...Ethics in Negotiation: 1. Define Ethical Negotiation. Why do ethics matter? How would you apply ethics within the context of your Negotiation Final Project for this course? Ethics are the social principles or gauge whether some body is following the set social standards or not. The role of these social or ethical standards is very important in any type of negotiation for both parties. This gives the chance for both parties to know the tactics which are being used are deceptive, ethical or unethical and then help them examining the ethical tones and aid them in decision making. This also help both parties distinguish among different criteria, or standards, for judging and evaluating a negotiator’s actions, particularly when questions of ethics might be involved. In my final project, I will choose and react to the other party by keeping in mind the following mix of approaches. • Choose a course of action on the basis of results I expect to achieve (e.g., greatest return on investment). • Choose a course of action on the basis of my personal convictions (e.g., what my conscience tells me to do). 2. What motivates unethical behavior in negotiations? What are the potential consequences? How can negotiators deal with the other party's use of deception? When one party or individual want to secure his own establish outcome ignoring other party interest motivates unethical behavior. The unethical behavior outcome also depends on how high are the party stakes, competitiveness...
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...Internet and Global Negotiation Earlsworth John Baptiste MGT/445 Professor Sue Caruthers March 11, 2013 Internet and Global Negotiation Global negotiation has gotten easier as technology has become more advance. The key piece of technology that has helped is the Internet. The Internet has connected the world and has made it accessible to everyone. The following will discuss the business negotiation thru the Internet. The Internet has made global negotiations easier today compared to 50 years ago. If one was a small business trying to expand overseas, a member of the organization would have to travel there to begin the process of negotiation. According to Claude Cellich, "....the place of negotiation is no longer a sensitive issue Executives from small companies with limited travel budgets and restricted office space can use the Internet to bypass these impediments....(Cellich, C 2001). E-negotiation allows small businesses to compete with larger business on a more level playing field. Allowing them to offer their products and services at a completive price without spending extra capital on initial travel expenses. E-negotiations has made advantages. One example is resources are available during the negotiation process. "When negotiating from your office... You also have access to your files, staff and any other expertise you may require to carry out the discussions to your full satisfaction(Cellich, C 2001)." The more open, honest information...
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...Introduction This essay will first show how an effective use of language and persuasion, and a good awareness of ethical considerations can contribute to a successful negotiation process by breaking deadlock and achieving a win-win situation. To lead a good business negotiation, there are five key points that one should go through: preparing the negotiation, rehearsing the negotiation, describing our statement and position, making propositions and offers, bargaining and the weight of culture in the negotiation process. The process of negotiation itself requires preparations. If one negotiates in an offhand attitude, then one will never be able to optimize ones efficiency. More the negotiation is important and more it requires preparation. If one does not prepare correctly and efficiently, and if the other part did it well, one will enter in a position of inferiority. One will appear weak and non-professional. The lack of preparation will nearly always cost money. Preparing the negotiation Oral communication, such as discussions and conversations belong (most of the time) to improvisation. Negotiation, which is a particular form of oral communication, also seems to belong to improvisation. But by just reducing it to a simple improvisation, it is underestimating the power of words and language. Negotiation always requires a minimum of preparation. By preparing or building your knowledge (make researches about the products, company mottos and corporate values…), you avoid...
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...requirement. Once the acquisition plan has been approved, the CO will be developing the solicitation. Once all sections of the RFP have been written and approved, the CO will post the resultant RFP to FedBizOpps for any and all contractors of interest view the RFP in full details. If FedBizOpps is not available, the CO may email the RFP out to Offerors identified in its market research. Once the RFP has been posted, the CO should allow companies enough time to propose responsively to the RFP- which could be from 15 to 45 days depending upon the size and complexity of the requirement. During this time, the CO should answer any questions that all Offerors may have regarding the RFP. This should be done in writing but can also be done in an open forum such as a pre-proposal conference. Once all questions have been answered, the CO should post these questions and answers on FedBizOpps for all Offerors to see and if needed, amend the RFP. The process from the seller’s point of view begins once a notice is synopsized on FedBizOpps. After the requirement is actually posted on FedBizOpps, the seller should review the entire RFP and then choose if they want to propose or not. Depending upon what the seller believes his competitive chances are, a decision should be made to propose responsively to the requirement. At this time, the seller should review the RFP again and any amendments to fully understand the needs...
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...NEGOTIATION S P E C I A L R E P O R T Program on Negotiation at Harvard Law School Helping you build successful agreements and partnerships Business Negotiation Skills 5 Common Business Negotiation Mistakes In this Special Report, the experts and editors from Harvard’s Program on Negotiation offer advice from past issues of the Negotiation newsletter to help you avoid common pitfalls and build better relationships and agreements with your colleagues, clients, and those closest to you. You will learn to: ■ Identify opportunities to expand the pie of resources. ■ Take steps to ensure you don’t overvalue your assets. ■ Guard against a backlash from less powerful parties. ■ Gain a keener understanding of what you really want. ■ Avoid being hurt by overcommitment to a deal. www.pon.harvard.edu $25 (US) Program on Negotiation at Harvard Law School 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 Kennedy School of Government, Harvard University Robert C. Bordone Harvard Law School John S. Hammond John S. Hammond & Associates Deborah M. Kolb Simmons School of Management David Lax Lax Sebenius, LLC Robert Mnookin Harvard Law School Bruce Patton Vantage Partners, LLC Jeswald Salacuse The Fletcher School of Law and Diplomacy, Tufts University James Sebenius Harvard Business School Guhan Subramanian Harvard Law...
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...International Negotiation – Session 1 Brainstorm on Negotiation: * Communication * Compromise * Stress * Time * Outcome (the problem with it is that it’s difficult to predict.) * Expectations * Conditions * Terms * Culture * Threats * Promise * Context * Bribery * Convincing * Cooperation * Gender * Actors * Gender * Competition * Listening * Understanding * Trust * Preparation * Relationship * Short-term * Long-term * Debate * Stakes (en jeux) * Expertise * Power * Patience * Confidence * Flexibily * Credibility * Capacity to find solutions * Sensibility Negotiation defined = negotiation’ is a joint decision making process through which the parties accommodate their conflicting interest into a mutually acceptable settlement. Problem #1: joint decision-making process. Is not uni-natural, not you in your own, its you and your counter parts. Problem #2: conflicting interest: do we need a conflict when negotiating. We need a conflicting interest for a negotiating process. Sometimes people bring more conflicting issue into the table than the one in account. The problem with the interest is the evaluation with the interest; people will consider the conflict with getting out of it what they need. Your interests are different form the counter parts’. Problem #3: mutually acceptable settlement: what is the better possible...
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...you'd prefer to walk; if it's a dollar higher, you'd do the deal. If you're the buyer, it's the maximum price you'd pay, and you'd be indifferent to doing the deal at that price point. Again, if it's a dollar higher, you walk; if a dollar lower, you'd take the deal. ZOPA (ZONE OF POSSIBLE AGREEMENT) = When the parties are "in the same ballpark" with respect to terms and pricing. Final Assignment We're going to analyze a real, albeit slightly older, deal here from the perspective of the main players (and there are several). Hopefully those players (at least their companies) and the property is familiar to you; this deal negotiation took place in 2001. The case in question is on the Harvard Business School Press site; access it (at a cost of $3.95) using this link. Here are the topics I want you to address in your analysis of this deal negotiation; I'm going to introduce into our work here a couple of new-ish concepts (although they were touched on in Getting to Yes) that I want you to explore on your own. I will include a definition for them in RESOURCES, but make sure you understand what they mean before you attempt to address. So here are the...
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...Questions to help direct your study for the upcoming exam. On the exam, be sure to demonstrate your complete understanding of all of the issues associated with each question – more information is generally better as long as it is relevant and based on course material. SPELL EVERYTHING OUT & BRING A BLUE BOOK TO THE EXAM 1. Consider “groupthink’ and the video we watched on this topic. Be sure to identify the symptoms of groupthink and discuss ways groupthink can be minimized ore avoided. 2. Consider the article ‘How Management Teams Can Have a good Fight.” Based on this article and in-class discussion, explain the recommended approaches for helping to ensure that conflict is productive. 3. Identify and describe each of the five conflict handling styles/conflict handling intentions as outlined during class (slides) and also described in the text using slightly different labels. What style did Thomas Green seem to use in the conflict with his boss? Was it helpful? Apply each of the five-styles to suggest different ways Green could have respondeded. Which style might you suggest Green use instead – why? 4. Which conflict handling style best describe Donna Dubinsky’s approach when 1) the JIT idea first surfaced and during 2) the task force meetings? How effective were these styles at each of these points? Defend your points. What other approach (es) might you suggest for Donna at each of these points in the case? 5. You received what you consider to be a great...
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...Counseling Negotiations Skills of NegotiationsNegotiation TTechniques for Default Borrower Counseling Skills of Negotiation Techniques for Defaults ( Wells Fargo Home Mortgage 4680 Hallmark Parkway San Bernardino, CA 92407 Table of Contents Day 1 INTRODUCTION CLASS EXPECTATIONS LOGISTICS LINK TO VISION, CORE CAPABILITIES COURSE OBJECTIVES BUILDING BLOCKS OF NEGOTIATIONS FRAMEWORK FOR NEGOTIATIONS CONTEXT AND NEGOTIATION UNIQUE NATURE OF A BCS CALL AS A NEGOTIATION ROLE OF COUNSELORS IN THE NEGOTIATION THE “US AND THEM” IN NEGOTIATED RELATIONSHIPS THE PARALLEL INTEREST MODEL FOUR STAGES OF EFFECTIVE NEGOTIATIONS STAGE ONE: COURTSHIP/ORIENTATION STAGE TWO: RESISTANCE STEPS THREE AND FOUR: COMMITMENT AND AGREEMENT STRATEGIES FOR OVERCOMING BARRIERS UNDERSTANDING RESISTANCE YOUR REACTION THEIR EMOTION THEIR POSITION THEIR DISSATISFACTION THEIR POWER CONCLUSION PERSONAL ACTION PLAN EVALUATION Introduction 5 CLASS EXPECTATIONS 5 LOGISTICS 5 LINK TO VISION, CORE CAPABILITIES 6 COURSE OBJECTIVES 8 BUILDING BLOCKS OF NEGOTIATIONS 9 INTRODUCTION 9 FRAMEWORK FOR NEGOTIATIONS 9 CONTEXT AND NEGOTIATION 13 UNIQUE NATURE OF A BCS CALL AS A NEGOTIATION 14 ROLE OF COUNSELORS IN THE NEGOTIATION 15 THE...
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...PM 598 (Discussions Questions) Keller - Latest Purchase here http://devrycourse.com/pm-598-discussions-questions-keller-latest Product Description PM 598 (Discussions Questions) Keller - Latest PM 598 Week 1 DQ 1 Procurement Process PM 598 Week 1 DQ 2 Roles and Responsibilities PM 598 Week 2 DQ 1 Make-or-Buy PM 598 Week 2 DQ 2 Procurement SOW PM 598 Contract Types Week 3 DQ 1 PM 598 Week 3 DQ 2 Plan Contracting PM 598 Week 4 DQ 1 Best Practices PM 598 Week 4 DQ 2 Source Selection PM 598 Week 5 DQ 1 Contract and Negotiations Best Practices PM 598 Week 5 DQ 2 Negotiation Exercise Case Study PM 598 Week 6 DQ 1 Controlling Procurements PM 598 Week 6 DQ 2 World Class PMO PM 598 Week 7 DQ 1 Uniform Commercial Code PM 598 Week 7 DQ 2 Lessons Learned Keller PM 598 (Discussions Questions) Keller - Latest Purchase here http://devrycourse.com/pm-598-discussions-questions-keller-latest Product Description PM 598 (Discussions Questions) Keller - Latest PM 598 Week 1 DQ 1 Procurement Process PM 598 Week 1 DQ 2 Roles and Responsibilities PM 598 Week 2 DQ 1 Make-or-Buy PM 598 Week 2 DQ 2 Procurement SOW PM 598 Contract Types Week 3 DQ 1 PM 598 Week 3 DQ 2 Plan Contracting PM 598 Week 4 DQ 1 Best Practices PM 598 Week 4 DQ 2 Source Selection PM 598 Week 5 DQ 1 Contract and...
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...The Chinese view of negotiations The Chinese word for negotiation—tan pan—combines the characters meaning “to discuss” and “to judge.” From a Chinese perspective, negotiation exists primarily as a mechanism for building trust so that two parties can work together for the benefit of both. Trust is built through dialogue that lets each party judge or evaluate the partner and the partner’s capabilities and assess each other’s relative status. The negotiation process also enables parties to reach an understanding on a specific issue, condition, or transaction, in a way that lets each side feel that “a good deal” was brokered. But the concept of negotiation hinges on creating a framework for long-term cooperation and problem-solving much more than on drafting a one-time agreement. As such, negotiation in China is viewed as an ongoing, dynamic process that takes into account practical matters and context. Many Chinese prefer this approach over creating contract-based absolutes, which many Chinese perceive as the primary purpose of Western-style negotiations. Significant differences in negotiation style and culture can be accompanied by mutually unfavorable perceptions. Americans may see Chinese negotiators as inefficient, vague, and perhaps even dishonest, while Chinese perceive American negotiators as impersonal, impulsive, and overly focused on immediate gains. When adapting to Chinese-style negotiations, task-based, time-conscious foreign partners must balance the need for...
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...include some throwaway issues. What preparations do you need to make before the meeting? Preparation is first stage of negotiation process which starts with defining the key goals which means -what are the person’s expectations from the negotiation process? Also person involved in Negotiation process during preparation he should decide his or her BATNA- Best Alternative To a Negotiated Agreement. Identifying key issues in negotiation, setting priorities and developing support agreement for adopted position is also important parts of preparation before start negotiation with other party (Carrell, Heavrin, 2007). In order to perform an activity in a proper way we need to have some sort of preparation for it. Preparation is a key for a successful negotiation activity. For negotiation very first thing we need to understand is if there is anything to negotiate or not (If we were to sit down… (n.d.). For the preparation point of view before negotiations starts with my brother and sister I must have to look at the following things. BATNA Before the start of negotiation defining BATNA is important to make oneself in a strong position (Carrell, Heavrin, 2007). My BATNA would be to divide all the assets without dissolving them and make it as simple as possible. Identify key issues There are several key issues which we should go through during negotiation process. These issues are: 1-The main issue is that we have only 30 days to report our aunt’s attorney about the agreement...
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...Employee Relations | Submitted to: | Dr. Kasey | Submitted by: | | Date of Submission: 4/27/13 Title of Assignment: Negotiation Plan CERTIFICATION OF AUTHORSHIP: I certify that I am the author of this paper and that any assistance I received in its preparation is fully acknowledged and disclosed in the paper. I have also cited any sources from which I used data, ideas or words, either quoted directly or paraphrased. I also certify that this paper was prepared by me specifically for this course. Student's Signature: Yurier Sanz ***************************************************************** Instructor's Grade on Assignment: Instructor's Comments: Developing a Negotiation Plan is key to the success of a bargaining unit. This shows those who you will be negotiating against that you are well prepared to argue your side. When developing a negotiation plan, the content may vary, however, it should include information like: * Background of contract and negotiation situations * Should include major and minor negotiation issues that will be addressed * Negotiation priorities and the union’s position on key issues * This should also include the negotiation approach for the union. All parties that will be involved with the negotiations should review the plan. This will ensure that all parties are well aware of the negotiation plan that will be used. We should: * Present the plan to the team members clearly * Encourage all those participating...
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...Resolving Conflicts in Relationships Through Negotiation. Conflict is inevitable in relationships because people have different needs and viewpoints (Wood, 2002; Purkey, Schmidt & Novak, 2010) and thus conflict involves the expression of these tensions (Wood, 2002). This essay will focus on the role of negotiation in resolving conflicts in interpersonal relationships; the chosen setting being that of a couple who are in conflict about their life directions with one wishing to travel and the other wishing to save for a home. It will start with defining conflict in general and then focus on the context of conflict in interpersonal relationships. Following this there will be an examination of the negotiation method of resolving interpersonal conflict as well a description of a range of communication skills that are required for negotiation. Finally, it will discuss the role of third- party intervention in conflict resolution and conclude with a summary of the key points. Folger, Poole and Stutman (2009, p. 4) define conflict as “the interaction of interdependent people who perceive incompatibility and the possibility of inference from others as a result of this incompatibility.” Johnson and Johnson (1987) refer to “conflicts of interest” and state that these may be based on differing needs and opinions or inequalities in relation to resources such as power, money, time and position. Conflict is the struggle between opposing needs and viewpoints and arises when we perceive...
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...Rakesh Desai CEMBA 5711 Negotiations Reflection Paper # 1 10/5/2012 For the Supplier negotiation, I was in the role of the Supplier. My main objective was to negotiate a new contract with ATI (a regular customer) to supply the batteries for their new line of implantable auditory devices. There were 8 issues that were needed to be negotiated. My BATNA was 6000 points because I knew that I can get an agreement with Medtronic and get 6000 points. My priorities from higher to low were Contract Term, Lot Size, Price, Development Fee, Electronic Integration, Inventory, Quality and Volume Flexibility. My underlying interest or reason for contract as my first priority was because my whole negotiation plan was centered on negotiating long term contract term. Furthermore, I was concerned about having a short term contract because my buyer was concern with quality, and I knew that I might have to give into quality. The final agreement included a contract term of two years, lot size of 2000 parts, 3 weeks of inventory, 25% on volume flexibility and price of $335/part. Towards the end of the negotiation I was still concerned about the quality because I went below my reservation price, but since I was able to get long term contract with larger lot size and my asking price, that made this agreement very attractive. In this respect, although I did not achieve my target points of 17000, the agreement was worth 15600 points. This was well above RP of 6000. Although the...
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