...Ethics in Negotiation: 1. Define Ethical Negotiation. Why do ethics matter? How would you apply ethics within the context of your Negotiation Final Project for this course? Ethics are the social principles or gauge whether some body is following the set social standards or not. The role of these social or ethical standards is very important in any type of negotiation for both parties. This gives the chance for both parties to know the tactics which are being used are deceptive, ethical or unethical and then help them examining the ethical tones and aid them in decision making. This also help both parties distinguish among different criteria, or standards, for judging and evaluating a negotiator’s actions, particularly when questions of ethics might be involved. In my final project, I will choose and react to the other party by keeping in mind the following mix of approaches. • Choose a course of action on the basis of results I expect to achieve (e.g., greatest return on investment). • Choose a course of action on the basis of my personal convictions (e.g., what my conscience tells me to do). 2. What motivates unethical behavior in negotiations? What are the potential consequences? How can negotiators deal with the other party's use of deception? When one party or individual want to secure his own establish outcome ignoring other party interest motivates unethical behavior. The unethical behavior outcome also depends on how high are the party stakes, competitiveness...
Words: 1061 - Pages: 5
...Miami School District Negotiation MGT 445 August 30, 2011 Miami School District Negotiation When children move to a new school, it not only affects the children. It affects their families, the community, and the school. The school boundaries in Miami must be redrawn to concentrate on overcrowding. Experts are choosing and evaluating these boundaries. The affected stakeholders are experiencing concerns. One must first identify the stakeholders and their concerns before he or she can establish each of the concerns. Choosing a strategy for negotiation and reviewing the ethics and culture effects will ensure that the negotiation approach is applicable for the circumstances. In this paper the subject to analyze is a negotiation strategy that favors the board’s requirement to redraw school boundaries, identification of the stakeholders and how culture, and ethics affect the strategy. Stakeholders To originate an efficient negotiation strategy, one must identify the stakeholders and stakeholders concerns. The stakeholders in the Miami School District project are the students, parents, teachers, and school staff, and the community. The students are primary stakeholders because students who change schools will encounter a new teachers, campus, and classmates. Students will depart from the comfort of familiarity. The parents will experience the effects of a new environment for their children, and a different location of the new school. Teachers and staff will experience class...
Words: 1557 - Pages: 7
...Miami School District Negotiation 1 Miami School District Negotiation University of Phoenix Inthiravanh Amphonephong MGT/445 Carlos Campos August 06, 2012 Miami School District Negotiation 2 Miami School District Relocating children in different school due to reconstructing the school building is not only affecting the children individual, but also affect their families, their municipal, and the school itself. The stakeholders are very concerning, because of high volume of compliant from student guardian. Choose a strategy the bargain and reevaluating the ethics and culture effective is very relevant for the circumstances. This paper will explain the detail of the negotiation strategy that largesse the boards provisions to redraw school boundaries, identity of the stakeholders, and how it affect our ethics and culture strategy. Miami School District must identify the stakeholder concerns regarding the changes. The school project is the students, teachers, families, staff, and the community. The school main stakeholders in this case are mainly the student themself, because of changes made them fall apart from having new instructor, campus, and classmates. Changes will affect not only the student of being depart from their comfort of family but parents will experience of new environment for their children. The teachers and staff will experience class less because of redistribution of students. The community also will experience the effect of whether or not the location will have...
Words: 885 - Pages: 4
...Negotiation I. Introduction Negotiation is a skill used throughout life from infancy to adulthood. But a lot of factors and tactics are involved within it and even though negotiating may be something we do naturally and daily, doing it well can be a competitive advantage. I suggest that this is particularly true in the global economy involving international negotiations that include various cultures and the norms that dictate interpersonal interactions such as negotiation. II. Body a. Importance of negotiation a.1 Definition of negotiation “Negotiation is a decision making process among interdependent parties who do not share identical preferences” (Neale, 1992: page 42). It is an activity in which two or more parties are involved and each one of them have their own personal goals and negotiation is the process in which all of the parties will try to reach an agreement throughout different strategies to maximize their final output. a.2 Negotiation as a day to day issue Negotiation is a process that is present in almost every aspect of our lives. Two parties will try to come up with a strategy that maximizes their output. A key word here is strategy and the way parties make their strategy, using knowledge and information and as the world is more open than ever and the information they can access is increasing, making negotiation a more complex issue. As a globalized world, people have to negotiate not only with the issues in our own country but also interact with people...
Words: 3739 - Pages: 15
...Miami School District Negotiation The Miami School District is negotiating on redrawing the school boundaries for the upcoming year because of an unexpected increase in enrollment. The following reasons are what affect the issue on redrawing the boundaries in which affect the parents, children, and the community. The reasons are quality of education, increase travel time, crossing economic and cultural boundaries, effect on property values, and social effects on children. The plan essential to meet the needs and wants of both parties in negotiation will address or meet what is important. Stakeholders Stakeholders are the individuals who are essential in which the redrawing will affect. The stakeholders who affect or have an issue with redrawing the school boundaries are the children attending or want to attend the school district. The parents with who attend the school district and the employees who works for the school district. The communities around the areas of the schools that are affected from the district that needs to be redrawn. Even though the issues from these parties are important the school boards needs to create a win-win strategy. Negotiation Strategy The negotiation strategy in which the school board need to create is needs to meet both the concerns for the stakeholders and their own party. Without addressing both parties the redrawing of boundaries can create a win-lose situation in which can affect the school board in the end...
Words: 1641 - Pages: 7
... | | |School of Business | | |MGT/445 (3 Credits)Version 1 | | |Organizational Negotiations | | |Puerto Rico Campus | 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 Faculty and students/learners 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...
Words: 2010 - Pages: 9
...Miami School District Negotiation MGT/445-Organization Negotiations April 18, 2012 Miami School District Negotiation The City of Miami-Dade County, Florida boasts the fourth largest public school district in the United States. The district comprises 392 schools, employs more than 40,000 people dedicated to the education of the district’s 345,000 students. The diversity in Miami’s schools in unmatched, represents 160 countries, and the students speak 56 different languages (Dade schools, 2012). An issue common to large cities in the United States is over-crowding in public schools. The Miami school districts attempt to address the unexpected enrollment increases by redrawing its school boundaries for the upcoming school year faces tough opposition from the parents. This paper researches the concerns of the parents, other stakeholders, and develops a negotiation strategy that supports the school boards need to redraw the school boundaries. Six controlled choice boundaries with 14 choice schools make up the Miami-Dade County Public Schools district. Parents have the option of choosing a preferred school for their child using the controlled open enrollment method. Through this initiative, Miami-Dade’s school offerings have increased to provide parents with options best suited to maximize their child’s learning experience...
Words: 1369 - Pages: 6
...The Miami school district is experiencing a common problem which many thriving cities face, rapid increase in enrollment. Increase in enrollment occurs due to the following reasons; demographics, location and economy (Miami Dade County School District, 2012). In order to adjust and accommodate the unexpected increase in enrollment, the school boundaries for the following year will be revised. The school board has hired experts to redraw the boundaries and notified parents of the changes that will occur next year. This paper addresses the concerns of the stakeholders, the negotiation strategy used by school board, and the ethical/cultural effect of the decision. Under the revised plan many students will not be able to continue their education at their present school. The decision was unexpected and many parents are outraged by the school board’s decision. The school board received several complaints from parents which voiced their concerns regarding the decision. The parents raised the following concerns: - Quality of education - Increased travel time - Crossing economic and cultural boundaries - Effect on property values - Social effects on children Parents are concerned that the quality of their children’s education will be compromised by the new plan. Parents argue that their children are established in their current schools, with their current classmates, and moving them will be disruptive to their learning. Many parents have chosen the schools their children are currently...
Words: 1337 - Pages: 6
...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...
Words: 2095 - Pages: 9
...Cell Phone Negotiations Teri Ashworth MGT 557 August 24, 2015 Prof. Kelly Price Noble Cell Phone Negotiations Negotiation is a daily process that most individuals and organizations participate in either covertly or overtly. Consequently, during the negotiation process, there are many factors that can determine the negotiation strategies and tactics used in the process. Gender difference, personality, culture, perception, cognition, and emotion are all huge influencers of negotiation. Take the following scenario for instance; there is an all-male negotiating team from the United States that seeks a cell phone price of $6 per unit. Assume the American team embodies the following Hofstede’s cultural dimensions: •Individualistic (negotiators from individualistic cultures may be more likely to swap negotiators. Getting the best deal for self is important.) •Low-power distance (cultures with low power distance are more likely to spread the decision making throughout the organization (utilization of vertical decision making). Options by other members of the organization/team are welcomed and it is possible to question a leader’s decision) •Short-term orientation (building and marinating relationship is only valued during the negotiation process. Once negotiations conclude, so does the relationship. ) •Low-context (XXXX) While on the other hand, there is an all-female negotiating team from China that offers cell phones with...
Words: 1082 - Pages: 5
...Perspective to Negotiation: A Review of the Past and a Look into the Future Chia-Jung Tsay Max H. Bazerman Working Paper 10-002 Copyright © 2009 by Chia-Jung Tsay and Max H. Bazerman Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. 1 A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future By Chia-Jung Tsay and Max H. Bazerman Chia-Jung Tsay is a doctoral student in organizational behavior at Harvard Business School in Boston. Her e-mail address is ctsay@hbs.edu. Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School in Boston. His e-mail address is mbazerman@hbs.edu. Abstract Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers have built upon the work in behavioral decision theory, examining the ways in which negotiators may deviate from rationality. The 1990s brought a renewed interest in social factors, as work on social relationships, egocentrism, attribution and construal processes, and motivated illusions was incorporated into our understanding of negotiations. Several promising...
Words: 6301 - Pages: 26
... | | |Organizational Negotiations | 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 Faculty and students/learners 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/South-Western. Coltri, L. S. (2004). Conflict diagnosis and alternative dispute...
Words: 2082 - Pages: 9
...Case 5 “DAVID OUT-NEGOTIATION GOLIATH:APOTEX AND BRISTOL-MYERS SQUIBB” Problem Definition This case is a real world scenario about the survival of two giants of the pharmaceutical industry at stake. The problem is non- professional negations process and the focusing on Win-Win which at end resulted in acting unethically and this caused a disagreement through which Bristol Mayers and Apotex perceive a threat to their needs, interests or concerns. Justification for Problem Definition The problem happened due to the lake of clear negations strategy and good planning which should be strongly presented in such negotiations between the business giants. The problem is also happened because one of the decision maker has behaved in an un-ethical manner to achieve his goal. List of Alternatives:- 1- Developing strong negotiations strategy in the big organizations. 2- Setting a policy that can assure that lawyers must be presented in such negotiations 3- Embedding the ethical principles in organizations. Alternatives Evaluation:- 1 - In order to be triumphant in today’s dynamic environment organizations need to focus on the environment it operates in and have to react swiftly to the changes that occur by developing negotiation strategies to stay ahead of competition. Strategy is embedded in any organizations planning process and without strategy the organization will become a candidate for acquisitions or would become extinct. It’s usually a mistake to approach...
Words: 498 - Pages: 2
...have Internal, External, and Connected types of stakeholders. Internal stakeholders are your managers, Directors, and employee’s External one is your Government, local community, groups, and media. There are three different stakeholders involve in this situation, you have the students, parents, and of course Miami School District. All three people have some type of interest involved in this negotiation. The kids have the biggest interest because they may have to go to a different school, and be away from friends that they grew up with. Also if they go to another school, they don’t know if they are getting better education than their previous school. Depending on the financial income of the parents it will put a burden of the parents, because if they move to different school they might not be in an area where they can use school buses, and parent may not be able to afford public transportation or take them their selves. Negotiation Strategy for concerns of Stakeholder According to the E book Effective strategy and planning are the most important parts for achieving negotiation...
Words: 1181 - Pages: 5
...http://www.solutionlibrary.com/business/management/miami-school-negotiations-paper_8g1f Miami School District Negotiation Paper Miami School District Negotiation Paper The Miami school district has announced that in the upcoming year, school boundaries will be redrawn due to unexpected increases in enrollment. The school board has created a plan for the students as the school is not large enough to accommodate each and every one of them. They have hired experts to redraw school boundaries to be submitted for the following year. Upsetting many students as they will not be able to stay at their present school, several parents have voiced opinions based upon the school district proposed plan. Most of the parents are concerned about the quality of education their children will receive, increased travel time, crossing economic and cultural boundaries, affect on property values, and social effects on children. With the following reasons against the proposed plan, I will address all of the stakeholders and their concerns. This paper will also discuss a developed plan to address stakeholders’ concerns as well as the negotiation strategy used to support the school board’s need to redraw the boundaries with the concerns of the stakeholders. Lastly, the paper will explain how ethics and culture affect the decisions. There are many stakeholders in this situation with the students being redrawn from their current school. The students, school officials, staff, teachers, school district,...
Words: 1242 - Pages: 5
