SNCM Case: The Mumbai Job It was a cloudy day in Bangalore when I got the email. The weather was cool and pleasant and I had just finished my lunch. The email changed the complacence and deep satisfaction in my mind. The mail was sent via the most popular online professional network which had become the most used website by headhunters and job hunters. September 2010 was not exactly the peak hiring season as the global economy was still showing no signs of recovery from the recession; and I was
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Running Head: I SAID, “IT’S FOR THE KIDS”! 1 Negotiating a Divorce for the Kids Keller Graduate School Abstract Running Head: I SAID, “IT’S FOR THE KIDS”! 2 Conflicts are a part of everyday life. These conflicts are solved through negotiation. The most important element of effective negotiation, is preparation, preparation, preparation Divorce negotiations can be very stressful and highly emotional especially when kids are involved. These negotiations can also be complex because
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A Scandinavian Scare by Willie Chang, Albert Chung, and Marc van de Vyver (Reprinted by permission of the authors) Note: After you have negotiated the Cartoon exercise, try to apply what you learned to the following case involving negotiations between a buyer and a supplier. In the fall of 1999, a group of managers met in Scandinavia for the first of three negotiations involving four companies from three different countries and a family of products. The situation was a common one: a buyer tells
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Biopharm also want to emphasize that if they do not buy the patent, then patent will value $0. * Having skilled worker for existing facilities. => Job market is good, so Biopharm can say hiring workers will not be a problem. What is your BATNA? * Reject the deal, and rebuild the plant for general manufacturing. Reservation price? * $11.7M($7M + $4M + $0.5M+$0.2M) Target price? * $30M => $20.7M ($16M+$4M+$0.5M+$0.2M) + Product development cost spent + all
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Case 1: Capital Mortgage Insurance Company Overview This case is set in the late 1970’s and describes an acquisition attempt by Capital Mortgage Insurance of Corporate Transfer Services. CMI is a company that sells mortgage insurance to mortgage lenders and banks but executives at CMI want to grow into the real estate relocation industry. Corporate Transfer Services assists employees who have been transferred to a new city as they try to find a new home. Capital Mortgage Insurance Corporations
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Gesellschaft (DGG) and Global Service BATNA The Luna Case served as a dynamic negotiation process as it surfaced gender, cultural, and geographical barriers. In William Ury’s book Getting Past No, each of the five barriers to cooperation was touched upon: your reaction, their emotion, their position, their dissatisfaction, and their power. Realistically, there were many plausible negotiation strategies that Erika Graeper could have pursued, but in my opinion DGG’s strongest BATNA was to open up communication
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client could be damaged substantially. Excalibur must put their commitment to timely delivery in the contract. BATNA: Knight Engines needs to make a deal of $600 per piston or less. We understand that Excalibur is interested in branding their product because it is rumored they are trying to get government contracts as well. Knight Engines has no idea what Excalibur Engine Parts BATNA is. We at Knight will strive for the lowest cost possible in effort to secure the government contract so we will
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days=400 points • Locations, 1200 points, ( Boston, Washington, Baltimore, Philadelphia, New Haven), decrement 300 points • Insurance covered, 800 points, A-E, decrement 200 points. 2. BATNA: take another offer 3. Bottom line: 2000 points 4. Target: 12000 points 5. Other sources of power besides BATNA: 1. Scarcity of similar candidates (extensive experience in medicine PhD plus MBA degree) 2. Flexibility on issues potentially important to the employer: location, vacation and insurance
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within where the agreement is possible. BATNA: It stands for ‘Best alternatives to a negotiated agreement’. It is suggested that when you are in an negotiation process, if you are armed with some alternative options then it always gives you two leverages: either you become stronger in the negotiation process or you are left with some other readymade alternatives, which can quickly grabbed. Here most important thing is that you must know and analyze BATNA of counterparty as well. Interest vs. Position:
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is first stage of negotiation process which starts with defining the key goals which means -what are the person’s expectations from the negotiation process? Also person involved in Negotiation process during preparation he should decide his or her BATNA- Best Alternative To a Negotiated Agreement. Identifying key issues in negotiation, setting priorities and developing support agreement for adopted position is also important parts of preparation before start negotiation with other party (Carrell,
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