...CANGO, INC ANALYSIS SENIOR PROJECT 2011 Final Report 10/16/2011 Christopher Planck Kesha Wilcoxson Ricci Cashwell Steven Thompson Table of Contents Item | Page # | Table of Contents | 2 | Executive Summary | 3 | SWOT | 4 | Market Analysis | 5-6 | Competitive Analysis | 6-7 | Financial Analysis | 7-10 | Financial Recommendations | 10-12 | Strategic Planning Recommendations/ Conclusion | 12 | Work Cited | 13 | Executive Summary Cango is an Internet startup that retails a variety of products and services, ranging from books and videos to online gaming services. To do away with the growing pains of a new e-business, there are numerous ideas on how Cango can be a long lived success in the online gaming industry. We will answer the following questions: * What should we do with the $130M received as a result of the IPO? * Should we go through with purchase of the Automated Storage & Retrieval System? * What should we do with the online...
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... In Negotiation Linda short MGT 445 January 9, 2012 Sangeeta Walsh Communication and Personality in Negotiation Individual communicate on a daily basic, he or she negotiate with friends, coworkers, family, and at home. Each element of our personal lives entails negotiation talents. The capacity to negotiate determines the boost to accomplishments, prospects, and enhances relations. Negotiating talents are not considered aspects of this country's schooling; although negotiation is used more frequently than mathematics ability, each day of the week. These talents generate the center of occupational and private lives. In our negotiation process with prioritizing in most cases are under the rule of irrational escalation of commitment. According to Lewicki-Saunders-Barry, escalation of commitment is partly individual perception and judgment (2006). According to Lewicki−Saunders−Barry, we consider negotiation as a process between individuals, within groups, organizations, between groups reaching joint agreement about differing needs or ideas.” For some people, negotiating appears easy, but other people view the process of negotiation as a conflict (Lewicki, Saunders, & Barry, 2006). The purpose of this paper is to define communication and personality in negotiation and the roles of how they contribute or detract from the negotiations. ...
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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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...Communications and Personalities in Negotiations For a very long time, negotiations have been widely used for a variety of situations. The situations can be personal, or professional, in nature. In order to better comprehend the concept of negotiation, the roles of communication and personality must be properly analyzed. In addition, another part of the analysis must also include how these roles contribute, or detract, from the negotiation. In this discussion, the purpose will be to take a recent negotiation that has been witnessed recently, analyze how communication and personality played their roles during the negotiation, and what helped to contribute or detract during the negotiation. Negotiations are best defined as the bargaining process between two or more parties who are seeking to find a common ground to either reach an agreement or settle a matter of mutual concern or resolve a conflict (businessdictionary.com). The ultimate result of any negotiation is to get a win-win situation. The win-win situation occurs when all parties in the negotiation benefit through cooperation. During this process, the other key concepts of the negotiation are used as well. These concepts include managing interdependence, mutually adjusting to each other, creating value, and managing conflicts. Although these concepts are essential to any negotiation, communication and personality roles within the negotiation rise to the forefront as these are used to analyze different non-verbal...
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...Face-Negotiation Theory (Conflict) Dr. Stella Ting-Toomey developed the Face Negotiation Theory as a way of describing how people from different cultural backgrounds handle conflict with each other. She bases her theory on two basic concepts: Face (how we want people to see us/our public self image), and Facework (ways of handling conflict). She has identified 7 core assumptions and 5 empirical propositions that when used in tandem illustrate the Face Negotiation Theory as of 2010. A copy of the assumptions and propositions has been attached at the end of this document. Regarding the first concept—Face (also described as self-face concern), to people from the east and some middle-east countries (China, Japan, Egypt, Iran) the concept of face is multi-faceted with its origins going back to the time of Confucius. For them, face involves the feelings of respect, honor, status and connection. The concept of Face is a very serious issue. Infact, under some conditions, it can be a life or death issue. One can save face, give face and have face taken away from them. For people mainly from the west such as the US, face is not a complicated thing--it usually just means the saving of face—we know we have it, and we don’t want to lose it (i.e. embarrassment in front of others). As you can see, there are huge differences in how each culture views the concept of face. This is a prime example of something that can and will cause serious intercultural conflict. To help...
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...10/2/2015 ONLINE MGT 430: NEGOTIATIONS Week 1: Negotiation Concepts and Styles “If you’re bold enough to bargain, you can reap big bucks.” Consumer Reports, August, 2013 • Just 48% of Americans have tried bargaining over everyday goods and services in the past three years (2010 survey) • Down from 61% in 2007 • 89% who tried on furniture saved an average of $300 • Cell phone plans, eye glasses, credit card fees, doctors, lawyers, jewelry, appliances – what else? Why Don’t We Negotiate More? • 35% refuse to bargain, period • 20% of women say it makes them uncomfortable – Men? • Why do we feel uncomfortable? • Ages 18‐29 enjoy it the most, over 60 the least • 43% who earn less than $50K/yr have tried, compared with 58% of higher earners Consumer Reports, August, 2013 1 10/2/2015 What is a Negotiation? “Broadly defined, negotiation is the process of back-and-forth communication aimed at reaching agreement with others when some of your interests are shared and some are opposed.” (Ury, Getting Past No) “A negotiation is an interactive communication process that may take place whenever we want something from someone else of another person wants something from us” (Shell, Bargaining For Advantage) Why Learn to Negotiate Better? • Personal: Improve your ability to create and claim value for yourself • Getting a “good deal” in business transactions (car, house, sales contracts) • Advancing your career (job offers, promotions) ...
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...poor international business relationships C) low demand for American products D) tight restrictions on foreign trade Answer: A Diff: 3 Page Ref: 91 Chapter: 3 Skill: Concept AACSB: Multicultural and Diversity 2) Women in Saudi Arabia are permitted to work alongside men as . A) lawyers B) architects C) engineers D) doctors Answer: D Diff: 2 Page Ref: 91 Chapter: 3 Skill: Concept AACSB: Multicultural and Diversity 3) All of the following statements about women in Saudi Arabia are true EXCEPT that they are . A) allowed to earn a college degree B) restricted from owning businesses C) allowed to buy designer clothing D) restricted from driving cars Answer: B Diff: 3 Page Ref: 91-92 Chapter: 3 Skill: Concept AACSB: Multicultural and Diversity 4) What is the primary reason that high-end department stores operate in Saudi Arabia given the country's dress restrictions? A) Dress restrictions only apply to certain regions of Saudi Arabia. B) Women wear designer clothes for public functions when abayas are not required. C) Wealthy men and women in Saudi Arabia are interested in the latest fashion trends. D) Saudi Arabia draws travelers from Europe who want the latest designer clothes at low prices. Answer: C Diff: 3 Page Ref: 92 Chapter: 3 Skill: Concept 5) What is the most likely reason that over half of the Saudi workforce consists of foreigners? A) high wage rates and low taxes for expatriates at Saudi-based MNEs B) negative...
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...Me • Key issues – – Too much description not enough analysis – Surface level versus deep use of concepts – Concepts are linked © James Berry 2013 2 Assignment 1 Lower grades – Little or no analysis: Mentioned concepts but failed to describe why they were relevant “There was a problem at my last job due to low motivation perhaps explained by expectancy theory” …go on about how expectancy theory might apply…where was the break-down…get specific – Missing obvious chance to apply concepts: “We had ten people all going in different directions” – Goal alignment – Vague or general terms: “We had a problem with communications” how and why was this a problem…did it effect motivation by breaking a link from expectancy theory or unbalance inputs and outputs. © James Berry 2013 3 Negotiations The Basics Dr. James Berry Lecturer University College London james.berry@ucl.ac.uk © James Berry 2013 4 Negotiation Skills © James Berry 2013 5 Objectives • • • • Briefly review what negotiation is Highlight why it might be important Review your BioPharm/Seltek negotiations Key things to know (BATNA, Reservation Price, ZOPA, Target Price) • Negotiate Case: Recruit © James Berry 2013 6 Negotiation is… • The process where two or more parties decide what each will give and take in the context of their relationship . . . © James Berry 2013 7 Negotiation is… • A bargaining and influence process designed to reach agreement about a decision or outcome •...
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...Cell Phone Price Negotiation Diana Smith MGT 557 February 4, 2013 James Scurlock Cell Phone Price Negotiation When in negotiation, many things come into play with how the negotiation will end. Many factors can play into how each party will work together to come to an outcome. Studying the opponent may give insight to how the negotiation process will play itself out. Not only is the bargain range important to both parties but also each party should look at the other party’s gender differences, personality, culture, perception, cognition, and emotion. In discussing the gender differences between the two parties of American and Chinese, it is important to recognize that in most situations negotiations are not one gender against another. In this situation; however, the Americans are an all-male negotiation team and the Chinese team is all-female. Given the American team is individualistic in its action; persons on the team will assist in the decision-making process. This gender also tends to be more goal-oriented, task-driven and less relationship-oriented. The Chinese team, on the other hand, consists of only females and has a gender more relationship-oriented. Collectivism, like the Chinese team will form a cohesive group and the person holding a supervisory role will make the decisions. Members of this team will look for approval from the leaders of the team. Also the difference in gender in the two teams will focus on the concept that men will see a beginning...
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...Discuss the Negotiation Contexts with respect to the MLBPA and MLB. Provide specific evidence from the case and support with concepts from the section 3 of the book. In understanding the contextual issues in regard to negotiations between Major League Baseball Players Association and Major League Baseball one would have to go back to a relationship that began over a hundred years ago. The contextual manner that Baseball negotiations present stems from a history of culture that has affected all of America. Baseball negotiations are unique in that the relationships between owners and players are that of friends. Since there is a relationship in many cases between owners and players this may or may be advantageous. When Negotiating with friends we tend to pay more attention to their behaviors and monitor their words and actions for standards of trust and fairness. In this context there is alot more pressure on both parties. Another issue at hand is that in the MLB relationships are very long lasting spanning ten to twenty years at minimum. This creates that much more pressure on both sides as they are bargaining on their relationship as well. There are many contexts in sports that do not exist in other business negotiations. The relationships of athletes to their managers and owners must be preserved no matter how negotiations turn out. There are several key contextual issues that may affect negotiations between the MLBPA and the MLB. These are the history of the relationship...
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...Planning Negotiations BUS340 – Contract & Purchase Negotiation Determine how you would rehearse the negotiation plan. Rehearsal of the negotiation plan is critical! It is important for the multifaceted team to learn how to function fluidly as a single unit. Rehearsal gives the different individuals within the team the confidence necessary to discuss the many aspects that will be involved within the negotiation process. Scheduling a mandatory team rehearsal meeting that will provide adequate time for corrections or revamps would be a must. Once the meeting time has been established and all members are present, starting off the meeting with introductions and professional history profile presentations will give all members a chance to become acquainted and learn to appreciate the value that each specific members. The meeting should then move into reviewing the negotiation plan and strategy as a group, taking all member ideas and suggestions under consideration. After a list of suggestions and concerns has been noted, now would be an excellent time to go through and explain all of the different rules and courtesies associated with government negotiations. There are many dos and don’ts that apply to government negotiations that are not applicable in public party negotiations. Once the entire group understands the rules of the negotiation game, it is then time to establish the role that each team member will assume during the actual negotiation meeting. ...
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...defines play as “…play is a very primal activity. It is preconscious and preverbal…” (p.16). However, according to Caplan & Caplan, they define play as “a voluntary activity which permits freedom of action, diversion from routines, and an imaginary world to master”. The concepts that are being touched on between the two authors Play by Stuart Brown and The Power of Play by Caplan & Caplan are fine motor skills, gross motor skills, and negotiation. First, what are the basic definitions of these three concepts? According to Dictionary.com, negotiation is defined as, “mutual discussion and arrangement of the terms of a transaction or agreement”, Encyclopedia of Children’s Health defines fine and gross motor skills as “gross motor skills are the abilities required in order to control the large muscles of the body for walking, running, sitting, crawling, and other activities”, “fine motor skills generally refer to the small movements of the hands, wrists, fingers, feet, toes, lips, and tongue” (2009). Combined with fine and gross motor skills physical development/activity is and outcome of these concepts. In other words both of these concepts have something to do with being active. Therefore, what are the concepts that Brown and Caplan & Caplan are giving towards physical and personality development? For example, Brown (2009) explains, “One of the quickest ways to jump-start play is to do something physical. Just move. Take a walk, do jumping jacks, throw a ball for the dog (double...
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...HOW TO MAKE A SUCCESSFUL NEGOTIATION WITH THE JAPANESE I. OVERVIEW OF JAPAN Japan is an Eastern Asia country, located in the North Pacific Ocean. It is surrounded by the sea, and it is an archipelago of 6,852 islands. The word “Japan” is characterized with “sun-origin”, and then the country is also referred to the name “Land of Rising Sun”. Japan has the tenth largest population in the world, and in worldwide, no others possess the population per square root which is as dense as Japan‟s. Due to a large population as well as the highest density of population in the world, Japanese society is known as the most homogeneous one because Japanese people live with too many other people in the same area, then they have to deal with each other in order to maintain the community balance. Eventually, through hundreds and thousands of years of development, the nation becomes the most homogeneous in the world. Japan is also the 3rd strongest economy in the world, only ranked after China and the US. The nation is also famous for its determination and discipline. After World War II, Japan belonged to the Defeated with Germany and Italy, the country was seriously damaged. However, with the support from the world community (mainly from the US), Japanese economy has risen and developed rapidly during the 70s and 80s. In the 90s of 20th century, Japan became the 2nd strongest economy in the world, but the global economic crisis and the rise of China have made the economy fall behind the two giants...
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...any type of strategies. Strategy Used The strategy that was used in the beginning was strictly competitive and later it became accommodating after we went against our word after our first negotiation. As a team we concluded from the instructions that we were going against the counterpart in order to maximize our teams profits at any cost, maximizing the outcome now and not worry about a long-term relationship in the future. I believe the strategy our counterpart used was collaborative. They strategized that at the end of our negotiation we could have come to an equal profit. SWOT Analysis (self and counterpart) As a team our main strength in the initial strategy was that we communicated well when discussing our first move in opening or closing the Corner Store. At our first negotiation the team agreed to stick to our competitive strategy and maximize our profit at any cost. The counterparts strategy was leaning towards being collaborative. The counterpart gave us free flow of information by letting our team know that they wanted to have equal profits. We used their negotiation as an open opportunity to go against what was agreed on. At I believe both parties changed their strategies. The counterpart then didn't trust us and went from collaborative to avoidance. At the second negotiation the counterpart didn't want to negotiate even after giving them an exploding offer! As they walked away our team felt remorse and decided that we would allow the counterpart to not have a greater...
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...MGT/445 Version 1 Organizational Negotiations February 14, 2012 – March 19, 2012 Augusta Inniss, Facilitator Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Students will be held responsible for understanding and adhering to all policies contained within the following two documents: University policies: You must be logged into the student website to view this document. Instructor policies: This document is posted in the Course Materials forum. University policies are subject to change. Be sure to read the policies at the beginning of each class. Policies may be slightly different depending on the modality in which you attend class. If you have recently changed modalities, read the policies governing your current class modality. Course Materials Cellich, C., & Jain, S. C. (2004). Global business negotiations: A practical guide. Mason, OH: Thomson/SouthWestern. Coltri, L. S. (2004). Conflict diagnosis and alternative dispute resolution. Upper Saddle River, NJ: Prentice Hall. Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Boston, MA: McGraw...
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