... Indonesia, just as the rest of the Asian countries, believes in creating long term relationships so as to gain profits in business. Australian business cultures, on the other hand, aim at making fast profits before creating a long term relationship. Indonesian company managers care about the people they deal business with to keep them motivated and happy (Kearney, 2006). The Indonesian companies tend to believe in mutual respect to achieve effective and productivity. The managers believe western companies should adjust to the culture, the taboos and languages of all the Asian companies. Indonesia is unique in its diversity and extent among the clusters of islands in Asia. Over 60% of the country’s population resides in Java Island. Through the diversity in culture, the national ties remain strong. Despite the difference between the cultures of the countries, they still have to reach a consensus in dealing businesses. The countries have to adapt to the cultures of the fellow business partners. In dealing in Business for a long with Asian countries, Australia and New Zealand have gone to a great extent in changing the business perspectives. New Zealand and Australia have started considering making long term relationships with business partners rather than fast profit making. Indonesia is an important business partner of both New Zealand and Australia. This is by the virtue of the country’s size, the strategic location and abundance of its natural...
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...| | | | |“The slugger’s come home” is an explicative and demonstrative video that represents an example of a negotiation process. It shows, from a baseball theme example, | |how does negotiation between 2 parties may work. While the video shows us the perspective of both parties, it also gives us some extra information about | |negotiation process.” | ABSTRACT The Sluggers Come Home “The Slugger’s Come Home” is an explicative and demonstrative video that represents an example of a negotiation process. It shows, from a baseball theme example, how negotiation...
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...Background 4 1.1 Unitary and Pluralistic frames of Reference 4 1.2 Changes in Trade Unionism Have Affected Employee Relations 6 1.3 Role of Main Players in Employee Relations 8 2.0 Understanding the Nature of industrial Conflict and Its Resolution 10 2.1 The Procedures an Organization should follow in dealing with Conflicts 10 2.2 The key features of employee 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 of the methods used to gain employee participation and involvement in the decision making process 23 4.3 The impact of human resource management on employee relations 24 Conclusion 26 References & Bibliography 27 Introduction The Purpose of this assignment to acquire knowledge and development of skills about employee Relations (Relations between an employer and a collective workforce, typically through a recognized union), its nature, historical background, types, and European Union roles in its development. It also encompasses the industrial conflicts such as strike, lock out etc. and the procedure for solving...
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...Using Case Studies in Real Estate and Finance Courses By Su Han Chan Department of Real Estate The Preliminaries Setting expectations Focus is on decision making Requires judgment No “right” answers Setting ground rules The student contract (4Ps) Knowing your participants Selecting cases and readings Using a mix of short (“breather”) and long cases Assigning a term project Case seminar series_Su H Chan A Short Case Phuket Beach Hotel: Valuing Mutually Exclusive Capital Projects* (4 pages) Synopsis Phuket Beach Hotel has an opportunity to lease its underutilized space to a karaoke pub and earn a rental income. Alternatively, the hotel could develop the unused space and create its own pub. The general manager of the hotel must decide which of the two capital projects to recommend to the hotel owners. This case presents sufficient information to build cash flow forecasts for each project and to rank the mutually exclusive projects using various evaluation criteria. *The case is available from HBSP.com Case seminar series_Su H Chan Using the case Undergraduate, graduate, and executive levels Exposes students to a wide range of capital budgeting issues Questions built into the case Student group presentations (2 teams presenting the same case) Class members evaluate team presentations Instructor debriefs case Lessons learned Evaluator__Please write your name on the back__________________ Group ___________________________ Grading Checklist for...
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...leader’s influence either unnecessary or redundant in that they replace a leader’s influence. • Question 3 According to the path-goal leadership theory, a manager is showing a participative leadership style when he/she __________. • Question 4 According to __________ approaches, individual behavior is constructed in context, as people act and interact in situations. • Question 5 Meindl referred to the phenomenon whereby people attribute almost magical qualities to leadership as _____________. • Question 6 The __________ that are driving organizations of all types and sizes can be found in organization-environment relationships, the organizational life cycle, and the political nature of organizations. • Question 7 The decision to construct a new overseas plant can be considered to be a(n) __________. • Question 8 Which of the following, refers to altruistic love? • Question 9 __________ is intentional and occurs as a result of specific efforts by a change agent. • Question 10 Another name for incremental change is __________. • Question 11 To begin understanding an organization’s culture, it is often easiest to start with __________. • Question 12 To many researchers and managers, shared common values lie at the heart of organizational __________. • Question 13 The issues concerned with __________ are tasks to be accomplished, methods used to achieve the goals, and methods of coping with success and failure....
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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 depend on each other for achieving their goals. 3 Consider how negotiation fit into the broader perspective of processes of managing conflict. 4 Gain an overview of the organization and content of this book. People negotiate all the time. Negotiations occur for several reasons: 1 to agree on how to share or divide a limited resource such as land, or property or time. 2 to create something new that neither party could do on his or her own and 3 to resolve problems or a dispute between the parties. People may recognize the need for negotiation but do poorly because they misunderstand the process or do not have good negotiating skills. For most people bargaining and negotiation mean the same thing, however in the text bargaining is used to describe the competitive, win-lose situation such as haggling over price at a yard sale, flea market or a car lot: Negotiation on the other hand is used to refer to win-win situations like those that occur where parties are trying to find a mutually...
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... Abstract This paper 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. Reliant Chemical strengths were assessed as a strong organizational relationship and management decision making. It recognized, resolved and or reconciled the changing interests of Pacific Oil, derived the best approach for the negotiation, determined the relationship with the other negotiator(s), and selected the appropriate strategy and tactics. Reliant Chemical had one assessed weakness, which was its possible vulnerability to effective counter tactics. The paper concluded by providing a recommendation to close the negotiation with Reliant Chemical on more favorable terms to Pacific Oil. Introduction The Pacific Oil Company negotiation filled with examples of how people (Corporations, Management and Negotiator(s)) should prepare, interact and react during a negotiation. The negotiation for Pacific Oil had numerous challenges during the negotiation with Reliant Chemical. Those challenges...
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...Introduction Negotiation is a method of conflict resolution. It is a problem-solving process in which two or more parties attempt to resolve their disagreement or conflict in a manner, and through a process, that is mutually agreeable. Where as the general concept of negotiation is easy enough to understand, in practice it can be an extremely difficult proposition. Negotiation is further complicated when the parties find themselves negotiating across dissimilar cultures. “Culture is a powerful factor in shaping how people think, communicate and behave. It therefore affects how they negotiate” .Our presentation investigates the impact of culture on negotiations. It begins by defining culture, to include a discussion on how culture is imbedded in an individual through their mental models and values. It then breaks out the four dimensions of culture identified by Geert Hofstede. A general overview of negotiations follows the culture. It includes a definition of negotiations and discusses the range or continuum of negotiation styles. The section on negotiations closes with an overview of negotiation skills to include the actors and their frames of reference. The final idea provides a description of how culture impacts negotiations. First, it overlaps four elements of negotiations; actors, structure, strategy, and process with Hofstede’s dimensions of negotiation. Then, a summarization of cultural affects on specific negotiation styles is provided. Defining Culture Working...
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...Communications Business is constantly in move. Some organizations have the ability to follow the progress of new business trends and adapt to them smoothly. Some others fail to invest their time, energy and talents in research and development to respond to the constant demand for new and innovative products and services. Global Communications (GC) is in that case. Leader in telecommunications in the past, the company is struggling to stay afloat. The organization has diverse problems that are undermining its progress, even its existence. From ineffective to unethical negotiation practices, the management is facing challenges to make it profitable again. In the following lines, we will identify the issues that GC is facing and the different opportunities open for its future. We will assess the different interests in the situation and review the problems in the decision making process and the negotiation failure between the management and the union. Finally, we will make a gap analysis to understand what didn’t work and what needed to be done for a better closure in this situation. Situation Analysis Issue and Opportunity Identification Telecommunications industry has experience important changes over the time. Many new businesses have entered the industry to compete on local, long distance and international markets with innovative and technical advanced products. For instance, cable companies have introduced a services bundle encompassing an internet, television...
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...thoughts, emotions, values or drives that are in conflict with one another. For example, in the army, many soldiers may disagree with their superiors’ orders. However, they choose to keep it to themselves due to the regimentation. It is important to note that these conflicts occur within an individual. Hence, it may not be relevant to a conflict between two parties. ▪ Interpersonal Conflict Interpersonal conflicts occur between individuals. For instance, it can happen between co-workers, spouses, siblings or even neighbours. At this level, we study interpersonal negotiation, and directly address the management and resolution of interpersonal conflict. ▪ Intragroup Conflict Intragroup conflicts happen within a group, be it a team, work group members, families, classes or living units. At this level, we analyse conflict as it affects the ability of the group to make decisions, work productively, resolve its difference, so as to continue achieve its goals effectively. ▪ Intergroup Conflict Intergroup conflicts arise between organizations, ethnic groups, warring nations, or fragmented families. At this level, conflict is difficult to understand because of the large number of people involved. This is also the most complex level. Conflicts have both dysfunctions and benefits. It is dysfunctional because it may be an indication that something is wrong and it may create destructive consequences. On the other hand, I...
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...Communications stock. Questionable decision making and internal communication have forced leadership to a decision of outsourcing call centers to foreign countries and a push through new products towards globalization. This paper attempts identify: The issues and opportunities that all Global Communications stakeholders face, the gap that needs to be bridged, and the end state visions the company will adopt to reinvent itself. Issue and Opportunity Identification Global Communications is faced with increased industry competition and their stock value has depreciated over 50 % during the past three years. Global faces a great deal of competition in local and international long distance services. Cable companies have stepped in and provided robust portfolio of products to consumers at the cost of market share for Global communications. The result of this increased competition and the rise in call center costs have caused management to devise an aggressive plan to address these issues. This plan calls for outsourcing of call centers to foreign countries and a move towards the global market, offering consumer and businesses, a well rounded portfolio of products. The implementation of this plan will result in massive lay-offs for union workers and a 10% salary reduction for retained employees. The board and management have both agreed to this plan, but the union does not and was not included in the decision making process. Stakeholder Perspectives/Ethical Dilemmas The authors...
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...Main Topic: Managing Workplace relationship, conflict and negotiation skills include effective communication. Building relationships within the workplace According to Harbour S. (2015) establishing and maintaining good working relationships is the key to a positive workplace. Effective businesses encourage the development of positive relationships between managers and employees as well as amongst coworkers. It is imperative to create a clear and concise company mission statement and distribute a copy of the statement to each employee, so that they can be clear on exactly what is expected of them and the intended goal of the business they represent. Teamwork should be encouraged through formal and informal team-building activities. Management could always arrange a company-oriented outing, such as fun days consisting of activities such as tug a war or cricket, or involve the office in a team-based charitable activity. Good relationships in the workplace thrive when individuals feel part of a team and comfortable with their teammates. The need for two way communication should be encouraged, as this would boost staff morale. The better and more effectively persons communicate with those around them, the richer the work relationships will be. All good relationships depend on open, honest communication. Managers should always reward great work as quickly as possible, and address problems or concerns immediately. Acknowledge staff members publicly with written or...
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...Negotiation Theory Types of Negotiation Table of contents 1. Introduction 2. Negotiation Theory: Foundations and Approaches 2.1. Basic concepts of negotiation 2.2. Negotiation approaches: An overview 2.2.1. Structural approach 2.2.2. Strategic approach 2.2.3. Behavioral approach 2.2.4. Processual approach 2.2.5. Integrative approach 2.3. Summary of approaches 3 Types of Negotiation Negotiation Theory and Practice: A Review of the Literature “major public policies are the outcome of a complex round of negotiation between interests, choices between values and competition between resources… there are no single ‘best’ options for any player in this game, for the ‘best’ outcome depends on what others do and what deals are possible.” (Davis et.al., 1993) 1. INTRODUCTION “Pure” conflict defined as the existence of competing interests between parties in absence of interests that are shared, is an anomaly in international relations where the defining feature of the relationship between states is mutual dependence. Such was the observation of Thomas Schelling, noted international economist, during the height of the Cold War. In the decades that have since transpired, globalizing developments in technology, communications, finance and trade have given rise to a world in which citizens, organizations and governments engage in millions of trans-national interactions on a daily basis. In the modern age, the need...
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...1. Managerial work is inherently hectic, varied, fragmented reactive disorderly and political. Brief oral interactions predominate (be in the majority) and many these involve people outside the manager’s immediate work unit and chain of command. Decisions processers are highly political, and most planning is informed and adaptive. (Ref Page – 17) 2. Decision making and problem solving – different people involved in making a decision after disagree about the true nature of a problem and the likely outcomes of various solutions, due to different perspectives, assumptions and values typical of managers from different functional background and specialties. A prolonged, highly political decision involve important and complex problems for which no-ready –made, good solution are available when many affected parties have conflicting interests and when diffusion of power exists among the parties (Ref Page- 4) Planning- as a formal process of written objectives, strategies, polices, and budgets, cascading from top management down hierarchy. Some planning occurs but managers develop agendas consisting of goals and plans related to their job responsibilities and involving a variety of short term and long term issues. 3. Leaders Role- Managers are responsible for leading the subunit function as an integrated whole in pursuit of basic purpose. Provide guidance to subordinates, motivates and in hiring, training, directing, praising, critizing, promoting and dismissing, pervades...
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...The Handbook of Negotiation and Culture Michele J. Gelfand Jeanne M. Brett Editors STANFORD BUSINESS BOOKS The Handbook of Negotiation and Culture The Handbook of Negotiation and Culture Edited by miche le j. ge lfand and jeanne m. brett Stanford Business Books An imprint of Stanford University Press Stanford, California 2004 C Stanford University Press Stanford, California C 2004 by the Board of Trustees of the Leland Stanford, Jr., University. All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying and recording, or in any information storage or retrieval system without the prior written permission of Stanford University Press. Printed in the United States of America on acid-free, archival-quality paper Library of Congress Cataloging-in-Publication Data The handbook of negotiation and culture / edited by Michele J. Gelfand and Jeanne M. Brett. p. cm. Includes bibliographical references and index. isbn 0-8047-4586-2 (cloth : alk. paper) 1. Negotiation. 2. Conflict management. 3. Negotiation—Cross-cultural studies. 4. Conflict management—Cross-cultural studies. I. Gelfand, Michele J. II. Brett, Jeanne M. bf637.n4 h365 2004 302.3—dc22 2003025169 Typeset by TechBooks in 10.5/12 Bembo Original printing 2004 Last figure below indicates year of this printing: 13 12 11 10 09 08 07 06 05 04 Contents List of Tables and Figures Foreword Preface xi xv ix ...
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