PROGRAM ON NEGOTIATION AT HARVARD LAW SCHOOL AN INTER-UNIVERSITY CONSORTIUM TO IMPROVE THE THEORY AND PRACTICE OF CONFLICT RESOLUTION PARKER – GIBSON TEACHER’S PACKAGE Review Copy Do Not Reproduce P ROGRAM O N N EGOTIATION AT H ARVARD L AW S CHOOL AN INTER-UNIVERSITY CONSORTIUM TO IMPROVE THE THEORY AND PRACTICE OF CONFLICT RESOLUTION PARKER-GIBSON Teaching Notes Parker-Gibson is a two-party, single-issue negotiation for the purchase of a vacant lot. It is a refinement of an earlier
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Background With my wife, we decided in October to buy a (used) 2nd car for the family. She actually already owns a small 7 years old city-car, with an overall quite good condition both in terms of mechanic and automotive, but since she takes our children to school every day through some country roads, we just wanted to be reasonably confident that nothing could happen about the car engine. 1. Preparation of the negotiation We (my wife and I) started to prepare the negotiation from one
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different types of negotiations? What are the dilemmas associated with negotiating? What is mutual adjustment? What is the dual concerns model with regard to concern for outcomes? Chapter 2 How would you describe distributive bargaining? What is BATNA? What are some examples of hardball tactics? Chapter 3 How would you describe integrative negotiation? What are interests? How do you facilitate integrative negotiation? Chapter 4 What is the difference between strategy and tactics? What
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is estimated quite sensitive in Japanese culture, so Scott should take suitable ways to deal with this problem. With his decision, he can face with difficult situation of losing sympathy of co-worker, Mr Honda and the board of education. But he has BATNAs including seniority, English degree and good association that allow his to have good new career in Japan or long-term life work if return to his
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prepared before negotiating by : - analysing the four negotiation constants (culture competition, company, characters) - defining your aims, strategy, target, bargaining range, priorities and theirs - developing a SOPHOP attitude - defining your BATNA to avoid being forced into submission When negotiating, always control the meeting by adopting a methodical attitude based on listening carefull, asking clear short open and closed questions,
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light beers) and develop a list of reasons why Bud Light will serve the B.O.B. better. 3) Develop a list of tactics you will utilize to convince him to replace Miller Lite with Bud Light. 4) Plan your target, reservation, and BATNA for this negotiation. Also have the bargaining zone worked out. 5) Plan out your opening offer, consider price,
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Executive Summary De Havilland (Havilland) is Canadian aircraft manufacturer that was recently acquired by Boeing. The parent company has requested Havilland take on several initiatives including seeking 25% price reductions from suppliers, reducing the total number of suppliers and seeking more long-term fixed pricing agreements. Havilland recently received submissions for an RFQ for the supply of supply flap shrouds and equipment bay doors. The pricing received raises some concerns however,
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Negotiations for Life Scenario 2- Collaborative paper MGMT 570 Conflict Management Keller Graduate School of Management Conflict happens every day whether people are ready for it or not. Understanding how to deal with the conflict in the workplace is essential to a business such as More Power Inc. where there is a particular conflict to be discussed in the following case study involving managers Joe Newcomer and Kim Khan. Presented in the case study will
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is estimated quite sensitive in Japanese culture, so Scott should take suitable ways to deal with this problem. With his decision, he can face with difficult situation of losing sympathy of co-worker, Mr Honda and the board of education. But he has BATNAs including seniority, English degree and good association that allow his to have good new career in Japan or long-term life work if return to his
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Expense Coverage 4. Job Assignment 5. Starting Date 6.Vacation Time 7.Location 8.Insurance Coverage | 1. Salary 2. Vacation Time 3. Insurance Coverage 4. Start Date 5. Bonus | BATNA | Have another job offer available | Not recruit me and negotiate with another recruiter | Reservation Price | Sal: 86 Date: July 1Loc: San FranciscoJob: Division ABonus: 10%Vac: 5 days (7th on priority list)Move Exp: 100%Ins: Plan E (8th on priority
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