Chapter 5: Cross-Cultural Negotiation and Decision Making 1) Which of the following factors was LEAST responsible for the strained relationship that developed between British and Russian partners in TNL-BP? A) political issues B) resource nationalism C) insufficient financial funding D) cross-cultural misunderstandings Answer: C Diff: 3 Page Ref: 151 Chapter: 5 Skill: Concept 2) As illustrated by TNK-BP‚ problems associated with cross-cultural negotiations and decision making styles
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attention to the approaches of negotiation (distributive‚ integrative‚ interest-based‚ and positional). Review the article‚ "Address the concern‚ not the emotion." Note the emotions that arise from each concern. Review the article‚ "DRT Interview: Roger Fisher and Daniel Shapiro on Negotiating‚" paying particular attention to the role of emotion in negotiation. Consider the approaches of negotiation and the core concerns that may contribute to positive negotiation outcomes. Think of an intergroup
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of Perspective Taking and Empathy in Negotiations July 16‚ 2007 Revision Accepted November 27‚ 2007 Volume 19 Number 4 Pages 378 -384 The article “Why It Pays to Get Inside the Head of Your Opponent” looks at the effects of two social competencies in negotiations. Perspective taking and empathy are the two different approaches that are studied in this article to determine the possible different effects they each have on the outcome of negotiations. The authors use a political example
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thought that it would cause other profitable problems. In the end‚ P-9 and Hormel Meat packing Company became two more important parts on the negotiation table. Due to some mistakes‚ it was a failed negotiation. From the case‚ I want to analysis about the mistakes P9 made in the negotiation of the case. First‚ P-9 wasn’t fully prepared before the negotiation. Ray‚ the consultant of P-9‚ was just a consultant and not a professional negotiator. The fact was that he was an over aspiring negotiator because
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and Ury describe their four principles for effective negotiation. They also describe three common obstacles to negotiation and discuss ways to overcome those obstacles. Fisher and Ury explain that a good agreement is one which is wise and efficient‚ and which improves the parties’ relationship. Wise agreements satisfy the parties’ interests and are fair and lasting. The authors’ goal is to develop a method for reaching good agreements. Negotiations often take the form of positional bargaining. In positional
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1. Background Information In a local town meeting‚ negotiations took place between four local towns‚ the government representative‚ mayors and EuroMouse to discuss several issues regarding the towns’ concerns about the effects of EuroMouse on the community. The mayors from each town voiced the concerns of their citizens and reiterated the strain on their resources since the inception of the EuroMouse development. The mayors expressed concern about the government’s role in this project‚ since the
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Journal Entry 3 Alpha – Beta Exercise Beta Group BACKGROUND The name of this negotiation exercise is ALPHA-BETA. The goal of this negotiation is to stay within character and gain as much information from the other side as possible. The uncertainties confronted were how to lead the negotiation as a Betan. The skills that we will try to exhibit are trying to embody the style and culture of the Betans. Our opponents‚ Alpha Inc.‚ were prepared with their demands. They seemed to have researched
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concepts) of bargaining and negotiation. A reflection paper has three elements. You might do well to think about these as roughly one page per element in your write-up. (1) A brief summary of what happened. This might include what you negotiated‚ and what the outcome was. It might also include a summary of your strategy going into the negotiation‚ your perceptions as the negotiation unfolded‚ what behaviors you (or the other side) engaged in during the negotiation‚ and how the two negotiators
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Negotiating Skills To provide you with the skills to plan & implement successful negotiation At the end of the course you will appreciate how to: • Establish objectives to be achieved by negotiation. • Identify a range of outcomes from the desired ideal to the ultimate acceptable fall back position. • Use interpersonal skills to influence others in both informal and formal situations to achieve your objectives. Negotiating Skills • Act assertively to achieve objectives • Reduce resistance
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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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