What is communication during a negotiation? * Not about negotiator preferences * Blend of integrative verse distributive content varies as a function of the issues being discussed * Content of communication is only partly responsible for negotiation outcomes FIVE CETEGORIES OF COMMUNICATION 1. Offers‚ counteroffers‚ and motives * Important communication in negotiation Convey offers and counteroffers * Bargainers preferences exhibit rational behavior by acting in accordance
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Regarding conflict resolution‚ refer to The Third Side: Why We Fight and How We Can Stop‚ how can you start? When we think about how can I start the conflict resolution‚ we need to understand that how to prevent and avoid the conflicts. Every conflict has the source and origin‚ if we discover the conflict in the beginning of the conflict‚ we can prevent and avoid the further conflict easily. According to The Third Side‚ the author mentions that we should catch the conflict as early as passible
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Negotiation Skills Introduction Everybody negotiate in his or hers personal and professional lives and it is an important part of the competitive modern life. Negotiations can occur over dealing with people‚ business contracts‚ official matters‚ service‚ buying products and relationships. As James Poon (1998‚ p. 41) expressed that negotiation is a basic human activity. The world is like a giant negotiating table that person can negotiate many different things in different situation. Definitions
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Case EPR purchase decision at Benton Manufacturing company ITM R 6:00pm-10:00pm FALL 2014 Date:11/13/2014 INTRODUCTION (5 Points) Benton Manufacturing Company‚ Inc.‚ is a U.S. manufacturer of consumer durables with reported net sales in 1998 of nearly $1billion and operating profits of almost $180 million. In North America alone‚ the company operates 7 factories and 57 distribution centers while employing 5‚200 people. Recently‚ through the acquisitions of several companies Benton’s product lines
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NEGOTIATION Let us move from the era of confrontation to the era of negotiation. - Richard M. Nixon ABSTRACT: Negotiation is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures. Similarly Business Negotiations is intended to be an intellectually challenging and dynamic
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Case 3-1: Brant Freezer Company References Copacino‚ W. C.‚ & Rosenfield‚ D. B. (1987). Methods of logistics systems analysis. International Journal of Physical Distribution & Materials Management‚ 17(6)‚ 38-38. Retrieved from http://search.proquest.com/docview/232591012?accountid=32521 Murphy Jr.‚ P.‚ & Wood‚ D. (2011). Contemporary logistics (10th Ed.). Prentice Hall‚ Boston MA. Sarimvels‚ H.‚ Patrinos‚ P.‚ Tarantilis‚ C. D.‚ & Kiranoudis‚ C. T. (2008). Dynamic modeling
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Case Study ‘Blu-ray versus HD-DVD: A Standards Battle in High-Definition Video’ Discussion Questions 1. What factors do you think influenced whether (1) consumers‚ (2) retailers or (3) movie producers supported Blu-ray versus HD-DVD? Every party in this standards battle had its own reasons for chosing one standard over the other. For instance‚ the motives for movie producers to choose Blu-ray were completely different from the motives for consumers to choose Blu-ray. In our opinion‚ the
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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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Case 3: Ben & Jerry’s 1) Ben & Jerry’s has not been successful in fulfilling all three elements of its mission statement. Ben & Jerry’s has been successful in the element of “Product”; they have continued to make‚ distribute‚ and sell the finest quality super premium ice cream in a wide variety of flavors. Ben & Jerry’s has also been successful in the element of “Social”. Since 1985 Ben & Jerry’s has donated 7.5% of its pretax earnings to various social foundations and
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Playing the Whole Game 3-D Negotiation by David A. Lax and James K. Sebenius Reprint R0311D Savvy negotiators not only play their cards well‚ they design the game in their favor even before they get to the table. 3-D Negotiation by David A. Lax and James K. Sebenius COPYRIGHT © 2003 HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION. ALL RIGHTS RESERVED. What stands between you and the yes you want? In our analysis of hundreds of negotiations‚ we’ve uncovered barriers in three
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