...Counseling Negotiations Skills of NegotiationsNegotiation TTechniques for Default Borrower Counseling Skills of Negotiation Techniques for Defaults ( Wells Fargo Home Mortgage 4680 Hallmark Parkway San Bernardino, CA 92407 Table of Contents Day 1 INTRODUCTION CLASS EXPECTATIONS LOGISTICS LINK TO VISION, CORE CAPABILITIES COURSE OBJECTIVES BUILDING BLOCKS OF NEGOTIATIONS FRAMEWORK FOR NEGOTIATIONS CONTEXT AND NEGOTIATION UNIQUE NATURE OF A BCS CALL AS A NEGOTIATION ROLE OF COUNSELORS IN THE NEGOTIATION THE “US AND THEM” IN NEGOTIATED RELATIONSHIPS THE PARALLEL INTEREST MODEL FOUR STAGES OF EFFECTIVE NEGOTIATIONS STAGE ONE: COURTSHIP/ORIENTATION STAGE TWO: RESISTANCE STEPS THREE AND FOUR: COMMITMENT AND AGREEMENT STRATEGIES FOR OVERCOMING BARRIERS UNDERSTANDING RESISTANCE YOUR REACTION THEIR EMOTION THEIR POSITION THEIR DISSATISFACTION THEIR POWER CONCLUSION PERSONAL ACTION PLAN EVALUATION Introduction 5 CLASS EXPECTATIONS 5 LOGISTICS 5 LINK TO VISION, CORE CAPABILITIES 6 COURSE OBJECTIVES 8 BUILDING BLOCKS OF NEGOTIATIONS 9 INTRODUCTION 9 FRAMEWORK FOR NEGOTIATIONS 9 CONTEXT AND NEGOTIATION 13 UNIQUE NATURE OF A BCS CALL AS A NEGOTIATION 14 ROLE OF COUNSELORS IN THE NEGOTIATION 15 THE...
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...1 Is Contract Management a Career for Me? xxxxxxxxxxxxxx Professor xxxxxxxxxxx Contract and Purchasing Negotiation Techniques – BUS 340 November 26, 2010 2 Contract Management is defined as: the work of managing a contract for goods, services or works, which includes monitoring performance, commercial aspects, delivery, improvement, complaints and customer satisfaction. The Federal Acquisition Regulation includes a set of four performance objectives: (1) to satisfy the customer in terms of cost, quality, and timeliness of the delivered product or service, (2) to minimize administrative operating cost, (3) to conduct business with integrity, fairness, and openness, and (4) to fulfill public policy objectives. Incorporating these objectives and operating under the clear definition, is critical to a Contracting Officer or Specialist. Before I was in the contracting field, I was in logistics in the military. Some of my duties were as follows: Establishes and maintains stock records and other records; establishes and maintains automated and manual accounting records, posts receipts and turn-ins; reviews and verifies quantities received against shipping documents; prepares and maintains records on equipment usage, operation, maintenance, modification, and calibration; processed inventories, surveys, and warehousing documents; prepares...
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...28 May 2012 COLLECTIVE BARGAINGING NEGOTIAIONS CASE STUDY #2 BASIC TECHNIQUES KELLY P. MEAUX, JR. COLUMBIA SOUTHERN UNIVERSITY PROFESSOR RICHARD BELL BSL 4160-09A, NEGOTIATION/CONFLICT RESOLUTION CONSULTING ON NEGOTIATION: TEACHING BUSINESS STUDENTS The problem specified in the article is that the author has found that many college students lack the skill in how to negotiate their salary when asked during a job interview or after being hired. If they do know how to negotiate the author often finds that they did not do a very good job with the getting a salary they deserved. The author's recommended solution is listed below: No other factor has had such a direct impact on the success of my consulting business than that of providing resources on salary negotiation. For this reason, I added an activity to my professional business communication class that deals with salary negotiation. What began as a 20-minute discussion in one class is now permanently integrated into the interview exercise and takes three 75-minute class periods. The following is a SWOT Analysis for this case is as follows: After looking at the SWOT Analysis for this article, I find that the author while providing a realistic perspective to her class since was in the "real" world and gives back to her students valuable information need to negotiate a salary they perceive they are worth. I still think that the exercise is somewhat objective in the particular fact the situation...
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...Negotiating Strategies in Germany Nowadays, with increasingly globalizing tendency, the international business environment has been changing rapidly. It is recommended that the challenges in today’s geopolitical and economic environment are to learn and practice international management effectively. When dealing with the international trade with other countries, the first thing we need to recognize is to master the different negotiating strategies in different areas throughout the world. I would take German’s negotiating strategy as an example to illustrate specifically their cultural background and the most efficient techniques negotiating with them. General view of German trade Germany is located in the western Europe, and the national form of its government is a parliamentary republic. Meantime, Germany is the world’s largest trading partner, with more than 230 countries and regions to maintain trade relations. The country’s export industry known for high quality, good service, delivery on time and world-renowned. The main export products are automotive, mechanical products, chemicals, communications technology, supply and distribution equipment, and medical and chemicals equipment. The main import products are chemicals, automotive, oil and gas, machinery, communications technology and steel products. The main trade partners of Western industrial countries, which import and export half from or sold to EU countries. ...
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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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...CONFLICT T he success or failure of any organization is dependent upon the use of its indigenous, collective energies. When procedures are clear, the "esprit de corps" is high, and the business is said to be productive. But whenever people come together in one setting over a period of time, you can always expect conflict to find itself in the midst. The Webster’s dictionary defines conflict as a sharp disagreement or opposition of interests or ideas but from a more objective perspective, conflict is “a state in which one party perceive that another party has, or is about to negatively impact something that is important to the first party” (Robbins, 2006). The key word to note in this definition is “perceives”. Perceive is a concept that occurs within the mind. It is one’s interpretation of a situation or thing and does not necessarily have to be true. That might explain why on many occasions, a conflict that arises; may be unnecessary or misguided and result in wasted time. Causes of Conflict A s you may discern, the causes of conflict are numerous and each has their own accompanying challenges. Within the organization however, C. Brooklyn Derr in his book Major Causes of Organizational Conflict: Diagnosis for Action, stated that there are six (6) main causes of conflict: 1) The interpersonal disagreements that arise when one person is experiencing individual stress. People bring their whole selves to the workplace and they may...
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...talk outside gunpoint Boyd Fuller and Shriya Mohan, 8-1-2013 2 * Capturing hostages is believed to be the only way for Naxalites to get the government to lend them their ears. So by agreeing to talk only when kidnapped, are we not asking to be held at gunpoint? At left, Maoists during a training session in the Dantewada forest. (Right) Sukma Collector Alex Paul Menon, accompanied by an interlocutor, following his release by the Maoists in the forests of Chintalnar in Chhattisgarh, in May last year.— photos: Akhilesh Kumar * When Roger Fisher, negotiation guru and former director of the Harvard Negotiation Project, was once asked in an interview if he could really negotiate with a terrorist, he said, “I’d much rather listen to them than fight. A lot of times, they’ve got legitimate grievances packaged as extreme political positions.” Near the end of 2012, the government made an important move towards negotiations with the Maoists, promising to put in place Crisis Management Groups (CMG), which are essentially teams to negotiate hostage situations in Left Wing Extremist (LWE) States. Clearly, the two high profile Maoist kidnaps of last year — Collector Alex Paul Menon at Chhattisgarh and the Italian tourists at Orissa — created much national distress. But as we embark on combating a new year of conflict, let us reflect for a bit. Capturing hostages is believed to be the only way for Maoists to get the government to lend them their ears. So by agreeing to talk only...
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...referred to as “win-win” bargaining or distributive bargaining as well known as “win-lose” bargaining. Negotiator knows that there are too many situational and monetary variables for a single strategy to work in this case and often times the negotiator needs to utilize both approaches to effectively conduct negotiations. In this paper I will provide and explain an appropriate approach what situation the negotiator would utilize the technique. Defining Integrative and Distributive Bargaining There are two common approaches to any negotiation situation: distributive and integrative. Each is useful in specific contexts, and the same negotiator may utilize either or both strategies depending upon their desired goal. The largest difference between the two styles is the circumstance in which they are used. Often when we negotiation a one-time situation or purchase we will utilize a distributive bargaining approach and try to gain the best price or outcome where “we” are the winner and those we are negotiating with are the “losers” In these situations we rarely interact with the opposing party on a regular or future basis and are seeking the best possible outcome for this specific negotiation without interest in building a long-term relationship. In contrast, an integrative bargaining situation occurs when it is possible to produce a greater outcome together than either could reach on...
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...Negotiation techniques- types of negotiations Distributive negotiations are negotiations that usually take place between people or companies that have not done business before and it is usually a one-time deal and one person is going to get a better deal than the other. This kind of negotiation could include selling a car or a house or buying something and bargaining the prize down. In this type of negotiations each person has their own interest at heart and tries to get the best deal possible and is not thinking about the other person and since this is a one-time deal with a stranger the way the other person sees him does not really matter. When you enter into a distributive negotiation it is important to try to make the other person make the first offer and then you can counter offer, also not to give out any information that could help the other person get leverage over you and therefor get the better deal. Integrative negotiations are negotiations that take place between one or more individuals and/or company’s. It usually involves dealing with many issues instead of just one like in distributive negotiations. In these kinds of negotiations everyone is going to benefit from the deal and the people involved try to find a solution that will be good for everyone, of course one can have more strength and therefor walk away with the better end of the deal but the purpose of this negotiation is to find mutual grounds that they all can agree on. These kinds of negotiations could...
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...Conflict at General Hospital: Failure to keep up with the changing medical environment is the major conflict at General Hospital. In the 1980’s, their patient beds were 90% occupied, however, lately the rate has dropped to approximately 65%. The drop off is due to a nearby newly renovated facility that has installed state of the art equipment. The hospital’s CEO, Mike Hammer, clearly understands that a change is needed for the future of the hospital. In the past, he has tried to focus on cost control however; he was repeatedly blocked by the Director of Medicine, Dr. Mark Williams. Dr. Williams believes that all of the spending stemmed from “the practice of good medicine”. (Hellriegel & Slocum, 2011; Hellriegel & Slocum, 2011) Unfortunately, the hospital’s Board of Trustees sided with Dr. Williams and his concerns about impeding the physicians’ ability to practice medicine with the CEO’s cost saving restraints. Hammer then hires a Chief Operating Officer, Marge Harding, who is instructed to keep communication minimal and use her authority to place contracts and fire any at-will employee that she deems necessary in order to save money and keep the hospital open. The COO decides to implement a new electronic EKG interpretation service, which would give the doctor’s a faster and cheaper response than the current system and, in Harding’s opinion, would save the hospital $100,000 a year. Under her own authority, Harding signs a one year contract for the EKG service. ...
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...Negotiation Skills By: Kunal Samani President-Business Development Rolex Lanolin Products Ltd Why Negotiation? • Negotiation is needed to resolve intra-person or inter-person conflicts / disagreements / clash of interests. • Negotiation is something that we do all the time and is not only used for business purposes. The aim of negotiation is to explore the situation, and to find a solution that is acceptable to both the sides. • Only man negotiates; animals do not; when faced with larger predator, they do not ask for negotiation or justice rather just run away. • Negotiation is one of the most difficult jobs a person can do. It requires not only good business judgment but also a keen understanding of human nature Negotiation Interperson Negotiatio n Unplanned Negotiatio n Integrative Negotiatio n Hard Negotiatio n Soft Negotiatio n Planned Negotiatio n Distributiv e Negotiatio n Principled Negotiatio n Intra-person Negotiation Hard Negotiation • Hard negotiation involves the negotiation of positions, rather than interests. • It is highly competitive, seeing victory as the number one goal. • Hard bargainers, see the participants as adversaries. They distrust the other side and play sneaky games to try to gain the negotiating advantage. • Hard bargainers refuse to make concessions and demand onesided gains as the price of an agreement. • When confronted with a softer opponent, hard bargainers almost always will win. When confronted with another hard bargainer, however, it...
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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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...Faculty of Business Administration Negotiation Techniques NEGOTIATING IN THE REAL WORLD By: NITA ANA-MARIA I. Presentation of the parties involved 1. Cloud Nine Cosmetics is a Romanian company that is starting to grow its share in the hair dye and hair care market. The company needs a new color supplier, however the focus is on finding a natural colorant, in order for their products to maintain their high quality. Therefore, the company had investigated the exterior market and found an Indian supplier. Knowing that Indian manufacturers are usually family businesses they would have to introduce themselves through a contact that works with the company, and negotiate the contract taking into account the formalities and procedures of a different culture. 2. Accha manufacturers is an Indian family owned business, however it is less traditional in the fact that there is a woman, mrs. Hari Prabvu, as a general manager. They have been in business for centuries and they have managed to be around by adapting to the new environments while keeping their traditions alive through their process of creating the colorants. Their strategy is to extend to the International market, therefore start supplying for exterior companies. However, they would need to build some long term business relations, since that is the only way they would be willing to collaborate. This means that their partners have to be trustful, because this is their way of working. The colorants they make...
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...Ten Persuasion Techniques The objective of negotiating is to inspire another person to do something they may not want to do. Some of the tactics of negotiation include persuasion techniques. Persuading others is the art of the process. A little friendly persuasion by Guido, the godfather's henchman, is one way of being persuasive. Encouraging the parties to talk and work things out using persuasion techniques is another. It is all in the approach. Persuasion is often used just to get reluctant participants to talk; to get reluctant adversaries to open up, consider options and discuss the situation. This dialogue is an essential step forward in any negotiation. There are many ways to be persuasive. To improve your negotiation technique, learn to use these 10 persuasion techniques, or recognize when they are being used on you. In most negotiations we assume that the prime motivators are avarice and greed. While almost always present, these motivators are not always the most persuasive techniques available to a negotiator. It is the ability to use more subtle tactics that marks the difference between negotiators. Positive Persuasion Techiques 1. Positive Reinforcement The desire to be liked is very strong in all of us. An effective persuasion technique is the use of classical reinforcement conditioning. The Pavlovian cause and effect relationship model relies on the consistent response, positive or negative, to condition the other person to react in a specific...
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...Negotiating Techniques Critical Essay Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions was written by Nierenberg and Calero and published in The New Art of Negotiating: How to Close Any Deal in 2009. This article was also included as Reading 1.5 in the sixth edition of Negotiation: Readings, Exercises and Cases by Lewicki, Saunders, and Barry. This article provides an excellent overview of negotiation techniques, avoiding impasses, and avoiding the pitfalls of hidden assumptions. This article is written for practitioners that conduct negotiations or plan to conduct negotiations in the future. The authors’ do not provide any reference to the academic literature (or any references at all). The portions of this article that cover negotiation techniques and avoiding impasses seem to provide a very thorough list of techniques, but the description of these techniques is generally limited to only one or two paragraphs. The portion of the article that describes avoiding the pitfalls of hidden assumptions is vague and lacking in substance. In addition, there is a glaring factual error in one of the examples provided by the authors, which may imply that there are other errors in this article. Despite these issues, Nierenberg and Calero (2009) have provided an excellent introductory overview of negotiation techniques and techniques to avoid impasses. This article is excellent reading for those that conduct negotiations in the performance...
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