...Negotiation Strategy Article Analysis James Click University of Phoenix Organizational Negotiations MGT 445 Dr. Christina Aleksic April 29, 2013 Negotiation Strategy Article Analysis Negotiations can be an in-depth process that may have a huge effect on an individual’s future. Selecting an effective negotiating strategy is vital when negotiating with other parties. There are numerous styles of negotiation strategies that an individual can use to have a fruitful negotiation. Several negotiation strategies are including collaboration, accommodation, competition, and avoidance (Lewicki, Saunders, & Barry, 2006). Dependent on the situation, one strategy may be more effective than another strategy. Two such examples in which different negotiation strategies were functional are Negotiating New Vehicle Purchases (Craver, 2005) and Town Settles Mall Suit (Chiaramida, 2010). A review of each article, including the application of negotiation strategies and a compare and contrast analysis will highlight the differences from each scenario. Article One (Distributive) In Negotiating New Vehicle Purchases (Craver, 2005), the competitive strategy is used. The article walks through six negotiation stages encountered when purchasing a car. The goal of the article is to prepare the buyer for the dealership’s tactics and maximize the buyer’s negotiation power. The first negotiation phase begins before entering the dealership by determining the true dealer cost for a vehicle. The...
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...Negotiation Strategy Article Analysis Introduction The art of negotiation has evolved throughout the years with the development of theories and practices, which moves beyond competitive negotiations and towards real world problem solving (Cronin-Harris, ¶ 1). Interest based bargaining, known as problem solving, allows the interested parties to review their underlying interests versus an assertion of their positions and demands (Cronin-Harris, ¶ 1). In doing so, both parties will search for solutions which meets those underlying interests, while making concessions consistent with their respective needs and concerns (Cronin-Harris, ¶ 1). In this paper, I will review two negotiation situations that employ different strategies. I will describe the two negotiation processes used, comparing and contrasting them against one another. In addition, I will also discuss how these strategies might apply in the workplace setting. Situations In a situation described by Dr. Bob March (2009), most foreign companies fail in negotiating a business deal in China because they failed to do their research, being unprepared (¶ 1). Preparation requires the negotiator to do research. In doing research the negotiator will have a better understanding of the counter party, in this the Chinese, in hopes of identifying what they really want from the agreement. Additionally, research would allow them to better understand the Chinese culture, understanding the counterpart’s expectations, habits and...
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...(Organizational Negotiations) Complete Course WK 1-5l Get Tutorial by Clicking on the link below or Copy Paste Link in Your Browser https://hwguiders.com/downloads/mgt-445-organizational-negotiations-complete-course-wk-1-5l/ For More Courses and Exams use this form ( http://hwguiders.com/contact-us/ ) Feel Free to Search your Class through Our Product Categories or From Our Search Bar (http://hwguiders.com/ ) MGT-445 Wk-1 Individual – Communication and Personality MGT-445 Wk-2 Team – Power Play for Howard Part-A MGT-445 Wk-3 Individual – Negotiation Strategy MGT-445 Wk-3 Team – Power Play for Howard Part-B MGT-445 Wk-4 Individual – Miami School District Negotiation Paper MGT-445 Wk-5 Individual – Article Analysis MGT-445 Wk-5 Team – Third Party Conflict Resolution (2) MGT 445 (Organizational Negotiations) Complete Course WK 1-5l Get Tutorial by Clicking on the link below or Copy Paste Link in Your Browser https://hwguiders.com/downloads/mgt-445-organizational-negotiations-complete-course-wk-1-5l/ For More Courses and Exams use this form ( http://hwguiders.com/contact-us/ ) Feel Free to Search your Class through Our Product Categories or From Our Search Bar (http://hwguiders.com/ ) MGT-445 Wk-1 Individual – Communication and Personality MGT-445 Wk-2 Team – Power Play for Howard Part-A MGT-445 Wk-3 Individual – Negotiation Strategy MGT-445 Wk-3 Team – Power Play for Howard Part-B MGT-445 Wk-4 Individual – Miami School District Negotiation Paper ...
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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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...Negotiation Strategy Analysis Holly M Hyatt MGT 445 December 17, 2011 Chris Pahl Negotiation Strategy Analysis There are several main strategies techniques used in negotiation, which include collaboration, competition and accommodation (Lewicki, Saunders, & Barry, 2006). Each strategy situation is different and will need to be analyzed and adjusted to see which one would work best. In these scenarios, I chose to review the Seabrook Mall suit and negotiating new vehicle purchases (Chiaramida, 2010). I will analysis compare and contrast each article for the differences in the negotiation techniques. Article One Seabrook settles mall suit (Chiaramida, 2010). In this article the Seabrook planning board used a collaboration technique and avoidance as part of the negotiation strategy. There was a developer who wanted to build a mall on 47 acres of land they needed to get approval from the planning board to precede with the mall. The name of the company was Developers Diversified Realty. During the time DDR was trying to purchase the land the planning board was holding up the process so, they chose to file a lawsuit to force the board to meet. The Seabrook planning board proceeded to set a date of November 2010. The meeting was not open to the public for discussion. The community was not happy about this but; Seabrook planning did say it would be made available to the public. They planning board agreed to allow DDR to proceed with development of the land to build the...
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...MGT/445 Version 1 Organizational Negotiations February 14, 2012 – March 19, 2012 Augusta Inniss, Facilitator Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Students will be held responsible for understanding and adhering to all policies contained within the following two documents: University policies: You must be logged into the student website to view this document. Instructor policies: This document is posted in the Course Materials forum. University policies are subject to change. Be sure to read the policies at the beginning of each class. Policies may be slightly different depending on the modality in which you attend class. If you have recently changed modalities, read the policies governing your current class modality. Course Materials Cellich, C., & Jain, S. C. (2004). Global business negotiations: A practical guide. Mason, OH: Thomson/SouthWestern. Coltri, L. S. (2004). Conflict diagnosis and alternative dispute resolution. Upper Saddle River, NJ: Prentice Hall. Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Boston, MA: McGraw...
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... | | |School of Business | | |MGT/445 (3 Credits)Version 1 | | |Organizational Negotiations | | |Puerto Rico Campus | Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Faculty and students/learners will be held responsible for understanding and adhering to all policies contained within the following two documents: University policies: You must be logged into the student website to view this document. Instructor policies: This document is posted in the Course Materials forum. University policies are subject to change. Be sure to read the policies...
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... | | |Organizational Negotiations | Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Faculty and students/learners will be held responsible for understanding and adhering to all policies contained within the following two documents: • University policies: You must be logged into the student website to view this document. • Instructor policies: This document is posted in the Course Materials forum. University policies are subject to change. Be sure to read the policies at the beginning of each class. Policies may be slightly different depending on the modality in which you attend class. If you have recently changed modalities, read the policies governing your current class modality. Course Materials Cellich, C., & Jain, S. C. (2004). Global business negotiations: A practical guide. Mason, OH: Thomson/South-Western. Coltri, L. S. (2004). Conflict diagnosis and alternative dispute...
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...Negotiation Strategy Article Analysis Carlos Diaz MGT/445 June 28, 2012 Dr. Sheila Christy-Martin Negotiation Strategy Article Analysis Different strategies are used during the negotiation process. The best strategies come from understanding the negotiation process and a sense of awareness of the other people’s strategies and tactics. Before the negotiation begins, preparation is important. This way the negotiator is aware of all the facts and can anticipate any counterarguments. Knowing what the competition wants, identifying the problem, and finding a way to make the other party happy without compromising what he or she wants to see happen are strategies used by negotiators on every day situations. The next two articles are examples of how such strategies were used or could be used to make those negotiations successful. Matt Harrington and the Colorado Rockies An 18 year old Matt Harrington was perhaps considered the best pitcher on the 2000 MLB draft. The Colorado Rockies offered $4 million contract over two years which Harrington rejected. After a disappointing season on the independent leagues Harrington rejected the 58th place on the 2001 draft with the San Diego Padres for $1.25 million In 2002 he did even worse and rejected a deal with the Devil Rays for $100.00.00. In 2003, again talks fell through with the Cincinnati Reds and the New York Yankees did not even make him an offer in 2004. In 2005 he did not receive any offers and in 2006 he received...
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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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...3/22/2015 3/22/2015 SP2 MODULE 1 – GROUP F Case Analysis: Robin Hood SP2 MODULE 1 – GROUP F Case Analysis: Robin Hood Khemattie Ali (IR) * Sandra Alilovic * Mohammed Musa * Jorge Castro Manrique * Clayton Pereira * Brianne Cartmill * Elena Bayazitova Khemattie Ali (IR) * Sandra Alilovic * Mohammed Musa * Jorge Castro Manrique * Clayton Pereira * Brianne Cartmill * Elena Bayazitova Table of Contents Current Strategy 1 Vision and Mission: 1 Problem Statement 2 Analysis of the environment 2 Internal Analysis 2 SWOT and Porter’s Analysis 3 Strategic Alternatives 5 Recommendations: 5 Literature interpretation questions 6 References 6 Current Strategy Robin Hood’s (RH) current strategy is one of focused differentiation, which consists on an organization concentrating its efforts within a specific region. His objectives were focused on forging a disciplined band and united in enmity against the Sheriff. RH’s methods and policies in achieving his objectives have generally been to “rob the rich and give to the poor” (Gamble, Thompson & Peteraf, 2013, p. 399). This varies from the strategy of their major competitor, Prince John, who implemented a regressive taxation system in England. The strategies are based on the following: 1. Emotional appeal: personal devotion - his personal dislike of the Sheriff and the government. Mass appeal: the majority of population...
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...Global Negotiations Article Analysis MGT/445 Global Negotiations Article Analysis Globalization has brought the world closer together and almost made it a requirement for businesses to develop plans and strategies to deal with different cultures. Businesses and managers must think on a more global scale and develop a global perspective to expand their businesses. In pursuing opportunities in the global marketplace, managers increasingly engage themselves in international business negotiations (Reynolds, Simintiras, & Vlachou, 2003). In this paper, I have decided to use an article that is an example of how a business failed in their negotiations overseas. I will also analyze the implications of globalization and technology on negotiation. International Negotiation Situation Article The article chosen for this paper involves Enron and their negotiations with the government of India and the Maharashtra State Electricity Board. The project proposal was for the construction of a US$3 billion power-plant in the town of Dabhol, situated on the Indian Ocean. There were many problems with the proposed project and the negotiations process that was undertaken by Enron. World Bank, acting as a consultant to the Indian government said that the project would produce an excess capacity of electricity for years and would be too costly in comparison to the more traditional sources of fuel, such as coal, already in use ("Enron’s Indian Negotiation Debacle...
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...Negotiation Strategy Article Paul Swain MGT/445 May 1, 2012 Kevin Maevers University of Phoenix Negotiation Strategy Article Analysis Globalization of business through technology, such as e-mail, Skype, and cell phones evolves the way people negotiate. Electronic negotiations becomes effective when each party live in different countries or states. Study show electronic negotiations either cost organizations’ money, loss of relationship, and reputation. Before negotiating with any organization or individual electronically, the suggestions from a few articles provide scenarios to achieve the organizations goals. Traditional tactics in negotiation allow personalization, rapport building; however, with poor training, experience, and meager negotiation tactics endanger the result of closing the deal. The importance for organizations to recognize a customer wants, needs, values, and concerns assist during the negotiation process. Analyzing two different articles provides the reader with different methods and strategies, which later compares, and contrasts. Electronic Negotiators The use of technology benefits both parties to close, fund, transfer, alternate proposals, contracts, or receive a commitment accordingly. Northwestern University provided several students with an interesting test, which according to Charles Craver, a writer for The Negotiator Magazine, mentions half of the students who made preliminary phone calls before e-mail negotiations succeeded with...
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...2013. New York City was going to receive benefits of $250 million in aid and another $200 million in grants if the agreement was reached on a new system, a 4% increase in state aid. However, as the January 17th deadline approached, Bloomberg and New York Teachers’ Union were not even close to reaching an agreement.” Our assignment wants us to design a strategy using a win-win situation for both parties and also to “Identify the four steps of Integrative Negotiation Process, and conduct analysis of how these four steps might help you in designing your negotiation strategy.” I am going to discuss the four steps of Integrative Negotiation and how they might help me in designing my negotiation strategy.” The first step is the compromiser, the one who always wants to split the difference, according to our lecture, this strategy works well when that statement is delivered at an appropriate time. However, the problem comes when the difference is split at the wrong moment and the end result is not a number or outcome that ultimately makes sense for one or both of the parties involved. . This step I will save for last in the negotiations, due to the fact that our case study tells us that “Bloomberg and New York Teachers’ Union were not even close to reaching an agreement” and the deadline almost upon them. We can pretty well see that an extension is needed on the amount of time. Then there is the accommodator, who is likely to have an innate focus on the interests of the party sitting...
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...Article Review 7.1: Best Practices in Negotiations Article Review HR595 Negotiation Skills Course Instructor: Wendy Chung April 14, 2010 Week 7 Submitted by Bob Figone What is the problem or issue that necessitates such an article be written? This article comes directly out of both textbooks (Chapter 12 in Essentials of Negotiation, page 256 and Article 7.1 in Negotiation – Readings, Exercises and Cases, page 485) we have used for this course. It is a summary of what we have learned about the field of negotiation. It reminds us that negotiation is intrinsic in our lives and confronts us many times each day. This article is a reflection by the author’s using a broad view of best practices for negotiators to focus on in order to improve negotiation skills and techniques. What strategies or techniques are used to solve the problem or address the issue? The article lists Ten Best practices for Negotiators in a table and continues to explain the importance of each. The table from the text is as follows: |Ten Best Practices for Negotiators | |1. Be prepared | |2. Diagnose the fundamental structure of the negotiation | |3. Identify and work the BATNA ...
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