...Post Negotiation Analysis I started the negotiation with a cordial conversation that I am interested in purchasing the restaurant, the conversation continued but I did not feel that I was gaining any trust or the owner was opening up to me. Noticing that I was still trying to figure out the actual motif and details for this sale, the owner made the first offer of 300k and starting justifying my BATNA of building new restaurant. I brushed off the first offer since my reservation price was 160k and we were no way closer to ZOPA in price. I took over the negotiation and anchored with my of 150k offer. Being confident and showed honesty with my numbers (40% of her salary, 60% overhead and plus another 50% for all the hard work she had put it to establish this place). I further offered a guaranteed 40k salary job upon her return and she finally began to open up saying having the cash is more important and we finally agreed to this deal. Two critical factors affected this negotiation. First; lack of information on the owner which made me determined, probed hard and kept at it to find out more details. The outcome was that the owner begun to shut down because she did not want to show her vulnerability. The second was trust, since there was not much information between these two parties, both wanted to get more information but the questions and the communication style did not provide any venue to build trust. We found that information sharing to build trust between two parties...
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...Our company’s merged to avoid the bankruptcy, a Pareto Efficient outcome. Given we essentially had a negative bargaining zone (dispute context), as total resources I was owed and needed immediately, were less than Sandy could pay, integrative bargaining provided full disclosure and an optimal solution. Power is evident from the ability to force bankruptcy based on my contract rights, however, in court this power would prove useless if Sandy went bankrupt. Sandy has the power to declare bankruptcy and the right to argue rights due to Fawn’s actions. It was necessary to put aside a heated power and rights debate, to achieve our interests. We agreed bankruptcy was not an option, so became completely honest. A merger allowed us to maximize gains for both parties and even increase the ‘pie’. Together we can make profits from investments and carpeting. Furthermore, with combined resources, I can make all future investments and benefit from any carpeting work. This is a source of competitive advantage. I was also pleased with the level of cooperation from Sandy, who did not complain about Fawn. This developed trust, which clearly did not exist, lending us to a merger. I invited criticism and advice on this to develop the solution and relationship. By doing a merger, trust became implied, thereby disclosing all relevant information (and knowing whether one of us lied prior) to reach the Pareto Efficient equilibrium. With such collaboration, I was pleased with the ability to...
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...INBA6110 – NEGOTIATING SKILLS The seat belts in school buses controversy Table of Contents Executive Summary 3 Introduction 4 Problem Statement 4 Analysis of the Negotiation 5 Recommendations and conclusion 5 Bibliography 7 Appendices 8 Simulation Case i Organizational Chart / members of the team ii Opening Letter iii Dates / # of Post made during negotions via CHSB iv Executive Summary The paper discusses the process of the negotiation between the Public Transport Authority and the Mosquito Mums. A negotiation where both parties had defined objectives focused on the seat belts controversy. The study also speaks about the constraints that arise during the negotiation. Both parties presented their proposal however the negotiation reached to no consensus agreement. Furthermore, both groups presented strong factual points but the PTA thinks that the Mosquito Mums still did not raised a strong reason for the petition. In addition, the study discussed about the importance of following the 7 phases in negotiation. Introduction Negotiation is defined as a process by which two or more parties attempt to resolve their opposing interest[1]. The interest in this case was provided as a simulation exercise that occurred during the period October 17th to 23rd 2014 on the conflict of needs - “The...
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...assist the program personnel with adequately describing the need for the RFP and reviewing the acquisition plan in its entirety for completeness and accuracy. The CO should also ensure that enough funds have been allocated for the requirement. Once the acquisition plan has been approved, the CO will be developing the solicitation. Once all sections of the RFP have been written and approved, the CO will post the resultant RFP to FedBizOpps for any and all contractors of interest view the RFP in full details. If FedBizOpps is not available, the CO may email the RFP out to Offerors identified in its market research. Once the RFP has been posted, the CO should allow companies enough time to propose responsively to the RFP- which could be from 15 to 45 days depending upon the size and complexity of the requirement. During this time, the CO should answer any questions that all Offerors may have regarding the RFP. This should be done in writing but can also be done in an open forum such as a pre-proposal conference. Once all questions have been answered, the CO should post these questions and answers on FedBizOpps for all Offerors to see and if needed, amend the RFP. The process from the seller’s point of view begins once a notice is synopsized on FedBizOpps. After the requirement is actually posted on FedBizOpps, the seller should review the entire RFP and then choose if they want to propose or not. Depending upon what the seller believes his competitive chances are, a...
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...different ways Green could have respondeded. Which style might you suggest Green use instead – why? 4. Which conflict handling style best describe Donna Dubinsky’s approach when 1) the JIT idea first surfaced and during 2) the task force meetings? How effective were these styles at each of these points? Defend your points. What other approach (es) might you suggest for Donna at each of these points in the case? 5. You received what you consider to be a great offer for the car you are selling. Should you accept this first offer from the potential buyer? Demonstrate your knowledge of the psychology surrounding the question of whether or not you should accept first offers and related issues. 6. The “blue buggy” negotiation was a distributive negotiation with a negative bargaining zone/Zone of Possible Agreement. What does that mean for the...
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...supplier relationships. These practices represent a reasonably comprehensive (though certainly not exhaustive) approach to maximizing value in important supplier relationships. While not a recipe for guaranteed success, these practices comprise a roadmap for systematically negotiating and managing key supplier relationships more effectively. Today’s sourcing and procurement professionals face a multitude of negotiation challenges: from internal negotiations with business units around sourcing strategies; to negotiating agreements with single and sole source suppliers; to ongoing negotiations over individual statements of work, change orders, issues of scope, and the like. This excerpt describes the four best practices related to negotiation and offers some practical ideals about how to implement them. About the study The study was based on data collected from sourcing and supply chain executives at more than 100 companies about relationship management practices with their key suppliers, across six fundamental areas: Evaluation and Selection Negotiation Post-Deal Relationship Management Termination Performance Monitoring Portfolio Governance and Management One hundred fifteen survey respondents were asked to answer scaled questions on specific practices, as well as open-ended questions about their company’s overall approach to supplier relationship management. The bulk of the study details specific findings about each practice, including a...
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...The purpose of this forum is for you to have the opportunity to role-play an actual negotiation session with the goal of developing a collective bargaining agreement. The specific topic to be negotiated is related to employee safety. In this forum, the instructor will divide the class into two teams. One team will represent management and the other will represent labor. Note: The groups will be switched in Module Five for a similar activity to give students a chance to represent each side. First, watch the accompanying video to get each side’s perspective on the issue. Your instructor has provided a rough framework of a collective bargaining agreement in the resources section for this module that provides some detail on the issue and how the agreement is currently worded. This will serve as the starting point for your negotiations. After watching the video, each team should immediately research the topic and use the discussion board to collaboratively craft the language in the agreement to favor their position. This initial language must be posted by Thursday of this week at the latest. Then, teams should begin using the discussion board forum as a negotiating platform and role-play a dialogue with the opposing side in order to come to an agreement on the specific language required in the agreement. The object is to rewrite the agreement with wording that addresses the issue in a way that each side is satisfied with the gains and concessions. The collective agreement...
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...China: Business Do’s and Don’ts Introduction In business, knowing traditions and customs of host countries is paramount when beginning or carrying out negotiations. I find one of our most consistent and influential competitors and business allies to be China. China has for many years been a major contributor in the role of technology. Chinese technology and manufacturers are a huge part of the international trading system in America. In this paper I will discuss cultural differences, negotiation tactics, traditional and non-traditional customs, and attempt to explain effective methods of communication in the business sector of Chinese culture. I will begin by comparing and contrasting the cultures of China and America, and continue, by implementing ideas for effective communication and ways of successfully conducting business with China. China has recently had an economic spike, and was reported in an article in the Huffington Post as doing better now than ever before: “China is still faced with many daunting challenges ranging from corruption to regional income gaps and environmental degradation. But China is indeed better than at any time in its modern history. The country is now the world's largest laboratory for economic, social and political experimentation. There is every reason to believe that China, which has a continuously adaptive political system, will reach its objective of becoming the world's largest economy in a decade's time -- with all the implications...
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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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...Caroline Vernet 02/14/2012 Assignment 1: Dimensions of Negotiation & Organizational Conflict Resolution Introduction Every day we are confronted to conflicts and situations when we have to negotiate. It could be either a negotiation between parents and children, employees and employers or a contract between two companies. Negotiation is a complex social process of decision making between two or more parties that discuss to find a solution for their opposing interests. Negotiation includes many dimensions. In the first part, I will present you the ten dimensions that I believe are the most important in the negotiation process, as a form of a logical framework. And then, I will develop precisely and deeply two of these dimensions that are: the Decision Making and the Motivation. PREPARATION PREPARATION Part 1 NEGOTIATION NEGOTIATION POST-NEGOTIATION POST-NEGOTIATION MOTIVATION MOTIVATION EMOTIONS EMOTIONS ACTION ACTION The framework above represents the different phases of the negotiation: Preparation, Negotiation and Post-Negotiation. In each of them, I included the dimensions that are, according to me, the most important. Therefore, before negotiating, people need to elaborate their Strategy and Planning Process as well as defining there goals. Then the process of negotiation starts by the Perception, followed by the analysis of the information. Negotiators may have a conflict because of different interests. And, to resolve...
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...13/06/2011 Four Rules for Effective Negotiations … Harvard Business Publishing | For Educators | For Corporate Buyers | Visit Harvard Business School FOLLOW HBR: Register today and save 20%* off your first order! Details Subscribe Sign in / Register My Account Anthony Tjan On: Entrepreneurship, Strategy, Managing yourself Anthony Tjan Anthony Tjan is CEO, Managing Partner and Founder of the venture capital firm Cue Ball. An entrepreneur, investor, and senior advisor, Tjan has become a recognized business builder. Four Rules for Effective Negotiations 8:30 AM Tuesday July 28, 2009 | Comments (19) I've been involved in many negotiations in my career. They've all been different in some ways, and alike in others. But through them all, I've identified four "golden rules" to be the most helpful towards productive negotiation outcomes. The rules parallel different stages of a negotiation: 1. The background homework: Before any negotiation begins, understand the interests and positions of the other side relative to your own interests and positions. Put these points down and spend time in advance seeing things from the other side. 2. During the process: Don't negotiate against yourself. This is especially true if you don't fully know the position of the other side. Much is learned about what the other side really wants during the actual negotiation process. Stay firm on your initial set of positions and explain your rationale but don't give in too early...
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...Alternate Assignment for Unit 3 Alternative Dispute Resolution Wednesday, June 20, 2012, 9:00-10:00 By Norma Rogers This Seminar discussed the negotiation process and strategies we can take in negotiating the fact scenario in this unit found at Problem 6-2 on page 86 of our textbook. During the seminar, the class chose which party in the scenario each wished to represent and stated their interests and positions. I. Professor’s general housekeeping comments: • The class must post to the primary discuss thread and make at least three substantive responsive posts to other student’s posts. • For the mediation project, we will be submitting a drafted agreement of at least two pages. Even the mediator will have a proposed agreement. Then answer the questions provided in at least two full paragraphs and be prepared to submit a copy of the transcript from the mediation sessions. Instructions for partners are posted in the Course Announcements and complete instructions for the mediation project are posted in Unit 4. II. Negotiation defined and discussed Negotiation as a dispute resolution process involves the two parties voluntarily agreeing to attempt to solve the dispute together. Negotiation is non-binding. The parties should put together a plan for proceeding, should the negotiations falter. Additionally, negotiation, a bilateral action, is designed to facilitate discussion between the parties. Because no third party is involved, the parties must provide their...
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...118. Negotiations under competitive methods (1)Post-bid negotiations may be undertaken where- (a) the highest bid falls short of the reserve price, valuation or anticipated sale price of the assets; or (b) there is a need to negotiate the conditions of sale. (2) Following approval of the evaluation report, the procedure for negotiation shall be as follows- (a) the evaluation team shall detail the nature of the proposed negotiations, listing the points that (b) the Board or its competent committee shall approve the negotiation plan prior to any negotiations taking place; (c) negotiations shall be held with the best evaluated bidder, with at least three members of staff of the procuring and disposing entity present, except that the members of staff of the procuring and disposing entity, at the negotiations, shall not commit the procuring and disposing entity, to any arrangement, but shall seek the approval of the Board or any of its committees prior to confirming any agreement reached; (d) the negotiations team shall report, in writing, to the Board or any of its committees on the achievements of the negotiations in relation to the objectives of the negotiation document and shall submit minutes of the meeting. The report shall state whether the negotiation objectives have been substantially achieved and shall contain...
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...PRE NEGOTIATION WORKSHEET INTERCULTURAL NEGOTIATION Name of Negotiation: Date of Negotiation: Your Name(s) (First name and surname): Your role in this negotiation: ------------------------------------------------- REMINDER: The Pre-Negotiation worksheet MUST be completed PRIOR to your negotiation. IMPORTANT! 10% of your grade on this assignment will be based on the visual quality of your written work. This includes (but is not limited to) providing all requested information, proofreading your document, running a grammar and spell check, and insuring that your document is properly formatted and aligned. It is fully expected that you will submit “professional quality” work to your instructor, both in content and in presentation. PART 1: YOUR ANALYSIS OF THE NEGOTIATION 1. In one or two paragraphs, please provide a summary of why this negotiation is taking place. You should include what brought the two parties to the bargaining table, and what they hope to accomplish during the course of this negotiation. Be as specific as possible using the general and/or confidential written information that was provided for you. 2. What alternatives do you have if you do not successfully complete this negotiation? List all that apply (whether they be good or bad) and then identify which option is your BATNA and why. 3. What possibilities do you see that could be used to bring added value to BOTH parties in this negotiation? (“enlarging the pie”) PART...
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...Research Paper Trade union negotiating officials’ use and non-use of e no use on-u Acas conciliation in industrial disputes s Ref: 07/10 2010 Clare Ruhemann (Labour Research Department) For any further information on this study, or other aspects of the Acas Research and Evaluation programme, please telephone 020 7210 3673 or email research@acas.org.uk Acas research publications can be found at www.acas.org.uk/researchpapers ISBN 978-0-9565931-4-6 Trade union negotiating officials’ use and non-use of Acas conciliation in industrial disputes October 2010 Labour Research Department Disclaimer The views in this report are the author’s own and do not necessarily reflect those of the Acas Council. Any errors or inaccuracies are the responsibility of the author alone. 2 Table of contents ACKNOWLEDGEMENTS.................................................................................. 4 EXECUTIVE SUMMARY .................................................................................. 5 1. INTRODUCTION....................................................................................... 7 1.1 Background..................................................................................7 1.2 Method........................................................................................7 Building a sample-frame of officials...........................................7 1.2.1 1.2.2 Development of hypotheses .......................................................
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