EXECUTIVE SUMMARY There are many factors that help to create a great and effective negotiator. A negotiator’s relative strength is determined by the quality and extent of his/her preparation. The better you understand your interests (why you want what you want); and the better you understand the interests of other parties (why they want what they want)‚ the greater the chance you will be able to reach an desirable solution which leaves the parties feeling as if each has achieved the major portion
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Bibilography Susan Hackley. "Leveraging Emotion in Negotiation." Harvard Business School (2006) Adler‚ Rosen‚ Silverstein‚ "Emotions in Negotiation: How to Manage Fear and Anger‚" Negotiation Journal‚ 14:2 (April 1998)‚ pp. 161-179. Conflict resolution. http://www. conflictresoultionjournal.org 2006‚ Jan. 27 "Leveraging Emotion in Negotiation." Harvard Business School (2006) Susan Hackley. Introduction At some point in each of our lives we all have to hit the negotiation path
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Management Understand‚ identify‚ explain‚ and be able to define in your own words anchoring (and when to use them and why some may think they cannot)‚ reservation level‚ exploding offers‚ polite threats‚ aspiration (target) level‚ bargaining zone‚ and BATNA principles. Relate these ideas to the ABC model of negotiation. Integrative Conflict Management Understand‚ identify‚ explain‚ and be able to define in your own words the three sources of power‚ why knowing sources of power are important‚ and what
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BATNA: The city of Tamarack will give a 25% tax incentive to Twin Lakes Mining Company if the company agrees to construct paved roads and restore the consumed mines area. The city of Tamarack will agree to maintain the roads during the winter season. | Reservation: The city of Tamarack will construct pave roads if Twin Lakes Mining Company agrees to maintain the roads and restore the tourist areas. | Walk away: Construction of dirt roads and restoration of the land near the tourist locations
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Role: Seller You The other one Interests‚ Positions I want to sell moms.com to WCHI Wants to buy my series BATNA $ 2 500 000 Approx. 8 500 000 Reservation Price < $ 2 500 000 total > $ 8 500 000 total Targets‚ Goals Sell
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Honda’s position with the education board and Nishi High did make him insecure. Maybe‚ the case could have been different if Scott was more sensitive towards the Japanese culture of Mr. Honda was more open to new ideas and approaches. If Scott use BATNAs‚ that mean Scott does endorse the book‚ it would be compromise on his values when he is not even responsible for the situation. He is already treated as one of their own. He accepts the wrong project although he knows its faults. If Scott used walk
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Summary of Negotiation There are only two participants in this negotiation. Since this is a negotiation for a job offer‚ there is a recruiter and the candidate. As a candidate for the position I desire‚ my goal in this negotiation is to reach the best possible agreement on eight issues presented for this negotiation. The purpose of this negotiation is for me (as the candidate) to get hired on terms best acceptable for me and for the recruiter to hire me on his terms. The eight issues presented
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This paper examines The Cuban Missile Crisis‚ which took place in October 1962‚ during the cold war‚ between United States and Soviet Union and analyses the critical points of the crises from the United States‚ Soviet Union and Cuba’s points of view. It points out their moves and negotiating styles in order to get in an agreement to end this crisis that could have almost turned to a total nuclear war. This confrontation of the two powerful countries put the world in danger; however‚ after intensive
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ENGLISH FOR INTERNATIONAL BUSINESS (B2-C1) ENGLISH NEGOTIATIONS Effective Negotiations 08/06/2012 RAQUEL GONZÁLEZ GUARDIOLA ÍNDICE 1. INTRODUCTION 3 BATNA’S 3 Bottom-line 3 ZOPA 4 2. THE NEGOTIATION PROCESS 4 3. NEGOTIATION STRATEGIES 6 Five Basic strategies: 6 Challenge: 6 Defer 6 Split the difference 7 Lowball 7 Pinpoint the need 7 Other negotiation strategies: 7 Fait Accompli 7 Limited Authority 7 Apparent Withdrawal 7 Deadlines 7 Standard Practice 7
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Negotiation Learning Journal 1. Facts: Provide a brief overview of key events (How was the time allocated? Offers: opening-offer and counter-offer‚ as well as progression of offers? How was information exchanged? Were there pivotal turning points?) Since I’m the one who is selling the service station‚ so I suggest that I make the first offer. First offer I made was $1‚000‚000 because my target is $800‚000 and also I told her the reasons why I think the station is worth that amount of money
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