1 NEGOTIATION SKILLS S2‚ 2012 WEEK 2: DISTRIBUTIVE BARGAINING 2 Today’s lecture: Distributive bargaining • • • • • The basic negotiation strategies Distributive bargaining scenarios Fundamentals of distributive bargaining Tasks to focus on Distributive tactics • Results from conflict management styles survey 3 Choosing a negotiation strategy • Distributive • Conflicting goals‚ fixed pie (“zerosum game”)‚ task is to claim value and maximize personal gains • Shared goals
Premium Negotiation Dispute resolution Bargaining
behalf. Stephen is often involved in serious negotiations that have the potential to have negative consequences on the company’s overall growth‚ development‚ and business operations. Stephen went to great lengths to explain a recent court verdict
Premium Law Lawyer United States
Negotiation Summary/Analysis Form 1. The Problem: What is the problem that must be solved in this negotiation? Beta’s ‚ Inc.‚ a robotic manufacturing company had a preliminary discussion with Alpha Inc. about a possible licensing arrangement. In this discussion‚ the companies agreed to be in a relationship for 5 years‚ Alpha‚ Inc. will receive fully assembled Robots from Beta’s In. and will sell under Alpha‚ Inc.’s name‚ companies will have a technology exchange‚ and the agreement will be nonexclusive
Premium Royalties
Post-Negotiation Analysis Les Florets Entering Les Florets negotiation‚ I had set for myself rules. Besides my will to buy the restaurant‚ I had some intermediary objectives to help reach my goal. First‚ I needed to learn more about the seller’s reasons to sell. This way I could offer her different solutions to solve the situation. Second‚ I needed to be flexible‚ despite the limit of $160‚000. That meant I needed to maintain a margin in the negotiation around the price‚ and I decided to start
Premium Marketing Contract UK Singles Chart number-one singles
cultural challenges‚ to be considered while conduct business negotiation in cross cultural situation. Cultural dimension theory and negotiation process help to understand these challenges and find the remedies. For instance‚ Hofstede four dimensions and high and low culture context dimensions are two important theories to explain the behavior of negotiator in international business from cultural perspective. From these theories researches were able to have better understanding of conflicts and challenges
Premium Culture Negotiation Cross-cultural communication
Case Study Analysis Part B: “Power Play for Howard” The Juwan Howard’ negotiation contract process was a very though‚ dramatic and sentimental one. According to the Lewincky the negotiation practices can be different according to the national culture where the negotiation is taking place. Using the seven key steps to an ideal negotiation process that Greenhalgh suggests in the text book we will present our team’ negotiation plan‚ as the General Manager of the Washington Bullets‚ Wes Unseld.
Premium Negotiation Contract English-language films
Must You Point Out Misunderstandings During Negotiations to Your Counterparty? January 25‚ 2012 In Daventry District Council v. Daventry & District Housing Ltd [2011] EWCA Civ 1153‚ the Court of Appeal rectified an agreement for common mistake even though one party arguably did not intend to enter a contract on those rectified terms. The problem arose because the parties and their lawyers were at cross purposes on an important point during negotiations. The only person aware of the differing
Premium United States Negotiation Contract
Reading Responses Face-Negotiation Theory Face-Negotiation theory was developed by Stella Ting-Toomey in 1985. It is a theory that explains why members of two different cultures manage conflict differently. Ting-Toomey asserts that different cultural values exist in dealing with conflict‚ and these conflictual episodes‚ in turn‚ are influenced by the face concerns and face needs of communicators. The differences in cultures‚ distinguishing between individualistic and collectivistic orientations
Premium Culture Individualism Sociology
ANALYSIS: UNDERSTANDING THE KEY PARTIES AND THEIR ROLE IN A NEGOTIATION Instructions: For purposes of this assignment‚ assume that you are the negotiator who is tasked with a salary (on call time‚ step increases‚ overtime for captains and majors) and benefits (insurance while employed‚ insurance after retirement‚ accrual of leave time‚ retirement multipliers) dispute between a large municipal county with a strong mayor and the sheriff’s department for the county. You are negotiating the contract
Premium Negotiation Dispute resolution Mediation
Scenario Analysis CJ407: Crisis Negotiation Kaplan University March 27‚ 2014 The scene is set‚ the information at this time is incomplete. However‚ with the little information that has been received we can identify that this situation at the present time is a hostage situation. A hostage situation defined as “involves the taking of a person captive for instrumental or tangible reasons; the suspect needs the police or other authorities to meet specific demands
Premium United States English-language films Terrorism