This document discusses various aspects of negotiation including definitions, strategies, tactics, and preparation techniques. It addresses broad definitions of negotiation, developing language for negotiation, different types of issues that may arise, and strategies parties can use including compromise, competing, collaborating, and integrating. It emphasizes the importance of preparation including understanding stakeholders' interests, determining your best alternative to a negotiated agreement, and using tools like BATNA and BUILDER for organizing relevant information.
Adam Roberts: Future funding scenarios for the NHS and social care in EnglandNuffield Trust
In this audio slideshow, Adam Roberts, Research Analyst at the Nuffield Trust, examines the findings of an Institute for Fiscal Studies (IFS) report, funded by the Nuffield Trust.
The report looks at the financial outlook for the NHS when the current unprecedented period of broadly flat NHS funding in real terms ends in 2014-15.
It also considers the future of social care spending given that demographic pressures are increasing demand for care services and the recent Commission on Funding of Care and Support (the Dilnot Commission) called for reform of the system for funding social care in England that would increase the cost to the taxpayer.
The full findings of this work have been published in the report: 'NHS and social care funding: the outlook to 2021/22' (July 2012), written by Rowena Crawford and Carl Emmerson of the IFS for the Nuffield Trust.
Bhajagovindam by Adi Sankara Kannada TransliterationRavi Ramakrishnan
Bhaja Govindam [Praise/Seek Govinda (Vishnu) or (Krishna)] also known as Moha Mudgara (Hammer [to shatter] illusion) is a popular 8th century Hindu devotional composition in Sanskrit attributed to Adi Shankara. This work of Adi Shankara underscores the view that devotion (Bhakti) to God, Govinda, is a vastly important part of general spirituality, as emphasised by Bhakti Yoga and theBhakti movement. This work is generally considered a summary of Adi Shankara's Advaita Vedanta philosophy.
This composition is a reminder that the author, Adi Shankaracharya, who is often regarded as a stalwart advocate of the Jnana Marga (Jnana Yoga) or the "Path of Knowledge" to attain Mukti, yielded to none in appreciating, indeed enjoining the Bhakti Marga (Bhakti Yoga) or the "Path of Faith/Devotion" to the same goal, and as C. Rajagopalachari put in his commentary, "When intelligence (jnana) matures and lodges securely in the heart, it becomes wisdom (vignyana). When that wisdom (vignyana) is integrated with life and issues out in action, it becomes devotion (bhakti). Knowledge (jnana) which has become mature is spoken of as devotion (bhakti). If it does not get transformed into devotion (bhakti), such knowledge (jnana) is useless tinsel."
In this prayer, Adi Shankaracharya emphasizes the importance of devotion for God as a means to spiritual development and to liberation from the cycle of birth and death. The prayer leaves one in no doubt that the renunciation of our egotistical differences and surrender to God makes for salvation. Many scholars hold that this composition encapsulates with both brevity and simplicity the substance of all Vedantic thought found in whatever other works that Adi Shankaracharya wrote:
The refrain "Bhaja Govindam" which defines the composition and gives it its name invokes the almighty in the aspect of Vishnu; it is therefore very popular not only with Sri Adi Shankaracharya's immediate followers, the Smarthas, but also with Vaishnavas and others.
Mayumi Hayashi: Lessons from Japan on social care reformNuffield Trust
In this slideshow, Dr Mayumi Hayashi, Leverhulme Early Career Fellow, Institute of Gerontology, King’s College London, gives an overview of social care reforms in Japan, and outlines the achievements, challenges and lessons for England.
Negotiation PowerPoint Slides include topics such as: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and much more.
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "Preparing for Negotiations" and will show you how to start a negotiation in a strong position by preparing well.
You will get brief knowledge about Pitching and Negotiation Skills from this Assignment. If you want custom assignment for your own please visit our website: www.topnotchresearch.org
Adam Roberts: Future funding scenarios for the NHS and social care in EnglandNuffield Trust
In this audio slideshow, Adam Roberts, Research Analyst at the Nuffield Trust, examines the findings of an Institute for Fiscal Studies (IFS) report, funded by the Nuffield Trust.
The report looks at the financial outlook for the NHS when the current unprecedented period of broadly flat NHS funding in real terms ends in 2014-15.
It also considers the future of social care spending given that demographic pressures are increasing demand for care services and the recent Commission on Funding of Care and Support (the Dilnot Commission) called for reform of the system for funding social care in England that would increase the cost to the taxpayer.
The full findings of this work have been published in the report: 'NHS and social care funding: the outlook to 2021/22' (July 2012), written by Rowena Crawford and Carl Emmerson of the IFS for the Nuffield Trust.
Bhajagovindam by Adi Sankara Kannada TransliterationRavi Ramakrishnan
Bhaja Govindam [Praise/Seek Govinda (Vishnu) or (Krishna)] also known as Moha Mudgara (Hammer [to shatter] illusion) is a popular 8th century Hindu devotional composition in Sanskrit attributed to Adi Shankara. This work of Adi Shankara underscores the view that devotion (Bhakti) to God, Govinda, is a vastly important part of general spirituality, as emphasised by Bhakti Yoga and theBhakti movement. This work is generally considered a summary of Adi Shankara's Advaita Vedanta philosophy.
This composition is a reminder that the author, Adi Shankaracharya, who is often regarded as a stalwart advocate of the Jnana Marga (Jnana Yoga) or the "Path of Knowledge" to attain Mukti, yielded to none in appreciating, indeed enjoining the Bhakti Marga (Bhakti Yoga) or the "Path of Faith/Devotion" to the same goal, and as C. Rajagopalachari put in his commentary, "When intelligence (jnana) matures and lodges securely in the heart, it becomes wisdom (vignyana). When that wisdom (vignyana) is integrated with life and issues out in action, it becomes devotion (bhakti). Knowledge (jnana) which has become mature is spoken of as devotion (bhakti). If it does not get transformed into devotion (bhakti), such knowledge (jnana) is useless tinsel."
In this prayer, Adi Shankaracharya emphasizes the importance of devotion for God as a means to spiritual development and to liberation from the cycle of birth and death. The prayer leaves one in no doubt that the renunciation of our egotistical differences and surrender to God makes for salvation. Many scholars hold that this composition encapsulates with both brevity and simplicity the substance of all Vedantic thought found in whatever other works that Adi Shankaracharya wrote:
The refrain "Bhaja Govindam" which defines the composition and gives it its name invokes the almighty in the aspect of Vishnu; it is therefore very popular not only with Sri Adi Shankaracharya's immediate followers, the Smarthas, but also with Vaishnavas and others.
Mayumi Hayashi: Lessons from Japan on social care reformNuffield Trust
In this slideshow, Dr Mayumi Hayashi, Leverhulme Early Career Fellow, Institute of Gerontology, King’s College London, gives an overview of social care reforms in Japan, and outlines the achievements, challenges and lessons for England.
Negotiation PowerPoint Slides include topics such as: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and much more.
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "Preparing for Negotiations" and will show you how to start a negotiation in a strong position by preparing well.
You will get brief knowledge about Pitching and Negotiation Skills from this Assignment. If you want custom assignment for your own please visit our website: www.topnotchresearch.org
Reaching Decision Makers - Brian Groth - Feb 2015Brian Groth
Tips to:
1. Discover the decisions to be made, who approves & who signs
2. Earn the right to talk to the CxO
3. Sound like the CxO
4. Choose the right “champion”
Week 8Business NegotiationsDiscussion Due Friday, March 20, 2.docxmelbruce90096
Week 8
Business Negotiations
Discussion: Due Friday, March 20, 2015
Review and reflect on what you learned in the past 8 weeks.
· What is the most practical and easily applied lesson you learned?
· What was the hardest to grasp? Why?
W8 Final Exam: Is due Sunday, March 22, 2015
Question 1
1. Which perspective can be used to understand different aspects of negotiation?
Economics
Psychology
Anthropology
All of these perspectives can be used to understand different aspects of negotiation.
4 points
Question 2
1. A zero-sum situation is also known by another name of a situation. Which of the following is that?
Integrative
Distributive
Win-lose
Negotiative
4 points
Question 3
1. BATNA stands for
best alternative to a negotiated agreement.
best assignment to a negotiated agreement.
best alternative to a negative agreement.
best alternative to a negative assignment.
4 points
Question 4
1. What are the two dilemmas of negotiation?
The dilemma of cost and the dilemma of profit margin
The dilemma of honesty and the dilemma of profit margin
The dilemma of trust and the dilemma of cost
The dilemma of honesty and the dilemma of trust
4 points
Question 5
1. The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?
Bargaining range
Resistance point
Target point
Bargaining mix
4 points
Question 6
1. The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.
cost, value, worth
value, worth, cost
value, cost and timeliness
cost, importance, value
4 points
Question 7
1. Good distributive bargainers will
begin negotiations with the other party with an opening offer close to their own resistance point.
ensure that there is enough room in the bargaining range to make some concessions.
accept an offer that is presented as a fait accompli.
immediately identify the other party's target point.
4 points
Question 8
1. The negotiator's basic strategy is to
get information about the opposition and its positions.
reach the final settlement as close to the other's resistance point as possible.
convince members of the other party to change their minds about their ability to achieve their own goals.
promote his or her own objectives as desirable, necessary, and inevitable.
4 points
Question 9
1. Which of the following processes is central to achieving almost all integrative agreements?
Moderating the free flow of information to ensure that each party's position is accurately stated
Exchanging information about each party's position on key issues
Emphasizing the commonalties between the parties
Searching for solutions that maximize the substantive outcome for both parties
4 points
Question 10
1. Substantive interests
are the interests that relate to the focal issues under negotiation.
are related.
Collaboration Through Conflict - SFAA 2013Mark Kilby
Session at South FL's first agile conference where we talked about the 5 sources of conflict and various tools to help your team navigate it for better collaboration
Organizer: Hsinchu Science Park Bureau (HSPB), FITI Program
Instructor: Albert Weng
Date: 2021/06/26
Venue: online
Participants: 20+ startup team from FITI and other programs supported by HSPB
Final session of executive session at the Kellogg Graduate School of Management's Allen Center program "Leading into the Future." http://www.kellogg.northwestern.edu/execed/programs/century.aspx
Leading into the Future: Leading, Leap of Faith & ExperimentsTerri Griffith
Light-weight experiments for organizational innovation. Part of Allen Center program: Leading into the Future http://www.kellogg.northwestern.edu/execed/programs/century.aspx
Part of Kellogg GMS Allen Center program on Leading into the Future http://www.kellogg.northwestern.edu/execed/programs/century.aspx. Section on Demands on 21st Century organizations
Tighter Ties: The Future of Work, Higher Education, and Professional DevelopmentTerri Griffith
Presentation for the Global Workshop on Freelancing and Independent Professional Research, 26-27th Nov 2015. Universities, organizations, and workers -- working together to create effective lifelong learning.
Are 20th Century Constraints Holding Back Open Innovation? (Yes!)Terri Griffith
Managers who want to be strategic about open innovation need to let go of practices that might have worked in the 20th century but are outmoded in the faster-paced, more collaborative, technology-reliant 21st century.
New Faculty Workshop -- Research InfluenceTerri Griffith
Presentation to the new faculty of Santa Clara University. Focus on how to help get their work noticed, and how to help their journals help them... get their work noticed.
Presented as part of a panel session at the 2015 Hawaii International Conference on Systems Sciences (HICSS-48). Panel topic: The role of technology and automation in modern service systems
Leading Without Formal Authority -- By Using DataTerri Griffith
Success in today's fast-paced environments requires that we all lead, whether or not we have the formal authority. Our goals, roles, and colleagues change more quickly than in the past and this pushes us to develop strategies of influence that work clearly and quickly. In this session, we will develop a data-focused approach to direct and coordinate your human, technical, and organizational resources -- we need all three! -- through "light-weight" experiments. Whether you have two minutes or a whole business cycle, you can use data to lead.
15. Job Applicant Negotiation
1. Familiarize yourself with your role & the
situation (5 min)
2. Decide what you would like to accomplish
(pick a goal, 2 min)
3. Decide how you would like to accomplish it
(brainstorm tactics, 3 min)
4. Agreement on all issues, or impasse
5. Negotiate Outside of Room
6. Record Outcomes on Board
16. Types of Issues
Distributive
Different Preferences
Same Values
Congruent
Same Preferences
Integrative
Different Preferences
Diff Values
20. Strategies
Collaborate/
Accommodate
Integrate
What the
Other Party Compromise
Wants
Avoid Compete
What I Want
21.
22. Worksheet
5. __________ only gets you ______
of what you want.
6. __________ issues are where ____________.
7. __________ issues are where ___________.
8. __________ issues are where ___________.
23. Two Tasks
1. Getting Information
– Not just positions
– Underlying preferences, priorities
2. Using Information
– Not just tug of war
– Identifying/creating value
24. Information Sharing
Ask questions – but why should they tell
you?
Give information – reciprocity
Find superordinate goals – super congruent
issues
Make offers - packaging
25.
26. Creating Value by…
+
Image (CC) Brian Solis, www.briansolis.com and bub.blicio.us
28. Not what people want, but
why they want it
… and finding ways to
address underlying
preferences/priorities that
satisfy your own
29. Worksheet
9. Not what people want, but ___________.
10. _____________ & _____________ are two
methods of creating more value in the
negotiation.
30. Worksheet
1. Preparation for negotiation is trivial or
involved?
2. What three kinds of information do you need
to brainstorm about before your first meeting
about a negotiation?
TerriGriffith.com/blo
35. Worksheet
3. When you have time, what is the agenda for
your first negotiation meeting?
4. Describe at least two tactics for gathering
information from the stakeholders to a
negotiation:
TerriGriffith.com/blo
38. Worksheet
Read your case and determine:
Your basic goal in the meeting
Plan how to achieve that goal
39. Be Strategic In Your Preparation
• What’s your BATNA?
• What’s the other party’s BATNA?
• What are the issues & outcomes?
• What are the other party’s issues &
outcomes?
• How are the outcomes valued?
• Strategies and techniques you can apply?
40. After Action Review
What can you take away regarding alternative
points of view?
What about long versus short term goals and how
you value them?
BATNA? Other preparation that would have been
useful?
50. Negotiation in
Practice
TerriGriffith #PIM
The Plugged-In Manager
ThePluggedInManager.com
Editor's Notes
Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA