...Negotiations Final Paper Professor Seth M. Kaplowitz January 24, 2014 Last fall, my wife and I put our home up for sale. Our motivation was simple, with the money we would get from the sale of our home we could pay off all our debt and have plenty of money left over to invest, eventually saving enough to buy a bigger home. Emboldened by the allure of liquidity I listed our home for sale and waited for the offers. Indeed the offers did come in, in fact over the next few months we were in and out of escrow three times. Undeterred we listed our home for a fourth and mutually agreed final time. We agreed our Best Alternative to a Negotiated Settlement (BATNA) was staying in the home and not planning to buy a bigger house. Our reservation point was set as a sales price of $440,000 which we calculated as the amount of money we needed to pay off our mortgage, all other debts, and provide enough seed money for our new investment fund. Two days after relisting our home we received an offer for $445,000 which we accepted. Prior to accepting the offer I received a call from the buyer’s agent, named Rong, inquiring as to why the property had been in and out of escrow three times. I explained our past experiences with buyers getting cold feet and backing out of escrow. I also expressed my reluctance to accept any additional offers without assurances the prospective buyers were serious. Rong assured me her buyers were serious. In an effort to provide these assurances...
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...Research Working Papers Series When Does Gender Matter in Negotiation? Hannah Riley and Kathleen L. McGinn September 2002 RWP02-036 The views expressed in the KSG Faculty Research Working Paper Series are those of the author(s) and do not necessarily reflect those of the John F. Kennedy School of Government or Harvard University. All works posted here are owned and copyrighted by the author(s). Papers may be downloaded for personal use only. 1 When Does Gender Matter in Negotiation? Hannah Riley John F. Kennedy School of Government, Harvard University 79 JFK Street, Cambridge, MA 02138 (617) 496-4717 Kathleen L. McGinn Graduate School of Business Administration, Harvard University Soldiers Field, Boston, MA 02163 (617) 495-6901 The authors thank Linda Babcock, Max Bazerman, Jim Sebenius and the reviewers of the 2002 Academy of Management meeting for their helpful comments on this paper. 2 3 Abstract We propose that two situational dimensions moderate gender effects in negotiation. Structural ambiguity refers to potential variation in a party’s perception of the bargaining range and appropriate standards for agreement. Gender triggers are situational factors that make gender salient and relevant to behavior or expectations. Based on a review of field and experimental data and social psychological theory on individual difference, we explain how structural ambiguity and gender triggers make negotiations ripe for gender effects. 4 Gender often appears to...
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...principal-agent attachment Sujin Lee, Leigh Thompson PII: DOI: Reference: S0022-1031(10)00291-X doi: 10.1016/j.jesp.2010.12.023 YJESP 2600 To appear in: Journal of Experimental Social Psychology Received date: Revised date: 21 August 2010 14 December 2010 Please cite this article as: Lee, S. & Thompson, L., Do agents negotiate for the best (or worst) interest of principals? Secure, anxious and avoidant principal-agent attachment, Journal of Experimental Social Psychology (2010), doi: 10.1016/j.jesp.2010.12.023 This is a PDF file of an unedited manuscript that has been accepted for publication. As a service to our customers we are providing this early version of the manuscript. The manuscript will undergo copyediting, typesetting, and review of the resulting proof before it is published in its final form. Please note that during the production process errors may be discovered which could affect the content, and all legal disclaimers that apply to the journal pertain. ACCEPTED MANUSCRIPT 1 T Running Head: PRINCIPAL-AGENT, ATTACHMENT, AND NEGOTIATION RI P Do Agents Negotiate for the Best (or Worst) Interest of Principals? NU Sujin Lee SC Secure, Anxious and Avoidant Principal-Agent Attachment Department of Management Science MA Graduate School of Innovation and Technology Management ED KAIST (Korea Advanced Institute of Science and Technology) PT Leigh Thompson AC CE Department of Management and...
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...Assignment #4: Russia Annexation of Crimea International Negotiation by Therron Allen Reginald Bruno Monekka Munroe Lillia Stroud Norman Thompson ------------------------------------------------- EDD 7812 OL1 32446 ------------------------------------------------- Strategies and Models of Mediation and Negotiation Nova Southeastern University April 13th, 2014 ------------------------------------------------- Russia Annexation of Crimea ------------------------------------------------- This paper will address the Russia annexation of Crimea and an International Negotiation related To the UN resolution for the West to increase the level of sanctions against Russia. Russia finalized its annexation of Crimea in March 2014. Although sudden, this annexation is not a new and instantaneous interest for the Russian government. There is a long history connecting these two countries dating back to many years ago. ------------------------------------------------- Parties involved in the conflict ------------------------------------------------- This international conflict involves the entire world as each country was interested in a peaceful resolution. Countries sharing a border with Russia are extremely anxious and fearful their security may be threatened as a result of this conflict. Therefore, the primary parties in this conflict is represented by the United Nations (UN) representing international law and security; Ukraine, the injured party; Russia...
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...A Review of the Role of Gender in Conflict Resolution and Leadership The value of effective conflict resolution and leadership skills cannot be understated. As more and more women are moving into decision-making positions, the issue of whether there are gender differences in the ability to manage conflict and to lead effectively has become an important concern. This literature review examines 14 studies that address the role of gender in conflict resolution and leadership. Studies from areas of conflict resolution, negotiation, and leadership are included. Evidence is provided that while women and men are, in fact different from one another, neither outperforms the other in all situations. In fact, while some researchers claim a male advantage in a male-oriented world, others assert a feminine advantage for 21st century leaders. Implications for women leaders are included. Conventional wisdom says that conflict management skills are important if individuals are to function effectively at any level within an organization. They are a particularly important part of effective leadership. As more and more women are moving into decision-making positions, the issue of whether there are gender differences in the ability to use conflict management skills to lead effectively has become an important concern. In fact, some researchers have expressed skepticism about women’s abilities to fit in to the masculine managerial world. As far back as 1979, Powell and Butterfield found that...
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...The Handbook of Negotiation and Culture Michele J. Gelfand Jeanne M. Brett Editors STANFORD BUSINESS BOOKS The Handbook of Negotiation and Culture The Handbook of Negotiation and Culture Edited by miche le j. ge lfand and jeanne m. brett Stanford Business Books An imprint of Stanford University Press Stanford, California 2004 C Stanford University Press Stanford, California C 2004 by the Board of Trustees of the Leland Stanford, Jr., University. All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying and recording, or in any information storage or retrieval system without the prior written permission of Stanford University Press. Printed in the United States of America on acid-free, archival-quality paper Library of Congress Cataloging-in-Publication Data The handbook of negotiation and culture / edited by Michele J. Gelfand and Jeanne M. Brett. p. cm. Includes bibliographical references and index. isbn 0-8047-4586-2 (cloth : alk. paper) 1. Negotiation. 2. Conflict management. 3. Negotiation—Cross-cultural studies. 4. Conflict management—Cross-cultural studies. I. Gelfand, Michele J. II. Brett, Jeanne M. bf637.n4 h365 2004 302.3—dc22 2003025169 Typeset by TechBooks in 10.5/12 Bembo Original printing 2004 Last figure below indicates year of this printing: 13 12 11 10 09 08 07 06 05 04 Contents List of Tables and Figures Foreword Preface xi xv ix ...
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...United States Court of Appeals,First Circuit. Michael THOMPSON, Plaintiff, Appellant; Cross–Appellee, v. Nancy CLOUD; Michael Miles, Defendants, Appellees; Cross–Appellants. Nos. 13–1120, 13–1121. Decided: August 20, 2014 Before SELYA, STAHL and LIPEZ, Circuit Judges. Damon M. Seligson, with whom Dinicola, Seligson & Upton, LLP was on brief, for appellant, cross-appellee. Christopher R. Largay, with whom Largay Law Offices, P.A. was on brief, for appellees, cross-appellants. After Michael Thompson purchased a multimillion-dollar oceanfront property in Bar Harbor, Maine from Nancy Cloud and Michael Miles, he discovered a number of problems with the property that required significant expenditures to repair. He brought this suit to recover damages for those repairs, alleging, inter alia, breach of contract, fraud, and negligent misrepresentation.1 The district court entered summary judgment for the defendants, holding that Maine's implied warranty of habitability did not apply under the circumstances of this case, and that defendants had no duty of disclosure. The district court also entered judgment on the record for the plaintiff on the defendants' counterclaim for attorney's fees. Plaintiff now appeals and defendants cross-appeal. We affirm the district court's decisions on all counts, albeit employing slightly different reasoning. I. In October 2008, appellant Thompson purchased a home in Bar Harbor (called “Seascape”) from appellees Miles and Cloud for $2.9 million. Miles and...
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...PERFORMANCE AND PRODUCTIVITY: TEAM PERFORMANCE CRITERIA AND THREATS TO PRODUCTIVITY OVERVIEW This chapter is best discussed following a team exercise or case so that students have an opportunity to reflect on the success of the team. One suggestion is to ask each student to write down a method by which to assess team productivity. The students’ different responses can lead to a discussion of performance measures. Then, the instructor can ask what conditions need to be in place for teams to excel on the performance measures identified by the class. Finally, the instructor can move toward a discussion of how to design teamwork so that threats to performance are minimized. To the extent that students and the instructor can link these concepts to real experiences—a class exercise, a case discussion, or individual student analysis— the concepts will become clearer. lecture outline with Accompanying slides integrated model of successful team performance (EXHIBIT 2-1) 1 Model serves two purposes 1 Description—what to expect in terms of team performance 2 Prescription—ways to improve the functioning of teams 2 Model asserts that team context affects team’s ability to do three essential things 1 Perform effectively 2 Build and sustain motivation 3 Coordinate people [pic] [pic] team context 1 It includes the larger organizational setting within which a team does its work, the design of a team in terms of internal functioning...
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...Persuasive communications The European commission have recently released there latest figures reviling UK women are the fattest in Europe. Obesity rates have been on a slow climb for the last 10 years which is why it has become one of the NHS main focuses. According BBC health, “Obesity is caused by two simple factors - an unhealthy diet (typically too rich in sugar and fats and not enough fibre and carbohydrate) and not doing enough exercise to burn off the calories consumed.” In 2009, 16% of boys aged 2 to 15, and 15% of girls were classed as obese between the ages of 2-15 The Health and Social Care Information Centre. This large percentage of obesity amongst children needs to be addressed before it become out of hand acceptable in society. David Cameron announced earlier this year that obesity costs the NHS £4 billion a year and that is looking to grow. This issue does need to be tackled to stop the growth of obesity not only to save money but lives too. This essay will be outline Tesco’s ‘great school run’ and the NHS ‘get fit with the Olympics’ campaigns to encourage people to become more active and analyse how they communicate with their publics differently in striving for the same result. It will also look at the similarities and differences applying different theories to each of the campaigns to come to the conclusions of their overall effectiveness. With participation in sport dropping between 2009 and 2010 (Mintel) and obesity levels growing, changes need to be...
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...Running head: PROBLEM SOLUTION: GLOBAL COMMUNICATIONS Problem Solution: Global Communications Karen Smith University of Phoenix Online February 21, 2011 Matthew McCallister The telecommunications industry has experienced economic pressures that has produced diminishing returns for stockholders and decreased value in stock shares the past three years. Global Communications has been no exception. The senior team gained approval from the board to partnership and globalize the corporation to reduce cost and increase profitability. Although this strategic plan has been approved, resistance from the Technologies Workers Union has set the stage against outsourcing jobs that will cause workers to lose their employment positions. Ethical Dilemmas provide some of the most challenging decisions for a company to address. The response to these dilemmas should only be made after careful group decision-making techniques are in place. In the Global Communications scenario, the company specializes in the telecommunications industry and had to make tough choices on ethical issues and changes within the company. This scenario provided an example for the class to investigate similar ethical dilemmas within companies in the United States. This research is then used to synthesize the key discoveries and results of comparing and contrasting the practices of each company related to key course concepts. Key course concepts include response...
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...Running head: PROBLEM SOLUTION: GLOBAL COMMUNICATIONS Problem Solution: Global Communications john smith University of Phoenix Online February 21, 2009 The telecommunications industry has experienced economic pressures that has produced diminishing returns for stockholders and decreased value in stock shares the past three years. Global Communications has been no exception. The senior team gained approval from the board to partnership and globalize the corporation to reduce cost and increase profitability. Although this strategic plan has been approved, resistance from the Technologies Workers Union has set the stage against outsourcing jobs that will cause workers to lose their employment positions. Ethical Dilemmas provide some of the most challenging decisions for a company to address. The response to these dilemmas should only be made after careful group decision-making techniques are in place. In the Global Communications scenario, the company specializes in the telecommunications industry and had to make tough choices on ethical issues and changes within the company. This scenario provided an example for the class to investigate similar ethical dilemmas within companies in the United States. This research is then used to synthesize the key discoveries and results of comparing and contrasting the practices of each company related to key course concepts. Key course concepts include...
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...explained by expectancy theory” …go on about how expectancy theory might apply…where was the break-down…get specific – Missing obvious chance to apply concepts: “We had ten people all going in different directions” – Goal alignment – Vague or general terms: “We had a problem with communications” how and why was this a problem…did it effect motivation by breaking a link from expectancy theory or unbalance inputs and outputs. © James Berry 2013 3 Negotiations The Basics Dr. James Berry Lecturer University College London james.berry@ucl.ac.uk © James Berry 2013 4 Negotiation Skills © James Berry 2013 5 Objectives • • • • Briefly review what negotiation is Highlight why it might be important Review your BioPharm/Seltek negotiations Key things to know (BATNA, Reservation Price, ZOPA, Target Price) • Negotiate Case: Recruit © James Berry 2013 6 Negotiation is… • The process where two or more parties decide what each will give and take in the context of their relationship . . . © James Berry 2013 7 Negotiation is… • A bargaining and influence process designed to reach agreement about a decision or outcome • A core leadership and management competency • Most people are not effective negotiators – Over 80% of corporate execs and CEOs leave money on the table – Even effective negotiators have skills that can be sharpened and bad habits that can be broken © James Berry 2013 8 Matters...
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...frequently a personal trait of the individual. A personal assistant for example, who has lower status in the organisation may also possess a degree of high expert power because they have extensive knowledge of how the business operates such as knowing where everything is located or are able to deal with difficult situations. Lewicki et al. (1985:249) states that people and countries will act sensibly when they have used up all other available possibilities. In any negotiation situation, expert power is the most standard type of power that is applied. Expert power consists of the persuasive nature of the information itself. It pertains to the amassing of information and how it is presented and is used with the intent of changing of how a counter party views the issues. It is the contention of Lewicki et al. (1985:251) that expert power is a unique kind of information power. Information power can be applied by any individual who has studied and prepared their position prior to the start of a negotiation. According to Lewicki et al, expert power is rendered to any individual who are perceived as having mastered and organized a great abundance of information. Lewicki et al. believe that there are processes that a negotiator can use to establish their expertise in the mind of the other party: By quoting facts and figures. By 'name dropping'. By referring to documented...
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...Negotiation I. Introduction Negotiation is a skill used throughout life from infancy to adulthood. But a lot of factors and tactics are involved within it and even though negotiating may be something we do naturally and daily, doing it well can be a competitive advantage. I suggest that this is particularly true in the global economy involving international negotiations that include various cultures and the norms that dictate interpersonal interactions such as negotiation. II. Body a. Importance of negotiation a.1 Definition of negotiation “Negotiation is a decision making process among interdependent parties who do not share identical preferences” (Neale, 1992: page 42). It is an activity in which two or more parties are involved and each one of them have their own personal goals and negotiation is the process in which all of the parties will try to reach an agreement throughout different strategies to maximize their final output. a.2 Negotiation as a day to day issue Negotiation is a process that is present in almost every aspect of our lives. Two parties will try to come up with a strategy that maximizes their output. A key word here is strategy and the way parties make their strategy, using knowledge and information and as the world is more open than ever and the information they can access is increasing, making negotiation a more complex issue. As a globalized world, people have to negotiate not only with the issues in our own country but also interact with people...
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...political parties, which them, in parts, from the separation of powers each legislators must construct a winning coalitions in their own state or district of the nature of these coalitions that feature of the system that encourages interest groups in the decentralization of the Political Democracy of power to states and localities, know as the federalism national organization. Decentralization thus encourages a greater variety of interest groups. It also further weakens the party system, because the social and economic diversity of the 50 states make strict party discipline difficult. The strength of the U. S. Constitution’s is the complement of the Declaration of Independence, which provides the philosophical basis for the government that exercises legitimate power by “ the consent of the governed.” And it defined the conditions of a free people, whose rights and liberty are derived from their Creator. The Constitution delineated of the government that rules its operation that consistent with the creed of human liberty and proclaimed in the Declaration. The weakness of the U.S. Constitution The “consent of the governed” would describe a situation where the people that are self-governing in...
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