Negotiations Techniques
| | the wits business school | The Journal | Negotiations: BUSA 5197 | | | Name: Bongani Jonathan Sibeko | Student Number: 9909547a | | | Submitted in partial fulfilment for the Negotiation course as part | of the Postgraduate Diploma in Management (PDM) | programme at the Wits Business School (WBS). | | | | | Lecturer: Dr Geoffry Heald | | Submission Date: 29 October 2012 | | | | This is the journal submitted to show my learning during the Negotiations lectures; and also my application of the knowledge gained in different scenarios that I have witnessed and read about or been involved in. | |
TABLE OF CONTENTS 1. Appropriate Negotiation Scenes 3 2. The Relationship Dimension 3 2.1. Personal Relationships 4 3. Employment Offer Negotiation 4 3.1. Description: 4 3.2. Analysis: 5 4. The Speech Pattern during Negotiations 5 5. How important is separating people from the problem? 6 6. The Sally Soprano Case 6 7. Power during Negotiation 7 8. Students at Universities 8 8.1. Description: 8 8.2. Analysis: 8 8.3. Interpretation: 9 9. Tendering Process 9 9.1. Description: 9 9.2. Analysis: 10 9.3. Interpretation: 10 10. BATNA 10 10.1. Description: 10 10.2. Analysis: 11 11. Understanding Stakeholders 11 11.1. Explanation: 11 11.2. Analysis: 11 12. References 12
1. Appropriate Negotiation Scenes
Creating the scene for negotiating is very important. In today’s business environment, some negotiations occur in the golf course and this seems to be the trend that we see in the business world. Sometimes this sets the scene for emotional decision making, which generally is not suitable for business.
How important is the setting the scene for negotiation?
The scene for negotiating has increasingly been informal. Some business negotiations and decisions are made in the golf course after a game of even during the game of golf.
Example;
TABLE OF CONTENTS 1. Appropriate Negotiation Scenes 3 2. The Relationship Dimension 3 2.1. Personal Relationships 4 3. Employment Offer Negotiation 4 3.1. Description: 4 3.2. Analysis: 5 4. The Speech Pattern during Negotiations 5 5. How important is separating people from the problem? 6 6. The Sally Soprano Case 6 7. Power during Negotiation 7 8. Students at Universities 8 8.1. Description: 8 8.2. Analysis: 8 8.3. Interpretation: 9 9. Tendering Process 9 9.1. Description: 9 9.2. Analysis: 10 9.3. Interpretation: 10 10. BATNA 10 10.1. Description: 10 10.2. Analysis: 11 11. Understanding Stakeholders 11 11.1. Explanation: 11 11.2. Analysis: 11 12. References 12
1. Appropriate Negotiation Scenes
Creating the scene for negotiating is very important. In today’s business environment, some negotiations occur in the golf course and this seems to be the trend that we see in the business world. Sometimes this sets the scene for emotional decision making, which generally is not suitable for business.
How important is the setting the scene for negotiation?
The scene for negotiating has increasingly been informal. Some business negotiations and decisions are made in the golf course after a game of even during the game of golf.
Example;
References: * Venter D. (2012), BATNA Explained, 25 October 2012, http://www.negotiationtraining.com.au/articles/next-best-option/ * Ricigliano R. (2001), Understanding Conflict – A framework for Negotiation, 29 October 2012, http://learningstore.uwex.edu/assets/pdfs/B3870-10.PDF