... PAGE Executive Summary ………...…………………………………………………………………………………… 3 Introduction ……………………………………………………………………………..4 Price Negotiation Memorandums (PNMs) 1. Issuing of government Contracts …….………....………………………………………5 2. Bidding and negotiation ………………….…….…………………………… ………6 3. Negotiation Summary..................................................................................................7 4. Introductory Summary……………………………………………………………….8 5. A tabular summary of price………………………………………………………….10 6. Government Contracting……………………………………………………………10 7. Vertical integration as a contracting technique……………………………………..11 8. Private-public partnerships…………………………………………………………..12 Executive summary This guide acts as a replacement to the earlier Air Force Material Command FAR Supplement with the intention of making it better than its predecessor. The scope of this document is to provide information on the necessities of developing prices and then devising of mechanisms to determine the fairness of the prices. It is with this precedent that the document goes back all the way from the historical behavior of factors that affect the prices up to the final price. The Price Negotiation Memorandum is the legal document that is used officially to determine any price, which cannot be set based on competition. In any contract...
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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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...A report on the negotiation between X and Y Executive summary: It is summary of the main points and the conclusion of the report. It gives the reader a quick overview of the total situation. Introduction: It informs the reader about the goals of the negotiation and also about the participants, the time and the venue Results: It is the body of the report. It gives the facts and basic items about the process of the negotiation and the results of the contract from the point of view of the writer. It is usually divided into several paragraphs. Paragraph one: pre-negotiation strategy prepared by each group. Goals: high priority items, bottom line and trading cards. Balance of power and the strategy used during the negotiation. Paragraph two: the order of discussion of the items. It is about what occurred during the negotiations, whether it followed your strategy and how successful it was. Paragraph three: the main points of the contract. Conclusion It is about what the writer thinks about the facts and how she interprets them Recommendation (if any): Recommendations are practical suggestions to deal with the situation and ideas for making sure contracts in the future are carried out more successfully. Long-range sporting Goods, Inc. of Elizabeth, New Yersey, has contacted Allsport Distributors as a possible agent for their golf clubs and bags in China. Long-range Sporting Goods: mid-to-luxury range of golf clubs, emphasis on up-market segment...
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...Alternative Dispute Resolution Felicia Greene LAW/531 April 4, 2016 Carol Parker Alternative Dispute Resolution In this paper we are asked to review a state level business dispute taken from either our own experience, the text or from personal research. I have chosen to discuss a case that is discussed in our text, Business Law 16th edition. The Case I will be discussing will be Hagan v. Coca-Cola Bottling Co. This case is about two sisters, Linda Hagan and Barbara Parker, who drank from a bottle of Coke which they both agreed tasted flat. After observing the bottle in the light both women observed what appeared to them to be a used condom with a “oozy sticky stuff coming out of the top” (Mallor, Barnes, Bowers, Lanvardy, 2014). After being sent to Coca-Cola for testing it was determined that the object was mold and not a used condom. Before the findings the medical personnel at the Coca-Cola facility told the ladies they should be tested for HIV. Those tests came back negative for both of the women. Hagan and Parker brought a negligence action again Coca-Cola and at the conclusion of the trial were awarded $75,000 each by the jury. However, the trial court reduced the jury award to $25, 000 a decision that both sides appealed. The appellate court revers the jury award and concluded that under case law concerning the impact rule, neither of the plaintiffs had proven a claim because neither had suffered a physical injury. ("Hagan V. Coca Cola Bottling Co", 2016)...
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...| | | | |“The slugger’s come home” is an explicative and demonstrative video that represents an example of a negotiation process. It shows, from a baseball theme example, | |how does negotiation between 2 parties may work. While the video shows us the perspective of both parties, it also gives us some extra information about | |negotiation process.” | ABSTRACT The Sluggers Come Home “The Slugger’s Come Home” is an explicative and demonstrative video that represents an example of a negotiation process. It shows, from a baseball theme example, how negotiation...
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...De Havilland Inc. Report on Competitive Bidding and Negotiation Presented to Louis Girard Prepared by: Michel Boyer 10046739 February 8th, 2016 Table of Contents Executive Summary 3 Issue Identification 4 Root Cause Analysis 5 Alternatives and Options 6 Recommendations 7 Implementation 9 Monitor and Control 10 Executive Summary The current inventory of parts, flaps shrouds and equipment bay doors, to produce the Dash 8 airplane will run out in approximately 18 months. In keeping with the companies’ goals of reducing costs, we have asked our suppliers to accept a 25% reduction in prices. When it came to the actual, they were not willing to budge. For that reason, we issued an RFQ. We obtained 9 bids. The lowest bidder was Morton Enterprises. After evaluating the bids, we identified two options, the first one to enter into negotiation with Morton so they can become the preferred supplier of flap shrouds and equipment bay doors. The negotiation must also include transportation, supply, support, etc. The second option is to also negotiate, at the same time as Morton, with the next 2 lowest bidders, Das Components and Lakeshore Industries. Our recommendation is to start negotiation with Morton as soon as possible. Morton’s price will permit us to reduce our manufacturer costs and enter into a long term relationship. A bid clarification meeting must be held quickly to make sure that Morton’s bid...
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...$12.29 paperback. Negotiating Rationally by Bazermann et al. was written at a time when Science about negotiation was fairly recent. Therefore it reviews the literature already existent and also incorporates own experiences, gained during many seminars. The book is full of real life examples which were told or experienced by the author. Bazerman et al. consider the importance of negotiation as growing as the workforce gets more and more mobile, becomes more diverse (gender, age, nationality), the structure of companies is changing and the marketplace becomes global thus a lot more complex. The authors present a framework on negotiating rationally. This framework was developed a decade before writing the book and got intertwined with previous research as well as the experience of teaching Master students. As their Curriculum Vitae reveals, Bazerman as well as Neale specialized in organizational behavior. Bazerman worked on decision making, consumer behavior and negotiating skills. Neale worked primarily on Negotiation sciences but also on conflict management. 2. Summary of the Contents. When looking at the book as a whole, it is divided into three parts. The first part presents seven common so called 'mistakes' in negotiation. The second part introduces a rational framework for negotiation. The last and third part gives advice on how to simplify complex negotiations. Each part is divided in up to seven chapters which gives the reader a very good division of the different...
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...INDIES EMBA PSM BELIZE 01 COHORT 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...
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...|World Trade | | |Organization | | | | | | |WT/MIN(11)/11 | | |17 December 2011 | | |(11-6661) | | | | |MINISTERIAL CONFERENCE | | |Eighth Session | | |Geneva, 15 - 17 December 2011 | | EIGHTH Ministerial Conference CHAIRMAN'S CONCLUDING STATEMENT My statement is in two parts. The first part...
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...Week Three Student Guide In Week Three, you start to learn about the foundations of group behavior, the stages of group development, the various types of work teams, the difference between groups and teams, and how to create effective teams. You also learn about more about conflict in organizations through the different conflict-handling intentions and the negotiation process, and you learn more about the conflict process as a whole. Groups and Teams OBJECTIVE: Determine strategies to develop effective groups and teams. Resources: Ch. 9–10 of Organizational Behavior Content • Ch. 9: Foundations of Group Behavior o Defining and Classifying Groups – we define a group as two or more individuals, interacting and interdependent, who have come together to achieve particular objectives. Informal group, command group, task group, interest group, friendship groups • Why do People Form Groups? Gives a sense of social identity o Stages of Group Development – groups generally pass through a predictable sequence in their evolution • The Five-Stage Model – Forming, storming, norming, performing, and adjourning. • An Alternative Model for Temporary Groups with Deadlines – 1) their first meeting sets the group’s direction. 2) this first phase of group activity is one of inertia; 3) a transition takes place at the end of this phase, which occurs exactly when the group has used up half its allotted time; 4) a transition intitiates...
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...DIVISION OF PURCHASING Guidelines for Developing and Evaluating a REQUEST FOR PROPOSAL C.L. ‘Butch’ Otter, Governor Department of Administration Teresa Luna, Director P.O. Box 83720 Boise, Idaho 83720-0075 (208) 327-7465 FAX (208) 327-7320 purchasing.idaho.gov JANUARY 2007 GUIDELINES FOR DEVELOPING AND EVALUATING A REQUEST FOR PROPOSAL Table of Contents 1. 1.2 2. 2.4 INTRODUCTION 1 1 1 PREPARATION - PLANNING THE RFP 1 2 2 2 2 2 2 3 3 3 3 3 3 4 4 4 5 5 5 5 5 5 5 5 6 6 6 6 6 1.1 2.1 2.2 2.3 2.5 2.6 2.7 2.8 2.9 2.10 2.11 2.12 3. PAGE Definition and Use Some Common Uses of the Request For Proposal Appropriateness Preparation & Response Time Statement of Intent - Scope of Work Evaluation Factors 2.4.1 Mandatory Requirements 2.4.2 Determining Evaluation Factors 2.4.3 Technical Capability & Solution Approach Weighting Factors 2.5.1 Technical Capability & Solution Approach 2.5.2 Cost Proposal 2.5.3 Managerial & Staff Capability Evaluation Rating Form - Scoring Sheet Choosing Your Evaluation Team Oral Presentations References Pre-Proposal Conference 2.10.1 Scheduling a Conference 2.10.2 Answering Questions Other Considerations 2.11.1 Public Notice 2.11.2 Amendment, Modification, or Withdrawal 2.11.3 Late Proposals, Modifications, or Withdrawals 2.11.4 Receipt & Record of Proposal 2.11.5 Mistakes in Proposals 2.11.5.1 Before Due Date & Time 2.11.5.2 After Receipt But Before Award 2.11.5.3 Discovered After Award Appeals CREATION - A MODEL RFP FORMAT 3.1 3.2 3.3 Cover...
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...Everyone Does It: Business Ethics Executive Summary Everyone Does It: Business Ethics Executive Summary The purpose of the report is to address the concept of business ethics. Vice President of Marketing and Sales for International Satellite Images (ISI) Jim Willis faces an ethical dilemma while drafting a proposal for negotiations of major satellite imagery contract. Synopsis of Case ISI is currently in negotiation with Higashi Trading Company (HTC) for satellite imagery. During a recent executive meeting, Jim learned that the ISI satellite subcontractor was having issues that would cause a developmental delay with the camera, postponing their launch date anywhere between twelve to eighteen months. This delay is a set back to their original proposed date and could potentially cost ISI the contract. Relevant Factual Information about the Problem or Decision the Organization Faced Jim brought the information of the delay to the attention of Fred Ballard, President of ISI, and sought his advice on whether a new launch date should be included in their proposal to HTC. Fred was adamant that Jim keep the original launch date on the proposal stating that it was standard industry practice to withhold negative information. Notifying HTC of delays and postponing their launch date could ultimately cause ISI to lose the contract and place the company in financial jeopardy. However, Jim’s concern is if HTC were to discover that the ISI team knew...
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...Document This document provides the business process description, a data storage summary and potential IT solutions. 1.2. General Overview Our general objective is to have a 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. ...
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...Concourse | Negotiations https://webster.campusconcourse.com/view_syllabus?course_id=12777 W EBSTER UNIVERSITY • JOINT BASE ANACOSTIA-BOLLING • GEORGE HERBERT W ALKER SCHOOL OF BUSINESS & TECHNOLOGY • MANAGEMENT NEGOTIATIONS PROC-5840 3 Credits 01/07/2013 to 03/09/2013 Section 34 S1 2013 Modified 12/05/2012 MEETING TIMES Saturdays - 8:00am-12:00pm CONTACT INFORMATION Monica Y. Watts, MBA Email: monicawatts98@webster.edu Phone: 202-344-2938 Fax: 202-344-1254 Preferred contact method: Email DESCRIPTION The course involves scope, strategies, and objectives related to negotiated acquisitions. The preparation, conduct, and documentation of the negotiation process are included. Requisites None OBJECTIVES The following is a list of the basic learning outcomes for the course: Identify the strategies, tactics, and skills needed to successfully negotiate an agreement/contract in industry or the federal government. Compare and contrast negotiation process in industry and the federal government. Acquire a working knowledge of the negotiation process that includes planning, closure and documentation. Perform a series of negotiation exercises that will allow the student to apply hands-on negotiation strategies, techniques, and tactics used in industry and the federal government to ensure successful negotiation outcomes (win-win). OUTCOMES The following is a list of the learning outcomes for the course: Graduates will know and explain the important terminology...
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...Introduction: In recent past you could read over and over again in the newspapers, that the government around Tony Abbott doesn’t make enough for the economic relations and in particular he doesn´t speeds up the free trade agreement between China and Australia. By the increasing globalisation which results from the „merging of historically distinct and separate national markets into one huge global market", the significance of free trade agreements is getting more and more important between the countries to remain competitive and to participate in the progress. (textbook S.12). Given that China is Australia´s most important trading partner, this assignment picks out as a central theme “The economic impacts of an Free Trade Agreement between Australia and China and shows in particular the effects for the domestic industry and for the international industry. What is a Free Trade Agreement (FTA)? Free Trade means „the absence of barriers to the free flow of goods and services between countries“. (Textbook S.76). Another definition says that “Free Trade refers to a situation in which a government does not attempt to restrict what its firms and citizens can buy from or sell to another country”. (Textbook S.119). A Free Trade Agreement is consequently a contract which is concluded between two or several countries to establish a free trade area in which trade in goods and services can be conducted across their borders, without tariffs or obstacles (e.g. ban on imports/exports). Previous...
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