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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Collective Bargaining Agreement The current Collective Bargaining Agreement, initially negotiated in 1993, has been extended on several occasions, most recently in March 2006. The 2006 extension, which could have continued through the 2012 season, gave both the NFL and the NFLPA an option to shorten the deal by one or two years. NFL clubs recently voted unanimously to exercise that option and to continue negotiating a new agreement for the 2011 season and beyond that will work better for both
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13/06/2011 Four Rules for Effective Negotiations … Harvard Business Publishing | For Educators | For Corporate Buyers | Visit Harvard Business School FOLLOW HBR: Register today and save 20%* off your first order! Details Subscribe Sign in / Register My Account Anthony Tjan On: Entrepreneurship, Strategy, Managing yourself Anthony Tjan Anthony Tjan is CEO, Managing Partner and Founder of the venture capital firm Cue Ball. An entrepreneur, investor, and senior advisor, Tjan
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Assignment 5: Multiparty Negotiations, Trust/Reputation. Negotiation and Conflict Resolution – BUS 526 June 9, 2011 Question 1: Explain how you would develop an effective negotiating team to work on multiparty negotiations. Outline the actions you would take and explain why these would be effective. Multi-party negotiation is often considered to be an exercise in coalition-building according to Lax and Sebenius (1986). Negotiators try to form coalitions in order to pool their resources
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Hospital, the conflict management styles that are evident in the case, and how General Hospital could have used teams to address the cost reductions needed to stay competitive. I will also describe how the CEO of General Hospital, Mike Hammer can us negotiation skills to get buy-in for the cost reductions and finally I will recommend a strategy for Hammer to resolve the problem. Conflict Resolution at General Hospital Discuss the conflict that is occurring at General Hospital For 13 years, from 1968
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Personality in Negotiation Norbert Von Lotten Business/445 2/25/2013 Instructor: Chris Pahl To determine the importance of communication in the negotiating process is an understatement. More often than not, it means everything in reaching a positive outcome. So what is negotiation? Simply put, it is nothing more than a discussion between a group of people or two or more individuals to reach a pact that would satisfy all. The big question is “During the negotiation process,
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Cross Cultural Negotiations Lecture 3: “The Incredible Shrinking World.” Culture in Negotiations Cross-Cultural Negotiations: An introduction When two people communicate, they rarely talk about precisely the same subject, for effective meaning is flavored by each person’s own cognitive world and cultural conditioning. When negotiating internationally, this translates into anticipating culturally related ideas that are most likely to be understood by a person of a given culture.
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is Daria Drevjova, I’m a third year student. Today I’m going to speak about Effective Negotiations. This subject is topical because people negotiate every day. So now I’ll tell you some basic things concerning effective negotiations. You could ask questions after the presentation. My presentation has three parts. * In the first part we’ll discuss skills which are important for successful negotiations. * In the second part I’ll share with you secret of success. * And the third
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CASE 3.1 A SCANDINAVIAN SCARE Discussion Questions 1. Why did Conquip send an RFQ with a 10 percent price-reduction requirement rather than calling de Winter in for negotiation? Is there any downside to having run the negotiation this way? Conquip was trying to give a time pressure to FD. This can be seen when Conquip sent the RFP (Request for Quote) to FD regarding the product, LEIF filter, which still not even widely adopted by Conquip. This particular pressure functions as an external constraint
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communication designed to reach an agreement when two parties have both shared and conflicting interests. Planning Negotiations • • Consider prior history Assess current situation – General market conditions – Vendor’s position – Power of vendor Set goals Be aware of vendor’s goal’s Number of people involved Select an advantageous place Be aware of deadlines • • • • • Issues to Negotiation Price and gross margin Additional markup opportunities Purchase terms Delivery times and exclusivity Advertising
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