factual-inductive style has persuasive appeals made to logic (e.g. typical in North American negotiations)‚ the axiomaticdeductive style appeals to ideals (e.g. typical in the former USSR) and the affective-intuitive style focuses on emotional appeals (e.g. typical in Arab countries). Other studies have shown that persuasive tactics are consistent across countries‚ such as the use of aggressive tactics present in US negotiation behavior There are essentially two strategies to bargaining: representational and
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the seller in the other hand wants profit from us as the buyers. So I considered this as a distributive bargaining zero-sum negotiation where both of us did not get any of what we want‚ or in the other hand let’s say if they agree to negotiate about the price but they did not have many choice but to agree in the price that I offer to them‚ this is a win-lose negotiation where one party’s gain is the other party’s loss. SKILL3.2: There are a few basic step that I need to do to determine or
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Reflection Journal: TEXOIL CASE Summer 2015 For the Texoil negotiation‚ I was assigned 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 $518‚000‚ which accounted the present and the next two years expenses ($478‚000) plus half of the year salary upon return from the trip ($35‚000). My asking price was 650‚000 explaining to Texoil that the market price was around $800‚000. The benchmark was the cost of constructing
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Gaming in Shanghai By: Dr. Bob March Published in Dr Bob March’s book "Chinese Negotiator" Overview HyperHawk‚ one of the world’s major providers of global supply management software and services‚ helps companies reduce costs through efficient product and services sourcing. It has handled more than $50 billion worth of products and services in the oil and gas‚ other natural resources‚ retail‚ transport‚ finance‚ and industrial sectors for customers including General Motors‚ Nestlé‚ Shell‚ Japan
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Jewels Equipment Manufactures 1. a. In negotiation with condor‚ what is Jewels BATNA? A. Jewels BATNA in this case is to buy Z1 CPU from Beta‚ because Z1 are more effective than Z2 and they will save $5 per unit so the total cost of this Z1 units at the end instead of being $38 will be $33. This is $2 dollars cheaper than buying Z2 at $35 per unit. b. In negotiation with condor‚ what is Jewel’s reservation price‚ i.e.‚ the most it will pay for Condor’s Z2 CPU? B. Their reservation price should
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compensation. Tina believes she has rights as an employee not to be discriminated against because she feels she is being singled out when it comes to rudeness with customers. Joe could improve this situation by using an interest based or integrative negotiation approach. Tina stated that she was having family problems‚ but would not go into any details. Joe could have gently persuaded her to give some information in order to determine if indeed there was an underlying cause to her rudeness and anger
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Negotiation Simulation Name: Chen Yi-Ying Student Number: 100016622 Programme: Management Before negotiation‚ there are many things the negotiators need to consider and prepare. In this article‚ it will be divided into nine areas. (Francis‚ C.‚ 2007) 1) Determine your goals. Negotiators have to set a goal for the issue before executing negotiation process. The goal would be the supports for the arguments that the negotiator made and the guide which help the negotiator to achieve an agreement
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------------------------------------------------- Negotiation Report ------------------------------------------------- International Negotiations and Bargaining 1. What‚ in general‚ did you learn about negotiation from the exercise? What surprised you? What would you do differently if you had a chance to do the exercise again? The MedLee: In Pursuit of a joint venture negotiation exercise refers to a joint venture between a US Company and a Family Thai Business Company. I had the role of Pat Armstrong
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Negotiations “Negotiation” steams from the Roman word negotiari meaning “to carry on business”. It was true for ancient Romans as it is for businesspersons of today that negotiations and business involves hard work. (Hendon‚ Hendon & Herbig 1996) Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When parties have different cultural backgrounds the faced problems becomes even more complex.
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September 1997 Cross-cultural sales negotiations A literature review and research propositions Antonis C. Simintiras The Open University Business School‚ Milton Keynes‚ UK‚ and Andrew H. Thomas European Business Management School‚ University of Wales‚ Swansea‚ UK Introduction International business comprises a large and increasing portion of the world’s total trade (Johnson et al.‚ 1994; Czinkota et al.‚ 1995). The growth of international business has gained momentum faster than previously
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