1. What are the issues in the upcoming negotiation? From Wes Unselds perspective the issue of how much was Howard worth to the Washington Bullets? How much would the Bullets be willing to pay to keep Howard from going to another NBA team? 2. Based on a review of ALL the issues‚ what is the “bargaining mix”? (Which issues do we have to cover? Which issues are connected to other issues?) Juwan Howard’s future talent as an NBA player and how much money can he help bring to the Washington Bullets
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AND ZOPAS This introduction talks about Negotiation concepts. BATNA (Best Alternative to Negotiated Agreement) is the last proposal that a person can do before exiting the negotiation. You have to prepare your BATNA before the negotiation to keep in mind what is your alternative solution if the agreement cannot be reach. Then‚ RESERVATION PRICES is the point beyond which a negotiator is ready to walk away from a negotiated agreement. In a negotiation you are indifferent between settling at your
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Effects of Emotions in Negotiations: A Motivated Information Processing Approach Gerben A. Van Kleef and Carsten K. W. De Dreu University of Amsterdam Antony S. R. Manstead University of Cambridge Three experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In Experiment 1‚ participants received information about the opponent’s emotion (anger‚ happiness‚ or none) in a computer-mediated negotiation. As predicted‚ they
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Define who is an agent and give TWO (2) reasons why agents are appointed. GHL Fridman describes agency as ‘the relationship that exists between persons when one‚ called the agent‚ is considered in law to represent the other‚ called the principal‚ in such a way as to be able to affect the principal’s legal position in resects of strangers to the relationship by the making of contracts or the disposition of property’. The Australian High Court in International Harvester Co of Australia Pty
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kComprehensive Problem Weighted-Average Method The PVC Company manufactures a high-quality plastic pipe that goes through three processing stages prior to completion. Information on work in the first department‚ Cooking‚ is given below for May: Production data: | | Pounds in process‚ May 1: materials 100% | | complete; conversion 90% complete | 70‚000 | Pounds started into production during May | 350‚000 | Pounds completed and transferred to the next department | ? | Pounds in process
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The Change Agent Program at Siemens Nixdorf Post-script – What actually happened? The following material is excerpted from the original article and provides some overview of the actual evaluation that took place. * In terms of “hard” financial results‚ SNI produced its first profitable year in 1994-95‚ the first year of the CCP. Until Siemens intervened‚ it remained mildly profitable‚ with reported sales of almost DM18bn and net income of DM500m in 1998. This performance was insufficient
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Developing Negotiation Case Studies James K. Sebenius Working Paper 11-008 Copyright © 2010 by James K. Sebenius Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. Developing Negotiation Case Studiesi Edited version forthcoming in the Negotiation Journal October 6‚ 2010‚ v2.51 James K. Sebenius‚ jsebenius@hbs
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Identifying the Change Agents and Targets When doing work in your community‚ the first thing to decide is what is the issue or problem you want to address. Whether you are teaching kids to read or trying to create safer neighbourhoods‚ it’s your group’s reason for being; it’s what you’re all about. But‚ you and your organisation are not alone. There are people who can benefit and people who can help. That is‚ there are people for whom your initiative has things to offer and people from whom
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playing in your favorite game‚ and wanting to make money doing it‚ then being a sports agent is the job for you. Sports agency is most certainly the job for me because not only do I love sports‚ I also have favorite players that I watch in different sports. Also there can be many job opportunities given to you if sports agency is in your resume. It involves complications and qualifications to becoming a sports agent‚ you would need a post-graduate or law degree. A law degree can take up to seven or
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Agent Orange: The Untold Story. The Vietnam War was beyond doubt a devastating incident. Thousands of people died in this war because of the bombings‚ but bombing wasn’t the only strategy used by the U.S. Government to get rid of “communist vietnamese‚” nor communist the only people affected in this war. We are aware of all of those people who died in the Vietnam War and we admire its veterans‚ but we don’t consider all of the people that the government left behind after drastically changing their
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