...Review While looking at the case of the Louisiana purchase, five key theories to negotiation are prevalent throughout the negotiation; Concession making, Contending, Matching, Reciprocation and the Psychological theory of international relations as seen in The Kennedy Experiment. Starting with Dean G. Pruitt and Peter J. Carnevale’s, Negotiation in Social Conflict, we shall review what the authors say about concession making and contending and whether or not we are in agreement with the theories stated. Pruitt and Carnevale discuss Concession making as “reducing one’s goals, demands, or offers.” (Pruitt and Carnevale 1993). Pruitt continues to say that when concession is made, it always provides less of a benefit to oneself. It is important to highlight that when saying that concession are usually beneficial to the other party, Pruitt does state this to be an “assumption” (Pruitt and Carnevale 1993). Therefore, what Pruitt is trying to get across is that the assumption is not always a valid one. He states that, “Reductions in demands usually involve reductions in the goals underlying these demands, which are also sometimes called concessions.” (Pruitt and Carnevale 1993). Concession making can have various effects on the negotiation at hand. Pruitt outlines three interrelated findings concerning the impact of concession making on negotiation outcomes, they are; If agreement is reached, firmer negotiators will usually achieve larger outcomes, firmness tends to lengthen...
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...or reach an agreement. (1.) To arrange or settle by discussion and mutual agreement: negotiate a contract. (2) To sell or discount (assets or securities, for example). (3a.) To succeed in going over or coping with: negotiate a sharp curve. (3b.) To succeed in accomplishing or managing: negotiate a difficult musical passage. [Latin negotiari, to transact business] The Art of Negotiation • • Negotiation - “the art of letting them have your way.” Your Task - to understand and shape your counterpart’s perceived decisions, so that the counterpart chooses in its own interest something that you also want. “People think of negotiating power as being determined by resources like wealth, political connections, physical strength, friends, and military might. In fact, the relative power of two parties depends primarily upon how attractive to each is the option of not reaching agreement.” “Getting to Yes, Negotiating Agreement Without Giving In” • Negotiation Settings & Examples Many places… • Personal life • Professional life • Etc. Throughout the day… • Driving, walking, etc. • Overcoming challenges • Making decisions Instances… • employment negotiations, dining, buying a car, selecting travel itinerary, resource consumption, settling disputes, etc. Interpersonal Dynamics & Forces at Play • • • • • • • • Assumptions – not explicit BATNA (Alternatives) – Always have options! Relationship (l-t vs. s-t) - getting the better of another?? Options (creativity) – no one solution...
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...Hannah Wilke’s influence can be seen in contemporary art performance by artists such as Milo Moiré and Deborah de Robertis. Both of these artists have used nudity to confront bourgeois prejudices in public. Moiré’s PlopEgg No. 1 was a performance in which she ‘plopped’ paint-filled eggs onto a canvas in public, in the nude, and from her vagina (Jones 2014). The same year, de Robertis sat in front of Gustave Courbet’s painting, Origin of the World, with her legs opened wide to display her vagina (Vartanian 2014). Jonathan Jones’s reaction to Moiré typifies the male hegemony in the art boys’ club that, Koolhaas’s analysis suggests, refuses to take women’s body art seriously. This would seem a not unreasonable assessment. In harking back to a...
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...Brett Simons Chapter 5: Cross-cultural Negotiation & Decision Making Negotiation The chapter starts with defining negotiation as the process of discussion by which two or more parties aim for mutually acceptable agreement. It also states that the art of negotiation is widely considered the most important skill in International Business. I find that very interesting and kind of a surprise to me, but when you think about it, all business interactions are based on some type of negotiations (even meaningless stuff like meeting times). Because of this, negotiations also affect the ability for a manager to implement strategy. Finally, just like the running theme of this book, ignorance and poor research of native bargaining rituals, can cause unimpressive result. The Negotiation Process The process in which proper negotiation occurs is broken down into five stages. The first stage is preparation. This, to me, is the most important stage of the process. Before you can move on to any other stage effectively, you have to have done your homework as a manager. The second stage is building a relationship. You need to get to know your counterpart and their positions. It helps you stay ahead of their responses so you can react to them more effectively. The third stage is the exchange of task related information. This can include presentations and such but can be tricky when dealing with different cultures. As the book points out, researching how different cultures interact...
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...New York’s Metropolitan Museum of Art was recently sued by visitors because its advertised admission prices use the word “recommended” in rather fine print, giving the impression there is no getting around the basic non-concession rate of $25. It’s an odd practice, rarely seen elsewhere, of posting a price but not actually making payment required, and so no wonder it causes confusion to those who rarely visit museums. If this is the policy to be followed, surely it’s best to be as transparent as possible to the visitors about their obligations. That said, much of the resulting debate was not about the voluntary nature of the price, but about the amount. When it comes to museum prices, how high is too high, especially when, as is especially the case outside the US, museums receive generous public subsidy? All museums are different of course, in terms of their collections and their patrons, but here are a few things to consider in why it makes sense for museums to continue charging admission: First, as options go for being able to enjoy the fine arts, museums are not expensive. Compared to what we pay for opera, classical music, or theatre, that we can see the Met’s magnificent collection for just $25, or visit the Rijksmuseum in Amsterdam for just €15 ($20), or the Prado in Madrid for €14 ($18), and spend the entire day there among the greatest treasures of the art, is an astonishing thing. These amounts might seem high compared to museums with free admission, or high relative...
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...The ability to negotiate successfully in today's turbulent business climate can make the difference between success and failure. With this in mind, Ed has reevaluated his list of top ten negotiation tips. Here are Ed Brodow's Ten Tips for Successful Negotiating updated for the year 2014: 1. Don't be afraid to ask for what you want. Successful negotiators are assertive and challenge everything – they know that everything is negotiable. I call this negotiation consciousness. Negotiation consciousness is what makes the difference between negotiators and everybody else on the planet. Being assertive means asking for what you want and refusing to take NO for an answer. Practice expressing your feelings without anxiety or anger. Let people know what you want in a non-threatening way. Practice 'I' statements. For example, instead of saying, "You shouldn't do that," try substituting, "I don't feel comfortable when you do that." Note that there is a difference between being assertive and being aggressive. You are assertive when you take care of your own interests while maintaining respect for the interests of others. When you see to your own interests with a lack of regard for other people's interests, you are aggressive. Being assertive is part of negotiation consciousness. "Challenge" means not taking things at face value. It means thinking for yourself. You must be able to make up your own mind, as opposed to believing everything you are told. On a practical level, this...
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...Advertising Advertising facilitates large-scale marketing. It is a medium of mass communication. Manufacturers supply information about new products through advertising. The fact that companies spend crores of rupees or millions of dollars on advertising through TV, radio, the internet, and newspapers indicate its benefits in sales promotion. Advertising is within the scope of promotion, which is one element in the marketing mix. It is getting popularity in the present highly competitive and consumer-oriented marketing. All products old and new, consumer and durable, cheap and costly need extensive advertising for sales promotion and consumer support. Latest communication techniques are now used for making it more attractive and agreeable. The basic purpose of advertising is to give information, to attract attention, to create awareness and finally to influence the buying behavior of consumers. Advertising is certainly needed in marketing but is equally important and essential in social, cultural and political aspects of our life. The term ‘Advertising’ originates from the Latin word ‘Advertere’ which means “to turn the mind towards.” The dictionary meaning of the term advertising is “to give public notice or to announce publicity.” This suggests that advertising acts as a marketing vehicle and is useful for drawing the attention of people (prospects) towards a specific product / service / manufacturer. 2. Definition of Advertising Advertising is defined differently...
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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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...negatively by globalization. Cambodia has been experiencing rapid economic growth, largely supported by increased tourism and the exportation of farm products. Globalization has brought improved healthcare, education, nutrition and raised the standard of living for the Cambodian people. Life expectancy has increased and infant mortality has declined substantially. However, Cambodia’s strong economic growth is not without cost. The jungles of Cambodia are being destroyed for the purposes of planting industrial size agriculture crops. "The government of Cambodia has full control over what companies are permitted access to various land and fishing concessions in Cambodia. Many of the concessions are given without regard to how they will impact people's lives, their livelihood, and the environment in which they live” (http://lbpost.com/life/arts-culture/2000002821-award-winning-filmmaker-documents-globalization-in-cambodia#.UytBT97n9D9). The indigenous people who live on these lands are forced to leave, many moving to the city in search of employment. They are plagued with trying to find shelter and provide basic human needs for their...
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...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 process, as illustrated below. Preparation is key to the process to ensure that you are negotiating from a position of strength. The old adage “knowledge is power” certainly holds true when it comes to leveraging timely market intelligence to achieve cost reductions in negotiations. Do More With Less Learn more about how Denali Group can fast track your Procurement Transformation. © 2010 Denali Group 2. Key Principles There are several key principles to consider when engaging in successful negotiations. Understanding these principles beforehand, and knowing the concessions you are and are not willing to make, can provide clear parameters during the process. • It is important to define clear negotiation targets, such as: • LAA – Least Acceptable Agreement • MDO – Most Desired Outcome • BATNA – Best Alternative to a Negotiated Agreement Start LOW! No “presents”, give concessions only with something in return Look for multiple creative concessions to enlarge the pie ...
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...Michelin has decided to expand the company internationally to China. As treasurer for this prestigious company it’s my responsibility to research different factors prior to the expansion that will assist the company in this successful venture. Topics of discussions are foreign trade issues; determinants of entering China, embarking in international negotiation and many more valid points are included in my research to soften the blow of unnecessary challenges. Dealing with foreign trade issues. Acting as treasurer several factors would have to be developed and monitored when expanding internationally such as money exchange, current exchange rates, cash flow, bribery, tariffs, and international trade laws for the company. Having knowledge of the country’s culture is very important simply to keep the lines of communication open and most of all not to offend someone. Determinants of foreign entry and how would our company enter A few factors that determines if our company is qualified to enter China are as follows; the size of the firm my play a significant role in the organization’s entry into the country. The profitability of the company would indicate experience and target a dimension of competition within the country. (Culture Distance) Our firm will enter the country with a licensing agreement that is wholly owned by its affiliates. (Market Knowledge) The organizations will have an advantage by using the wholly owned entry mode as we gain knowledge and get...
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...Market feasibility overview Hempstead, NY June 2012 MOVIE THEATRE Overview Members of Renew Hempstead have suggested and shown strong support for development of a movie theatre in downtown Hempstead. Renaissance Downtowns engaged our firm to explore the potential market viability of a movie theatre. This brief summarizes our findings. In comments on the Renew Hempstead website, members recommended the following possible characteristics for a downtown movie theatre: Small community theatre Smoke free Locally owned, not a chain Security Collaborate with Hofstra Not too many seats in one theatre Host student films, documentaries Stage for open mic night Family nights Alternating screen Should have regular snacks Solar power Free wifi Reduced ticket price for bringing in Mini arcade inside recycled things Lounge area Recycled popcorn bags as well as cups Stores inside the movie theatre Every fifth visit is free A little bar for older people Major motion ...
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...How might the repayable launch aid for Airbus change its decision making on launching a new aircraft? What are the potential consequences for (a) Boeing, (b) airlines, and (c) the profitability of both Boeing and Airbus? Boeing: • Launch aid • Government agencies Airlines: • Price per aircraft • Accommodating runways • Increase in costs The probability of both Boeing and Airbus is: Pull fundin When Airbus originally received government aid in the 1960’s, it was a new enterprise. Today it is the global market share leader in the commercial aerospace business. How do gains in market share affect the legitimacy of claims for subsidies? Over the life of Airbus, it has grown into the global market share leader in the commercial aircraft industry. Gains in market share affect the legitimacy of claims for subsidies and in Airbus’s case as they have gained a larger market share their subsidies have gone down. Eventually these subsidies will almost become nothing as is continues to grow. The government organization do benefit from these subsidies they lend. The space subsidies are repayable with interest so the subsidies are legitimate. Suppose the effect of the legitimacy of the claim for subsidies is going down when the company became stronger. The subsidies have to oppose as the company’s power because of the company become stronger, they do not need to get subsidies. Otherwise, if the company market share loses, subsidies must be increase. The company is a global...
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...themselves to the close friends they see every day. Pennebaker, James W. "Opening Up: The Healing of Expressing Emotions." The Healing of Expressing Emotions (1990): 1. Google Scholar. Web. 20 Feb. 2016. https://books-google-com.ezproxy1.lib.asu.edu/books?hl=en&lr=&id=U2doiTNg134C&oi=fnd&pg=PA1&dq=facts+expressing+emotions&ots=oMBfr8Wg7j&sig=4GyZsOjegZQ4BFjAWuZD73IVSGM#v=onepage&q=facts%20expressing%20emotions&f=false 2. Many people think being lost into their own “state of mind” helps their emotions soften as they are able to create images with their emotions that resemble their inner feelings. * Art can be a record of what the artist is feeling and, at the same time, it can bring about emotional reactions in the viewer. In the 20th century, this type of art has been called Expressionist Art. Atkins, Robert. Artspeak: A Guide to Contemporary Ideas, Movements, and Buzzwords, 1945 to the Present. 2d ed. New York: Abbeville Press, 1997. 3. Feelings are contagious. If you spend time with a depressed person, you may start to feel sad and even cry. * Similarly, you...
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...THE TEXT OF THE GENERAL AGREEMENT ON TARIFFS AND TRADE GENERAL AGREEMENT ON TARIFFS AND TRADE Text of the General Agreement GENEVA, JULY 1986 PREFACE The General Agreement on Tariffs and Trade came into force on 1 January 1948. This booklet contains the complete text of the General Agreement together with all amendments which have become effective since its entry into force. The text is identical to that published, since 1969, as Volume IV in the series Basic Instruments and Selected Documents. A guide to the legal sources of the provisions of the Agreement is provided in an appendix. An Analytical Index, containing notes on the drafting, interpretation and application of the articles of the Agreement has been prepared and published by the secretariat. A second publication, complementary to this one, contains the text of the agreements reached as a result of the Tokyo Round of Multilateral Trade Negotiations (19731979). The General Agreement is applied "provisionally" by all contracting parties. The original contracting parties, and also those former territories of Belgium, France, the Netherlands and the United Kingdom which, after attaining independence, acceded to the General Agreement under Article XXVI:5(c), apply the GATT under the Protocol of Provisional Application, the text of which is reproduced in this volume. Chile applies the General Agreement under a Special Protocol of September 1948. The contracting parties which have acceded...
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