Running head: NEGOTIATION PLANNING 1
NEGOTIATION PLANNING 5
Negotiation Planning
Keisha McKinney
Columbia Southern University
01/07/2020
Negotiation Planning
Negotiation involves an interaction between entities intended in reaching a beneficial outcome in any organization. Companies create a guide used in each step which includes a series of strategies and planning to have a successful negotiation. Planning for negotiation is essential for various reasons. First, it enables companies to be proactive in foreseeing their future and prepare accordingly to keep up with the changing trends in the market. Secondly, Planning goals and strategies increases operational efficiency in providing a roadmap in the management in making decisions by determining the required resources used in accomplishing the set goals (Ong, 2015). Deliberate planning also important in increasing profitability and market share. Corporations get insights that are valuable on consumer segments and market demands on products and services, which is the best approach used in turning marketing and sales efforts into the best outcomes.
Organization negotiators should always have goals and strategies before negotiation commences. Having goals and strategies in any preparation for negotiation can portray negotiators as people with vision and objectives goals of what they need out of the deal. Lack of negotiation goals in mind by negotiators may affect the best outcome for the business. Therefore, getting into negotiation with specific goals and a clear understanding of business strategies helps to improve performance in operation. There are various issues discussed during the negotiation process such as distributive, congruent and integrative issues (Kesler, 2019). Integrative negotiation is a strategy involving the collaboration of parties to get a substantive solution to their disagreement. The tactic focuses on the development of mutual agreement that is beneficial to the disputants’ interests. The congruent issue is where the interest of parties are aligned positively in which both sides are not willing to state what they need in case of any project discussion. When negotiators have the same interest on which project to be given the priority is a congruent issue in negotiation. Distributive negotiation involves a single issue such as the cost of the project, and mostly it relates to the bargaining process.
Defining the relative importance and the bargaining mix of each issue is a critical step in negotiation. Negotiators from different parties assemble a list of issues presented and decide on the most and least important issue to enhance proper priorities. Bargaining mix entails both parties coming together and combining their lists of issues in a negotiation before implementation. Accordingly, large bargaining mixes may benefit a negotiation because a large list of components are put together and can easily benefit both parties. Notably, a large bargaining ...
Negotiation - Porto (Porto case).note this is a case study so the.pdffathimaoptical
MULTIPLE CHOICE:
On January 1, a customer paid X Company $21,600 in advance for cleaning services. The
cleaning was going to be done once in January, once in February, and once in March, so the
payment was recorded as Deferred Revenue. What will be the result of the adjusting entry on
January 31?
A: a balance of $7,200 in the Deferred Revenue account on the Balance Sheet
B: a $7,200 increase in the Cash account on the Balance Sheet
C: revenue of $7,200 reported on the Income Statement
D: a $7,200 increase in the Deferred Revenue account on the Balance Sheet
Solution
Income to be recorded for the month of January = $21,600 / 3 months = $7,200
Hence, $7,200 shall be recognised as income for the month of January by transferring from
deferred revenue
The adjusting entry shall be
C: revenue of $7,200 reported on the Income Statement.
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
Negotiation - Porto (Porto case).note this is a case study so the.pdffathimaoptical
MULTIPLE CHOICE:
On January 1, a customer paid X Company $21,600 in advance for cleaning services. The
cleaning was going to be done once in January, once in February, and once in March, so the
payment was recorded as Deferred Revenue. What will be the result of the adjusting entry on
January 31?
A: a balance of $7,200 in the Deferred Revenue account on the Balance Sheet
B: a $7,200 increase in the Cash account on the Balance Sheet
C: revenue of $7,200 reported on the Income Statement
D: a $7,200 increase in the Deferred Revenue account on the Balance Sheet
Solution
Income to be recorded for the month of January = $21,600 / 3 months = $7,200
Hence, $7,200 shall be recognised as income for the month of January by transferring from
deferred revenue
The adjusting entry shall be
C: revenue of $7,200 reported on the Income Statement.
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
1.Caitlin RosicaWednesdayApr 15 at 542amManage Discussion Ent.docxchristiandean12115
1.Caitlin Rosica
WednesdayApr 15 at 5:42am
Manage Discussion Entry
Our text describes bargaining as a situation where two or more parties have different interests and goals, and that parties are willing and able to communicate over the differences to come to an agreement on price, timing, and other details that might affect the bargain (Benton, 2014). Both parties are trying to win and avoid loses, and the fact that both parties acknowledge this allows them to come together to discuss terms and price. There is a basic understanding and recognition of need present between the parties, it is just agreeing on how to make the connection work. It is suggested by some professionals that a project manager's ability to negotiate can make a project a success or a complete failure (). Project managers need to rely on their bargaining skills often in situations where they need to make decisions in the best interest of their budget and their schedule. A project manager might encounter a situation where their usual supplier is unable to deliver during the time of a project, and the project manager is required to find a vendor or supplier they don't normally use. In this situation the project manager might have to try and negotiate on price to keep the transactions on par with their other supplier. A project might have a tight deadline and the timing might need to take place faster than usual, requiring the project manager to bargain with their supplier to speed things up. Another situation might be acquiring new items from their supplier and they need to negotiate the items and pricing for all future transactions. Finally, it could be the opposite where the project manager has plenty of time and they can search for the cheapest price.
Although I am not currently a project manager, as a manager of a small business I do encounter situations where negotiation and bargaining takes place. For example, because we are a small business we have a limited budget when it comes to hiring bands and event artists for our parties. Bands usually charge too much for what we can afford for a 4 hour set on a Friday or Saturday night. However, many local small town bands are flexible, both on price and the size of the set. In order for us to be able to provide live music to our guests we have bargained set prices with several local bands, which allows us to book out a schedule every 6 months and rotate the people who have been willing to work with us. In some situations we had to pay a bit more to get a really good band and a bigger following, in other situations the band had to cut down to a smaller set size like a duet set instead of a full 5 band crew to make the price work. At the end of the day, if it were not for successful bargaining, our event schedule would be very boring.
2.Ashley Whitehead
WednesdayApr 15 at 10am
Manage Discussion Entry
Bargaining is a form of negotiations that allows two parties to negotiate terms and conditions of a product or service. Bargainin.
Kingston Ansah is working for Microsoft Excel, Negotiation, Customer Service, Microsoft Office, Business Strategy, Change Management, Financial Analysis. He is well known person for these skill and also awarded person. He is very simple and kindable personality person for people.
PURPOSE OF NEGOTIATION4Theodore HickmanInstructor Joh.docxmakdul
PURPOSE OF NEGOTIATION
4
Theodore Hickman
Instructor: Johnny Maddox
Unit 3 IP
SCM340 1703A-01
16 July 2017
Power and leverage
Sources of power
What leverage or power can people apply to achieve their goals?
The buyer of the plastics has power considering that it’s the company that is need of the materials. In other words, the fact that the business can decide to buy or not proves that it has the power to make its choices. Therefore, it has the power to bargain with the use of its financial capability. Moreover, the company has the authority to purchase the goods from another firm based on the fact that it is not mandatory to buy from the same firm that it has entered into the negotiation process. Also, the supplier has power considering that it is in possession of the goods that are required for the manufacturing process. Therefore, if it decides not to sell the goods, the buyer will face difficulties when it comes to where to acquire the goods. Also, the supplier’s power can be earned through the provision of high-quality raw materials that are in a position to attain the production of products that are of the highest quality possible.
Power and influence Define power and influence in the negotiation process.
Power refers to the ability to influence parties in the bargaining process to do according to your will (Zartman, & Rubin, 2000). In other words, power is the activity by which one party can make use of its knowledge and bargaining skills to influence the other parties to do what it wants. For instance, where the supplier decides to convince the buyer that the goods are of good quality and assure the buyer that the goods are going to him best so as to end up purchasing the goods. The word influence in the negotiation process refers to the situation by which people are not forced to do something. It is the use of the available information and knowledge to convince the one party to do something at their own will without having to use force.
Describe at least two sources of power and influence in negotiations.
Some of the sources of power include the position at which the organization is placed. For instance, the supplier can be holding the top position in the industry that allows the other firms to believe that they products are of better quality than any other organization in the same industry. Also, knowledge is another source of influence and power that arises with the initiation of the same knowledge to win over something. People gain knowledge that can be used to act as power during the negotiation processes by researching and going through a wide variety of data so as to acquire the statistics and facts that are related to a particular situation.
Walk-away alternative
Best alternative to negotiated agreement (BATNA)
BATNA suggests that the organizations should go for the choice that provides the highest level of benefits when agreement becomes a problem (Winkler, 2006). It is required that t ...
Meaning:
The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached. A party's BATNA refers to what a party can fall back on if a negotiation proves unsuccessful. It exists when negotiations are not agreeable to the parties involved.
BATNA means “Best Alternative to a Negotiated Agreement.” This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage. Having your BATNA prepared can also enable you to walk away from the deal altogether.
Wherever (commercial) deals are made, negotiation takes place as well. It’s not always easy for both parties to come out feeling like the winner. In order to get to an actual win-win situation, it’s a good idea to work towards a BATNA.
MUST BE 100 ORIGINAL, NO PLAGARISMASSIGNMENTMichael Bloom.docxJinElias52
MUST BE 100% ORIGINAL, NO PLAGARISM
ASSIGNMENT
Michael Bloomberg vs. New York Teachers’ Union
In 2010, New York State passed a law that required its school districts to develop more stringent teacher-evaluation systems. Local school districts and their unions were assigned a task for specifying certain criteria of their new systems by January 17, 2013. New York City was going to receive benefits of $250 million in aid and another $200 million in grants if the agreement was reached on a new system, a 4% increase in state aid. However, as the January 17th deadline approached, Bloomberg and New York Teachers’ Union were not even close to reaching an agreement.
•As a top negotiator, you were asked to design a strategy using a win-win situation for both parties.
•Identify the four steps of Integrative Negotiation Process, and conduct analysis of how these four steps might help you in designing your negotiation strategy.
The requirements below must be met for your paper to be accepted and graded:
•Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
•Use font size 12 and 1” margins.
•Include cover page and reference page.
•At least 80% of your paper must be original content/writing.
NOTES FOR ASSIGNMENT
Step 1: Identify and Define the Problem
The most difficult step in the integrative negotiation process is identifying the problem, and it is even more challenging when more than two parties are involved. The problem definition process is critical for integrative negotiation because it sets broad parameters regarding what the negotiation is about and provide an initial framework for approaching the discussion. To define the problem, parties need to define it in a way that is mutually acceptable to both parties, and it should accurately reflect both parties’ needs and priorities. They should state the problem with an eye toward practicality and comprehensiveness, meaning the focus should be to solve the core problem. Parties should also state the problem as a goal and identify the obstacles to attaining this goal. Both parties should focus on depersonalizing the problem, and separate the problem definition from the search for solutions.
Step 2: Surface Interests and Needs
The key to achieving an integrative agreement is the ability of the parties to understand and satisfy each other’s interests. Identifying interests is a critical step in the integrative negotiation process because they are the underlying concerns, needs, desires, or fears that motivate a negotiator to take a particular position. There are different types of interests that could potentially be at stake in a negotiation situation and they may be intrinsic or instrumental. Substantive interests are related to focal issues that are under negotiation, such as economic and financial issues like price or rate. Process interests are related to how the negotiation unfolds. In this case, one party migh.
250-500 words APA format cite references Check this scenario out.docxjeanettehully
250-500 words APA format cite references
Check this scenario out. Long term care can consists of servicing patients need at a patient's home, providing meals, transportation and in home therapy. Some long term care is within the home and some can be rehab. Lets say there is a growing need to extend those services to our growing need in elderly population. Part of that need is a demand for servicing the increasing population of the Hispanic community. We as a team need to meet with a cross- functional management team that can relay the need and services outside of the facility. We need hired people who are bilingual that can work the call center, deliver food, offer in home therapy, and provide transportation.
Our audience will be the new management team. Each member of the coordination of care team of management will cover or be responsible for one of those areas. Our standpoint will be that we are the board of directors that would be talking with them.
Giving the above screnario my part of assignment is to come up with strategies of the transition and what methods may be needed?
.
2 DQ’s need to be answers with Zero plagiarism and 250 word count fo.docxjeanettehully
2 DQ’s need to be answers with Zero plagiarism and 250 word count for each question. Due in 6 hours TODAY! Please include all references if necessary.
Week One DQ1
Week One DQ3
To clarify... these ratios are part of the DuPont model, and the DuPont model considers liquidity as one of the factors to be evaluated, but at the end of the day, the DuPont model is all about return on equity... basically getting your money's worth. Given that, what are the elements of liquidity and how do they lead us into the discussion on equity? Why is this important to understand?
.
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1.Caitlin RosicaWednesdayApr 15 at 542amManage Discussion Ent.docxchristiandean12115
1.Caitlin Rosica
WednesdayApr 15 at 5:42am
Manage Discussion Entry
Our text describes bargaining as a situation where two or more parties have different interests and goals, and that parties are willing and able to communicate over the differences to come to an agreement on price, timing, and other details that might affect the bargain (Benton, 2014). Both parties are trying to win and avoid loses, and the fact that both parties acknowledge this allows them to come together to discuss terms and price. There is a basic understanding and recognition of need present between the parties, it is just agreeing on how to make the connection work. It is suggested by some professionals that a project manager's ability to negotiate can make a project a success or a complete failure (). Project managers need to rely on their bargaining skills often in situations where they need to make decisions in the best interest of their budget and their schedule. A project manager might encounter a situation where their usual supplier is unable to deliver during the time of a project, and the project manager is required to find a vendor or supplier they don't normally use. In this situation the project manager might have to try and negotiate on price to keep the transactions on par with their other supplier. A project might have a tight deadline and the timing might need to take place faster than usual, requiring the project manager to bargain with their supplier to speed things up. Another situation might be acquiring new items from their supplier and they need to negotiate the items and pricing for all future transactions. Finally, it could be the opposite where the project manager has plenty of time and they can search for the cheapest price.
Although I am not currently a project manager, as a manager of a small business I do encounter situations where negotiation and bargaining takes place. For example, because we are a small business we have a limited budget when it comes to hiring bands and event artists for our parties. Bands usually charge too much for what we can afford for a 4 hour set on a Friday or Saturday night. However, many local small town bands are flexible, both on price and the size of the set. In order for us to be able to provide live music to our guests we have bargained set prices with several local bands, which allows us to book out a schedule every 6 months and rotate the people who have been willing to work with us. In some situations we had to pay a bit more to get a really good band and a bigger following, in other situations the band had to cut down to a smaller set size like a duet set instead of a full 5 band crew to make the price work. At the end of the day, if it were not for successful bargaining, our event schedule would be very boring.
2.Ashley Whitehead
WednesdayApr 15 at 10am
Manage Discussion Entry
Bargaining is a form of negotiations that allows two parties to negotiate terms and conditions of a product or service. Bargainin.
Kingston Ansah is working for Microsoft Excel, Negotiation, Customer Service, Microsoft Office, Business Strategy, Change Management, Financial Analysis. He is well known person for these skill and also awarded person. He is very simple and kindable personality person for people.
PURPOSE OF NEGOTIATION4Theodore HickmanInstructor Joh.docxmakdul
PURPOSE OF NEGOTIATION
4
Theodore Hickman
Instructor: Johnny Maddox
Unit 3 IP
SCM340 1703A-01
16 July 2017
Power and leverage
Sources of power
What leverage or power can people apply to achieve their goals?
The buyer of the plastics has power considering that it’s the company that is need of the materials. In other words, the fact that the business can decide to buy or not proves that it has the power to make its choices. Therefore, it has the power to bargain with the use of its financial capability. Moreover, the company has the authority to purchase the goods from another firm based on the fact that it is not mandatory to buy from the same firm that it has entered into the negotiation process. Also, the supplier has power considering that it is in possession of the goods that are required for the manufacturing process. Therefore, if it decides not to sell the goods, the buyer will face difficulties when it comes to where to acquire the goods. Also, the supplier’s power can be earned through the provision of high-quality raw materials that are in a position to attain the production of products that are of the highest quality possible.
Power and influence Define power and influence in the negotiation process.
Power refers to the ability to influence parties in the bargaining process to do according to your will (Zartman, & Rubin, 2000). In other words, power is the activity by which one party can make use of its knowledge and bargaining skills to influence the other parties to do what it wants. For instance, where the supplier decides to convince the buyer that the goods are of good quality and assure the buyer that the goods are going to him best so as to end up purchasing the goods. The word influence in the negotiation process refers to the situation by which people are not forced to do something. It is the use of the available information and knowledge to convince the one party to do something at their own will without having to use force.
Describe at least two sources of power and influence in negotiations.
Some of the sources of power include the position at which the organization is placed. For instance, the supplier can be holding the top position in the industry that allows the other firms to believe that they products are of better quality than any other organization in the same industry. Also, knowledge is another source of influence and power that arises with the initiation of the same knowledge to win over something. People gain knowledge that can be used to act as power during the negotiation processes by researching and going through a wide variety of data so as to acquire the statistics and facts that are related to a particular situation.
Walk-away alternative
Best alternative to negotiated agreement (BATNA)
BATNA suggests that the organizations should go for the choice that provides the highest level of benefits when agreement becomes a problem (Winkler, 2006). It is required that t ...
Meaning:
The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached. A party's BATNA refers to what a party can fall back on if a negotiation proves unsuccessful. It exists when negotiations are not agreeable to the parties involved.
BATNA means “Best Alternative to a Negotiated Agreement.” This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage. Having your BATNA prepared can also enable you to walk away from the deal altogether.
Wherever (commercial) deals are made, negotiation takes place as well. It’s not always easy for both parties to come out feeling like the winner. In order to get to an actual win-win situation, it’s a good idea to work towards a BATNA.
MUST BE 100 ORIGINAL, NO PLAGARISMASSIGNMENTMichael Bloom.docxJinElias52
MUST BE 100% ORIGINAL, NO PLAGARISM
ASSIGNMENT
Michael Bloomberg vs. New York Teachers’ Union
In 2010, New York State passed a law that required its school districts to develop more stringent teacher-evaluation systems. Local school districts and their unions were assigned a task for specifying certain criteria of their new systems by January 17, 2013. New York City was going to receive benefits of $250 million in aid and another $200 million in grants if the agreement was reached on a new system, a 4% increase in state aid. However, as the January 17th deadline approached, Bloomberg and New York Teachers’ Union were not even close to reaching an agreement.
•As a top negotiator, you were asked to design a strategy using a win-win situation for both parties.
•Identify the four steps of Integrative Negotiation Process, and conduct analysis of how these four steps might help you in designing your negotiation strategy.
The requirements below must be met for your paper to be accepted and graded:
•Write between 750 – 1,250 words (approximately 3 – 5 pages) using Microsoft Word in APA style, see example below.
•Use font size 12 and 1” margins.
•Include cover page and reference page.
•At least 80% of your paper must be original content/writing.
NOTES FOR ASSIGNMENT
Step 1: Identify and Define the Problem
The most difficult step in the integrative negotiation process is identifying the problem, and it is even more challenging when more than two parties are involved. The problem definition process is critical for integrative negotiation because it sets broad parameters regarding what the negotiation is about and provide an initial framework for approaching the discussion. To define the problem, parties need to define it in a way that is mutually acceptable to both parties, and it should accurately reflect both parties’ needs and priorities. They should state the problem with an eye toward practicality and comprehensiveness, meaning the focus should be to solve the core problem. Parties should also state the problem as a goal and identify the obstacles to attaining this goal. Both parties should focus on depersonalizing the problem, and separate the problem definition from the search for solutions.
Step 2: Surface Interests and Needs
The key to achieving an integrative agreement is the ability of the parties to understand and satisfy each other’s interests. Identifying interests is a critical step in the integrative negotiation process because they are the underlying concerns, needs, desires, or fears that motivate a negotiator to take a particular position. There are different types of interests that could potentially be at stake in a negotiation situation and they may be intrinsic or instrumental. Substantive interests are related to focal issues that are under negotiation, such as economic and financial issues like price or rate. Process interests are related to how the negotiation unfolds. In this case, one party migh.
250-500 words APA format cite references Check this scenario out.docxjeanettehully
250-500 words APA format cite references
Check this scenario out. Long term care can consists of servicing patients need at a patient's home, providing meals, transportation and in home therapy. Some long term care is within the home and some can be rehab. Lets say there is a growing need to extend those services to our growing need in elderly population. Part of that need is a demand for servicing the increasing population of the Hispanic community. We as a team need to meet with a cross- functional management team that can relay the need and services outside of the facility. We need hired people who are bilingual that can work the call center, deliver food, offer in home therapy, and provide transportation.
Our audience will be the new management team. Each member of the coordination of care team of management will cover or be responsible for one of those areas. Our standpoint will be that we are the board of directors that would be talking with them.
Giving the above screnario my part of assignment is to come up with strategies of the transition and what methods may be needed?
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Week One DQ1
Week One DQ3
To clarify... these ratios are part of the DuPont model, and the DuPont model considers liquidity as one of the factors to be evaluated, but at the end of the day, the DuPont model is all about return on equity... basically getting your money's worth. Given that, what are the elements of liquidity and how do they lead us into the discussion on equity? Why is this important to understand?
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250 word response. Chicago Style citing
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Compare Kluver’s arguments with endangered languages, and with the readings about the Digital Divide. How do they compare? From these readings, what are the general trends of communication?
Readings
Jandt, Fred E. (editor) Intercultural Communication: A Global Reader. Thousand Oaks, CA: Sage. 2004
“Globalization, Informatization, and Intercultural Communication,” Kluver, Jandt pages 425-437
“Part II: Language,” Introduction, Jandt pages 99-102
“Babel Revisited,” Mühlhäusler, Jandt pages 103-107
“Africa: The Power of Speech,” Bâ, Jandt pages 108-111
http://en.wikipedia.org/wiki/Digital_divide
http://www.endangeredlanguages.com/
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--or--
2) Why are some collection methods considered principally strategic, supporting the strategic analysis process? How would you define "strategic intelligence collection?"
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Details:
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In this assignment, you will be addressing the claims submission process and the follow-up.
Include the following in your submission:
List all of the information that is important before the claim can be submitted.
Discuss some of the reasons why a claim may be rejected.
What steps should be taken to check the claim status?
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250 Word Resoponse. Chicago Style Citing.
According to Kluver, what are the ramifications of technology and globalization on global communication?
Compare Kluver’s arguments with our readings last week on endangered languages, and with our readings about the Digital Divide.
How do they compare?
From these readings, what are the general trends of communication?
Readings:
http://en.wikipedia.org/wiki/Digital_divide
“Globalization, Informatization, and Intercultural Communication,” Kluver, Jandt pages 425-437
Jandt, Fred E. (editor) Intercultural Communication: A Global Reader. Thousand Oaks, CA: Sage. 2004
Last weeks reading:
“Part II: Language,” Introduction, Jandt pages 99-102
“Babel Revisited,” Mühlhäusler, Jandt pages 103-107
“Africa: The Power of Speech,” Bâ, Jandt pages 108-111
“Research and Context for a Theory of Maori Schooling,” Penetito, Jandt pages 173-188
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Please Cite in MLA format.
1. Distinguish between the Paleolithic and Neolithic Periods in terms of time and cultural developments.
2. Compare and contrast specific examples of artifacts, practices, and systems of belief.
3.Discuss why art survives or does not. Include the four reasons Getlein cites for how art survives, giving an example of art work from both the Paleolithic and Neolithic Periods that meet one of these requirements.
4. What types of art work or materials would not likely survive?
5. How might this affect our opinion of a culture?
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250 word discussion post--today please. Make sure you put in the dq that the research paper focused around recent Civil Rights in the Mississppi Area
How do you define Mississippi?
In your post, identify your thesis and the sources you used to prove your argument. Discuss how you came to define Mississippi and what conclusions you made about the state. Make sure to point out the general areas of History that you discuss and what events, people, or ideas were especially important to your interpretation of Mississippi History. What readings, from Bond, Busbee, or another source you found, profoundly influenced your view of the state? Overall, has your view of Mississippi changed or mostly stayed the same? What can we learn about Mississippi today from your paper? Is Mississippi as a "closed society" (Silver, 1964) an accurate way to look at the state? Has this been true at some point in the past, but is no longer true? What time period is most crucial to understanding Mississippi and best defines it?
Some examples of different periods in Mississippi History are:
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colonial Mississippi
territorial Mississippi
antebellum Mississippi
Civil War/Reconstruction Mississippi
Jim Crow Mississippi
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Post Civil Rights Mississippi
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2By 2015, projections indicate that the largest category of househ.docxjeanettehully
2
By 2015, projections indicate that the largest category of households will be composed of
·
[removed]
childless married couples and empty nesters
·
[removed]
married couples with children
·
[removed]
single-parent families
·
[removed]
singles living with nonrelatives
3
Which of the following elements of sociocultural environment can be associated with the growing demand for social surrogates like social networking sites, television, and so on?
·
[removed]
Views of nature
·
[removed]
Views of others
·
[removed]
Views of ourselves
·
[removed]
Views of organizations
Wabash Bank would like to understand if there is a relationship between the advertising or promotion it does and the number of new customers the bank gets each quarter. What type of research is this an example of?
·
[removed]
Secondary
·
[removed]
Exploratory
·
[removed]
Causal
·
[removed]
Qualitative
5
Which strategy does this exemplify? Kayak and Orbitz provide their customers with a variety of travel options including flight reservations, vacation packages, flight and hotel options with or without car rentals, and cruise offerings.
·
[removed]
Diversification
·
[removed]
Promotional
·
[removed]
Differentiation
·
[removed]
Focus
A company's sales potential would be equal to market potential when which situations exists?
·
[removed]
The marketing expenditure of the company is reduced to zero.
·
[removed]
The company gets 100 percent share of the market.
·
[removed]
Industry marketing expenditures approach infinity for a given marketing environment.
·
[removed]
The market is nonexpandable.
Marketing is considered both an art and a science. How do the 4Ps, or marketing mix, help us bridge the gap between art and science?
·
[removed]
Marketing focuses on sales as the primary goal.
·
[removed]
Marketing is involved with price as the major factor.
·
[removed]
Marketing is about advertising.
·
[removed]
Marketing balances the need for data with that of creativity.
In the U.S., consumer expenditures on homes and other large purchases tend to slow down during a recession because
·
[removed]
of steady supply of loanable funds in the economy during recession
·
[removed]
consumer borrowing increases during recession
·
[removed]
of stringent credit policies adopted by the Fed before the onset of recession
·
[removed]
the consumers have a high debt-to-income ratio
Which of the following statements demonstrates behavioral loyalty towards a brand?
·
[removed]
Myfavorite Laundry detergent is so easy to use.
·
[removed]
I always buy Myfavorite Laundry detergent when purchasing laundry detergent.
·
[removed]
My friends agree Myfavorite Laundry detergent is the best.
·
[removed]
Myfavorite Laundry detergent smells good.
When Apple introduced iTunes, a new market was opened. Which of the following describes this type of innovation?
·
[removed]
Operational excellence
·
[removed]
Value capture
·
[removed]
Presence
·
[removed]
Value chain
11
Which of.
29Answer[removed] That is the house whe.docxjeanettehully
29
Answer:
[removed]
That is the house "where I grew up."
The words in quotes make up an adjective clause. An adjective clause does
what an adjective does: it modifies the noun "house." Adjective clauses
begin with that, which, where, who, whom, or whose. Type the first word
followed by a space and the last word of the adjective clause in the
following sentence:
The doctor examined a man whose hands were colder than the rest of
his body.
30
Answer:
[removed]
That is the house "where I grew up."
The words in quotes make up an adjective clause. An adjective clause does
what an adjective does: it modifies the noun "house." Adjective clauses
begin with that, which, where, who, whom, or whose. Type the first word
followed by a space and the last word of the adjective clause in the
following sentence:
Mrs. Carnack has a cousin whom she would like us to meet.
31
Answer:
[removed]
That is the house "where I grew up."
The words in quotes make up an adjective clause. An adjective clause does
what an adjective does: it modifies the noun "house." Adjective clauses
begin with that, which, where, who, whom, or whose. Type the first word
followed by a space and the last word of the adjective clause in the
following sentence:
Who was the person who won the track meet?
32
Answer:
[removed]
That is the house "where I grew up."
The words in quotes make up an adjective clause. An adjective clause does
what an adjective does: it modifies the noun "house." Adjective clauses
begin with that, which, where, who, whom, or whose. Type the first word
followed by a space and the last word of the adjective clause in the
following sentence:
The restaurant where there was music was almost deserted.
33
Answer:
[removed]
That is the house "where I grew up."
The words in quotes make up an adjective clause. An adjective clause does
what an adjective does: it modifies the noun "house." Adjective clauses
begin with that, which, where, who, whom, or whose. Type the first word
followed by a space and the last word of the adjective clause in the
following sentence:
Find a boy whose eyes are green.
34
Answer:
[removed]
That is the house "where I grew up."
The words in quotes make up an adjective clause. An adjective clause does
what an adjective does: it modifies the noun "house." Adjective clauses
begin with that, which, where, who, whom, or whose. Type the first word
followed by a space and the last word of the adjective clause in the
following sentence:
The tale that was told that night was never forgotten.
35
Answer:
[removed]
That is the house "where I grew up."
The words in quotes make up an adjective clause. An adjective clause does
what an adjective does: it modifies the noun "house." Adjective clauses
begin with that, which, where, who, whom, or whose..
250 words discussion not an assignementThe purpose of this discuss.docxjeanettehully
250 words discussion not an assignement
The purpose of this discussion is to gain a more complete awareness of the extent of socio-environmental influences impacting the development of adolescents. Triandis (as cited in Coon and Kemmelmeier, 2001) states, "Individualism and collectivism are broadly defined cultural syndromes that encompass a number of elements, including values, norms, goals, and behaviors" (Coon and Kemmelmeier, 2001, p. 348).
Consider the audio piece in this unit's studies (also linked in the Resources) that compares two teens' viewpoints of life within their cultural domains. This piece highlights the impact of family, community, and cultural beliefs and values on an individual's development. For your initial post in this discussion, explore these influences by addressing the following questions:
How does exposure to media influence the manner in which adolescents develop?
How does exposure to peers influence development in both systems?
Using the reading from the textbook on risky behaviors, how might adolescents' influences and understanding of risk be different, based on their culture and expectations of self?
The optional reading in this unit's studies may provide additional information to support your post, if you choose to use it.
Response Guidelines
Respond to one learner by supporting his or her analysis of the two teens with additional information you have acquired outside of the textbook. Cite and reference your source with proper APA formatting. Be sure to address concepts in the post and find any similarities in your thinking as well.
Reference
Coon, H. M., Kemmelmeier, M. (2001). Cultural orientations in the United States: (Re)Examining differences among ethnic groups.
Journal of Cross-Cultural Psychology, 32
(3), 348–364. Thousand Oaks, CA: Sage.
.
25. For each of the transactions listed below, indicate whether it.docxjeanettehully
25. For each of the transactions listed below, indicate whether it is an operating (O), investing (I) or financing (F) activity on the statement of cash flows. Also, indicate if the transaction increases (+) or decreases (-) cash. 12 points
Transaction Type of Activity Effect on Cash
A) Paid dividends to the owners
B) Purchased equipment by paying cash
C) Issued stock for cash
D) Paid wages to employees
E) Repaid the bank loan
F) Collected cash on account from customers
.
250-word minimum. Must use textbook Jandt, Fred E. (editor) Intercu.docxjeanettehully
250-word minimum. Must use textbook: Jandt, Fred E. (editor) Intercultural Communication: A Global Reader. Thousand Oaks, CA: Sage. 2004 and articles provided. MLA citation.
Levi-Strauss and Hofstede portray culture as a dichotomy. What are the implications of such a dichotomy? How do these variants affect you when you attempt to communicate with other cultures? Likewise, how do these variants affect your audience when you attempt to communicate with them?
.
250-500 words APA format cite references Check this scenario o.docxjeanettehully
250-500 words APA format cite references
Check this scenario out. Long term care can consists of servicing patients need at a patient's home, providing meals, transportation and in home therapy. Some long term care is within the home and some can be rehab. Lets say there is a growing need to extend those services to our growing need in elderly population. Part of that need is a demand for servicing the increasing population of the Hispanic community. We as a team need to meet with a cross- functional management team that can relay the need and services outside of the facility. We need hired people who are bilingual that can work the call center, deliver food, offer in home therapy, and provide transportation.
Our audience will be the new management team. Each member of the coordination of care team of management will cover or be responsible for one of those areas. Our standpoint will be that we are the board of directors that would be talking with them.
Giving the above screnario my part of assignment is to come up with strategies of the transition and what methods may be needed?
.
250+ Words – Insider Threat Analysis Penetration AnalysisCho.docxjeanettehully
250+ Words – Insider Threat Analysis / Penetration Analysis
Choose one of the following. The first is insider threat analysis and the other is the threat presented by hostile intelligence operations. Be challenging and show what you know.
Topic 1
Insider threats come from individuals who operate inside friendly intelligence and national security organizations who purposefully set out to cause disruption, destruction, and commit crimes to those ends. Please read
Insider Threat IPT
and
Solving Insider Threat
in the Course Materials Folder. Using the web or the online library choose a high profile case of insider threat (cyber, intelligence, military) and draft a 350 word summary of the case highlighting successes or failures of
analysis
in bringing resolution to the case. What analysis methods can you discern? What do think could have been done differently to improve the analysis?
--or--
Topic 2
Complete reading
Foreign Espionage Threat
and
Observations on the Double Agent
and
Social Courtesy
. In the penetration of a hostile intelligence service analysis is central to identifying, pursuing, and preparing the recruitment of an agent. In 350 words please research the Oleg Penkovsky, Aldritch Ames, or Jonathan Pollard cases. Provide a summary of the role of analysis in the recruitment and running of these agents from the perspective of their handlers (the US/British, Soviet Union, and Israel, respectively). You'll need to conduct additional research on the web or in the online library to help you develop a factual understanding of the case you choose.
.
250 wordsUsing the same company (Bank of America) that you have .docxjeanettehully
250 words
Using the same company (Bank of America) that you have using in previous weeks, please review its cashflow sheet The statement of cash flows is divided into three parts: (1) operational cash flows, (2) financing cash flows, and (3) investment cash flows. Discuss the primary components of each of these sections of the cash flow statement:
Operational cash flows:
Use the direct method, which focuses on the sources of cash and the uses of operating cash such as cash from customers minus cash payment for expenses and payments to creditors.
Financing cash flows:
This should include cash received as the owner’s investment and cash withdrawals by owners.
Investing cash flows:
These include cash from investing activities (in other companies or securities) and any cash paid to make these investments.
.
250 mini essay questiontextbook Getlein, Mark. Living with Art, 9.docxjeanettehully
250 mini essay question
textbook: Getlein, Mark. Living with Art, 9th Ed., New York: McGraw-Hill, 2010 Please include citations in MLA format.
First, describe the shift in the Roman Empire that created Byzantium in the East and what would eventually become Europe in the West and explain the impact of this political, religious, and social split on the art produced in these regions in this era. Provide specific examples of particular works of art or architecture to illustrate your points.
Second, trace the subsequent development of art in the East and the West from the Early through the High and Late Middle Ages by citing specific works of art or architecture and describing characteristic features these works exemplify. Be sure to include the each of the following terms in your discussion:
-animal style
-Carolingian
-Romanesque
-Gothic
.
22.¿Saber o conocer… With a partner, tell what thes.docxjeanettehully
22.
¿
Saber
o
conocer
…?
With a partner, tell what these people know, using
saber
or
conocer
.
Natalia [removed] al suegro de Mirta. Ella [removed] dónde vive él, pero no [removed] su número de teléfono.
David [removed] muchas ciudades de España, pero no [removed] hablar español.
Estela [removed] muchos poemas de ese poeta, pero no [removed] ninguno de memoria.
Roberto [removed] a la familia que da la fiesta de Año Nuevo, pero no [removed] dónde es la fiesta.
Yo [removed] que Lorca es un poeta español.
.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
Embracing GenAI - A Strategic ImperativePeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
A Strategic Approach: GenAI in EducationPeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
Normal Labour/ Stages of Labour/ Mechanism of LabourWasim Ak
Normal labor is also termed spontaneous labor, defined as the natural physiological process through which the fetus, placenta, and membranes are expelled from the uterus through the birth canal at term (37 to 42 weeks
Synthetic Fiber Construction in lab .pptxPavel ( NSTU)
Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
Running head NEGOTIATION PLANNING1 NEGOTIATION PLANNING5.docx
1. Running head: NEGOTIATION PLANNING 1
NEGOTIATION PLANNING 5
Negotiation Planning
Keisha McKinney
Columbia Southern University
01/07/2020
Negotiation Planning
Negotiation involves an interaction between entities intended in
reaching a beneficial outcome in any organization. Companies
create a guide used in each step which includes a series of
strategies and planning to have a successful negotiation.
Planning for negotiation is essential for various reasons. First,
it enables companies to be proactive in foreseeing their future
and prepare accordingly to keep up with the changing trends in
the market. Secondly, Planning goals and strategies increases
2. operational efficiency in providing a roadmap in the
management in making decisions by determining the required
resources used in accomplishing the set goals (Ong, 2015).
Deliberate planning also important in increasing profitability
and market share. Corporations get insights that are valuable on
consumer segments and market demands on products and
services, which is the best approach used in turning marketing
and sales efforts into the best outcomes.
Organization negotiators should always have goals and
strategies before negotiation commences. Having goals and
strategies in any preparation for negotiation can portray
negotiators as people with vision and objectives goals of what
they need out of the deal. Lack of negotiation goals in mind by
negotiators may affect the best outcome for the business.
Therefore, getting into negotiation with specific goals and a
clear understanding of business strategies helps to improve
performance in operation. There are various issues discussed
during the negotiation process such as distributive, congruent
and integrative issues (Kesler, 2019). Integrative negotiation is
a strategy involving the collaboration of parties to get a
substantive solution to their disagreement. The tactic focuses on
the development of mutual agreement that is beneficial to the
disputants’ interests. The congruent issue is where the interest
of parties are aligned positively in which both sides are not
willing to state what they need in case of any project
discussion. When negotiators have the same interest on which
project to be given the priority is a congruent issue in
negotiation. Distributive negotiation involves a single issue
such as the cost of the project, and mostly it relates to the
bargaining process.
Defining the relative importance and the bargaining mix of each
issue is a critical step in negotiation. Negotiators from different
parties assemble a list of issues presented and decide on the
most and least important issue to enhance proper priorities.
Bargaining mix entails both parties coming together and
combining their lists of issues in a negotiation before
3. implementation. Accordingly, large bargaining mixes may
benefit a negotiation because a large list of components are put
together and can easily benefit both parties. Notably, a large
bargaining mix can make the negotiation take a long time to
complete due to considerations of issues of different
combinations (Page & Mukherjee, 2007). Therefore, it is
necessary to set priorities following a long list of issues to
come up with a system of deciding on tangible and intangible
issues that can lead negotiators into the final agreement.
Defining the interest is the next step in planning for a
negotiation. The step is extremely important that requires
negotiators to decide their underlying needs and interest.
Accordingly, a defined interest can be more important to
integrative negotiation since it is process-based and may also
base on other different negotiations. Knowing the interest of
both negotiators and that of another party in a negotiation
makes more sense on certain things, thus paving the way for
easies implementation of mutually agreed on decisions. BATNA
is another step-in planning for the negotiation, which involves
the identifying alternatives that are best to a negotiated
agreement (Spangler, 2012). A good BATNA improves
negotiation power in deal-making and negotiation strategies. If
one party is having the best alternative than the other side, it
becomes easier to push the other side harder by increasing
demands thus making negotiators from the other party to accept
because they do not have a better option. Therefore, negotiators
need to improve their BATNA by considering the alternatives
available on the other side since it is worth revealing to their
opponents during negotiation.
Defining limits is the next step in planning fora negotiation.
Negotiators need to limit their options for more effective
bargaining. More of the choices may not only affect the
effectiveness of discussion but also reduces the quality of
negotiators choices. Limiting the choices is essential for both
parties in seeking out high-quality information that is much
relevant to stand a better chance of winning the opponents in
4. the negotiation. Understanding the resistance point involves
having minimum terms that negotiators can accept willingly in a
negotiation. Establishing a resistance point before negotiation
includes seeking to understand oneself, the negotiation situation
and the counterparty (Spangler, 2012). The party’s interest,
resistance point and objectives help a negotiator in developing a
strategy and choose tactics towards the best achievement.
Having a reservation point in negotiation is the best
understanding of the strength and nature of each party’s
interests, their BATNA and the cost of delay by each party.
Setting targets leading to negotiation is a critical step of
reaching the optimum agreements with the counterpart. The
process of setting targets involves various actions such as
focusing closely, taking many risks and ethical behaviors. Set
goals focus on negotiator’s attention on a task. However, the
too-close focus may make negotiators overlook other important
tasks and issues. Setting challenging negotiation targets is also
important in motivating negotiators to work hard towards the
achievement (Staff, 2019). Accordingly, the targets should not
be too difficult for workers to withstand better performance.
Assessing the social context is the next plan for a negotiation.
Understanding the social constraints on negotiation, especially
social pressures, is essential in making negotiation more
complex when there are many parties in the negotiation.
Multiple parties can also help negotiators-collecting formation
from each party that is relevant and leading to final decision
making in improving the outcomes.
Presenting issues to the other party are the most critical step.
Through experience, the quality of an individual’s preparation
translates to the ultimate efficiency of the negotiation process.
A better understanding of the counterpart helps in improving the
quality of deals and reduces the amount of time in a negotiation.
An accurate understanding of the interest of other party helps in
achieving the negotiator's goals. Notably, unsatisfied interest on
any of the proposed deals by the other party can lead to
disagreement and ultimately hinders the outcomes in operation
5. (Gasink and Weiss, 2004). Negotiators should also have an
accurate walk away alternative of the other side to help in
developing an understanding that is more precise of the
different choices to satisfy their interests. Hence, it is important
to have prior preparation of a detailed and specific
understanding of the perspective of the other party to improve
the negotiation results.
References
Gasink, J. and Weiss, J. (2004). THE “OTHER” PARTY:
GETTING INTO THE MIND OF YOUR NEGOTIATING
COUNTERPART •. [online] Iveybusinessjournal.com. Available
at: https://iveybusinessjournal.com/publication/the-other-party-
getting-into-the-mind-of-your-negotiating-counterpart/
[Accessed 7 Jan. 2020].
Kesler, R. (2019). 3 Issues We Negotiate - Income School.
[online] Income School. Available at:
https://incomeschool.com/negotiated-issues/ [Accessed 7 Jan.
2020].
Ong, C. (2015). 5 Benefits of Strategic Planning | Envision.
[online] Envision. Available at:
https://envisio.com/blog/benefits-of-strategic-planning/
[Accessed 7 Jan. 2020].
Page, D., & Mukherjee, A. (2007). Promoting critical-thinking
skills by using negotiation exercises. Journal of education for
business, 82(5), 251-257.
Spangler, B. (2012). Best Alternative to a Negotiated
Agreement (BATNA). [online] Beyond Intractability. Available
at: https://www.beyondintractability.org/essay/batna [Accessed
7 Jan. 2020].
Staff, P. (2019). How to Set Negotiation Goals. [online] PON -
Program on Negotiation at Harvard Law School. Available at:
https://www.pon.harvard.edu/daily/business-
negotiations/managers-think-twice-before-setting-negotiation-
goals/ [Accessed 7 Jan. 2020].
6. Atlas Cold Storage Inc.
J. E. Boritz and L. A. Robinson
Centre for Accounting Ethics
School of Accountancy
University of Waterloo
Waterloo ON N2L 3G1
October 2004
2
Atlas Cold Storage Inc.
It had been a stressful summer for the executives and board of
Atlas Cold Storage; in fact it had
not been a summer at all. But Joseph Wiley as Chair of the
Audit Committee and representative
on the board of Atlas’s largest unit holder, TD Capital, felt the
pressure most acutely. Although
7. it was August 29th and summer was over, a new phase of the
Atlas saga was about to start now
that the press announcement was being proofed for the final
time. When investors returned from
their Labour Day weekend they would know what he had been
living with for months -- that
Atlas’s financial results would need to be significantly restated.
It had all started with the anonymous letter sent to the Ontario
Securities Commission (OSC) on
April 28, 2003. Had the letter not gone to the OSC perhaps the
situation could have been dealt
with internally without a need to announce to the public that the
financial statements were
wrong, very wrong. But with the letter they were forced to tell
the auditors, Ernst and Young
(E&Y) who insisted on coming in to review the books, again --
no doubt afraid that they might
get sued for issuing a clean audit opinion on financial
statements that were materially incorrect.
To make matters worse, the independent board members insisted
that E&Y should not do the
investigation, claiming the auditors were not independent
enough. Those board members
insisted on bringing in Kroll Lindquist Avey to oversee E&Y’s
investigation.
The news release read as follows:
TORONTO, Aug. 29 /CNW/ - (TSX: FZR.UN) - Atlas Cold
Storage Income Trust
announced today that it has received comprehensive reports,
prepared in connection with
an investigation of certain matters related to its financial
statements for its year ended
8. December 31, 2002. This review will result in a restatement of
its results for fiscal 2002
and 2001. The in-depth review was precipitated by the receipt
of a copy of an anonymous
letter that contained certain allegations with respect to the 2002
financial statements of
Atlas, its senior management, and certain accounting policies,
procedures and controls.
Following receipt of the anonymous letter, the board of
directors of
Atlas Cold Storage Holdings Inc., the Administrator of Atlas,
requested that its audit
committee undertake a comprehensive review and investigation
into the allegations
contained in the letter, and report back to the board of directors.
The audit committee retained Stikeman Elliott LLP as
independent counsel, who engaged
Ernst & Young LLP's ("E&Y") Global Investigations and
Dispute Advisory Group and
Kroll Lindquist Avey, The Risk Consulting Company ("Kroll")
to assist in the
investigation. E&Y carried out a detailed work plan to review
the allegations in the
anonymous letter and prepare a report for the audit committee.
No members of the E&Y
investigation team that prepared the E&Y report had any
previous involvement in
advising Atlas. Kroll was engaged to assist the audit committee
in supervising and
reviewing the E&Y engagement, to perform its own
investigative procedures to
9. 3
supplement those performed by E&Y as it considered
appropriate and to report to the
audit committee thereon as well as with respect to its
assessment of the E&Y report.
The audit committee received the Kroll and E&Y reports earlier
today.
These reports concluded that expenditures of approximately
$3.6 million were
inappropriately recorded as additions to capital assets during
2002. In addition to
correcting for these items, the audit committee has determined
to make approximately
$1.2 million of adjustments with respect to items previously
identified during the course
of the 2002 audit but not made at that time by reason of the fact
that they were below
Atlas' audit materiality threshold.
As a result, the effects of the adjustments, after reflecting
appropriate income tax
adjustments, are as set out in the appendix to this press
release1. A description of the
restatement can also be found in note 16 to Atlas' quarterly
financial statements for the
six months ended June 30, 2003 which were released today and
which will be available at
www.atlascold.com or www.sedar.com .
After providing copies of these reports to, and consulting with
Atlas' auditors, E&Y,
Atlas has determined that:
(a) the financial statements for the year ended 2002 will be
10. restated to reflect the
conclusions described above;
(b) although the financial statements for the year ended 2001
were not the subject of this
investigation, as a result of the conclusions reached in respect
of the 2002 financial
statements and to ensure the propriety of Atlas' historical
financial results, Atlas
intends to restate its financial statements for the year ended
2001 by reclassifying
$1.6 million of capital assets as expenses as an estimate to
address potential
overcapitalization of expenses during that year; and
(c) as a result of the restatement by Atlas of its 2002 and 2001
financial statements, it will
be necessary for E&Y to reissue its audit opinion for these
years; accordingly, such
financial statements and the auditors' report therein as
originally issued should not be
relied upon by investors until such confirmation and
corresponding restated financial
statements have been provided by Atlas, which is expected to
occur once the audit
group of E&Y completes certain procedures on the restated
numbers provided to it
this week. These procedures are expected to be completed as
soon as practicable.
The reports concluded that the overstatement of net income by
management was
consistent with an intent to improve the financial results,
including distributable cash, of
Atlas. However, the reports concluded that other allegations
contained in the anonymous
11. letter were unfounded.
1 Not included in this case but can be viewed at the September
2, 2003 press release.
http://www.sedar.com/DisplayCompanyDocuments.do?lang=EN
&issuerNo=00004374
4
In the reports, each of Kroll and E&Y also made observations
regarding certain
weaknesses in Atlas' internal controls and procedures, in
particular as they relate to the
capitalization of project costs. The reports, which were received
today, are detailed and
the audit committee continues to review them and formulate
recommendations with
respect to dealing with the findings in the reports.
The audit committee and board of directors have been, and
intend to continue to be,
proactive and will take steps to implement the changes
necessary to address the issues
raised by the reports. These steps may include, but will not be
limited to, changes as are
found to be appropriate to internal controls, systems and
personnel. The restatement
arising from the reports will not have any impact on
distributable cash earned and
distributed for Atlas for 2003 other than the costs of the
investigation, which is expected
to total approximately $1.2 million. These costs are being
expensed as incurred.
12. Distributable cash is not a defined term under Canadian
generally accepted accounting
principles and accordingly, may not be comparable to similar
measures presented by
other issuers.
The audit committee implemented a policy whereby Atlas'
quarterly financial statements,
starting with its 2003 first quarter results, are, and will continue
to be, reviewed by its
auditors on a review engagement basis (including certain
substantive procedures with
respect to capital assets). Atlas does not contemplate any
adjustments with respect to the
unaudited financial statements for the three month period ended
March 31, 2003 or the
six month period ended June 30, 2003.
A copy of each of the Kroll and E&Y reports has been provided
to the Ontario Securities
Commission.
Joseph P. Wiley, Atlas board member and Chairman of the Atlas
audit committee, stated,
"As chair of the audit committee and appointee of TD Capital's
Canadian Private Equity
Partners Fund, Atlas' largest unit holder, I believe that the
investigations were carried out
rigorously and are complete. Our belief is that the restatement
captures all of the
adjustments necessary. We are focused on improving Atlas'
internal controls and
procedures to ensure they are representative of best practices
for the size of its operations.
The board of directors and the trustees of Atlas are fully
supportive of Mr. Gouveia, who
13. has taken a leadership role in resolving these issues."
Patrick A. Gouveia, President and Chief Executive Officer,
stated, "It is important to
Atlas that its financial statements be beyond reasonable
questioning. The process we have
just undergone support the actions the board of directors is
taking."2
2 Ibid
5
Background
Atlas Cold Storage is an Income Trust (“Atlas”) (formerly
Associated Freezers Income Trust)
established in February 1997 owned 100% of its operating arm
Atlas Cold Storage Holdings
(“Atlas Holdings”). The board of Directors of Atlas Holdings
administers the Income Trust. As
an income trust Atlas also has a Board of Trustees that provides
advice to the Board of Directors.
Atlas offers temperature-controlled warehousing and
distribution services to chilled-food
processors, distributors, and retailers. Atlas is North
America’s second largest cold storage
company with more than 50 warehouse facilities. The company
operates throughout Canada and
in the eastern, midwestern, and southeastern US. Atlas also
offers logistics services, such as
14. transportation management.
From 1997 through mid-2000 Associated Freezers Income Trust
grew steadily through
acquisitions and internal growth financed through a combination
of new unit issues and bank
loans. Patrick Gouveia founded Atlas in 1991 and operated a
similar but private business to
Associated Freezers. Effective August 11, 2000 Associated
Freezer Income Trust merged with
Atlas Cold Storage. The name after the merger was ACS
Freezers Income Trust (later changed
to Atlas Cold Storage Income Trust). As consideration for the
merger, Atlas shareholders
received the equivalent of 4.8 million units and two seats on the
board of directors. Atlas’s
operating subsidiary also entered into long term lease
agreements for certain warehouse facilities
owned by Gouveia.3 After the merger Atlas had an asset base of
$387 million and annual
EBITDA of $38 million. 4 On a pro forma basis total debt was
$142 million and total equity,
including convertible debentures, of $195 million. 5
Immediately prior to the merger there were
approximately 11.5 million Trust Units issued and outstanding6.
After the merger there were an
additional 9.6 million units outstanding with 4.8 million going
to each of Atlas and TD Capital.7
The merger was accounted for as a Business Combination.
Patrick Gouveia took over the role of
President and CEO of the combined entity.
Subsequent to the merger Atlas continued to grow. During the
two years between August 2001
and 2003, Atlas had entered into eight acquisitions at a cost of
$590 million, 8 the most significant
15. of which were the:
• July 2001 acquisition of two cold storage facilities in Calgary
and Vancouver for $31.3
million known as the Blue Star acquisition;
• March 2002 purchase of some of the assets of TCT logistics, a
trucking firm in
receivership for $5.2 million - TCT was renamed Atlas Supply
Chain Services Limited
(“Supply Chain”);
3 See: Material change report August 10, 2000
http://www.sedar.com/DisplayCompanyDocuments.do?lang=EN
&issuerNo=00004374
4 Ibid
5 See: Material change report May 24, 2000
6 Management proxy / information circular Form 30 July 17,
2000
http://www.sedar.com/DisplayCompanyDocuments.do?lang=EN
&issuerNo=00004374
7 Concurrently with the closing of the merger, TD Capital
Canadian Private Equity Partners received 4.8 million
units for its investment of $35 million and one seats on the
board of directors.
8 National Post September 3, 2003
6
• September 2002 purchase of some of the assets of CoolStor
Warehousing Services for
US$25 million; and
16. • October 2002 purchase of the majority of CS Integrated LLC’s
U.S. distribution network
for $218 million (US$137.5 million).
All of these acquisitions and the internal expansions were
expensive. To finance them, Atlas
entered into 5 successive equity issues in excess of $356 million
including:
• 4,250,000 unit issue announced in March 2001 at $8.70 per
unit
• 1,935,062 unit issue to Gouveia and TD Bank in March 2001
at $8.70 per unit
• 4,197,500 unit issue announced in July 2001 at $9.60 per unit
• 6,054,750 unit issue announced November 2001 at $10.45 per
unit
• 7,460,000 unit issue announced August 2002 at $11.40 per
unit
• 9,803,000 unit issue announced October 2002 at $11.55 per
unit
Atlas also entered into a credit facility with a syndicate of
Canadian and US banks in July 2001
for $191 million and a further facility in October 2002 topping
out at $306 million.
Income Trust
An income trust is a special purpose entity that sells equity to
the public in the form of units and
uses the proceeds to purchase an operating company that holds a
set of income-generating assets.
Legally, income trusts are a subset of the broader category of
‘mutual fund trusts’ within the
meaning of the Canadian Income tax Act. An income trust is
designed to maximize the cash
distributions paid to the unit holders by eliminating the
17. corporate income taxes paid by the
operating company. An income trust is a ‘flow-through’ vehicle
that allows income to flow
through it and be taxes in the hands of the investor only. 9
Income trusts may be an appropriate investment for individuals
and institutions whose focus is
on current cash flow rather than long-term growth. This is
because an income trust pays out up
to 90% of its net income plus non-cash expenses such as
depreciation and amortization. An
Income trust is an appropriate structure for mature companies in
non-cyclical industries that
require minimum capital expenditures to maintain the
productivity of assets.10 Due to their
structure income trusts’ growth prospects through the
investment in future growth is limited.
This is because profits that might otherwise have been invested
in future growth initiatives are
used up to achieve the short-term goal of cash distributions.11
Should an income trust become
focused on growth, the cash flow to finance the growth would
need to come from either reducing
distributions to current unit holders or new debt and/or
additional equity financing.
There are a number of issues that an investor should consider an
income trust. From a legal
perspective, as a consequence of being a unit holder rather than
a shareholder, investors do not
enjoy limited liability protection offered to those who invest in
incorporated companies. Unit
holders are potentially on the hook for liabilities related to debt
or company actions.12 The unit
9 Income Trust: Understanding the Issues by Michael R. King –
18. Bank of Canada Working Paper 2003 - 25
10 Ibid
11 Trusty Trust? By Andy Halloway, for Canadian Business
July 19 – August 15, 2004
12 Ibid
7
holder’s liability is being addressed in some provinces.13 One
of the benefits of trust ownership
is that distributions are made to unit holders in a pr-tax basis
thus eliminating the possibility of
double taxation that can happen under share ownership. Unit
holders treat the income as other
investment income so the tax rate would be the same as for
income such as interest.
The Fall Out
On June 2, 2004 the OSC filed a statement of allegations
against Patrick Gouviea, President,
Director, President and CEO and second largest unit holder of
Atlas at 8.1%, Andrew Peters
CMA, Executive vice-president and CEO, Ronald Perryman CA,
VP Finance and Paul Vickery
CA, Corporate controller and interim VP of Supply Chain.14
In addition, the Institute of
Chartered Accountants of Ontario began an investigation into
possible wrongdoing by
members.15
The Charges
The following allegations have been made by the OSC:
19. 1. Inappropriate capitalizing of expenses from 2001 through the
second quarter of 2003 –
Atlas’s actual quarterly financial results were usually lower
than the unreasonably high
target presented by Gouveia to the market. Gouveia would
instruct accounting staff to
find more earnings. With his knowledge, accounting staff
reviewed all expenses over
$1,000 and reclassified invoices previously classified as
expenses as capital expenditures.
Many of these capitalizations were not in accordance with
GAAP.16
2. Timing errors – Atlas recorded expenses of $950,000 in 2002
which related to activities
of 2001;
3. Inappropriate recording of refunds – Atlas accounted for a
refund of $600,000 related to
the purchase of assets of TCT as a reduction of expense rather
than a reduction in the
purchase price of the assets; and
4. Failed to disclose a breach of covenants - As part of Atlas’s
lending agreement they were
not permitted to invest more that $10 million or lend more than
$500,000 to Supply
Chain. Although Supply chain only began operation is March
2002, the covenant was
breached by May 2002. Atlas did not disclose this fact to their
lenders and instead
covered it up through two means.
a. Supply Chain paid funds to Atlas at quarter end to bring them
back into
20. compliance. These funds were repaid to Supply Chain the next
day.
b. Atlas entered into a sale leaseback agreement at December
31, 2002, whereby
Supply Chain’s vehicles were sold to Atlas and leased back.
But, Supply Chain’s
vehicles were already secured under a general security
agreement and therefore
were not available for sale. This agreement allowed Atlas to
infuse cash into
13 The Ontario government has introduced legislation that
would limit the liability of Ontario Based unit holders
Under the Trust Beneficiaries’ Liability Act 2003. This act was
delayed due to the 2004 provincial election.
14 Statement of allegations
http://www.osc.gov.on.ca/Enforcement/Proceedings/2004/soa_2
0040602_gouveia.jsp
15 Globe and Mail February 18, 2004. Note: on September 20,
2004 Paul Farley of the ICAO would neither confirm
nor deny that in investigation was underway.
16 Statement of allegations para. 15
8
Supply Chain and thereby give the appearance of being in
compliance with the
debt covenants. In fact, there were no written sale leaseback
agreements, no
transfer documents for the vehicles and no lease payments were
made.
21. The OSC concluded that the purpose of these activities was to
improperly present an improved
picture of Atlas’s financial performance in order to enhance
earnings and conceal the extent of
losses at Supply Chain. As a result of the overstated earnings
Atlas overpaid the distributed cash
to the unit holders and the bonuses paid to management.
The People
Andrew Peters CMA was terminated as executive VP and CFO
on September 19, 2003. Ronald
Perryman CA, VP of Finance who was responsible for public
filings was terminated for cause on
November 13, 2003. Patrick Gouveia resigned on November 21,
2003. Effective January 30,
2004 the board of directors were replaced including:
• J. Nicholas Ross CA, Chairman of the board since inception in
1997
• Joseph P. Wiley who had been TD Capital’s representative
since the merger in 2000
• Jack H. Scott had been involved since inception and had acted
as interim President or
CEO during the late 1990s
• Jeffrey L. Rosenthal had been involved with Associated
Freezers since inception and had
been on the board since the merger in 2000
• Patrick Gouveia had joined the board with the merger between
Atlas and Associated
Freezers, resigned November 21, 2003
• Andrew Peters CMA had joined the had board with the merger
between Atlas and
22. Associated Freezers, terminated September 19, 2003
Two of the existing board member would continue until the next
annual meeting being Wes
Voorheis a new member and Robert Gillespie who is Chairman
and CEO of GE Canada and had
been on the board since 1998.
Ernst and Young who had audited Atlas since the inception of
Associate Freezers Income Trust
were replaced with Deloitte and Touche.
The Investors
Prior to the announcement on August 29, 2003 of the need to
restate the financial statements,
investors in Atlas could expect a steady increase in unit value.
At the time of the August 2000
merger the units were valued at $7.55. The market value
increased steadily to over $13 in
August 2003. Immediately following the announcement of the
restatement the units dropped to
$8.50. The decline has continued to below $5.00 in the autumn
of 2004.
The unit holders could also rely on a steady flow of cash each
quarter of approximately $0.24
per unit. These distributions were discontinued subsequent to
the second quarterly payment of
2003.
9
23. The Beneficiaries
Gouveia and Peters were well compensated for their
management of Atlas. In 2002 Gouveia
received salary and cash bonus of $1.359 million while Peters
received $885,000. They also
received 100,000 and 60,000 trust unit options, respectively, in
each of 2001 and 2002.
As a unique form of further executive compensation, Gouveia
and Peters received “restricted
phantom” units (“RPU”). These units entitled the recipient to
receive a cash payment equal to
the increase in market value of Atlas plus the cash distributions
paid over the intervening period.
Gouveia’s RPU totalled $602,000 by December 31, 2002 while
Peters’ totalled $361,000.
Because of the structure of Gouveia’s and Peters’ employment
agreements, their bonuses were
guaranteed. In 2003 prior to resigning, Gouveia earned salary
and cash bonus of $1.12 million
while Peters earned $603,000 prior to termination.
Required
1. What incentives were there for Atlas management to misstate
the financial statements? Is
there any significance to the fact that Atlas was an income
trust? Explain.
2. What “red flags” were present at Atlas? How should an
auditor assessing the risk factors
of this engagement have handled these red flags?
3. What is the basis for holding directors, management and
24. auditors accountable for
misstated financial statements?
4. Comment on the involvement of the auditors in the
investigation of the allegations
contained in the letter to the OSC. Why might it be appropriate
for them to be involved
and why would it not be?
5. The OSC detailed some specific accounting wrongdoings as
outlined above under the
heading The Charges. What audit procedures might have
detected these problems?