Pacific Oil and Reliant: a good example of negotiating without the 7 step process Managing Conflict in Negotiations The Pacific Oil Company went into negotiations with Reliant Manufacturing, and its goal was to sign a more long-term agreement. Pacific assumed that the new contract would be signed with no major hurdles or objectives, and that the dominant point of negotiation would be price. Jean Fontaine, who is the marketing vice president for Pacific Oil, went into a negotiation process with
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Journal of Applied Psychology 2007, Vol. 92, No. 4, 909 –927 Copyright 2007 by the American Psychological Association 0021-9010/07/$12.00 DOI: 10.1037/0021-9010.92.4.909 Trust, Trustworthiness, and Trust Propensity: A Meta-Analytic Test of Their Unique Relationships With Risk Taking and Job Performance Jason A. Colquitt, Brent A. Scott, and Jeffery A. LePine University of Florida The trust literature distinguishes trustworthiness (the ability, benevolence, and integrity of a trustee) and
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This article was downloaded by: [UNISA University South Africa] On: 13 February 2012, At: 22:32 Publisher: Routledge Informa Ltd Registered in England and Wales Registered Number: 1072954 Registered office: Mortimer House, 37-41 Mortimer Street, London W1T 3JH, UK Technology Analysis & Strategic Management Publication details, including instructions for authors and subscription information: http://www.tandfonline.com/loi/ctas20 Building Innovation Networks: Issues of Strategy and Expertise
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From: The Fast Forward MBA in Negotiating and Deal Making (Fast Forward MBA Series) by Roy J. Lewicki, Alexander Hiam, Paperback - 288 pages, (October 1998) John Wiley & Sons; ISBN: 0471256986 Tactic #1. Make Feelings Measurable: Sometimes you can make intangible goals tangible by converting them to measurable milestones. “Get my husband home by 7:00 every night” is more measurable then “Reform my husband,” although perhaps no easier to accomplish! Other goals must remain intangible, but are
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UNLV Theses/Dissertations/Professional Papers/Capstones 8-1-2010 Evaluating point-of-sale buying decisions: Understanding why consumers purchase timeshares Lisa Y. Thomas University of Nevada, Las Vegas Follow this and additional works at: http://digitalscholarship.unlv.edu/thesesdissertations Part of the Marketing Commons, and the Real Estate Commons Repository Citation Thomas, Lisa Y., "Evaluating point-of-sale buying decisions: Understanding why consumers purchase timeshares" (2010)
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Organizational Change: Motivation, Communication, and Leadership Effectiveness Ann Gilley, Jerry W. Gilley and Heather S. McMillan rganizational leadership behaviors have a Research indicates that numerous variables have an impact on a leader’s direct influence on actions in the work eneffectiveness. This study explores the vironment that enable change (Drucker, behaviors associated with leadership 1999; Gilley, 2005; Howkins, 2001). Leaders may funceffectiveness in driving change. The tion as change
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ETHICS IN HUMAN RESOURCE MANAGEMENT QUESTION Identify any ethical issues most likely to take place in the function of HRM in an organization Introduction The term ‘organizational justice’ refers to the extent to which employees perceive workplace procedures, interactions and outcomes to be fair in nature. These perceptions can influence attitudes and behavior for good or ill, in turn having a positive or negative impact on employee performance and the organization’s
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Introduction Aktel is a joint venture of Telecom Malaysia and A.K. Khan and Company Ltd of Bangladesh. It has started its commercial operation in Dhaka as a Global system for mobile communication (GSM) 900 cellular operators on 15th November 1997. Moreover, Aktel has commenced its operation in Chittagong on March 26, 1998. Aktel is the market follower in telecommunication service in Bangladesh having more than 1 million subscribers and is controlling approximately 23% of the market
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6/9/2014 12 Angry Men Case Study 12 Angry Men Case Study Jaime Galván Webster University Author Note This paper was prepared for PROC 5840 (Spring 2, 2012), taught by Professor Alvin Dunn. Jaime Galvan, Webster University E-mail: cirlos@aggienetwork.com TABLE OF CONTENTS * Character Listing * Major Case Issues * Jury Member #8 * Jury Member #4 * Jury Member #3 Character Listing * Martin Balsam (Juror #1): He serves as the foreman of the jury and is fair. He listens to others and tries to guide
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Negotiation Theory Types of Negotiation Table of contents 1. Introduction 2. Negotiation Theory: Foundations and Approaches 2.1. Basic concepts of negotiation 2.2. Negotiation approaches: An overview 2.2.1. Structural approach 2.2.2. Strategic approach 2.2.3. Behavioral approach 2.2.4. Processual approach 2.2.5. Integrative approach 2.3. Summary of approaches 3 Types of Negotiation Negotiation Theory and Practice: A Review of the Literature “major public
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