...Overview Rod Zemanek, the principal negotiator, designer and Project Manager of an Australian chemical engineering consultancy, (Predict Pty Ltd) has a warning for those wanting to do business in China: “Many Chinese see it as their patriotic duty to shoot down foreigners, so you can be like a clay pigeon at target practice.” Despite this, Rod Zemanek has been successful in China and is responsible for the design of many of the country’s modern breweries. He was invited to submit a proposal for a huge Guangdong brewery by Dr. Pasteur Lai, the son of a former Chinese minister of health and now an Australian citizen. Lai had many connections deep within the Chinese government, had done his homework on Rod Zemanek, and was able to report to the Chinese that Rod Zemanek was the premier brewery designer and builder in Australia. The Scene Rod Zemanek was initially cynical. “We get a lot of ‘tire kickers’ in this business—people who aren’t serious about a project but just want to test the waters,” he explained. Rod Zemanek sent the Chinese a questionnaire, asking for information about specifications, resources, brewery capacity, products they planned to produce, budget, and business plans. The response he received convinced him to head to China to discuss a potential deal to build Guangdong province’s largest brewery—a $20 million project. But, having heard from others about their China experiences, he decided to pitch only for the business in which his company had special technology...
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...1. Labour or Industrial Relations. The term labour relations, also known as industrial relations, refers to the system in which employers, workers and their representatives and, directly or indirectly, the government interact to set the ground rules for the governance of work relationships. It also describes a field of study dedicated to examining such relationships. The field is an outgrowth of the industrial revolution, whose excesses led to the emergence of trade unions to represent workers and to the development of collective labour relations. A labour or industrial relations system reflects the interaction between the main actors in it: the state, the employer (or employers or an employers’ association), trade unions and employees (who may participate or not in unions and other bodies affording workers’ representation). The phrases “labour relations” and “industrial relations” are also used in connection with various forms of workers’ participation; they can also encompass individual employment relationships between an employer and a worker under a written or implied contract of employment, although these are usually referred to as “employment relations”. There is considerable variation in the use of the terms, partly reflecting the evolving nature of the field over time and place. There is general agreement, however, that the field embraces collective bargaining, various forms of workers’ participation (such as works councils and joint health and safety committees) and mechanisms...
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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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...include some throwaway issues. What preparations do you need to make before the meeting? Preparation is first stage of negotiation process which starts with defining the key goals which means -what are the person’s expectations from the negotiation process? Also person involved in Negotiation process during preparation he should decide his or her BATNA- Best Alternative To a Negotiated Agreement. Identifying key issues in negotiation, setting priorities and developing support agreement for adopted position is also important parts of preparation before start negotiation with other party (Carrell, Heavrin, 2007). In order to perform an activity in a proper way we need to have some sort of preparation for it. Preparation is a key for a successful negotiation activity. For negotiation very first thing we need to understand is if there is anything to negotiate or not (If we were to sit down… (n.d.). For the preparation point of view before negotiations starts with my brother and sister I must have to look at the following things. BATNA Before the start of negotiation defining BATNA is important to make oneself in a strong position (Carrell, Heavrin, 2007). My BATNA would be to divide all the assets without dissolving them and make it as simple as possible. Identify key issues There are several key issues which we should go through during negotiation process. These issues are: 1-The main issue is that we have only 30 days to report our aunt’s attorney about the agreement...
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...A Comparative Analysis of Strategy versus Tactics In the Negotiation Process HR595 Negotiation Skills Instructor: Professor C. Butler June 18, 2011 Sammie L. Brookins drsammiebrookins@aol.com Introduction “Behold, I send you forth as sheep in the midst of wolves: be ye therefore wise as a serpents, and harmless as doves,” Matthew 10:16. This Scripture from the Holy Bible sets the parameters in the negotiation process. It shows the intensities of the parties because sheep and wolves are known enemies. Many times when we enter into the negotiation process, we feel as though we are enemies to the other party. What many of us fail to realize is that we reach many decisions through negotiation every single day without as much as a single thought? Our basic definition for this paper is that “Negotiation means to confer with another person so as to arrive at a settlement of some matter; also to arrange for or bring about such conferences” (Merriam-Webster Dictionary). This paper will focus on the attributes that affect the choice of negotiation strategy, including both short and long-term thinking relative to the consequences, how to frame goals and the importance of the continuing relationship with the other parties involved after the negotiation process has ended. It is common knowledge that negotiation occurs in a series of steps or processes that are conclusive of many contractual principles, many of which are commonplace in daily routine. Offer, acceptance...
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...Economic globalization brings increasing communication of economy and trading among countries, and the negotiation has been the important part of international business activity in this process. The international business negotiation is not only the communication and cooperation in the economic domain, but the communication of culture among various countries. In the process of negotiation, negotiants’ idea and behavior are controlled by their own national cultures. There are large differences in thinking pattern, value view, group consciousness, negotiation style, benefit consciousness and law consciousness between western and eastern cultures, and these differences largely influence the process and result of negotiation and they are important factors we should consider in the negotiation. Keywords: International business negotiation, Cultural difference Economic globalization brings increasing communication of economy and trading among countries, and the negotiation has been the important part of international business activity in this process. The international business negotiation is not only the communication and cooperation in the economic domain, but the communication of culture among various countries. In the process of negotiation, negotiants’ idea and behavior are controlled by their own national cultures. As a developing country, China urgently needs to abstract advanced scientific technology, management mode and trading rule of developed countries in the...
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...Introduction Negotiation is a method of conflict resolution. It is a problem-solving process in which two or more parties attempt to resolve their disagreement or conflict in a manner, and through a process, that is mutually agreeable. Where as the general concept of negotiation is easy enough to understand, in practice it can be an extremely difficult proposition. Negotiation is further complicated when the parties find themselves negotiating across dissimilar cultures. “Culture is a powerful factor in shaping how people think, communicate and behave. It therefore affects how they negotiate” .Our presentation investigates the impact of culture on negotiations. It begins by defining culture, to include a discussion on how culture is imbedded in an individual through their mental models and values. It then breaks out the four dimensions of culture identified by Geert Hofstede. A general overview of negotiations follows the culture. It includes a definition of negotiations and discusses the range or continuum of negotiation styles. The section on negotiations closes with an overview of negotiation skills to include the actors and their frames of reference. The final idea provides a description of how culture impacts negotiations. First, it overlaps four elements of negotiations; actors, structure, strategy, and process with Hofstede’s dimensions of negotiation. Then, a summarization of cultural affects on specific negotiation styles is provided. Defining Culture Working...
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...Negotiation in Today's Business World Negotiation: To confer with another person as to arrive at a settlement of some matter; also to arrange for or bring about such conference” (Merriam-Webster Dictionary) The above connotation is a clear and concise definition of the negotiation process. This will give us the opportunity to take a moment to look back and retrospect on many activities we participate or perform certain realities will begin to come into fruition. This visualization really suggests that most of us engage negotiations daily in one way or the other. For most people these interactions usually occur in the form of mediation disputes, contractual agreements and conflict resolution without truly recognizing the interface transpiring. Most of us are engaging in some type of negotiation process visualizing the process in phases and what each phase entails might be the defining factor in what most negotiators consider a successful or unsuccessful negotiation. In this paper the subject to examine is four phase process that individuals including myself should take consideration before entering into any form of dialogue between parties or groups with conflicting views. The phases includes: 1) pre-negotiation or preparing, 2) conceptualization/presentation, 3) setting the details, 4) follow-up Phase 1; Pre-negotiation or Preparing Understanding the essentials of preparation was the first concept I adopted while aspiring to begin a catering and event planning business...
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...Executive summary The report is based on the question stated below: Culture – Negotiation, "Cross-cultural communication often involves several barriers preventing success, the aim of this report is to identify the various problems that may arise in an attempt to explain how to overcome them" Basically we`re going to have a look at the meaning of communication before getting to understand the different cultures we come across worldwide. What defines communication, the different types of communicating and how is communication used. When understanding these subjects’ doors open to have a look at the differences communication is altered and affected by different cultures and how it is used in doing business across the globe. Hopefully it will reveal the answer to the question stated above. This report explores the communication process and identifies how varying cultures have an effect. The differing regional norms within the continents globally are also compared to aid successful communication across different cultures. Introduction In its basic form, negotiation is a method of conflict resolution. It is a problem-solving process in which two or more parties attempt to resolve their disagreement or conflict in a manner, and through a process, that is mutually agreeable. Whereas the general concept of negotiation is easy enough to understand, in practice it can be an extremely difficult proposition. Opposing views about what is right and wrong, disagreement on what...
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...Assignment Negotiation Process Plan for Buying Zenur Executive Summary Zenur and Levon Company are two successful companies in car rental business for the past several years. Both the companies entered into a complex negotiation in terms of expansion through merger by way of having a common goal with shared vision and mission in business. Our group is writing this report on behalf of the Board of Directors of Levon as senior negotiators. Negotiation is finding a solution, meeting of the minds by the participants and closing a deal. It is one of the most important factors that may make or break the success of a business agreement. We, therefore, conclude that the company should utilize transactional model as our main communication model because this can handle a complicated communication process like negotiation. Our negotiation style will first focus on Integrative strategy to gain a win-win situation between Levon, and Zenur. If this style will not work, mix-motive negotiation style will be our back up plan. To be at par with Zenur's vision and mission of expanding the business, the negotiation skills will be based on Levon's long term plans focusing on interests. The four stages of negotiation will be based on a solid foundation of understanding about Zenur. Regardless which stage we are at, we should be in the know of Zenur's business movement. The better we know every detail of the company, the better we can respond to their actions. Our negotiation strategies will...
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...Article Analysis By Edward Ryan MGT/445 In the world of negotiations there is no one decision that does not affect the lives of others in some way. Some groups of people may believe that our decisions are interdependent on each other. In a negotiation there never may be a best outcome for just one person, but if each side of the negotiation puts their best efforts forward then the entire process is usually always better for both sides because each side can usually succeed in getting more if they work together. Many cultures such as the Chinese culture believe in working together so that both sides of the negotiations more of what they need. According to Jehn, K. & Weigelt, K. this belief is not new, but just the method of how it is applied is new. Game theory is the process where each party in the process attempts to maximize their outcome with highest payoffs possible. Each side also accepts the situation that are at with their resistance points and each side plays by the known rules and that there is a level of trust between the two in that each side is offering the best that they can offer,(oregonstate.edu). The part of the process that is not new is how the Chinese have an emphasis on how they should know the situation that they are going in to. In other words it’s best to prepare because it is those that prepare by not only knowing how they will act but also how will the other side will act. The issue is that if you know only how you...
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... In Negotiation Linda short MGT 445 January 9, 2012 Sangeeta Walsh Communication and Personality in Negotiation Individual communicate on a daily basic, he or she negotiate with friends, coworkers, family, and at home. Each element of our personal lives entails negotiation talents. The capacity to negotiate determines the boost to accomplishments, prospects, and enhances relations. Negotiating talents are not considered aspects of this country's schooling; although negotiation is used more frequently than mathematics ability, each day of the week. These talents generate the center of occupational and private lives. In our negotiation process with prioritizing in most cases are under the rule of irrational escalation of commitment. According to Lewicki-Saunders-Barry, escalation of commitment is partly individual perception and judgment (2006). According to Lewicki−Saunders−Barry, we consider negotiation as a process between individuals, within groups, organizations, between groups reaching joint agreement about differing needs or ideas.” For some people, negotiating appears easy, but other people view the process of negotiation as a conflict (Lewicki, Saunders, & Barry, 2006). The purpose of this paper is to define communication and personality in negotiation and the roles of how they contribute or detract from the negotiations. ...
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...Caroline Vernet 02/14/2012 Assignment 1: Dimensions of Negotiation & Organizational Conflict Resolution Introduction Every day we are confronted to conflicts and situations when we have to negotiate. It could be either a negotiation between parents and children, employees and employers or a contract between two companies. Negotiation is a complex social process of decision making between two or more parties that discuss to find a solution for their opposing interests. Negotiation includes many dimensions. In the first part, I will present you the ten dimensions that I believe are the most important in the negotiation process, as a form of a logical framework. And then, I will develop precisely and deeply two of these dimensions that are: the Decision Making and the Motivation. PREPARATION PREPARATION Part 1 NEGOTIATION NEGOTIATION POST-NEGOTIATION POST-NEGOTIATION MOTIVATION MOTIVATION EMOTIONS EMOTIONS ACTION ACTION The framework above represents the different phases of the negotiation: Preparation, Negotiation and Post-Negotiation. In each of them, I included the dimensions that are, according to me, the most important. Therefore, before negotiating, people need to elaborate their Strategy and Planning Process as well as defining there goals. Then the process of negotiation starts by the Perception, followed by the analysis of the information. Negotiators may have a conflict because of different interests. And, to resolve...
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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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...CHAPTER ONE Introduction to Culture and Negotiation People who work across cultures, whether internationally or within nations, need general principles—a cultural map, if you will—to guide their negotiation strategies. Such a map will help them to: • Identify the general topography of cultures—the beliefs, attitudes, behaviors, procedures, and social structures that shape human interactions • Recognize potential hazards, obstacles, and pleasant surprises that intercultural travelers and negotiators might miss without a guide • Select responses that will be more likely to achieve successful interactions and outcomes A definition of culture. * Culture is the cumulative result of experience, beliefs, values, knowledge, social organizations, perceptions of time, spatial relations, material objects and possessions, and concepts of the universe acquired or created by groups of people over the course of generations. * Culture enables people to live together in a society within a given geographical environment, at a given state of technical development, and at a particular moment in time (Samovar and Porter, 1988). * Governments and their agencies, corporations and private firms, universities and schools, civil society and nongovernmental organizations have their own specific cultures and ways of doing things, often called organizational culture). * Culture is also rooted in religious beliefs, ideological persuasions, professions, and professional training and...
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