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Negotiation Essay Topics & Paper Examples

Write-Up on the Negotiation of Teachers’ Association with Board of Education

Negotiation is a process of entering into dialogues which are intended (i) to resolve disputes, (ii) to produce an agreement upon courses of action, (iii) to bargain for individual or collective advantage, or (iv) to craft outcomes to satisfy various interests. The essence of negotiation in this case therefore is to bargain for individual or collective advantage.  We, the Teachers’ Association appeared before the Board of Education for a negotiation on workload and benefits and this write-up presents the salient points discussed and finalized during the negotiation process. 1. Workload Workload section is usually a less important area that our association would care to negotiate. Therefore we agreed for the proposal of 51 layoffs at Day 1 on the hope…

Midwestern Art Museum

Background The present paper reviews a case study as written by Lewicky, Saunders and Barry in the text Negotiations titled Midwestern::Contemporary Art, case number 6. Its focus is on a financial crisis that the museum is facing due to a donors failure to pay a five million dollar pledge. The donor was the museums previous president of the board of directors who had a falling out with the museum director over financial matters and felt minimized by the lack support by board members. The museum is in the process of completing a major capital project and faces the near term possibility of bankruptcy if the pledge is not fulfilled. Results Legal counsel for the museum recommends suing to collect the…

Negotiation Strategy Analysis

Negotiation strategies are used to make negotiations successful. Depending on the type of situation, the negotiations may differ in tactics. This essay will examine two articles different in strategies that use integrative tactics. One article will have a distributive strategy (win-lose), and the other article will have an integrative strategy (win-win). The tactics used in the articles will be related to a work setting involving prospective buyers and apartment companies to create a negotiation in a win-win outcome. Article I – Hostage Takeover Negotiation This article is about the strategy and tactics used in a hostage takeover. Several tactics have been used in hostage takeovers throughout the years. The strategic strategies are about who holds the power. Some strategies show the…

The Importance of Negotiation Skills

The labor relations process includes three phases, and one of those phases is the negotiation of the labor agreement. The negotiation process involves two different parties; the union, representing the employees, and the management/employer. The outcome of those negotiations has a drastic impact on the work lives of the employees, such as working hours, working conditions, hourly wages, benefits, and other policies. The negotiations also affect the business interests of the employers, such as labor costs, operation costs, and management control. Therefore, it is of the utmost importance for both parties to ensure that the negotiating team representing their interests has the necessary skills and abilities to secure what is best for them (Holley, Jennings, & Wolters, 2009). There are…

Time and Hacker

My client would like to apologies for not acknowledging Mr. Hackers talent in full and for expecting too much from him with such little resources. His time was overcome with the amount of obligations this company implies and it was not fair. Stanley would really like the company to stay together, I think our clients have a great partnership we just need to work out some things and define a clear direction for HackerStar. Ultimately, Stanley would prefer to avoid litigation. Although, Stanley did not fully support the idea of working on developing a new product he does appreciate the potential of PowerScreen as well as the intellectual value that Hacker adds to this company. Both parties have made mistakes…

Negotiating International Market

•Negotiating with international customers, partners, and regulator NEGOTIATIONS ARE FORMAL DISCUSSIONS B/W PEOPLE WHO HAVE DIFFERENT AIMS OR INTENTIONS , ESPECIALLLY IN BUSINESS ,DURING WHICH THEY TRY TO REACH AN AGREEMENT. Negotiating with international customers , partners and regulators often requires a lot of meticulous preparations and skill. Successful negotiation demands threadbare analysis and evaluation of the commercial and their impressive presentation and proper understanding and appreciation of the cultural nuances of the negotiating party and skilfully navigating the negotiation process accordingly. In order to successfully negotiate with international customers one needs impressive presentation skills, proper understanding of cultural nuances of the party with whom one plans to negotiate. Negotiations in the international scenario are governed by 4Cs they are…

Principled Negotiation: The Value of Trust

Fukuyuma (1995) defined trust as a form of “Social Capital. ” The continuous presence of trust in a society or even in particular locations within it makes this social capital possible. It can be exemplified in the most basic and smallest social group like the family and up to the largest ones like the nations (Herzog, 2001). This concept of trust is not only observed in terms of people’s deep relationship with each other but it also plays a vital role in the profit-oriented world of business. Contrary to the usual belief that it is a cut-throat industry, the principle of trust is highly important in order to bring success in a particular business that involves the partnership of two…

Negotiation beforehand

You ought to master the art, in a negotiation, of raising the interests of both parties and end up with a lasting common pact. Why selected: Negotiations rooted in self-centered positions often injure the relationship of both parties and are incapable of reaching good agreements. I recall a friend who lost his chance of landing a job because of his tactlessness. Application to a business or personal situation: A couple of weeks ago, a friend had lost a big time prospective employer when he haggled with him over his desired monthly salary, asking a highly competitive one despite being a fresh graduate. What added fuel to the dispute was his provoking voice that possessed an air of domineering insistence. Action…

Negotiation and Leadership

The negotiation is a process where two parts make a deal to satisfy the interests or needs of each other. We are going to analyze how and when to negotiate. To guide ourselves with this topic, we are going to use the method of Harvard that consists in seven steps. Harvard method: 1) Interests 2) Alternatives 3) Options 4) Legitimacy 5) Communication 6) Relationship 7) Compromise We are going to analyze the seven steps and also we are going to show the importance of generating confidence space with the locator, understand other points of view, look for points in common and why the negotiation benefits both sides, we are also going to see examples of the characteristics of the personality…

Negotiation Mistake

Negotiating is hard, no one denies it, but it’s also a valuable skill. An expert from Carnegie Mellon told BNET that if you fail to negotiate a higher salary just once at the start of your career, you can expect to leave $1-2 million on the table throughout your working life due to raises being calculated from a lower starting point. That’s conclusive proof that you need to negotiate, but it’s not enough to just give it a whirl, you also need to do it right. Unfortunately, there are plenty of ways to get things wrong, according to Margaret Neale, director of Stanford Business School’s executive education program in negotiation. Citing her expertise, Stanford’s Knowledgebase recently outlined six common negotiation…

Reflect Essay

A role play activity took place in our tutorial 3. My role was Pat Taylor who is an experienced employee in a medium-sized company. However, Pat does not like all the company rules. Therefore, as Pat, I tried to persuade Dale, the new department manager, that it is unnecessary to wear safety glasses all the time. As a consequence, Dale 1 won the negotiation and I reached a win-win result with Dale 2. This essay will reflect my performances in two negotiations and share my personal insights on the activity. To start with an evaluation of this activity provides me some ideas on my natural preferences for different types of influencing tactics in terms of pressure, coalition building and legitimized…

Globalization

Globalization and technology moves the world of business forward. Globalization and technology are essential elements in providing new grounds for business transactions. Understanding how globalization and technology work to make negotiating across countries possible. This examination will discuss the various implications of globalization and technology in the negotiation process. Further, provide insight into the value of globalization and technology in business transactions. Globalization plays a substantial role in the everyday business processes. Globalization allows companies or businesses to expand and outsource jobs to maintain a low price for products. “Negotiations and contracts constitute one of the major issues in business”(). Expansion to other countries will bring in more revenue for the business and create jobs. In a domestic business transaction,…

The Differences Between

Topic: “Write an essay on the following topic: “Discuss cultural differences as they exist in American and Vietnamese culture and suggest some ways to overcome them.” CONTENT The difference of culture impacts so much to the way to living, the way of thinking and the way of doing business. America and Vietnam have a big difference in culture, religion and business. However, we live in a world where it is called flat world, where there is no restriction between countries. It requires us to integrate in order to work and study together. America is a huge country with many races and cultures. American from all most regions in the world such as Europe, Asia, Africa, etc when they arrived in…

Negotiation in Management Decision Making

Having been approached by The Director of the Cowley Council Council (CCC) regarding an industrial dispute with their refuse collectors, a report has been prepared to give insight into the field of negotiation and aid the council in their talks with the refuse collectors. The dispute is primarily concerned with CCC’s plans to change working practices but there are also a number of other issues regarding pay, shift patterns and recent cuts in the training budget and expenses. The refuse collectors are threatening to go on strike if their demands are not met, an action that the council would undoubtedly like to avoid. According to Rubin and Brown (1975), negotiation refers to a process in which individuals work together to…

Negotiation

1. List 5 ideas that can be used to avoid a win/lose situation in the negotiation process. 2. List 3 indicators that the person with whom you are negotiating is using competitive negotiation techniques. How could you deal with each of these? 3. Discuss the value of collaborative negotiation. In collaborative negotiation the approach is to treat the relationship as an important and valuable element. The competitive approach to negotiation assumes a fixed pie, zero-sum, win-lose situation. In collaborative negotiation, it is assumed that the pie can be enlarged by finding things of value to both parties, thus creating a win-win situation where both parties can leave the table feeling that they have gained something of value. The collaborative approach…

Why is it so hard for organizations to manage change?

Jick (1993) defines change as “a planned or unplanned response to pressure and forces. Change is inevitable and organizations, which do not respond to change, are likely to struggle and may eventually, die. Change however can be painful and therefore needs to be managed, as the empirical evidence points to approximately 66% of major changes as failures. Fortune 500 executives claim that this is not because of a lack of resources but resistance to the change. Managing change will facilitate the achievement of strategic goals of the organization, which is its primary focus. Change in an organization is influenced by two opposing forces: one that drives for change and one that resists. Driving forces may be external or internal e.g….

Case Study: BP Texas Refinery

Introduction According to Lewicki, Saunders & Minton (2003), adopting an unethical approach to negotiation in business can have serious consequences. A recent explosion at the British Petroleum (BP) Texas refinery on 24 March, 2005 reiterated this and demonstrated the effect of an unethical approach to negotiation with the death of 15 contract workers. Ethical behaviour refers to the standards of conduct such as honesty, fairness, responsibility and trust. (Lewicki et al 2003) These standards are broadly applied and determine whether a course of action is right or wrong in a given situation. (Lewicki et al 2003) According to Es (1955), advocates of the ‘absolutist’ position hold a rigid view of what is right and wrong. In contrast, a ‘relativist’ approach…

Conflict Resolution in Work Teams

Families, employees, working teams, and ethnic groups are faced with conflict daily. Facing conflicts and having the capability to resolve them are crucial within our society. Some conflicts can be avoided, but when working in a team environment, more conflicts are apt to arise. Being able to successfully resolve conflicts within a team can be a difficult task for a team leader. Understanding the importance of conflict resolution within a team, and learning to deal with conflicts are the first skills that a team leader must master. Conflict resolution is important in a team environment because it keeps motivation, morale and teamwork positive. If your team is not motivated or proactive it may portray a negative image to your organization….

Ethics, Fairness, and Trust in Negotiations

Discuss two of the following statements then respond to at least two of your classmates’ postings. Try to respond to students who picked different statements. * Discuss how skills in ethics, fairness, and trust can be a part of the negotiation process even though some negotiation tactics challenge those values. * Identify the Five Bases for Trust and explain why they are important in the negotiation process. Describe Kant’s Ethics of Principle and Mill’s Ethics of Consequences philosophies and discuss which theory you would be more incline to use in a negotiating situation. Kant’s and Mill’s philosophies are a means to identify ethical means to guide parties to a successful negotiation. They are two separate school of thoughts in ethics….

Juvenile Case Study

In reviewing the case I think that Sergeant Williams did make a Sound Operational decision. Due to the facts that he observed Roberts in other similar circumstances not fall for the very flirtatious men that she worked with. Officer Roberts was known for holding her own and being very cocky and too sure of herself (More & Miller, 2007). Officer Roberts was also not afraid to speak what was on her mind and has a lot of common sense and capable of doing the jobs of policing and firefighting (2007). Sergeant Williams was only doing what he thought was best for Roberts who, was putting her with the Officer Tibbett’s, the best Field Training Officer so that she can learn…

Cross-Cultural Training — A key factor for International Business Negotiation

As the process of globalization keeps advancing and the era of information has already brought significant influences to our life, the world is becoming, although not from a geographical perspective, smaller and international communication happens more frequent. Such cross-cultural contact becomes stronger both in depth and width and leads to the desire and demands for communication of individuals from different regions, societies and cultures. Owning to globalization, cross-cultural business negotiation is highlighted an unprecedented level as one of the most important types of intercultural communication. Communication between different cultures is undoubtedly crucial, while there are still many problems and conflicts exist in business negotiation because of cultural differences. In order to solve these cultural problems and reach a successful business…

Sally Soprano’s Case

What, in general, did you learn about negotiation from this exercise? What surprised you? What would you do differently if you had a chance to do the exercise again? In the Sally Soprano’s Case I was Lyric Opera’s Business Manager, and I learned some curious things about this negotiation. First of alI and more important I confirmed the necessity of being well prepared to start a negotiation because when you are in the negotiation you face a lot of things that you don’t even imagine that can change the direction of the negotiation and being prepared with the most information you can have, helps you to be focused on your objectives and no to capitulate to other’s offer and desires…

Carol Ferns Greivance

A grievance was filed by Local 10 of the American Federation of State, County, and Municipal Employees (AFSCME) on behalf of Carol Fern. Carol has been an employee of Bainbridge Borough for 18 years as a tax clerk. She was recently denied a request of 6 months unpaid maternity leave for a new born baby she and her husband recently adopted. It is the union’s belief that there has been a clear violation of their contract with Bainbridge Borough. Bainbridge Borough will be required to provide information that upholds their decision. AFSME will also develop an argument that supports Carol’s grievance for violating their collective bargaining agreement. Once all information has been gathered an arbitrator will analyze the evidence and…

An American Gaucho in Argentina

I. Identification of Problems With the development of economic integration globally, man is beginning a new era of global negotiation. Cross-cultural business negotiations that between business people who from different countries with different mentalities and cultures are becoming more and more frequent. At present, people gradually concern the problems, which are triggered by cross-cultural business negotiations. American Great Plains Foods was a manufacturer and marketer meat products that was founded in 1896. It grew into international company that people relied on for Great Plains’ strong brand. Comidas Gaucho is well-known Argentina food processor which was targeted by Great Plains look into forming an alliance for South American market. Peter Fuller was sent out as Great Plains representative to reach a…

Labor Relations

1. Define the term “collective bargaining” and list and describe four issues that are mandatory components of a collective bargaining agreement. Collective bargaining can be defined as the process of involving representatives from both employers and employees to come to terms and conditions of employment that both parties agree. These agreements are written into legally binding contacts good for one to five years. (Budd, 2009, p. 229) Four issues that are mandatory components of collective bargaining agreement are compensation, personnel policies, employer rights and responsibilities. Compensation would include wages, benefits, vacations, holidays, and profit sharing. Personnel policies refer to layoffs, promotions, and transfer policies. Employer’s rights and responsibilities include but not limited to seniority rights, job standards, management right, just…

Consumer negotiation

Introduction Negotiations have a significant impact on the savings of a customer during the business relationship. The authors of this article assume that the transfer price lies between the manufactures production costs and the maximum retail price and that the negotiations occur in an incomplete and the producer is not sure on the consumer price. Every negotiator has the ability to convince the other that the surplus is smaller than it real is. The article also uses the game-theoretic model (Perry & Grossman 1986)   to predict the outcomes and behavior in a negotiation scenario.  In both experiments described by this article fail to describe the bargaining outcomes and behaviors since the players took too much time to agree.  The authors…

Viking

In my negotiation for Viking I played the roll of Sandy Wood and I attempted to negotiate with Pat Olafson regarding a range of issue that we have had with each other over the past several years. These negotiations were extremely complicated because they dealt with three at least different issues. We had to figure out what to do about an outstanding loan that Pat had given me. We also had to come to an agreement on the matter of how much Pat was going to pay for work that I had done for his condominium project. The last detail that we had to negotiate was whether Pat would continue to rent me the space that I was currently using….