parties during the negotiation. 3. How was your performance in the final deal? My performance in the final deal was good. I was able to maintain my position and got support from other parties during the negotiation. Finally I managed to get my BATNA. 4. What was your strategy to maximize your points? The strategies used to maximize my points were trade-off and log rolling. These strategies were used to gain support from other parties involved in the negotiation. 5. If you are
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Final Report on Union & Management negotiations Q1. Some of our best strategic moves were: 1. Building trust early in round 1 negotiation: We had realized that it is extremely critical in multi-round negotiations that trust-building is of paramount importance. Hence, right from the beginning we concentrated on clarifying our stance and the reasoning behind it. Also, we communicated early in our negotiations that we were ready to consider alternative arrangement and package deals that would
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Chapter 01 The Nature of Negotiation Fill in the Blank Questions 1. People ____________ all the time. ________________________________________ 2. The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot. ________________________________________ 3. Negotiating parties always negotiate by __________. ________________________________________ 4. There are
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intangible factors, material resources, and perception. General Strategies in a Power Imbalance: In a power imbalance, the following strategies may seek to improve the outcome of a negotiation: Employ a mediator. (Page, N) Find ways to improve your BATNA. (Cohen, P) Create value. (Cohen, P) Reduce the other side’s real/perceived power. Use integrative bargaining. Shift focus to interests and not positions. invent options, find common ground, expand the pie. Increase your own real/perceived
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AT&T’s Settlement with Union Workers: A Review of Distribute Bargaining Negotiation Jeff Chon HRM595, Course Final Keller Graduate School Prof. Yeung Aug. 2, 2012 Introduction The negotiation between AT&T management and the labor union representatives showed clear distribute bargaining techniques. The framing, and various negotiation styles and techniques, changed constantly throughout the many months and the resistance and target points for each parties had to change in order
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Case Report- DeHavilland Inc. CASE ANALYSIS CONTENT | | MARKS AVAILBLE | EXECUTIVE SUMMARY | De Havilland had high inventory and high manufacturing cost which has been caused by the high cost of sourcing the flap shrouds and bay doors from Dollard Plastics of Montreal and the company was looking forward to an alternative supplier with a long time relationship. I found they were less of strategy and more tactical. The total parts cost of Dash 8 airplane at De Havilland represented 60-65% of their total
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goals and decision makers: a. What was your specific, high expectation in this negotiation? My high expectation in this negotiation was to get more than $500,000 plus employment after coming back from the trip. What was your BATNA? I decided that my BATNA was to receive $488,000 to break even. exoil Case Strategy and Goals: After reading the situation that I, as the station manager, was in I developed two motivating factors. First, there was the tangible factor of receiving enough
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intentions, behavior and outcomes. Negotiation is a process used to resolve conflicts between parties in a dispute. During a negotiation, people can clearly define the rules, clarification and problem solving. Best alternative to negotiated agreement (BATNA) determines the lowest value acceptable for a negotiated agreement. Any offer you receive
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12 Angry Men is a gripping drama that depicts twelve American jurors confined to a jury room on a hot and humid summer day to decide the guilt or innocence of a defendant in a murder trial.1 Before sending out the twelve jurors to deliberate, the judge reminds them that their verdict must be unanimous and that if they hold “reasonable doubt” as to the guilt of the accused then their verdict must be “not guilty.” If, however, they find the defendant guilty then he will be sentenced to death
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TCM523/04 – NEGOTIAION AND DISPUTE RESOLUTION Unit 1 NEGOTIATION Unit Overview The unit provides an explanation on the fundamental knowledge on negotiation. Questions related check list for negotiation are discussed to guide the negotiator in conducting the negotiation process. It introduces what is meant by principled negotiation in dealing with construction conflicts. It describes the theoretical background on how to have a successful negotiation for both contracting parties, namely employer
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