if They Won’t Play (Use Negotiation Jujitsu) Getting to Yes Negotiating Agreement Without Giving In By Roger Fisher and William Ury Vikas Singh Ed Hill What if They Won’t Play • Theymaystatetheirpositioninunequivocal terms • Concernedonlywithmaximizingtheirowngains • Theymayattackyouinplaceofattackingthe problems Three Basic Strategies • What you can do • What they can do – Negotiation Jujitsu • What a third party can do – One Text Mediation Procedure Negotiation Jujitsu Three Basic Maneuvers
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International Journal of Psychology Publication details‚ including instructions for authors and subscription information: http://www.tandfonline.com/loi/pijp20 Culture and Negotiation Jeanne M. Brett Available online: 21 Sep 2010 To cite this article: Jeanne M. Brett (2000): Culture and Negotiation‚ International Journal of Psychology‚ 35:2‚ 97-104 To link to this article: http://dx.doi.org/10.1080/002075900399385 PLEASE SCROLL DOWN FOR ARTICLE Full terms and conditions of use: http://www.tandfonline
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Negotiation Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. In any disagreement‚ individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However‚ the principles of fairness‚ seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. A negotiator may be a buyer or seller‚ a customer
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financial data of the two companies: Meghna Petroleum Limited (Main Company) and Jamuna Oil Company. (Competitor). In addition‚ to calculate their Liquidity‚ Asset management‚ Debt‚ profitability‚ and market value ratio and compare the two companies by explaining the implications of different ratios. This would enable us to conclude upon whom is in a better position. In addition‚ in this project we will look at the DuPont value‚ which will help us to see whether the company is fully utilizing its Total
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1 1.1 VEGETABLE OIL REFINERY Introduction Vegetable oil and fat resources are indispensable to mankind as a source of nutrient and industrial raw materials. Crude vegetable oil obtained from various oil milling units is further refined before use for edible purposes. Refined edible oil is a process where free fatty acids are volatized‚ condensed and recovered simultaneously with vacuum de-colouring operation. Sometimes‚ refining process is limited to simple physical treatment such as heating
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Hampton Machine Tool Case Group 5: Laura Lafitte‚ Joe Loden‚ Chris Ingham‚ Keenen Leake‚ and Humberto Maldonado Hampton Machine Tool Company was founded in 1915 and began supplying parts to military and automobile companies. Beginning in the 1960’s‚ heavy increases in defense spending prompted by the Vietnam War in conjunction with a blossoming automobile industry allowed Hampton Machine Tool Company to experience a period of high growth and increased profitability. By the mid-1970’s‚ defense spending
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BSP2005 Group Case Study ING Insurance Asia/Pacific Introduction ING group is a global financial institution of Dutch origin‚ currently one of the 20 largest financial institutions globally. Currently‚ ING’s business is organized into six product lines in the Banking and Insurance industry; they are retail banking‚ wholesale banking and ING direct in the banking sector and insurance Europe‚ insurance Americas and insurance Asia/Pacific in the insurance industry (ING‚ 2012). The
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The collaborative negotiation A collaborative negotiation is where parties desire‚ and work towards achieving‚ a mutually beneficial outcome. In some cases this can mean reaching a “win/win” result. In a collaborative negotiation there is a greater focus on the genuine interests of the parties‚ rather than posturing or point scoring. In a collaborative negotiation‚ the parties will better understand each other’s interests. For example‚ A computer distributor approaches a Chinese supplier to tender
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CHAPTER CASE 2.2: Pete`s p.74 Case Notes: 1. What interactions and discussion need to take place among the marketing‚ manufacturing‚ logistics‚ and finance departments? Explain the logistics department`s role in the introduction of the new product. The functional areas of marketing‚ logistics‚ manufacturing and finance should hold weekly sales and operations planning (S&OP) meetings to address the following: Identify firm planned orders which may be delayed to the customer. Notify key account managers
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2.10 Author’s Tool Box Enhancing the Story. “Hey Dakota!” Duke says as he walks through Dakotas’ bedroom door. “What’s up‚ Duke?” She says. “Just came to see my favorite person.” Duke smirked and winked. “Oh stop it‚” - Dakota smiles. - “are you ready to talk about this?” “I was born ready.” Duke and Dakota have been dating for almost two years now and have a plan to reach Venus. They have been working on their space craft most of the times they’ve been together. In 2030 scientists reached Mars
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