Negotiation Strategy and Tactics Tutorial Prepare responses to the questions below after viewing the Negotiation Strategy and Tactics Tutorial in this week's lecture. In drafting your answers to the questions, make sure that you apply course concepts in your answers. Part A: What are the objectives of both parties in the exchanges? Marilyn and Len are both looking out for their teams, and protecting their own best interests. Marilyn’s objective is to get Len to turnover five billion dollars
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resolution (452) Conscientiousness (382) Consultative decision (336) Contingency workers (396) Credibility (438) Cross-functional team (409) D ecentralized communication network (420) Decision making (422) Democratic style (331) Distributive negotiation (455) Dysfunctional conflict (451) E ffective communication (437) Effective team (413) Efficient communication (438) Emotional conflict (451) Emotional intelligence (339) Emotional stability (382) Employee involvement (410) Empowerment
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Relation in a Selected Conflict Situation: 12 2.3 Effectiveness of procedures used in a selected conflict situation 14 LO3 Understanding collective bargaining and negotiation processes 15 3.1 The role of negotiation in collective bargaining 15 3.2 The impact of negotiation strategy for a given situation 17 Win-Win Strategy 17 Win-Lose Strategy 17 LO 4 : Understanding the concept of employee participation and involvement 20 4.1 The influence of the EU on industrial democracy in the UK 20 4.2 Comparing
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Yes" to the Person, "No" to the Task Asserting Yourself While Maintaining Relationships Offer an alternative to a straight "No". © iStockphoto/jacus The word "negotiation" conjures up images of high-pressure situations, where people have a lot to lose if they get things wrong. In fact, you probably negotiate several times each day. You do it at home and at work for all sorts of things, from deciding what to make for dinner, to settling on terms for a job promotion. Because of this, you are
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Executive summary The report is based on the question stated below: Culture – Negotiation, "Cross-cultural communication often involves several barriers preventing success, the aim of this report is to identify the various problems that may arise in an attempt to explain how to overcome them" Basically we`re going to have a look at the meaning of communication before getting to understand the different cultures we come across worldwide. What defines communication, the different types of communicating
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Negotiation Skills Chapter 1 is entitled- The Nature of Negotiation it introduces us to the definition of the term Negotiation- “a form of decision making in which two or more parties talk with one another in an effort to resolve their opposing interests.” The Objectives are 1. To understand the definition of negotiation, the key elements of a negotiation process and the distinct types of Negotiation. 2 Explore how people use negotiation to manage situations of interdependence- that is, that they
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band, and explain how The Negotiators worked with Agent-Town to create a win/win situation. Adjustments and Concessions In some negotiation scenarios, each member of the group can enter the process with his or her own personal agenda. This person may be trying to push through his or her own ideas and may be privy to information that not everyone has. In this case, the band being in agreement prior to entering negotiations with their agents will be critical. In the case of The Negotiators, the
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assesses a negotiation between Pacific Oil Company, a seller of vinyl chloride monomer (VCM), and Reliant Chemical Company, a buyer of VCM. Each negotiation team’s strengths and weaknesses will be assessed. The Pacific Oil strengths included their negotiation team and the strength of the VCM market. Their weaknesses included poor organizational control, managerial decision making, and their failure to recognize the changing interests of Reliant Chemical and selection of a negotiation strategy.
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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
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Negotiation Summary/Analysis Form 1. The Problem: What is the problem that must be solved in this negotiation? The problem in this negotiation is to sell the service station at a competitive price to Texoil Company in order to realize a dream. 2. Negotiation 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
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