...Developing Negotiation Skills in the Classroom: A Case Simulation Maureen Hannay Troy University ABSTRACT Effective negotiation skills are required in all positions and at all levels of modern organizations. Employees in the human resources department utilize these skills on a daily basis when they deal with such items as new hire packages, salary increases, performance issues, labor contracts, and terminations. Research indicates that by using practical, real-life simulated negotiation scenarios, learners can develop more effective negotiating skills. This paper introduces a case where students can be assigned to a management team or a union team to negotiate a mock collective bargaining agreement. Guidance is provided on how to apply the case in the classroom and facilitate the discussion at the conclusion of the exercise. INTRODUCTION Employees in every organization utilize negotiating skills on a daily basis. From negotiating deadlines and workloads to prices of supplies and contracts with unions, negotiations range from the small and mundane to the large and exceptional. A company with effective negotiating capabilities can gain a competitive advantage, reduce costs, increase profits and improve relationships (Masters, Albright & Irr, 2003). When identifying the ten managerial roles that leaders perform to accomplish organizational objectives, Mintzberg (1973) classified the role of “Negotiator” as one of the essential decisional roles that must be executed by managers...
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...L-3 Communications is a prime contractor in Command, Control, Communications, Intelligence, Surveillance and Reconnaissance (i.e. which we will call C3ISR) systems, aircraft modernization and maintenance, and government services. L-3 is also a leading provider of a broad range of electronic systems used on military and commercial platforms (L-3 communications; 2011). The company provides services to the U.S. Department of Defense and its prime contractors, U.S. Government intelligence agencies, the U.S. Department of Homeland Security, U.S. Department of State, U.S. Department of Justice, allied foreign governments, domestic and foreign commercial customers and select other U.S. federal, state and local government agencies. L-3 is broken down into multiple business segments ranging from to the U.S. government and C3ISR, Government services which consist of, cyber-security and intelligence, engineering and technical support, training, logistics and support services and commercial enterprises worldwide; which provide upgrading, retrofitting and resetting of fleets necessary to keep virtually any aircraft platform prepared for today’s threats; and Electronic Systems businesses that provide a broad range of products, including components, products, systems and subsystems, and related services to military and commercial customers in several niche markets. L-3 Communications was awarded a $25,683,928 cost-plus-award-fee and cost-plus-fixed-fee contract. This contract modification is...
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...GMGT 530 GMGT530 Complete Course Click below link for Answer http://workbank247.com/q/gmgt-530-gmgt530-complete-course/28010 GMGT 530 Week 1 Organizational Behavior Issues Paper ABC, Inc. is a competitor of your organization headquartered in a different country on a different continent. ABC has just announced that its shareholders approved the acquisition of your company. As the CEO in the acquired company, you have been asked to start the process of creating the changes necessary to make the merger-acquisition successful. You are being held accountable for maintaining your organization’s performance measures while dealing with the human elements of this situation. Resources: University Library and textbook readings Write a 700- to 1,050-word paper describing the key challenges that will face the organizations as they merge. To accomplish this, you must complete the following: * State the assumptions you will use for your analysis; specifically, identify the industry for both companies and the country where each company is located. In addition, identify the specific organizations you will be discussing. Select a company, for example, that will be ABC, Inc. for your specific situation. * Identify the elements of your organization’s culture and your perceptions of the importance of each element for your organization to operate effectively. * Use the text reading and at least three peer-reviewed sources from the University Library resources to identify the key...
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...Trade Simulation and Report Team B: Kimberly Castillo, Tanya Bell, Elijah B. Gowdy, Derrick Brown ECO/212 June 6, 2012 Instructor, John Holmberg One Advantage and One Limitation of International Trade Advantage and limitation of International Trade, Countries have different quantities, qualities, and cost for resources such as land, labor, capital, and entrepreneurship (University of Phoenix, 2009). International trade is the import and export of these resources between countries. International trade allows countries to distribute their resources more efficiently. Importing and exporting of resources is vital to the economy. A gain from International trading is a price increase or decrease, in the local markets. If it is cheaper to make a good and export the good the importer will gain from trade by getting a good at a better price than what the opportunity cost of it would be. If the market price was higher, a lower price exporter will allow market price to fall and pose a benefit for consumers, in the sense that everyone gains the most with minimal losses in the short run. Four Key Points Emphasized in the Simulation Within the simulation team b has identified four key points that were underlined. First there is what is called dumping. Dumping is the selling of goods and products in other countries at a cost that is lower than the cost of those goods and products in its own country. Another key point identified in the simulation was consumer...
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...Job Offer Negotiation: Martin Smith and Orange Craters (OC) Introduction The scenario for this simulation is a negotiation over a job offer that has been extended by a technology company to an MBA student nearing graduation. The background information introduces the principals involved, recaps their prior relationship, and presents detailed summary of the terms of the offer that the firm has extended to the student. For the negotiation simulation, you will be assigned to assume the role of either the student or a representative of the hiring company. The role-play information that your instructor will then provide gives details about the specific interests and objectives of the party to which you are assigned. In many ways, negotiations about job offers are just like any other negotiation: Parties try to pursue their own interests while keeping an eye on relationship concerns and seeking areas of common ground that might allow them to bridge compatible interests. In other ways, however, job offer negotiations may be perceived as distinctive because of the stakes involved: For the job seeker, they involve the negotiation of one’s personal circumstances, often with an opponent who is someone you will have to “live with” on a day-to-day basis for what could be a long time to come. As you read your role information and prepare for the encounter, think about how the pursuit of your goals-whether you are in the role of the hiring firm or the job-seeking student-may or should be...
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...International Legal and Ethical Issues Simulation Analysis Businesses must ensure legal protection from other foreign country companies from adverse actions. There is high risk in international business transactions and CadMex need to protect against them. Steps to protect the business legally is crucial when selecting the choice-of-law, and selecting clause in the simulation. Establishing terms in a contract is important factor in a business partnership between foreign countries to protect interests for each party. After completing the first section of the simulation identifying the choose-of-law in the United States regarding specific contracts is Contract of International Sale of Goods (CISG) for domestic business transactions that cover marketing ProPez. CISG laws cover the use of technology in this case with Gentura; however, does not cover licensing or patents. International Arbitration non-binding contract provides variety of dispute resolution organizations to resolve contract disputes may take a year instead of awaiting court availability in this case, it is less expensive, and recognize contract internationally. This option safeguards CadMex’s interest with certain contingencies under contract law applicable in this case. After Candore gained World Trade Organization (WTO) the best choice remains CISG fits terms in the contract cover marketing ProPez and technical training, but does not cover patents and licensing. In March 2007 an unidentifiable...
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...TECHNIQUE(S) Employment Conflict Management Technique(s) Employment Conflict Management FastServe Inc is a 25 million dollar business of well-known sports attire just opened two online advertising sites which mainly focus on kids that love sports. It has 350 workers; FastServe operated 10% of its personnel to the online allocation development. There were certain mannequins that were used which involved the consideration of the proposed viewers but there was one issue with the graphics. It was too hard to get and the prices didn’t cover the functioning expenses of the new process. The upper level supervisors implemented all concepts and without a raise in income they determined to not use this plan. So then they decided on lowering the labor force. This would entail conducting layoffs for three out of five workers. Of the five, two will be kept in the business. This business has to implement the Alternative Dispute Resolution (ADR) technique to determine conflicts, establish a well developed organized layoff process and moderate the risks to lower the likelihood of any issues that may bring about an employment lawsuit. The metrics for the layoffs include new job descriptions, abilities, responsibility, skills, and efficiency. Potential Conflict Identifications FastServe is a sport attire company and the main client base is the young generation. To raise income they used 3-D drape-n-see mannequin on the internet were established. There was an issue with the websites resources...
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...Management Technique(s) Ayada Ingram University of Phoenix Employment Conflict Management FastServe Inc is a 25 million dollar business of well-known sports attire just opened two online advertising sites which mainly focus on kids that love sports. It has 350 workers; FastServe operated 10% of its personnel to the online allocation development. There were certain mannequins that were used which involved the consideration of the proposed viewers but there was one issue with the graphics. It was too hard to get and the prices didn’t cover the functioning expenses of the new process. The upper level supervisors implemented all concepts and without a raise in income they determined to not use this plan. So then they decided on lowering the labor force. This would entail conducting layoffs for three out of five workers. Of the five, two will be kept in the business. This business has to implement the Alternative Dispute Resolution (ADR) technique to determine conflicts, establish a well developed organized layoff process and moderate the risks to lower the likelihood of any issues that may bring about an employment lawsuit. The metrics for the layoffs include new job descriptions, abilities, responsibility, skills, and efficiency. Potential Conflict Identifications FastServe is a sport attire company and the main client base is the young generation. To raise income they used 3-D drape-n-see mannequin on the internet were established. There was an issue with the websites resources...
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...Unfortunately, society is facing a detrimental problem that may signify a defect in this order of operation, because graduates are unprepared and lack the skills needed to succeed in today’s workforce. The basis of this paper is to provide clarity to the problem of unprepared graduates entering the workforce, and suggest a viable solution by offering that simulated education curriculum rooted in Social Efficiency Ideology is a practical response to the issue. Clarity of the Problem U.S. Chamber of Commerce (2012) recognizes that the toughest competition in business is the global race for talent. Plumer (2012) highlights that there are high rates of baby boomers retiring in the U.S., resulting in fewer “eligible” workers participating in the labor force. Consequently, the U.S. is “competing in a global economy like never before in our history” (Daggett, 2010, p. 5) and losing the competition at an alarming rate due to graduates not being prepared with skills needed to succeed in the...
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...Simulations Games And Experiential Learning in Action, Volume 2, 1975 OMSIM: AN OPERATIONS MANAGEMENT GAME George A. Johnson Idaho State University Thomas E. Hendrick University of Colorado INTRODUCTION This paper describes a new game oriented towards a production/ operations management environment called OMSIM [4] (Operations Management SIMulation). The authors have been developing and refining OMSIM for the past three years and are currently subjecting it to extensive classroom testing on over 400 students in nine course sections taught by four different instructors at the University of Colorado. The early responses from students are gratifying; most say that it is challenging, realistic, properly frustrating, and provides an integrating decision making experience. Our stimulus to build OMSIM was not caused by the absence of several excellent games which emphasize production/operations decisions; pedagogical simulators in this area have been commercially available for about six years. PROSIM [3] and The Decision Making Game [2] both appeared in 1969. A year later JOBLOT [1] was published, with PROSIM V [5] following in 1971. Having utilized [2], or attempted to utilize, [1], two of these games at the University of Colorado and reviewing the structure of the other two, we would characterize The Decision Making Game and PROSIM as games of beginning to moderate complexity, with JOBLOT and PROSIM V being classified as complex. GENERAL CHARACTERISTICS OF OMSIM OMSIM has been designed...
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...Game developers look to unions to fix the industry’s exploitative workplace culture. It was coordinated by the International Game Developers Association (IDGA), a nonprofit membership group that formed in the ‘90s amid conversations about violence in video games, and it was moderated by IGDA president Jen MacLean with the pointed title, “Pros, Cons, and Consequences of Unionization.” From start to finish, it was a tense affair, filled with passionate voices but punctuated at times by MacLean’s pronounced skepticism — mirrored in a telling interview she gave to Kotaku earlier this week— toward the benefits of unionization. The topic of labor organizing is top of mind for game makers at GDC 2018 The topic of game industry labor organizing has...
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...International Trade Simulation and Report Samuel xxxxxxxxx ECO 212 May 07, 2012 Dr. Holscraft International Trade Simulation and Report Over the last few years the United States of America has been in an economic crisis. The economy has been affected badly by layoffs, factories closing down, and corporations needing bail outs. Whenever there is a high unemployment rate the economy heavily affected by the large number of lost laborers. Without laborers and factories to produce goods and services international trade becomes affected. International trade not only helps the United States economy but, also it helps the global economy as well. International trade provides numerous advantages to the United States economy but many limitations also exist so economic leaders must be aware of the pros and cons when negotiating these trades. Advantages and Limitations of International Trade The advantage of a free trade agreement will lower trade barriers, increase trade volume, open different markets, provide more products for consumers, and create more investments opportunities for both countries. Consumers receive the added benefits of competition and companies gain access to new markets. As outside firms invest, this investment creates jobs and tax revenue for the host country and additional revenue for the investing firm. A free trade agreement is an efficient situation for consumers and both countries involved. However, the disadvantage to a free trade agreement is...
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...HCC Management Team Bargaining Information Your team represents HCC management in bargaining sessions with the UCPW Local 14. The team is expected to negotiate an agreement that will allow the company to achieve its strategic goals over the next three years. Your team will use the following items to formulate its initial demands and for negotiating a new collective bargaining agreement: Item 1. Strategic Goals and Forecast of Factors Affecting the Firm’s Competitive Position Strategic Goals Year 1 Year 2 Year 3 Incentive Materials cost reduction 2% 3% 4% 4% Labor cost reduction 4% 4% 5% 5% Current Ratio 2.25 2.5 2.75 2% Quick Ratio 1.0 1.2 1.5 3% Inventory turnover 5.0 5.5 5.75 3% Collection period 40 35 30 3% Forecast Item Current Year 1 Year 2 Year 3 Gross sales (no strikes) NA +3% +4% +5% Material costs increase NA +2% +3% +4% Marketing costs increase NA +10% +12% +15% Non-union overhead NA +10% +10% +10% Short-term interest rates 7% 8% 9% 10% Long-term interest rates 4% 5% 6% 7% Corporate income tax rate 38% 38% 38% 38% Common share price target 21.00 22.50 23.00 24.00 (The items above are factors in the internal calculations used to produce the results in the Management Bargaining Calculator.) Item 2. Managerial Compensation HCC managers received 5% across-the-board annual raises for the past three years which has caused considerable resentment among the union rank-and-file. Future managerial compensation increases will take the form...
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...tariffs is a very complicated process as evident with the creation of the World Trade Organization (WTO). “The World Trade Organization (WTO) is the only global international organization dealing with the rules of trade between nations. The goal is to help producers of goods and services, exporters, and importers conduct their business” (WTO, 2010, p.1) Free trade has its advantages and disadvantages. The advantages and disadvantages depends on the frame of thought regarding trade. Within the simulation for international trade, one such advantage was the ability of a country to have a comparative advantage over another . When speaking in terms of a comparative advantage, its referring to a nations ability to produce a product or service at a lower price than another nation. Producing a product or service at a lower cost is the foundation of international trade. All countries who trade have the comparative advantage at something. The advantage could be in the form of skilled labor, technology, agriculture , or natural resources such as oil. When all countries within a free trade agreement can exercise their competitive advantage all countries gain. If importing the product or service, the nation is receiving it at low cost, which is good for consumer spending. In addition, if a nation the...
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...International Trade ECO/212 Introduction International trade has truly expanded to encompass most of the world over the past century. The countries of the world have seen that everyone can benefit from specializing in the production of a certain good or set of goods and by having skilled workers that provide services to others. This trade off in strengths and weaknesses help get some commodities to locations that would otherwise be unable to attain goods or services that they need. The world of trading between countries is ever changing with the advancement in technology that becomes available to countries. Pros and Cons of International Trade The importing and exporting of goods across the globe is regulated by the World Trade Organization (WTO). This, like many other organizations have multiple benefits and drawbacks for the parties involved beyond practical application of rules and policies. One major benefit of the WTO is that they allow for trading on neutral ground allowing neither of the parties involved to obtain an unfair advantage during the trade agreement process. Any disputes that arise between two or more trading parties are also handled by the WTO which is also a benefit of having the organization in place. The organization itself acts as a mediator or referee of sorts when it comes to the process of trade between nations across the globe. This type of organization also has drawbacks when it comes to certain real world application in certain aspect...
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