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
Words: 3077 - Pages: 13
Distributive Bargaining and Integrative Negotiation Using the strategies of distributive bargaining and the strategies of integrative negotiation, complete the matrices for the challenge provided. Think of two (2) situations in your professional environment or personal life that you would like to see a change in but know there is a lot of resistance to the change. Pretend you have been given an opportunity to negotiate for the change with the CEO of the company. Complete the table below and answer
Words: 1491 - Pages: 6
Concessions are often necessary in negotiation but they often go unappreciated and unreciprocated. Most people understand that negotiation is a matter of give-and-take, you will win or you will lose: You have to be willing to make concessions to get concessions in return. Example, the head of a manufacturing firm was preparing to initiate talks with the leadership of the employees' union. The biggest issue on the table was a wage increase. The union was asking for a 4 percent increase, while management
Words: 817 - Pages: 4
Communication and Personality in Negotiation The following discourse will offer an illustration of how communication and personality play a key role in negotiations. The discussion will center on one’s testimony surrounding their interview process to transition into a more desirable career opportunity with a targeted new employer. In this dialogue, the reader will be able to determine that communication and personality of the interviewee helped to position them to receive an initial offer, negotiate
Words: 1296 - Pages: 6
Week 7 exercise Procurement and Contract Keller Graduate School of Management I would take opportunity of doing this assignment to tell my story about negotiation situation with one of my employee for salary. I was the supervisor in a large bank in Vietnam that is interviewing a prospective employee who comes highly recommended and has excellent qualifications. Tung Pham had a bachelors’ degree in banking from the famous college named Foreign Trade in the country and he was working on his
Words: 772 - Pages: 4
An Analysis of Negotiation Processes February 10, 2011 Introduction Kelly is a Canadian who holds a college degree and has spent some time in Japan as a child. She was excited to learn of an opportunity to work in this country for one year. The position of interest requires working closely with Japanese educators who are teaching English. The program provides a contract that provides specifics on salary, working hours, and benefits, to include sick days and personal holidays. Cathy travels
Words: 1624 - Pages: 7
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
Words: 5699 - Pages: 23
Divorce Settlement 1. Demographics (People Involved) Wife Ex-Husband 2 Children Joni (age 11) James (age 9) 2. Key Findings Wife New Job: 50+Hours/week; Yearly Salary $ 40,000 Resides Close to Parents, and Sister (unmarried) Ex-Husband New Position: 15 Years Tenure; Yearly Salary $ 65,000; Substantial Vacation and Leave time; Flexible Hours. Resides an hour drive; Close to Parent. Children: James & Joni Active in Sports & Church Currently Residing with the
Words: 2674 - Pages: 11
as well. Utah’s Symphony financial weakness: One of the company weaknesses is its inability to negotiate the union salaries of the musicians. All musicians are paid according to the multi-year union contracts negotiated years earlier between the symphony’s board the American Federation of Musicians (AF and M). This locked–in contract requires that the musicians be paid present salary/benefit packages at full – year,
Words: 2463 - Pages: 10
and Personality in Negotiation Monica T. Salazar University of Phoenix Organizational Negotiation MGT/445 Dr. Amber Bass March 16, 2014 Communication and Personality in Negotiation In the following paragraphs communication and personalities in negotiation will be presented as to its importance and possible distractions. Good outcomes in negotiations all depend on the right personalities in conjunction with good communication. Describe a negotiation situation that you have
Words: 1129 - Pages: 5
