...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 Strategies Paper Michael-Paul Battle MGT/445 April 28, 2011 Rodney Cooper Negotiation Strategies Paper Winston Churchill once said, “However beautiful the strategy, one should occasionally look at the end results.” Although this is implied toward war, one can apply it to the art of negotiating. Negotiators use different tactics and strategies when trying to achieve a desired result. To understand how strategies in negotiating affect the outcome of the results, two articles that employ different negotiation strategies are reviewed and discussed. The discussion includes the negotiation processes used in the selected articles, a comparison and contrast between two strategies, and how those strategies can be applied to MHMG Cardiology Southwest. Negotiation Strategies Integrative Many people would agree trust is earned. When a negotiator is looking to earn trust during a deal, they are building a relationship with the other party in hope of continuing to do business later down the line. Building a relationship is one aspect of integrative negotiation-a process often seen as ‘win-win’ situations involving two or more issues to be negotiated (Negotiation Experts, 1996-2010). One example of integrative negotiation is the negotiation that took place between a Navy contractor and a shipyard in Greece. Because of political differences, the shipyard had not done work on U.S. Naval ships over two years (Wengrowski, 2004). The ship in question received critical...
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...NEGOTIATION STRATEGY Should You Make the First Offer? According to conventional wisdom, no. But new research on the anchoring effect suggests that the best strategy is often to speak up first. BY A D A M D . GA L I N S KY seeking W ment on a compensation package, or bargainingagreeover HETHER NEGOTIATORS ARE BIDDING ON A FIRM, a used car, someone has to make the first offer. Should it be you, or should you wait to hear what others have to say? How will the first offer influence the negotiation process and any final agreement? The question of whether to make the opening move plagues negotiators. Uncertainty compounds the issue. If you lack reliable information about your opponent’s true bargaining position, you’ll be unsure about what offer she will find acceptable and whether she’ll walk away from the bargaining table. Furthermore, it’s possible that your opponent will offer up misleading information in an attempt to get a bargaining advantage. Because of the inherent ambiguity of most negotiations, some experts suggest that you should wait for the other side to speak first. By receiving the opening offer, the argument goes, you’ll gain valuable information about your opponent’s bargaining position and clues about acceptable agreements. This advice makes intuitive sense, but it fails to account for the powerful effect that first offers have on the way people think about the negotiation process. Substantial psychological research suggests that, more often...
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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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...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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...Negotiations Strategy Article Analysis Negotiations Strategies Integrative strategy is a process that allows both parties to maximize their objectives within their proposed deal. Using this type of strategy allows both parties involved to walk way from the table with the sense that they have both come out on top and have lost nothing in return. This is referred to as a win-win situation unlike that of the distributive bargaining. Either party in integrative bargaining has to lose anything in order to achieve their ultimate goal in the deal. In this bargaining strategy, both parties need to be willing to come to the table with an open mind and voice all of their information that they have. Distributive negotiation is the process in a deal or transaction where the parties are trying to divide something up into that of a smaller piece or section. Both parties involved want to achieve something in the process but are more like not to want to take a little loss to achieve their goals. This is also known in business as a win-lose situation. This type of strategy or process is also not good for long term relationship in business like that of integrative bargaining where the parties involved would like to continue to do business and have a investment that will be long term. Both integrative and distributive strategies can be used within the workplace, depending on the nature of negotiations and the line of business. In some cases, there are businesses that will...
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...Negotiation Strategies & Procedures Module 4 – Case TUI University Women in Australia have been found in part-time, low-paid and low-qualified jobs. Their situation limits their ability to negotiate better employment outcomes. These women tend to rely on award arrangements in the labor market to determine their pay and conditions. Unfortunately, any policies that undermine these arrangements are likely to contribute to inequitable outcomes for women. A continuing upheaval of the industrial relations system has made equitable outcomes more difficult for them. Due to their weak position on the labor market, women were vulnerable to the impact of the Workplace Relations Amendment (Work Choices) Act 2005 and the individualization of bargaining. It has been argued that enterprise bargaining would enable women to negotiate more equitable and flexible outcomes for themselves. Unfortunately, the advancement of decentralization – from enterprise to individual bargaining (under Work Choices) put women in an even weaker position (van Wanrooy, B. ,2009). The Fair Work Act 2009 has only limited provisions for individual negotiation through Individual Flexibility Agreements (IFA) provisions in awards and agreements because this new law is based on collective agreement-making. I would prepare for negotiations by identifying the different needs and expectations of the women workers and their employers. This should save time at the bargaining table and reduce uncertainty. I would...
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...Nominal Price - As put up during the earlier round of negotiation, the purchase price was $5,000,000. We had prepared to try and bring that down to $4,500,000 as normal bargaining. Schedule of Payments - Initially it was decided to have back loaded payments. We went with an intention of earning better discounts by making them front loaded payments or level payments as we were the pioneers in the industry and thus would have good cash balance. Service - Standard service was agreed upon. But as this is specialized machinery, we would require complete service coverage which was a level 4 service level. We needed to negotiate the service price. Delivery Date - Our requirement was for immediate delivery. This should not be much of a problem according to us as Riggs was capable of delivering the machinery as soon as possible is what we assumed. Although due to relocation of labor resources we may have had to give some up charge regarding immediate delivery but we wanted to offset this by changing the schedule of payments. Actions during the negotiation and Actions decided/done after: We began the negotiation by starting the pricing for the level 4 service. Initial range of the service pricing was varying between $1.4 million and $2 million. After much persuasion and understanding each others’ issues, we finally agreed upon a pricing of $1.6 million for the level 4 service. Against our expectations, the delivery schedule was not much of a hurdle as the counter party...
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...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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...Distributive Bargaining and Integrative Negotiation Using the strategies of distributive bargaining and the strategies of integrative negotiation, complete the matrices for the challenge provided. Think of two (2) situations in your professional environment or personal life that you would like to see a change in but know there is a lot of resistance to the change. Pretend you have been given an opportunity to negotiate for the change with the CEO of the company. Complete the table below and answer the proceeding questions. 1. Describe the two (2) scenarios you want to see changed. 2. Complete the tables. Table 2a. Strategy and Tactics of Distributive Bargaining DISTRIBUTIVE BARGAINING TACTICS AND STRATEGIES | | Identify the distributive bargaining strategy you will use for each scenario | Identify the tactical task you will use for each scenario | Identify the positions you think you would take during the negotiation | 1 | | | | 2 | | | | Table 2b. Strategy and Tactics of Integrative Negotiation INTEGRATIVE NEGOTIATION TACTICS AND STRATEGIES | | Identify the integrative negotiation process employed for each issue presented in 2a. | Identify the factors that can facilitate a successful integrative negotiation for scenario identified in 2a. | 1 | | | 2 | | | 1. Select one (1) of the scenarios and discuss why the approaches you have selected can lead to a successful negotiation outcome. Your stuff must follow...
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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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...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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...Lucca Biagio Dell Agli Tatoni Tour Manager – Sun and Fun Email: luccatatoni@gmail.com Mr. Fuentes Hotel de Playa 30 April 2013 Dear Mr. Fuentes, As we have previously talked about the problems of reforming its hotel, I hereby make some considerations that we both should keep in mind. Our clients are responsible for our survival in the market, which should always treat them with the more dignified way possible, which should strengthen our image as best hotel and best travel agency, respectively. It is worth remembering that our customers are the greatest form of advertising you can have, where they evaluate us through online booking sites, where all other clients are based on, regardless of your personal publicity. You have a great ranking on this site, however keep in mind that due to the current circumstances, such as the reform of the hotel, you can strongly affect your score, which would be greatly affected by the evaluation of its customers. I say this not only by guests that we have scheduled for your hotel, but all the guests who will be staying in the first two months of the winter season. Furthermore, I would like to emphasize that our agency has a great influence by the guests too, where these are not met, the agency's reputation falls. I can say that our agency cannot handle a high level of dissatisfaction of our consumers, and we need to offer an alternative to them in situations like this. In cases where there is no alternative, we do not hesitate to...
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...Situation In the border between Guatemala-Mexico what started as a small conflict over in the month of February, has become a massacre. Over 10,000 innocent people have been killed in the bloodiest conflict between drug cartels that the region has ever seen. The conflict started in the middle of February, when a group of about 25 individuals attempted to cross illegally from Guatemala into Mexican territory through the Chilpepeño border crossing. These kinds of acts are widely known and beyond that, they are carried away by professionals in the matter with years of experience and institutions that back them up. The group had paid its dues to an organization that would be in charge of guiding them as well as the bribing of Mexican authorities. What was unknown to the organization was that among the individuals, there were some very dangerous thieves. Julio Carranza Sandoval and another 10 members of the Corajudos Mexican drug cartel had stolen 35 million dollars and 300 kilos of cocaine from the Almitran Guatemalan drug cartel a few days before. The crossing was planned to take place on February 16th. The group was being guided through the darkness of a moonless night when they were ambushed by members of the Almitran cartel. A few died on the spot, the rest were taken as hostages. Before the sun started to rise over the horizon, the Corajudos cartel had mobilized its people to the southern Mexican border and were heavy armed. The conflict has been prolonged for over a month...
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...Estaremos hablando por que es tan importante que los directivos tengan que tener un proceso de pensamiento, también estaremos buscando dos herramientas de gestión de calidad que podría ser utilizada para presentar los datos y persuadir el presidente con este informe. Además se explicara por que se utilizaría estas herramientas para apoyar sus argumentos. La importancia de tener un buen proceso de pensamiento entre los directivos, es la manera que ayudara a la compañía a compartir esas ideas que se pueden lograr y criticas de mejoramiento para lograr ese enfoque de buena calidad en la compañía o negocio. Con este pensamiento de la directiva se enfocan a lograr poder llevar a un mismo ritmo esas oportunidades de crecimiento que necesita la compañía y poder llevar un mensaje director a su presidente de cómo se correrá el negocio con la calidad que se requiere para tener éxito. Para esto se necesita varias herramientas para así lograrlo se mencionaran dos esta son la clasificación de hechos. Uno de los puntos más importantes en el control de calidad para la compañía es el control basado en hechos y no en la experiencia y el sentido común. Para poder asegurar nuestra calidad y la satisfacción del cliente, es necesario identificar las variables que determinan la calidad de nuestro proceso o características de calidad y luego determinar el estado de dichas variables a través de datos. La toma de una correcta decisión basada en la realidad, depende de la veracidad de la...
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