...Student Name: Ouyang Jizhi Student ID: 25041568 Tutorial Time: 8am-10am Friday Tutor: Steve Perryman Reflective Essay on Negotiation During this tutorial we were asked to have a role play activity on negotiation which include three different characters: a manager (Dale Williams) and two subordinates (Pat Taylor and Chris Johnson), in which I was assigned to act as Pat Taylor, an experienced technical personnel in a medium-size company. From this role play I gained a deeper understanding of my preference of influence skills as well as a clearer vision of what I can do to improve them and apply them into practice on daily basis. Natural preferences for influencing tactics In the first role play my preference of tactics tend to be focusing on pressure and emotional appeal in that I did not really have enough time to prepare for the reasoning. When the manager Dale Williams mentioned the accident happened before which result in the new rigid policy of wearing safety glasses I failed to figure out how to refute except using the emotional skills such as pleading and flattery. When these moves turned in vain I changed my strategy into pressure. I cited that I was the most respected person in my team and I knew better in safety than anyone else in this firm. However I am aware that this statement is untenable and without support, which makes me even more passive in this situation. Afterward the manager Dale Williams finally begin to use the legitimized...
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...Negotiation Strategy and Tactics Tutorial Prepare responses to the questions below after viewing the Negotiation Strategy and Tactics Tutorial in this week's lecture. In drafting your answers to the questions, make sure that you apply course concepts in your answers. Part A: What are the objectives of both parties in the exchanges? Marilyn and Len are both looking out for their teams, and protecting their own best interests. Marilyn’s objective is to get Len to turnover five billion dollars worth of viable accounts. Len’s objective is to get Marilyn to accept the accounts he has chosen to give her, so that his team won’t incur a loss of commission. How would you describe the general "tone" of the exchanges? I would describe the general tone as a negative emotional tone in the first exchange. In the second exchange, the tone shifts from a negative to a more positive tone, as the negotiation evolves. In the end it appears that Marilyn changes the tone of the negotiations. Part B: Were Marilyn's objectives achieved in the first exchange? Not really. Marilyn stated her position expecting to maximize her resources and share of value, but failed to make her needs or interests known. Seeking to make the best possible case for his or her preferred perspective, Marilyn should have assembled some facts, or other evidence to persuade Len of the validity for her perspective. Arguments and frames began to shift, as the parties focused on refuting the other’s case. I believe...
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...LDR 531 Entire Course (New) For more course tutorials visit www.ldr531help.com LDR 531 Week 1 Quiz LDR 531 Week 1 Discussion Question 1 LDR 531 Week 1 Discussion Question 2 LDR 531 Week 2 Mentorship Agreement Form LDR 531 Week 2 Mentorship Meeting Worksheet LDR 531 Week 2 Individual Assignment Professional Development Plan LDR 531 Week 2 LT Reflection LDR 531 Week 2 Quiz LDR 531 Week 2 Discussion Question 1 LDR 531 Week 2 Discussion Question 2 LDR 531 Week 3 Mentorship Meeting Worksheet LDR 531 Week 3 Individual Assignment Leadership Style Paper LDR 531 Week 3 LT Reflection LDR 531 Week 3 Quiz LDR 531 Week 3 Discussion Question 1 LDR 531 Week 3 Discussion Question 2 LDR 531 Week 4 Mentorship Meeting Worksheet LDR 531 Week 4 Team Assignment Conflict Resolution LDR 531 Week 4 Quiz LDR 531 Week 4 Discussion Question 1 LDR 531 Week 4 Discussion Question 2 LDR 531 Week 5 Mentorship Meeting Worksheet LDR 531 Week 5 Individual Assignment Motivation Plan Paper LDR 531 Week 5 LT Reflection LDR 531 Week 5 Quiz LDR 531 Week 5 Discussion Question 1 LDR 531 Week 5 Discussion Question 2 LDR 531 Week 6 Mentorship Meeting Worksheet LDR 531 Week 6 Team Assignment Failure Analysis and Change Strategy LDR 531 Week 6 Quiz LDR 531 Week 6 Discussion Question 1 LDR 531 Week 6 Discussion Question 2 LDR 531 Final Exam Guide LDR 531 Entire Course And Final Guide For more course tutorials visit www.ldr531help.com LDR 531 Entire Course And Final Guide ----...
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...Tutorial Week 6: Case Study - Leaders and Followers Flying High at Pancontinental Airways Excellent customer service is all important at Pancontinental Airways (PA). A sense of fun pervades the Australian based company with the hope that this will spread throughout the organisation and impact the all important relationship with PAs customers. For PA central to the organisation/customer relationship is the recruitment, training and development and retention of staff based on a strong collegiate culture between the organisational leaders and followers. The organisation also has a very visible `fun presence` clearly seen in for example the colourful external paintjobs on the company`s aircraft and the behaviour of staff throughout the company from the Managing Director (MD) through to operational staff including flight attendants. The MD, Henry Callahan, is oft quoted as saying that `getting the right people in the right place at the right time is key to PAs success`. For him you cannot develop what is not inherent in individuals and so the company actively recruits those it considers to have the `right attitude`. The specific task training will then develop the already present personal qualities of staff. Within the industry PA, and Callahan in particular, has a reputation for `wacky behaviour`. Shareholders too have to agree that these tactics seem to be paying off. The company`s turnover in the last decade to 2010 has almost doubled and customer satisfaction ratings...
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...1. I want to reflect in this report an old idea that I have from the beginning of my work experience in different projects and countries, projects are like symphonies. Each instrument has to be introducing in the right moment, in the right performance, in the right intensity and overall harmony has to be predominant. The orchestra director in this case is the project manager and the project participants are the musicians. I want to base my argument in different cases and articles discussed during the course. First, as we can see in the second tutorial, into the Conference Centre Case Study, the project manager, orchestra director, is the maximum responsible of the completion and successful of the project. In that case, the requirement was to build a conference centre with specific condition and constraints. As for orchestra director is not the first time that has to be interpreted a piece of Wagner, any time is required a new version, different and unique to the rest, like projects, with specific conditions that has to be negotiated with producers, clients for the project manager. A very detailed and congruent definition of the scope and a very detailed planning of the project, the score for the orchestra, is the cornerstone for successful. Furthermore, the art of the project is based on the art of the project manager to add harmony between all the integrant to complete any phase on time, on cost and performance. In that case, if the non-experienced project manager had planned...
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...Even though P&G threw millions of dollars in trade promotions, sales of the Max Factor brand continued to fall. d. Foreign sales of Max Factor products were falling. e. Offering big trade discounts to retailers simply did not work. 2. The effectiveness of the overall promotional strategy depends on how successful the manufacturer is in: a. Implementing its advertising, sales promotion, personal selling, and publicity. b. Securing cooperation from independent channel members in implementing the promotional strategy. c. Keeping its promotional budget in check. d. Developing creative promotional tactics. e. How its promotions compare to its competitors. 3. ___________ is a term used to refer to the use of several promotional tools in a coordinated effort to achieve maximum promotional impact. a. Exponential marketing b. Integrated marketing communication c. Expanded promotion d. Advertising materials e. Persuasive advertising 4. In a pull and push promotional strategy, the three main flows involved are: a. Product, negotiation, and promotion. b. Product, price, and distribution. c. Negotiation, promotion, and payment. d. Promotion, negotiation, and price. e. Distribution, negotiation, and product. 5. Of the total expenditures by all manufacturers on promotion about __________ of every dollar spent goes for push...
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...the first-year program, FMP aims to provide: 1. An Introduction. The course provides the basic framework necessary to pursue further study in finance in the second-year of the MBA program and on his or her own thereafter. This framework is an orientation towards valuation. 2. Basic Mastery. The course emphasizes essentials, the tools and concepts that every general manager, entrepreneur, or manager in other functional fields should know. 3. A Corporate Perspective. Because we seek to understand the problems of general managers, this is a corporate finance course, rather than a course in investments, banking, or personal finance. While elements of these related subjects must be brought to bear, our ultimate focus is corporate policy and tactics. 4. An Underpinning for Addressing Broad and Challenging...
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...Addressing Challenges of Groups and Teams LDR/531 University of Phoenix Prof. María Gaudier Diez June 28, 2011 Addressing Challenges of Groups and Teams Groups and teams are composed by peoplethat have the compromise of comply with goals and objectives of the organization in which they work. The communications industry is one that have constantly changes do to the technological advances and he or she are supposed to work forward these constant changes. Is a challenge to persuade the groups and teams to become effective and efficient while these changes affects his or her development and performance, and keep his or her interested in all kind of challenge that they have to face time to time.Dessert Communications needs to improve their services because profits have declined. We as managers of the staff have the commitment of work together with employees for a common goal, improve services like offer phone insurance, additional minutes plans, roadside service, and improve telecommunications. We also have to evaluate our employees in customer’s satisfaction ratings, and evaluate the percentage of sales during a service call. Which methods will be used to present the operational change? Suggest a method for an operational change consists of many factors that will result effective or ineffective. This will depend of what kind of method managers decide will be more effective and influential, and how these managers constantly needs to improve the manner in...
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...Unit Guide MGW2230 Organisational behaviour Semester 1, 2016 Handbook link: http://www.monash.edu.au/pubs/2016handbooks/units/index-byfaculty-bus.html The information contained in this unit guide is correct at time of publication. The University has the right to change any of the elements contained in this document at any time. Last updated: 19 Feb 2016 Table of contents 1 Table of contents Unit handbook information 4 Synopsis 4 Mode of delivery 4 Workload requirements 4 Unit relationships 4 Prerequisites 4 Prohibitions 4 Co-requisites 4 Chief Examiner 4 Unit Coordinator(s) 5 Tutor(s) 5 Academic overview 5 Learning outcomes 5 Teaching approach 5 Unit schedule Assessment summary 7 8 Second marking 8 Return of final marks 8 Exam viewing 8 Assessment criteria 9 Assessment requirements 9 Hurdle requirements 9 Participation 9 Assessment tasks 9 Examination(s) 13 Extension and penalties 13 Returning assignments 14 Resubmission of assignments 14 Referencing requirements 14 Assignment submission 14 Feedback 15 Learning resources 16 Required resources 16 Technological requirements 16 Q Manual 17 2 Recommended resources Other information 17 17 Policies 17 Graduate Attributes Policy 18 Student Charter 18 Student Services ...
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...Accounting (AC)FICTBachelor of Information Systems (Hons) Information Systems EngineeringBachelor of Information Systems (Hons) Business Information Systems FSCBachelor of Science (Hons) Biotechnology (BT)Bachelor of Science (Hons) Logistics and International Shipping | 3. | Year of Study | Flexi structure | 4. | Year and Trimester: | 201601 | 5. | Credit Hour | 3 credit hours | 6. | Lecturing hours and Tutoring hours | 2 hours lecture per week for the duration of 14 weeks1.5 hours tutorial per week for the duration of 14 weeks | 7. | Lecturer: | Lead Lecturer:Ms. Norhayati Bt Md Isa (norhayatim@utar.edu.my)Co-lecturer:Ms. Lim Yong Hooi (limyh@utar.edu.my) | 8. | Tutors: | FBF/FICT/FSCMs. Lim Yong Hooi (limyh@utar.edu.my) Ms. Cheah Ching Mun (cheahcm@utar.edu.my)Ms. Seow Ai Na (seowan@utar.edu.my)Ms. Norhayati Bt Md Isa (norhayatim@utar.edu.my) | 9. | Moderator | Ms. Lai Ka Fei | 10. | Mode of Delivery: | Lecture and Tutorial | 11. | Objective: | To enable students to understand the impact that individuals, groups/teams and structure have on behaviour within organisations for the purpose of improving an organisation’s effectiveness. | 12. | Learning Outcome: | Upon completion of this unit, students should be able to 1. Identify and explain the determinants of behaviour in organisations. 2. Explain the basic model of individual behaviour and the various stable & mercurial characteristics of individual. ...
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...RMIT International University Vietnam Bachelor of Commerce Program ASSIGNMENT COVER PAGE Your assessment will not be accepted unless all fields below are completed |Subject Code: |BUSM3311 | |Subject Name: |INTERNATIONAL MANAGEMENT | |Location where you study: |RMIT Vietnam – City Campus | |Title of Assignment: |Literature Review | |File(s) Submitted |BUSM3311_G2_s3245939_LiteratureReview_Negotiation.docx | |Student name: |Nguyen Van Thanh | |Student Number: |S3245939 | |Student Email Address: |s3245939@rmit.edu.vn | |Learning Facilitator in charge: |PETER TRAN | |Assignment due date: |16/5/2011 ...
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...retrieval system or transmitted in any form or by any means – electronic, electrostatic, magnetic tape, mechanical, photocopying, recording or otherwise – without permission in writing from Edinburgh Napier University, 219 Colinton Road, Edinburgh, EH14 1DJ, Scotland. Contents Page 1. 2. 3. 4. 5. Welcome to Leadership in a Changing Environment Overview of Topics Reading and Other Resources Assessment Information Tutorials 1 5 15 17 21 Welcome to Leadership in a Changing Environment 1 Welcome to Leadership in a Changing Environment Hello and welcome to the Leadership in a Changing Environment module. My name is Dr Janice McMillan, and I am the Module Leader. This Student Study Guide provides you with information on the module, including the two formal assessments – the case study report and unseen exam. The topics will be introduced by a representative of Edinburgh Napier University. The Tutorials will be delivered by the Local Tutor, which will allow the integration and inclusion of more local examples and discussion of the topics. Interaction at Tutorials is encouraged and any questions should be raised at the classes. We expect you to make a contribution to the classes, which will help you to consolidate learning, and for you to...
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...University, Amsterdam; University of Sydney ABSTRACT Current conceptualizations of the commodification of management knowledge prioritize the agency of knowledge producers, such as consultancies, but downplay the role of other actors such as intermediaries. Using a qualitative multi-method study of the role of procurement in sourcing consultancy knowledge, we demonstrate how intermediaries also commodify management knowledge, thereby limiting the exchange value of that knowledge. Through our analysis we develop a more sophisticated model of the processes and consequences of knowledge commodification. This model clarifies and extends prior research by highlighting the role of commensuration, comparison and valuation, as well as the related tactics that consultants and client managers use to resist procurement’s attempts to commodify management knowledge. Keywords: commodification, consumers, intermediaries, management consultancies, management knowledge, procurement INTRODUCTION The growth of the management knowledge industry over the last 50 years has resulted in increased research attention paid to the activities and impact of knowledge producers such as business schools, management gurus, publishers, and consultancies (see, e.g. Abrahamson, 1996; Clark and Salaman, 1998; Heusinkveld and Benders, 2002, 2005; Huczynski, 1993; Suddaby and Greenwood, 2001; Werr and Stjernberg, 2003). Many of these studies have shown how the commodification of management knowledge assists these...
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...Strategic Analysis Report Flux Consulting – Airline Division Queensland University of Technology MGB309 – Strategic Management Pei San Chew – 0 8000492 Tutor: Christophe Garonne (Tutorial 8) Word Count: 2160 1.0 Executive Summary The air transportation industry within Australia is highly competitive. However, there is solid evidence and a strong indication that Virgin Australia can seize power over the current market and outrun its competitors for its long-term survival. Virgin Australia should optimise opportunities and remain competitive by either strengthening its alliance with SIA or outsourcing to a specialist company in ground handling. The key challenge for the company is to create strategies that ensures effectiveness. The strategies will draw upon previous internal and external analysis conducted and focus on developing strategic alliances and strategic outsourcing. This report analyses the benefits and limitations of these potential strategies and provides practical recommendations to ensure long-term strategic sustainability. The results of the evaluation between the two strategies illustrate that the first strategy is more appropriate for Virgin to be sustainable in the long-term. There are several advantages that Virgin possesses which includes its strategic alliance’s strong position in the Asian market, and its ability to integrate newly planned flight routes. This means that Virgin is able to benefit from the strengths of its alliance. Moreover...
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...How Sir Robert Peel Influenced Modern Policing | ContenTrader CONTENTCART OUR MISSION WRITERS START HERE INFO FOR BUYERS TUTORIALS & TIPS TERMS & PRIVACY ContenTrader An Open Market for Freelance Writers to Display & Sell Written Content. SUBSCRIBE TO CONTENTRADER Search … Enter your email address to subscribe and receive notifications of New Content, Site News, and Specials. CATEGORIES Academic Topics Email Address Activism Addiction Subscribe to ContenTrader Adult Aerospace African American WRITERS WRITE, READERS BUY… African American CONTENTRADER Agriculture Amy Nourse Andy Foster Bart Welser Best Companies Bisexual Budgeting ACADEMIC TOPICS, C. J. OAKES, CRIMINAL JUSTICE, ETHICS & MORALITY, LAW, MODERN CIVILIZATION, PEOPLE, UNCATEGORIZED Celebrities HOW SIR ROBERT PEEL INFLUENCED MODERN POLICING Change NOVEMBER 6, 2015 CONTENTRADER 1 COMMENT Business & Finance C. J. Oakes Casual Sex Claire Jeffers Classic Literature Climate Change Collectibles Commercial Art Communication Community Conspiracy Theories Sir Robert Peel indisputably has wielded more influence on modern policing than anyone else. In fact, his influence has been so strong that he is often referred to as the father of policing. To what extent is this the case? PLEASE FOLLOW & LIKE US :) Translate » Constitution Constitutional Law ContenTrader Admin Corporations Corrections ...
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