...Culture Japonaise, holisme Collectif Face à un groupe L’individu seul n’a pas de poids décisionnel Face à un groupe, hiérarchisé, chaque membre du groupe à un rôle précis, décision sous forme de délégation RDV très détaillé Ils sont très rigoureux, tenue importante L’Age à de l’importance plus ont est âgé on est respecté et haut placé Placement dans la pièce déterminé en fonction de la hiérarchie Rester simple, pas de courbette Tout prévoir à l’avance Cinq premières minutes : On ne rentre pas dans le sujet phase des préliminaires, laisser parler. Importance du non verbale, geste et non verbale différent de la France « Tsuwa » mot qui débute la négociation (à vrai dire) Pas d’affrontement Savoir prononcer le nom de la personne Cache leurs sentiments Il faut parler au groupe Toujours tenir ses promesses Veulent une complète satisfaction Quand ils invitent au restaurant c’est un bon signe Ne pas confondre chinois et japonais Garder son sang froid Décision finale prise par toutes les personnes du groupe sans exception Prendre un interprète Rituel de boire et chanter (karaoké) après une négociation Phase des préliminaires plus longue que celle de la décision Tout est préparé et minutieux Suivi relationnel important après la conclusion. Un gage de sérieux sera d’organiser avec soin tous les détails de votre voyage car les Japonais sont, sur ce plan, méthodiques et soucieux des détails. Le statut de l’hôtel dans lequel vous...
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...* Virtual Private Network * VPN (Virtual private network) servis namijenjen je prvenstveno malim i srednjim preduzećima, koja imaju izražene komunikacijske potrebe, ali i svima koji imaju potrebu da koriste prednosti ovog servisa. * Šta je, u stvari, VPN? * Podatkovno povezivanje i komuniciranje više geografskih lokacija u svrhu brzog prijenosa digitalnih podataka i informacija. Usluga VPN (Virtuelna Privatna Mreža) omogućuje umrežavanje i povezivanje računara na više različitih lokacija unutar jedne korisničke mreže, bez obzira na to je li riječ o dislociranim odjelima, podružnicama, virtualnim uredima ili zaposlenicima koji rade kod kuće. Ovakve mreže zovemo privatnim, jer resurse ovih konekcija može koristiti samo firma/organizacija koja je njihov vlasnik. * VPN po formi i funkcionalnosti predstavlja WAN mrežu. Glavna razlika je što se VPN uspostavlja kroz javnu telekomunikacionu infrastrukturu (Internet), umjesto korištenja iznajmljenih veza (leased lines). Zaštita i privatnost podataka se ostvaruje korištenjem tuneliranja i enkripcije saobraćaja, kao i sigurnosnim procedurama koje garantuju sigurnost podataka za vrijeme njihovog prenosa putem Interneta. * Svaka VPN mreža ima svog nosioca tj. nekog ko snosi cjelokupne troškove telefoniranja (obično vlasnik preduzeća) unutar VPN grupe, koju čine članovi npr. zaposleni. * Interes nosioca je da, koristeći ovu uslugu i njene prednosti, smanji troškove razgovora i prilagodi ih mogućnostima i potrebama...
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...How to negotiate with credit card companies to settle debt You have done it all to pay off your debt and you are still drowning financially, beside bankruptcy there is still an option. Informing your creditors about your situation and telling them that you have no other option left beside bankruptcy but you want to avoid at all costs. You can ask for a revised payment plan, lower interest rate. You will have to appeal to their desire of getting paid, as faced with the prospect of total loss in case of you declaring bankruptcy they will try to avoid it as much as you do. This sounds like solid good news but it is not a bed of roses, it is painstaking hard work. You will have to make long frequent calls to the bank for them to understand your position. You will need to be consistent and determined with your efforts if you want your bank to make a settlement. Negotiations isn’t easy, but if you follow these steps on how to negotiate with credit card companies to settle debt you will finally get the settlement of your loan that you wanted. 1. The first step is to decide what type of settlement do you want, there are four main types of settlement plans and you can decide which one suit you best depending on your needs. They are described briefly here for your convenience. i) Lump sum settlement: In this plan you can negotiate to pay some amount of the money owed. Usually the payment can be divided into three installments. ii) Workout arrangement: The bank...
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...Year ended January | 2013 | 2012 | Group revenue | £3.5 billion | £3.4 billion | Group profit before tax | £622 billion | £570 billion | Total employees | 54,507 | 52,569 | Total full time equivalents | 28,301 | 28,685 | UK&Eire NEXT stores-number | 540 | 536 | UK&Eire NEXT stores-sq. footage | 6.7 million | 6.5 million | Average active directory customers | 3.3 million | 3.0 million | Annual total of directory pages | 4,204 | 4,180 | Share buybacks – number of shares | 7.5 million | 12.5 million | Share buybacks – value | £241 million | £290 million | Ventura, the Group's customer service management business, was sold for £65m in July 2011. The figures above relate to continuing operations and Ventura is therefore excluded from both years. All figures from January 2013 Annual Report & Accounts. NEXT has made good progress in the first half. Sales were 2.2% ahead of last year, driven by a combination of additional NEXT Retail selling space and increased online sales through the NEXT Directory. Operating profits were at the top end of our expectations, up 7.2%. Strong cash generation enabled us to buy back a further £170m of our shares which, together with a lower tax rate, resulted in EPS growing much faster than profits. Currently, the company’s principal activity is investment management, with its major transactions being the payment of dividends to Next shareholders and receipt of dividends from its subsidiary company, Next Group Plc. In addition...
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...this study was to figure out whether people who began working in positions as recreational sports professionals during 1987 were able to negotiate their starting salaries, selected perquisites, and selected benefits when they were offered their new positions. Another purpose of this study was to compare the ability of entry level positions, mid-management positions, and top –management positions, to negotiate salaries, selected perquisites, and selected benefits (p. 42). Surveys were distributed to recreational sports professionals who began positions at a college or university in the United States during the year 1987. These surveys were mailed to fifty-four people, in which thirty-five were included in the results of the study. A large majority of the subjects were males (71.4%) and an even larger majority were NIRSA members (94.3%). The median years of professional recreational sports experience was 6.0 years, and the range was from one to eighteen years of experience. Most of the subjects had Master’s degrees (85.7%) while 8.6% had bachelor’s degrees and 5.7% had Education degrees. 31.4% of the subjects were entry level employees, 45.7% were considered Mid-management, and 22.9% were Top-management (p. 41). The survey completed by the subjects was mailed to them. Each subject was asked various questions about their ability to negotiate their salary, perquisites, and benefits. The survey used an intensity scale to determine the level of success for each participant (Warwick...
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...* $75 million spend Basic Issues 1. Acceptable suppliers 2. Price, quality, service 3. Budgeting 4. Authority for internal users/following purchasing policies 5. Purchasing for a public institution/service organization Tasks: * Define alternatives * Keep the machine and pay for the supplier. * Return the equipment and negotiate the cancellation penalty * Go back to the supplier and use the quotations to negotiate a lower price * Improve the purchasing process to avoid unauthorized purchases * Obtain information from unapproved supplier via RFQ Actions: * Evaluate unapproved supplier with RFQ * Accept the supplier * Acquire purchase information * Decide whether to add supplier to list of approved suppliers * Reject the supplier * Return the equipment * Negotiate the cancellation penalty. * Consider quotes from Heather’s three approved suppliers and determine which one to select * Keep the equipment and negotiate the price and service * Compare with other quotations to negotiate decrease in price * Decide whether to add supplier to list of approved suppliers * Purchasing Department should issue an adjusted purchasing process with violation penalty. Results:...
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...between Donna and Vic, the issue is whether Donna’s insurance company Gekko had a duty to negotiate in good faith with Vic, who was willing to negotiate a settlement for 100,000. Donna claims that the insurance company Gekko had a stubborn refusal to change their view, they would not settle for more than 50,000 and were willing to take their chances in court. Ultimately, Vic wins a verdict of 200,000 however, Gekko will only pay 100,000 and Donna must pay the remaining 100,000 which forces her into bankruptcy. Donna wants Gekko to pay the full amount awarded to Vic since she feels Gekko had a duty to negotiate in good faith and could have settled the case for the amount they are already going to pay to Vic. Under Ohio case law there are two cases that will have a direct impact on how the Ohio civil court will most likely rule on Donna’s suit against Gekko. In the case of Shaeffer, Whiting v. Grange Mutual Casualty Company, 1981 Ohio App. Lexis 14351 (Ohio Ct. App. 1981) the plaintiff filed suit against the Grange insurance company arguing there was willful disregard of their obligation to settle in good faith without litigation. However, Grange denied any negligent or willful failure to negotiate a settlement, nor did they fail to live up to their obligations in the insurance contract. The issue in this case is whether Grange has an enforceable duty to the plaintiff to negotiate in good faith to attempt to settle the matter without litigation. Since the plaintiff is a...
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...Negotiation Strategies & Procedures Module 4 – Case TUI University Women in Australia have been found in part-time, low-paid and low-qualified jobs. Their situation limits their ability to negotiate better employment outcomes. These women tend to rely on award arrangements in the labor market to determine their pay and conditions. Unfortunately, any policies that undermine these arrangements are likely to contribute to inequitable outcomes for women. A continuing upheaval of the industrial relations system has made equitable outcomes more difficult for them. Due to their weak position on the labor market, women were vulnerable to the impact of the Workplace Relations Amendment (Work Choices) Act 2005 and the individualization of bargaining. It has been argued that enterprise bargaining would enable women to negotiate more equitable and flexible outcomes for themselves. Unfortunately, the advancement of decentralization – from enterprise to individual bargaining (under Work Choices) put women in an even weaker position (van Wanrooy, B. ,2009). The Fair Work Act 2009 has only limited provisions for individual negotiation through Individual Flexibility Agreements (IFA) provisions in awards and agreements because this new law is based on collective agreement-making. I would prepare for negotiations by identifying the different needs and expectations of the women workers and their employers. This should save time at the bargaining table and reduce uncertainty. I would...
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...students lack the skill in how to negotiate their salary when asked during a job interview or after being hired. If they do know how to negotiate the author often finds that they did not do a very good job with the getting a salary they deserved. The author's recommended solution is listed below: No other factor has had such a direct impact on the success of my consulting business than that of providing resources on salary negotiation. For this reason, I added an activity to my professional business communication class that deals with salary negotiation. What began as a 20-minute discussion in one class is now permanently integrated into the interview exercise and takes three 75-minute class periods. The following is a SWOT Analysis for this case is as follows: After looking at the SWOT Analysis for this article, I find that the author while providing a realistic perspective to her class since was in the "real" world and gives back to her students valuable information need to negotiate a salary they perceive they are worth. I still think that the exercise is somewhat objective in the particular fact the situation is in a controlled environment even though it can be intimidating being in front of your peers acting out. This will sometimes take away from the effect of being in a negotiation situation and seem more like a acting class. The author has done a great job in detail the pain staking concern she has to help people negotiate their best salary. In this case...
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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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...Rock-n-Roll Negotiator – Part 1 There are many variables that occur within a negotiation. Some of these variables include the influence of agents, constituencies, coalitions, and audiences. In this scenario, a popular and successful rock band, The Negotiators, is looking to negotiate a salary increase. Each of the three team members is asking for a difference percentage increase and must negotiate with their publisher through the use of the firm Agent-town. All members of the negotiation must agree on an increase. Team A will summarize this negotiation below. The Negotiators What the band has to consider is the amount of parties involved in the negotiation and what will be the best negotiation process to come to the conclusion of the right salary for the performance and the skills that the band has produced. The band decided to go with Agent-Town to represent the band. The negotiation style that the band decided to go with is the dyad. This is a very effective for a group that does not have negotiation skills and allows the agent to negotiate one on one with R-n-R. The agent will express the desire for each of the band members to receive a raise for their efforts, but even though each band member wants a different percentage for a raise it will be the agents’ responsibility to have alternative goals to come up with an agreement. The band has given the agent the power to decide what will be an acceptable offer and after negotiating arrived at an agreement that...
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...Key players Based on the issues identified above, determine the key players involved, their position/roles and the main decision that they have to make. Num. Who? Position/roles Main decision 1 Encik Zayed Director 1. Whether to negotiate with the external auditor to issue an unqualified report. 2. Whether to terminate the auditor’s appointment so in order for him to success in applying loan from the banks. 3. Whether to commit and invest on necessary training to enhance the knowledge of the employees as to fulfill its corporate social responsibility (CSR). 4. Whether to redesign the organization structure as to improve its efficiency. 5. Whether to provide clearly stated company’s vision. 2 Puan Hashminah Director 1. Whether to hire their own family members (Puan Balqis & Encik Salam) to do job which they are not qualified. 2. Whether to established Standard Operating Procedure as recommend by the external auditors. 3. Whether to stop using manually prepared timesheet by the employee itself and assign a staff to supervise employee’s attendance in order to prevent employee take advantages over the slackness. 4. Whether to implement policy for hiring employee as to prevent unqualified staff. 5. Whether to pay the contract worker based on monthly basic by including EPF and SOCSO. 3 Cik Amy Finance Executive 1. Whether to implementing computerized preparing sales invoice, purchase orders and automatically allocating pre-numbering for each of the document in order...
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...MGM 316-1404B-08 International Business Communications Professor Robert Dunoskovic This task was originally submitted during MGM316-1403B-03 with Asefaw Indrias 1. One should understand the culture of each to make both parties feel more comfortable when negotiations take place. Understanding the culture will give one the edge to better negotiation and also give you the insight as to what is acceptable and what is not. Although minor mistakes are permissible misunderstandings may lead to dismissal of negotiations. One should be aware of the attire that needs to be worn for each country. For example, suits that are of the dark nature are acceptable in Japan whereas in China a more subtle look for casual look is appropriate. The discussion of profits is not a common practice of these countries. As a matter of fact they don’t discuss their company’s profits at all in negotiations. One should understand that these countries rely heavily on respect and making people feel comfortable and showing appreciation. One must understand what each action of the business people in these countries mean and how to handle each one or what to do in each case. One must understand the way each country communicates and what is an acceptable form of communication and what is not an acceptable practice, when to use non-verbal communication and when not to. 2. The Asian countries view contracts as just an agreement between two companies. In Japan, the contracts are very detailed but in...
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...job that gives me the ability to negotiate my salary I would try the following techniques. First would be the impression you bestow on the employer. So I would show multiple behaviors that give the impression that I am excited and very enthusiastic for the offered position. I would avoid any personal feelings or issues that show that I am in need of this job. This will eliminate any possibility to negotiate because they will know I am desperate for the job. In my experience with promotional interviews it is always good to show confidence and the ability to talk while staying professional. Make sure you research the position you are applying for so you do not go into it knowing nothing and you do not throw out a crazy salary that shuts the interview down. The next one that I believe is effective would be ways to discuss the salary offer. With this step you have to do your research. You cannot walk into an interview and negotiate on the fly, you must research the position, the salaries offered at other places, your experience and salary history, and knowledge of the positions you held at previous employers that show your skills and abilities to perform the job with this company. You must show them you are worth every penny you are negotiating for. Now you must have a bottom line before entering the interview and be willing to walk away if they will not meet that. Now you can also negotiate perks, it doesn’t always have to money. You can negotiate vacation time, company extras,...
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...Characteristics of negotiation situations: There are two or more parties—that is, two or more individuals, groups, or organizations. Although people can “negotiate” with themselves—as when someone debates in their head whether to spend a Saturday afternoon studying, playing tennis, or going to the football game—we consider negotiation as a process between individuals, within groups, and between groups. There is a conflict of needs and desires between two or more parties—that is, what one wants is not necessarily what the other one wants—and the parties must search for a way to resolve the conflict. The parties negotiate by choice! That is, they negotiate because they think they can get a better deal by negotiating than by simply accepting what the other side will voluntarily give them or let them have. Negotiation is largely a voluntary process. We negotiate because we think we can improve our outcome or result, compared with not negotiating or simply accepting what the other side offers. It is a strategy pursued by choice; seldom are we required to negotiate. There are times to negotiate and times not to negotiate. Our experience is that most individuals in Western culture do not negotiate enough —that is, we assume a price or situation is nonnegotiable and don’t even bother to ask or to make a counteroffer! When we negotiate, we expect a “give-and-take” process that is fundamental to our understanding of the word “negotiation.” We expect that both sides will modify or move...
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