Negotiation: Theory and Practice (협상론) Professor Seung Ah Theresa Cho Office: SK 614 02) 880-5077 tcho@snu.ac.kr negotiate.snu@gmail.com (for submitting class assignments only) TA: Ji Yeon Lee jiyeon0426@gmail.com REQUIRED COURSE MATERIALS Negotiation‚ by Lewicki‚ Barry & Saunders. 2010. McGraw-Hill International Edition (6th) Articles available on our Learning Community Contribution to Class Treasury to class treasury: 10‚000 won (to be redistributed during exercises)
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Analysis of Conformity and Group Influence in Twelve Angry Men Introduction The film “Twelve Angry Men” directed by Sidney Lumet illustrates many social psychological principles. The tense‚ gripping storyline that takes place in the 1950s features a group of jurors who must decide unanimously whether a young man is guilty or innocent in the murder of his father. At the beginning‚ eleven of the twelve jurors voted guilty. Gradually‚ through some heated discussion‚ the jurors are swayed to a not-guilty
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Negotiation is a basic generic human activity. The world is a giant negotiating table such that a person can negotiate many different things in many different situations. Negotiations can occur over labor relations‚ buying purchases‚ salaries‚ strikes‚ international affairs such as war and freeing hostages as well as family issues such as divorce‚ child custody and even who gets the car keys. There are two common characteristics of a negotiation or bargaining situation. The first characteristic
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What is communication during a negotiation? * Not about negotiator preferences * Blend of integrative verse distributive content varies as a function of the issues being discussed * Content of communication is only partly responsible for negotiation outcomes FIVE CETEGORIES OF COMMUNICATION 1. Offers‚ counteroffers‚ and motives * Important communication in negotiation Convey offers and counteroffers * Bargainers preferences exhibit rational behavior by acting in accordance
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Negotiation Skills Introduction Everybody negotiate in his or hers personal and professional lives and it is an important part of the competitive modern life. Negotiations can occur over dealing with people‚ business contracts‚ official matters‚ service‚ buying products and relationships. As James Poon (1998‚ p. 41) expressed that negotiation is a basic human activity. The world is like a giant negotiating table that person can negotiate many different things in different situation. Definitions
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Andrea von Wunster Fordham University Dean Einersen 5/10/11 ESSAY # 1 As a manager‚ one must consider the cultural component of each negotiation process. Negotiations that take place internationally incur an even more dramatic set of cultural factors that contribute toward each party’s perception of the negotiation. “International business deals not only cross borders‚ but they also cross cultures. Culture profoundly influences how people think‚ communicate‚ and behave. It also affects the
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Chapter 9 – Relationships in Negotiation * Negotiations occur in a complex social environment. People act within relationships that have a past‚ present and future. * Negotiating within relationships takes place over time. Time becomes an important variable in negotiating relationships. * Negotiation is often not a way to discuss an issue but a way to learn more about the other part and increase interdependence. In a relationship‚ gathering information about the other’s ideas‚ preferences
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Marketing & Negotiation Intercultural Negotiation Professor Fathi TLATLI‚ President Global Customer Solutions & Innovation‚ DHL Professor Manoëlla WILBAUT‚ Global Commercial Developments Director‚ DHL ICHEC‚ Year 2012 - 2013 Topics on the agenda I. Key principles to respect during the whole negotiation process II. The negotiation phases – prepare‚ start‚ conduct‚ conclude and follow up with international negotiation examples Intercultural Marketing & Negotiation / ICHEC /
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Negotiation is the most frequently used means of resolving conflicts between organizations. Particularly in international industrial marketing‚ when “big-ticket” and/or high technology products are involved‚ sales are most often negotiated. The General Medical MRI Negotiation Simulation (GM/MRI) has been developed specifically to provide a context for experiential learning and practical discussion of international business negotiations. JAPANESE NEGOTIATION STYLE INSTRUCTIONS The simulation becomes
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In the article “Adam Smith‚ John Wayne‚ and the American Negotiation Style‚” the author states what he believes to be the fundamental rule of international negotiations: you must understand your own culture to be an effective international negotiator (Compendium 186). Knowledge of culture‚ style‚ ideals‚ and traits is crucial to forming an effective argument and getting positive results out of a negotiation. I come from the United States‚ where our fast-paced‚ direct‚ and individualist tendencies
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