out the NFL Referees’ Association from officiating football games until they can negotiate and agree on a new collective bargaining agreement. The dispute is of course concerning money and both parties wanting more than their fair share of the pie. Both parties are and have not been able to see eye to eye, which is making the negotiations even tougher. This paper will provide a brief background of the dispute and will also analyze the negotiation from each participant’s side over the span of the ongoing ten-month negotiation. The NFL Referees’ Association attempted to contact the NFL in March of 2010 to begin negotiations, but the NFL offices never responded to those attempts. Negotiations between both parties officially began in October of 2011. Seven months before the Referees’ collective bargaining agreement expired on May 31st 2012. Negotiations between the two groups are currently still at a stand still. According to Mike Arnold, the lead negotiator for the NFL Referees’ Association, “their (NFL’s) view seems to be, ‘if this thing’s going to settle, it’s going to settle on our terms’”(Waldron). Arnold also stated, “They locked us out. We’ve been serious, made major concessions, and have been willing to negotiate. But all they’ve told us is to take it or leave it.” He also added, “It takes two sides to negotiate. We’re prepared, we’re ready...
Words: 1545 - Pages: 7
...Continue. 4. Complete your billing information, confirm and click Continue. 5. After completing the purchase pages, you will be taken to your CoursePack. 6. If you have problems, contact XanEdu Customer Service at 1-800-218-5971 (option 4) or email cust.serv@xanedu.com. 7. Each individual student must purchase his/her own access to the CoursePack. Once you have access to your CoursePack, you can print it from your desktop printer. You can also access the coursepack online at any time. Or if you would like to order a printed hardcopy from the publisher, you may do that as well. However, it will cost a bit more. It's up to you. You WILL need these materials to pass this class. The cases and readings are the basis for class discussion and the content will be...
Words: 2355 - Pages: 10
...Miami School District Negotiation MGT/445 An increase in student enrollment has caused the demand for a restructure of the Miami School District. The school board has hired experts to redraw school boundaries to be submitted for next year. Under the restructure, there will be many students that will not be able to stay at his or her present schools. There will also be local businesses, homeowners, and other areas that are affected by the redistricting. At first talk of the redistricting the school district did not mention anything to the current stakeholders of the district. When the word of the redistricting gained the attention of parents, they starting voicing their opinions to the school board with the concerns of the quality of education, increased travel time, the crossing of economic and cultural boundaries, the effect of property values and the social effects of this move on the children. The following paper will address the concerns of the stakeholders, and the best way to handle the negotiation process between the Miami School District and its stakeholders. Quality of Education Parents of the children in the Miami School District are concerned of how the transition into a new school is going to affect their children. For the younger children in preschool and elementary the concerns are being in new surroundings, having new teachers and trying to make new friends. Some children will be taken away from their comfort zone. In the middle school and high school...
Words: 1272 - 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
