...Exercise 1: HEIRS TO AN ESTATE Skill 2-1: Recognize that before next week’s meeting, preparation is critical to success, and usually includes identifying all tangible and intangible issues that will be of interest to all parties, and then prioritizing those issues, making sure to 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...
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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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...Running Head: NEGOTIATION STRATEGY ARTICLE ANALYSIS Negotiation Strategy Article Analysis Tony Robinson University of Phoenix MGT 445 August 15, 2012 Negotiation Strategy Article Analysis Introduction One experiences the act of negotiating at least once in a lifetime. It happens even in the smallest form of determining what is for dinner and can be as large as buying a home. The importance of understanding negotiation strategies will affect ones competitiveness within the market. Negotiations are made anywhere at any time for the most minute reasons. A negotiation strategy evaluates and analyzes two articles dealing with negotiating. The negotiating strategy also compares and contrast the strategies utilized and how those strategies can be apply within a work environment and the levels of its effectiveness. Article One The title of the first article is “Selling Water for China.” This article documents the actions of Acqua International. Aqua International is a company that sells drinkable water and is seeking to gain higher investments in China and wants to be the leading drinkable water supply in the Chinese market. In preparations of becoming the leading drinkable water supplier, Acqua International has to resolve some standing issues and negotiations. These issues include establishing water rates, consumer demands, annual water prices in regard to foreign exchanges, and revising the structure of the company. Determining water charges are inclusive on the last...
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...will first show how an effective use of language and persuasion, and a good awareness of ethical considerations can contribute to a successful negotiation process by breaking deadlock and achieving a win-win situation. To lead a good business negotiation, there are five key points that one should go through: preparing the negotiation, rehearsing the negotiation, describing our statement and position, making propositions and offers, bargaining and the weight of culture in the negotiation process. The process of negotiation itself requires preparations. If one negotiates in an offhand attitude, then one will never be able to optimize ones efficiency. More the negotiation is important and more it requires preparation. If one does not prepare correctly and efficiently, and if the other part did it well, one will enter in a position of inferiority. One will appear weak and non-professional. The lack of preparation will nearly always cost money. Preparing the negotiation Oral communication, such as discussions and conversations belong (most of the time) to improvisation. Negotiation, which is a particular form of oral communication, also seems to belong to improvisation. But by just reducing it to a simple improvisation, it is underestimating the power of words and language. Negotiation always requires a minimum of preparation. By preparing or building your knowledge (make researches about the products, company mottos and corporate values…), you avoid absurd mistakes...
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...Background With my wife, we decided in October to buy a (used) 2nd car for the family. She actually already owns a small 7 years old city-car, with an overall quite good condition both in terms of mechanic and automotive, but since she takes our children to school every day through some country roads, we just wanted to be reasonably confident that nothing could happen about the car engine. 1. Preparation of the negotiation We (my wife and I) started to prepare the negotiation from one main assumption: knowledge is truly power. Since normally in the car buying system the car salesman has the most information, we decided first of all to gather all the information we could in terms of price, facilities, characteristics etc. about the car she would have loved to buy. We took all these info’s going to one official dealer in town, plus other non-official mono-brand dealers selling the same car. Only after having all the above information, we would have gone to one specific dealer that we knew had the (used) car we wanted. Before starting any negotiation, we tried to figure out what could be the dealer’s target or, better, we prepared three MESO’s based upon some considerations and insights about how the dealers make money, that is: 1. They can make money selling the (used) car for more than what they paid to buy it. 2. They can (also) make money on the back end, selling “additional services ” like financing, extended warranties, and dealer add-ons like rustproofing...
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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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...Marie S. Hemsley Contract Negotiations Mon-Wed. 7-8:20pm Chapter 6 – Section VIII NEGOTIATIONS Negotiating government contracts and modifications is an art, a science, and an acquired skill. In order to acquire the skill, the negotiator must have a firm knowledge of the basic rules of government contract law and appropriate contract procedures. A successful negotiation depends on communication, price demands, and complete preparation. Negotiation without adequate preparation invites failure and is, in fact, a breach of the negotiator's obligation to oneself, the government, and to the public trust. Adequate preparation enables the negotiator to negotiate with strength to take and hold the initiative throughout the negotiation conference and to meet any challenge with confidence. It is emphasized that lack of preparation for negotiations places the government in a position of distinct disadvantage. The discussion contained in this chapter is based on the assumption that negotiation after receipt of proposals is considered necessary. That is, for any situation where adequate price completion has not been assured via competitive bids, technical requirements, or proposals taken with the view of an award based upon the lowest reasonable price. VII. Negotiation Exchange with offerors after establishment of the competitive range. Negotiation are exchanges, in either a competitive or sole source environment, between the Government and offerors, that are undertaken with the...
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... She is the chief negotiator for adjunct faculty here on campus, and has been so since the beginning of this group. Michele faces a rather unique situation here at SIUE because part and full time faculty members are all part of one union. Also, the union for adjunct faculty is not mandatory, therefore whether you paid dues or not, you would still receive the same benefits as those who are unionized. In our interview, we got to gain insights into Michele’s thought processes she uses while getting ready for a negotiation. Michele’s explained to us some of her background in negotiations, as well some major methods she uses. These methods discussed were; preparation, relationships, opening and closings, and also many other words of wisdom that she provided us with. After talking with Michele, I could definitely see how passionate she is in negotiating and how applying that in one’s own job can make you great at what you do. One major factor of importance is preparation. She explained how you not only have to know yourself and what things you want, but you also need to know the person across the table from you (PowerPoint April 6th am). Michele represented the adjunct faculty so the way she got to know her people and their various needs was to send out surveys and emails to each of them. In these forms of communication her hopes were to find out what needs were important to them. Gathering this information allows her to form her sides BATNA, aspiration levels, and also key...
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...A Reflection on : A Business Negotiation between Riggs and Vericomp By Rudolf Kennedy Khyriem [17937261] Business Marketing M.Enjeti This paper is going to inspect my own behaviour and present awareness, and demonstrates a reflection of my individual part with this experience. Before I emphasise or talk about my individual performance, I would like to explain and summarise the whole experience and situation. Before the actual preparation I had learnt that there are three stages of negotiation. 1) Build up criteria. Figure out precisely what the other team anticipate that we will do. Figure out what they need. Tell the other team what we are willing to do. 2) Acquire information about the other team. Never assume. 3) Reach a tradeoff that is satisfactory to both parties. Before the Negotiation we had a thorough plan to discuss and analyse the deal between Riggs and Vericomp. We did our research and prepare for the coming negotiation. Research and preparation is crucial in this matter as without proper preparation either team could lose track of the goal and end up making bad decisions or deals that might jeopardise the negotiation. This is a Negotiation not a contest where the best team wins. We were hoping to make a deal with Vericomp in such a manner that both parties come out of this deal satisfied. We were not going to swindle the other party over neither were we prepared to lose our goals. In order to prepare and be ready for any outcomes, I developed a clear...
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...EXECUTIVE SUMMARY Negotiation skill is an act of coming together to agree on common goals, negotiation take place in everyday activities of my life, the better I understand the more I have advantage of the usage. In every household and corporate world especially mine, negotiation often bring peace and understanding between me, my wife and my kids also with my business associate. I now see negotiation as a win-win game that sees every party valuable. Create value, claim value and build relationship is the core objective of a good Negotiation skill. Although in reservation my Best alternative to negotiation agreement (BATNA) should be cleared and improved also reservation point should be stated in personal agenda. In all Negotiation is the best knowledge someone can have that universally create positive impact in all area of life if apply accordingly. Its safe cost, build relationship expand connection and sees as a trait of any potential leaders. STRENGTHS BEFORE THE WORKSHOP Negotiation is an inbuilt, the ability to understand, clarify and use for an effective and efficiency result is a subject of proper coaching on methodology that will lead to integrative agreements. I remember when I was having my first student survival job as a marketer with one of the Sport outfit back home, how I was able to convince a customer that wearing US shoe size 10 to buy US shoe size11.Then I was wondering how come the customer was happy and accept my option. Now I knew that I leverage...
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...INBA6110 – NEGOTIATING SKILLS The seat belts in school buses controversy Table of Contents Executive Summary 3 Introduction 4 Problem Statement 4 Analysis of the Negotiation 5 Recommendations and conclusion 5 Bibliography 7 Appendices 8 Simulation Case i Organizational Chart / members of the team ii Opening Letter iii Dates / # of Post made during negotions via CHSB iv Executive Summary The paper discusses the process of the negotiation between the Public Transport Authority and the Mosquito Mums. A negotiation where both parties had defined objectives focused on the seat belts controversy. The study also speaks about the constraints that arise during the negotiation. Both parties presented their proposal however the negotiation reached to no consensus agreement. Furthermore, both groups presented strong factual points but the PTA thinks that the Mosquito Mums still did not raised a strong reason for the petition. In addition, the study discussed about the importance of following the 7 phases in negotiation. Introduction Negotiation is defined as a process by which two or more parties attempt to resolve their opposing interest[1]. The interest in this case was provided as a simulation exercise that occurred during the period October 17th to 23rd 2014 on the conflict of needs - “The...
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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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...Pacific Oil Company Gene Arnold Negotiation Strategy Oklahoma Wesleyan University Pacific Oil Company The Pacific Oil Company went into negotiations with Reliant Manufacturing, and its goal was to sign a new long-term agreement. Pacific assumed that the new contract would be signed with no major obstacles, and that the principal point of negotiation would be price. Jean Fontaine, who is the marketing vice president for Pacific, went into a negotiation process with Reliant. Fontaine started the process three years before Reliant Manufacturing’s current contract was up, hoping to best his competition by offering Reliant a lower price and getting them to agree to a five year contract extension. Fontaine did not adequately research his client’s needs or sufficiently project the outcome of these negotiations. Due to this error Pacific was not prepared to address the concerns and requests that Reliant brought up during the negotiation. Both parties wished to renew the contract in a timely manner, but Fontaine slowed down the negotiations because he did not have a complete negotiation strategy that included a contingency plan or best alternatives. The negotiators for Pacific were not prepared for all the changes that Reliant would ask for at each meeting, and they had no power to make any key decisions to settle the negotiations. Reliant’s negotiators used Pacific’s lack of preparation to negotiate a far better contract. (Lewicki, Saunders, Minton, & Barry, 2015). Analysis ...
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...Successful negotiation requires compromise from both sides. Both parties should gain certain things, and both parties should lose something. You must be prepared to give up something in which you believe you are entitled. You cannot expect to defeat your opponent or "win" a negotiation via either the energy of your negotiating proficiencies or the forcing coerce of your logic. This is not to say that good negotiating skill is irrelevant. In majority cases, a range of possible results exists. Probably the most critical characteristic of world class negotiators is their ability to understand what it is that all parties to the negotiation want. The ability to see past the 'demands' of your counterparties and really understanding why it is that they are negotiating with you is an essential element that will help you to understand what common ground exists between parties. As we know, negotiation must not be mixed up with persuasion and identifying a winner. Negotiation is finding a solution which is acceptable to all sides involved. Therefore all these skills are essential to successfully negotiate towards a win-win situation for all parties involved. Continuously develop your skills. Not unlike world class performers in professional sport, world class negotiators spend significant time analyzing the way that they negotiate - particularly under pressure. It is only once you have built an understanding of your own weaknesses & strengths that you can implement measures to improve...
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...International Negotiation – Session 1 Brainstorm on Negotiation: * Communication * Compromise * Stress * Time * Outcome (the problem with it is that it’s difficult to predict.) * Expectations * Conditions * Terms * Culture * Threats * Promise * Context * Bribery * Convincing * Cooperation * Gender * Actors * Gender * Competition * Listening * Understanding * Trust * Preparation * Relationship * Short-term * Long-term * Debate * Stakes (en jeux) * Expertise * Power * Patience * Confidence * Flexibily * Credibility * Capacity to find solutions * Sensibility Negotiation defined = negotiation’ is a joint decision making process through which the parties accommodate their conflicting interest into a mutually acceptable settlement. Problem #1: joint decision-making process. Is not uni-natural, not you in your own, its you and your counter parts. Problem #2: conflicting interest: do we need a conflict when negotiating. We need a conflicting interest for a negotiating process. Sometimes people bring more conflicting issue into the table than the one in account. The problem with the interest is the evaluation with the interest; people will consider the conflict with getting out of it what they need. Your interests are different form the counter parts’. Problem #3: mutually acceptable settlement: what is the better possible...
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