Amanda Hooper‚ Christopher Pesantez‚ Maria Rizvi‚ Syed Cross-Cultural Communication and Negotiation – Spring 2005 MANA 4340‚ Section 00586 TTH: 2:30 – 4:00pm. Room 128 MH Professor: Dr. Roger N. Blakeney Table of Content I. Introduction II. Negotiation A. The Western View: Direct confrontation B. Types of Negotiations: Transactional and Dispute Resolutions C. Forms of Negotiation: Distributive and Integrative III. Culture A. Individualism vs. Collectivism B. Egalitarian
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Essentials of Negotiations 1. Creating Value - Win-Win Negotiation 2. Claiming Value - Staying in Business! 3. Building Trust - Long-term sustainability Negotiations Sandtraps 1. Leaving Money on the table (Lose-Lose Negotiation) 2. Settling for too little (Winnerʼs Curse) 3. Walking away form the table 4. Settling for terms that are worse than the alternative (Agreement Bias) Why People are Ineffective Negotiators - Faulty Feedback - Satisficing - Self-reinforcing incompetence Negotiation Myths Myth
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Accounting Elmhurst College Author Note This paper was prepared for MBA/MPA 555‚ Negotiations‚ Summer 2015‚ taught by Harold S. Dahlstrand There are several strategies necessary in becoming a successful negotiator; however I’m going to focus on the “win-win” strategy. A “win-win” negotiation strategy is one where both parties have combined awareness on the interest and relationship of the negotiation. Think of this strategy as the basis for a marriage‚ a long term committed relationship
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Positive Approach to Negotiation Chapter 1 – Introduction Negotiation in its narrower sense is an exercise of reasons and benefits between two or more people in disagreements who are trying to reach out for a solution to their on-going conflict1. This process of inter-acting and interpersonal can be on the personal level or at a corporate status as well as at the diplomatic relations between two countries2. There is negotiation simply because the disputing parties wish to create a new working
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Coursework Individual Presentation Negotiation REAL LIFE NEGOTIATION INTRODUCTION “Negotiation is the process of communicating back and forth for the purpose of reaching a joint decision.” “A strategic discussion that resolves an issue in a way that both parties find acceptable. In a negotiation each party tries to persuade the other to agree with his or her point of view.” REAL LIFE NEGOTIATION STORY I wanted to buy new speakers when I moved to Gurgaon. The hostel rules
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Negotiation (Danielsen‚ Potenza‚ & Onieal‚ 2016). Nurse Practitioner‚ NP have a lot they have to do for their patient population‚ and now a part of their responsibilities is to negotiate their contract renewal. This is new for me I never had to negotiate my RN contract. I worked in nursing home and hospital and that was never a part of my duties. I can see where negotiating a professional contract can be challenging for the novice NP (Danielsen‚ Potenza‚ & Onieal‚ 2016). On the other hand‚ negotiation
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integrative process. * Concentrate on distributive and integrative processes and the differences between them. * Both sides are individual negotiator. 1. Defining the issues. This step itself usually begins with an analysis of what is to be discussed in the negotiation. a. An analysis of all the possible issues that need to be decided. b. Previous experience in similar negotiations. c. Research conducted to gather information. d. Consultation with experts in that industry
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1. Without planning and determination of one’s initial offer‚ target point‚ and resistance point‚ a negotiator may be at a disadvantage during the negotiation. What evidence of planning was demonstrated by Alisa and Katherine? “Union negotiations are very much like a tug of war between labor and management. One side wants what the other doesn’t have or won’t give” (Patton‚ 2013). The process of planning and having the determination to offer‚ target and resist can put a negotiator at an advantage
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Cell Phone Negotiations Danita Carter MGT/557 February 17‚ 2013 Marie Smith This paper addresses the situation of cell phone negotiations between the United States and China‚ specifically the situation involves: The all-male negotiating team from the United States seeks a cell phone price of $6 per unit. Assume the American team embodies the following Hofstede’s cultural dimensions: * Individualistic * Low-power distance * Low-term
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A R T I C L E www.hbr.org 3-D Negotiation Playing the Whole Game by David A. Lax and James K. Sebenius Included with this full-text Harvard Business Review article: 1 Article Summary The Idea in Brief—the core idea The Idea in Practice—putting the idea to work 2 3-D Negotiation: Playing the Whole Game 13 Further Reading A list of related materials‚ with annotations to guide further exploration of the article’s ideas and applications Product 5372 3-D Negotiation Playing the Whole Game The Idea
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