...1. Negotiation Trap: I must analyze what type of bargainer I am. Identifying my type helps me avoid fall into the negotiation trap. 2. BATNA: I must analyze what my BATNA is. This is my reference for the negotiation. 3. Focus on Interest: I will approach the negotiation with a focus on interest of the other party. Identifying the possible interest of other party involved in negotiation will help me analyze the possible ways of expanding the pie (creating more value). 4. Integrative Bargaining: Focus more on Integrative bargaining. Analyze multiple issues and interest, creating and claiming value and cooperative problem solving. Consider possible trade-offs to avoid conflicts and have a win-win situation. 5. Bargaining Zone: I must analyze my bargaining Zone. The zone where the buyer’s and supplier’s negotiation ranges overlaps. 6. Reservation Price: I have to write down my reservation price. This determines when to expand the pie create more value and when to walk away from negotiation. 7. Identify the power in negotiation: Identify exactly the type power in negotiation and analyze the persuasive skills required to move from perceived power to realized power. 8. After striking with the initial deal, I will have to keep my options open for re-anchoring. Negotiation Trap: * Identifying the type of bargainer helps to identify the potential traps. * Soft bargainers agree on deals worse than the BATNA and they fail to achieve best...
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...Table of contents Topic | Page | Table of content | 1 | Introduction | 2 | Main contents Step 1: Create An Effective Atmosphere | Step 2: Clarify Perception Step 3: Focus On Individual And Shared Needs | Step 4: Build Shared Positive PowerStep 5: Look To The Future, Then Learn From The Past | Step 6: Generate Options Step 7: Develop “Doable” – Stepping-Stones To Action | Step 8: Make Mutual Benefit Agreements | | 3 – 7 3 | 4 | 5 | 6 | 7 | | Figures | 8 – 9 | Conclusion | 10 | References | 10 | Introduction Conflict in OSH arises in the workplace. Dealing with conflict its refer to the struggles that result from incompatible needs, feeling, thought or demands within person or between two or more people. There are 3 types of conflict at workplace: 1. Interpersonal conflict 2. Individual-group conflict 3. Group-group conflict Conflicts can arise between people because of differences in educational backgrounds, personal experiences, ethnic heritage, gender and political preferences. In this task given, the issue that will be discussing in strategies to deal with conflict is a gender issues. This issue is importance because in every organization they have male and female worker. This conflict will be occurring when there are some misunderstandings between the different genders. There are many situation can be describe to this conflict. There is the process to solve the problem and conflict resolution. Main contents ...
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...The Negotiation Checklist Negotiation and deal making has been practiced for generations and most everybody engages in it daily from the boss at work to their spouse/partner to the garage sale down the street. A successful negotiator is a person that is well prepared, uses effective communication and sets clear goals to achieve. Regarding the factors that are critical to successful and effective negotiation per the checklist is setting clear objectives for what needs to be achieved and resolved. Just like many other things in life establishing clear goals helps to understand what you need, where you want to be and what the desired outcome is. Without knowing what you want to accomplish and what you would like the desired outcome to be, negotiation is obscure and unclear. Although setting goals and objectives for a negotiation checklist is an obvious consideration, it nevertheless, is extremely critical to understand what you’re trying to accomplish in a negotiation and is the foundation in which everything else follows. Another very important factor that goes hand in hand with establishing objectives for negotiating is what the issues are that needs to be resolved. Knowing what you’re trying to accomplish and what specific issues need resolved is crucial to effective negotiating. Again, knowing exactly what needs negotiated and resolved is an obvious answer, however, it is very important to have specific issues addressed. This will help to eliminate any misunderstandings...
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...Negotiation Checklist A systematic way to ensure you are well-prepared before your next negotiation. Instructions for use: If using this checklist online, replace the checkbox with an X. A. About You □ 1. What is your overall goal? □ 2. What are the issues? □ 3. How important is each issue to you? □ (a) List all of the issues of importance from step 2. □ (b) Rank order all of the issues. □ (c) Assign points to all the issues (assign weighted values based on a total of 100 points). □ (d) List the range of possible settlements for each issue. Your assessments of realistic, low, and high expectations should be grounded in industry norms and your best-case expectations. □ (e) Assign points to the possible outcomes that you identified for each issue. □ (f) Double-check the accuracy of your scoring system. □ (g) Use the scoring system to evaluate any offer that is on the table. □ 4. What is your “best alternative to negotiated agreement” (BATNA)? □ 5. What is your resistance point (e.g., the worst agreement you are willing to accept before ending negotiations)? If your BATNA is vague, consider identifying the minimum terms you can possibly accept and beyond which you must recess to gather more information. B. About the Other Side □ 1. How important is each issue to them (plus any new issues they added)? □ 2. What is their best alternative to negotiated agreement? □ 3. What is their resistance point? □ 4. Based on questions B.1, B.2, and B.3, what is...
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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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...critical supplier relationships. These practices represent a reasonably comprehensive (though certainly not exhaustive) approach to maximizing value in important supplier relationships. While not a recipe for guaranteed success, these practices comprise a roadmap for systematically negotiating and managing key supplier relationships more effectively. Today’s sourcing and procurement professionals face a multitude of negotiation challenges: from internal negotiations with business units around sourcing strategies; to negotiating agreements with single and sole source suppliers; to ongoing negotiations over individual statements of work, change orders, issues of scope, and the like. This excerpt describes the four best practices related to negotiation and offers some practical ideals about how to implement them. About the study The study was based on data collected from sourcing and supply chain executives at more than 100 companies about relationship management practices with their key suppliers, across six fundamental areas: Evaluation and Selection Negotiation Post-Deal Relationship Management Termination Performance Monitoring Portfolio Governance and Management One hundred fifteen survey respondents were asked to answer scaled questions on specific practices, as well as open-ended questions about their company’s overall approach to supplier relationship management. The bulk of the study details specific findings about each practice, including a...
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...central IT system, for the five DGs involved in research, based on Web technology for the storage and management of the essential proposal data and documents. The general business process is described by the following figure: 1.3. Goal of the negotiation Collection and finalisation of all the documents and information required to produce a contract for a given proposal (for any instrument and funding system of FP6, see Annex 1). Implementation of the recommendations of the experts and requirements imposed by the Commission. 1.4. Characteristics of the negotiation The negotiation is an interactive and iterative process between the Commission on one hand and, mainly, the coordinator on the other hand. In some cases, the Commission communicates also directly with other project partners. Communication means are mail, e-mail, phone, meetings, and might include web-based electronic submission. 1.5. Starting point of the negotiation preparation There is no clearly defined starting point of the preparation of the negotiation. Activities described in section 2 which do not imply contacts with proposal participants may potentially be undertaken before the negotiation authorisation is given 1.6. Starting point of the negotiation The authorisation to negotiate is given by the responsible EC official. 1.7. Input required After the submission and evaluation phase Call details (FP, call identifier, year of publication, etc) Coordinator and partner logins/passwords Proposal...
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...* Negotiations * “The perfect negotiation” * Phase 1-Preparation * Decide what you want and prioritize your wants -High importance: those you must get if you are to agree at all. -Medium: those that you would prefer to attain, but are not critical -Low: those that you would like to attain, but would not let them jeopardize the deal Assign ranges of possible values to each want Ex: 100-150 euros or “will deliver by Friday” * Phase 1- Preparation Issues Wants Importance Entry Exit Problems your ideal high, med, low should be walk reasonable away * CHECKLIST FOR PREPARATION 1. What are the negotiable issues? 2. What do you want for each? 3. Rank each by it’s importance to you * -High absolutely critical – certain or no deal * -Medium – important but not critical * -Low – like to achieve but would not sacrifice the deal if not obtained 4. What are your entry and exit limits? 5. Entry terms should be reasonable 6. Exit terms are your “walking away” positions 7. All prepared positions could be revised if circumstances suggest changes are advisable * Phase 2-Discovery -Ask open ended questions “How’s business?” “What do you hope to get out of today’s negotiation?” -Listen for clues to what they really want, take notes, the more they talk the better -What criterion are you using? What are your priorities? How do you calculate those numbers? How do you feel about...
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...13/06/2011 Four Rules for Effective Negotiations … Harvard Business Publishing | For Educators | For Corporate Buyers | Visit Harvard Business School FOLLOW HBR: Register today and save 20%* off your first order! Details Subscribe Sign in / Register My Account Anthony Tjan On: Entrepreneurship, Strategy, Managing yourself Anthony Tjan Anthony Tjan is CEO, Managing Partner and Founder of the venture capital firm Cue Ball. An entrepreneur, investor, and senior advisor, Tjan has become a recognized business builder. Four Rules for Effective Negotiations 8:30 AM Tuesday July 28, 2009 | Comments (19) I've been involved in many negotiations in my career. They've all been different in some ways, and alike in others. But through them all, I've identified four "golden rules" to be the most helpful towards productive negotiation outcomes. The rules parallel different stages of a negotiation: 1. The background homework: Before any negotiation begins, understand the interests and positions of the other side relative to your own interests and positions. Put these points down and spend time in advance seeing things from the other side. 2. During the process: Don't negotiate against yourself. This is especially true if you don't fully know the position of the other side. Much is learned about what the other side really wants during the actual negotiation process. Stay firm on your initial set of positions and explain your rationale but don't give in too early...
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...Negotiation in Today's Business World Negotiation: To confer with another person as to arrive at a settlement of some matter; also to arrange for or bring about such conference” (Merriam-Webster Dictionary) The above connotation is a clear and concise definition of the negotiation process. This will give us the opportunity to take a moment to look back and retrospect on many activities we participate or perform certain realities will begin to come into fruition. This visualization really suggests that most of us engage negotiations daily in one way or the other. For most people these interactions usually occur in the form of mediation disputes, contractual agreements and conflict resolution without truly recognizing the interface transpiring. Most of us are engaging in some type of negotiation process visualizing the process in phases and what each phase entails might be the defining factor in what most negotiators consider a successful or unsuccessful negotiation. In this paper the subject to examine is four phase process that individuals including myself should take consideration before entering into any form of dialogue between parties or groups with conflicting views. The phases includes: 1) pre-negotiation or preparing, 2) conceptualization/presentation, 3) setting the details, 4) follow-up Phase 1; Pre-negotiation or Preparing Understanding the essentials of preparation was the first concept I adopted while aspiring to begin a catering and event planning business...
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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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...Journal for class one The mediation was a nice change of pace for once. After fighting traffic all day and getting off work going to class can be a struggle. The part that sticks out the most for me is the body scan. There is a lot of stress with getting thru the day. As we all slowed down the different parts slowly calmed down to a restful state. I think for a lot of the people in this class the meditation is difficult because silence can be really loud. I’m not sure if this has to do with PTSD or what but, getting to a settled point seems difficult for some. Over all I think it’s good for everyone though. When it comes to decision making I think many people that rely on gut instinct to make important decisions which leads to poor results. There really isn’t much logic in making decisions this way. When managers insist on incorporating logic and evidence, they make better choices and their people or companies benefit a lot from this. Regardless of the effort that is put into making a decision, it has to be accepted that some decisions will not be the best possible choice. One of the fundamental values for me and my co-workers is ethics, and our set of rule. A person that does not make ethical decisions would not last long in an environment where the core values include integrity and honesty, which are the kind of behaviors that are demonstrated not only on the big decisions, but on the everyday decisions and gestures. The challenge is to make business-sound decisions that are...
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...priorities, and develop support arguments. (Carrell, Heavrin, 2008 p. 31, figure 2.1) In 2008, Miller suggested that “many negotiations are won or lost depending on the quality of preparation and planning.” (p. 42) First, there are multiple parties involved and multiple items that need to be distributed. With this being negotiations amongst family members and the circumstances that lead to these negotiations being a death in the family, it is certain that emotions and stresses will run high. I need to make a list and identify all the items, terms, and issues. Second, I need to identify the items, terms, and issues that make up my BANTA, and then prioritize important items, desirable items, and throwaway items. Third, I need to develop support arguments for each issue. I need to be able to answer why to each issue. This may require some research and supporting documentation. Skill 2-2: Should you propose the three of you begin negotiation by adopting ground rules that address the “5 Ws”? Also consider the setting –where should you meet? I would propose that the three of us adopt ground rules because “a few basic ground rules can reduce anxieties and help get the process started – and completed.” (Carrell, Heavrin, 2008, p. 36) Addressing the “5Ws” identifies common boundaries and can provide critical information. The place of negotiation is very important. I would suggest a neutral public place like a library or dining hall. It is important for the...
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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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...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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