Negotiation in Action One of my most substantial accomplishments is that I learned significant concepts and principles of negotiation during the course. Negotiation process and a variety of tactics that I learned in class or through the textbook‚ Getting to Yes‚ were definitely helpful for improving my understanding of negotiation and its strategy. Another important accomplishment is that I have learned what I couldn’t have learned from lectures or textbooks through negotiation simulations.
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Pacific Oil Company Pacific Oil Company was founded in 1902 as the Sweetwater Oil Company of Oklahoma City‚ Oklahoma. The founder of Sweetwater Oil‚ E.M. Hutchinson‚ pioneered a major oil strike in north central Oklahoma that touched off the Oklahoma "black gold" rush of the early 1900s. It developed extensive oil holdings in North Africa and the Middle East‚ as well as significant coal beds in the western United States. In 1979‚ Pacific Oil established the first major contract with
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Conflict Diagnosis in the Newspaper COM/470 January 28‚ 2013 Ken West Conflict Diagnosis in the Newspaper “In conflict resolution‚ the first objective is to determine the root cause of the conflict through a conflict diagnosis.” (Hawk‚ 2013‚ p.1). Conflict diagnosis is a process used for understanding disputes‚ interpersonal conflicts‚ and the like. This is achieved by following the basic steps of conflict diagnosis: mapping out the conflict‚ identifying the source of the conflict
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have better listen to him. Soon we realized that there was a negative ZOPA as our reservation values were quite far from the other. And our BATNA was more interesting from what D. offered us.
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any tactic or strategy to win the deal. You should ideally take into account the time-value of money. Submit your team strategy and expectations to the teacher prior to the negotiation. Use the note page below to prepare Case 4B – Notes BATNA: To reduce banker’s guarantee to nil from the contract. WATNA: Only pay 10% of banker’s guarantee with additional condition. Your proposed strategy: 1. Assess the other party’s target and resistance point. 2. Mange the other
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KFC Case Study Introduction If one international brand must be selected as the most favourite one for Chinese consumers‚ it would be Kentucky Fried Chicken‚ or KFC as it is known more commonly. According to questionnaire survey conducted by the globally-renowned marketing researching company AC Nielsen in 30 China cities in 1999‚ KFC was accepted by Chinese consumers as “the most popular brand” and ranked as the No.1 among top ten international brands in China. With the increasing abundance
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THE CONFLICT PROCESS The conflict process can be seen as comprising five stages: potential opposition or incompatibility‚ cognition and personalization‚ intentions‚ behavior‚ and outcomes. The process is diagrammed in Exhibit 13-1. Stage I: Potential Opposition or Incompatibility The first step in the conflict process is the presence of conditions that create opportunities for conflict to arise. They need not lead directly to conflict‚ but one of these conditions is necessary if conflict is
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vendors‚ realizing long-term firm fixed pricing‚ and of course a contract. It is noteworthy that we will need to tread carefully during the SSB stage and negotiate the audit of their financial records for this division of Devon Holdings‚ assess their BATNAs; interest and priorities‚ to determine if they are buying the contract; if so why‚ and determine how this could impact a negotiated contract. It is difficult to pass on this deal and that is why we should move to the next stage of negotiations. At
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"In the name of Allah The All Merciful The most Merciful" Useful Science for the Sake of God Course: Negotiation Skills for Project Managers مهارات التفاوض لمديري المشاريع Instructor: |Dr. Attia Hussien Gomaa | |Industrial Engineering Consultant | |Engineering Service - American University In Cairo
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doubted the reality of these figures‚ saying that it was critical‚ and turned down to the offer immediately. They also took action by calling for a lockout.2 One day before the expiration of the old CBA‚ there was still a huge disparity within the BATNAS of both countries although concessions had already been made. Owners proposed to adopt a ‘flex cap’ system instead of a hard one3 and cut players’ salary by $2 billion over the six years‚ while players offered to cut
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