Reflection Paper - Texoil For the Texoil negotiation‚ I was in the role of the Service Station Owner. As such‚ my main objective was to sell the station and get the best possible agreement. My BATNA was $400‚000‚ which represented an offer from British Petroleum and my resistance point was $413‚000 after tax‚ which represented the cost of my trip. My target was $488‚000‚ which included an additional $75‚000 to help tie me over until I found a job upon my return. This resistance point represents
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Assignment Sheet for Case Study: Negotiation - Porto This case is written by the authors of your textbook‚ Purchasing and Supply Chain Management‚ but may have been edited for our use in this course. This is a TEAM assignment. Read and discuss this mini-case and answer the 5 questions at the end of the case. In this manner‚ you will develop a negotiation plan for the buyer. The very best way to approach this team case is to work on all aspects (each question) of this case together. If you
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The Whiplash Negotiation – MetroMart Background Acting in the capacity of the in-house lawyer for MetroMart Supermarkets Limited‚ I was charged with handling a claim against one of our drivers who was accused of careless driving which resulted in his truck colliding into the back of the car of one of our customers. Our driver‚ who has a clean driving record‚ said in his statement that the traffic was really quiet heavy and moving relatively slowly when the plaintiff‚ Mrs. Johnson‚ who was driving
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The one thing that everyone in this world has in common is communication. Without effective communication the world wouldn’t be able to function. An important aspect of communication‚ which is highly displayed in the movie Thirteen Days‚ is the ability to resolve conflicts. Throughout the movie‚ Thirteen Days‚ the characters work through the process of mediation‚ negotiation and arbitration to develop a plan for dealing with the possibility or World War 3. Throughout this paper I will discuss the
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International 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
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1.0 INTRODUCTION Stress and conflict are two major issues any organisation faces. They are inevitable in all facets of life‚ be individual or organisational. If not handled well they can be a hindrance for the company performance. Conflict and stress both varies according to the organisation and its culture. But both need to be managed well to avoid unnecessary problems. Conflict is a perception. Surveys show that employees spend as much as 42% of their time engaging in or attempting to resolve
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Becoming a Better Negotiator Eric Mayka (MGT-470)- Conflict Management and Negotiation Colorado State University – Global Campus Shelly Baker January 5‚ 2013 Becoming a Better Negotiator Over the past 8 weeks there has been a lot that I have learned about myself as a person with inner reflection in my negotiation style. Negotiation is a skill that I thought people have to be born with. Although people can be born better suited with negotiation skills; the skill is also a craft that
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Negotiations commonly follow a process of "positional bargaining." Positional bargaining represents a win-lose‚ versus a win-win paradigm. In positional bargaining each party opens with her position on an issue then bargains from the party’s separate opening positions to eventually agree on one position. Haggling over a price is a typical example of positional bargaining‚ with both parties having a bottom line figure in mind. According to Fisher and Ury‚ positional bargaining does not tend to produce
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------------------------------ [Context] ~ 1. Creating Free Flow of Information Negotiators must be willing to freely reveal their TRUE obejctives and to listen to each other carefully. - When negotiators are aware of each other’s alternatives‚ (BATNAs)‚ they were more likely to make their resistance point LESS extreme‚ improve negotiating trade-offs‚ and increase the SIZE of the resource pie. ~ 2. Attempting to Understand the Other Negotiator’s Real Needs/Objectives Throughout the Process of Sharing
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business-analysis-techniques-artwork-ma_Layout 1 20/01/2010 11:34 Page 1 72 Essential Tools for Success James Cadle‚ Debra Paul and Paul Turner Business Analysis is the discipline of identifying business needs and formulating workable solutions to business problems. The development of business analysis as a profession has extended the role and responsibilities of the business analyst who now needs the widest possible array of knowledge‚ skills and tools to be able to use each when and where
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