...Negotiation in Today's Business World Negotiation: To confer with another person as to arrive at a settlement of some matter; also to arrange for or bring about such conference” (Merriam-Webster Dictionary) The above connotation is a clear and concise definition of the negotiation process. This will give us the opportunity to take a moment to look back and retrospect on many activities we participate or perform certain realities will begin to come into fruition. This visualization really suggests that most of us engage negotiations daily in one way or the other. For most people these interactions usually occur in the form of mediation disputes, contractual agreements and conflict resolution without truly recognizing the interface transpiring. Most of us are engaging in some type of negotiation process visualizing the process in phases and what each phase entails might be the defining factor in what most negotiators consider a successful or unsuccessful negotiation. In this paper the subject to examine is four phase process that individuals including myself should take consideration before entering into any form of dialogue between parties or groups with conflicting views. The phases includes: 1) pre-negotiation or preparing, 2) conceptualization/presentation, 3) setting the details, 4) follow-up Phase 1; Pre-negotiation or Preparing Understanding the essentials of preparation was the first concept I adopted while aspiring to begin a catering and event planning business...
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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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...Case 5 “DAVID OUT-NEGOTIATION GOLIATH:APOTEX AND BRISTOL-MYERS SQUIBB” Problem Definition This case is a real world scenario about the survival of two giants of the pharmaceutical industry at stake. The problem is non- professional negations process and the focusing on Win-Win which at end resulted in acting unethically and this caused a disagreement through which Bristol Mayers and Apotex perceive a threat to their needs, interests or concerns. Justification for Problem Definition The problem happened due to the lake of clear negations strategy and good planning which should be strongly presented in such negotiations between the business giants. The problem is also happened because one of the decision maker has behaved in an un-ethical manner to achieve his goal. List of Alternatives:- 1- Developing strong negotiations strategy in the big organizations. 2- Setting a policy that can assure that lawyers must be presented in such negotiations 3- Embedding the ethical principles in organizations. Alternatives Evaluation:- 1 - In order to be triumphant in today’s dynamic environment organizations need to focus on the environment it operates in and have to react swiftly to the changes that occur by developing negotiation strategies to stay ahead of competition. Strategy is embedded in any organizations planning process and without strategy the organization will become a candidate for acquisitions or would become extinct. It’s usually a mistake to approach...
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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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...effective negotiation in a customer service environment. This paper provides an overview of the interpersonal and organizational variables that influence a negotiator's behavior and decision-making processes. In particular, it focuses on Customer Service environment and selects the negotiation strategy to be used in a given situation, while identifying a negotiator's behavior and decision-making processes. It attempts to design specific strategies and tactics based on the interests, positions, and standards of each party and defends the negotiating tactics used in order to reach a compromise. Definition Negotiation takes place whenever two or more people or groups desire outcomes which are interdependent. Weather a negotiation concerns a family quarrel, or a peace settlement among nations, people routinely engage for it and makes concession to reach the compromise (Fisher, Ury, & Patton, 1991, p. 3) Negotiation Strategies Customer service environment is all about attitude, negotiation and communications. While communicating one has to take consideration of negotiating strategies, and which strategy would be best in a particular scenario. For example if it is to offer service or a product to a potential client, then the Cooperative bargaining is the best strategy to use. Also known as Integrative strategy focuses on developing mutually beneficial agreements based on the interests of the disputants (Brad Spanqler, 2003). Here both parties involved in negotiation sit down and...
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... |Syllabus | | |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...
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...Negotiation Negotiation Plan Team D (NAC) Walden University Negotiation Plan One of the main challenges in the upcoming negotiations with the USSL is the cultural differences between our countries. In order to overcome this barrier, we have to plan our negotiation approach very careful and detailed. According to Lewicki, Saunders, and Barry (2011), “The dominant force for success in negotiation is in the planning that takes place prior to the dialogue” (Lewicki, Saunders, & Barry, 2011, p. 97). The main issues in the upcoming negotiations are: * Number of vessel used per year * Logistics support during the ocean and ground transportation * Freight cost and terms of payment * Geographic distribution over the Americas and other continents With accordance to the presented issues, the objectives in each negotiation session will be as following. Stage 1: A general agreement on the concept of operations, including reaching of consensus regarding further negotiations. Stage 2: Strategic Objectives. 1. Creation of harmonious relationships, based on the integrity and reliability; 2. Determination of the volume of transportation over the five-year period, including general understanding regarding an obligation per each year; 3. Principal agreement on the financial relations; 4. General agreement regarding potential geographic areas /states...
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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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...central IT system, for the five DGs involved in research, based on Web technology for the storage and management of the essential proposal data and documents. The general business process is described by the following figure: 1.3. Goal of the negotiation Collection and finalisation of all the documents and information required to produce a contract for a given proposal (for any instrument and funding system of FP6, see Annex 1). Implementation of the recommendations of the experts and requirements imposed by the Commission. 1.4. Characteristics of the negotiation The negotiation is an interactive and iterative process between the Commission on one hand and, mainly, the coordinator on the other hand. In some cases, the Commission communicates also directly with other project partners. Communication means are mail, e-mail, phone, meetings, and might include web-based electronic submission. 1.5. Starting point of the negotiation preparation There is no clearly defined starting point of the preparation of the negotiation. Activities described in section 2 which do not imply contacts with proposal participants may potentially be undertaken before the negotiation authorisation is given 1.6. Starting point of the negotiation The authorisation to negotiate is given by the responsible EC official. 1.7. Input required After the submission and evaluation phase Call details (FP, call identifier, year of publication, etc) Coordinator and partner logins/passwords Proposal...
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...NEGOTIATIONS Patience Kayira KEZZIE MKANDAWIRE POLYTECHNIC MALAWI NEGOTIATION SLYLABUS 1. Negotiations Overview Definition, and Types; Goals and Objectives; Tactics and Ploys; and Team Versus Individual negotiation approaches. 2. The Negotiation Process Pre – Negotiation; Actual Negotiation; and i. Post- Negotiation. 3. Achieving Success in Negotiation i. Qualities of a successful negotiator; ii. Preparing and planning for negotiation; and iii. Designing a BATNA (Best Alternative To a Negotiated Agreement). 4. Conflict Management in Negotiation i. Types of negotiation conflict; ii. Causes of conflict in Negotiation; and iii. Conflict resolution and management strategies. 5. Negotiation in different Product Portfolios (Krajlic Matrix) i. Establishing negotiation goals and objectives for each product portfolio; ii. Choice of techniques and tactics for use in each portfolio; and iii. Challenges faced when negotiating in different portfolios. 6. Negotiation Variables i. Time, Power and Information; and ii. Other variables i.e. terms, delivery 7. Evaluation of Negotiation Performance i. Criteria for measuring negotiation performance; and ii. Negotiation performance improvement strategies. 8. Emerging Issues in Negotiation i. Ethics in Negotiations; ii. Culture in Negotiations; iii. E – Procurement negotiation; and iv. Negotiations in Public Procurement. PRESCRIBED TEXTS Purchasing Principles and Management by Baily P, Farmer D, Jessop D and Jones D. Purchasing and...
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...Advocacy Group in The Seat Belts in School Buses Controversy Word Count: 839 No. of Pages: 10 Submission Date – 27 May 2015 Table of Contents Introduction 3 Planning Approach 4 Lessons Learnt 5 Conclusion 6 Sources Used During the Negotiations 7 Appendix 9 Negotiation Team Roles: 9 Introduction The Mosquito Mums is an advocacy group that is petitioning the Government of Western Australia on legislative amendments affecting the safety and security of children in school buses. The group is represented by six members who each played a different role in the simulation exercise over the six day period - Lead Negotiator and Spokesperson, Critic, Relater, Expert, Recorder, Builder, and Observer (See Appendix for role descriptions). Initially, the Mosquito Mums conducted research into the case and did a thorough literature review in order to obtain all of the necessary facts. This enabled us to plan our approach and craft an effective strategy for the negotiations. During each stage, the team collaborated with scripting the draft responses, which were then presented by the appointed spokesperson. In the end, our opponent accepted to our proposals in the spirit of goodwill that was targeted towards the common interest, the safety of children. Planning Approach In preparing for the negotiations, our approach was to first discuss and analyze the Case Study to identify the interests of both the Mosquito Mums and the Western Australian Government. The next...
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...Post-Negotiation Report on Overtime rate, hours of work & Shift Premiums (Union-The United Metalworkers of Canada) Post-negotiation (Overtime rate, hours of work & Shift premium) During negotiation, we came across few issues that we did not include in our original planning book. The clause of overtime took a major part of our discussion time. Wages, overtime and benefits were the only clauses where we had to make calculations and required the company’s financial standing. Some of the errors that we made in the overtime clause were: * As compared to the company’s financial standing, our opening position was quite smaller in values. We were unsure, that if it would be possible to inflate the values while negotiating. We increased the values of our overtime and shift premium rates while bargaining. Our new rates fell in place in terms of the budget was not going higher than the financial standing of the management. Our target position was similar to the management’s fallback. * In our original planning book, we did not consider the issue of how the overtime employees will be assigned. Management wanted to be deciding on who will be assigned for overtime hours, however, we wanted it to be entirely voluntary. As our opening position, we would keep overtime as being voluntary based and management cannot force or assign any worker without asking. * We also included switching shifts option in our new planning book. We think it is necessary as it can avoid...
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...| Negotiation | Research Project | | [Type the abstract of the document here. The abstract is typically a short summary of the contents of the document. Type the abstract of the document here. The abstract is typically a short summary of the contents of the document.] | | Amit Porobo | 6/30/2011 | | Table of Contents 1. Introduction 3 1. Why negotiate 3 2. Pre-negotiation 4 2. Planning for negotiation 4 3. Negotiation styles 8 1. Belief-based styles 8 2. Professional styles 14 3. Contextual styles 24 4. Negotiation process 29 5. Obstacles to negotiation 31 6. Negotiation tactics 34 1. INTRODUCTION Negotiation is a basic means of getting what you want from others by interactive communication designed to reach an agreement. It is the process where interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests. Negotiation is usually regarded as a form of alternative dispute resolution. The first step in negotiation is to determine whether the situation is in fact a negotiation. The essential qualities of negotiation are: the existence of two parties who share an important objective but have some significant difference(s). The purpose of the negotiating conference to seek to compromise the difference(s). The outcome of the negotiating conference may be a compromise satisfactory to sides, a standoff (failure to reach...
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...Management Planning A. Operations 1. Productivity and efficiency methods 2. Management systems 3. Community services B. Management functions 1. Control 2. Policy and procedure development 3. Problem solving 4. Planning a. Annual Budget, Operational Budget, Budget Cash, Investment Budget b. Business plan c. Strategic plan d. Marketing plan 5. Organizing, directing, coordinating, and communicating C. Organizational behavior 1. Negotiation 2. Collaboration 3. Leadership 4. Motivation 5. Conflict management 6. Organizational change 7. Team building 8. Group process D. Strategic planning and development 1. Organization mission 2. Objectives/goals 3. Assessment a. Environment b. Strengths, weaknesses, opportunities, and threats 4. Plan 5. Implementation 6. Evaluation of achievement Hospice Management Plan A. Management functions 1. Control 2. Policy and procedure development 3. Problem solving 4. Planning ...
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...WDA- FASTCAT CASE PHASE 1 HRM A GROUP-3 2013 The document highlights the development and implementation of the internal structure. TABLE OF CONTENTS Contents Executive Summary _____________________________________________________________________________ 1 Strategy and Objectives_________________________________________________________________________ 2 Organization Objective .................................................................................................................................2 Cost control Highlights ............................................................................................................................2 Innovation .....................................................................................................................................................2 Increase customer base ...........................................................................................................................2 End to end solution ...................................................................................................................................2 Customer satisfaction ...............................................................................................................................2 Employee value creation .........................................................................................................................2 Un-parallel product quality ................................................
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