...NEGOTIATION ARTICLE ANALYSIS & CRITICAL REVIEW SIX HABITS OF MERELY EFFECTIVE NEGOTIATORS SUBMITTED ON 15 MAY 12 INTRODUCTION Negotiation happens whenever parties with different interests and perceptions depend on each other for results. Negotiation is often described more as an art than a science. Invariably, in any field of study, when comprehension gets too difficult for the student of the area of study, it is common to refer to the subject more as an art than science, as if in excuse for the failure to master an area that has too much in the realm of the abstract. Negotiation is definitely an art and a science, an art because it needs mastery and intuitive capability to utilize the right skills at the right time. But there is a science and logic behind every skill that has to be put into play, to succeed as a successful negotiator. The most obvious sign of mastery of the art and science of negotiation would be that in the end, all the parties in the negotiation walks away with a genuine sense of happiness that they got more than what they came for. Succinctly put, a good negotiation is one where, you get the other guy to choose what you want – for his own reason. In any negotiation, every side has two options, either to accept a deal or take its best no deal option. The job of a negotiator is to persuade the other side to accept a deal which is better than the no deal option of both the sides. The other side needs to choose in its own interest, which at the...
Words: 2304 - Pages: 10
...The use of full-length films to teach negotiation. Olivier Fournout This is the text of a lecture given at the conference “New Trends in Negotiation Teaching”, presented by the Program on Negotiation at Harvard Law School (PON) and the Institute for Research and Education on Negotiation in Europe at ESSEC Business School (IRENE), Nov. 14-15, 2005. Key words: negotiation, leadership, film, fiction, phenomenology, negotiation of meaning, teaching of negociation, pedagogy, imagination, interaction. ----------------------- It is a year since I started courses on negotiation and leadership in which I use full-length films as the main pedagogical tool. It is this experience that I would like to talk about here. I will organize my lecture around three points: first, I will describe the course itself and its background; then, I will try to clarify my pedagogical principles; and finally, I will give you a very quick sample of this pedagogy by showing you some extracts from Lost in La Mancha, and I will make a few comments. 1- The course and its background. This course is given at the Ecole Nationale Supérieure des Télécommunications (the National Graduate School of Telecommunications in Paris). The three sessions on negotiation are fairly modest in size : 12 hours. I built them around three films. The first one is Le souper (The Supper) where we get an idea of the negotiation between Talleyrand and Fouché a few weeks after Waterloo, when France’s whole future...
Words: 4041 - Pages: 17
...P11271202 Tutor Marking: Edwina Goodwin CRITERIA | COMMENTS | MARK | Introduction/Conclusion..5% | | | Depth and Range of academic research, and evidence of understanding 25% | | | Quality of examples both historic and contemporary25% | | | Quality of individual analytical discussion- convincing? 25% | | | Correct format as outlined in module guide; adequate & correct referencing, free from errors…………………….10% | | | Reflection… …10% | | | LESS 5% IF NO CRITERIA SHEET TOTAL MARKS | | Assignment 1 Title: ‘The Evolution of selling: a study of historic and contemporary sales methods and attitudes’ Tutorial Day: Wednesday – 12 to 1 Full Name: Arun Kumar Sehgal Student ID: P11271202 Module Name: The Creative art of selling and negotiation – ENTE 2534 In the last two century professional selling has evolved dramatically through various methodologies, practices and models that have been created in order to show the old and new ways of adaptive selling. Selling models have been made in order to show the complexity of selling techniques determining the outcome of a salespersons approach to a client, making sure that previous mistakes are not repeated. Key impacts and changes happened throughout the industrial revolution and 19th century. Customer and sales professional had changed their behavioural and selling styles through time. To the point of hard selling to value based selling. Small scale businesses had dominated...
Words: 2189 - Pages: 9
...Negotiation: the Chinese style Tony Fang School of Business, Stockholm University, Stockholm, Sweden Abstract Purpose – To examine the nature of Chinese business negotiating style in Sino-Western business negotiations in business-to-business markets involving large industrial projects from a social cultural point of view. Design/methodology/approach – A conceptual approach developed from personal interviews. Findings – This study reveals that the Chinese negotiator does not possess an absolute negotiating style but rather embraces a mixture of different roles together: “Maoist bureaucrat in learning”, “Confucian gentleman”, and “Sun Tzu-like strategist”. The Chinese negotiating strategy is essentially a combination of cooperation and competition (termed as the “coop-comp” negotiation strategy in this study). Trust is the ultimate indicator of Chinese negotiating propensities and role choices. Research limitations/implications – The focus of this study is on Chinese negotiating style shown in large B2B negotiations with Chinese SOEs. Originality/value – Differing from most other studies on Chinese negotiating style which tend to depict the Chinese negotiator as either sincere or deceptive, this study points out that there exists an intrinsic paradox in Chinese negotiating style which reflects the Yin Yang thinking. The Chinese negotiator has a cultural capacity to negotiate both sincerely and deceptively and he/she changes coping strategies according to situation and context...
Words: 11190 - Pages: 45
...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...
Words: 8991 - Pages: 36
...of Detention Division, Deputy Director of Operations) ICRC – provide humanitarian relief, Humanitarian ‘Multinational’ Organisation Home base: Geneva, Switzerland Orgn Values – Neutrality, Independence, Discretion & Humanism Total Workforce – (2008) over 14,000 over 100 nationalities Until recently – ICRC is very Swiss , very Genevoise Expatriate – open to all nationalities but 93% is westerners (1992) Changing expatriate composition – expatriates number increasing – Africa, Asia & Latin America HR Policy – recruitment from Geneva – sent to field with ‘learning by doing’, operate under sense of danger, meeting immediate challenges, focus on short term, quickly develops and reinforces team and team loyalties, rotation every 12 months, no formal training, no continuity for developing people, Career - little career planning, career developed through interpersonal networks & driven by opportunities, most recruits stayed for 2 to 3 years, no management development, those remain and reach top of HQ –mostly Swiss male (old school boys club) CURRENT CHALLENGES – greater diversity in mgmt ranks – more professionals, foreigners and women. NEW STRATEGIC PLAN (2007 -2010) – challenges to HRM. 3 mgmt priorities – 1. Multidisciplinary; 2. Greater accountability & 3. Increased efficiency thru’ results based management. Role of HQ? – Centralised or Decentralised? Policies & Procedures needed to be Standardised to achieve efficiency & operation coherence but...
Words: 1744 - Pages: 7
...palgraveconnect.com/pc/connect/info/terms_conditions.html). If you plan to copy, distribute or share in any format, including, for the avoidance of doubt, posting on websites, you need the express prior permission of Palgrave Macmillan. To request permission please contact rights@palgrave.com. Cross-Cultural Communication 10.1057/9780230391147 - Cross-Cultural Communication, Brian J. Hurn and Barry Tomalin Copyright material from www.palgraveconnect.com - licensed to Griffith University - PalgraveConnect - 2014-04-12 This page intentionally left blank 10.1057/9780230391147 - Cross-Cultural Communication, Brian J. Hurn and Barry Tomalin Copyright material from www.palgraveconnect.com - licensed to Griffith University - PalgraveConnect - 2014-04-12 Cross-Cultural Communication Theory and Practice Brian J. Hurn and Barry Tomalin Copyright material from www.palgraveconnect.com - licensed to Griffith University - PalgraveConnect - 2014-04-12 10.1057/9780230391147 - Cross-Cultural Communication, Brian J. Hurn and Barry Tomalin © Brian J. Hurn and Barry Tomalin 2013 Foreword © Jack Spence 2013 All rights reserved. No reproduction, copy or transmission of this publication may be made without written permission. No portion of this publication may be reproduced, copied or transmitted save with written permission or in accordance with the provisions of the Copyright, Designs and Patents Act 1988, or under the terms of any licence permitting limited copying issued...
Words: 129836 - Pages: 520
...Avila University Managing Peaceful Change Daily non-confrontational conflict management, a new approach to management By Rayma Vinyard Jacoby Management 629, Summer 2013 Professor Stan Salva August 19, 2013 Rayma Vinyard Jacoby Professor Stan Salva Management 629 August 19, 2013 Managing Peaceful Change Conflict management and leadership transformation are often presented as areas of specialization. Change can be caused by conflict or in itself can create conflict. In leading team development, managers must understand their employees and their team in order to lead them forward through daily conflict resolution. By using non-defensive mediation techniques, a manager can help each team member create a voice, invest them in the process of change, and lead their team to success. Conflict transformation has been used to resolve international issues since the 1970’s. Strategic and powerful, these tactics can poise a manager for corporate success. Systemic conflict analysis and conflict monitoring, with key shareholders, creativity in the imagination of sustainable solutions, strategic planning of systemic interventions, and mobilization of agents of peaceful change are the core elements of conflict transformation. 1 Engaging key shareholders requires understanding the people and team dynamics within the conflict. This gives managers a place to begin. Analyzing and monitoring conflict transformation using non-defensive communication allows the manager to...
Words: 2829 - Pages: 12
...International Journal of Business and Management December, 2008 An Analysis of Business Challenges Faced by Foreign Multinationals Operating the Chinese Market Jianlian Wu International Management, University of Nottingham Ningbo 315100, China E-Mail: zlixcwj1@nottingham.edu.cn, qqnamei@163.com Abstract China’s rapid economic growth has presented numerous opportunities and challenges for foreign firms there. Many large corporations have established a China centre to coordinate and control their operations in the country. As firms have increased their presence in China, their concerns are increasingly focused on implementing successful management practices and strategies. This article describes the challenges and difficulties that multinational companies faced in Chinese market. It analyses roles played by the human resource function in these China, culture differences, social environment and other factors. Keywords: Challenge, Multinationals, Chinese market 1. Introduction Over the last few decades, the process of globalization has created unprecedented opportunities for global business investment and trade. Many multinational companies are attempting to expand their business international by many entry strategies such as joint venture and subsidiary. While China, with over 1.3 billion population and 9.6 million square kilometers (China Popin, 2008) has become a valuable land for foreign multinational companies. They try to enter the Chinese market by using many...
Words: 4851 - Pages: 20
...International Journal of Business and Management December, 2008 An Analysis of Business Challenges Faced by Foreign Multinationals Operating the Chinese Market Jianlian Wu International Management, University of Nottingham Ningbo 315100, China E-Mail: zlixcwj1@nottingham.edu.cn, qqnamei@163.com Abstract China’s rapid economic growth has presented numerous opportunities and challenges for foreign firms there. Many large corporations have established a China centre to coordinate and control their operations in the country. As firms have increased their presence in China, their concerns are increasingly focused on implementing successful management practices and strategies. This article describes the challenges and difficulties that multinational companies faced in Chinese market. It analyses roles played by the human resource function in these China, culture differences, social environment and other factors. Keywords: Challenge, Multinationals, Chinese market 1. Introduction Over the last few decades, the process of globalization has created unprecedented opportunities for global business investment and trade. Many multinational companies are attempting to expand their business international by many entry strategies such as joint venture and subsidiary. While China, with over 1.3 billion population and 9.6 million square kilometers (China Popin, 2008) has become a valuable land for foreign multinational companies. They try to enter the Chinese market by using many...
Words: 4851 - Pages: 20
...TIME ALLOWED : 2 Hours No. of Sections : 3 , 55 questions in each section. No. of Questions: 165 CAT-1999 SECTION I Number of questions: 55 DIRECTIONS for questions I to 5: Sentences given in each question, when properly sequenced, form a coherent paragraph. Each sentence is labelled with a letter. Choose the most logical order of sentence from among the four given choices to construct a coherent paragraph. 1. A. In rejecting the functionalism in positivist organization theory, either wholly or partially, there is often a move towards a political model of organization theory. B. Thus the analysis would shift to the power resources possessed by different groups in the organization and the way they use these resources in actual power plays to shape the organizational structure. C. At the extreme, in one set of writings, the growth of administrators in the organization is held to be completely unrelated to the work to be done and to be caused totally by the political pursuit of self- interest. D. The political model holds that individual interests are pursued in organizational life through the exercise of power and influence. 1. ADBC 2. CBAD 3. DBCA 4. ABDC 2. A. Group decision making, however, does not necessarily fully guard against arbitrariness and anarchy, for individual capriciousness can get substituted by collusion of group members. B. Nature itself is an intricate system of checks and balances, meant to preserve the delicate balance...
Words: 17948 - Pages: 72
...Training Management 809F0023 Developed by: Maneuver COE, DOTD, TDD for Maneuver SLC Last updated on 05 MAR 2010 Slide 1 Reference • Field Manual (FM) 7-0 (Dec 2008) Training for Full Spectrum Operations, establishes the Army’s keystone doctrine for training • Field Manuel (FM) 7-1 Battle Focused Training (RESCINDED 1 JUL 09) Slide 2 The Role of Training SPECTRUM SPECTRUM OF CONFLICT Increasing Violence Stable Peace Unstable Peace General War Insurgency OPERATIONAL THEMES FULL SPECTRUM OPERATIONS Offense Offense Stability Stability Defense Defense Offense Stability Defense Offense Stability Defense Aim point for Army training and leader development Slide 3 Meeting the Challenges • Challenges: – Where Army forces will operate? – What the mission will be? • Core METLs or CMETLs Slide 4 Change in Mindset • Step one – Cdr to Cdr dialog to discuss: – Training condition & corresponding – – – resources Proportion of efforts (Offense, defense, stability, and civil support) Risk to readiness Training focus to prepare for directed mission Slide 5 Change in Mindset (cont) • Step two - Training briefing during which the senior commander enters into a “contract” with subordinate commanders addressing: – Task to be trained – Training conditions – Risk associated with training – Resource requirements Slide 6 Stability Tasks • Provide essential services and...
Words: 1148 - Pages: 5
...leaders in our organizations and in our world. Great leaders create and communicate a vision and move people into action to achieve it. They ignite our passion and inspire us to do our best. Government leaders in the 21st century are experiencing change at a more rapid pace than previous generations. Rapid advances in technology have expanded the quantity of work we are capable of accomplishing, and also where it’s accomplished. We have a more highly educated workforce, yet face diminishing resources with an increased demand for productivity, and the essential services we provide to the American public. To be successful at navigating these challenges leaders must develop the essential skills to motivate their employees, effectively communicate with others, fine-tune critical thinking skills, and build and leverage partnerships. Future leaders must also be visionary; i.e., possess the ability to identify trends and the courage to be innovative. Being technically adept in your field will no longer be enough. In response to these demands on senior executives, the U.S. Office of Personnel Management identified five Executive Core Qualifications (ECQs) that all aspiring government leaders and executives must possess. These ECQs and Fundamental Competencies were developed by OPM after extensive research on the attributes of successful executives in both the private and public sector. The ECQs represent the best thinking of organizational psychologists, human resources professionals...
Words: 181771 - Pages: 728
...leaders in our organizations and in our world. Great leaders create and communicate a vision and move people into action to achieve it. They ignite our passion and inspire us to do our best. Government leaders in the 21st century are experiencing change at a more rapid pace than previous generations. Rapid advances in technology have expanded the quantity of work we are capable of accomplishing, and also where it’s accomplished. We have a more highly educated workforce, yet face diminishing resources with an increased demand for productivity, and the essential services we provide to the American public. To be successful at navigating these challenges leaders must develop the essential skills to motivate their employees, effectively communicate with others, fine-tune critical thinking skills, and build and leverage partnerships. Future leaders must also be visionary; i.e., possess the ability to identify trends and the courage to be innovative. Being technically adept in your field will no longer be enough. In response to these demands on senior executives, the U.S. Office of Personnel Management identified five Executive Core Qualifications (ECQs) that all aspiring government leaders and executives must possess. These ECQs and Fundamental Competencies were developed by OPM after extensive research on the attributes of successful executives in both the private and public sector. The ECQs represent the best thinking of organizational psychologists, human resources professionals...
Words: 181771 - Pages: 728
...The International Committee of the Red Cross Managing Across Cultures Case study Reference no 408-061-1 This case was written by Sowon Kim and Professor Susan Schneider, HEC-University of Geneva. It is intended to be used as the basis for class discussion rather than to illustrate either effective or ineffective handling of a management situation. The case was compiled from published sources. © 2008, HEC-University of Geneva. No part of this publication may be copied, stored, transmitted, reproduced or distributed in any form or medium whatsoever without the permission of the copyright owner. ecch the case for learning Distributed by ecch, UK and USA www.ecch.com All rights reserved Printed in UK and USA North America t +1 781 239 5884 f +1 781 239 5885 e ecchusa@ecch.com Rest of the world t +44 (0)1234 750903 f +44 (0)1234 751125 e ecch@ecch.com 408-061-1 THE INTERNATIONAL COMMITTEE OF THE RED CROSS: Managing Across Cultures This case was written by Sowon Kim, Ph.D. candidate, and Susan Schneider, Chaired Professor of Human Resources Management at HEC – University of Geneva. The case was made possible through the generous cooperation of the International Committee of the Red Cross. The case is intended as a basis for class discussion rather than to illustrate either effective or ineffective handling of a management situation. © 2008 HEC – University of Geneva. All rights reserved. No part of this [publication may be copied, stored...
Words: 8284 - Pages: 34
