Managing Negotiation Introduction From reaching an agreement with a large client to bargaining for a higher starting salary, the ability to negotiate effectively is a critical component of success in business. One fundamental aspect of a negotiation is if it will be approached as distributive bargaining or as an integrative negotiation. Distributive bargaining is a competitive, zero-sum negotiation in which there are a limited amount of resources available, while integrative negotiation takes
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Strategy and Tactics of Distributive Bargaining in Roy J. Lewicki et al., Essentials of Negotiation, 3rd ed., McGraw-Hill/Irwin, pp.59-93. 一、簡述 談判是一種良好的衝突管理過程，透過談判的進行，人與人之間的衝突才有 機會求得最妥適地解決方法。什麼時候會用到談判？想跟老闆要求加薪時；與朋 友決定要看那部電影時；生活中處處可見。在談判的策略應用上，有許多方法， 而這一章節主要在介紹分配式談判(Strategy and Tactics of Distributive Bargaining) 的基本架構、策略與戰略。 1.1 分配式談判 分配式談判(Strategy and Tactics of Distributive Bargaining)，也稱之為競爭型 或輸贏(win-lose)談判，而雙方的目標基本上是直接衝突的，資源有限，而雙方 基本上是在競爭，都想在有限資源中分到最多，故會運用策略來贏得其極大值。 以賽局理論的角度來看，這為零和遊戲(zero-sum
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60 Academy of Management Perspectives February A R T I C L E S Leadership and Neuroscience: Can We Revolutionize the Way That Inspirational Leaders Are Identified and Developed? by David A. Waldman, Pierre A. Balthazard, and Suzanne J. Peterson Executive Overview Recent advances in the field of neuroscience can significantly add to our understanding of leadership and its development. Specifically, we are interested in what neuroscience can tell us about inspirational
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Under siege - 1 Under Siege: The Kraft Foods 2009 Labor Conflict in Argentina Roberto Luchi Austral University - IAE RLuchi@iae.edu.ar A. Ariel Llorente Austral University - IAE aal05@cema.edu.ar Paper Presented at the 25th Annual International Association of Conflict Management Conference Spier, South Africa July 12 14, 2012 Abstract: This paper examines a particular labor-management negotiation process, a Mandatory Conciliation (MC), as it is named in the Argentinean labor
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The Handbook of Negotiation and Culture Michele J. Gelfand Jeanne M. Brett Editors STANFORD BUSINESS BOOKS The Handbook of Negotiation and Culture The Handbook of Negotiation and Culture Edited by miche le j. ge lfand and jeanne m. brett Stanford Business Books An imprint of Stanford University Press Stanford, California 2004 C Stanford University Press Stanford, California C 2004 by the Board of Trustees of the Leland Stanford, Jr., University. All rights reserved. No
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| | |People, Work & Organizations- MGMT20124 | |Assessment 1- Report | |Case Study Not as Easy as 1, 2, 3 |
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Question 1 As defined by Harry Webne-Behrman, conflict is ‘a disagreement through which the parties involved perceive a threat to their needs, interests or concerns’. There are commonly four levels of conflicts commonly known. They are intrapersonal conflict, interpersonal conflict, intragroup conflict and intergroup conflict. ▪ Intrapersonal Conflict Intrapersonal conflicts include ideas, thoughts, emotions, values or drives that are in conflict with one another. For example
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CHAPTER 1 The Nature of Negotiation Objectives 1. 2. 3. 4. Understand the definition of negotiation, the key elements of a negotiation process, and the distinct types of negotiation. Explore how people use negotiation to manage different situations of interdependence—that is, that they depend on each other for achieving their goals. Consider how negotiation fits within the broader perspective of processes for managing conflict. Gain an overview of the organization of this book and the content
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www.sciedu.ca/jms Journal of Management and Strategy Vol. 1, No. 1; December 2010 Managing Justly Across Cultures: The Problem of Fairness in International Business Rolf D. Dixon (Corresponding author) Weber State University 3802 University Circle, Ogden, Utah 84408, USA Tel: +1-(801)-626-7542 E-mail: rddixon@weber.edu Cam Caldwell University of Georgia G-2 Brooks Hall, Athens, GA 30602-6256, USA Tel: +1-(318)-446-0129 E-mail: camcaldw@uga.edu Apichai Chatchutimakorn College of Business
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African Journal of Business Management Vol. 5(4), pp. 1266-1276, 18 February, 2011 Available online at http://www.academicjournals.org/AJBM ISSN 1993-8233 ©2011 Academic Journals Full Length Research Paper Challenges and opportunities of Tanzanian SMEs in adapting supply chain management Sama Hamisi Procurement and Supplies Department, College of Business Education, Dodoma Campus, Dodoma, P. O. Box 2077, Tanzania. E-mail: samakicheche@yahoo.com. Tel: +255 755 292 850. Fax: +255 026 232
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