...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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...The interview Clara’s winning resume and brilliant cover letter has scored her an interview. It’s vital that Clara dresses professionally, and researches the company, but it’s also crucial she has all the right answers to her Interviewer’s questions! Top Tips for a successful interview: 1. Practice answers to potential questions before the interview Draft out questions you may be asked and think about how you would answer each one. 2. Be clear about your strengths – prepare specific examples! You say you’re a great problem-solver. Prove it with an example of how you overcame a difficult situation at work. 3. List a weakness that you have already overcome Find something you had trouble with before but have since dealt with. Perhaps you were disorganized before but have now learnt to prioritise. 4. Never allow yourself to be badgered about your salary It’s okay to give a salary range. Don’t be bullied into settling for a package unworthy of your qualifications. Interviewer: Why don’t you start by telling me about yourself? Clara: I’ve got five years of experience in the industry. I’m currently an Account Executive for several major clients in my company. Interviewer: Good. What would you say is your greatest strength? Clara: I handle change well. I was asked to be the team’s leader when my line manager was on maternity leave. I really enjoyed the challenge of this additional responsibility. I was able to discover how to get the best from the individual members of...
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...Compensation Information Week Four Case Study Assignment Case Study: Getting and Using Compensation Information Which jobs are paid more or less? Is this what you would have expected? Why of why not? What factors could explain the differences in the salaries? I selected the job title of an Engineer and depending on the career level and the amount of experience, education and added responsibilities of the position the job offered a higher salary. The entry-level job positions in engineering works under close supervision and reports directly to a supervisor or manager position. As the career levels increase the Engineers start relying more and more on their own judgment to plan and accomplish their goals. With increased years of experience in the field, the Engineers start performing a variety of more complicated tasks and are mentoring and coaching others that are less experienced. Some of the other job positions that I performed searches on were found to be relatively less in terms of compensation than the Engineering positions, some of the contributing factors were that these jobs were classified in more of a support role than professional and required far less education. According to the website, salaries of jobs depend on the complexity of the job, skills required, and the education and experience required to perform the job tasks. The single most important factor influencing an employee’s rate of pay is the kind of work that that the employee is performing...
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...Yes" to the Person, "No" to the Task Asserting Yourself While Maintaining Relationships Offer an alternative to a straight "No". © iStockphoto/jacus The word "negotiation" conjures up images of high-pressure situations, where people have a lot to lose if they get things wrong. In fact, you probably negotiate several times each day. You do it at home and at work for all sorts of things, from deciding what to make for dinner, to settling on terms for a job promotion. Because of this, you are a negotiator, even if you don't think of yourself as one! But how well do you negotiate? Do you know how to recognize situations where negotiating is appropriate? And do you understand the elements of an effective negotiation? In this article, we'll discuss some of the fundamentals of negotiating successfully, so that you can meet your needs without causing conflict when you do have to say "no". Negotiating Basics Negotiation is simply the act of reaching agreement as to how you'll move forwards. It's the process of communicating back and forth, and finally having all parties agree to a solution. There are many ways to arrive at this agreement. Some people view negotiation as a game they have to win. They use "hard" negotiation tactics, and this often leaves one party very satisfied and the other side with no choice but to agree. The problem with this approach is that the relationship between the two parties is often permanently damaged. The person asking for something may receive...
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...| | |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 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 ...
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...MANAGEMENT/LABOR NEGOTIATIONS 2012 Labor Notebook: Instructions and Forms PERFORMANCE EVALUATION CRITERIA Secretary job description: Each team will elect one secretary. It is the secretary’s job to compile all the individual positions (rewritten articles) into one cohesive document to present to the opposing team and instructor. It is the secretary’s duty to set the due date and time for this and complete the cut and pasting and copying for class to present on assigned due date. It is NOT the secretary’s job to phone and remind fellow teammates to complete the work or that the work has not been received. If a student fails to provide the articles to the secretary, the secretary is to leave those articles blank and the student will be required to discuss the infraction with the instructor. President job description: Each team will elect one president. It is the president’s job to be the team leader, to coordinate all outside meetings and to assist fellow teammates in understanding the overall contract. The president may also be of assistance during the negotiation, but not take over the negotiation. Chief Financial Officer description: Each team will elect one CFO. It is the CFO’s job to help other team members with the financial aspect of the contract. It would be good if the CFO also kept track of the overall financial impact of the negotiation. Team Performance Criteria 1. Your team’s compliance with confidential parameters...
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...The ability to negotiate successfully in today's turbulent business climate can make the difference between success and failure. With this in mind, Ed has reevaluated his list of top ten negotiation tips. Here are Ed Brodow's Ten Tips for Successful Negotiating updated for the year 2014: 1. Don't be afraid to ask for what you want. Successful negotiators are assertive and challenge everything – they know that everything is negotiable. I call this negotiation consciousness. Negotiation consciousness is what makes the difference between negotiators and everybody else on the planet. Being assertive means asking for what you want and refusing to take NO for an answer. Practice expressing your feelings without anxiety or anger. Let people know what you want in a non-threatening way. Practice 'I' statements. For example, instead of saying, "You shouldn't do that," try substituting, "I don't feel comfortable when you do that." Note that there is a difference between being assertive and being aggressive. You are assertive when you take care of your own interests while maintaining respect for the interests of others. When you see to your own interests with a lack of regard for other people's interests, you are aggressive. Being assertive is part of negotiation consciousness. "Challenge" means not taking things at face value. It means thinking for yourself. You must be able to make up your own mind, as opposed to believing everything you are told. On a practical level, this...
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...because Mr. Owner wants to make more money, and pay less - with substandard work conditions, this stresses out the employee which creates conflict. The reason for the Labor Unions back in the day especially for nurses, was because of the poor and dangerous working conditions, long hours, lack of equal pay , the need for better benefits, and patient care demands. A worker alone - has very little power - negotiating with an employer; however through the Union, with the representative like Alison, together they have the clout to realize results through bargaining and negotiating. Labor Unions use to be extremely powerful and popular compared to today. Today labor Unions are not as prevalent due to all of the labor laws to protect the worker; however there is still a place for Unions and they are still going strong, according to Alision Hamway. The Labor Union today is still a very powerful weapon. Her job is exciting and she seems to be extremely passionate about her work - representing the ‘Oregon Nurses Association’. Alison talked about what she liked and did not like about her job, but with her background, experience and education, she knows what she is doing, and is a very powerful woman. Its ‘great’ to see a woman, in her position, representing nurses, as a Labor Relations Representative – Women have come a long way, I love seeing that! Alison talked about two types of bargaining tools:...
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...have tried, compared with 58% of higher earners Consumer Reports, August, 2013 1 10/2/2015 What is a Negotiation? “Broadly defined, negotiation is the process of back-and-forth communication aimed at reaching agreement with others when some of your interests are shared and some are opposed.” (Ury, Getting Past No) “A negotiation is an interactive communication process that may take place whenever we want something from someone else of another person wants something from us” (Shell, Bargaining For Advantage) Why Learn to Negotiate Better? • Personal: Improve your ability to create and claim value for yourself • Getting a “good deal” in business transactions (car, house, sales contracts) • Advancing your career (job offers, promotions) • Resolving interpersonal conflicts (SO, boss, coworkers) • Non‐Personal: Improve your ability to identify value‐creating opportunities and leverage them to the benefit of everyone involved • Done well, ALL parties are better off than they would be otherwise Negotiation in Action: Rick Snyder and Detroit City Council Source:...
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...An important part of our role as leaders is leading and managing through conflicts. Conflict can arise internally between team members, between a leader and a team member, between two departments, or between two leaders. A conflict can also arise externally between a team member and a customer, between a leader and a customer or between a team member or leader and a supplier or a vendor. Conflicts can have serious consequences including “product delays, increased costs, and dwindling market shares” (Dubrin 2010). Conflict also bars collaboration between departments or between team members. Before we try to resolve conflict, we must first understand conflict. Then, we must consider the five conflict management styles and determine which one to use in the specific situation. We as leaders can also use different approaches to resolving conflicts. This section of the handbook will discuss understanding conflicts, the different conflict management styles, and approaches to use to resolve conflicts. Understanding Conflict We cannot attempt to resolve a conflict until we fully understand conflict. Conflict is a normal and healthy part of relationships. When handled properly, conflicts can actually strength a relationship instead of destroying it. (Segal & Smith 2013) Many different things cause conflicts. Eight common causes of conflict are (Gatlin, Wysocki, & Kepner 2002): 1) Conflicting Needs – In the workplace, these needs could include resources, recognition, or power...
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...Robert (Easterly) vs. Vavsha (Brims): For the sake of this report, please allow me to use the names in () as the negotiating parties. Both negotiators exhibited good interaction skills by asking a bunch of open-ended questions. The tone was soft and welcoming and despite the fact that Brims was supposed to be seen as a potential business detractor for Easterly, the toxicity of the situation was barely evident in the negotiations. For example, Easterly asked Brims earlier in the negotiations “I realize your coffee shops are fairly large and well spaced. How do you plan to utilize this small parcel?” It was important for Easterly to know early in the negotiation how deep Brims plans were and most notably how it was going to rearrange his BATNA. Also towards the end, Easterly threw in the most important question: “What will it take to buy you out?” Brim’s introductory questions were also very friendly but tactical. “I see you have a good view out there?” This opened up the conversation that gave Easterly a nice forum to air his concerns. I also remember Easterly asking “So why did you choose this picturesque seaside village and not the town like most of your shops?” The parties were quick to identify the disadvantages of the current situation. This set the tone to “Brims must sell and Easterly must buy”; directing the negotiations to price. However, Brims used a little bit of “dirty tricks” by not fully showing the cards in her hands. I actually felt that she let Easterly think...
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...Contract Law Employment Contracts Entry Level vs. Executive Entry Level Contracts The contract that is being introduced is for an entry-level position at Taboo Resort Golf and Spa. The contract itself is very generic and can apply to any entry-level position at the resort. Although the contract does not speak to specific position, it was presented to a future front desk agent. The contract is not lengthy and is divided into sections. This method assures that the future employee is reading the full contract and is not missing any important or valuable information. The following will deconstruct the contract in order to show how the resort showcases risk management. Hours, Wages &Gratuities The contract first outlines the duration of your work period. In this case a six-month period was discussed and agreed to. The front desk agent was considered as a full time position therefore it was expected to have forty hours of work a week. However, the contract notes in bold, “Please note that hours are based on business, we cannot always guarantee 40 hours per week.” This is a great example of how Taboo Resort saves them from explaining to employees why they may not be getting many hours. Though they are considered full time, it states in the contract that they are not promised these hours due to the nature of the industry. However is you are keen on working forty or more hours there is always a way to negotiate. At a resort there are many departments that need help...
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...Motivation, Stress & Communication Leadership & Organizational Behavior Browder CoateS August 12, 2012 To find the right job for you, you'll need to figure out what type of person you are, and what your interests are. For many jobs available, you will need the proper training or education. However, a lot of jobs do offer on the job training, which would enable you to apply for that particular field. Try to match your personality, interests, knowledge, and age, with a position suitable for you. Where you work can be just as important as what you’ll do there, in terms of determining whether a job is right for you. The Company that I would choose to work for is Redstone Arsenal, which is a United States Army base. Originally a chemical weapons manufacturing facility for World War II, the Arsenal became the focal point of the Army’s rocket and space projects, including development of the first U.S. ballistic missiles and space launch vehicles in 1950s. Huntsville Arsenal was established in 1941 to create a second chemical weapons plant in addition to the one in Edgewood, Maryland. The military installation was originally composed of three separate entities: The Huntsville Arsenal and the Huntsville Depot, which were operated under the auspices of the Chemical Warfare Service, and the Redstone Ordnance Plant, operated by the Army Ordnance Department. The name Redstone drew on region’s red rocks and soil. The ordnance plant was renamed Redstone Arsenal in 1943...
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...it should always benefit your business. When carried out effectively, business communication can build your company's reputation, resolve and prevent conflicts, and contribute to strong relationships between your company, its customers and the business community. Build Customer Relationships Few businesses would grow or even survive without the benefits gained through marketing communications. You can take advantage of the wide variety of media available to let the public know about your products or services. Use business communications to establish your company as an authority or thought leader in your industry. Offer a white paper or online articles that discuss common problems business owners face and present your company's solution. A weekly or monthly newsletter to your prospects or established customers will help build trust by providing helpful tips and information. Occasionally sending out a direct mail or email survey will help you get to know your customers and better fill their needs. Freely sharing your expertise and gathering feedback from your customers will help you build a strong relationship with your customer base, and establish your company as a trusted expert in your industry. Motivate Team Good communication within an organization can help foster cooperation between members of management and the employees they oversee. When giving instructions, planning a project or explaining a change in policy, it's important to convey the reasons behind a request...
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...What is a CV? Curriculum Vitae: an outline of a person's educational and professional history, usually prepared for job applications (L, lit.: the course of one's life). Another name for a CV is a résumé. A CV is the most flexible and convenient way to make applications. It conveys your personal details in the way that presents you in the best possible light. A CV is a marketing document in which you are marketing something: yourself! You need to "sell" your skills, abilities, qualifications and experience to employers. It can be used to make multiple applications to employers in a specific career area. For this reason, many large graduate recruiters will not accept CVs and instead use their own application form. An application form is designed to bring out the essential information and personal qualities that the employer requires and does not allow you to gloss over your weaker points as a CV does. In addition, the time needed to fill out these forms is seen as a reflection of your commitment to the career. There is no "one best way" to construct a CV; it is your document and can be structured as you wish within the basic framework below. It can be on paper or on-line or even on a T-shirt (a gimmicky approach that might work for "creative" jobs but not generally advised!). When should a CV be used? * When an employer asks for applications to be received in this format * When an employer simply states "apply to ..." without specifying the format * When making speculative...
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