Management Corporation TABLE OF CONTENTS TABLE Preface iii OF CONTENTS Introduction 1 Negotiation Defined Negotiating Across Cultures Chapter One: The Impact of Culture on Negotiating Behavior Case Scenario The Ten Dimensions of Culture Cultural Analysis of the Case Scenario Generalizations and Stereotypes in Negotiations 5 Chapter Two: The Seven Phases of International Negotiation 29 An Overview of the Seven Phases Showing a Commitment to Negotiating Internationally Chapter Three:
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1. What do you believe McCaw is worth? Prepare a careful DCF using the financial forecast of FCFs given in the case and in the associated spreadsheet. What key assumptions determine the range of high and low values in your valuation analysis? Also draw on any other valuation approaches and information that you can. For the sake of consistency‚ all groups should use a (low‚ "Darden") risk premium of 5.5%. We performed a DCF Analysis for two scenarios: 1) assuming the purchase of the residual equity
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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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NEGOTIATION PLANNING DOCUMENT Negotiation: Role: Viking Sandy Wood My overall goal: Maximize my sale price for the syndication of Ultra Rangers cartoon. Since financing costs and re-run costs (up to 8 runs/episode) is quite costly‚ I will feed those costs into my total sale price. Additionally‚ I want to build a sustainable relationship with WCHI so that I can negotiate future deals. Therefore‚ starting this business relationship on good terms is important for me. What are the issues at stake
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1Negotiation Planning Form – Yoav Cohen ; Student ID: N11968626 I. The Problem Problem Statement: I must negotiate with (person) to (solve what problem). I must negotiate with WCHI a 5 year license with 100 episodes of Moms.Com to maximize the net value of the bargaining deal beyond WWIN’s estimated offer of $2.5M. In addition‚ I should sell “Junior” at a higher price than $10K to WCHI. II. Goals and Decision Makers My specific‚ High Expectation: Although $70‚000 per episode paid upfront would
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The negotiation was fast. BebsiCo gave me a price for a yearly contract of $4 M and I agreed. We agreed to negotiate again next year after seeing the percentage of the target market we have reached. The deal was fair‚ and created value for me (reputation and possibility to obtain financing). I also noticed them about the availability to distribute in the largest chain-restaurant in the country (low cost for us‚ high value for them). This was an example of a claiming value negotiation‚ where
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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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Negotiation Analysis Case By: Tae Hoon‚ Min‚ and Lin Business Negotiation Scenario David (age 58) is in charge of Southeast Asia for an investment company‚ Wells Fargo as a managing director. The firm is not performing well and David feels that he is at risk. He decides to negotiate an early retirement package with his company. His highest earnings have been $750‚000. When David is preparing to negotiate an early retirement package with his company‚ he gets an email from the chairman of Allianz
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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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Option 2: National Football League Negotiation The National Football League (NFL) was formed in 1920 with 11 teams. It is currently divided into two conferences of 16 teams further divided into 4 four-team divisions. The National Football League Players Association (NFLPA) acts as a labor union for NFL players by negotiating with owners. NFL players and owners started negotiations in 2011 to divide revenue for its $9 billion a year business. The earlier NFL agreement was agreed on in 2006.
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