* Wizer technologies established in 2000 in kolkotta- branched out to Jamshedpur , ranchi and bhubaneshwar * Ceo umesh mishra- worried abt emerging trends of computer hardware and networking devices marketing and price based negotiation of competitors * Concerned abt strategizing regarding the sale of his firm * Primarily an ibm advanced business partner- sold ibm solutions and products * Sells cisco routers..etc * Into facilities management, maintenance contracts, technical consultancy
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Callie Gizicki November 22, 2004 Negotiation Styles Activity You are currently a sales representative for West Side Beer Distributors, and you have just received your new sales route. One of your biggest accounts that you must focus on is the B.O.B. The B.O.B has just hired Joe Smith, the new General Manger. His goal is to turn the company around and increase sales. He is in charge of the second floor which consists of two bars and is currently in the process of opening up a sport’s bar
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Negotiation Skills Lecture (1): Conflicts Management Dr. Ola Elgeuoshy For any organization to perform effectively, interdependent individuals and groups must establish working relationships across organizational boundaries, between individuals, and among groups. Such interdependence may foster either cooperation or conflict. CONFLICT Conflict: “involves incompatible behaviors; one person interfering, disrupting, or in some other way making another’s actions less effective.”
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Defining the interests: a. What are the other’s primary underlying interests? 4. Defining limits: a. What is my walkaway point on each issue – that is, what is a minimally acceptable settlement for each issue or the issues as a package? b. If negotiation fails, what is my best alternative to a negotiated agreement (BATNA)? 5. Defining targets and openings: a. What will be my preferred settlement in each issue? b. What will be my opening request for each issue? c. Where am I willing to trade
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False 2. A "win-win" negotiation goal would best describe the integrative negotiation style. a. True b. False 3. Which one of the following is an effective technique for dealing with hard-ball tactics? a. Fight fire with fire b. Threaten and bluff until the other party is intimidated c. Plead for mercy d. Complain to the other party's constituents e. Ignore them 4. Which of the following approaches is inconsistent with interest-based negotiation? a. Separating the
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Negotiations Analysis MGT/445 February 22, 2012 Negotiations Analysis The purpose of this analysis is to describe a negotiation situation that occurred between a client and hair care provider/owner of a hair salon. The goal of the client was to procure services from the salon owner at a discounted rate so that she could continue to patronize the salon. The hair care provider/owner’s goals were to retain the client, provide a quality service, and create a positive relationship of customer loyalty
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Pre-Negotiation Before you decide to negotiate, it is a good idea to prepare. What is it exactly that you want to negotiate? Set out your objectives (e.g. I want more time to pay off the loan). You have to take into account how it will benefit the other party by offering some sort of reward or incentive (explained later). What is involved (money, sales, time, conditions, discounts, terms, etc)? Know your extremes: how much extra can you afford to give to settle an agreement? Although you are
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NEGOTIATING INTERNATIONAL BUSINESS – CHINA vs. USA CHINA | USA | The People’s Republic of China is in the midst of a major transition from rigid communist country to free-market society. For instance, significant cultural differences exist between rural and urban areas as well as between old people and younger ones. Generally, young people in major urban areas are more aggressive and willing to move faster than older ones in rural areas may be. Nevertheless, the country’s culture is quite
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edition of Negotiation: Readings, Exercises and Cases by Lewicki, Saunders, and Barry. This article provides an excellent overview of negotiation techniques, avoiding impasses, and avoiding the pitfalls of hidden assumptions. This article is written for practitioners that conduct negotiations or plan to conduct negotiations in the future. The authors’ do not provide any reference to the academic literature (or any references at all). The portions of this article that cover negotiation techniques
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Orthel Harris FSE-650 December 04, 2010 Edward Smear Claiming Value Mcdowall Rose Value is defined by Malhotra and Bazerman (2007) as, "whatever people find useful or desirable". Negotiation is the vehicle by which parties obtain that which is useful and desirable through a series of tradeoffs with another party. At first glance this exercise would seem to be inward looking. However value is created by exploring alternatives with your opponent. A successful negotiator does not focus on her alternatives
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