...December 1, 2012 HRM 594-60124 Negotiation Skills Keller Graduate School of Management Cast Study 1: Capital Mortgage Insurance Corporation In any good negotiation, it is important that the Capital Mortgage Insurance Corporation (CMIC) and Corporate Transfer Services (CTS) understand the issue and must come into the negotiation with a clear idea of what the conflict is and what they would like to gain from it. Both companies should present their side of the case. The dilemma is the president of Capital Mortgage Insurance Corporation, Frank Randall and his senior vice president and treasurer Jim Dolan are planning a strategy in order to compete and successfully receive the acquisition of Corporate Transfer Services. In order for Capital Mortgage Insurance Corp to accomplish this, they must understand the interest and position of Corporate Transfer Services. Once this is accomplished, Randall and Dolan must come into the negotiation with a clear idea of what the conflict is and what they would like to gain from the negotiation. If the Corporate Transfer Services is unwilling to agree or reach an impasse, then CMIC should ask questions such as, what are you concerns and ultimately, what would you like to see happen with this transition? CMIC must be willing to actively listen to the concerns of CTS and be willing to explore other solutions in order to fulfill the agreement. The bulk of the negotiation process is a continuous back and forth of ideas, options, and even arguments...
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...Negotiations Frasier case A. Who are the parties in the Frasier negotiation and what are their interests? (Viacom, CBS, Paramount, Kelsey) – (NBC, NBC West Coast ((Graboff)), ABC) The parties involved in the Frasier negotiations consist of NBC, Paramount, and actor Kelsey Grammar. Paramount and Kelsey had personal interest to extend the show 3 years. Kelsey Grammar wanted to rank in history as being an actor with having the record for the longest-running primetime television character in TV. Without Kelsey Grammar (Frasier), Paramount, and NBC would not have a TV series. NBC did not view the show Frasier as having another 3 years of life and did not want to invest in another 3 years. Additionally, NBC deemed Paramount’s price per episode to high and wanted to minimize what they saw as a loss of revenue. B. What is Paramount’s BATNA? What is your estimate of their reservation price? Paramount was banking on the fact that Frasier was the flagpole show of NBC and its success in the time slot. If they quit NBC, both Paramount and NBC would suffer while Paramount would have suffered the most. Paramount best alternative would have been to shop the show around to other networks in the case that the negotiations with NBC broke down. Paramount however was limited in networks to promote the show to due to the shows high overhead cost and industry consolidation. Due to these circumstances I would estimate Paramount’s reservation price around 5.25 million as Paramount...
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...Negotiation Skills Prior to the course, you are required to compile a one to two page self-reflection on yourselves as negotiators, describing a negotiation in which you were involved prior to commencing the MBA. In summer 2012 I was concerned about collecting enough money to cover all my MBA expenses (tuition fee + accommodation+ food+ travelling etc.) I did not want to take a bank loan because I was reluctant to experience the burden of interest expenses for many years. The majority of my friends did not want to give me a loan or were ready to give me only a small amount of money or were ready to give me a large sum of money but only for a short period of time. What I really needed is to a find a person who would agree to give me a long-term loan (1,5-2 years) on the amount of about 8000-10000$ without any interest expense. One day Dmitry Kurukin, an international chess master called me and invited me on a business meeting. He told me that he had a business suggestion to me. I came to his office and he suggested me to take part in the distribution of some products. Briefly speaking it was a Networking Marketing (like an Amway). Moreover he showed me products and suggested to buy some of them and to sign some agreement according to which part of my future product sales will be his profit. I became very disappointed because I spend almost one hour to reach his office and he suggested me such a ”shirt” as Marketing Networking. I am not a student or a salesman to be...
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...Rapport Management in Thai and Japanese Social Talk during Group discussions Ataya Aoki Abstract According to Hofstede’s (2003) often quoted survey, Japanese and Thai cultures rank high on the collectivist scale and both cultures attach the greatest importance to group harmony. Accordingly, we should see similar characteristics in Japanese and Thai speakers during discussions within their respective social groups. However, this is not the case. This paper examines social talk during the task-oriented interaction of Japanese and Thai speakers. The analysis focuses on how the speakers of Japanese and Thai present themselves and construct rapport in casual group talk. Using the concept of consciousness deployed in ‘idea units’ (Chafe, 1980, 1994) and some semantic considerations, I identify three major differences in rapport construction between Japanese and Thai speakers. First, Japanese participants prefer to build common ground through discussion of communal topics and through dealing with the comprehensiveness and the orderliness of the situation, whereas Thai participants incline toward individual-oriented topics and independent styles of talk. Second, the Japanese show a preference for using softening devices and conventionalized expressions in group discussion while the Thais tend to use intensifiers and spontaneous expressions to indicate involvement and create a friendly and fun atmosphere. Third, the Japanese like to demonstrate the minimization of self and the...
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...28 May 2012 COLLECTIVE BARGAINGING NEGOTIAIONS CASE STUDY #2 BASIC TECHNIQUES KELLY P. MEAUX, JR. COLUMBIA SOUTHERN UNIVERSITY PROFESSOR RICHARD BELL BSL 4160-09A, NEGOTIATION/CONFLICT RESOLUTION CONSULTING ON NEGOTIATION: TEACHING BUSINESS STUDENTS The problem specified in the article is that the author has found that many college 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...
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...Concourse | Negotiations https://webster.campusconcourse.com/view_syllabus?course_id=12777 W EBSTER UNIVERSITY • JOINT BASE ANACOSTIA-BOLLING • GEORGE HERBERT W ALKER SCHOOL OF BUSINESS & TECHNOLOGY • MANAGEMENT NEGOTIATIONS PROC-5840 3 Credits 01/07/2013 to 03/09/2013 Section 34 S1 2013 Modified 12/05/2012 MEETING TIMES Saturdays - 8:00am-12:00pm CONTACT INFORMATION Monica Y. Watts, MBA Email: monicawatts98@webster.edu Phone: 202-344-2938 Fax: 202-344-1254 Preferred contact method: Email DESCRIPTION The course involves scope, strategies, and objectives related to negotiated acquisitions. The preparation, conduct, and documentation of the negotiation process are included. Requisites None OBJECTIVES The following is a list of the basic learning outcomes for the course: Identify the strategies, tactics, and skills needed to successfully negotiate an agreement/contract in industry or the federal government. Compare and contrast negotiation process in industry and the federal government. Acquire a working knowledge of the negotiation process that includes planning, closure and documentation. Perform a series of negotiation exercises that will allow the student to apply hands-on negotiation strategies, techniques, and tactics used in industry and the federal government to ensure successful negotiation outcomes (win-win). OUTCOMES The following is a list of the learning outcomes for the course: Graduates will know and explain the important terminology...
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...Negotiation Closing Deals, Settling Disputes, and Making Team Decisions David S. Hames University of Nevada, Las Vegas @>SAGE Los Angeles | London | New Delhi Singapore | Washington DC • •-*» •• • i ' w ' t * • * 5s" i- . •> - • • y . » " •• is • Acknowledgments Preface PART I: THE FUNDAMENTALS 1 The Nature of Negotiation: What It Is and Why It Matters Intended Benefits of This Chapter The Essence of Negotiation What Is Negotiation? 5 6 6 When Do People Negotiate? Technology 6 4 3 xvii xix 1 3 Why Has Negotiation Become a More Important Skill? The Workplace 7 8 9 10 11 How People Negotiate: The Dual Concerns Model The Pros and Cons of Negotiating The Shadow Negotiation 10 What Does a Negotiation Look Like? Conclusion and Implications for Practice READING 1.1 - ONLINE DISPUTE RESOLUTION: DO YOU KNOW WHERE YOUR CHILDREN ARE?, 8Y DAVID A . LARSON 1 3 19 READING 1.2 - BALANCING ACT: HOW TO MANAGE NEGOTIATION TENSIONS, BY SUSAN HACKLEY Preparation: Building the Foundation for Negotiating Intended Benefits of This Chapter The Essence of Preparation 23 23 23 The Preparation Process, or How to Make I t All Happen Strategic Planning: Establishing the Framework Defining the Situation Setting Goals 29 30 25 25 25 Determining Your Strategy Strategy Implementation: Operationalizing the Plan 30 The Component Parts of the Situation 30 Best Alternative to a Negotiated Agreement (BATNA) Reservation Prices or...
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...2014-19-E-858 | Oluwole Adeoti | WELL DONE MADAM | NEGOTIATION TERM PAPER | WELL DONE MADAM | NEGOTIATION TERM PAPER | TABLE OF CONTENTS Page Intro Strategy and Tactics employed by Mrs. B ………………………………… 3 Negotiation Strategy …………………………………………………………….. 5 Types of Negotiation Strategy …………………………………………………… 5 Negotiation Tactics …………………………………………………………….. 5 Types of Negotiation tactics …………………………………………………… 6 Conclusion Reference Introduction Negotiation is a means through which differences are being settled. This usually involves communication between two or more people, parties who intend to reach a mutual beneficial outcome, have points of difference to resolve, trying to gain advantage for an individual or a group or get an outcome that will satisfy various interest. Through negotiation, compromise or agreement is been reached while avoiding argument and dispute and it is aimed to achieve most favorable result for the position that that the negotiator stands for. The case well done Madam is centered on negotiation between the protagonists Mrs B and the Airport police, how she used her negotiation skill to secure the release of her driver and the company car without been booked and paying the appropriately charges. Monday, Mrs B driver had wrongfully parked at the Airport entrance against his boss wish and was arrested for illegal parking by the Airport police. Mrs B noticing this from distance used negotiation process and tactical maneuvering to gain advantage...
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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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...utilize integrative bargaining, which referred to as “win-win” bargaining or distributive bargaining as well known as “win-lose” bargaining. Negotiator knows that there are too many situational and monetary variables for a single strategy to work in this case and often times the negotiator needs to utilize both approaches to effectively conduct negotiations. In this paper I will provide and explain an appropriate approach what situation the negotiator would utilize the technique. Defining Integrative and Distributive Bargaining There are two common approaches to any negotiation situation: distributive and integrative. Each is useful in specific contexts, and the same negotiator may utilize either or both strategies depending upon their desired goal. The largest difference between the two styles is the circumstance in which they are used. Often when we negotiation a one-time situation or purchase we will utilize a distributive bargaining approach and try to gain the best price or outcome where “we” are the winner and those we are negotiating with are the “losers” In these situations we rarely interact with the opposing party on a regular or future basis and are seeking the best possible outcome for this specific negotiation without interest in building a long-term relationship. In contrast, an integrative bargaining situation occurs when it is possible to produce a greater outcome together than either could reach on...
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...controversy Table of Contents Executive Summary 3 Introduction 4 Problem Statement 4 Analysis of the Negotiation 5 Recommendations and conclusion 5 Bibliography 7 Appendices 8 Simulation Case i Organizational Chart / members of the team ii Opening Letter iii Dates / # of Post made during negotions via CHSB iv Executive Summary The paper discusses the process of the negotiation between the Public Transport Authority and the Mosquito Mums. A negotiation where both parties had defined objectives focused on the seat belts controversy. The study also speaks about the constraints that arise during the negotiation. Both parties presented their proposal however the negotiation reached to no consensus agreement. Furthermore, both groups presented strong factual points but the PTA thinks that the Mosquito Mums still did not raised a strong reason for the petition. In addition, the study discussed about the importance of following the 7 phases in negotiation. Introduction Negotiation is defined as a process by which two or more parties attempt to resolve their opposing interest[1]. The interest in this case was provided as a simulation exercise that occurred during the period October 17th to 23rd 2014 on the conflict of needs - “The seat belts in school buses controversy”. The approach taken between...
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...EXECUTIVE SUMMARY Negotiation skill is an act of coming together to agree on common goals, negotiation take place in everyday activities of my life, the better I understand the more I have advantage of the usage. In every household and corporate world especially mine, negotiation often bring peace and understanding between me, my wife and my kids also with my business associate. I now see negotiation as a win-win game that sees every party valuable. Create value, claim value and build relationship is the core objective of a good Negotiation skill. Although in reservation my Best alternative to negotiation agreement (BATNA) should be cleared and improved also reservation point should be stated in personal agenda. In all Negotiation is the best knowledge someone can have that universally create positive impact in all area of life if apply accordingly. Its safe cost, build relationship expand connection and sees as a trait of any potential leaders. STRENGTHS BEFORE THE WORKSHOP Negotiation is an inbuilt, the ability to understand, clarify and use for an effective and efficiency result is a subject of proper coaching on methodology that will lead to integrative agreements. I remember when I was having my first student survival job as a marketer with one of the Sport outfit back home, how I was able to convince a customer that wearing US shoe size 10 to buy US shoe size11.Then I was wondering how come the customer was happy and accept my option. Now I knew that I leverage...
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...Running Head: NEGOTIATION STRATEGY ARTICLE ANALYSIS Negotiation Strategy Article Analysis Tony Robinson University of Phoenix MGT 445 August 15, 2012 Negotiation Strategy Article Analysis Introduction One experiences the act of negotiating at least once in a lifetime. It happens even in the smallest form of determining what is for dinner and can be as large as buying a home. The importance of understanding negotiation strategies will affect ones competitiveness within the market. Negotiations are made anywhere at any time for the most minute reasons. A negotiation strategy evaluates and analyzes two articles dealing with negotiating. The negotiating strategy also compares and contrast the strategies utilized and how those strategies can be apply within a work environment and the levels of its effectiveness. Article One The title of the first article is “Selling Water for China.” This article documents the actions of Acqua International. Aqua International is a company that sells drinkable water and is seeking to gain higher investments in China and wants to be the leading drinkable water supply in the Chinese market. In preparations of becoming the leading drinkable water supplier, Acqua International has to resolve some standing issues and negotiations. These issues include establishing water rates, consumer demands, annual water prices in regard to foreign exchanges, and revising the structure of the company. Determining water charges are inclusive on the last...
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...the union (pre-negotiation activities). Explain why each of the steps you have identified is critical to achieving an initial successful collective bargaining agreement with the union. Whenever you bring people together, then put certain individuals in charge of others there is going to be conflict. In the labor relations world this has been going on since the 18th century with the rise of trade unions. (FCMS). Once a situation arises where there needs to be collective bargaining both the company and the union have to take steps to ensure success. The focus of the company before even sitting down at the negotiation table is two fold. The first is to gain situational awareness. This includes understanding what exactly is going to be the issues and then looking back at previous negotiations. This review of past negotiations is a starting point to build the foundation of a plan. The second step a company needs to do before sitting with the union representatives is gathering data. This would include looking back at the past labor contract period and predicting changes. Bring hard numbers to the table help to bring strong evidence for the company’s case. A successful negotiation for the company will depend on preparation; that is why the first step may ultimately be one of the strongest factor on the outcome. To start preparing the company needs to collect the details of negotiations that have already occurred in and out of industry that may apply to this case. Looking at the...
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...Background With my wife, we decided in October to buy a (used) 2nd car for the family. She actually already owns a small 7 years old city-car, with an overall quite good condition both in terms of mechanic and automotive, but since she takes our children to school every day through some country roads, we just wanted to be reasonably confident that nothing could happen about the car engine. 1. Preparation of the negotiation We (my wife and I) started to prepare the negotiation from one main assumption: knowledge is truly power. Since normally in the car buying system the car salesman has the most information, we decided first of all to gather all the information we could in terms of price, facilities, characteristics etc. about the car she would have loved to buy. We took all these info’s going to one official dealer in town, plus other non-official mono-brand dealers selling the same car. Only after having all the above information, we would have gone to one specific dealer that we knew had the (used) car we wanted. Before starting any negotiation, we tried to figure out what could be the dealer’s target or, better, we prepared three MESO’s based upon some considerations and insights about how the dealers make money, that is: 1. They can make money selling the (used) car for more than what they paid to buy it. 2. They can (also) make money on the back end, selling “additional services ” like financing, extended warranties, and dealer add-ons like rustproofing etc...
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