Alternate Assignment for Unit 3 Alternative Dispute Resolution Wednesday, June 20, 2012, 9:00-10:00 By Norma Rogers This Seminar discussed the negotiation process and strategies we can take in negotiating the fact scenario in this unit found at Problem 6-2 on page 86 of our textbook. During the seminar, the class chose which party in the scenario each wished to represent and stated their interests and positions. I. Professor’s general housekeeping comments: • The class must post
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Negotiation Skills Training Manual 2006 By Desmond Oliveira Corporate Dimension Business Management Services [pic] Index Topic Page What negotiation is and why it is important Adversarial versus co-operative bargaining Planning the negotiation Preparation checklist Development exercise 1. Case study How to structure negotiations Personal power and how to increase it Development exercise 2. Personal power Behavioral
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Steinel, Beest & Dijk, 2011) For example, power, in the context of negotiation, can be defined as “the ability to induce the other party to settle less than he or she wanted”. (Lewicki, Saunders, Barry & Minton, 2003) It is an important aspect in negotiation since power distribution between parties greatly affects the use of different strategies, including the use of deceptive emotion, as well as the outcomes. Power in negotiation can be built based on the interdependent nature of negotiating relationships
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between 12 Negotiation Skills and the Art of the War ------ Mengcai LI Similarities 1. Preparation & Understand Needs on Both Sides Whether before a war or before a negotiation, it is of vital importance to know as more as possible the useful information. Because of that, the leader can understand clearly about what the adversary wants and what himself really wants. Then he can identify the items which can be compromised and which can be obtained. Furthermore, during the negotiation, he can notice
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radical activist prisoner who had been shot to death by corrections officers in California's San Quentin Prison in August 1971. About 2,200 inmates rebelled and seized control of the prison, taking 33 staff hostage. Prison officials continued negotiations with the inmates for 4 days. The prisoners continued to unsuccessfully negotiate with Correctional Services Commissioner Russell G. Oswald and then later with a team of observers that included Tom Wicker, an editor of the New York Times, James
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Ten Persuasion Techniques The objective of negotiating is to inspire another person to do something they may not want to do. Some of the tactics of negotiation include persuasion techniques. Persuading others is the art of the process. A little friendly persuasion by Guido, the godfather's henchman, is one way of being persuasive. Encouraging the parties to talk and work things out using persuasion techniques is another. It is all in the approach. Persuasion is often used just to get reluctant
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Michael Brabham Sean Dannaker Adam Ray Julia Yuldasheva June 12, 2011 Power & Negotiation CROSS-CULTURAL NEGOTIATION A. Your Goals 1) Identify and explain your team’s (not your individual) three top goals in this negotiation. Discuss them in order of priority. In planning terms, for these goals what are your targets? What are your resistance points (or if appropriate, your reservation prices)? a) We desire to have the Olin Insurance Company branch office opened in Wuhan instead of
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I M P R O V I N G T H E P R A C T I C E O F M A N A G E M E NT Negotiation is not a competitive sport By Steven P. Cohen Reprint # 9B04TD05 IVEY MANAGEMENT SERVICES • July/August 2004 COPYRIGHT © 2004 To order copies or request permission to reproduce materials,please contact: Ivey Publishing,I vey Management Services c/o Richard Ivey School of Business The University of Western Ontario London,Ontario N6A 3K7 Tel: (519)661-3208 Fax: (519)661-3882 Email: cases@ivey.uwo.ca Ivey Management Services
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National Football League Negotiation The National Football League (NFL) players is seeking help from a consultant of ConsultWorks Incorporated to create a negotiating plan for the division of revenue between the players and the owners. According to University of Phoenix Negotiation Plan , “The National Football League Players Association (NFLPA) acts as a labor union for NFL players by negotiating with owners.” The consultant will assist the NFLPA to resolve the negotiation issues between the owners
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Barry, Saunders, p. 563). He is not completely happy with their job offer and would like to negotiate the terms and conditions of this. The job offer with RR has a suspense date of 1 March 2015. II. Expectations of the situation: I expected the negotiation to go very smoothly due to the establish relationship that Joe Tech had with the company. He had previously worked there for the past two summers with Mr. Leigh Bultema, a product manager for RR’s flagship product division. Mr. Leigh, is a smart
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