...Xur731 My Negotiation Experience Throughout this term, we have discussed many tactics and strategies for negotiating. We also learned how to spot a negotiation before we participate. I was lucky enough to have several experiences for negotiating during this term and this is the most influential. I was approached by an acquaintance to join his team and change employment. There was some negotiating for job duties and title, which were negligible. After a discussion with my family, we decided to move forward with the deal. I was contacted by a recruiter to discuss salary and benefits. This is where the fun begins. I was not happy with my current employment, so I was going to take the deal as long as the salary was equivalent to my current pay. My BATNA was to take the job and the recruiter’s was to find another candidate. I did research from several internet sites to find equivalent salary for the same education and experience level as mine which is in the 75th percentile. I also knew that this was a contract job that was equivalent to a GS-11. I currently worked for a staffing firm, so I had insider knowledge of how contracts work and what goes on during salary negotiations. To build my resource pool, I tallied up a score sheet with the new position and my current position. With all the knowledge I could find, I was ready to start. I was confident and certain of the outcome that I wanted. The recruiter was the first to strike at $63,000. I immediately countered with $70...
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...organisational need - whether that be via purchase or Software as a Service; understanding the issues and problems associated with software acquisition and its subsequent implementation; and identifying the causes for human resistance to change and the range of potential solutions which can be used in overcoming this resistance. The unit is suitable for future or practicing consultants, managers; and business and systems analysts. Although students are required to reason abstractly and creatively, there is no specialist prerequisite knowledge required for this unit. Prerequisites KXO222 Unit Weight 12.5% of one academic year Teaching Pattern Lecture: 2 hr/wk Tutorials: 1 hr/wk Unit Content 1. 2. 3. 4. 5. 6. IS contract negotiation and management IS procurement Understanding the business implications of Open Source architectures and solutions ISD approaches and limitations, including agile and adaptive techniques The Build vs. Buy vs. Rent decision Pre-built solutions and hosting (Software-as-a-Service, Platforms-as-a-Service, Infrastructure-as-a-Service, Desktop-as-a-Service, etc. and the Cloud) 7. IS vendor selection and management (identifying requirements and potential products, RFPs and RFIs, product and...
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... the internship with no problem. Towards the end of his time with the company, he was notified that he was a top contender for permanent employment once he graduated. He, received a job offer from RR as well as offers from two other companies within the technological field upon graduation. However he was most interested in RR because they lead the market in technology and sales as well as being named in the top 50 U.S. companies to work for in major business magazine survey (Lewicki, Barry, Saunders, p. 563). He is not completely happy with their job offer and would like to negotiate the terms and conditions of this. The job offer with RR has a suspense date of 1 March 2015. II. Expectations of the situation: I expected the negotiation to go very smoothly due to the establish relationship that Joe Tech had with the company. He had previously worked there for the past two summers with Mr. Leigh Bultema, a product manager for RR’s flagship product division. Mr. Leigh, is a smart, ambitious and talented person who had gotten his start at the company working various positions until landing the above title. They had a great working relationship and he was aware of Joe’s desire to work in the business development department and even expressed that there would be no problem when the time was right. So when I read the offer was for a position in the same department as Mr. Leigh, I...
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...PROGRAM ON NEGOTIATION AT HARVARD LAW SCHOOL AN INTER-UNIVERSITY CONSORTIUM TO IMPROVE THE THEORY AND PRACTICE OF CONFLICT RESOLUTION PARKER – GIBSON TEACHER’S PACKAGE Review Copy Do Not Reproduce P ROGRAM O N N EGOTIATION AT H ARVARD L AW S CHOOL AN INTER-UNIVERSITY CONSORTIUM TO IMPROVE THE THEORY AND PRACTICE OF CONFLICT RESOLUTION PARKER-GIBSON Teaching Notes Parker-Gibson is a two-party, single-issue negotiation for the purchase of a vacant lot. It is a refinement of an earlier simulation, Appleton-Baker. Overview The Parkers and Gibsons are neighbors. A vacant parcel of land, now owned by the Parkers, sits between their two house lots. The vacant parcel is smaller than the minimum required by zoning for a building lot, but potentially has value to abutters for "accessory uses" or simply as a buffer. The Parkers bought the land 15 years ago for $20,000 thinking that they might build a tennis court on it, but never went ahead with this project. The Parkers recently sold their house, but the purchasers are not very interested in buying the extra land. As a result, the Parkers have approached the Gibsons to see if they would like to acquire the parcel. As it happens, there is a large bargaining range in this case. The Parkers are moving out of state and will reluctantly sell the land for $15,000 to the purchaser of their home if the Gibsons aren't interested in buying the lot. Unbeknownst to the sellers, the Gibsons are very interested in purchasing the land...
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...Chain Management | UNIT OUTCOMES COVERED | : | | 1. Explain how the purchasing function contributes to the achievement of an organization’sobjectives 2. Use appropriate information sources and criteria to evaluate and select suppliers 3. Explain how an organization ensures that the regular quantities and quality of goods andservices are purchased 4. Explain the role of the major national and transnational organizations which influenceinternational purchasing. | ASSIGNMENT TYPE | : | Individual | DATE | : | | DUE DATE | : | | DATE SUBMITTED | : | | Final Grade | | GRADING OPPORTUNITIES AVAILABLE: OUTCOMES/GRADE DESCRIPTORS ACHIEVED (please tick when achieved) Outcomes/ Grade Descriptors | P15.1 | P15.2 | P15.3 | P15.4 | P15.5 | P15.6 | | | | | | | | Outcomes/ Grade Descriptors | M1 | M2 | M3 | D1 | D2 | D3 | | | | | | | | Assessor Comments: | | | | | | | | | | | | Assessor: | Signature: | Date:_____/_____/ ___________ | | | | Internal Verifier’s Comments: | | | | | | | | | | | | Internal Verifier: | Signature: | Date:_____/_____/ ___________ | | | | Plagiarism:While research and discussion are an essential part of an assignment, the deliberate copying of someone else’s work or unacknowledged copying from printed or electronic sources is NOT permitted. You may be subject to disciplinary procedure if you do this. You should sign this sheet to show that you comply...
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...Management of Strategic Alliances: Performance Evaluation Where to Link in the Value Chain? • Alliance combining same value-chain activities are to gain efficiencies, merge talents, or share risks • In operations alliances firms combine manufacturing activities to reach economies of scale • Operations/marketing alliances provide access to markets Identification of the links in VC forms the basis for performance of the SA Negotiation & Performance • The formal agreement is not as important as the ability of managers to get along • Negotiation issues • equity contributions • management structure • “prenuptial” agreements Selected Questions for a StrategicAlliance Agreement Design & Performance • Depends on the type of alliance chosen • Informal CAs often have no formal design issues • Formal CAs may require separate organization unit housed in one company • JV—Parent companies set up separate legal entity Decision-making Control • Two areas need to be considered: • Operational decisions (focus on day to day running) • Strategic decisions (focus on long term survival) • Majority ownership does not necessarily control • In JVs, strategic decision making takes place at the level of JV’s board of directors or top management. Management Structures • Dominant parent: controls or dominates strategic and operating decision making • Often has majority ownership • Treats the JV as wholly owned subsidiary • Shared management: both parent companies contribute approximately...
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...human resources are managed and of the employability and personal skills required of personnel in an organisation. Learners will gain an understanding of the purpose of managing resources effectively, not only in relation to human resources but also in terms of physical and technological resources. Learners will also gain an understanding of how an organisation can gain access to sources of finance, both internally and externally and be able to interpret financial statements. There are clear links between this unit and many of the other units; it serves as a useful introduction to areas that may be covered in depth in further units. www.ocr.org.uk 2 Business Resources Level 3 Unit 30 ASSESSMENT AND GRADING CRITERIA Learning Outcome (LO) Pass The assessment criteria are the pass requirements for this unit. Merit To achieve a merit the evidence must show that, in addition to the pass criteria, the learner is able to: M1 analyse the recruitment documentation of a selected organisation Distinction To achieve a distinction the evidence must show that, in addition to the pass and merit criteria, the learner is able to: The learner will: 1 Know how human resources are managed The learner can: P1 describe the recruitment documentation used in a selected organisation P2 describe the main employability and personal and communication skills required when applying for a specific job...
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...Negotiation Skills Lecture (1): Conflicts Management Dr. Ola Elgeuoshy For any organization to perform effectively, interdependent individuals and groups must establish working relationships across organizational boundaries, between individuals, and among groups. Such interdependence may foster either cooperation or conflict. CONFLICT Conflict: “involves incompatible behaviors; one person interfering, disrupting, or in some other way making another’s actions less effective.” Two Faces of Conflict: Competitive conflict • parties pursue directly opposite goals and mistrust and don’t believe each other. (Win-lose) Cooperative conflict • parties pursue cooperative goals and trust and rely on each other. (Win-win) Competitive Versus Cooperative Conflict Source (right figure): Reprinted from Learning to Manage Conflict: Getting People to Work Together Productively by Dean Tjosvold. Copyright © 1993 by Dean Tjosvold. First published by Lexington Books. All rights reserved. All correspondence should be sent to Lexington Books, 4720 Boston Way, Lanham, Md. 20706. Conflict Issues Conflict. • A disagreement between people on: • • Substantive issues regarding goals and tasks, allocation of resources, distribution of rewards, policies and procedures, and job assignments. Emotional issues arising from feelings of anger, distrust, dislike, fear, and resentment, as well as personality clashes. • Conflict that is well managed...
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...expectancy theory might apply…where was the break-down…get specific – Missing obvious chance to apply concepts: “We had ten people all going in different directions” – Goal alignment – Vague or general terms: “We had a problem with communications” how and why was this a problem…did it effect motivation by breaking a link from expectancy theory or unbalance inputs and outputs. © James Berry 2013 3 Negotiations The Basics Dr. James Berry Lecturer University College London james.berry@ucl.ac.uk © James Berry 2013 4 Negotiation Skills © James Berry 2013 5 Objectives • • • • Briefly review what negotiation is Highlight why it might be important Review your BioPharm/Seltek negotiations Key things to know (BATNA, Reservation Price, ZOPA, Target Price) • Negotiate Case: Recruit © James Berry 2013 6 Negotiation is… • The process where two or more parties decide what each will give and take in the context of their relationship . . . © James Berry 2013 7 Negotiation is… • A bargaining and influence process designed to reach agreement about a decision or outcome • A core leadership and management competency • Most people are not effective negotiators – Over 80% of corporate execs and CEOs leave money on the table – Even effective negotiators have skills that can be sharpened and bad habits that can be broken © James Berry 2013 8 Matters...
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...Negotiation Closing Deals, Settling Disputes, and Making Team Decisions David S. Hames University of Nevada, Las Vegas @>SAGE Los Angeles | London | New Delhi Singapore | Washington DC • •-*» •• • i ' w ' t * • * 5s" i- . •> - • • y . » " •• is • Acknowledgments Preface PART I: THE FUNDAMENTALS 1 The Nature of Negotiation: What It Is and Why It Matters Intended Benefits of This Chapter The Essence of Negotiation What Is Negotiation? 5 6 6 When Do People Negotiate? Technology 6 4 3 xvii xix 1 3 Why Has Negotiation Become a More Important Skill? The Workplace 7 8 9 10 11 How People Negotiate: The Dual Concerns Model The Pros and Cons of Negotiating The Shadow Negotiation 10 What Does a Negotiation Look Like? Conclusion and Implications for Practice READING 1.1 - ONLINE DISPUTE RESOLUTION: DO YOU KNOW WHERE YOUR CHILDREN ARE?, 8Y DAVID A . LARSON 1 3 19 READING 1.2 - BALANCING ACT: HOW TO MANAGE NEGOTIATION TENSIONS, BY SUSAN HACKLEY Preparation: Building the Foundation for Negotiating Intended Benefits of This Chapter The Essence of Preparation 23 23 23 The Preparation Process, or How to Make I t All Happen Strategic Planning: Establishing the Framework Defining the Situation Setting Goals 29 30 25 25 25 Determining Your Strategy Strategy Implementation: Operationalizing the Plan 30 The Component Parts of the Situation 30 Best Alternative to a Negotiated Agreement (BATNA) Reservation Prices or...
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...delineate the purpose of the research into the variables that affect the problem, propose a hypothesis and its research conduction, and briefly discuss the remaining steps in the research process the team will follow to complete the final project. Purpose of the Research According to Sekaran (2003), knowing the purpose of the research being conducted is the first step to understanding and defining the problem and reaching a hypothesis. Articles of clothing are usually priced for the quality of the material, the amount of material being used, and the perhaps the brand of the maker. However, this common-sense rule does not apply in real estate all of the time. The real estate market has always been an intricate web of real estate agents, negotiations, and many confusing rules. Buyers may wonder why a one-bedroom apartment by the beach is more expensive than a four-bedroom house in the city; therefore the purpose of this research is to determine how the real estate market designates family home prices. By studying and deciphering the research such as square footage, upgrades, amenities, prices, and location can lead individuals to find a pattern on how homes are priced. Finding a pattern may lead...
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...Development record NAME: James Markerera COVERING THE PERIOD FROM: September MEMBERSHIP NUMBER: TO: 54354341 August This record sheet is for your guidance only – you may present your development record in any other format. Key dates What did you do? Why? September Attended the Diploma in HRM course lecture on the relationship and perceptions between the Line Manager and HR. I’m studying the CIPD qualification to increase my knowledge of HR. November Went to a lecture on employment legislation. I’m studying the CIPD qualification to increase my knowledge of HR. January Attended the Diploma in HRM course. This week the lecture was on contractors. I’m studying the CIPD qualification to increase my knowledge of HR. August Attended a lecture on performance management. I’m studying the CIPD qualification to increase my knowledge of HR. What did you learn from this? Discussed the perception of Line Managers towards HR; how this can be improved through a greater understanding of HR objectives; and potential methods to measure the value of HR. This week the new regulations for fixed term employees were discussed, specifically regarding the ‘need’ (obligation) to offer them any full time role that is available. In order to improve contracts with external suppliers you should review successful external contracts and apply to future contract agreements. I learnt about the importance for management and employee appraisal training. How this provides a greater understanding...
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...IIBM INSTITUTE OF BUSINESS MANAGEMENT Answer Sheet Business Communication Rahul Sancheti 14/07/2015 The Detailed study Of The Business Communication has Been Submitted To The IIBM Institute Of Business Management Answer Sheet Business Communication Section A: Objective Type & Short Questions Part one: Multiple choice: 1. __________is an essential function of Business Organizations: a. Information b. Communication c. Power d. None of the above Ans:B 2. Physiological Barriers of listening are: a. Hearing impairment b. Physical conditions c. Prejudices d. All of the above Ans:A 3. Which presentation tend to make you speak more quickly than usual: a. Electronic b. Oral c. Both „a‟ and „b‟ d. None of the above Ans:B 4. What is the main function of Business Communication: a. Sincerity b. Positive language c. Persuasion d. Ethical standard Ans:C 5. The responsibilities of the office manager in a firm that produces electronics spares is: a. Everything in the office runs efficiently b. Furniture and other equipment in the office is adequate c. Processing all the incoming official mail and responding to some d. All of the above Ans:D 6. Labov‟s Storytelling Model based on: a. Communication through speech b. Language learning c. Group Discussions d. None of the above Ans:A 7. Diagonal Communication is basically the: a. Communication across boundaries b. Communication between the CEO and the managers ...
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...struggle. In short, students will practice perspective-taking, and be better able to put themselves in other people’s shoes. 4. Students will learn to recognize conflicting values within themselves, and to balance and prioritize their needs, goals, and desires. In General: 1. It’s difficult to pull values out of the air when evaluating a situation. There are a lot of them, and they can mean very different things to different people. I regularly use list of values and anti-values to help with the recognition process. (Even after using this list often, I still have a hard time generating more than five or six values off the top of my head.) The list is by no means meant to be exhaustive. I place it on the back of related assignment sheets, and I like to have the list very visible on the wall of the classroom. (Jonathan Haidt’s The...
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...4 2.4. Stock analysis 4 2.5. Competitors 5 2.6. Industry and Economic Trends Analysis 6 3. SWOT Analysis 7 4. Valuation 11 4.1. Weighted Average Cost of Capital 11 4.1.1. Re: Cost of Equity 12 4.1.2. Rd * (1-Tc): Cost of Debt 14 4.2. Pro Forma Forecasting 16 4.3. Discounted Cash Flow Valuation 19 4.4 Earning Valuation 21 4.5 Relative P/E Ratio Model 23 4.6 Synergy 26 5. Outcome and process of negotiations 28 6. References 30 7. Appendices 31 Executive Summary The purpose of this paper is to evaluate and negotiate an acquisition of Jos. A Bank by Men’s Wearhouse. The first step of this process is to use fundamental analysis to value the equity per share value of Jos. A Bank. The second step is to value the synergy between Men’s Wearhouse and Jos. A Bank to estimate the value that would be added to Men’s Wearhouse if they were to acquire Jos. A Bank. Lastly, the paper will address the process of the negotiation with Jos. A Bank management for the proposed acquisition and the ultimate outcome of the process. The North American Industry Classification System (NAICS) classifies Men’s Wearhouse as a clothing and clothing accessories store and this subsector of the retail industry has approximately 2.5 million employees. The firm was founded by George Zimmer in 1973 in Houston, Texas. Since then the company has grown to 900 stores nationally and continues to expand on internet retail as well. As part of this aggressive...
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