Marketing & Negotiation Intercultural Negotiation Professor Fathi TLATLI‚ President Global Customer Solutions & Innovation‚ DHL Professor Manoëlla WILBAUT‚ Global Commercial Developments Director‚ DHL ICHEC‚ Year 2012 - 2013 Topics on the agenda I. Key principles to respect during the whole negotiation process II. The negotiation phases – prepare‚ start‚ conduct‚ conclude and follow up with international negotiation examples Intercultural Marketing & Negotiation / ICHEC /
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The collaborative negotiation A collaborative negotiation is where parties desire‚ and work towards achieving‚ a mutually beneficial outcome. In some cases this can mean reaching a “win/win” result. In a collaborative negotiation there is a greater focus on the genuine interests of the parties‚ rather than posturing or point scoring. In a collaborative negotiation‚ the parties will better understand each other’s interests. For example‚ A computer distributor approaches a Chinese supplier to tender
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Contract Negotiation ACM 397 Contract Negotiation The section of the book that I found most informative and took the most out of was Part 1‚ Chapters 1-5. Part 1 covers the nature of negotiation‚ preparation of negotiations‚ distributive bargaining‚ integrative negotiation‚ and closing deals. Negotiation is a process in which individuals with differing viewpoints work together to come up with a solution that can work for both parties. Negotiation is a huge part of our everyday live. It is
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American Finance Association Efficient Capital Markets: II Author(s): Eugene F. Fama Source: The Journal of Finance‚ Vol. 46‚ No. 5 (Dec.‚ 1991)‚ pp. 1575-1617 Published by: Blackwell Publishing for the American Finance Association Stable URL: http://www.jstor.org/stable/2328565 Accessed: 30/03/2010 21:19 Your use of the JSTOR archive indicates your acceptance of JSTOR ’s Terms and Conditions of Use‚ available at http://www.jstor.org/page/info/about/policies/terms.jsp. JSTOR ’s Terms and
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consumers will gain when manufacturers provide more fuel-efficient cars? Today‚ we have many different kinds of cars to choose. They have different sizes‚ colors‚ prices and models. When we buy an automobile‚ we look for the best auto to satisfy our needs like going to the store. Manufacturers provide more cars to help us in our needs. When manufactures provide more fuel-efficient autos‚ consumers save money‚ gas‚ and time. A fuel-efficient car will help us saved money. I mean think about it the
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CONVERSATION OF NEGOTIATION AT MATTA FAIR Promoter : Good morning sir! Welcome to our booth. May I help you? Me : Good morning. I was searching for my vacation at Sarawak. Do you have any good package for me? Promoter : Of course we have sir. This is the list that we offer through out this year. When you plan to go to vacation? Me : Oh‚ I would prefer in June. Do you have any good package? Promoter : Lucky for you sir! In June we have very good package. During that month they will
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The Range of Client Problems and the Helping Skills Used with Clients Christie Lynn Kainz BSHS/305 August 25‚ 2014 Karis Barnett The Range of Client Problems and the Helping Skills Used with Clients Buddha once said‚ “If you light a lamp for someone else it will also brighten your path”. The purpose of helping is to assist others in learning to overcome and/or cope with the problems they face in every day life. Those providing the help often do so to feel a sense of purpose by making a positive
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The Efficient Market Hypothesis(EMH) was first given by Samuelson(1965)‚Fama(1965) and Mandelbrot(1966).It was based on “Random walk Theory”‚ and stated that since the market price will be affected by new information in the market‚ all available information have been fully reflected on the security price. There are three assumptions for the Efficient Market Hypothesis: 1.All investors are independent‚ rational‚ well-informed and hope for the highest profit; 2.All information are free and randomly
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Negotiations come in two forms- distributive outcomes and integrative arguments. Distributive outcomes‚ also called‚ "win-lose" bargaining‚ is a competitive negotiation strategy that is used to decide how to distribute a fixed resource (i.e. money) between two negotiators so that the more one gets‚ the less the other gets. In distributive bargaining‚ each party tries to secure the most benefit for themselves‚ without regard for the other side’s outcome (Roy J.L‚ David M.S‚ and John W. M‚ 1999). For
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Stage 3: Intentions; Stage 4: Behavior and finally; Stage 5: Outcomes. Negotiation in definition is a process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them. There are two BARGAINING STRATEGIES that you can employ during negotiations: (1) Distributive Bargaining or the negotiation that seeks to divide up a fixed amount of resources; a win-lose situation and; (2) Integrative Bargaining or the negotiation that seeks
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