...The topos is a general instruction from which several arguments can be derived. They help direct the flow of a negotiation and also the audience’s understanding of the speaker and their point of view. It is crucial to understand argumentation. Topoi in the Rhetoric contain instructions for arguments not of a certain form, but with a certain predicate. Every specific topos gives us a general (but not formal) description of things that are supposed to be good, noble, just, etc. It also gives us a reason enabling us to argue that the things described are good, noble, just, etc. Typically, topoi refer the given description back to a generally held definition of what is good, noble, just, etc., for the objective of the negotiation. Example: The specific topos is: “What is pleasant is good, since it is desirable.” The phrase “what is pleasant” provides the general description, the phrase “since it is desirable” provides the reason. Now, at the beginning of the chapter the good has been defined as “what is desirable”. Another specific topos is “honour is good, since it is pleasant”; here the reason in question applies the previous topos that what is pleasant is good, so that the current topos is indirectly linked with the initial definition of what is good. The general description included in those Topoi enables us...
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...Introduction If Negotiation means a process by which two parties communicate with each other in order to reach an outcome on which they mutually agree, then I must say that this process is so important and should not be neglected in any industry. Even in a simple scenario or group (like family, relatives, business, associations, etc), all need to seek and address negotiations between each other. All of us has customers, may it be internal or external. The relationship between each and everyone is a kind of relation that can be mutually beneficial; the aim is for both parties to benefit from this relationship. Company Background My company, ME GONZALES Consultancy & Bookkeeping Services is just a pioneering company. Its business permits and...
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...being un-supervised. Other people in the community speed over the limit posted and children play there and may be hit or injured. Even though the children play in the street it cause a safety risk to drivers that don’t speed or drive wreck less do to the children running in and out of the streets without looking for cars. The children are our future and they need to be protected. When a person is looking to buy a future home they want to see a nice neighborhood that looks respectable and not as if it’s a bad neighborhood. The appearance of a home in my belief can say a lot about the people who live there. Someone who takes care of their home for example pressure washing, not trash in yard, paint nicely applied. Also there are some resident that don’t have the money but the residents should do as much as they can. To give an example of this a resident in my neighborhood has fixed the garage door which is tilted half way closed and it’s not very appealing. The appearance of a residents lawn as well as home its self make a community. A yard or lawn care should at the minimum have the grass mowed. The plants should be not over grown or deceased. Living in Florida the grass isn’t always...
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...The poor people usually depends of this places for basic things like food or sleep,without that help some of them don`t survive winter. Most of these institutions exist thanks to donations made it by average people and not government assistance. Every day there is more people living on the streets and the help is simply not enough, even when these kind of institutions exist. The people which suffer of poverty even when we see them like a kind of dog in the street, they are human and they want a decent life like normal people. Is normal to say that those poor people are living on the streets by their own choice, but like I said before, that is ignorance. That people suffer a lot of things, even things that we never going to feel, for example the hungry . The sad of these situations is that most of these people is...
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...Introduction This essay will first show how an effective use of language and persuasion, and a good awareness of ethical considerations can contribute to a successful negotiation process by breaking deadlock and achieving a win-win situation. To lead a good business negotiation, there are five key points that one should go through: preparing the negotiation, rehearsing the negotiation, describing our statement and position, making propositions and offers, bargaining and the weight of culture in the negotiation process. The process of negotiation itself requires preparations. If one negotiates in an offhand attitude, then one will never be able to optimize ones efficiency. More the negotiation is important and more it requires preparation. If one does not prepare correctly and efficiently, and if the other part did it well, one will enter in a position of inferiority. One will appear weak and non-professional. The lack of preparation will nearly always cost money. Preparing the negotiation Oral communication, such as discussions and conversations belong (most of the time) to improvisation. Negotiation, which is a particular form of oral communication, also seems to belong to improvisation. But by just reducing it to a simple improvisation, it is underestimating the power of words and language. Negotiation always requires a minimum of preparation. By preparing or building your knowledge (make researches about the products, company mottos and corporate values…), you avoid...
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...The Chinese view of negotiations The Chinese word for negotiation—tan pan—combines the characters meaning “to discuss” and “to judge.” From a Chinese perspective, negotiation exists primarily as a mechanism for building trust so that two parties can work together for the benefit of both. Trust is built through dialogue that lets each party judge or evaluate the partner and the partner’s capabilities and assess each other’s relative status. The negotiation process also enables parties to reach an understanding on a specific issue, condition, or transaction, in a way that lets each side feel that “a good deal” was brokered. But the concept of negotiation hinges on creating a framework for long-term cooperation and problem-solving much more than on drafting a one-time agreement. As such, negotiation in China is viewed as an ongoing, dynamic process that takes into account practical matters and context. Many Chinese prefer this approach over creating contract-based absolutes, which many Chinese perceive as the primary purpose of Western-style negotiations. Significant differences in negotiation style and culture can be accompanied by mutually unfavorable perceptions. Americans may see Chinese negotiators as inefficient, vague, and perhaps even dishonest, while Chinese perceive American negotiators as impersonal, impulsive, and overly focused on immediate gains. When adapting to Chinese-style negotiations, task-based, time-conscious foreign partners must balance the need for...
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...Internet and Global Negotiation Earlsworth John Baptiste MGT/445 Professor Sue Caruthers March 11, 2013 Internet and Global Negotiation Global negotiation has gotten easier as technology has become more advance. The key piece of technology that has helped is the Internet. The Internet has connected the world and has made it accessible to everyone. The following will discuss the business negotiation thru the Internet. The Internet has made global negotiations easier today compared to 50 years ago. If one was a small business trying to expand overseas, a member of the organization would have to travel there to begin the process of negotiation. According to Claude Cellich, "....the place of negotiation is no longer a sensitive issue Executives from small companies with limited travel budgets and restricted office space can use the Internet to bypass these impediments....(Cellich, C 2001). E-negotiation allows small businesses to compete with larger business on a more level playing field. Allowing them to offer their products and services at a completive price without spending extra capital on initial travel expenses. E-negotiations has made advantages. One example is resources are available during the negotiation process. "When negotiating from your office... You also have access to your files, staff and any other expertise you may require to carry out the discussions to your full satisfaction(Cellich, C 2001)." The more open, honest information...
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...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...
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...critical supplier relationships. These practices represent a reasonably comprehensive (though certainly not exhaustive) approach to maximizing value in important supplier relationships. While not a recipe for guaranteed success, these practices comprise a roadmap for systematically negotiating and managing key supplier relationships more effectively. Today’s sourcing and procurement professionals face a multitude of negotiation challenges: from internal negotiations with business units around sourcing strategies; to negotiating agreements with single and sole source suppliers; to ongoing negotiations over individual statements of work, change orders, issues of scope, and the like. This excerpt describes the four best practices related to negotiation and offers some practical ideals about how to implement them. About the study The study was based on data collected from sourcing and supply chain executives at more than 100 companies about relationship management practices with their key suppliers, across six fundamental areas: Evaluation and Selection Negotiation Post-Deal Relationship Management Termination Performance Monitoring Portfolio Governance and Management One hundred fifteen survey respondents were asked to answer scaled questions on specific practices, as well as open-ended questions about their company’s overall approach to supplier relationship management. The bulk of the study details specific findings about each practice, including a...
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...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...
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...Rakesh Desai CEMBA 5711 Negotiations Reflection Paper # 1 10/5/2012 For the Supplier negotiation, I was in the role of the Supplier. My main objective was to negotiate a new contract with ATI (a regular customer) to supply the batteries for their new line of implantable auditory devices. There were 8 issues that were needed to be negotiated. My BATNA was 6000 points because I knew that I can get an agreement with Medtronic and get 6000 points. My priorities from higher to low were Contract Term, Lot Size, Price, Development Fee, Electronic Integration, Inventory, Quality and Volume Flexibility. My underlying interest or reason for contract as my first priority was because my whole negotiation plan was centered on negotiating long term contract term. Furthermore, I was concerned about having a short term contract because my buyer was concern with quality, and I knew that I might have to give into quality. The final agreement included a contract term of two years, lot size of 2000 parts, 3 weeks of inventory, 25% on volume flexibility and price of $335/part. Towards the end of the negotiation I was still concerned about the quality because I went below my reservation price, but since I was able to get long term contract with larger lot size and my asking price, that made this agreement very attractive. In this respect, although I did not achieve my target points of 17000, the agreement was worth 15600 points. This was well above RP of 6000. Although the...
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...CHAPTER 1 The Nature of Negotiation Objectives 1. 2. 3. 4. Understand the definition of negotiation, the key elements of a negotiation process, and the distinct types of negotiation. Explore how people use negotiation to manage different situations of interdependence—that is, that they depend on each other for achieving their goals. Consider how negotiation fits within the broader perspective of processes for managing conflict. Gain an overview of the organization of this book and the content of its chapters. Chapter Outline A Few Words about Our Style and Approach Joe and Sue Carter Characteristics of a Negotiation Situation Interdependence Types of Interdependence Affect Outcomes Alternatives Shape Interdependence Mutual Adjustment Mutual Adjustment and Concession Making Two Dilemmas in Mutual Adjustment Value Claiming and Value Creation Conflict Definitions Levels of Conflict Functions and Dysfunctions of Conflict Factors That Make Conflict Easy or Difficult to Manage Effective Conflict Management Overview of the Chapters in This Book Chapter Summary “That’s it! I’ve had it! This car is dead!” screamed Chang Yang, pounding on the steering wheel and kicking the door shut on his 10-year-old Toysun sedan. The car had refused to start again, and Chang was going to be late for class (again)! Chang wasn’t doing well in that management class, and he couldn’t afford to miss any more classes. Recognizing 1 2 Chapter 1 The Nature of Negotiation that it was finally...
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...has brought many cultural difference issues to the forefront of today’s business strategies. Culture in international negotiations has frequently been compared to an iceberg, although there is an appearance of an obstacle above the surface, the depth of understanding required to conduct successful international negotiations goes far beyond what is immediately transparent. Since culture has a substantial influence on how people deliberate, converse and act, it has significant effect on many aspects of business negotiations, and therefore must be considered when conducting business internationally. All too often companies try to operate using the same business structure and strategies in multiple different countries and are unsuccessful or have extreme difficulty due to the differences in culture. This paper will discuss several cultural differences which consistently cause difficulties in international negotiations specifically during the conduct of business between America and China. These differences are broken up into several different categories including: purpose of negotiation, cultural compatibility, governmental compatibility, communication barriers, risk aversion, formalities and negotiating speed, emotional response, and successful negotiating tactics. Purpose Understanding why both business parties are negotiating as well as cultural negotiation processes are important in obtaining a favorable outcome during international business transactions. While Americans...
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...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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...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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