...MOI UNIVERSITY KHADIJAH KWEYU CONFLICT MANAGEMENT & NEGOTIATION BHR 107 Discuss the basic theoretical models of bargaining process and explain how they can improve individuals negotiation skills in an organisation. Introduction: Bargaining can be defined as an agreement between parties settling what each gives or receives in a transaction between them or what course of action or policy each pursues in respect to the other. The study of bargaining process involves an analysis of the actors, the stakes and the factors involved. All theories feed into each other, and combining these theories allows for a more complete understanding of the issues involved in bargaining process and therefore helps to improve individuals negotiation skills. There are several different theories analyzing the process and outcome of bargaining process as follows:- 1. Integrative Approach Model 2. Game Theory 3. Behavioral Theory 4. Power Theory 5. Optimal Agent Independence 1. Integrative Approach Model The integrative approach divides the negotiating process into three phases: • Diagnostic • Formulation • Details In the practice of negotiation, these phases are not necessarily linear. Rather, they can be repeated and addressed many times throughout the negotiation process. The toughness dilemma in the integrative approach calls for tough diagnosis in order to clearly elucidate the true interests of each party. In the formulation...
Words: 3336 - Pages: 14
...Negotiation and Conflict Management Final Report “It’s time to go to the next level of my career,” I told myself a few months ago. Life and life experiences have put me in the right place at the right time to make my daydream a reality. As a natural born citizen of another country and as a newly-married person, I have a unique perspective as well as a set of obstacles and opportunities on the road ahead as I pursue my Executive MBA while being in transition. GOALS My current short-term goal professionally is to find a job that not only fulfills my current ambition of being technical leader but also a management leader in the IT world, where as my long-term goal is to start my own business (Repurposing and creatively painting old leather products into house decor) along with my life-partner in the next 3-4 years. My personal goal is to again relive my artistic side, paint and be creative and get my spouse involved in the artistic world that I like. I am at a juncture of my career where in both my personal goal of working with my life-partner coincides with my ambition of starting up a new business and apply whatever knowledge I gathered during class. My goal as far as EMBA classes is to actually be able to not only learn Finance and Accounting but actually try to master it is as much as possible because when my goal of opening up my business becomes a reality, I want to make sure I have command over that. NEGOTIATIONS In my previous company, I had the opportunity...
Words: 2530 - Pages: 11
...Negotiation Management 1. How does Tootsie Roll Industries communicate its values to suppliers and employees? Tootsie Roll Industries is able to communicate its values to suppliers and its employees by using an open system of communication. Employees are able to confront and resolve conflict in an open manner and negotiations are encouraged. Employees also have the ability to cross train and sit in on other departments meeting which allows them the opportunity to see how other areas operate and voice any opinions or suggestions they may have. Allowing this open behavior allows the employees to see the whole picture of how the company operates. Many times departments can suffer because they are only thinking about their own tasks and how the big picture operates together. Each factor can affect each area of the business; like a chain reaction of events, one mistake can lead to many consequences. By creating the housing structures and opening additional jobs for the Chicago area, the company has demonstrated that it supports the middle class population. With creating these opportunities for the employees, it can lead to individuals having their survival needs met and are much more likely to stay loyal to the company for a longer period of time. 2. What communication techniques demonstrate the company’s flexibility? The openness of the company’s atmosphere could also demonstrate their flexibility. Being able to cross train can also lead to promotions down the line because you...
Words: 715 - Pages: 3
...Arikewuyo (2005) describes administration as the careful and systematic arrangements and use of resources (human and material), situation and opportunities for the achievement of specific objectives of a given organization. To this end, it is worthy of note that effective organizational administration is necessary for managing conflict situation in any system, such should be embedded in the day-to-day running of the industry. Conforming to this viewpoint, Peretomode (2001) describes administration as the performance of executive duties, the carryout of policies or decisions to fulfill a purpose, and the controlling of the day-to-day running of an organization. To this extent, among the very important duties of an administrator, is the management of conflict among workers of different categories. Conflict as a Concept Researchers the world over have viewed the word conflict from different perspectives. However, they all see the concept as that behaviour by organization members which is expended in opposition to other members. The process is said to being when one party perceives the other has frustrated, or is about to frustrate, some...
Words: 2654 - Pages: 11
...Answers to Pause/Break Section Review Questions Section 1.1 Review Questions 1. Define EC and e-business. Electronic commerce is the process of buying, selling, or exchanging products, services, and information via computer networks. E-business is a broader definition of EC that includes not just the buying and selling of goods and services, but also servicing customers, collaborating with business partners and conducting electronic transactions within an organization. 2. Distinguish between pure and partial EC. Companies utilizing pure EC conduct all of their business online. Businesses utilizing partial EC conduct a portion of their business online and a portion of their business off-line. 3. Define click-and-mortar and pure play organizations. Click-and-mortar organizations conduct e-commerce activities, but do their primary business in the physical world. Pure play organizations rely on the Internet and EC for all of their sales. 4. Define electronic markets, IOSs, and intraorganizational information systems. Electronic market – An online marketplace where buyers and sellers meet to exchange goods, services, money or information. IOSs – Communication systems that allow routine transaction processing and information flow between two or more organizations. Intraorganizational information systems – Communication systems that enable e-commerce activities to go on within individual organizations. 5. Describe non-Internet...
Words: 2401 - Pages: 10
...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...
Words: 8901 - Pages: 36
...3.1 Explain the role of negotiation in collective bargaining? Process in AIM Company When Mr. Jefferson investigated through the AIM Company, there were some problem between management and employees the management lack the trust upon the employees as well poor relation with unions. He wants to set out the vision for new employee relations. I am the management consultant of AIM Company so I will negotiation and bargaining in AIM organization between Mr. Jefferson and his managers on the employee relation culture. Collective Bargaining Collective bargaining is the process of negotiating the terms of employment between an employer and a group of workers. The terms of employment are likely to include items such as conditions of employment, working conditions and other workplace rules, base pay, overtime pay, work hours, shift length, work holidays, sick leave, vacation time, retirement benefits and health care benefits. In the United States, collective bargaining takes place between labor union leaders and the management of the company that employs that union's workers. The result of collective bargaining is called a collective bargaining agreement, and it establishes rules of employment for a set number of years. The cost of this employee representation is paid by union members in the form of dues. The collective bargaining process may involve antagonistic labor strikes or employee lockouts if the two sides are having trouble reaching an agreement. The nature and scope of...
Words: 712 - Pages: 3
...CONFLICT T he success or failure of any organization is dependent upon the use of its indigenous, collective energies. When procedures are clear, the "esprit de corps" is high, and the business is said to be productive. But whenever people come together in one setting over a period of time, you can always expect conflict to find itself in the midst. The Webster’s dictionary defines conflict as a sharp disagreement or opposition of interests or ideas but from a more objective perspective, conflict is “a state in which one party perceive that another party has, or is about to negatively impact something that is important to the first party” (Robbins, 2006). The key word to note in this definition is “perceives”. Perceive is a concept that occurs within the mind. It is one’s interpretation of a situation or thing and does not necessarily have to be true. That might explain why on many occasions, a conflict that arises; may be unnecessary or misguided and result in wasted time. Causes of Conflict A s you may discern, the causes of conflict are numerous and each has their own accompanying challenges. Within the organization however, C. Brooklyn Derr in his book Major Causes of Organizational Conflict: Diagnosis for Action, stated that there are six (6) main causes of conflict: 1) The interpersonal disagreements that arise when one person is experiencing individual stress. People bring their whole selves to the workplace and they may...
Words: 2502 - Pages: 11
...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
...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...
Words: 16819 - Pages: 68
... Collective Bargaining Case Study LaTonia Gover HRM/532 December 10, 2012 Steve Nance Collective Bargaining Case Study The Case Study regarding the PBA (Police Benevolent Association) union was a situation against the city management. The case study is regarding negotiation for improved pay, and benefits with a bad relationship between the management and the union with fear and disagreement. The relationship between the city management and the unions seemed unstable and negative because the last negotiation that the city management was part of was the city’s solid waste and public works. There was a threat of privatization that the city was willing to hire new employees to replace those not satisfied. The PBA (Police Benevolent Association) was afraid this they would have to experience this situation. Yes there were many problems with the relationship between management and the unions. The unions successfully negotiated with the public waste area at that time and are currently renegotiating a new contract with the PBA (Police Benevolent Association). The city is prepared to bargain hard with the union regarding a new contract. The public sector was threatened with privatization and outsourcing and hiring new employees because this has been done many times before (Klingner...
Words: 1056 - Pages: 5
... 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 and employers, recognizing the right of labor to its just share in the fruits of production and the right of enterprises...
Words: 1755 - Pages: 8
...simultaneous gain (Ivancevich & Konopaske, 2013) also known as win-win. Integrative bargaining is the most popular approach of bargaining for the sake of union and management having a good relationship with each other in order to come up with a mutual agreement in which cooperation helps both the union and management. An example of integrative bargaining would be if the union demanded better insurance coverage for its employees, but the company doesn’t want to pay for it because it cuts into profits. Management agrees to improve the coverage as long the union employees agree to increase the percentage they pay into it. It is considered a win-win,...
Words: 491 - Pages: 2
...Negotiation Negotiation Plan Team D (NAC) Walden University Negotiation Plan One of the main challenges in the upcoming negotiations with the USSL is the cultural differences between our countries. In order to overcome this barrier, we have to plan our negotiation approach very careful and detailed. According to Lewicki, Saunders, and Barry (2011), “The dominant force for success in negotiation is in the planning that takes place prior to the dialogue” (Lewicki, Saunders, & Barry, 2011, p. 97). The main issues in the upcoming negotiations are: * Number of vessel used per year * Logistics support during the ocean and ground transportation * Freight cost and terms of payment * Geographic distribution over the Americas and other continents With accordance to the presented issues, the objectives in each negotiation session will be as following. Stage 1: A general agreement on the concept of operations, including reaching of consensus regarding further negotiations. Stage 2: Strategic Objectives. 1. Creation of harmonious relationships, based on the integrity and reliability; 2. Determination of the volume of transportation over the five-year period, including general understanding regarding an obligation per each year; 3. Principal agreement on the financial relations; 4. General agreement regarding potential geographic areas /states...
Words: 931 - Pages: 4
...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
