BUSINESS NEGOTIATIONS Leighton Wilks HROD 493 Winter 2015 Agenda – Day 1.1 • Introductions • Course overview • Negotiation – “BioPharm/Seltek” • Discussion - Introduction to negotiation • Negotiation basics • Distributive negotiation Introduction Me • Leighton Wilks • HROD • SH 460 • lrwilks@ucalgary.ca • (403) 220-4139 You • Name • Area of focus/work • Something interesting? The Course • Perhaps the most useful course of your degree! • Negotiation is both an art and a science • Will discuss
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the negotiation between the host government and a foreign MNE. For example‚ in the case the host government is very interested on what the foreign firm has to offer‚ then the MNE bargaining power will be high. On the contrary‚ if the host country is lukewarm on what the foreign firm has to offer‚ then MNE bargaining power will be low. Also‚ if the options open to the MNE are many and time is not critical (the MNE can afford delays)‚ then the MNE will be in a very strong position to negotiate to
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02/12/2014 Questions: 1. What is the appropriate negotiation strategy that would be most advantageous for Sharon and Jim in this scenario‚ distributive or integrative bargaining? What are the factors that should be considered in making this determination? Integrative bargaining (also called "interest-based bargaining‚" "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their dispute. This strategy focuses on developing mutually beneficial agreements
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Summary- Diplomacy and domestic politics: the logic of two- level games By Robert D. Putnam - Domestic Politics and international relations are entangled‚ one influencing the other - E.g the Bonn negotiations in which a proposal was made by Japan‚ Germany and the USA to recover the locomotive from oil shock - In these negotiations a package deal was made which was for all actors better than the status quo - The Bonn summit produced a balanced agreement of unparalleled breadth and specificity in which
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2012 The relationship between the city management and the unions of Sun Belt City is not at its best. Just recently‚ the city manager reduced the city budget by bargaining hard for lower salary and less fringe benefits. The city manager was able to renegotiate the contracts by hard bargaining with the unions. The hard bargaining process included veiled threats of privatization and outsourcing. This indicated to the city employees that if they did not agree to a renegotiation of contract and
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you conduct negotiations all the time‚ with your partner‚ your family members‚ your customers‚ your boss and your colleagues. In hospitality‚ negotiating and doing deals is an integral part of business‚ from negotiating with large suppliers to bargaining for the best deal at the food markets. S The complexity of a business negotiations will vary according to the size and complexity of the proposed deal‚ as well as the attitude and strategies of the other side. Generally the larger the deal or
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she offered a job for me after I come back from the trip. I said if I didn’t collect enough money‚ I even cannot start my trip‚ not to mention the job stuff. Then another pivotal turning point came: we realized that this case had a negative bargaining zone which is different from the ones before. So we decided to give our reservation price and also see if there was something except the cash that she can give me. So she was willing to give me $450‚000 cash with a $50‚000 per year job after I come
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Negotiation Strategy Article Analysis Negotiations are handled differently by everyone. Some Negotiators are more passive and others extremely direct. Some love the bargaining process and begin the offer extremely low or high for the purpose of playing the negotiating game with their opponent. Others just prefer to have their best cards on the table with a take it or leave it attitude. Negotiators should learn when and how to use different negotiating styles. After all‚ negotiations play a huge
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EMPLOYEE GRIEVANCES & DISCIPLINE [pic] In industrial context the word grievance is used in industrial context to designate claims by workers of a Trade Union concerning their individual or collective rights under an applicable collective agreement‚ individual contract of employment‚ law‚ regulations‚ work rules‚ custom or usage. Such claims involve questions relating to the interpretation or application of the rules. The term “Grievance” is used in countries to designate this type of claim
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Bargaining Power of Suppliers In the apparel industry‚ commodities and undifferentiated products‚ such as cotton‚ are purchased in the manufacturing of goods sold to customers. Also‚ cheap labor is abundant overseas for manufacturing needed products. Switching costs are low for this industry‚ allowing firms to easily pick and choose which suppliers they would like to do business with since suppliers offer very similar products‚ which gives suppliers in this industry low bargaining power. Price
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