...Negotiations Final Paper Professor Seth M. Kaplowitz January 24, 2014 Last fall, my wife and I put our home up for sale. Our motivation was simple, with the money we would get from the sale of our home we could pay off all our debt and have plenty of money left over to invest, eventually saving enough to buy a bigger home. Emboldened by the allure of liquidity I listed our home for sale and waited for the offers. Indeed the offers did come in, in fact over the next few months we were in and out of escrow three times. Undeterred we listed our home for a fourth and mutually agreed final time. We agreed our Best Alternative to a Negotiated Settlement (BATNA) was staying in the home and not planning to buy a bigger house. Our reservation point was set as a sales price of $440,000 which we calculated as the amount of money we needed to pay off our mortgage, all other debts, and provide enough seed money for our new investment fund. Two days after relisting our home we received an offer for $445,000 which we accepted. Prior to accepting the offer I received a call from the buyer’s agent, named Rong, inquiring as to why the property had been in and out of escrow three times. I explained our past experiences with buyers getting cold feet and backing out of escrow. I also expressed my reluctance to accept any additional offers without assurances the prospective buyers were serious. Rong assured me her buyers were serious. In an effort to provide these assurances...
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...Assignment 2 - Personal Negotiation Analysis NAME: Siddharth Surana CLASS: Monday Class Date: 10/31/11 FACTUAL NEGOTIATION BACKGROUND The deal that I will be talking about is a series of negotiations that took place on behalf of my company, represented by me, and an external customer (Sam), who is a multinational corporation dealing with minerals. My company (Jose) is a minerals manufacturing company. Sam used to purchase one of their 2 Raw materials from us and the other material was outsourced from the UK. This deal is about us setting up a new unit, in India, solely manufacturing the second raw material that Sam imported. As this product was really expensive for Sam to import, they were also eagerly looking for partners to manufacture this high quality product in India. This was a win – win situation for both the companies, as for us, Jose, we were getting the chance to increase our product line and revenues and for the, Sam, to reduce their cost of raw materials drastically. This would be a very important deal for Sam as the industry was getting really competitive with a lot many companies selling similar products at a cheaper price. Sam completely trusted our company with quality as we have been dealing from 2 decades now. The issues that we have been considering and talking about are as follows: 1. The initial investment is very high, as new set of machinery has to be ordered. 2. The land is required with a lot of permissions from the government....
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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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...Negotiation Challenges and Objective Paper The negotiation challenge I currently faced was my contract renewal last month. I am the youngest pharmacist in the hospital I am working in and I enjoy working there as I have a very good relationship with my colleagues and my boss, who was the obstetrician who helped deliver me to this world. Moreover, I live very close to the hospital, just one street away from it, so it would be ideal for me to continue my career at this hospital. Things were all good until last month, which was the last month before my contract ended, I still had not been asked to negotiate the contract renewal and I started to feel unsettled. So I started to get my resume out to the market and got myself a job offer from another hospital, with a 50% increase in salary, though a lot far away from the hospital I was in. After getting this offer, I heard from my colleague who was in the management team of the pharmacy department that my boss was going to offer me a contract with 20% increase in salary. In no surprise, my boss invited me to have a meeting with him to talk about my contract renewal that day. Since I was at the stage of considering marriage with my girlfriend who had been with me for 6 years, I needed the money to buy a flat for us so my goal was to get a 50% increase in salary at the hospital I was working in. After greeting and stating the purpose of this meeting was to negotiate the contract renewal, we discussed about how the hospital could help...
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...Commmunication and Personality in Negotiations In this essay the writer will share an experience in which negotiating was a factor to obtain a reduced price in the purchase of a new vehicle. The writer will discuss the communication style used to negotiate. The writer will share the personality used for the successful negotiation of a reduced price. Last, the writer will share how the communication style and personality trait contributed to the negotiation of the purchase of a Ford Escape 2010. Situation In July 2008 I purchased a new Ford Escape from Perry Ford. Just two years later the transmission broke. I took the vehicle to Perry Ford to have it assessed and was told the transmission needed to be replaced. At the time, the vehicle was only two year’s old I was very upset because a new vehicle is not supposed to break down this soon. I realized that I did not have the four thousand dollars to replace the transmission therefore I had to negotiate with the sales team to sell me a new vehicle at a reduce price. Communication Before I began to discuss the possibility of purchasing a new vehicle I expressed my concern about a new vehicle breaking down in two years. I believed I had received a lemon and thus discussed the possibility of talking to a lawyer. I was setting the stage to request a big discount on a new vehicle that I should not have been in position to purchase at that time because my vehicle was only two years old. I also emphasized the financial...
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...Miami School District Negotiation The Miami School District is negotiating on redrawing the school boundaries for the upcoming year because of an unexpected increase in enrollment. The following reasons are what affect the issue on redrawing the boundaries in which affect the parents, children, and the community. The reasons are quality of education, increase travel time, crossing economic and cultural boundaries, effect on property values, and social effects on children. The plan essential to meet the needs and wants of both parties in negotiation will address or meet what is important. Stakeholders Stakeholders are the individuals who are essential in which the redrawing will affect. The stakeholders who affect or have an issue with redrawing the school boundaries are the children attending or want to attend the school district. The parents with who attend the school district and the employees who works for the school district. The communities around the areas of the schools that are affected from the district that needs to be redrawn. Even though the issues from these parties are important the school boards needs to create a win-win strategy. Negotiation Strategy The negotiation strategy in which the school board need to create is needs to meet both the concerns for the stakeholders and their own party. Without addressing both parties the redrawing of boundaries can create a win-lose situation in which can affect the school board in the end...
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...Miami School District Negotiation Paper Janice Horton MGT/445 September 3, 2012 Natalie Roll Introduction For the upcoming year, Miami School District has announced that they will be changing the school boundaries due to the increases in enrollment that was unexpected. The school plans on coming up with a solution that will even out the classrooms and rezone some school district areas. Parents acknowledge their concern with the rezoning boundaries because that will mean their children may have to go to another school. They took their concerns to the school board and the school board told them that they will come up with a plan and decide on a negotiation strategy to address everyone’s concerns. In this paper, I will discuss the negotiation strategy, the stakeholder’s concerns, and explain how ethics and culture affect my decision. Stakeholders To form an effective negotiation strategy, we must first identify all the stakeholders. The stakeholders that are involved in this negotiation strategy are the school board members, parents, and the students. The school board members are affected by the decision because they must even out the classrooms and make sure each school is not overcrowded. The parents concern about the changes because it may increase their travel time if they have to take their children to a different school, their property value may go up and the social effects on their children may be disturbed. The students’ affect on the decision...
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...Negotiation Paper In the realm of argumentation and debate many debaters negotiate their point of views in front of people all the time. Debates are basically distributive bargaining situations where debaters utilize selective presentation to try and win their arguments. This paper will define what a distributive bargaining situation is and secondly, this written discourse will define the technique of selective presentation. Furthermore, this paper will also discuss the definition of power, and the role power plays in negotiation. To elaborate on distributive bargaining situations and the use of selective presentation, I will use two arguments from a debate between James Carville, Jr., a liberal political commentator and professor at Tulane University, and S.E. Cupp, a republican political commentator, writer, and Ivey League socialite. The arguments originally specified by the republican commentator S.E. Cupp, stated “President Obama did not received the same microscope treatment that President Bush received from the media, congress, and the Senate;” and “raising taxes will not create more jobs, cutting taxes will create more jobs because businesses are job creators.” These two arguments will be used to show how selective presentation is applied in intellectual distributive bargaining situations. Before I jump into the overall essence of this paper I would like to emphasize the race factors that come with the first argument that will be analyzed. Secondly, I...
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...For fourteen years I have worked with elementary students affected by poverty, homelessness, immigration, foster care, racism, abuse, physical and mental disabilities, and a variety of diagnosis, including PTSD. I meet with parents unfamiliar with American culture (even if their children are familiar), parents with felonies and addictions, illiterate parents and too often parents who are very young, my youngest mom being 18 when her four year old started school. Generational and immigrational poverty and its lack of resources necessitate my language instruction to be direct. Explicit instruction in the area of emotional language-how they feel and why, is essential for struggling students to manage relationships. Conflict negotiation and resolution...
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...Employee Relations | Submitted to: | Dr. Kasey | Submitted by: | | Date of Submission: 4/27/13 Title of Assignment: Negotiation Plan CERTIFICATION OF AUTHORSHIP: I certify that I am the author of this paper and that any assistance I received in its preparation is fully acknowledged and disclosed in the paper. I have also cited any sources from which I used data, ideas or words, either quoted directly or paraphrased. I also certify that this paper was prepared by me specifically for this course. Student's Signature: Yurier Sanz ***************************************************************** Instructor's Grade on Assignment: Instructor's Comments: Developing a Negotiation Plan is key to the success of a bargaining unit. This shows those who you will be negotiating against that you are well prepared to argue your side. When developing a negotiation plan, the content may vary, however, it should include information like: * Background of contract and negotiation situations * Should include major and minor negotiation issues that will be addressed * Negotiation priorities and the union’s position on key issues * This should also include the negotiation approach for the union. All parties that will be involved with the negotiations should review the plan. This will ensure that all parties are well aware of the negotiation plan that will be used. We should: * Present the plan to the team members clearly * Encourage all those participating...
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...http://www.solutionlibrary.com/business/management/miami-school-negotiations-paper_8g1f Miami School District Negotiation Paper Miami School District Negotiation Paper The Miami school district has announced that in the upcoming year, school boundaries will be redrawn due to unexpected increases in enrollment. The school board has created a plan for the students as the school is not large enough to accommodate each and every one of them. They have hired experts to redraw school boundaries to be submitted for the following year. Upsetting many students as they will not be able to stay at their present school, several parents have voiced opinions based upon the school district proposed plan. Most of the parents are concerned about the quality of education their children will receive, increased travel time, crossing economic and cultural boundaries, affect on property values, and social effects on children. With the following reasons against the proposed plan, I will address all of the stakeholders and their concerns. This paper will also discuss a developed plan to address stakeholders’ concerns as well as the negotiation strategy used to support the school board’s need to redraw the boundaries with the concerns of the stakeholders. Lastly, the paper will explain how ethics and culture affect the decisions. There are many stakeholders in this situation with the students being redrawn from their current school. The students, school officials, staff, teachers, school district,...
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...2014-19-E-858 | Oluwole Adeoti | WELL DONE MADAM | NEGOTIATION TERM PAPER | WELL DONE MADAM | NEGOTIATION TERM PAPER | TABLE OF CONTENTS Page Intro Strategy and Tactics employed by Mrs. B ………………………………… 3 Negotiation Strategy …………………………………………………………….. 5 Types of Negotiation Strategy …………………………………………………… 5 Negotiation Tactics …………………………………………………………….. 5 Types of Negotiation tactics …………………………………………………… 6 Conclusion Reference Introduction Negotiation is a means through which differences are being settled. This usually involves communication between two or more people, parties who intend to reach a mutual beneficial outcome, have points of difference to resolve, trying to gain advantage for an individual or a group or get an outcome that will satisfy various interest. Through negotiation, compromise or agreement is been reached while avoiding argument and dispute and it is aimed to achieve most favorable result for the position that that the negotiator stands for. The case well done Madam is centered on negotiation between the protagonists Mrs B and the Airport police, how she used her negotiation skill to secure the release of her driver and the company car without been booked and paying the appropriately charges. Monday, Mrs B driver had wrongfully parked at the Airport entrance against his boss wish and was arrested for illegal parking by the Airport police. Mrs B noticing this from distance used negotiation process and tactical maneuvering to gain advantage...
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...you'd prefer to walk; if it's a dollar higher, you'd do the deal. If you're the buyer, it's the maximum price you'd pay, and you'd be indifferent to doing the deal at that price point. Again, if it's a dollar higher, you walk; if a dollar lower, you'd take the deal. ZOPA (ZONE OF POSSIBLE AGREEMENT) = When the parties are "in the same ballpark" with respect to terms and pricing. Final Assignment We're going to analyze a real, albeit slightly older, deal here from the perspective of the main players (and there are several). Hopefully those players (at least their companies) and the property is familiar to you; this deal negotiation took place in 2001. The case in question is on the Harvard Business School Press site; access it (at a cost of $3.95) using this link. Here are the topics I want you to address in your analysis of this deal negotiation; I'm going to introduce into our work here a couple of new-ish concepts (although they were touched on in Getting to Yes) that I want you to explore on your own. I will include a definition for them in RESOURCES, but make sure you understand what they mean before you attempt to address. So here are the...
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...China: Business Do’s and Don’ts Introduction In business, knowing traditions and customs of host countries is paramount when beginning or carrying out negotiations. I find one of our most consistent and influential competitors and business allies to be China. China has for many years been a major contributor in the role of technology. Chinese technology and manufacturers are a huge part of the international trading system in America. In this paper I will discuss cultural differences, negotiation tactics, traditional and non-traditional customs, and attempt to explain effective methods of communication in the business sector of Chinese culture. I will begin by comparing and contrasting the cultures of China and America, and continue, by implementing ideas for effective communication and ways of successfully conducting business with China. China has recently had an economic spike, and was reported in an article in the Huffington Post as doing better now than ever before: “China is still faced with many daunting challenges ranging from corruption to regional income gaps and environmental degradation. But China is indeed better than at any time in its modern history. The country is now the world's largest laboratory for economic, social and political experimentation. There is every reason to believe that China, which has a continuously adaptive political system, will reach its objective of becoming the world's largest economy in a decade's time -- with all the implications...
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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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