1 NEGOTIATION SKILLS S2‚ 2012 WEEK 2: DISTRIBUTIVE BARGAINING 2 Today’s lecture: Distributive bargaining • • • • • The basic negotiation strategies Distributive bargaining scenarios Fundamentals of distributive bargaining Tasks to focus on Distributive tactics • Results from conflict management styles survey 3 Choosing a negotiation strategy • Distributive • Conflicting goals‚ fixed pie (“zerosum game”)‚ task is to claim value and maximize personal gains • Shared goals
Premium Negotiation Dispute resolution Bargaining
1. Bargaining structure – the resulting organizational structure for the collective bargaining process. 2. Pattern bargaining – the union bargains exclusively with that target company until an agreement is reached. 3. Bargaining power – a popular conceptualization is “the ability to secure another’s agreement on one’s own terms.” 4. Bargaining environment – is the diverse set of external influences on labor and management as they sit at a bargaining table negotiating a contract. 5
Premium Collective bargaining Negotiation Trade union
All conflict within an organization is detrimental to employees and the organization. Discuss. Conflict can be defined as “a process that begins when one party perceives that another party has negatively affected‚ or it is about to negatively affect‚ something the first party cares about”‚(Huczynski and Buchanan‚ 2007). Huczynski and Buchanan (2007) also perceive conflict as a mental state which has to be acknowledged by the two parties involved to comply with its definition. In an organizational
Premium Employment Management Conflict
personality & your own attitude toward him‚ you also need to consider the negotiation basics‚ strategies‚ & process. You should know them all by heart & you have to be aware of that particular circumstance. It means‚ you need to comprehend the situation & utilize the right strategies. Now‚ after we talk about negotiation‚ we are going to move forward to the concept of effective negotiation. Effective negotiation will happen when the outcome is winning for all including separating the people
Premium Negotiation
Collective Bargaining Collective bargaining is always mutual acceptance by labor and management of a collective bargaining agreement or contract. This paper will discuss the effect of right to work laws on union membership‚ the role of the National Labor Relations Board‚ the major provisions of the Taft-Hartley Act‚ the role Human Resources plays in collective bargaining initiatives‚ and discuss some of the key characteristics of collective bargaining industries. Union Membership Any
Premium Collective bargaining National Labor Relations Act Trade union
that integrative bargaining can and should be used as an effective tool for negotiations in situations where unequal bargaining power exist. It has been defined for this essay that integrative bargaining is the process of defining goals that allow both sides to achieve their objectives‚ and engage in a process that permits both parties to maximize their objectives (Lewicki‚ 2007). Integrative bargaining can be used as an effective strategy to manoeuvre out from under superior bargaining power being held
Premium Negotiation Best alternative to a negotiated agreement
References: Akalu‚ M. (2001). “Re-examining project appraisal and control: developing a focus on wealth creation.” International Journal of Project Management 19: 375-383. Hermes‚ N.‚ P. Smid and L. Yao (2006). “Capital Budgeting Practices: A Comparative Study of the Netherlands and China”‚ Working Paper‚ University of Groningen‚ p.36. Hawkins‚ C.J.‚ and D. W. Pearce (1971)‚ “Capital Investment Appraisal”
Premium Net present value Discounted cash flow
Bukidnon State University Graduate External Studies PWU‚ Borromeo St. Surigao City Summer 2013 Course Code : EA203 Course Title : Organization and Management Professor : Dr. Marino L. Pamogas Masterand : Ms. Analiza A. Enaldo Source : Reading 1. The Interactionist Perspective: The Role of Fit Summary: Individual differences matter in the workplace. Human beings bring in their personality‚ physical and mental abilities‚ and other stable traits to work. While human beings bring their
Free Psychology Personality psychology Human
in China. Management Science and Engineering‚ (3)‚ pp. 10. JUN‚ Z.‚ GUO TUX-XIN and SHAN‚ L.‚ 2010. SME law and policy analysis. Journal of US-China Public Administration‚ 7(5)‚ pp. 79-82. LI‚ G.‚ 2011. Barriers of Supporting the SMEs Entrepreneurs Financially in China –A Structural Analysis and Policy Implications. Energy Procedia‚ 13(2011)‚ pp. 9803-9809. LI‚ X.C.‚ 2011. SMEs as motor of growth: A review of China ’s SMEs development in thirty years (1978-2008. Human Systems Management‚ 30(1)‚ pp
Premium Finance Bank Corporate finance
Holley‚ Jennings & Wolters states‚ “mandatory bargaining subjects are subjects that may have a direct effect on bargaining unit member’s wages‚ hours‚ or other terms and conditions of employment‚ including the willingness to meet at reasonable times for the purpose of negotiating and the willingness to reduce oral agreements to writing” (2012‚ p. 265). For example‚ when negotiating mandatory subjects of bargaining‚ it includes negotiating wages‚ shift differentials‚ work schedules‚ paid holidays
Premium Employment Management Trade union