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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Throughout this assignment I will be discussing the importance of the skill of Negotiation. Negotiation is used frequently in everyday situations and I am going to use the example of using negotiation in groups‚ which I have experienced firsthand‚ for the given assignment. Negotiation is very important for people and individuals to work out disputes and everyday situations. ‘Negotiation is not only common but also essential to living an effective and satisfying life. We all need things – resources
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Importance of Negotiation Skills Introduction: The labor relations process includes three phases‚ and one of those phases is the negotiation of the labor agreement. The negotiation process involves two different parties; the union‚ representing the employees‚ and the management/employer. The outcome of those negotiations has a drastic impact on the work lives of the employees‚ such as working hours‚ working conditions‚ hourly wages‚ benefits‚ and other policies. The negotiations also affect the
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Introduction This essay explains the negotiation rationale behind the role of Excalibur Engine Parts Company. Several important issues of the negotiation were chosen to be explained in more details here. They included the goals‚ strategies‚ tactics chosen‚ resistance point‚ target point‚ opening offer‚ concession plan‚ why certain questions would be asked and answered and an analysis of the other party. Excalibur Engine’s goals According to Zetik & Stuhlmacher (2002)‚ each negotiator has unique
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My topic is about personal negotiation that I experienced in 2008. I am a student representative of the first year in economics department. In Korea‚ university students go on a trip for membership training every semester. It has been a long-standing tradition to make students have a strong bond each other. As a student representative‚ I am in charge of organizing the trip even though I am just one of freshmen. Furthermore‚ there isn’t the student union in the department of economics which might
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counsellor. A counselling session was undertaken where the client Michael a student in his final year of VCE is struggling to make an important decision for his future. Michael is a high achiever and his parents have supported him immensely in his studies and strongly encourage him to pursue math and science subject to achieve a high ENTER so he can follow his father’s professional footsteps in to Law and Medicine. Although Michael is very appreciative of his parent’s time and energy into his education
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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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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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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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