Week 4: Analysis of Marilyn and Len Keller University HRM-595-61395July 30‚ 2014 Notes from the exchanges: Joe is VP Sales promoted Marilyn is director of High Technology Sales. Asked to negotiate with Len‚ the National Accounts director. Agreed the Len would turn over 5 billion dollars in viable accounts. Marilyn disagrees with the accounts that have been chosen. Len uses moves that put her on the defensive. Respond with a turn when a move puts the negotiator on the defensive. Scenario
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Factors influencing cross-cultural negotiations Many factors influence cross-cultural negations and should be considered before entering into negotiations with another culture. Negotiators who understand certain aspects of cross-culture negotiations have the advantage over the negotiator who is not well prepared to negotiate with their foreign counterpart. According to Salacuse‚ 1991‚ negotiators should consider the following seven factors when conducting business internationally: the negotiating
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Post-Negotiation Reflection Report I was the buyer in the Texoil Negotiation. I was offered $750‚000 and immediately counter-offered $375‚000 to re-anchor the position. This is because the first offer can otherwise exert a lot of influence. The target prices were clearly far apart; this is where the preparation start proves value and moves the seller to approach his reservation price. Specifically‚ I prepared objective rationale for my arguments and listed all the factors that I believe could influence
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pa Negotiation Expectations: Park Pipe: To have the retention monies reduced to nil. Chic Koon: To get the full 20% retention money. Information required from all Students: Your agenda for the planned negotiation. Your ‘Best alternative’ Your ‘Worst alternative’ Your proposed strategy for the negotiation Your expected outcome Negotiation Each team will have a 4 person negotiating team‚ and each person will need to actively participate during the negotiation. You will
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Win – Lose Outcome in Negotiations From my readings on negotiations‚ I’ve realized that‚ one way or another‚ we are always negotiating‚ because everything we need and want in life belongs to someone else. Therefore in order to get what we want‚ we have to negotiate to get it. After our negotiations‚ we may have a win – win outcome‚ where everyone is happy‚ or we may end up in a win - lose outcome‚ where one side is perceived as having done significantly better at the expense of the other side
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was a multiparty negotiation‚ which involved 6 players all with very different negotiation styles. It was an exercise in which teams easily form a coalition. There were concessions about the value added each team would bring to the “table”‚ and my team in a situation of power saw how negatively the other teams reacted in name of fairness and how important was to share the pie. During this exercise there was a 3-stage process: individual assessment‚ team’s assessment and negotiation. 1) During
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Communication and Personality in Negotiation Paper Nicole L. Reynolds University of Phoenix MGT/445 – Carlos Campos January 10‚ 2011 Every new year is a new me right? Well that is how I think every year because I know I am going to get a raise‚ I am going to loose weight‚ I am going to make some changes. This is what we all like to think when that ball drops‚ what can I do to improve? I feel as if I have excelled at my job‚ I am lost in how I can challenge myself with a new year. With a new
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Negotiation Position Paper Assignment Your task in this assignment is to review and explain what happened during our mock collective bargaining sessions and present your personal recommendation for next steps to the group that you report to as management or labour. If you are part of the labour bargaining team‚ your report would be directed to all members of the bargaining unit. If you are on the management team‚ your report would be directed to other members of management (including chain
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In the "Moms.com" negotiation‚ I played the role of a representative of an international multimedia corporation looking to perform a syndication sale of one of our top rated shows. The corporation had determined that one station in particular provided the best potential for the largest profit. It was my task to "get the best deal possible" with this station. I prepared for the negotiation by creating a spreadsheet‚ which allowed me to go over multiple package combinations until I found what I thought
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Introduction In any negotiation process‚ there are always constraints involved and decision making process involves an analysis of the gains and tradeoffs one has to go through to reach the best optimal solution Decision making process is not just a psychological process as perceived by many but more of a game theory because both the bidder and the negotiator are faced by various constraints‚ which both have to develop a model with both constraints and targets and later iterate to obtain an optimum
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