labor-management negotiation process, a Mandatory Conciliation (MC), as it is named in the Argentinean labor legal system, that took place from July through mid October, 2009, between the managers of the Multinational Corporation (MNC) Kraft Foods (KFT) subsidiary in Argentina -Kraft Foods Argentina (KFTA)- and the Workers Internal Commission (WIC) of the firm s most important industrial plant in the country. The Argentinean Ministry of Labor (MLAB) convened the MC negotiation to settle an organizational
Words: 8888 - Pages: 36
MANAGEMENT REPORT BATNA Basics: Boost Your Power at the Bargaining Table www.pon.harvard.edu Negotiation Management Report #10 $50 (US) Negotiation Editorial Board Board members are leading negotiation faculty, researchers, and consultants affiliated with the Program on Negotiation at Harvard Law School. Max H. Bazerman Harvard Business School Iris Bohnet K ennedy School of Government, Harvard University Robert C. Bordone Harvard Law School John S. Hammond John
Words: 3978 - Pages: 16
The Art of Negotiation: Best Practices for Success April 2010 © 2010 Denali Group Introduction This whitepaper closely examines techniques that are key to In-Flight Negotiations. Specifically, we will address critical components of successful negotiations, including: 1. 2. 3. 4. 5. 6. The Negotiation Process Key Principles Strategy and Tactics Best Practices Lessons Learned Conclusion 2. The Negotiation Process There are two distinct phases and four critical steps to a successful negotiation
Words: 1111 - Pages: 5
Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future Chia-Jung Tsay Max H. Bazerman Working Paper 10-002 Copyright © 2009 by Chia-Jung Tsay and Max H. Bazerman Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. 1 A Decision-making Perspective to Negotiation: A Review of the
Words: 6301 - Pages: 26
corporate negotiations for Lockheed-Martin. You are in potential merger discussions with arch-rival General Dynamics. Pending FTC approval of this merger, discuss TWO key negotiation fundamentals that you will employ and explain why these fundamentals are essential for this pending merger discussion (from the section 1 reading). Be specific as to your justification. A negotiation is a dialogue between two or more party’s geared towards reaching a mutual agreement. During negotiations each party
Words: 1976 - Pages: 8
The use of full-length films to teach negotiation. Olivier Fournout This is the text of a lecture given at the conference “New Trends in Negotiation Teaching”, presented by the Program on Negotiation at Harvard Law School (PON) and the Institute for Research and Education on Negotiation in Europe at ESSEC Business School (IRENE), Nov. 14-15, 2005. Key words: negotiation, leadership, film, fiction, phenomenology, negotiation of meaning, teaching of negociation, pedagogy, imagination, interaction
Words: 4041 - Pages: 17
Case Study Analysis: Part A “Successful negotiation is an art, not a science. The three most important concerns and elements in any negotiation are the relationship, the risk and the value. These concerns are the real decision criteria that underlie any business transaction” (Di Frances, 2005, para. 2). Capital Mortgage Insurance Corporation (CMI) was acquired by Northwest Equipment Corporation in 1978 and was a wholly owned subsidiary (Lewicki, Saunders, & Barry, 2005). Northwest Equipment
Words: 1675 - Pages: 7
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
Words: 3625 - Pages: 15
CHAPTER 1 1.0 INTRODUCTION Concern over cost and delays in litigation procedures together with increasing globalization have led to more flexible means of resolving disputes which provide alternatives to court-based litigation governed by the law and procedure of a particular state or country. Disputes are generally an inevitable part of human interaction; they may be domestic, international, civil, commercial or economic in nature. Litigation has been the traditional method
Words: 5840 - Pages: 24
Negotiations Strategy Article Analysis Negotiations Strategies Integrative strategy is a process that allows both parties to maximize their objectives within their proposed deal. Using this type of strategy allows both parties involved to walk way from the table with the sense that they have both come out on top and have lost nothing in return. This is referred to as a win-win situation unlike that of the distributive bargaining. Either party in integrative bargaining has to lose anything
Words: 759 - Pages: 4
