Negotiations Questions

In: Science

Submitted By bizneg
Words 5359
Pages 22
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 __________.
________________________________________

6. Independent parties are able to meet their own ____________ without the help and assistance of others.
________________________________________

7. The mix of convergent and conflicting goals characterizes many ____________ relationships.
________________________________________

8. The ____________ of people's goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes.
________________________________________

9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _______.
________________________________________

10. When parties are interdependent, they have to find a way to ____________ their differences.
________________________________________

11. Negotiation is a ____________ that transforms over time.
________________________________________

12. Negotiations often begin with statements of opening __________.
________________________________________…...

Similar Documents

Negotiation

...edition of Negotiation: Readings, Exercises and Cases by Lewicki, Saunders, and Barry. This article provides an excellent overview of negotiation techniques, avoiding impasses, and avoiding the pitfalls of hidden assumptions. This article is written for practitioners that conduct negotiations or plan to conduct negotiations in the future. The authors’ do not provide any reference to the academic literature (or any references at all). The portions of this article that cover negotiation techniques and avoiding impasses seem to provide a very thorough list of techniques, but the description of these techniques is generally limited to only one or two paragraphs. The portion of the article that describes avoiding the pitfalls of hidden assumptions is vague and lacking in substance. In addition, there is a glaring factual error in one of the examples provided by the authors, which may imply that there are other errors in this article. Despite these issues, Nierenberg and Calero (2009) have provided an excellent introductory overview of negotiation techniques and techniques to avoid impasses. This article is excellent reading for those that conduct negotiations in the performance of their job as well as those that are involved in negotiations for the myriad circumstances of day to day life. Nierenberg and Calero have conducted negotiations for several years and held hundreds of negotiation seminars (Nierenberg and Calero, 2009). This article describes negotiation......

Words: 1007 - Pages: 5

Negotiation

...gentlemen! My name is Daria Drevjova, I’m a third year student. Today I’m going to speak about Effective Negotiations. This subject is topical because people negotiate every day. So now I’ll tell you some basic things concerning effective negotiations. You could ask questions after the presentation. My presentation has three parts. * In the first part we’ll discuss skills which are important for successful negotiations. * In the second part I’ll share with you secret of success. * And the third part will include some points that you should avoid while negotiate. So, let me start! There is a saying: You don't get what you deserve, you get what you negotiate. People negotiate every day. First of all, we need to understand what negotiation is. Negotiation is a process by which we attempt to influence others to help us achieve our needs while at the same time taking their needs into account. It is a fundamental skill for successful management and for successful living. We also can say that negotiation is the art of giving what you want by persuading others that they will benefit from reaching an agreement with you. I would like to start with Top Five Effective Negotiation Skills. * The first is an Ability to analyze. Effective negotiators must have the skills to analyze a problem to determine the interests of each party in the negotiation. * The second is an ability to listen actively. Active listening involves the ability to read......

Words: 665 - Pages: 3

Negotiation

... Weaver 09Mar13 Negotiation is a key art in the modern business world, none more so than in an investment stage start up where I currently work. These negotiation strategies range from being able to secure the best possible deal for oneslf in a ruthless winner take all style of negotiation to the everybody wins, collaborative style of negotiation. The question we must answer though, is how can negotiation be viewed outside of a business contract contect but rather within our day to day work routines and particularly in resolving workplace conflict. In the book, 5 Dysfunctions of a Team author Patrick Leoncioni discusses workplace conflict in a positive, challenging manner (ref). I find myself in agreement with this mindset but negotiation can assist us when discussing viewpoints that are in disagreement. There are two theories that are critical in the negotiation process. They are the BATNA in a negotiation, that is the best alternative to a negotiated agreement which refers to the bottom line. If a negotiated agreement isn't better than the BANTA there is absolutely no reason for us to accept it. The other serious consideration is the negotiator's dilemna which details that movement toward a consensus of mutual gain reduces the individual self-gain and therefore self gain can restrain movement toward the mutual (Hellreigel & Slocum, 2011). It is this latter theory that most likely contributes to the majority of failed workplace conflict negotiations. However, let us......

Words: 1356 - Pages: 6

Negotiation

...together since 1977. Roger Fisher teaches negotiation at Harvard Law School, where he is Williston Professor of Law and Director of the Harvard Negotiation Project. Raised in Illinois, he served in World War II with the U.S. Army Air Force, in Paris with the Marshall Plan, and in Washington, D.C., with the Department of Justice. He has also practiced law in Washington and served as a consultant to the Department of Defense. He was the originator and executive editor of the award-winning series The Advocates. He consults widely with governments, corporations, and individuals through Conflict Management, Inc., and the Conflict Management Group. William Ury, consultant, writer, and lecturer on negotiation and mediation, is Director of the Negotiation Network at Harvard University and Associate Director of the Harvard Negotiation Project. He has served as a consultant and third party in disputes ranging from the Palestinian-Israeli conflict to U.S.-Soviet arms control to intracorporate conflicts to labormanagement conflict at a Kentucky coal mine. Currently, he is working on ethnic conflict in the Soviet Union and on teacher-contract negotiations in a large urban setting. Educated in Switzerland, he has degrees from Yale in Linguistics and Harvard in anthropology. Bruce Patton, Deputy Director of the Harvard Negotiation Project, is the Thaddeus R. Beal Lecturer on Law at Harvard Law School, where he teaches negotiation. A lawyer, he teaches negotiation to diplomats and corporate......

Words: 58279 - Pages: 234

Negotiation

...What is negotiation Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument. In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Preparing for a Successful Win-Win Negotiation Depending on the scale of the disagreement, some preparation may be appropriate for conducting a successful negotiation. For small disagreements, excessive preparation can be counter-productive because it takes time that is better used elsewhere. It can also be seen as manipulative because, just as it strengthens your position, it can weaken the other person's. However, if you need to resolve a major disagreement, then make sure you prepare thoroughly. Before you start negotiating you some points must be determined: • Goals: what do you want to get out of the negotiation? What do you think the other person wants? • Trades: What do you and the other person have that you can trade? What do you each have that the other wants? What are you each comfortable giving away? • Alternatives: if you don't reach agreement with the other person, what alternatives do you have? Are these good or bad? How much does it matter if you do not reach agreement? Does failure to reach an......

Words: 919 - Pages: 4

Negotiations

...As I started to brainstorm for this negotiation exercise assignment I had a few scenarios scamper in my mind. My manager and I needed to get a printed circuit board diagnosed for a Ball Grid Array repair; these are processors that control such items as usb ports, video, and processing of the operating system. This was actually my first real face-to-face interaction with a live negotiation. I was really excited personally and professionally because this was a great opportunity for me. The start of the meeting was started by a tour of the facility and an overview of the capabilities of the scope of work they were able to perform and what they would offer us. After completing the tour we then got down to business, we were offered water and then we sat down to start the negotiations. Everyone introduced themselves and then the President of the company we wanted to complete the work started off by asking a few questions about our current processes and how we completed our debug of printed circuit boards. We quickly found that our way was on par with how this company carried out the daunting debug task as well. At the time my company had a BGA machine that was not very reliable and we had started the process of looking at new machine, but we needed to complete almost two-thousand board repairs and wanted to get a head start which brought us to this company. We then got into what the repair velocity would be or at least what we thought the velocity would be to make......

Words: 518 - Pages: 3

Negotiations

...| Budget MotelIntegrative Negotiation | | | | Winnie Wang Hotel Owner 2/2/2015 | | In this case, I negotiated with Ilyas Abayev, who was playing the role of a representative | | for Green Roof Inn. The negotiation started off rocky and unfortunately, never really | | recovered. I felt rather uncomfortable from the start and I think that affected our | | ability, or rather lack of, to come to a compromise. We could not reach a conclusion | | and because of the tension in our negotiation, it made it easier for me to walk away. I did | | not want to help him, especially if it meant some sacrifice on my part. | | | | We were unable to create any sort of value in this case. Although unknown at the time, | | our bargaining zones had zero overlap, but because as the hotel owner, I was looking | | for a place to live, but any Green Roof Inn property provides housing for its general | | managers. Had Ilyas and I been more open with our communication and developed | | some form of trust, we may have found common ground. Because I felt guarded and | | confused, I had a hard time finding things that would be mutually beneficial. Had the | | Green Roof Inn provided me and my spouse housing, then I would’ve been more willing | | to take a lower offer because I would not have as many expenses. | | | | Ilyas started off very “relaxed” about everything, even before the negotiation started. He | | asked for some time to......

Words: 1515 - Pages: 7

Negotiation

...Negotiation Strategy and Tactics Tutorial Prepare responses to the questions below after viewing the Negotiation Strategy and Tactics Tutorial in this week's lecture. In drafting your answers to the questions, make sure that you apply course concepts in your answers. Part A: What are the objectives of both parties in the exchanges? Marilyn and Len are both looking out for their teams, and protecting their own best interests. Marilyn’s objective is to get Len to turnover five billion dollars worth of viable accounts. Len’s objective is to get Marilyn to accept the accounts he has chosen to give her, so that his team won’t incur a loss of commission. How would you describe the general "tone" of the exchanges? I would describe the general tone as a negative emotional tone in the first exchange. In the second exchange, the tone shifts from a negative to a more positive tone, as the negotiation evolves. In the end it appears that Marilyn changes the tone of the negotiations. Part B: Were Marilyn's objectives achieved in the first exchange? Not really. Marilyn stated her position expecting to maximize her resources and share of value, but failed to make her needs or interests known. Seeking to make the best possible case for his or her preferred perspective, Marilyn should have assembled some facts, or other evidence to persuade Len of the validity for her perspective. Arguments and frames began to shift, as the parties focused on refuting the other’s case. I......

Words: 329 - Pages: 2

Negotiation

...The Art of Negotiation Goals & Objectives: To list examples that require successful negotiating skills in your personal and professional life To explain the elements of successful negotiation To describe the barriers to successful negotiation Outline: Elements of Successful Negotiation Preparation Preparation Goals Preparation Limits Communication Skills Active Listening Clarity Body Language Emotional Control Final Negotiations – Closing the Deal Final Tips Traits of a Great Negotiator Successful Techniques Unsuccessful Techniques Summary The Art of Negotiation Objectives: Successful negotiation is an art form that comes naturally to some, but must be learned by most. This module will discuss skills necessary to successfully negotiate goals and objectives in your personal and professional life. Skills will be broken down into specific elements that may enhance or impede any outcome. Introduction If we poll an audience and ask them for the first thought that comes to mind when they think of the term ‘negotiation’, the most often responses will include labor, contract or political negotiations. Yet negotiations play a major role in all aspects of our professional and personal lives.1 In the workplace we negotiate with our patients and their families and friends to obtain their full consent and cooperation. We negotiate with our peers, managers, physician staff and other healthcare workers, state and federal regulators and the list goes...

Words: 4804 - Pages: 20

Negotiations

...cultural negotiation skills becomes a prerequisite for success. Thus the importance of understanding cultural diffences becomes critical. Cross cultural negotiations are complex and involve both personal and cultural – they have an impact on both perception of conflicts and the methods used to solve them. Many factors influence the outcome of cross-cultural negotiations and should be considered before entering into negotiations with another culture. Negotiators who understand certain aspects of cross-culture negotiations have the advantage over the negotiator who is not well prepared to negotiate with their foreign counterpart. I will discuss a few negotiation factors which constitute a basic framework for identifying cultural differences that was presented during the cross cultural team presentations. Cultures have different views and reasons for setting their goals in negotiations; for example in North America the goal of any business negotiation is to reach a substantive outcome; time is money and the outcome of reaching an agreement is quick and formal. In Italy, quite the contrary is true; the goal for a negotiation is to focus on building long lasting and trustful relationships. Don’t expect to reach an agreement quickly; negotiations with Italians take long, fostering trust comes before reaching an agreement. Communication, both verbal and non-verbal play a very important part of the negotiation process and can hinder the progress of a successful negotiation......

Words: 1201 - Pages: 5

Negotiations

...you less than other employees. The What, Why, and When of Salary Negotiation What is it? Salary negotiation is the process of reaching an agreement on what an organization will pay for your skills, knowledge, and experience. Contrary to popular belief, this is not an adversarial process. It is both the organization’s and your best interest to come to a mutually beneficial agreement. Why or Why Not Negotiate? The only reason is to get fair market value for your skills, experience, and knowledge. The process is important for future earning because most raises will be based on your starting salary. However, it is unwise to negotiate for negotiation’s sake. For example, sometimes job seekers think a hiring manager expects them to negotiate, or that salaries should be negotiated as a general principle. Although organizations respect employees who can articulate the value they add, recent grads (or anyone else) can quickly alienate potential hiring managers if they are inappropriate and over zealous in their approach to negotiating their salary to “get a fair deal.” When Should You Negotiate? Two things need to happen before you negotiate. First, begin discussing salary only after you have received a formal offer, preferably in writing (refer to the Question and Answer section for what to say if a hiring manager or human resources person raises the “money” question before a formal offer). Initiating a discussion regarding......

Words: 905 - Pages: 4

Negotiation

...The Nature of Negotiation 1-1 Introduction  Negotiation is a basic generic human activity  A process that is often used in labor management relations 1-2 Introduction  Business deals ◦ Mergers ◦ Sales  International Affairs  Every Day Activities 1-3 Introduction Negotiation is something that everyone does, almost daily 1-4 Introduction  The Structure and process of negotiation are fundamentally the same ◦ at the personal level ◦ at the diplomatic level ◦ at the corporate level 1-5 Introduction We may fail to negotiate sometimes perhaps because we do not recognize that we are in a bargaining situation 1-6 Negotiations  Negotiations occur for several reasons: ◦ To agree on how to share or divide a limited resource ◦ To create something new that neither party could attain on his or her own ◦ To solve a problem or dispute between the parties 1-7 Approach to the Subject Most people think bargaining and negotiation mean the same thing; however, we will be distinctive about the way we use these two words:  Bargaining: describes the competitive, win-lose situation  Negotiation: refers to win-win situations such as those that occur when parties try to find a mutually acceptable solution to a complex conflict 1-8 Key Principles and Mistakes Achieving a settlement through negotiation is not just a matter of applying a repertory of tactics and techniques......

Words: 3703 - Pages: 15

Negotiations

...Article Analysis: The Chinese Negotiation Jamelia Harper-McGee 3-27-12 MGT/445 Sandra Sessoms-Penny Article Analysis: The Chinese Negotiation The name of the article that I read was "The Chinese Negotiation", it discussed the cultural values of Americans (Westerners) and the Chinese and touches on the fact that the way they view each others values affects their negotiations being that their approaches often appear incompatible. In order to do this research, a business trip to China is taken. Their goal in doing this was to "help Western and Chinese negotiators learn to work together more efficiently with mutual respect and gain the ultimate prizes". The Chinese have four thick threads of culture that differentiate them from Americans. The first thread is Agrarianism. The US population is mostly urban and most of the Chinese population still lives in rural areas where their traditional agriculture is peasant farming and their survival depends on group harmony. The Chinese moral values express themselves in their negotiating style. Chinese negotiators are more concerned with the process than the overall goal and believe in haggling until a compromise is made. Americans tend to take things more to the heart and will argue their side of what they feel is right or wrong and sometimes will get angry. The second thread is morality. They had what is called “The writings of Confucius" which served as the foundation of Chinese......

Words: 702 - Pages: 3

Negotiation

...Negotiation Theory Types of Negotiation Table of contents 1. Introduction 2. Negotiation Theory: Foundations and Approaches 2.1. Basic concepts of negotiation 2.2. Negotiation approaches: An overview 2.2.1. Structural approach 2.2.2. Strategic approach 2.2.3. Behavioral approach 2.2.4. Processual approach 2.2.5. Integrative approach 2.3. Summary of approaches 3 Types of Negotiation Negotiation Theory and Practice: A Review of the Literature “major public policies are the outcome of a complex round of negotiation between interests, choices between values and competition between resources… there are no single ‘best’ options for any player in this game, for the ‘best’ outcome depends on what others do and what deals are possible.” (Davis et.al., 1993) 1. INTRODUCTION “Pure” conflict defined as the existence of competing interests between parties in absence of interests that are shared, is an anomaly in international relations where the defining feature of the relationship between states is mutual dependence. Such was the observation of Thomas Schelling, noted international economist, during the height of the Cold War. In the decades that have since transpired, globalizing developments in technology, communications, finance and trade have given rise to a world in which citizens, organizations and governments engage in millions of trans-national interactions on a daily basis. In the modern age, the......

Words: 8991 - Pages: 36

Negotiation

...The art of negotiation has existed for many years. When two or more individuals come together to discuss anything where differences occur he or she is participating in a negotiation. Negotiations occur in the lives of everyone, regardless of race, creed, citizenship, social or economic position. If an individual argues a point he or she has initiated a negotiation. When a person has a product to sell or buy, a service that he or she wanted to solicit, the individual has to enter into a forum of discussion with each party giving his opinion on the subject. The first order of business is to have a plan because purchasing a home agents will charge an individual more money than what the property is worth. The more an individual knows enhances the chances to make the negotiation more favorable to the individual. People should always want to have the mental advantage, so the effects of those situations, which are out of control, and can be kept to a minimum. However, if a person has knowledge of the situation he or she can overwhelm the other person with facts showing the individual research has been done. As a result, knowing the direction of the argument and doing the research, individuals can lead his or her opponent in the direction, which he or she is trying to go, and beat them in their own game. Purchasing a home an individual must make sure his or her credit score is in the range for lower percentage rates for the mortgage payment within his or her......

Words: 1674 - Pages: 7

N1 des ventes dans Ttines | HISENSE (3) | Three Pieces CD1