...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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...Case This research tries to prove that negotiation classes improve the overall ability and performance of today’s managers. It attempts to exemplify that when students are introduced to typical negotiation- training courses, which integrated the principles of instructional design believed they had improved their negotiating skills and confidence, adapted more integrative conflict management styles, and implemented their newfound skills in important real world negotiations. The researchers claim that the data gained from the experiment enhances the information about the best ways to increase transfer rates for up-and-coming negotiators. The purpose of this research was to explore the efficacy of a semester-long negotiation-training course designed according to the instructional design theory in improving negotiator-perceived skill or ability and post-training confidence. “Given the widespread availability and popularity of negotiation courses at universities researchers can infer that students and their employers believe that such courses are an effective way to learn negotiation strategies and techniques and to improve negotiating skill.” (p. 2/7) The design of the research is qualitative. Data was collected from two samples from surveys. The first sample was taken from a group of 37 graduate students who volunteered for the one-group pretest posttest study. They were administered surveys used to test confidence, skill-building, and negotiating-style hypotheses. The group...
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...Negotiating is a very important skill in our daily life. In week 11, our tutorial went though the negotiation by a simulation exercise. At the beginning, the role-play case information handed out to all class and we asked to read prior to participating in the negotiation exercise. This was a case about reaching an agreement between Chinese and American organization. I was assigned by Dr Paul into a Chinese team with two other Chinese teammates in this role-play simulation. After carefully read through the information, the final objective for our Chinese negotiators were to persuade the American companies’ negotiators to give us at least 51% of total control in our joint venture project. Before negotiate with the American team, our teammates exchanged own ideas and found some important aspects of our Chinese companies. Although after nearly one hour’s negotiation with American team, both of parties did not reach a mutual agreement at the end of role-play. In actually, our team was not satisfied with this result and I rethink about the process of negotiation, there were several problems noticed by me for this happened through the exercises of role-play. First, the opposite American teammates targeted at a strong target objective at 60%, we did describe a lot about our benefits to them, but the opposite team really got a consistent goal and never changed their mind. Moreover, they always emphasized their immense technology is the best in the world which was really vinegarish...
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...Negotiation and Conflict Management Final Report “It’s time to go to the next level of my career,” I told myself a few months ago. Life and life experiences have put me in the right place at the right time to make my daydream a reality. As a natural born citizen of another country and as a newly-married person, I have a unique perspective as well as a set of obstacles and opportunities on the road ahead as I pursue my Executive MBA while being in transition. GOALS My current short-term goal professionally is to find a job that not only fulfills my current ambition of being technical leader but also a management leader in the IT world, where as my long-term goal is to start my own business (Repurposing and creatively painting old leather products into house decor) along with my life-partner in the next 3-4 years. My personal goal is to again relive my artistic side, paint and be creative and get my spouse involved in the artistic world that I like. I am at a juncture of my career where in both my personal goal of working with my life-partner coincides with my ambition of starting up a new business and apply whatever knowledge I gathered during class. My goal as far as EMBA classes is to actually be able to not only learn Finance and Accounting but actually try to master it is as much as possible because when my goal of opening up my business becomes a reality, I want to make sure I have command over that. NEGOTIATIONS In my previous company, I had the opportunity...
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...Assignment Negotiation Process Plan for Buying Zenur Executive Summary Zenur and Levon Company are two successful companies in car rental business for the past several years. Both the companies entered into a complex negotiation in terms of expansion through merger by way of having a common goal with shared vision and mission in business. Our group is writing this report on behalf of the Board of Directors of Levon as senior negotiators. Negotiation is finding a solution, meeting of the minds by the participants and closing a deal. It is one of the most important factors that may make or break the success of a business agreement. We, therefore, conclude that the company should utilize transactional model as our main communication model because this can handle a complicated communication process like negotiation. Our negotiation style will first focus on Integrative strategy to gain a win-win situation between Levon, and Zenur. If this style will not work, mix-motive negotiation style will be our back up plan. To be at par with Zenur's vision and mission of expanding the business, the negotiation skills will be based on Levon's long term plans focusing on interests. The four stages of negotiation will be based on a solid foundation of understanding about Zenur. Regardless which stage we are at, we should be in the know of Zenur's business movement. The better we know every detail of the company, the better we can respond to their actions. Our negotiation strategies will...
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...NEGOTIATING SKILLS Group Project Case Study: Representing the Mosquito Mums Advocacy Group in The Seat Belts in School Buses Controversy Word Count: 839 No. of Pages: 10 Submission Date – 27 May 2015 NEGOTIATING SKILLS Group Project Case Study: Representing the Mosquito Mums Advocacy Group in The Seat Belts in School Buses Controversy Word Count: 839 No. of Pages: 10 Submission Date – 27 May 2015 Table of Contents Introduction 3 Planning Approach 4 Lessons Learnt 5 Conclusion 6 Sources Used During the Negotiations 7 Appendix 9 Negotiation Team Roles: 9 Introduction The Mosquito Mums is an advocacy group that is petitioning the Government of Western Australia on legislative amendments affecting the safety and security of children in school buses. The group is represented by six members who each played a different role in the simulation exercise over the six day period - Lead Negotiator and Spokesperson, Critic, Relater, Expert, Recorder, Builder, and Observer (See Appendix for role descriptions). Initially, the Mosquito Mums conducted research into the case and did a thorough literature review in order to obtain all of the necessary facts. This enabled us to plan our approach and craft an effective strategy for the negotiations. During each stage, the team collaborated with scripting the draft responses, which were then presented by the appointed spokesperson. In the end, our opponent accepted to our proposals in the spirit of goodwill...
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...Developing Negotiation Skills in the Classroom: A Case Simulation Maureen Hannay Troy University ABSTRACT Effective negotiation skills are required in all positions and at all levels of modern organizations. Employees in the human resources department utilize these skills on a daily basis when they deal with such items as new hire packages, salary increases, performance issues, labor contracts, and terminations. Research indicates that by using practical, real-life simulated negotiation scenarios, learners can develop more effective negotiating skills. This paper introduces a case where students can be assigned to a management team or a union team to negotiate a mock collective bargaining agreement. Guidance is provided on how to apply the case in the classroom and facilitate the discussion at the conclusion of the exercise. INTRODUCTION Employees in every organization utilize negotiating skills on a daily basis. From negotiating deadlines and workloads to prices of supplies and contracts with unions, negotiations range from the small and mundane to the large and exceptional. A company with effective negotiating capabilities can gain a competitive advantage, reduce costs, increase profits and improve relationships (Masters, Albright & Irr, 2003). When identifying the ten managerial roles that leaders perform to accomplish organizational objectives, Mintzberg (1973) classified the role of “Negotiator” as one of the essential decisional roles that must be executed by managers...
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...RMIT International University Vietnam Bachelor of Commerce Program ASSIGNMENT COVER PAGE Your assessment will not be accepted unless all fields below are completed |Subject Code: |BUSM3311 | |Subject Name: |INTERNATIONAL MANAGEMENT | |Location where you study: |RMIT Vietnam – City Campus | |Title of Assignment: |Literature Review | |File(s) Submitted |BUSM3311_G2_s3245939_LiteratureReview_Negotiation.docx | |Student name: |Nguyen Van Thanh | |Student Number: |S3245939 | |Student Email Address: |s3245939@rmit.edu.vn | |Learning Facilitator in charge: |PETER TRAN | |Assignment due date: |16/5/2011 ...
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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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...Objective of the study: 1. To develop a general understanding and situation under negotiation; 2. To develop a thorough understanding of the interests of both side and their relation to the negotiations; 3. To undertake adequate preparation to realize these interests and resolve the problematic situation. Introduction: In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem. This interpersonal or inter-group process can occur at a personal level, as well as at a corporate or international (diplomatic) level. Negotiations typically take place because the parties wish to create something new that neither could do on his or her own, or to resolve a problem or dispute between them. The parties acknowledge that there is some conflict of interest between them and think they can use some form of influence to get a better deal, rather than simply taking what the other side will voluntarily give them. They prefer to search for agreement rather than fight openly, give in, or break off contact. Here I have drawn a negotiation module where I have discussed my performance and contributions and that of my negotiating team to the negotiation process. Negotiating role-plays of the different members of my negotiating team: Here I have described a lot about effective negotiation and problem solving. I am an Operating Officer of a cell phone case manufacturer. So I am intimately familiar with all the inn’s...
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...participates. This report attempted to study the use of modern communications and negotiation theory and how it applies to everyday experiences. To achieve this, a workplace scenario was analysed and theories were applied in order to gain an understanding of what was happening in the interaction and what could be done to try to achieve a better outcome for all parties. In this report firstly a literature review was undertaken in order to introduce the reader in the types of theories which would be examined in the context of the work place case study. Next a detailed discussion of the workplace scenario was undertaken highlighting the key points of the situation and interactions as well as a detailed description of the three key characters and the key behaviours which they are seen to display. In the main section of the report a detailed review of the applicable theories and how they are demonstrated in the case study. The theories investigated cover the areas on Conflict, Communication, Negotiation and the use of Power Bases and found that many different different theories were visible in the day to day communication. Some of the theories which were seen and discussed were Negotiation Styles and Strategies, use of a BANTA, the use of nonverbal communication techniques and theories of social tension. In the final section of the report three recommendations were given which when used would provide the parties a more successful communication and negotiation experience. The recommended...
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...me to build up my communication skills. Additionally, being part of my high school production helped me to engage and develop my ability to work with other students. Furthermore, I had a 2 weeks compulsory work experience working as a clerical assistant. This helped me develop interpersonal skills as well as learning to work under pressure in order to meet deadlines. In university, I offered to be a course representative in my first and second year. This entails speaking to students in my year and taking any problems they might have to the university management. Again, this enhanced my communication skills with various students and helped me mix with people from various culture and background. Moreover, I opted for an advantage module in European Computer Driving License and by the end of my second year; I have successfully achieved a certification in ECDL foundation. Problem analysis and solving Reasoning Working under pressure Team working Working individually In up to 500 words, please describe a situation where you worked effectively in a team to deliver a successful task/project? What skills did you use and how did you ensure success? An example I worked as part of a team would be an event hosted by ICAEW. The company came to my university and gave a presentation on ACA qualifications available to students. After this presentation, students were put into groups and were given a case study to look at. The case study was about a retail company that supplies...
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...NEGOTIATING SKILLS CASE STUDY TOPIC: MANAGING INDUSTRIAL UNREST: A CARIBBEAN CONUNDRUM By David A. Matthery Table of Contents Executive Summary 3 Identification and examination of angle being used 4 Case Analysis (Application of negotiating skills concepts) 5 Conclusion 10 Bibliography 12 Executive Summary The organisation structure determines the manner and extent to which roles, power and responsibilities are delegated, controlled and coordinated, and how information flows between levels of management. "Cultural Implications" is the connection that culture has on organisation. Implications are essentially consequences from a particular event at a cultural level.. Culture influences the structures as well as the behaviour of the different stakeholders. The understanding of the cultural context from which an employee or customer originates is imperative to the overall success of any business. This has created an extensive increase in demand for training and understanding, particularly within the area of decision making. Mesopotamia Brewery ltd initially seeks to facilitate training within the context of “Industrialisation by Invitation” i.e. the contractual agreement with the expatriate brewers to facilitate the transfer of knowledge...
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...HBS Case Study- “Frasier” Tamika Hernandez Khadijah Holley Course Number: 0204 – 689-102 Negotiation for the Business Professional The Art of Persuasion & Negotiations November 18, 2014 Professor: Neil Halloran Frasier Case Study 1) Who are the parties to the “Frasier” negotiation, and what are their interests? How can the various parties influence the negotiation process and its outcome? The parties involved in the Frasier negotiations are; Paramount Television Group, National Broadcasting Company (NBC), and the actor Kelsey Grammer (Owner) . Marc Graboff (ExecutiveVice President) led the NBC negotiation team which included Scott Sassa (President of NBC West Coast) and Jeff Zucker (President of NBC entertainment). Kerry McCluggage (Paramount’s Chairman) led the negotiation team for Paramount and was sometimes joined by Gary Hart, president of Paramount. 2) What are NBC’s BATNAs? What are Paramount’s BATNAs? Of these BATNAs, which is the best option for each entity? NBC had two BATNA’s: keep Frasier regardless of the increased cost (take a financial hit) in hopes to keep it as a “tent pole” to draw in its viewers to the new shows line-ups after Frasier, or buy a comparable comedy show from another network (such as Dharma and Greg) that will bring in the same audience group 18 to 49. The only downfall was that could cause a bidding war that could increase programming expenses. Paramount’s BATNA’s were to either sell the sitcom to CBS (sister...
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...THE WEST INDIES EMBA PSM BELIZE 01 COHORT INBA6110 – NEGOTIATING SKILLS The seat belts in school buses 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...
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