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Negotiation Stands Out Reaction Paper

… In addition, while there are several ways of dealing with difficult tactics (such as discussing it, dealing with the issue later, or simply leaving), I find myself inclined towards discussing it. For instance, in more than two recent occasions, I could hardly believe how difficult situations were transformed into a forum for further discussion (Gelfand, & Brett, 2004). After a prolonged argument with one of my friends, I simply pointed out my frustration at our divergent views and sought to comprehend why she found my point-of-view offensive or disagreeable. The move toned her attitude and pointed out some of the positions I had held which were products of my ego and not logical reasoning. In light of this, I submit that the course has positively…. [read more]

Negotiation and Conflict Management in Health Care Essay

… Negotiation and Conflict Management in Health Care

While there has always been conflict in the health care environment, conflict appears to be on the rise because of changes in how health care is provided in the modern United States. Many of these conflicts are resolved or occur after care has been provided, so that they do not impact the quality and timeliness of patient care. However, any conflict in the health care environment runs the risk of impacting patient care, which makes these conflicts potentially very detrimental to patients and health care providers. What is fascinating is that many of these conflicts have very little to do with conflicts between patients and providers, but are actually driven by disputes between competing interests among health care…. [read more]

Negotiation Wal-Mart - Procter and Gamble Thesis

… Negotiation

Wal-Mart - Procter and Gamble Negotiation

Throughout the recent decades, the business community has suffered endless mutations. Employees became organizations' most valuable assets, and generated a need for increased on the job satisfaction in order to achieve corporate profits. Then, the customers became the other determinants of organizational success as they would no longer purchase whatever the organizations produced, but would set the trend and demand for corporate production. Finally, as markets opened and globalization became present in various countries, barriers were lifted and economic agents were able to enter various markets. As a result then, competition increased exponentially, as did the demands from the customers, the employees, the non-governmental and governmental institutions, as well as other categories of stakeholders.

In this dynamic environment…. [read more]

Negotiation and Dispute Resolution MLB Baseball Strike of 1994-1995 Term Paper

… Negotiations

Labor disputes are nothing new; employees, in the form of a union, use their collective influence as the workforce to influence managers and organizations to offer them better terms. In extreme situations where negotiation between the two sides has not yielded a successful outcome, the employees may go on strike until management comes up with a more amenable offer. Striking is detrimental to both sides in that the employees are not being paid, the management is not getting any work done, and both sides are losing financially.

When the organization in question is Major League Baseball, and a strike can end with America's pastime being stopped for months, the damage is not only financial but psychological-after repeated strikes and failed labor negotiations among players…. [read more]

Negotiation Process Essay

… We did come to see that some, if not all, of the new systems the ERP software company wanted us to adopt would be useful for our organization. "Compromises usually occur in win-lose situations -- when there is a fixed pie to be divided up, and whatever one side gets, the other side loses. In compromise situations, neither side gets all of what they really want, but they each make concessions in order to reach an agreement that is acceptable to both" (Spangler 2003). I would not necessarily characterize the compromise at my organization as a lose-lose situation, given that my organization did not feel that it was forced to accept any totally unnecessary 'bundled' items.

However, negotiating the specifics of the package was only…. [read more]

Negotiation Skills Are Important Application Essay

… When we arrived back to the dealership we went into Tom's office to discuss the price and the amount that I could get for my trade in. First we discussed the amount I could get for my trade in. The salesperson looks my car over and agrees that on the trade in price of $7,000. I wasn't surprise by this because the car is in very good condition and this is reflected in the appearance of both the inside and the outside of the car.

When then discussed the price of the new car. He quoted me a figure of $35,000. I then presented a counteroffer of $31,000 and he countered with $34, 500. I responded with an offer of $31, 750. He then told…. [read more]

Negotiation the Famous Military Strategy Essay

… put it. Both those who perceive discrimination and those in a position where they are forced to defend against accusations of discrimination must keep this in mind, as the "Casino" case demonstrates. Allison should make sure to tell her story, but must also listen open-mindedly to Jamie's explanations of her lower salary, project assignments and status, etc., while Jamie must be equally open to understanding Allison's perspective and how easily she might feel isolated, alienated, and unsupported as a result of the office atmosphere. Allison should ask for reasons behind decisions rather than making accusations, and Jamie should acknowledge the perception of problems while providing explanations and assurances. Complaining of discrimination can also present as close-minded selfishness, however, which is a problem.


One of…. [read more]

Negotiation Strategies and Procedures Essay

… Negotiation Strategies and Procedures

Genius Company

Genius Company is an organization dealing with assembling and selling of Motor GP automobiles. The company is a private sector with seventy permanent employees, twenty-seven non-permanent employees, five branches in the city of Georgia, and various salespersons. The company has existed since its 2006 inauguration. The operations and responsibilities of many employees deal with reception, inspection, assembling, and furnishing on various Motor GPs under order. Many of the activities deal with production and marketing of the product from the company.

Conflicts are not rampant in this company. One of the configured conflicts was the one that broke between one of the employees, and one of the sector managers, Sector manager. This conflict happened and exemplified within the company's working…. [read more]

Negotiation Overview: Theories Applied the Negotiations Term Paper

… Negotiation Overview: Theories Applied

The negotiations that took place between the group representing the city and the union representing ZAPO progressed far more favorably than had been anticipated early on. A deal that was amenable to both parties was achieved after only three meetings, with specific terms, actions, and responsibilities for all parties clearly defined and a contract presented for signing. This does not mean, however, that the negotiations went without any hitches and that all agreements were reached rapidly or easily. In fact, had negotiations actually progressed with this degree of ease they would necessarily have been somewhat suspect, as it would have implied that one if not both groups was truly aggressively advocating for their constituents. The degree of advocacy might have been…. [read more]

Negotiation Term Paper

… ¶ … negotiation and then addresses how they can be used to help the Marine Corp Recruitment Command. The two negotiation strategies discussed are positional bargaining and integrative bargaining. Both strategies have positive and negative aspects whereby they could both be helpful in the right situation to the United States Marine Corp Recruiting Command (MCRC).

Positional Bargaining

Positional bargaining entails defining what outcome you are willing to accept and then negotiating to achieve that outcome (or better) only. This negotiating tool is commonly used, especially as initial strategy. The two most preeminent negotiation theorists, Fisher and Ury, denounce positional bargaining. They argued that positional bargaining requires a party to defend their position once that position has been attacked. As a result, the goal of the…. [read more]

Beckton Dickson: Negotiation Essay

… The mixture of the superior quality of Beckton Dickson products, greater margins, lower prices, and the feeling of being shelved by Temuro could be enough to lure the major distributors to exclusively dispense Beckton Dickson products.

Further the researcher believes that Beckton Dickson would need to try to contest with the other players on the needle marketplace as they have been dropping marketplace share for the past few years. Our suggested solution can be abridged as the following: Focusing on association with key suppliers, open offensive on Terumo contracts, and raise rivalry in the needle market.

1. 1983 -- BDVS fought negotiation. Why?

Firs it is important to find out why the negotiation was fought in the first place. In 1983, APG required substantial price…. [read more]

Negotiation Few Days Ago Term Paper

… (Steel workers set to negotiate on behalf of 28,000 Across Ontario and Atlantic Canada)

The total number of workers involved in this group was over 4,000. In certain cases, the settlement into new agreements is not smooth as was the case at Gerdau Ameristeel Corporation in Whitby, where there was a 13-week strike at the end of the previous contract that the 534 workers had with the company earlier, which was then known as Co-Steel Lasco. The agreement had expired at the end of February last year. There are also contracts expiring at Algoma Steel in Sault Ste. Marie which will expire on 31st July, and these contracts affect thousands of workers in the two unions working in the units there. (Steel workers set to…. [read more]

Understanding Gender and Negotiation Term Paper

… ¶ … Gender and Negotiation

Negotiation takes place on a variety of subjects and at numerous levels in business, social, and personal interactions. Negotiation is a process of exchange between two or more parties, and is often times reduced to writing to reflect and protect the results of the agreed upon exchange. Negotiation is an art, and the quid pro quo of exchange often depends upon which party has the poker face or greater patience or stamina. In business it takes on perhaps its most serious form, since it usually involves large sums of money. It is perhaps no less significant on a personal level since it can be equally an emotional investment as it is a financial investment in business. Socially, people tend to…. [read more]

Chinese and Canadian Negotiation Styles Term Paper

… With a complete stranger, they tend to be very stiff which can be disastrous for the negotiation meeting. The fact that they deal with only trusted people, Chinese people are more successful in their negotiation about entering new markets. (Romano, et al., 2000).

Chinese people will also even resort to complete denial and lying if it can help them save face. They would not lose face in any negotiation meeting because honor is important (Silverman, 1997). This doesn't mean that they won't lie or cheat. Chinese business environment is highly corrupt but most businessmen would try to avoid embarrassment in the wake of having been caught by doing whatever they can to deny that they even took the action. It is important to understand that…. [read more]

Cultural Differences and Negotiation Chosen Essay

… Thus, in order to negotiate successfully with someone from Japan, I would need to adapt in such a way that I respect their need for punctuality and getting things done quickly and efficiently. I need to prepare myself for the fact that they might conduct work with a greater sense of urgency.

Furthermore, during the negotiation, I will need to learn how to engage in a more formal and regimented business style. When conducting business on the Ivory Coast, it's not uncommon for all parties to smile at one another or to be expected to not to make a decision right away. If I need more time to think things over regarding the transaction, I will need to be able to ask for it quietly…. [read more]

Cross-Cultural Communications Cross-Cultural Business Negotiations: A Chapter Term Paper

… Cross-Cultural Communications

Cross-Cultural Business Negotiations: A Chapter-by-Chapter Review

Cross-Cultural Business Negotiations

In chapter's one and two, the authors Hendon, Hendon & Herbig (1999) provide an overview of what they refer to as the "art" of negotiations, suggesting negotiations are the essence of communications and have been carried out since the time of early Romans. Negotiation as an art form is as important today as it was to people who used it during early times, in business or in other ways. The authors define negotiation modernly as, "two or more parties with common and conflicting interests who enter into a process of interaction" the goal of which is reaching a mutually beneficially agreement (Hendon, Hendon & Herbig, 1).

Negotiations may be referred to in many ways,…. [read more]

Union Negotiations in the 1990s Research Paper

… This exposed the firm to: sudden shifts in demand and it allowed the union to potentially stop production at particular facilities. The combination of these factors, created a situation where Cat had to implement major changes to remain competitive. ("Caterpillar," 2001)

As a result, Fites used various tools to force the union to comply with the company's demands at all costs. This meant that managers would engage in actions that were designed to limit the benefits and the rights of employees in the workplace. Once a strike occurred, is when this attitude of take or leave it forced union officials to send employees back to work (which resulted in new restrictions on their activities and a reduction in benefits). ("Caterpillar," 2001)

These ideas were influencing…. [read more]

International Negotiation Thesis

… Negotiation Between North Korea (dprk) and South Korea (rok) Over the Issue of Kaesong Industrial Complex

Presently Seoul repatriates workers from North Korea and as well the future of the industrial complex in Kaesong is uncertain. On December 1, North Korea guaranteed work at the industrial complex of Kaesong for 880 South Korean workers - contrary to the agreement reached a few days earlier, which provided for 1600 workers - and another 100 on the tourist site of Mount Kumgang. Pyongyang itself was afraid of the possible expulsion of all of its citizens from the South, beginning on December 3.

There are labor issues that needing addressing at the Saesong Industrial Complex. For example in the process of recruiting workers, this is accomplished by North…. [read more]

Career Objective and How Will the Wharton Essay

… ¶ … career objective and how will the Wharton MBA Program for Executives contribute to your attainment of these objectives?

My current career objective is to become vice president of FactSet Research Systems Inc., while my long-term career objective is to be FactSet's director of sales and leverage that position to establish a prominent presence in the growing African investment market. At present, FactSet is a global leader in corporate and investment research, with almost 5,500 employees. The company is clearly poised to experience continued growth in the future, and FactSet will need a talented executive leadership team to achieve its corporate goals. These objectives are congruent with my experiences with the company and provide me with the skill set that is needed to succeed…. [read more]

Opportunity Management Discuss How Pareto's Rule Applies Research Paper

… Opportunity Management

Discuss how Pareto's Rule applies to business.

Pareto analysis has a multitude of uses throughout enterprises, from streamlining supply chains to providing insights into which products are the most profitable to prioritizing which specific features and new business ideas need to be addressed. Pareto analysis can be highly effective in optimizing the inventory mix of a business that has thousands of product categories, as distributors and dealers often do. The ability to complete joint feasibility analysis of complex product trade-offs using Pareto analysis has assisted companies with transaction-intensive business models attain and grow in profitability (Metcalfe, 2000). Pareto analysis can quickly determine which products and services are best aligned to a given market. Pareto analysis can also be used for determining which areas…. [read more]

Adoption of New Technology Systems Essay

… Adoption Of New Technology Systems

In planning for the implementation of an Electronic Health Records (EHR) system, it is critically important to have a solid change management strategy in place well before the technology is introduced. In preparing for a meeting with the nurses one week prior to the training, the following framework has been created to guide the change management strategies for this healthcare facility.

Creating a Change Management Foundation of Trust

One of the most prevalent factors that leads to resistance to change is lack of trust. The five foundational elements of relative advantage, compatibility with existing values and practices, simplicity, trialability and observable results all must be based on a solid foundation of mutual respect and trust (Rogers, 2003). To attain this…. [read more]

Organizational Dynamics of Coffee Essay

… The structure of any organization gives the primary template that help secure the continuation of the norms, culture, values philosophies and informal activities that part and parcel of the organization.

Duncan (1979) in his Article," What is the Right Organization?," argues that all organizations are undergoing change. These changes move from matrix to horizontal and finally to virtual according to An and Daft (2006).

There exist two general theories that are used to design the structures of organizations. First is the universalistic approach commonly called the standard hierarchical design? This approach is based on the belief that that there is only one way that best suits all the organizations during the structuring process the situations and prevailing conditions notwithstanding. This approach is also base on…. [read more]

Ethnic Conflict II How Does Mertus Research Paper

… Ethnic Conflict II

How does Mertus explain ethnic conflict in Kosovo/a? Identify the bones of contention in ethnic conflict. What is the KLA? Discuss why its role was significant in Kosovo/a during the 1990s.

The conflict in Kosovo in the 1990s is still mired in mysteries, as scholars continue to debate the root causes of the conflict. Julie Mertus spent years covering the conflict in Kosovo and found out, as she says in an article she wrote for OpenDemocracy (2006), that the conflict was based on nationalism, more specifically myths. "To explain the ethnic animosities in Kosovo required exposure not of truth, but, rather, truth as myth," she says. "Serbs and Albanians based their behavior on what they believed to be true, not on what…. [read more]

Miami-Dade County Schools Negotiations Essay

… Miami-Dade County Schools Negotiations

The author would like to point out that the problem of redrawing school district boundaries to deal with demographic issues. It is fortunate that in the Miami Dade County school district situation that the situations are being resolved by negotiations. Historically, situations that have had forcible solutions such as forced busing in Boston in 1974 have resulted in social strife and violence. Needless to say, the incident was not exactly a welcome happening in the period leading up to America's bicentennial year. To quote a Hoover Institution Study: "A federal judge's experiment in social engineering has unraveled neighborhoods and frustrated black achievement ("Busing's boston massacre," 2010)." If nothing else is to be learned from the "Boston Massacre," it is far better…. [read more]

Global Negotiation How Workable? Negotiation With China Essay

… Global Negotiation


Negotiation with China

HST Global, Inc., through a contracted partner, began negotiations with the Chinese government to introduce new treatment and solution to late-stage cancer to its people (Business Wire, 2008). It claimed that the treatment was the globally recognized medical alternative of choice. Its partner, EBITDA Capital LLC of Newport Beach in California, was to work together with the Chinese government through Congressman Sarpalius. The Congressman said that every community in China has a cancer center and cancer treatment is one of the commitments of the Chinese government. He was tasked by the government and authorized private investors to negotiate for cancer treatment arrangements (Business Wire).

HST Global, Inc. is a development stage biotechnology company devoted to cancer treatment (Business…. [read more]

Prenegotiation Memorandum (Pm) Negotiation Team Term Paper

… Gottlieb, M., Healy, W. (1998). 12 Principles of Negotiation. Making Deals: The Business of Negotiating. 2nd ed. Greenwich, CT: The Communication Project, Inc.

Negotiation Position Table - for customer use only



Priority and Ancillary Factors require large amounts of water to wash ore produce a way to wash and collect ore powder without paying full cost for filtration plant cost = $20 million city has considered Beaver Brook a secondary water source = may be willing to enter joint venture with company dust control is mandatory for the city and quality of life manage long-term costs and enjoin the city to shoulder some responsibility initial cost = $8 million company has built half of the city roads at its own expense paving roads…. [read more]

Communication Negotiations Problems Essay

… Communication/Negotiations Problems

Today' communities present the individual with a multitude of choices and more emphasis is placed on the freedom of choice. Within the business community, this force is most often revealed through the growing role of the customer, which now represents the core of corporate operations. Client satisfaction is the key to organizational revenues and in order to attract it, manufacturers and service deliverers implement a wide series of strategies.

Most of the times, the ultimate customer decision is made based on the arguments and information received. And these data are often delivered through the process of communication. Communication has grown in relevance throughout the recent years mostly due to the rapid technological advancements.

In the relations that are established between economic agents however,…. [read more]

Cross-Cultural Negotiation Management Essay

… Cross Cultural Negotiation Management

The contemporaneous business community is evolving at a rapid pace and is as such forcing its collaborators and stakeholders to adapt along. But implementing change is not as easy as presented in the specialized works of university professors and several conflicts arise throughout its implementation. As a result, a new science has evolved and it revolves around studying and proposing solutions to resolving the arising conflicts within the economic entities. An important concept introduced through the study of conflict is that of framing, which basically refers to the interpretation of the conflict from various standpoints. In other words, "each party to a conflict has its own perception and understanding of their agenda, the relevance of various issues, their priorities, and the…. [read more]

Hostage Negotiation Keeping People Term Paper

… She told him that he necessitated to go to prison and necessitated to share the Word of God with them, with all the prisoners there. (Moll, 2005)

The humanist responses speaks about some spectators of Terry Waite, who negotiated the discharge of two Anglican priests from Libya along with a hotel manager Paul Rusesabagina, who saved hundreds of lives through negotiations at the time of Rwandan genocide, in a story that stimulated the formation of movie Hotel Rwanda. In such cases the common men became forces to reckon with by virtue of their astute perceptions of human activity. Legitimacy and self-knowledge not swine force, are considered crucial attributes to solving the stickiest standoffs, negotiators depict. According to Mr. Benjamin in Portland, our culture teaches us…. [read more]

Human Resources Questionnaire the Relationships Questionnaire

… Human Resources Questionnaire

The relationships that take place between different departments of the company rely on negotiation. Negotiations occur because individuals must agree on how to share or divide a limited resource. Negotiations also occur because the parties involved must develop something that they cannot develop on their own. In addition to this, negotiations take place in order to resolve problems between different parties.

The difference between bargaining and negotiation is that bargaining refers to a competitive, win-lose situation (Lewicki et al., 2001). Negotiation refers to developing win-win situations. In order to be successful, negotiations must refer to the management of tangibles, like the price or terms of agreement, but also to intangibles like psychological motivations. It is important that ACME focuses on developing an…. [read more]

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