Case 1 : The Negotiation Problem This case study shows how two parties can find a successful negotiation resolution by tackling the issues in a creative and mutually beneficial manner. | One of the biggest stumbling blocks encountered by a negotiator is to clearly understand the real issues as the root cause and basis for the negotiation in the first place. All too many times‚ negotiators take insufficient time to clearly identify and frame the problem or issues to be resolved and negotiated
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industrial sectors for customers including General Motors‚ Nestlé‚ Shell‚ Japan Energy‚ Mitsubishi‚ and Cadbury Schweppes. Shanghai-based JJM‚ one of the biggest gaming and hospitality companies in Asia‚ is owned by Chinese businessman Tan Wu Bo. This case study revolves around the period when JJM has been a HyperHawk client for six months‚ and the companies have signed an agreement to conducttwo projects. The first‚ completed in March 2005 and tremendously successful‚ saved JJM some $1 million‚ and the
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ASSIGNMENT – CASE STUDY On a dreary‚ rainy night in October of 1968‚ a young woman was driving behind a lorry truck in the U.S. Perhaps impatient with the transport in front of her‚ the young woman by the name of Ms. Anderson steered her vehicle to peer around the lorry driver’s side to see if the way was clear. Before she could react‚ she was struct head on from an oncoming vehicle from the opposite direction. Ms. Anderson sustained permanent and debilitating injuries as a result of this horrific
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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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Case Study: The Last Straw for Aero Engine Firing an employee is the most burdensome task a manager will ever have to face. No matter the reason for the discharge‚ an employee may become angry or defensive and look for someone to blame. If the termination is not handled correctly‚ the company could be exposed to allegations of wrongful termination which could lead to a costly lawsuit. Case Overview This case recounts the story of an employee at Aero Engine who was fired after a supervisor caught
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Case Study: BP Texas Refinery Introduction According to Lewicki‚ Saunders & Minton (2003)‚ adopting an unethical approach to negotiation in business can have serious consequences. A recent explosion at the British Petroleum (BP) Texas refinery on 24 March‚ 2005 reiterated this and demonstrated the effect of an unethical approach to negotiation with the death of 15 contract workers. Ethical behaviour refers to the standards of conduct such as honesty‚ fairness‚ responsibility and trust. (Lewicki
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Culture and Negotiations Why do Japanese negotiators behave in the manner they do? How does culture affect negotiating behavior and outcomes? MASTER THESIS Author’s name: Patrycja J. Krause Student’s number: 258891 Academic advisor: Søren O. Hilligsøe Faculty of English Aarhus School of Business May 2006 I would like to thank my Mom‚ Barbara‚ for her understanding‚ encouragement and eternal support‚ as well as my advisor‚ Søren O. Hilligsøe‚ for his academic help‚ advice and faith in me keeping
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: Kasthuri Balaji Roll no : PGEMP44/A/03 Contact : 05 Subject : Negotiation Skills Week 6 Assignment Question: 1. What did Peter Welz do or did not do that aggravated the problem? • Peter welz and his team approached BVP with two pronged approach. It leads both the parties to two different opinions and they could not make any agenda for the proposed product. • Before starting the negotiation with BPV‚ isxure is reduced the price from the price list. This made preston spritzer
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Negotiation Skills Case Study Mark is the assistant manager of a book store that is part of a national chain‚ and it is the week of Thanksgiving. He is one of the store’s six salaried employees‚ and the others are fulltime or part-time hourly employees. Besides Mark and the general manager‚ there is Dick‚ the other assistant manager‚ who is getting ready to accept a position elsewhere and who has the accumulated time to give notice at any minute. There are also two section leaders and one community
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Personnel Issues in Public Service Pleasant Ridge Collective Bargaining Case Pleasant Ridge Collective Bargaining Case Many times‚ the process of collective bargaining agreement (CBA) negotiations is referred to as being “an art”. Although it is guided by various labor laws and there are multitudes of theories that claim to have established best practices in the field‚ every negotiation simply has too many unique variables to consider to ever be approached
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