There are two contexts that influence international negotiations - the environmental context and the immediate context. The environmental context includes factors like political and legal pluralism across countries, economic factors like currency exchange rates, government involvement, instability, ideology differences, and cultural differences. The immediate context includes factors negotiators have more control over like relative bargaining power, conflict levels, relationship factors, stakeholders, and desired outcomes. Culture can impact negotiations in ways like how opportunities are viewed, communication styles, time sensitivity, risk propensity, and the nature of agreements. Research shows culture can impact negotiation outcomes and processes through different communication patterns, information exchange, and tactics used across cultures.
The document discusses relationships in negotiation and how they impact the negotiation process. It covers how relationships change negotiation dynamics by taking place over time and making resolution of issues impact the future. It also discusses key aspects of relationships like trust, reputation, and justice. Trust was found to be the most important dimension and is impacted by individual factors, the situation, and history of the relationship. Reputations also influence expectations and emotions. The document provides strategies for repairing relationships and building trust during negotiations.
This document discusses multiparty negotiations, which involve more complex dynamics than two-party negotiations due to additional parties, interests, and relationships involved. It outlines key stages of multiparty negotiations, including pre-negotiation where parties determine participants, form coalitions, understand alternatives to no agreement, and set the agenda. During formal negotiations, an appointed chairperson manages the process using tactics like enforcing ground rules and agenda. Information sharing and managing conflict are also important to reach effective agreements.
This document discusses strategies and tactics for distributive bargaining. It covers:
- Distributive bargaining involves competition over a limited resource and understanding it allows managing these situations.
- Key concepts in distributive bargaining include target points, resistance points, bargaining ranges, and alternatives.
- Tactics for influencing the other party include assessing their positions, managing impressions, modifying perceptions, and manipulating costs.
- Important positions include opening offers, stances, and initial concessions. Exaggerated opening offers can be advantageous if handled correctly.
The document outlines 10 best practices for negotiators: 1) Be prepared; 2) Diagnose the negotiation structure; 3) Identify and work your BATNA; 4) Be willing to walk away; 5) Master key paradoxes like claiming vs. creating value; 6) Consider intangibles; 7) Manage coalitions; 8) Protect your reputation; 9) Understand rationality and fairness are relative; 10) Continue learning from experiences. It provides tips for each practice like thoroughly understanding interests, goals, and alternatives before negotiating and balancing tensions between different negotiation strategies and tactics. Overall, the document advises negotiators to prepare well, thoughtfully apply different practices, and continuously learn and improve.
1) The document discusses ethics in negotiation and provides examples of ethical dilemmas that may arise. It defines different approaches to ethics like utilitarianism, deontology, and virtue ethics.
2) Tactics used in negotiation exist on a spectrum from clearly ethical to clearly unethical. Marginally ethical tactics can involve some level of deception, misrepresentation, or withholding information.
3) While deception may seem effective, it often damages relationships and reputation over the long-run. Negotiators rationalize their use of unethical tactics in various ways but should consider the consequences of eroding trust.
The document provides an overview of communication in negotiation. It discusses what is communicated, including offers, alternatives, outcomes, and explanations. It also examines how people communicate, covering language characteristics, nonverbal cues, and communication channels. Additionally, the document offers tips for improving communication, such as asking questions, listening, and role reversal. Finally, it addresses special considerations for communicating at the close of negotiations.
The document discusses relationships in negotiation and how they impact the negotiation process. It covers how relationships change negotiation dynamics by taking place over time and making resolution of issues impact the future. It also discusses key aspects of relationships like trust, reputation, and justice. Trust was found to be the most important dimension and is impacted by individual factors, the situation, and history of the relationship. Reputations also influence expectations and emotions. The document provides strategies for repairing relationships and building trust during negotiations.
This document discusses multiparty negotiations, which involve more complex dynamics than two-party negotiations due to additional parties, interests, and relationships involved. It outlines key stages of multiparty negotiations, including pre-negotiation where parties determine participants, form coalitions, understand alternatives to no agreement, and set the agenda. During formal negotiations, an appointed chairperson manages the process using tactics like enforcing ground rules and agenda. Information sharing and managing conflict are also important to reach effective agreements.
This document discusses strategies and tactics for distributive bargaining. It covers:
- Distributive bargaining involves competition over a limited resource and understanding it allows managing these situations.
- Key concepts in distributive bargaining include target points, resistance points, bargaining ranges, and alternatives.
- Tactics for influencing the other party include assessing their positions, managing impressions, modifying perceptions, and manipulating costs.
- Important positions include opening offers, stances, and initial concessions. Exaggerated opening offers can be advantageous if handled correctly.
The document outlines 10 best practices for negotiators: 1) Be prepared; 2) Diagnose the negotiation structure; 3) Identify and work your BATNA; 4) Be willing to walk away; 5) Master key paradoxes like claiming vs. creating value; 6) Consider intangibles; 7) Manage coalitions; 8) Protect your reputation; 9) Understand rationality and fairness are relative; 10) Continue learning from experiences. It provides tips for each practice like thoroughly understanding interests, goals, and alternatives before negotiating and balancing tensions between different negotiation strategies and tactics. Overall, the document advises negotiators to prepare well, thoughtfully apply different practices, and continuously learn and improve.
1) The document discusses ethics in negotiation and provides examples of ethical dilemmas that may arise. It defines different approaches to ethics like utilitarianism, deontology, and virtue ethics.
2) Tactics used in negotiation exist on a spectrum from clearly ethical to clearly unethical. Marginally ethical tactics can involve some level of deception, misrepresentation, or withholding information.
3) While deception may seem effective, it often damages relationships and reputation over the long-run. Negotiators rationalize their use of unethical tactics in various ways but should consider the consequences of eroding trust.
The document provides an overview of communication in negotiation. It discusses what is communicated, including offers, alternatives, outcomes, and explanations. It also examines how people communicate, covering language characteristics, nonverbal cues, and communication channels. Additionally, the document offers tips for improving communication, such as asking questions, listening, and role reversal. Finally, it addresses special considerations for communicating at the close of negotiations.
The document discusses intercultural negotiation. It notes that international negotiation is more complex than domestic negotiation due to differences in national cultures and political/economic systems. The negotiation process involves preparation, relationship building, exchanging information, persuasion, and reaching concessions or agreements. Tactics like promises and threats can be used. Cultural differences exist in negotiation styles between countries like the US, Brazil and Japan. Successful intercultural negotiation requires understanding these differences and preparing appropriately.
This document provides an overview of integrative negotiation strategies and tactics. It discusses:
- Integrative negotiation allows both parties to achieve their objectives by exploring alternatives where both gain.
- The key steps in integrative negotiation are identifying problems, surfacing interests and needs, generating alternative solutions, and selecting alternatives.
- Successful integrative negotiators have traits like honesty, maturity, listening skills, and seeking win-win solutions over win-lose outcomes.
This chapter discusses perception, cognition, and emotion in negotiation. It examines how psychological perception can lead to distortions like stereotyping, halo effects, and selective perception. It then looks at cognition, focusing on how framing can define issues strategically and cognitive biases in processing information, like escalation of commitment, fixed-pie thinking, and anchoring effects. Finally, it discusses the role of moods and emotions in negotiation and how they can influence behavior and outcomes.
The document discusses the key elements of negotiation based on the Harvard Method. It outlines 7 elements of negotiation: 1) BATNA, 2) Interests vs Positions, 3) Options, 4) Rules of Legitimacy, 5) Relationship, 6) Communication, and 7) Commitment. The method teaches negotiators to separate interests from positions, focus on interests to create value and reach agreements, and use the 7 elements as a framework for developing an effective negotiation strategy.
Strategy & Tactics of Distributive BargainingAceones
This document discusses strategies and tactics for distributive bargaining where the goals of each party are in direct conflict and resources are fixed. It describes how parties aim to claim as much value as possible and how the existence of a bargaining zone or alternatives affects negotiating power. Key tactics discussed include assessing the other party's resistance point, managing impressions, modifying perceptions, and manipulating costs of delay or termination.
This document discusses factors that make international negotiations more complex than domestic negotiations. It covers two overall contexts that influence international negotiations: environmental context and immediate context. Environmental context includes factors outside of negotiators' control like politics, economics, culture and external stakeholders. Immediate context includes factors negotiators have some influence over like relative bargaining power and desired outcomes. The document also discusses cultural dimensions from Hofstede's model and their impact on negotiation processes and strategies. Effective cross-cultural negotiation requires understanding one's own and other cultures at both general and specific relationship levels.
This document provides an overview of negotiation concepts and best practices. It defines negotiation as a communication process where two parties try to reach an agreement on an issue of common concern while representing their own viewpoints and objectives. The document then discusses characteristics of negotiation such as conflicting interests and interdependence between parties. It also covers culture-specific negotiation styles, why negotiations are important for organizations, and qualities of an effective negotiator. The remainder of the document outlines steps for effective planning and preparation, including framing issues, setting negotiation norms, presenting facts, and addressing potential barriers. It concludes by discussing competitive and collaborative negotiation approaches and the importance of communication.
This document discusses conflict theories and terminology. It defines conflict and explores explanations for conflict including communication theory, human needs theory, and abuse of power. It then examines approaches for responding to conflict such as conflict management, mediation, and peacekeeping. Finally, it outlines ways of overcoming conflict including conflict resolution, peace-building, and conflict transformation.
This document summarizes key aspects of mediation as an alternative dispute resolution process. It discusses the role of mediators, styles of mediation, codes of conduct for mediators, stages of the mediation process, and techniques for managing conflict escalation. The document also contrasts mediation with counseling and outlines common sources and types of conflicts that may be addressed through mediation.
The document discusses negotiation skills and concepts. It begins by defining negotiation as a process of searching for terms to obtain what you want from someone who wants something from you. It then discusses several key concepts in negotiation including:
- Having a BATNA (Best Alternative to a Negotiated Agreement)
- Establishing a reservation price
- Identifying a ZOPA (Zone of Possible Agreement)
- Creating value through trades.
It emphasizes the importance of separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria in negotiations. Several negotiation styles and tactics are also outlined.
This document discusses key elements in managing negotiations within relationships such as reputation, trust, and justice. It defines reputation and trust, explaining how they develop and can be built or damaged. The document also outlines recent research showing that trust tends to promote cooperation and information sharing in negotiations. Specific strategies are provided for increasing different types of trust, managing distrust, and repairing relationships.
The document provides an overview of negotiation strategies and techniques. It discusses different approaches to negotiation including competitive, cooperative, and collaborative strategies. It also outlines skills needed for negotiation like planning, flexibility, teamwork, managing concessions, observing ethics, and assessing outcomes. The document provides examples of phrases to use during negotiation and guidelines for effective negotiation practices at the starting, during, and closing stages.
NEGOTIATION
INTRODUCTION TO NEGOTIATION
NATURE AND NEED FOR NEGOTIATION
FACTORS AFFECTING NEGOTIATION
STAGES OF NEGOTIATION
ROLL OF PERSONALITY IN NEGOTATION
WHAT IS NEGOTIATION STRATEGY?
FIVE SUCCESSFUL NEGOTIATION STRATEGIES
NEGOTIATION STRATEGY: SEVEN COMMON PITFALLS TO AVOID
This document provides an overview of a course on negotiating skills. It discusses preparing for negotiations, different negotiation styles, dealing with tough tactics, developing alternatives, and practicing skills. Key concepts covered include BATNA, WATNA, WAP, and ZOPA. The document also discusses making a good impression, exchanging information, overcoming obstacles, getting past no to yes, dealing with emotions, and closing a negotiation. The overall summary is:
The document outlines a course to improve negotiating skills. It discusses preparing for negotiations, different negotiation tactics and styles, key concepts, making a good impression, exchanging information, overcoming obstacles during negotiations, getting agreement, dealing with emotions, and closing a negotiation successfully.
Negotiation involves discussion between two or more parties to reach an agreement. Intercultural negotiations are more complex due to the number of stakeholders from different cultures involved. Successful intercultural negotiation requires managers to gain specific knowledge about the negotiating parties, prepare to adjust to different cultural approaches, and find innovative solutions that satisfy everyone.
This document discusses key concepts in negotiation including:
- Defining negotiation as a process of communication between parties to reach agreement on differing needs or ideas.
- The importance of understanding one's Best Alternative To a Negotiated Agreement (BATNA), which is the lowest acceptable outcome.
- How the bargaining zone or zone of possible agreement exists between the buyer's reservation price and seller's reservation price.
- Other concepts like reservation prices, target prices, and stretch goals which influence negotiations.
This document provides an overview of negotiation and mediation. It defines negotiation as a process where parties with opposing preferences discuss issues to try and reach agreement, while mediation involves one or more third parties assisting in the discussion.
Key points made include:
- Negotiation and mediation are two of the main procedures for dealing with opposing preferences, along with struggle and arbitration.
- Mediation consists of negotiation assisted by a neutral third party, with the goal of helping disputing parties voluntarily reach their own settlement.
- Effective mediators employ strategies like facilitating communication between parties, controlling aspects of the negotiation process, and using incentives to shape outcomes.
The Negotiation Process Four Stages {Lecture Notes}FellowBuddy.com
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
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Negotiation skills cross cutting issues in negotiationsSamuel Nymgbo
This document discusses cross-cutting issues in negotiation. It covers key cultural variables that influence negotiations such as high versus low context cultures. It also discusses the basic approaches to negotiation including positional bargaining and interest-based negotiations. Positional bargaining focuses on advocating positions to meet individual interests, while interest-based negotiations identify all parties' interests and develop options to address them. The document provides examples of when each approach may be used and strategies for coordinating different approaches between negotiators.
The document discusses international and cross-cultural negotiation. It describes two contexts that influence international negotiations - environmental context and immediate context. Environmental context includes factors outside negotiators' control like politics, economics, and culture. Immediate context includes factors negotiators can influence like power, relationships, and goals. Culture significantly impacts the negotiation process and outcomes. Dimensions like individualism/collectivism and power distance shape communication, decision making, and conflict resolution between cultures. The document also reviews strategies for negotiating across cultures based on the familiarity with the other party's culture.
The document discusses intercultural negotiation. It notes that international negotiation is more complex than domestic negotiation due to differences in national cultures and political/economic systems. The negotiation process involves preparation, relationship building, exchanging information, persuasion, and reaching concessions or agreements. Tactics like promises and threats can be used. Cultural differences exist in negotiation styles between countries like the US, Brazil and Japan. Successful intercultural negotiation requires understanding these differences and preparing appropriately.
This document provides an overview of integrative negotiation strategies and tactics. It discusses:
- Integrative negotiation allows both parties to achieve their objectives by exploring alternatives where both gain.
- The key steps in integrative negotiation are identifying problems, surfacing interests and needs, generating alternative solutions, and selecting alternatives.
- Successful integrative negotiators have traits like honesty, maturity, listening skills, and seeking win-win solutions over win-lose outcomes.
This chapter discusses perception, cognition, and emotion in negotiation. It examines how psychological perception can lead to distortions like stereotyping, halo effects, and selective perception. It then looks at cognition, focusing on how framing can define issues strategically and cognitive biases in processing information, like escalation of commitment, fixed-pie thinking, and anchoring effects. Finally, it discusses the role of moods and emotions in negotiation and how they can influence behavior and outcomes.
The document discusses the key elements of negotiation based on the Harvard Method. It outlines 7 elements of negotiation: 1) BATNA, 2) Interests vs Positions, 3) Options, 4) Rules of Legitimacy, 5) Relationship, 6) Communication, and 7) Commitment. The method teaches negotiators to separate interests from positions, focus on interests to create value and reach agreements, and use the 7 elements as a framework for developing an effective negotiation strategy.
Strategy & Tactics of Distributive BargainingAceones
This document discusses strategies and tactics for distributive bargaining where the goals of each party are in direct conflict and resources are fixed. It describes how parties aim to claim as much value as possible and how the existence of a bargaining zone or alternatives affects negotiating power. Key tactics discussed include assessing the other party's resistance point, managing impressions, modifying perceptions, and manipulating costs of delay or termination.
This document discusses factors that make international negotiations more complex than domestic negotiations. It covers two overall contexts that influence international negotiations: environmental context and immediate context. Environmental context includes factors outside of negotiators' control like politics, economics, culture and external stakeholders. Immediate context includes factors negotiators have some influence over like relative bargaining power and desired outcomes. The document also discusses cultural dimensions from Hofstede's model and their impact on negotiation processes and strategies. Effective cross-cultural negotiation requires understanding one's own and other cultures at both general and specific relationship levels.
This document provides an overview of negotiation concepts and best practices. It defines negotiation as a communication process where two parties try to reach an agreement on an issue of common concern while representing their own viewpoints and objectives. The document then discusses characteristics of negotiation such as conflicting interests and interdependence between parties. It also covers culture-specific negotiation styles, why negotiations are important for organizations, and qualities of an effective negotiator. The remainder of the document outlines steps for effective planning and preparation, including framing issues, setting negotiation norms, presenting facts, and addressing potential barriers. It concludes by discussing competitive and collaborative negotiation approaches and the importance of communication.
This document discusses conflict theories and terminology. It defines conflict and explores explanations for conflict including communication theory, human needs theory, and abuse of power. It then examines approaches for responding to conflict such as conflict management, mediation, and peacekeeping. Finally, it outlines ways of overcoming conflict including conflict resolution, peace-building, and conflict transformation.
This document summarizes key aspects of mediation as an alternative dispute resolution process. It discusses the role of mediators, styles of mediation, codes of conduct for mediators, stages of the mediation process, and techniques for managing conflict escalation. The document also contrasts mediation with counseling and outlines common sources and types of conflicts that may be addressed through mediation.
The document discusses negotiation skills and concepts. It begins by defining negotiation as a process of searching for terms to obtain what you want from someone who wants something from you. It then discusses several key concepts in negotiation including:
- Having a BATNA (Best Alternative to a Negotiated Agreement)
- Establishing a reservation price
- Identifying a ZOPA (Zone of Possible Agreement)
- Creating value through trades.
It emphasizes the importance of separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria in negotiations. Several negotiation styles and tactics are also outlined.
This document discusses key elements in managing negotiations within relationships such as reputation, trust, and justice. It defines reputation and trust, explaining how they develop and can be built or damaged. The document also outlines recent research showing that trust tends to promote cooperation and information sharing in negotiations. Specific strategies are provided for increasing different types of trust, managing distrust, and repairing relationships.
The document provides an overview of negotiation strategies and techniques. It discusses different approaches to negotiation including competitive, cooperative, and collaborative strategies. It also outlines skills needed for negotiation like planning, flexibility, teamwork, managing concessions, observing ethics, and assessing outcomes. The document provides examples of phrases to use during negotiation and guidelines for effective negotiation practices at the starting, during, and closing stages.
NEGOTIATION
INTRODUCTION TO NEGOTIATION
NATURE AND NEED FOR NEGOTIATION
FACTORS AFFECTING NEGOTIATION
STAGES OF NEGOTIATION
ROLL OF PERSONALITY IN NEGOTATION
WHAT IS NEGOTIATION STRATEGY?
FIVE SUCCESSFUL NEGOTIATION STRATEGIES
NEGOTIATION STRATEGY: SEVEN COMMON PITFALLS TO AVOID
This document provides an overview of a course on negotiating skills. It discusses preparing for negotiations, different negotiation styles, dealing with tough tactics, developing alternatives, and practicing skills. Key concepts covered include BATNA, WATNA, WAP, and ZOPA. The document also discusses making a good impression, exchanging information, overcoming obstacles, getting past no to yes, dealing with emotions, and closing a negotiation. The overall summary is:
The document outlines a course to improve negotiating skills. It discusses preparing for negotiations, different negotiation tactics and styles, key concepts, making a good impression, exchanging information, overcoming obstacles during negotiations, getting agreement, dealing with emotions, and closing a negotiation successfully.
Negotiation involves discussion between two or more parties to reach an agreement. Intercultural negotiations are more complex due to the number of stakeholders from different cultures involved. Successful intercultural negotiation requires managers to gain specific knowledge about the negotiating parties, prepare to adjust to different cultural approaches, and find innovative solutions that satisfy everyone.
This document discusses key concepts in negotiation including:
- Defining negotiation as a process of communication between parties to reach agreement on differing needs or ideas.
- The importance of understanding one's Best Alternative To a Negotiated Agreement (BATNA), which is the lowest acceptable outcome.
- How the bargaining zone or zone of possible agreement exists between the buyer's reservation price and seller's reservation price.
- Other concepts like reservation prices, target prices, and stretch goals which influence negotiations.
This document provides an overview of negotiation and mediation. It defines negotiation as a process where parties with opposing preferences discuss issues to try and reach agreement, while mediation involves one or more third parties assisting in the discussion.
Key points made include:
- Negotiation and mediation are two of the main procedures for dealing with opposing preferences, along with struggle and arbitration.
- Mediation consists of negotiation assisted by a neutral third party, with the goal of helping disputing parties voluntarily reach their own settlement.
- Effective mediators employ strategies like facilitating communication between parties, controlling aspects of the negotiation process, and using incentives to shape outcomes.
The Negotiation Process Four Stages {Lecture Notes}FellowBuddy.com
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
Negotiation skills cross cutting issues in negotiationsSamuel Nymgbo
This document discusses cross-cutting issues in negotiation. It covers key cultural variables that influence negotiations such as high versus low context cultures. It also discusses the basic approaches to negotiation including positional bargaining and interest-based negotiations. Positional bargaining focuses on advocating positions to meet individual interests, while interest-based negotiations identify all parties' interests and develop options to address them. The document provides examples of when each approach may be used and strategies for coordinating different approaches between negotiators.
The document discusses international and cross-cultural negotiation. It describes two contexts that influence international negotiations - environmental context and immediate context. Environmental context includes factors outside negotiators' control like politics, economics, and culture. Immediate context includes factors negotiators can influence like power, relationships, and goals. Culture significantly impacts the negotiation process and outcomes. Dimensions like individualism/collectivism and power distance shape communication, decision making, and conflict resolution between cultures. The document also reviews strategies for negotiating across cultures based on the familiarity with the other party's culture.
international and cross-culture NegotiationDreams Design
The document discusses factors that make international negotiations different from domestic negotiations. It describes two contexts that influence international negotiations: the environmental context and immediate context. The environmental context includes factors outside negotiators' control like political/legal pluralism and culture. The immediate context includes factors negotiators have some influence over like bargaining power and relationships. The document also examines how culture, such as individualism/collectivism and power distance, shapes negotiations between parties from different cultures. Finally, it proposes strategies for cross-cultural negotiations based on a negotiator's familiarity with the other party's culture.
The document provides an overview of key concepts in negotiation including:
- Negotiation aims for win-win outcomes compared to bargaining which is win-lose.
- Negotiations are shaped by the interdependence between parties which can be independent, dependent, or interdependent.
- Parties' best alternatives to an agreement, or BATNA, impacts their interdependence.
- Conflicts have different levels from intrapersonal to intergroup and can have productive or destructive functions.
- Successful negotiations require understanding when to claim versus create value to leave opportunities unclaimed.
The document provides an overview of negotiation fundamentals. It defines negotiation as a form of decision making where two or more parties discuss opposing interests to find mutually acceptable solutions. Negotiations occur for several reasons, such as dividing limited resources, creating new outcomes, or resolving problems. People may fail to recognize negotiation situations or misunderstand the process. Successful negotiation manages both tangible and intangible factors, like psychological motivations. Relationships in negotiation can be interdependent, independent, or dependent. Mutual adjustment and concessions shape the bargaining range between parties. Effective negotiators consider perceptions of both process and outcomes to build trust.
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
Martijn Steger and Tony Fiore presented "The Seven Habits of Highly Ineffective Global Business People" on May 18, 2012 at the Ohio State Bar Association's advising corporate directors and officer's meeting.
Presentation - Breach of contract and remedies.pptxAbhinavChahar4
This document outlines the key aspects of contract negotiations and breach of contract. It discusses the definition and characteristics of contract negotiations, including that it is a voluntary process where parties negotiate to find an agreeable outcome. It also covers major negotiation techniques like distributive negotiation, which is a win-lose approach where parties compete over limited resources, and integrative negotiation, which is a cooperative approach where parties share information to find mutually beneficial solutions. The document provides strategies for each technique, such as discovering resistance points in distributive negotiation and emphasizing commonalities in integrative negotiation. Finally, it briefly introduces the topic of breach of contract and available remedies.
The document discusses cultural differences in cross-border negotiations and their impact. It examines how the negotiation processes and ways of reaching agreements differ across cultures. It identifies key steps in understanding who the decision makers are in a negotiation, including identifying the major players and their roles, as well as informal influences. Examples of mergers and acquisitions are provided. Different approaches to negotiations, such as consensus-based vs top-down models, are outlined. Factors like relationships, information sharing, and managing expectations are important in consensus cultures. Coalitional behaviors can also impact negotiations.
This document summarizes the key aspects of the collective bargaining process between unions and employers. It discusses preparing for negotiations, bargaining structure and power dynamics, strategies used at the bargaining table, subprocesses like distributive and integrative bargaining, how agreements are reached, and how the process provides for efficiency, equity and voice in employment relations. Preparation is lengthy and involves assessing priorities, options and alternatives. Agreements must be ratified by union members and management to take effect. While the process has continuity, it also adapts to changes in the bargaining environment.
1 2Organizational NegotiationsLearning Team CAshley.docxhoney725342
1
2
Organizational NegotiationsLearning Team C:
Ashley Davis, Brad Brackett, Chris Gilbert, Eliana Galay, Indira AliMGT/445
December 19, 2016
Kerri Fairclough
Organizational Negotiations
E.L. Thompsons, LLC is a well-established contractor in the construction industry that provides drywall and interior buildout services for many well-known hotels, universities, and commercial properties across the southeast. They were established in the year 1934 and ownership of the company has been passed through generations of different leaders. In 2001, ownership had reduced from four partners, to two. As the two remaining owners, both shared a 50/50 ownership of the entire organization. Both partners passionate about their leadership, but encountered conflicting views on how to effectively run the organization as time passed. As the relationship between the owners deteriorated, Mr. Samuels contributed less time carrying out his duties, and lost interest his role in the company. His actions began to effect the business financially and damaged several relationships with the organizations clients. In 2014, George Samuels announced that he was willing to sell his 50% to Mr. Lane. Both sought the legal-council of different corporate attorneys, and separately prepared to enter negotiation. In August of 2015, both owners and their lawyers sat down together to initiate the negotiation, discuss the separation, and to make a starting offer. The offer was refused, and both parties left the table without reaching a settlement. The following week, after further counsel, a counter offer was made by Mr. Lane’s representative to Mr. Samuel’s representative. This offer was also rejected and followed by three more counter offers over the next two months. In October, both parties reached an agreement that determined an amount, a number of installments, as well as a severance package that satisfied the needs and interests of those involved. The negotiation provided took place internally, and was fully resolved privately between the two owners. In this paper, we will identify the constituents and agents found in the negotiation process, describe the cultural and audience impacts that were found in the negotiation, describe and analyze the factors that played a role as well as their effectiveness, develop additional factors that could have improved the negotiation performance, and finally, provide a description of the ethical approach and the role it played throughout the negotiation process.
Identify the constituents and agents, and describe their role in the negotiation process.
Identify cultural and audience impact on the negotiations (if any)
Describe two of three factors (power, influence, coalitions) that contributed to or supported the negotiation strategies, and analyze their effectiveness.
Develop two or three additional factors (power, influence, coalitions) that could have been used to improve negotiation performance, and explain why these factors may or ...
Unit 1: Environmental Context of International Business, Framework for analyzing international
business environment – Domestic, foreign and global environments and their impact on
international business decisions.
Global Trading Environment: World trade in goods and services – Major trends and developments;
World trade and protectionism – Tariff and non-tariff barriers; Counter trade.
Unit 2: International Financial Environment: Foreign investments -Pattern, Structure and effects;
Movements in foreign exchange and interest rates and then impact on trade and investment flows.
Unit 3: International Economic Institutions and Agreements: WTO, IMF, World Bank UNCTAD,
Agreement on Textiles and Clothing (ATC), GSP, GSTP and other International agreements;
International commodity trading and agreements.
Unit 4: Multinational Corporations and their involvement in International Business: Issues in
foreign investments, technology transfer, pricing and regulations; International collaborative
arrangements and strategic alliances.
Unit 5: Regional Economic Groupings in Practice: Regionalism vs. multilaterallism, Structure and
functioning of EC and NAFTA; Regional economic cooperation. Emerging Developments and
Other Issues: Growing concern for ecology; Counter trade; IT and international business.
This document discusses cross-cultural negotiation. It covers several key aspects of negotiation including dimensions of negotiation, stages of negotiation, cultural differences that affect negotiations, and the role of cultural factors in negotiations. Some of the main points covered are that negotiation is a process of bargaining to find an acceptable solution, cultural styles can impact objectives, relationships, decision-making, and techniques, and being aware of cultural differences is important for successful international negotiations.
This document discusses how culture profoundly impacts management styles and business systems globally. It notes that Americans tend to be individualistic while Japanese culture is more consensus-oriented and group-committed. Effective international business requires understanding and adapting to different cultural norms. The document outlines 10 criteria for cultural adaptation and discusses how awareness of one's own culture helps with adapting to differences in others. It also examines topics like communication styles, negotiations, gender bias, and the influence of culture on strategic thinking across countries.
A family member or acquaintance has asked you for advice on a potential business decision involving market analysis of physicians, solar panel installation, gas stations, or organic farming. You decide to research the supply and demand conditions in the relevant market, including price elasticities of supply and demand, production costs, and other factors. Based on your microeconomic analysis of the market using principles of costs, revenues and profits/losses, you will provide the individual with an informed recommendation about whether or not to pursue the business opportunity and advice on how to approach it.
This document discusses negotiation in international business. It notes that successful negotiation requires thorough preparation and an understanding of cultural differences. Negotiation is a basic human activity that exists in various contexts like between employers/employees, buyers/sellers, and business associates. There are key steps to an ideal negotiation process, including preparation, relationship building, information gathering, bidding, closing a deal, and implementing agreements. Factors like authority, credibility, information, timing, emotional control, and communication skills affect the negotiation process. Different types of negotiation include competitive, cooperative, inter-governmental, intra-governmental, commercial, and non-governmental. Cultural problems, regulators, third parties, bargaining power, tactics, and characteristics of international
This document discusses cross-cultural negotiation styles and tactics. It begins by defining negotiation and explaining when a negotiation becomes cross-cultural. Styles of negotiation are shown to vary across cultures, with examples given for Japanese, North American, and Latin American styles. The document then covers various aspects of the negotiation process, including planning, relationship building, exchanging information, persuasion tactics, and reaching agreements. Both verbal and nonverbal tactics are examined, and it is noted that tactics acceptable in one culture may be seen as "dirty tricks" in another. The importance of understanding differing cultural perspectives in negotiation is emphasized throughout.
The document discusses the drivers and pressures for organizational change. It identifies that change comes from both external environmental pressures such as competition, regulations and technological changes as well as internal pressures like growth, leadership changes, and politics. Some of the key external pressures mentioned are globalization, hypercompetition, and reputation concerns. The document also examines why organizations may not change in response to environmental pressures or after crises, citing factors such as organizational learning difficulties and defensive priorities over innovation.
This document discusses evolutionary developmental biology and how changes in development can lead to evolutionary changes. It provides examples of modularity and molecular parsimony which help explain this. Modularity means parts of the body and DNA can develop differently. Molecular parsimony means organisms share developmental toolkit genes. The document then discusses specific examples like stickleback fish pelvic spines being due to different Pitx1 expression, and Darwin's finches having beak shape variations due to differing Bmp4 and Calmodulin expression levels. Mechanisms of evolutionary change include changes in location, timing, amount, or kind of gene expression.
Developmental plasticity allows an organism's phenotype to change in response to environmental conditions during development. There are two main types of phenotypic plasticity: reaction norms, where the environment determines the phenotype from a continuum of genetic possibilities, and polyphenisms, where discrete alternative phenotypes are produced. Examples include caterpillars changing appearance to match plant growth stages, frogs hatching early in response to vibrations, and temperature determining sex in crocodiles. Stressors like water levels can also influence development, as seen in spadefoot toads. Symbiotic relationships between organisms, like nitrogen-fixing bacteria in plant roots, are important to development and often involve vertical transmission from parents. Gut bacteria are also necessary for
This document discusses several genetic and environmental factors that can influence human development. Genetic factors like pleiotropy and mosaicism can result in syndromes with multiple abnormalities. The same genetic mutation can also produce different phenotypes depending on gene interactions. Environmental teratogens during critical periods of embryonic development can irreversibly damage organ formation, with alcohol, retinoic acid, and endocrine disruptors like bisphenol A and atrazine posing particular risks like fetal alcohol syndrome, cleft palate, lower sperm counts, and cancer. Both genetic and environmental heterogeneity contribute to the complexity of human development.
The endoderm forms the epithelial lining of the digestive and respiratory systems. It gives rise to tissues like the notochord, heart, blood vessels, and parts of the mesoderm. The endoderm comes from two sources - the definitive endoderm and the visceral endoderm. The transcription factor Sox17 marks and regulates the formation of the endoderm. The endoderm lines tubes in the body and gives rise to organs like the liver, pancreas, lungs and digestive system through the formation of buds and pouches along the foregut.
The document summarizes the development of the intermediate mesoderm and lateral plate mesoderm. The intermediate mesoderm forms the urogenital system including the kidneys, ureters, ovaries, fallopian tubes, testes and vas deferens. Kidney development occurs through the pronephros, mesonephros and metanephros stages. The lateral plate mesoderm splits into somatic and splanchnic layers and forms the heart through the merging of cardiac progenitor cells from both sides of the embryo. The heart tube loops to the right to begin resembling the four-chambered adult heart.
The paraxial mesoderm lies just lateral to the notochord and gives rise to vertebrae, skeletal muscles, and skin connective tissue. It is divided into somites which then form dermomyotomes and sclerotomes. Dermomyotomes develop into dermatomes that make dermis and myotomes that form back, rib, and body wall muscles. Sclerotomes form the vertebrae and rib cage. Somitogenesis occurs through a clock-wavefront model where somites sequentially segment from cranial to caudal regions under the influence of signaling molecules like retinoic acid and FGF.
The document summarizes ectodermal placodes and the epidermis. It discusses how placodes give rise to sensory structures like the eye lens, inner ear, and nose. It describes the different cranial placodes that form sensory tissues and nerves, including the anterior placodes that form the pituitary gland and eye lens. The intermediate placodes form nerves involved in sensation of the face and hearing/balance. The epidermis derives from surface ectoderm under the influence of BMPs and forms the protective outer layer of skin and its appendages like hair, sweat glands, and teeth.
- The neural plate transforms into a neural tube through a process called neurulation regulated by proteins like BMP and transcription factors like Sox1, 2, and 3.
- Primary neurulation involves the elongation, bending, and convergence of the neural folds before their closure at the midline to form the neural tube. Key regulation events involve hinge points at the midline and dorsolateral edges.
- Neural tube defects can occur if closure fails, as in spina bifida where the posterior neuropore remains open, preventing proper spinal cord development.
Mammalian development begins with fertilization and cleavage of the egg. The egg develops membranes that allow development outside of water. In mammals, the placenta exchanges gases and nutrients between the embryo and mother. Cleavage is rotational, with zygotic genes activating later than other animals. Cells compact and the morula forms an inner cell mass and trophoblast cells. The trophoblast secretes fluid to form a blastocyst cavity. The inner cell mass forms the epiblast and hypoblast, which generate the embryo and extraembryonic tissues through gastrulation. Axis formation is guided by gradients of genes like HOX and left/right asymmetries are regulated by proteins including Nodal.
- Drosophila melanogaster is a useful model organism for studying development due to its short life cycle, fully sequenced genome, and ease of breeding.
- Early Drosophila development involves syncytial cleavage where nuclei divide without cell division, specifying the dorsal/ventral and anterior/posterior axes.
- Fertilization occurs when sperm enters an egg that has already begun specifying axes; maternal and paternal chromosomes remain separate during early divisions.
This document summarizes key patterns in animal development. It describes that animals undergo gastrulation where cells migrate to form germ layers and axes. Animals are categorized into 35 phyla based on features like germ layers, organ formation, and cleavage patterns. It describes that diploblastic animals have two germ layers while most are triploblastic with three germ layers. Triploblastic animals are further divided into protostomes and deuterostomes based on mouth formation. The document also provides examples of cleavage patterns in snails which are spirally arranged in either a dextral or sinistral pattern determined by maternal factors.
1) Sex determination in mammals is primarily determined by the XY sex determination system, with females having XX and males having XY. The SRY gene on the Y chromosome causes the development of testes.
2) The gonads are initially bipotential but develop into either ovaries or testes based on the sex chromosomes. Testes secrete AMH and testosterone to direct male development while ovaries secrete estrogens for female development.
3) Gametogenesis includes the process of meiosis which produces haploid gametes from diploid germ cells in the gonads. In females, oogenesis begins in the embryo but arrests until puberty while spermatogenesis only occurs at puberty in males.
Stem cells are unspecialized cells that can divide and differentiate into specialized cell types. There are several types of stem cells defined by their potency, including totipotent stem cells found in early embryos, pluripotent stem cells in the embryo, and multipotent adult stem cells. Stem cell regulation is controlled through extracellular signals from the stem cell niche and intracellular factors that influence gene expression and cell fate. Researchers have also induced pluripotency in adult cells by introducing genes that code for key transcription factors.
This document discusses cell-to-cell communication and how it allows for the development of specialized tissues and organs through three main mechanisms: cell adhering, cell shape changing, and cell signaling. It describes how cells interact at the cell membrane through various receptor and ligand proteins. These interactions can be homophilic or heterophilic, and occur through direct contact between neighboring cells (juxtacrine signaling) or over short distances (paracrine signaling). Differential adhesion and cadherins allow cells to sort themselves into tissues based on adhesion strengths. The extracellular matrix and integrins also influence cell communication and development.
Differential gene expression refers to the process where different genes are activated in different cell types, leading to cellular specialization. While all cells contain the full genome, only a small percentage of genes are expressed in each cell. Gene expression is regulated at multiple levels, including differential transcription, selective pre-mRNA processing, selective mRNA translation, and posttranslational protein modification. The most common mechanisms involve regulating transcription through epigenetic modifications of chromatin and the use of transcription factors.
The document summarizes key stages in animal development from fertilization through organogenesis. It begins with fertilization and cleavage, followed by gastrulation where the three germ layers (endoderm, mesoderm, ectoderm) are formed. During organogenesis, organs develop from the germ layers. Metamorphosis may also occur to transition organisms like frogs from immature to sexually mature forms. Examples are provided of developmental processes in frogs and other model organisms like fruit flies and plants. Cell behavior and patterning during these stages are also discussed.
The document discusses considerations for small businesses when hiring employees. It covers deciding when to hire an employee, defining job roles, writing job descriptions, attracting and evaluating candidates, selecting the right hire, training employees, rewarding and compensating employees, and managing ownership and dividends when there are family business partners involved. The key aspects of setting up an employee program for a small business are planning job roles, writing thorough job descriptions, developing fair hiring and review processes, providing training, and establishing clear compensation and ownership structures.
This document discusses various legal issues that small business owners should be aware of, including:
- Understanding the different types of laws (federal, state, local) that may apply to a small business.
- Hiring an experienced small business attorney to provide legal advice and represent the business as needed.
- Choosing an appropriate legal structure for the business, such as a sole proprietorship, partnership, corporation, or LLC.
- Protecting the business name as intellectual property and complying with regulations regarding contracts, liability, taxation and other legal matters.
This document discusses risk management and insurance for small businesses. It begins by defining risk for business owners and identifying common sources of risk such as financial investments, theft, nonpayment of debts, and natural disasters. It then examines risks related to a business's property, personnel, customers, and intangible property. The document provides strategies for managing these risks, such as developing policies and procedures, securing valuable assets, and obtaining different types of insurance. It concludes by discussing ways for businesses to share risk through joint ventures, industry groups, and government funding programs.
This presentation was provided by Rebecca Benner, Ph.D., of the American Society of Anesthesiologists, for the second session of NISO's 2024 Training Series "DEIA in the Scholarly Landscape." Session Two: 'Expanding Pathways to Publishing Careers,' was held June 13, 2024.
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Leveraging Generative AI to Drive Nonprofit InnovationTechSoup
In this webinar, participants learned how to utilize Generative AI to streamline operations and elevate member engagement. Amazon Web Service experts provided a customer specific use cases and dived into low/no-code tools that are quick and easy to deploy through Amazon Web Service (AWS.)
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