Negotiation In The Iron Lady

Negotiation In The Iron Lady
INTRODUCTION Negotiation is one of the processes that are common for everyone in which
people could use to settle any differences or dissatisfaction. Compromise or agreement is hoped to
be achieved while argument and conflict are avoided because it is a process of people joining hand
in hand together to arrive at a mutually agreeable resolution of a give–and–take bargaining process.
In fact, in any disagreement, the individuals involved would surely aim to achieve the best possible
outcome whether for themselves or the organizations they are representing. Thus, it is important to
have the knowledge of how to conduct a negotiation process by using the right skills, having the
beforehand preparation as well as using the correct way of communicating. Throughout the movie
'The Iron Lady' directed by Phyllida Lloyd, there are quite a number of scenes where the process of
negotiation happens. The main character, which is Margaret Thatcher, played by Meryl Streep
shows how negotiation method is used in order to settle the nation's issues or to reach an agreement
regarding certain matter. Apart from Lady Thatcher, the other characters in this film also show a
great image of how to negotiate while presenting their proposals to be accepted. Margaret Thatcher
is portrayed as a firm and stubborn Prime Minister in which ... Show more content on
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A successful negotiator uses BATNA as the driving force and the key focus to make sure that a
negotiation can reach an agreement and increases the negotiating power (Spangler, 2012). In any of
the negotiation, it is common that every party wants to have a win–win situation or at least can
satisfy its own need. However, there are cases where settlement could not be reached, thus other
alternatives are needed to be planned ahead of time to secure a successful
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Word in Press
© James Berry 2013 1
Assignment 1
Get more feedback
– Share papers with other students – Talk to TA's – Me
Key issues –
– Too much description not enough analysis – Surface level versus deep use of concepts – Concepts
are linked
Assignment 1
Lower grades
– Little or no analysis: Mentioned concepts but failed to describe why they were relevant "There
was a problem at my last job due to low motivation perhaps explained by expectancy theory" ...go
on about how expectancy theory might apply...where was the break–down...get specific – Missing
obvious chance to apply concepts: "We had ten people all going in different directions" – Goal
alignment – Vague or general terms: "We had a problem with ... Show more content on
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Goals or Aspirations  Target Point
– What are my alternatives?
What is the Best Alternative to a Negotiated Agreement (BATNA)?
– What am I willing to accept?
Reservation Value (Price)
Your Target: A Beacon in the Storm
"Aim high"
– Target points (realistic targets) are positively correlated with final outcomes (Galinsky,
Mussweiter, and Medvec, 2002)

A target provides an important standard
– Facilitates your evaluation of offers and counteroffers – Motivates you to move beyond
"satisfactory"
BATNA: Your Source of Power
"Best Alternative to a Negotiated Agreement"
(BATNA; Fisher, Ury, & Patton, 1991)
Try to improve BATNA before you negotiate
– A favorable BATNA allows you to be more resolute with your demands...
...or to "walk away"
Perceptions of your BATNA are also very important
– Your own as well as your counterparts' perceptions.
© James Berry

Negotiation Skills Self Assessment Essay
Negotiation Skills
Self Assessment
By
John Doe
Executive Summary
My time in the negotiation skills workshop was very humbling. Before the workshop began my
negotiation ability was one of the business skills I knew needed the most improvement. When going
into negotiations at work, prior to the course, the only thing I knew was that I wanted a lower price
then I was given. What actually surprised me most what that I did actually have some effective
negotiating strategies but I was correct in my belief that I had a lot to learn. When you have a goal
but lack a game plan on how to achieve it that makes negotiating very difficult and something that I
approached with much reservation at work.
As you will see from my report I ... Show more content on Helpwriting.net ...
The answer to what I want however was always limited to a particular dollar value. I would enter
negotiations with either a target price given to me by a superior or with a somewhat arbitrary price
reduction figure such as achieving a 10% or 20% lower price from the quoted price. While I list this
as a strength, I am now aware that narrowing my focus in a negotiation to focusing purely on price
also caused me to have a purely distributive approach to 'dividing the pie.' I failed to see other
possibilities such as expanding the pie and adding value to both my company and potential
suppliers. This mindset also means that my ability to create value for both parties in a deal was
severely limited.
While in the process of acquiring a product or service I always try and ensure that I have at least two
alternative sources for services and products that my company frequently uses. In the case of a new
product or service I always tried to ensure that I have three independent quotes. Although I wasn't
knowledgeable enough to label this as a BATNA(best alternative to a negotiated agreement) I
believe it did allow me to have an alternative in most cases. I am aware that this is an extremely
limited view of term BATNA and I certainly don't mean to suggest that this is a sufficient approach
to this strategy, it is never the less an alternative.
I have never found it very difficult to determine who the real parties are in a negotiation. Most
negotiations I have

Newgen Case
Issues at NEWGEN
In this case study, a manager named Abdul has to deal with one of his subordinate named Hahn
Chen who problem working along with another colleague has named Amie Lee. Chen wishes to be
transfer and report directly to Abdul instead of Ms. Lee because Ms. Lee is not a technical
supervisor. This is typical problem between employees that happens often in a working
environment. A problem like this often helps demonstrate conflict managing and how good a
manager is. The problem Abdul face covers many areas of organizational behavior such as conflict
and negotiation, organizational change and stress management, communication, personality and
values.
One of theories that are covered in this case is resistance of change. ... Show more content on
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Lee position because she does well with many other people. As for Hahn Chen, I would respect his
wish but I will only grant him part of his wish. I think it is unwise to transfer Hahn Chen because he
is a good software engineer and he is valuable to the team, however I would allow him to report
directly to Abdul. On a different scenario, because Abdul is concentrating on the new product
development after the promotion of Ms. Lee, he might be too busy to have Chen report directly to
him. In this case, I would call up the software engineering team and pick out a person. This person
will be someone who is good at communication and able to explain technical things for the
nontechnical people. This person will be act as a bridge between the software engineering team and
Ms. Lee in order to remedy the situation between Ms. Lee and Chen and also prevent future problem
like

Negotiation between Myself and an Automobile Repair Shop...
In this paper, I will analyze a negotiation involving myself and an automobile repair shop in Ithaca.
In early May, I heavily scratched my girlfriend's Honda while driving to a restaurant in Ithaca.
Though I agreed to pay for the damage to her vehicle and ensure that the repairs are of adequate
quality and timeliness, I still wanted to minimize the cost of repair. To minimize cost, I obtained
initial service cost estimates and expectations from multiple repair shops. This allowed me to
negotiate from a position of strength and expertise with the repair shop that was my top choice.
After some time on the phone, I successfully negotiated for a discount on the initial estimate.
Unfortunately, I still felt that I was somewhat shortchanged in my negotiation. Prior to the
negotiation, I reviewed my position and noted that I had very little knowledge about how much it
should cost and how long it should take to repair a deep scratch. I remembered from conversation
that my girlfriend strongly suggested to have the repairs done at the only Honda recognized repair
shop in the Finger Lakes region. Although I could speak to other repair shops, I was limited to the
Honda recognized repair shop unless the price or timing was completely unreasonable.
Due to the aforementioned, I realized that I needed to obtain a BATNA (a "Best Alternative To a
Negotiated Agreement") by obtaining preliminary quotes from as many reputable repair shops as
possible. A BATNA is defined as the best

One Acre Fund
ONE ACRE FUND: CASE STUDY The scene is Bungoma, Kenya; Moises Postigo is a buyer
interested in purchasing fertilizer on a large scale for his not–for–profit organization the One Acre
Fund (OAF). OAF's mission is to provide fertilizer to farmers "who have nothing" on a credit like
system and when the farmers produce their crops a percentage of their supplus would be returned to
OAF. Eventually the farmers would no longer need a "free hand out" and will be able to support
themselves and their families without putting further strain on the government and the economy.
When first looking at Kenya, Postigo had five different suppliers that all met certain criteria he had
for doing business. He narrowed down the suppliers by contacting them ... Show more content on
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Postigo contacted five vendors, four of which came back with bids. The first scenario where the cost
outweighed the benefit: had he traveled to the fifth vendor, it would have been a complete waste of
time and money. Secondly, as soon as Postigo informed the potential vendors of their expected
delivery date, a second vendor dropped out of the running, stating that they would not be able to
make the delivery date. By sacrificing the face–to–face meetings, Postigo saved a large amount of
time and money while still attracting 3 potential vendors; eventually leading to a deal that, from his
standpoint, was very successful. a. Followup question: Did Postigo pay particular attention to the
other party's needs in the phone calls with Dehiv Medji? Postigo did a very good job of paying
attention to Dehiv Medji's needs throughout the negotiations. They spoke about the affect the
Kenyan government might have on both parties, understanding the government subsidies could
cripple both parties. He brought up Medji's opportunity to grow and wanted to be involved in their
growth, "he asked about growth prospects...indicated that the two organizations might grow
together" (Negotiating, pg 7). Postigo negotiated in a fair and cooperative manner, providing
flexibility on delivery dates and transportation costs. "One of the biggest appeals of Dehvi Medji to
OAF was its willingness to fix a price in November for a January delivery" (Negotiating, pg 7).

Skills Assessment : The Negotiation Agreement
Skills Assessment The Negotiation Agreement This case involved negotiation at two separate stages
within the process. Two different approaches to negotiation are cooperative and competitive.
Cooperative negotiation combines formal bargaining and interpersonal skills such as listening,
assertiveness, supportive communication and collaboration. Cooperative negotiation was the chosen
approach, in continuing to expand the relationship. The Manager had developed a willingness to
collaborate and further expand upon the existing partnership based upon this cooperative approach.
It became apparent that the two companies had congruent objectives to support growth for our
organizations, as well as, to find creative alternatives to work outside the standard agreement
marketing commitments. After taking an assertive approach by asking provocative questions, I was
able to address the business partners needs and wants. In Managing Conflict through
Communication the authors state, "Cooperative negotiation works best when both parties trust one
another and a situation where mutually satisfactory outcomes are possible" (Chan & Abigail, 2014,
p. 231). The initial step in the negotiation process involved my ability to use my interpersonal skills
to effectively communicate and build on my current relationship with the Manager of Partnerships.
Throughout the relationship–building phase, it was necessary that I took various approaches to reach
my company's end goal. During this time, of

The Importance Of Establishing AAn Environment For A...
Introduction When it comes to negotiation, it will be in the best interest of all stakeholders to do
everything within their power to foster an environment for a healthy discussion. "Failing to prepare
and leaving everything to chance is far more risky than doing your best to be ready" (Cohen, 2002,
p. 59). Approaching talks with a mindset that because a person can't truly control how talks will go,
planning is therefore useless, this approach will greatly increase the chance of failure. Because
Surprise, Wingin it, and unexpected reactions leads to strong emotions, which can stall and in most
cases bring talks to a complete halt, planning for these occurrences can greatly benefit all sides of
negotiation. Understanding the importance of ... Show more content on Helpwriting.net ...
"The second integrative negotiation strategy of "problem solving" involves learning more about the
underlying interests of both parties and searching for new solutions to meet those interests"
(McCracken, Salterio, & Schmidt, 2011). When stakeholders invest time by researching the other
party's interest, taking the time in the preparation stage can save time and headaches later. "There
are times when even the best instinctive negotiators find themselves surprised by something another
negotiator says or does" (Cohen, 2002, p. 58). When something like this transpires, many times
people are unable to either get talks moving again, or in some cases, the feeling of being blindsided
builds walls neither side can conquer. An example of this would be, managers and employees are
about to sit down to discuss new salaries and or bonuses. Neither side planned for the talks, when
the representative for the employees ask for a 10K year raise for their employees, the managers
being surprise by this request, leads to not only stall talks, but eventually leads to a company wide
strike. In the managers mind the request was too extreme, they thought they would come in with a
low request and request a high bonus, the employees representative was merely starting high,
however because of this unforeseen request it led to a strike, the managers refuse to make an counter
offer at all. Many times when sports reporters

Constraints In Negotiations
Introduction
In any negotiation process, there are always constraints involved and decision making process
involves an analysis of the gains and tradeoffs one has to go through to reach the best optimal
solution Decision making process is not just a psychological process as perceived by many but more
of a game theory because both the bidder and the negotiator are faced by various constraints, which
both have to develop a model with both constraints and targets and later iterate to obtain an optimum
solution Here, again, BATNA (best alternative to a negotiated agreement) comes into play; both
parties must go for a sacrifice. None gets exactly what he wants but goes for a better alternative. The
opportunity cost of leaving the job must be ... Show more content on Helpwriting.net ...
This creates a dynamic whereby the party that supplies others with rewards obligates them to pay
back in some way,as failure to do so creates an incentive for such a party to withhold such rewards
and only supply them to individuals who will refund it for its troubles. Thus, we can observe that
increasing one's potential to supply rewards to an interaction (i.e., improving one's contribution) can
heighten an individual 's power through increasing his level of benefits that can be obtained from the
association.
With the objective to the attainment goal, negotiators here are motivated to maximize their utility
subject to constraints, which is accomplished through orienting instructions (e.g., "maximize the
points earned in the negotiated solution") and the rewards (e.g., "payment will be based on the
points earned in the negotiated solution."). As a consequence, the attainment goals, and the operators
generating outcomes that tend to move towards the goal, have an influence on the search for
solutions. However, this agreement goal may alter the search for solutions that occur within the
fundamental problem space. More specifically, as solutions tend to unfold, they must incorporate
aspects of search by the other parties––the duo mutually inform and also constrain one

Negotiation : Timing, Framing, And Competitive Negotiation
II. Beginning the Negotiation: Timing, Framing, and Competitive Negotiation (Little Did I Know
How Important These All Were) The first mistake I made was the timing and the framing of the
negotiation. Margo and I are both night students so we work during the day and go to school at
night. When Friday comes around, we are excited to have an evening without school; however, we
are usually exhausted from work and the week's activities. First, I should have probably waited until
Saturday morning to discuss the renewal of the lease and invited Margo to have coffee with me
(since coffee is a requirement of law school attendance) so that we were rested, clear–headed, and
not as exhausted. Additionally, I should have started and framed the negotiation better since these
are important in the beginning of a negotiation. I remember being upset when I walked in the door
on Friday afternoon to find Kevin on the couch. I knocked firmly on Margo's door and told her that I
needed to talk to her right now. A negotiation involves both cognitive and behavioral skills. As such,
a good negotiator should have a plan that includes: (1) analyzing the problem; (2) planning ideas for
a good resolution; and (3) choosing behaviors that fit the situation in order to accomplish those
goals. I was emotional and exhausted and I should have been able to better analyze my own issues
before trying to attack the roommate issue. Furthermore, I didn't have a plan for a good resolution. I
just knew I didn't

Pacific Oil Co.
Pacific Oil Company
Gene Arnold
Negotiation Strategy
Oklahoma Wesleyan University
Pacific Oil Company
The Pacific Oil Company went into negotiations with Reliant Manufacturing, and its goal was to
sign a new long–term agreement. Pacific assumed that the new contract would be signed with no
major obstacles, and that the principal point of negotiation would be price. Jean Fontaine, who is the
marketing vice president for Pacific, went into a negotiation process with Reliant. Fontaine started
the process three years before Reliant Manufacturing's current contract was up, hoping to best his
competition by offering Reliant a lower price and getting them to agree to a five year contract
extension. Fontaine did not adequately research his ... Show more content on Helpwriting.net ...
By planning for only one issue, and failing to see the need to create an overall approach that covered
all the elements that could come up during the negotiations, they overestimated themselves which
gave an advantage to Reliant. Because of Pacific's lack of strategic planning, they wasted valuable
time and money. They also risked losing other opportunities that could have been more beneficial
for them. Adding to the problem was Pacific's assumption that Reliant would sign a new contract
quickly. Because of the time and money spent on traveling and negotiating back and forth, and the
potential need for new technology development, Pacific became increasingly desperate to finalize a
contract with Reliant. As a result, Reliant obtained the advantage needed to make more demands
during negotiations. Additionally, Reliant was aware of Pacific Oil's dependence on its business, and
took full advantage of these opportunities (Lewicki, et al., 2015).
BATNA
The biggest mistake Pacific made was not to bother and develop any kind of Best Alternative to a
Negotiated Agreement (BATNA) for their own situation. They did not anticipate any other
possibilities and also did not make any effort in exploring other options for forming some sort of
alternative for this negotiation. The best alternative strategy for Pacific Oil Company may have been
to hire a mediator to handle the negotiation process. If a mediator had been used in

The Art of Negotiation
The Art of Negotiation: Best Practices for Success April 2010 © 2010 Denali Group Introduction
This whitepaper closely examines techniques that are key to In–Flight Negotiations. Specifically, we
will address critical components of successful negotiations, including: 1. 2. 3. 4. 5. 6. The
Negotiation Process Key Principles Strategy and Tactics Best Practices Lessons Learned Conclusion
2. The Negotiation Process There are two distinct phases and four critical steps to a successful
negotiation process, as illustrated below. Preparation is key to the process to ensure that you are
negotiating from a position of strength. The old adage "knowledge is power" certainly holds true
when it comes to leveraging timely market intelligence ... Show more content on Helpwriting.net ...
Lessons Learned When the negotiation process is complete, it's time to revisit the process to
evaluate what worked and what can be improved upon in future negotiations. It is also important to
communicate the successes and lessons learned to other internal stakeholders. Promote successes
within the organization via internal newsletters and other forms of communication such as your
intranet; remember to "ring the bell" each and every time savings is generated and share credit with
the entire stakeholder team Initially, look for a couple of "quick wins" to gain support from internal
stakeholders Create a mix of large, complex projects with less complex, smaller projects Don't say
"no" to helping a business owner, especially early on in a program – building relationships and
helping the business owner achieve his or her goals is critical to gaining trust and access over the
longer term Top–down support is critical for this type of program to work, for example, a COO
mandate plus numerous presentations to/discussions with business owners at both the director and
VP level are recommended Top–down support is NOT enough – a "bull in a china" shop approach
will not work because front–line business managers will shut you out; it is critical to build
relationships at the manager level and to make sure that goals and objectives are aligned,

Negotiations
CORE NEGOTIATION CONCEPTS Rex Mitchell Opportunities and requirements for negotiation
(and persuasion) are everywhere, everyday Negotiation: * Conferring with another so as to arrive at
the settlement of some matter (dictionary) * Negotiation is a basic means of getting what you want
from others. It is back–and–forth communication designed to reach an agreement when you and the
other side have some interests that are ...opposed. (Fisher & Ury) Negotiation myths (first four from
Thompson 1998): 1. Good negotiators are born – they are self–made, requires study and practice 2.
Experience is a great teacher – experience can improve negotiation skills to some extent, but have to
learn from the experience – not unaided, ... Show more content on Helpwriting.net ...
* Two main approaches to negotiation: – Competitive – Collaborative – But can combine these in
"principled approach" (more later) * Key differences in the ways these two approaches deal with
CRIP goals: – Content: win–lose (in competitive) vs win–win (in collaborative) – Relationship:
unfriendly vs friendly – Identity/face–saving: rigid/confrontational vs flexible/supportive – Process:
positional bargaining vs interest–based bargaining (to build solutions) * I feel that it is desirable to
consider (at least partly) collaborative negotiations in a large majority of situations. However,
collaborative negotiations are not always possible, appropriate, or sufficient. For example,
sometimes you need to protect yourself. * Note that negotiations can and often do combine
competitive and collaborative approaches and tactics Competitive Negotiations: * Basic
assumptions: – Negotiating is controlled by egocentric self–interest – The underlying motivation is
competitive/antagonistic – Limited resources are available and are zero–sum – This negotiation does
not affect the future – The goal is to win as much as you can, especially more than the other side *
Communication patterns: – Make high opening demands and concede slowly – Try to maximize
tangible resource gains, within the limits of the current dispute – Exaggerate the value of
concessions that are

Defining Negotiation : Influencing Encompasses Persuading...
Defining negotiation Influencing encompasses persuading and negotiating. A simple definition for
negotiation is that it is a discussion between two parties to determine ways to reach agreement and
gain mutual satisfaction. Fred Ikle (1985) defined negotiation as a "process in which explicit
proposals are put forward for the realization of a common interest where conflicting interests are
present". Like influencing, negotiation is based on the idea of exchange, in which both parties are
willing to trade–off in order to find an acceptable solution. Roger Fisher and William Uri (1922)
introduced the term BATNA – best alternatives to a negotiated agreement – which are the default
alternatives that both sides to a negotiation would take if they did not reach agreement. This is
useful as the standard against which any proposed agreement should be measured, the bottom–line.
Defining success It is useful to have a clear idea of what success can mean in a negotiation. There
are several ways to look at this: Short term vs. long term – in a negotiation there is a risk of
sacrificing long term gains by settling for short term results. It depends however on the stakes. If the
stakes are small then success can be defined in terms of short term gains. However for substantial
negotiations (example– the NHS Junior Doctors contract), pressure to produce results in the short
term can be counter–productive over the long term. Win/lose vs. win/win – Negotiation is frequently
viewed as a

Vanessa Abrams
Negotiation for Success Vanessa Abrams Case Sascha Kubler Contents Page 3 Did Vanessa Abrams
give in? How did she get into this position and what choices did she have? Page 4 Why didn't she
pursue them? Page 5 What key principles were violated, and what was the consequence of the
violation? Page 6 Have you had similar experiences and how did you handle them? At the
conclusion of the non complete negotiations, Vanessa Abrams said, "I ended up giving in." Do you
agree? Did she give in? Was there something left to negotiate? Looking at what she wanted and
what she got, there was still things that she could have negotiated. She did get one years salary if she
was fired, but she felt that this was not ... Show more content on Helpwriting.net ...
What did she really want? – To feel valued, continuing to work for the company and the option to be
able to sell something if she left the company. These things were not discussed with Jerry. She
decided to take Nicks advice and dig in with demands of a monetary nature. She could have asked –
What did Jerry really want/need? Jerry had an interest in the relationship between them, and an
interest in the issue of signing the document. This meant that collaboration may have worked. He
knew that she was on a good pay and he also knew that she was important to the company. She
should have asked more questions to uncover these things. She played hard–ball and therefore he
countered with hard–ball tactics causing a stalemate. Both dug in and therefore there was an
impasse. She obviously did not prepare for the negotiation although in her mind she probably did as
she sought legal advice. She didn't look at what Jerry's position was in all this. i.e. as she stated....
"There was no reason in my mind why I needed to sign." "Somewhat confused by the sudden
urgency of the request, Abrams decided to call Jim." Her comment of "the feeling that he wasn't
willing to give me a god–dam thing was enraging" shows she was letting her emotions interfere.
What key principles covered in this course were violated and what was the consequence of the
violation? Lack of preparation, getting carried away and

The Issue Of Bargaining Over Position
Negotiation is part of everyday life, and we use it to get something that we want from other people.
The "problem" that Roger Fisher and William Ury refer to is the issue of bargaining over position.
When we argue over positions, it produces undesirable outcomes. In negotiations, people tend to pay
attention to the position, and not the underlying concerns of both parties. This is not only inefficient,
but it can also lead to strained relationships between two parties. "Getting to Yes: Negotiating
Agreement Without Giving In" by Fisher and Ury is a step by step guide to negotiating using a
method known as "principled negotiations." In principled negotiation, you and the other party are
seen as the problem solvers rather than adversaries. The goal of principled negotiation is always to
reach an outcome "efficiently and amicably."
The Method
Every negotiation will involve people, and Fisher and Ury make it very clear that people are not
perfect. While some may be good communicators, others may not be good listeners on the receiving
end. We have our own interests and goals, in which we tend to see from our point of view.
According to Fisher and Ury, the first step to a successful negotiation is to "separate the people from
the problem." The most common human problem that we face tends to be "perception, emotion and
communication." To prevent these problems from happening, the authors suggest that we "build a
working relationship" and focus on the problem itself, not the

An Agressive Negotiation Style And How It Worked For All...
Personality types and negotiation styles have direct correlations to each other. My personality type is
forward and agressive when dealing with someone in negotiation. I usually view my side of the
negotiating process as the right one and believe that the other side needs to come over to my side to
make it worth while. This proves to be unreliable for me to make negotiations work, so I usually
have to change my stance. An agressive stance in negotiations does not equate to getting your
BATNA (Best alternative to a negotiated agreement) realized. It is not a good way to get your
reservation price negotiated as well. Here this paper will discuss the alternative to an agressive
negotiation style and how it worked for all parties. My description of a BATNA and reservation
price is a negotiation with an employee on their continued direction of working in the same
environment or changing them to an alternate workplace. To begin with the BATNA should be
described. "Your BATNA is your preferred course of action in the absence of a deal. Knowing your
BATNA means knowing what you'll do or what will happen if you do not reach an agreement"
(Negotiating Outcomes, 2007). In some cases this may mean to walk away from the negotiation if it
does not meet your requirement. Some people may even think that the best deal might be another
course of action, such as getting a delivery of goods on a specific day rather than the day that the
other side is willing to work on. Having the

Essay Negotiating in a Foreign Culture
Case Study Summary When Anne Burns, an American expatriate, moved to Jordan with her
husband to promote female entrepreneurship through the non–profit organization ExportJordan, she
had no idea that her American style of communication and negotiation would clash so severely with
the Jordanian culture. As she settled into her new office aided by a western educated female
employee named Hayat, she quickly ran into a number of minor differences such as men not shaking
her hand. Major issues soon started happening, as evidenced by her less than warm welcome by
Jafar, a male employee who warned her about her attitude and actions with cryptic phrases and
obvious disapproval. Anne rapidly ran into walls with her direct style of communication ... Show
more content on Helpwriting.net ...
Case Study Analysis Questions What Are the Major Issues in This Case? The major issues in this
case start with Anne not being familiar with the intricacies of politics, culture and communication in
Jordan. She took a position in a foreign company in a culture significantly different from her own
and did not take the time to properly familiarize herself with the host country. That is the root of the
problem, but it continued to compound at her work when she did not do her part to clarify her role in
the organization, ExportJordan. Anne also did not clearly understand the role of her co–workers and
was not aware of the undercurrents of the situation and what was happening around her. She
publicly demeaned her male assistant by giving him a derogatory nickname. She failed to notice the
absence of her female coworker until someone mentioned it to her. She failed to realize that not
everyone in the organization was there to further the cause of women becoming entrepreneurs and
entering the business world. Nor did she seem to understand that Jafar's influence extended beyond
the company and that it unwise to anger him. The biggest problem in this whole case study is that
because Anne was not culturally aware she misunderstood everything that was happening around
her and her ignorance not only endangered her, but everyone she was attempting to help. How Did
Anne Handle the Problem? Simply stated, Anne handled the problem as if she were in

The Pacific Oil Company Essay
Introduction This paper will describe the problem that Pacific Oil Company faced as it reopened
negotiations with Reliant Chemical Company in early 1985. Secondly I will identify and evaluate
the styles and effectiveness of Messrs, Fonatine, Guadin, Hauptmann, and Zinnser as negotiations in
this case. Finally I will outline what Frank Kelsey recommend to Jean Fontaine at the end of the
case? Why? Managing Conflict in Negotiation The Pacific Oil Company went into negotiations with
Reliant Manufacturing, and its goal was to sign a more long–term agreement prior to the contract
ending in three years. Pacific anticipated that the new contract would be signed with no major
obstacles or changes, and that the dominant point of negotiation ... Show more content on
Helpwriting.net ...
On the other hand, Hauptmann indicated that Reliant wanted to renegotiate the current agreement,
but over stated their supply throughout the negotiation. Also, they communicated to Pacific they
only wanted to make a commitment for a two–year contract renewable. But the style of Frederich
Hauptmann's, senior purchasing manager for Reliant Chemicals in Europe, negotiation tactics was
that of power. He was only brought in four weeks prior to the Pacific and Reliant contract talks.
Hauptmann stated that Reliant did not want to over extend their obligation and did not agree on
Pacific's analysis and minimum requirements. Zinnser communicated that they pleased with the
current relationship with Pacific but was concern ed for about the Future. Reliant felt that Pacific's
basic formula price on VCM was currently fair, but might not remain competitive in the near future.
Hauptmann wanted Pacific to freeze the minimum projections for two years and then they would
increase it in the third year. Fontaine and Gaudin were very surprised by this outcome and tried
repeatedly to persuade Hauptmann that the minimums were understated and that the PVC market
was going to prosper beyond Reliant's forecast. New information will frequently come to light
during a negotiation, and negotiators need to manage the paradox between sticking with their
prepared strategy and pursuing a new opportunity

Relationship Between Gas Station Exercise On The People...
With this course, I have learned that it is possible to dramatically improve my ability to negotiate. I
can improve my monetary returns and feel better about myself and the people with whom I deal. I
also learned that there are several ways to test my own intuition and approach. The course provided
me with an opportunity to assess my "instinctive" bargaining style and provides suggestions for how
to further develop my bargaining abilities. The negotiation exercises was a good way to cement
several of the concepts from the book and lecture and gave me several opportunities to get to know
my classmate more and test some new insights with them.
Gas station exercise: my team shouldn 't have been too worried about the other station 's profits. We
should only have been concerned about maximizing our own profits. Even though our profits
depend on both our choices in pricing and the choices of the other station. However, our main
concern should be our own profit picture. If the other team do well or do poorly, that shouldn 't be a
big concern of ours. You should simply do as well as you can to boost your own profits as much as
you can. At the start of the game, we had a plan and actually documented the minimum amount we
expected to make and wrote this down. We also agreed on who would go to meet with the other
team to let them know our position. The preparation gave us the peace of mind that comes with
having a game plan. I believe planning gave us confidence during the exercise.

Analysis Of The Sale Of Neiman Marcus Group
Factual Background/ Summary
This negotiation, which occurred in 2005, was regarding the sale of Neiman Marcus Group
(Neiman) and joint corporate agency comprising of 2 large private equity firms namely Texas
Pacific Group (TPG) and Warburg Pincus (Warburg). It is potent to note that at the time of the said
acquisition, Neiman was at the height it's industry (refered as the "crown jewel") , i.e its managerial
team was held in high esteem, their stocks were at an optimum level, their financial health was
exceptional with investment grade credit and inconsequential debt.
Impressively, the sale concluded with a grand total of $5.1 billion, which was considered to be high
if not more than the ... Show more content on Helpwriting.net ...
In addition, protections were laid down by Neiman, in their favour, which binded the buyers and
proscribed any eleventh hour buyer's remorse.
It was highlighted by Howard Raiffa that there are certain 'organising questions' that need to be
answered for the identification of significant characteristics of every negotiation. Firstly, he
proposed that the primary question to be answered is in regards to the number of individuals or
group of individuals involved, i.e the size and the presence or absence of internal conflicts in the
groups.
As mentioned above, the key parties involved are Neiman, TPG, Warburg, their respective lawyers
as well as Neiman's banker, Goldman Sachs.
Formation of Deal
Neiman Marcus constituted a significant portion of the Smith family's dynastic wealth.
Nevertheless, due to a tax obstacle – as a result of a prior restructuring– had just become obsolete
and because there was had been favourable sale in the retail industry, 2005 seemed like an adequate
if not perfect moment to be taken advantage of by the Smith faimly with the sale of Neiman.
The board of directors proceeded with an evaluation of their option
Seven Elements of Negotiation
It would be practical to address Patton's 7 elements of negotiation in order to analyse the Neiman–

TPG/Warburg scenario, namely, Interests, Legitimacy, Relationship, Fisher and Ury's BATNA (Best
Alternative to a Negotiated

How Management Is A Type Of Process
Management is a type of process that businesses or companies utilize in order to reach
organizational goals by working with resources and individuals to reach those goals. From a
management standpoint, many individuals use negotiations to reach these organizational goals by
assembling and overseeing everyone to work together for the overall purpose. Lewicki, Barry, and
Saunders (2015) explain negotiations rather well in our text, Essentials of NEGOTIATION, by
defining it as a "form of decision–making in which two or more parties talk with one another in an
effort to resolve their opposing interests." Negotiations can be thought of as a combination of
argument and bargaining between two or more opposing sides, but typically either side try to find a
mutual agreement, or solution, to satisfy a win–win situation. Negotiations can further be broken
down into key elements that compose its process as well as ten (10) best practices for negotiators to
hone their skills, specifically identify and work the best alternative to a negotiated agreement, or
BATNA. Several characteristics, or key elements, compose the process of negotiations. Initially,
negotiations begin when there are two or more individuals, groups, or organizations. Secondly, there
must be a conflict in which these parties must find a way to resolve. Thirdly, "the parties negotiate
by choice!" (Lewicki et al., 2015). We simply negotiate due to the fact we believe we can better, or
sweeten, the outcome

Negociation: Negotiation and Reservation Price
Anna Hardy – Lucie Lambert – Manon Lauzet – Thomas Jouvel – Chloé Gilles
EXERCICE IN NEGOCIATION ANALYSIS
EXERCISE ON BATNAS, RESERVATION PRICES, AND ZOPAS
A PRIMER ON BATNAS, RESERVATION PRICES, AND ZOPAS
This introduction talks about Negotiation concepts. BATNA (Best Alternative to Negotiated
Agreement) is the last proposal that a person can do before exiting the negotiation. You have to
prepare your BATNA before the negotiation to keep in mind what is your alternative solution if the
agreement cannot be reach.
Then, RESERVATION PRICES is the point beyond which a negotiator is ready to walk away from a
negotiated agreement. In a negotiation you are indifferent between settling at your reservation prices
or BATNA. The reservation ... Show more content on Helpwriting.net ...
MOREOVER, HE OR SHE WOULD PREFER $100 P FOR SURE TO A P CHANCE AT $100
AND A 1 PCHANCE AT $0. NOW SUPPOSE THAT CONDOR IS RISK AVERSE. HOW
WOULD CONDOR'S RESERVATION PRICE CHANGE?
If we suppose that Condor is risk averse, then it will prefer the EMV ($18/unit) to the low
possibility of selling at $30/unit. ANYWAY, THEY WILL SELL THE CPU MORE THAN
$15/UNIT, SO CONDOR'S RESERVATION PRICE WILL BE BETWEEN $18 AND 15$.
Exercise 2 :
_Mary wants to sell her house for $215.000; she didn't have any proposition until this young
couple's offer ($170.000). Mary told to her agent that this price is out of the ZOPA, but she is ready
to negotiation._
Mary should decrease her reservation price for the house because there is only one proposition; on
the other hand, this couple seems to be very interested by her house. However, the reservation price
cannot decrease until $170.000, but it cannot reach the $215.000 as well.
Here is our proposition of reservation price, to meet the interest of the both parts.

$180.000 $205.000
ZOPA $25.000
EXERCISES ON PARETO EFFICIENCY
A PRIMER ON PARETO EFFICIENCY
During a negotiation, one first negotiator Alice may simply find an agreement "A" better than an
agreement "Y" because it is better for her, even if this is the worst case for the other part. But we can
say that an agreement "X" would be better than agreements "Y" and "A" because it Is better for both
parts. If there is also an

Why Sports Negotiations Have Become So Contentious?
It feels like every day we turn on the TV or flip through the sports section in the newspaper, there is
a segment on the struggle of getting your favorite team's most valued player signed to long term
contract. Due to the intense media coverage and high public attention that American sport teams
have in the local and national level, it sometimes feels that you're sitting at the negotiation table with
the touted player and the franchise. With the daily update and constant back and forth with both
sides trying to strike the best deal, it becomes exhausting. The question that I have always struggled
with is why is it this hard? In most cases, both sides want to make a deal and move on to focusing
on the main goal of the sports franchises, winning a championship. Through some research this topic
paper will analyze different reasons why sports negotiations have become so contentious, we will
also provide tips on how to make these negotiations from a competition to a collaboration.
Show me the money! One of the most famous lines in Hollywood movie history, from the 1996
movie Jerry Maguire, which examines the relationship between a professional athlete and their
sports agent. Unlike the movie, most relations between a player and an agent are not as deep as
depicted between Tom Cruise and Cuba Gooding Jr. However, that phrase continues to echo through
United States professional sports negotiations today. This mindset with a combination of a public
arena, enormous amounts of money,

Integrative and Distributive Negotiations
Integrative and Distributive Bargaining Whether a negotiation involves working together toward a
goal or working against one another to win, each party must use a strategy to reach a solution. The
differences of distributive bargaining and integrative bargaining are parallel. The ways in which one
method is competitive and the other is cooperative is described and related to a well–known case
involving basketball player Juwan Howard. Distributive Bargaining In a competitive bargaining
situation, referred to as distributive bargaining, resources are fixed and limited. Both parties want to
maximize their share of the resources with each party's goal conflicting (Lewicki, Saunders, &
Barry, 2006). During a distributive bargaining, ... Show more content on Helpwriting.net ...
During the integrative negotiation, negotiators must be firm about their wants and needs but flexible
as to how they are met to reach a solution to fit both sides. This cooperative type of negotiation was
used at times during NBA free agent negotiations involving Howard. Howard's team worked with
the Heat to negotiate the terms of his contract and both sides met their needs, until the NBA stepped
in. Juwan Howard's resistance point was not beyond what the Heat was willing to give to add him to
the roster. Although this scenario was very competitive at times, each side defined and pursued their
own goals while keeping in mind the goals of the other party. Integrative bargaining will not work if
either side is competitive or non–cooperative. Each side must work together toward the resolution.
When there is something to be divided up, this is not the best method to use for negotiation. Another
con to this method is that if one side fails to understand the other side, there will be conflict without
reaching an agreement. The four steps to the integrative negotiation process are to indentify and
define the problem, understand the problem and bring interests and needs to the surface, generate
alternative solutions to the problem, and evaluate those alternatives and select among them. The
process is designed to first create value, then to claim the value associated. Defining the problem is
a difficult part of the

Best Alternative to a Negotiated Agreement
In negotiation theory, the best alternative to a negotiated agreement or BATNA is the course of
action that will be taken by a party if the current negotiations fail and an agreement cannot be
reached. BATNA is the key focus and the driving force behind a successful negotiator. A party
should generally not accept a worse resolution than its BATNA. Care should be taken, however, to
ensure that deals are accurately valued, taking into account all considerations, such as relationship
value, time value of money and the likelihood that the other party will live up to their side of the
bargain. These other considerations are often difficult to value, since they are frequently based on
uncertain or qualitative considerations, rather than easily ... Show more content on Helpwriting.net
...
As explained in Getting to YES, "We are each participants in a pioneering generation of
negotiators... it is central to human life and the survival of our species."[3] Negotiations Concepts
Leading to Good BATNAA ruthless, aggressive and cold blooded negotiation style is the framework
approach most people have when it comes to negotiation,[6] a theoretical example of that is
Adversarial Approach Style Negotiation.[6] But in reality, as mentioned by experts and researchers
such as Fisher and Ury [3] it doesn't have to be that way. As the world moves to more sophisticated
platforms of communication, negotiation follows the trend and Problem–Solving Approach(citation)
is in a way, the "antidote" of Adversarial Approach Style Negotiation. Getting to YES[3] suggest an
Interest–Based Model for the use of Problem–Solving Approach. Interest–Based Model focus on
separating the person (positional) from the problems (resolution) and then concentrate on the
resolution. This way allowing for both parties in a distributive way to get the results they both want.
ABC 's of BATNA Having a BATNA (Best Alternative to a Negotiated Agreement) as part of the
negotiation is imperative as the name explains. No one should come to the negotiation table without
a BATNA.[7] This will allow for intelligent negotiation and bargain zones. In addition to having a
BATNA, parties should have a

Bellfield Oil And Gas Plc
BELLFIELD 63 NEGOTIATIONS MEMORANDUM
INTRODUCTION
This memorandum has been prepared by one of the DEEGOIL OIL & GAS PLC (DEEGOIL or the
team) team members that participated in the BELLFIELD 63 negotiations between DEEGOIL OIL
& GAS PLC and the representatives of the MINISTRY OF NATURAL RESOURCE
MANAGEMENT (MONRM) in relation to a Production Sharing Contract for Bellfied 63 at the
state of Aberoli.
This memorandum contains information regarding the preparation for the negotiation, creation of
value and the division of the value created as well as information on how the negotiations were
conducted, deadlock and the people issues.
BACKGROUND
 Aberoli held a licensing round in which it invited oil and gas companies to bid for a ... Show
more content on Helpwriting.net ...
There are some steps that should be followed during negotiation process: 5. Close– timing–
Agreement on the terms
Figure 1: illustrates the five stages of the negotiation process
At Bellfield 63 negotiations the negotiation process was based in the following premises:
 Does the team know what it wants to achieve? Does the team understand what the other party is
really trying to achieve?
 Can the team identify the key risks and obstacles that will need to overcome?
 What concessions are the team willing to make? What does the team think the other party will ask
for?
 What does the team consider to be deal–breakers? How can the team overcome them?
 Is the team ready to conduct a positive and constructive negotiation?
Concerning the preparation process, due regard should be given to the "Role Play" , as the
Individual team member's role must be clear and coordinated by a team leader. This must be done

carefully to avoid stand–alone (dyadic) negotiation due to interpersonal differences.
The creation of value and the division of the value created are important factors to acknowledge
since the business model focuses on the creation of value. A business model within the Petroleum
Industry, takes financial and non–financial elements into contemplation, namely:
Competitive Position – the predominant strategy in the industry to create and capture value,
notwithstanding in the short–term. In an industry with a historical of

What Is Negotiation As A Process?
Fells (2016) defines negotiation as 'a process where two parties with differences which they need to
resolve try to reach an agreement through exploring for options and exchanging offers – and an
agreement' (p. 3). These different interests can often give rise to competition between parties and
can thus make the process of negotiation quite an emotional process. These emotions can influence
the negotiation process as a whole, depending on the particular emotion that is generated. Emotion
is such an integral facet of negotiation, as Van Kleef et al. (2004) note, if two parties are in
disagreement 'but neither has an emotional reaction, there will be no negotiation' (Davidson &
Greenhalgh 1999, cited in Van Kleef et al., p 57). Emotion is also particularly useful in order to
understand and predict the actions of the parties involved in the negotiation.
This essay will investigate the influence of different emotions, including negative emotions such as
anger and sadness, positive emotions such as happiness and excitement, and finally anxiety. The use
of deception of emotions as a strategy for negotiation activities will also be discussed, and advice
for the effective management of emotions by negotiators will also be offered.
Happiness and Positive Emotion in Negotiation
The effect of emotions in negotiations can be considered in two ways: interpersonally (the way one
party's emotions may influence the other party's behaviour) and intrapersonally (the way the
individual

Frasier Case Analysis Essay
Theory and Practice of Negotiations
Frasier
In 2001 negotiations began with NBC and Paramount in order to keep the hit TV Frasier on NBC's
network. Paramount, the studio that produced the show, threatened to move
"Frasier" to CBS, Paramount's sister network, if NBC did not agree to a substantially higher license
fee than the one it was currently paying. Both had competing interests and several factors were
taken into consideration before the negotiations began. Paramount and Kelsey Grammer (Frasier),
who the show was centered around, had personal interest. Both wanted a 3 year extension so that
Kelsey could rank in history. Kelsey wanted to be an actor with having a 20 consecutive run in
television for the record of ... Show more content on Helpwriting.net ...
Paramount's BATNA was to air the show on CBS in the event that NBC did not agree to a higher
licensing fee and extending Frasier for an additional three (3) years.
What is your best estimate of NBC's reservation price (walk away price)?
Reservation price is the price or point at which you are indifferent between doing the deal and not
doing the deal. The reservation price should always reflect the BATNA. The reservation value has
nothing to do what with what you hope to pay, what you "should" pay, or what is a "fair" price in the
negotiation. In NBC's case, NBC's reservation price should be approximately $5.5 million dollars
per episode. This represents the current break–even license fee.
What is your best estimate of Paramount's reservation price (walk away price)?
Since Mark Graboff a former lawyer and a past employee for CBS as CBS's Business Affairs, he
had insight of CBS's economics. With Mark's estimation of CBS break–even license fee, the
reservation price should be $3million with NBC.
Based on (c) and(d) is there a ZOPA?
Zone of possible agreement or ZOPA, is the common ground between two disputing parties. The
ZOPA is critical to the successful outcome of negotiation. Based upon c and d, ZOPA existed.
Paramount should be willing to take anything above $3million dollars and NBC should be willing to
pay as much as 5. 5 million for Frasier. Aside from ZOPA,

Six Habits Of Merely Effective
Six Habits of Merely Effective Negotiators– James K. Sebenius "Everything is negotiable. Whether
or not the negotiation is easy is another thing.– Carrie Fisher " Negotiations are a part of business
deals, as well as everyday life. In any compromise, each side will indicate their preferences that
surround whether or not to accept an arrangement. For some individuals it may become apparent,
that it would be in their best interest to utilize the best "no deal option", for their stake in the
negotiation. When discussing possible options, it is important to promote key points that support
your set of interests. Ideally this would be done by persuading the other side to say yes, but because
they truly feel this is the best option. It's vital to do so in a manner that "meets the other side's own
interests better than its best no deal option" (Sebenius, 2001). In other words, make sure that you are
taking into account the other side's interest and finding a compromise that is a 'win–win' for all
stakeholders involved. Even the most knowledgeable negotiators run into issues when attempting to
effectively negotiate Even experienced negotiators make six common errors when trying to arrive at
the best solutions. Those mistakes include: Neglecting the Other Side's Problem, Letting Price
Bulldoze Other Interests, Letting Positions Drive Out Interests, Searching Too Hard for Common
Ground, Neglecting BATNAs and Failing to Correct Skewed Visions. It is not possible to negotiate

Negotiations: the Batna
BATNA – Best Alternative Having available options during a negotiation is a good alternative which
empowers you with the confidence to either reach a mutually satisfactory agreement, or walk away
to a better alternative. "Don't put all your eggs in one basket." It's an old saying which has stood the
test of time. Some of you urbanites, sitting in your cubicles, may be scratching your heads and
wondering, 'What in the name of Hades does this mean?' Meanwhile, back out there in the
countryside, a ruddy faced farmer, is likely rolling his eyes and patiently explaining, that should you
trip on the way back to the kitchen, eggs are no longer on the breakfast menu. To a negotiator, this
wise old proverb illustrates that if you bring ... Show more content on Helpwriting.net ...
First, you have to dissect both your position and your interests. Then, look at the sum of these parts
relative to all the alternative options available. Pick the best option. Finally, do the reverse from
your counterparts perspective. A well prepared negotiator looks at the whole picture. Some of the
most crucial factors which should be considered include; The cost – Ask yourself how much it will
cost to make the deal relative to the cost of your best alternative. Cost estimation may entail both the
short term and the long term. It boils down to figuring out which of your options is the most
affordable. Feasibility – Which option is the most feasible? Which one can you realistically apply
over all the rest of your available options? Impact – Which of your options will have the most
immediate positive influence on your current state of affairs? Consequences – What do you think or
estimate will happen as you consider each option as a possible solution? Mine Is Not Necessarily
Bigger Than Yours! Is that your ego showing? Put that thing away right now! After all the work you
put into estimating your BATNA, you might be feeling pretty smug. Studies have clearly shown that
it is an all 'too human' tendency to overestimate the strength of one's own BATNA, while
underestimating the strength of your counterpart's. The underlying danger occurs at the point when
one party reveals an over–estimated BATNA too early in the talks. Having put all

Case Study
Definitions
BATNA (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT) = This refers to what, as the
seller, you think you could do with another party (being realistic) in terms of selling your content or
product, if this deal fell apart. For the buyer, it's what you think you could do in terms of replacing
the content or product, and the price involved, if the deal fell through.
RESERVATION PRICE = the maximum or minimum––depending on whether you're the buyer or
seller––at which you would be indifferent between doing the deal, and not doing the deal
If you are the seller, this is the minimum price that you'd take; it's one at which you're indifferent to
whether the deal gets done. If it's a dollar less, you'd prefer to walk; if it's a ... Show more content on
Helpwriting.net ...
2) What is NBC's BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT (otherwise known
as BATNA, ie, what they'd do if they can't reach agreement)? What is Paramount's BATNA?
3) What is your best estimate of the parties' RESERVATION PRICES (ie, the maximum or
minimum––depending on whether you're the buyer or seller––at which you would be indifferent
between doing the deal, and not doing the deal)?
4) Is there a ZONE OF POSSIBLE AGREEMENT (also known as ZOPA, ie, the bargaining range) .
. . did it change during the negotiation?
5) Describe how you think value can be created in this negotiation, and who is likely to get the most
value.
6) What obstacles might prevent agreement here?
7) How should Mark Graboff (lead negotiator for NBC) judge success in this negotiation? As
President of NBC West Coast (his boss), how would you want to compensate him for doing deals
like this?
I'm going to give you three options for this final:
– you can answer the above, solo (paper should be min of 4,000 words)
– you can team up with one of your classmates (joint paper should be a min of 6,000 words)

– if you have a specific work–related alternative negotiation/deal that you want to do an analysis on,
let me know and we can discuss
You paper will be due by Friday, Dec 20st, though early submissions are encouraged!! Any
questions should be posted to the Midterm/Final Q&A

John Q Movie Analysis Essay
The movie "John Q" narrates a story of the financially constrained character John Quincy Archibald
who ensures that his nine year old son at the brink of death, secures a heart transplant by any means
possible. Throughout the movie, there is a compelling display of the love shared by a family and this
is seen in the great lengths John went to save his son, however unlawful. The main characters are
John, Michael and Denise Archibald, Rebecca Payne, Doctor Turner and Lt. Grimes. In the movie
there were two main negotiators who were negotiating on the main driving force of the movie's
story line; they were Lt. Grimes and John Q. John, from the onset of the movie, portrayed very
choleric tendencies. He was a leader as shown by how he stood ... Show more content on
Helpwriting.net ...
Consequently, he went into negotiations with the police lieutenant to claim value (Lewicki, Barry, &
Saunders, 2007) with distributive bargaining techniques. John's real interest in this negotiation was
not to get his son's name on the donor's list but to save his son's life and that was his main goal
throughout the movie. This interest was reaffirmed by his option to kill himself so his heart would
be used for his son. At this point, his concern was not getting his son's name on the donor's list but
making sure his son was alive. John Q analyzed the issue at stake very candidly. His son needed a
heart transplant or else he was going to die but he did not have enough funds to provide for his son's
transplant. He could either watch his son die or do something drastic to save him. He chose to
abduct patients in the hospital to use them as a bait for negotiation therefore he perceived the
negotiation as an exchange. Whether or not he acted in whatsoever manner, there was a possibility
he would lose his son, so he decided to act in faith in the possibility of saving Michael because this
negotiation was a necessity to him. He viewed the negotiation situation through an outcome frame,
which was of more importance to him and so he needed an agreement to be reached between him
and the police. He knew the situation was a one shot negotiation so he was not interested in building
and

The Parking Space At Magnolia Medical Center
1. Events : We were playing a game called (Parking in the City) at the third class meeting by divided
to different groups. Each group consisted of two students and should fill some parts in their paper to
negotiate Part (A Employee & B Garage attendant) there were Target Point, Resistance Point,
BATNA (Best Alternative to Negotiated Agreement) and ZOPA (Zone of Possible Agreement),
which I was the employee. After that students who had picked part A or B should discuss about what
they would talk and find out how they could peruse the different side. My part A as Employee that I
worked at Magnolia Medical Center, which I reserved after a reservation from a restaurant in the
downtown. My case was that use the parking space at Magnolia Medical Center because the
restaurant is a few minutes' walk from, so I parked my car there but after I had finished my meal I
shocked that I must pay fee with $30 that I should not pay any fee as an employee at Magnolia
Medical Center and the ideal would be to pay $0 even there were change in my pocket or to pay less
than $30. In my opinion, I was unsure in the beginning that if I could negotiate with the garage
manager because I used to be a calm person and in this situation there were cars behind me, while I
was talking with the garage manager. However, each side tried to convince the other side based on
its own thoughts. 2. Emotions : Actually, I have enjoyed playing with my classmates, as my feeling
was full of happiness for the second

How Management Is A Type Of Process
Management is a type of process that businesses or companies utilize in order to reach
organizational goals by working with resources and individuals to reach those goals. From a
management standpoint, many individuals use negotiations to reach these organizational goals by
assembling and overseeing everyone to work together for the overall purpose. Lewicki, Barry, and
Saunders (2015) explain negotiations rather well in our text, Essentials of NEGOTIATION, by
defining it as a "form of decision–making in which two or more parties talk with one another in an
effort to resolve their opposing interests." Negotiations can be thought of as a combination of
argument and bargaining between two or more opposing sides, but typically either ... Show more
content on Helpwriting.net ...
We voluntarily take part in negotiations without realization in our everyday activity. Fourthly, a
give–and–take process occurs between the opposing parties, otherwise known as a compromise–so
all the sides come to a middle ground by straying away from their opening remarks or initial
proposal. Fifthly, "negotiations occurs when the parties prefer to invent their own solution for
resolving the conflict, when there is no fixed or established set of rules or procedures for how to
resolve the conflict, or when they choose to bypass those rules" (Lewicki et al., 2015). Rather than
fight or argue continuously, all the parties create a solution to fix their conflict and satisfy their
parties' needs or desires. The sixth and final element involves tangibles management and intangibles
resolutions. Both tangibles and intangibles influentially affect the decision–making process, whether
the negotiators notice or not. We, as individuals, do not realize how much these key elements
compose a negotiation considering we initially believe a negotiation is essentially bargaining.
However, we need to rethink the process of bargaining with these key elements in mind to create a
more valid image and understanding of negotiations. Lewicki et al. (2015) provides 10 best practices
for negotiators to better develop their skills when taking part in the negotiation process mentioned
above. The 10 best practices are as followed: 1. Be prepared. 2. Diagnose the

Negotiations Questions
Chapter 01 The Nature of Negotiation Fill in the Blank Questions 1. People ____________ all the
time. ________________________________________ 2. The term ____________ is used to
describe the competitive, win–lose situations such as haggling over price that happens at yard sale,
flea market, or used car lot. ________________________________________ 3. Negotiating parties
always negotiate by __________. ________________________________________ 4. There are
times when you should _________ negotiate. ________________________________________ 5.
Successful negotiation involves the management of ____________ (e.g., the price or the terms of
agreement) and also the resolution of __________. ... Show more content on Helpwriting.net ...
True False 26. It is possible to ignore intangibles, because they affect our judgment about what is
fair, or right, or appropriate in the resolution of the tangibles. True False 27. A zero–sum situation is
a situation in which individuals are so linked together that there is a positive correlation between
their goal attainments. True False 28. When the goals of two or more people are interconnected so
that only one can achieve the goal–such as running a race in which there will be only one winner–
this is a competitive situation, also known as a non–zero–sum or distributive situation. True False
29. In any industry in which repeat business is done with the same parties, there is always a balance
between pushing the limit on any particular negotiation and making sure the other party–and your
relationship with him–survives intact. True False 30. Remember that every possible interdependency
has an alternative; negotiators can always say "no" and walk away. True False 31. The value of a
person's BATNA is always relative to the possible settlements available in the current negotiation,
and the possibilities within a given negotiation are heavily influenced by the nature of the
interdependence between the parties. True False 32. The effective negotiator needs to understand
how people will adjust and readjust, and how the negotiations might twist and turn, based on

Domestic Violence: Skills, Tools And Theories
Skills, Tools and Theories
Conflict within marriage and/or close relationships, sometimes include
Domestic Violence. Using evidence in an educational platform for other
women who are in the same situations is one solution. We need to develop an
educational tool within schools to teach children what it acceptable and how to
get help if they find themselves in danger. I believe this approach can change
the behaviors for many as the knowledge of domestic violence and how to
combat it becomes part of a healed culture. Conflicts can be categorized according to the type of
issue involved in the conflict. Conflict issues can be divided into tangible and intangible. Tangible
conflicts can involve property, promotion, reimbursement and employment. ... Show more content
on Helpwriting.net ...
"Stop"
means not reacting blindly and responding habitually to the other person. When
we take time out, we can then consider our options and try to exercise them
rationally. After we have stopped, we need to think or analyze the situation to
try to know what is really happening within it and the range of possibilities it
presents. Rather than taking the conflict personally, we need to think about the
consequences of doing nothing or about changing the other person, the
situation, or ourselves. We need to consider the conflicting parties'
instrumental, identity, relational, and process goals. After stopping and

thinking, it is important to listen to the other person. Listening to the other
does not mean we have to agree with the other. It simply means that we
consider the other's opinion important, and that we try to hear and understand
it before we make a point or saying what's on our mind. Although our tendency
is to become defensive when we hear a critical remark, listening without
immediately defending oneself can make the difference between a productive
and a destructive conflict.
Conclusion and

Effective Alternatives Analysis in Mediation:...
BATNA: Best Alternative to a Negotiated Agreement
WATNA: Worst Alternative to a Negotiated Agreement
Popular Attribution to Fisher & Ury, Getting to Yes.
Introduction:
In most settlement negotiations, parties are influenced consciously or unconsciously by their
assessment of their alternatives to a negotiated agreement. The better their alternatives, the more
they may push for a more favorable settlement. The worse their alternatives, the more
accommodating they may be in the settlement negotiations. Unfortunately, parties frequently fail to
undertake an accurate and comprehensive analysis of their alternatives and, therefore, negotiate
poorly based on unrealistic and uninformed ideas of what they might obtain in the absence of a ...
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The analysis assists the parties in deciding if a particular resolution is in their best interests or not. It
also helps mediators to ground parties in reality and prevent impasse by focusing them on actual
possibilities rather than unformulated dreams.
In some cases, a party will reject a proposed resolution even though the probable alternatives are
clearly less attractive in a "business" sense. However, the exercise is still useful in this instance
because:
1. The parties are making their choices having considered and with full knowledge of these probable
alternative outcomes (i.e. "with their eyes wide open").
2. The exercise highlights the existence of other interests, beyond "business" sense, that are driving
the party. Knowledge of these interests may be helpful to continued negotiation. At a minimum,
parties gain clearer understanding of their interests and the value they are placing upon them.
Mediators should also keep in mind that they may have different values, risk tolerance levels and
approaches to decision–making than the parties and take care to respect those differences. Again, the
purpose of the analysis is to educate and promote informed decision–making, not to force settlement
or impose the mediator's idea of what makes sense.
Form/Content of the Analysis:
Following this section, is a sample BATNA/WATNA analysis in a real estate sale case using a
format that is useful in assessing the

Procurement Officer
NEGOTIATIONS
Patience Kayira
KEZZIE MKANDAWIRE POLYTECHNIC MALAWI
NEGOTIATION SLYLABUS
1. Negotiations Overview
 Definition, and Types;
 Goals and Objectives;
 Tactics and Ploys; and
 Team Versus Individual negotiation approaches.
2. The Negotiation Process
 Pre – Negotiation;
 Actual Negotiation; and
i.
Post– Negotiation.
3. Achieving Success in Negotiation
i. Qualities of a successful negotiator; ii. Preparing and planning for negotiation; and iii. Designing a
BATNA (Best Alternative To a Negotiated Agreement).
4. Conflict Management in Negotiation
i. Types of negotiation conflict; ii. Causes of conflict in Negotiation; and iii. Conflict resolution and
management strategies.
5. Negotiation in different Product Portfolios ... Show more content on Helpwriting.net ...
SUBJECT OF NEGOTIATIONS.
The purchasing and supply staff will negotiate with...
 The suppliers; and
 Internal customers (colleagues).
What Will be Negotiated (General)?
a. Technical support aspects – warranties, maintenance agreements etc.;
b. Financial aspects – deposits, payment terms, discounts, payment schedules, travel costs,
cancellation penalties etc.;
c. Risk management aspects – bonds and financial guarantees, insurances, warranties, type of
contract used, liquidated damages clauses etc.;
d. Management information aspects – access to information, reporting, documentation, attendance at
progress meetings;

e. Support aspects – access to facilities and staff;
f. Timeframes – completion dates, delivery dates, milestone achievements, length of contract etc.;
g. Performance incentives; and
h. General matters – packaging and freight, subcontracting arrangements, use of specified personnel.
i. After these matters have been negotiated, it would be appropriate to

Negotiation In The Iron Lady

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