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Word in Press

In:

Submitted By onlymove
Words 3077
Pages 13
© James Berry 2013 1

Assignment 1
• Get more feedback
– Share papers with other students – Talk to TA’s – Me

• Key issues –
– Too much description not enough analysis – Surface level versus deep use of concepts – Concepts are linked

© James Berry 2013 2

Assignment 1
Lower grades
– Little or no analysis: Mentioned concepts but failed to describe why they were relevant “There was a problem at my last job due to low motivation perhaps explained by expectancy theory” …go on about how expectancy theory might apply…where was the break-down…get specific – Missing obvious chance to apply concepts: “We had ten people all going in different directions” – Goal alignment – Vague or general terms: “We had a problem with communications” how and why was this a problem…did it effect motivation by breaking a link from expectancy theory or unbalance inputs and outputs.

© James Berry 2013 3

Negotiations

The Basics
Dr. James Berry Lecturer University College London james.berry@ucl.ac.uk
© James Berry 2013 4

Negotiation Skills

© James Berry 2013 5

Objectives
• • • • Briefly review what negotiation is Highlight why it might be important Review your BioPharm/Seltek negotiations Key things to know (BATNA, Reservation Price, ZOPA, Target Price) • Negotiate Case: Recruit

© James Berry 2013 6

Negotiation is…
• The process where two or more parties decide what each will give and take in the context of their relationship . . .

© James Berry 2013 7

Negotiation is…
• A bargaining and influence process designed to reach agreement about a decision or outcome • A core leadership and management competency • Most people are not effective negotiators
– Over 80% of corporate execs and CEOs leave money on the table – Even effective negotiators have skills that can be sharpened and bad habits that can be broken

© James Berry 2013 8

Matters

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