...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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...and advantages, in order to succeed in negotiations Following the right negotiation methods and having the proper negotiation skills, we can accomplish and gain our demands Interpretation of the moves of body parts Interpretation of the way we are sitting and handling the area around us Following the basic negotiation steps Having some necessary negotiation skills st 1 Part Vital benefits and advantages We should be able to recognize the co-negotiator’s strategy. explain the co-negotiator’s emotions. understand the co-negotiator’s power limits. Accomplish and gain our demands Following the right negotiation methods and having the proper negotiation skills: we follow our strategy and our schedule. we continuously adjust our aims. we lead the negotiation process. Part moves of body parts How to Locate the Honesty give either the one or both of our palms to the other person putting our palms in our pocket or we will hide them behind our crossed arms How Infects Domination and Control our palm is facing the ground The Submission Handshaking our palm is facing the sky How to Create Equality both of the palms are in vertical position How to Create Sympathy both our and the other person’s palm are in vertical position give back the same pressure we are taking nd 2 Part moves of body parts nd 2 Hands How to Disarm a Dominant Character The Upper Hand Technique give your hand back in the palm...
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...Behavioural Skills for Business F84L 35 Assessment Submission Learning Outcome 1, 2 and part of 3 Name Sarah-Jane Haldane Student I.D. L000093338 Date 27/10/14 After analysing Jess's role as manager of the Customer Engagement team I have come to the conclusion that in order for her to move forward and fulfil her role to the best of her ability she would benefit from using the following management and leadership theories. Management Theory – Rosemary Stewart This theory enables jobs to be examined in 3 important ways: The demands of the job – What job holder must do. The constraints – Limit what job holder can do. The choices – Indicate how much freedom the job holder has to do the work in way she chooses. The purpose of this theory is to show how dealing appropriately with demands & constraints and exercising choices, can improve a manager’s effectiveness. Demands of the job Demands are what are expected of Jess within her new position within the company in order to get the job done and not run into problems. Jess must look at all the demands to define the future strategic decisions of the organisation. The demands in which Jess should currently be focusing on are: Ensuring profit is being made. Satisfying both customers & stakeholders Improve the new structure of the team/business. Ensuring quality of products and services. Ensuring staff morale is high. Constraints Is...
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...Negotiations Name University of Phoenix Management 445 Instructor Date Abstract Communication techniques are an important part of these skills. Communication is the most important aspect of negotiation. Communication is a dialogue in which each person explains his or her position and listens to what the other person is saying. During this exchange of views, proposals are made, and concessions explored. The reason for communication is for each party to gain something from the negotiations table. The consumer is looking for a bargain and the salesman is looking for a profit at the end of the negotiation. A major weakness of inexperienced negotiators in any cultural context is their inability to listen carefully to what the other person is saying. Their main concern is usually to present their case and then to counter objections made by the other side. This approach can only lead to a monologue, not a discussion. The perception that good negotiators talk continuously and dominate the discussions to achieve optimum results is false. In reality, skilled negotiators spend more time listening, and asking questions to ensure that they understand fully the other side than in talking. The ability to listen effectively is fundamental to the success of any business negotiation. Good listeners do more than listen - they think, analyze, assess what the other side is saying. They hear everything that’s being said, using each word as a negotiation ploy, By listening...
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...Information from ProQuest February 05 2015 19:29 _______________________________________________________________ Table of contents PLEASE RIGHT CLICK HERE AND SELECT "Update Field" TO UPDATE TABLE OF CONTENTS. 1. Emotional intelligence at workDocument 1 of 1 Emotional intelligence at work Author: Taylor, Peter ProQuest document link[->0] Abstract (Abstract): As recently as April 2009, at one of our You Asked for It workshops, Summit readers experienced a hands on demonstration of emotional intelligence (EI) at work. In a session led by Linda Pickard, workshop attendees figured out whether they were left or right brain dominant, or somewhere in between, and then learned how that characteristic played out in communications and negotiations with co-workers, clients and suppliers. Understanding your emotions and those of the people you are dealing with improves communication and, consequently, the outcome of the situation. I suspect that to many of you it sounds a bit "touchy feely" for a procurement magazine, but I also suspect that understanding and practicing your EI will go a long way to making work more productive, procurements more successful and contract management easier. A brief introduction to the science behind emotional intelligence explains a number of important things. The human brain's first role was to protect us from external threats. The 'flight or fight' response prompted us to react quickly to sounds and sights around us. There was no time for rational...
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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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...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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...use of a middle man can be helpful when negotiating in order to gain an understanding of the background information of the foreign negotiators. Aside from the importance of etiquette and social customs it is important to know the negotiating tactics employed. When doing business with China, Japan, and South Korea it is important to know the differences between each individual country. While they are all Asian countries and there are many similarities in etiquette there are many differences when dealing with negotiations. Before negotiations starts one must be conscientious of attitudes and styles, the sharing of information, pace of negotiations, and bargaining. China and South Korea share the attitude and style of distributive and contingency, while Japan is more cooperative. The Japanese see “negotiating as joint problem solving”. (Lothar Katz) China and South Korea’s distributive and contingency style of negotiating rely on the use of aggressive techniques they are usually willing to compromise. Even though the use of aggression is common it is generally easy to reach an agreement if a conflict were to arise. Conflicts with the Japanese are rarely settled without using an outside mediator. The sharing of information during...
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...Chapter 7 Buying an Existing Business Part 1: Learning Objectives 1. Understand the advantages and disadvantages of buying an existing business. 2. Define the steps involved in the right way to buy a business. 3. Explain the process of evaluating an existing business. 4. Describe the various techniques for determining the value of a business. 5. Understand the seller's side of the buyout decision and how to structure the deal. 6. Understand how the negotiation process works and identify the factors that affect the negotiation process. Part 2: Class Instruction Introduction Some entrepreneurs choose to buy existing businesses rather than start their own. In a typical year, between 500,000 to one million businesses are bought and sold. Purchasing an established business can offer many advantages—if the entrepreneur knows what they are really buying and if the business is priced right. Buying an Existing Business LO 1 A prospective owner must ask several key questions before buying an existing business. • Is it the right type of business for the market? • What experience do I bring to the venture? • What is the success potential? • What changes are needed—and how extensive are they—to realize the full potential of the value of the business? People buy businesses for different reasons. As described in Figure 7.1: Types of Business Buyers, we can categorize buyers into four areas: 1. Main...
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...MEDIATION- ESSAY (MRC 4073) Semester 4 2014/2015 ASSIGNMENT 2 NURHAZIMAH MAHAT MR131040 Essay on Mediation Mediation is a form of alternative used to solve disputes between two or more parties. It is one of the negotiation process which the disputing parties are being assisted by the third party that act as a mediator. Mediation also one of the effective way to resolve disputes without the need to go to the court. Mediation has been widely use to settle situation such as consumer disputes, contract disputes, family disputes and also neighbourhood disputes. The third party that is the mediator will help the disputes parties to solve the problem and arrive at an outcome that both parties are happy to accept. Mediators are normally have excellent negotiation skills. They know all types of integrative agreement to resolve disputes. Table 1 shows type of integrative agreements for resolving disputes. In order to become effective mediator, there are few areas that mediators have to be excellent at; first mediator must be able to develop effective communication and building consensus between the disputes parties, second mediator must be able to control emotional outburst and keep disputants focused on resolution instead of retribution, third mediator must be able to construct proposal that link a future relationship to the resolution of the past disputes. Type of agreement | Description | 1. Trade off agreement 2. Narrowly focused agreement 3. Limited...
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...Chapter 7 Buying an Existing Business Part 1: Learning Objectives 1. Understand the advantages and disadvantages of buying an existing business. 2. Define the steps involved in the right way to buy a business. 3. Explain the process of evaluating an existing business. 4. Describe the various techniques for determining the value of a business. 5. Understand the seller's side of the buyout decision and how to structure the deal. 6. Understand how the negotiation process works and identify the factors that affect the negotiation process. Part 2: Class Instruction Introduction Some entrepreneurs choose to buy existing businesses rather than start their own. In a typical year, between 500,000 to one million businesses are bought and sold. Purchasing an established business can offer many advantages—if the entrepreneur knows what they are really buying and if the business is priced right. Buying an Existing Business LO 1 A prospective owner must ask several key questions before buying an existing business. • Is it the right type of business for the market? • What experience do I bring to the venture? • What is the success potential? • What changes are needed—and how extensive are they—to realize the full potential of the value of the business? People buy businesses for different reasons. As described in Figure 7.1: Types of Business Buyers, we can categorize buyers into four areas: 1. Main...
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...Concepts of Negotiations Concepts of Negotiations Communicating is crucial during negotiations when both parties are serious about reaching a mutual agreement. Whether the communication is direct, indirect, formal, or informal there has to be an open line of communication. During negotiations there are two or more parties, each has self-interests, all parties have options, the parties can come to an agreement or unable to reach a mutual agreement (Murtoaro & Kujala, 2007). There are also several concepts of negotiations including win-win, interest-based, positions v. interests, and BATNA negotiations. Below the reader, will find a brief description of all of these concepts. Win-Win Negotiations The win-win negotiation approach is a relatively new concept and is successful when one or all parties meet their requirements of the settlement without the use of power (Falcão, 2014). A win-win negotiation strategy has seven requirements to form a solid foundation. “Promote interdependence, proactive learning, be translucent, be positive, be reasonable, be loyal in the negotiation process, and commit to a win-win process” are the seven steps to a successful resolution (Falcão, 2014, para.3). In win-win negotiations, it is necessary for the parties to conduct some background investigations especially for business-business negotiations because criminals wear different suits. Best Alternative to No Agreement (BATNA) Rodger Fisher, William Ury, and Bruce Patton introduced...
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...The Art of Negotiation Goals & Objectives: To list examples that require successful negotiating skills in your personal and professional life To explain the elements of successful negotiation To describe the barriers to successful negotiation Outline: Elements of Successful Negotiation Preparation Preparation Goals Preparation Limits Communication Skills Active Listening Clarity Body Language Emotional Control Final Negotiations – Closing the Deal Final Tips Traits of a Great Negotiator Successful Techniques Unsuccessful Techniques Summary The Art of Negotiation Objectives: Successful negotiation is an art form that comes naturally to some, but must be learned by most. This module will discuss skills necessary to successfully negotiate goals and objectives in your personal and professional life. Skills will be broken down into specific elements that may enhance or impede any outcome. Introduction If we poll an audience and ask them for the first thought that comes to mind when they think of the term ‘negotiation’, the most often responses will include labor, contract or political negotiations. Yet negotiations play a major role in all aspects of our professional and personal lives.1 In the workplace we negotiate with our patients and their families and friends to obtain their full consent and cooperation. We negotiate with our peers, managers, physician staff and other healthcare workers, state and federal regulators and the list goes...
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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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...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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