NEGOTIATION AND CONFLICT APPLICATION PAPER 1 Negotiation and Conflict Application Paper I immigrated to the United States 15 years ago in pursuit of higher education and a successful career. I discovered that I had to significantly readjust the habits engrained in me from childhood through interacting with new people and dealing with conflicts. My traditional and conservative upbringing in India provided a sheltered environment and programmed me into listening and obeying elders and avoiding
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Negotiation In a Cross-Cultural EnvironmentAmerican versus Japanese By Therese Perlmutter HR595 Negotiation Skills Keller Graduate School of Management Dr. Larry Ray May 10‚ 2005 Table of contents I. Introduction II. III. IV. V. Conclusion VI. References I. Introduction Negotiations always occur between parties who believe that some benefit may come of purposeful discussion. The parties to a negotiation usually share an intention to reach an agreement
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Essentials of Negotiations 1. Creating Value - Win-Win Negotiation 2. Claiming Value - Staying in Business! 3. Building Trust - Long-term sustainability Negotiations Sandtraps 1. Leaving Money on the table (Lose-Lose Negotiation) 2. Settling for too little (Winnerʼs Curse) 3. Walking away form the table 4. Settling for terms that are worse than the alternative (Agreement Bias) Why People are Ineffective Negotiators - Faulty Feedback - Satisficing - Self-reinforcing incompetence Negotiation Myths Myth
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1. What was your BATNA in this negotiation? What do you think were the BATNAs of the three other parties? • Mine: Urged all three departments to agree to utilize and give a rollout of an overall system that Jim Linehan suggested‚ including Executive Information System‚ in the eight months; the hardware and software deisn specifications and the accounting standards is uniform as an “open corporation”across Rosewell; I am in charge of the overall task force. • Helen Freeman: Set up an overall system
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Negotiation Conflict Styles by Calum Coburn Five Negotiation Styles When to use? What’s the Danger? Self Defense Compete (I win - You lose) (aggressive) - Need to get results quickly. - Not to family or friends “More interested in "winning" rather than reaching an agreement.” - Overpowering relationships “Don’t Cave In!” Accommodate (I Lose - You Win) “The opposite of competing” - When you or your company are at fault - Repairing relationships - Generosity as a sign of weaknesses
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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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University of Phoenix Material Negotiation Outcome Matrix Negotiation Outcome Type Definition Associated Negotiation Type (distributive bargaining or integrative negotiation) Example Win–win “…win–win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict” (Lewicki‚ et. al.‚ 2010‚ p. 3) The associated negotiation type of a win-win is integrative negotiation. An example of an integrative negotiation is planning a wedding. Both
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Integrative and Distributive Bargaining Whether a negotiation involves working together toward a goal or working against one another to win‚ each party must use a strategy to reach a solution. The differences of distributive bargaining and integrative bargaining are parallel. The ways in which one method is competitive and the other is cooperative is described and related to a well-known case involving basketball player Juwan Howard. Distributive Bargaining In a competitive bargaining situation
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other building next to our office building. Therefore‚ our company had to negotiate with AB Inn regarding the permission and compensation issue. I was not been assigned any works in the process because of my poor experience‚ but I took part in the negotiation as a minute-taker‚ witnessing all the details. It is obvious that the AB Inn owner did not permit us adding a floor at the beginning. The owner stated that he would not approve it unless our company could provide compensation to him. Our company
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Negotiation and Conflict Management Final Report “It’s time to go to the next level of my career‚” I told myself a few months ago. Life and life experiences have put me in the right place at the right time to make my daydream a reality. As a natural born citizen of another country and as a newly-married person‚ I have a unique perspective as well as a set of obstacles and opportunities on the road ahead as I pursue my Executive MBA while being in transition. GOALS My current short-term goal
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