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Negotiation skills and tactics subtopics
Negotiation skills and tactics subtopics
Conclusion to negotiation strategies
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Name: Ahmed Mostafa
Date April 7, 2014
Class: International Business Negotiation
To: Professor Richard Marks
THE AFFECT OF THE CHOICE OF NEGOTIATION STRATEGY ON THE
OUTCOME OF THE NEGOTIATION IN INTERNATIONAL BUSINESS DEALS
This research paper discusses the affect of choosing the right negotiating strategy on reaching an agreement in the international level. This paper depends essentially on an international business negotiation simulation between KJH and
MCC. That simulation took place via videoconference and lasted two months.
This paper will try to analyze the different strategies used in the simulation (the
“Simulation”). As a summary MCC is a 75% government owned Agriculture
Company in Africa. MCC buys Cassava from farmers in Malundi and sells it inside and exports it outside of Malundi. On the other hand KJH is an American based pharmaceutical corporation that recently discovered a new treatment for arthritis made of Cassava extract. KHJ also invented a process to transfer
Cassava into Cassava extract that will be used to make arthritis drug. KJH will need a contestant supply of Cassava extract in order to make that medicine. For this reason KJH and MCC entered into a two-month negotiation round to agree on a letter of intent. KJH and MCC agreed in the end to establish a Joint venture in Malundi to buy MCC’s Cassava and process it into Cassava extract using KJH 2 patented process. KJH will lend amount of money to MCC to be a partner.
Additionally KJH will help MCC in the training of the employees and preparation of the new factory. Both parties agreed to allocate 25% of the profits of the fist year for research and development. KJH and MCC agreed to partner for an initial period of 17 year...
... middle of paper ...
...o comprehensive theory of legal negotiation strategies, there are three key approaches. Choosing the right strategy would help the negotiating team to achieve their goals directly. The choice should be based on the negotiation situation. Different factors can determine the negotiation strategy.
The bargaining power each party holds, whether the parties expect to have future deals, and each party degree of concern about the outcome for the other party.
Each of those strategies provides for the negotiating team some advantages. For
KJH negotiation team they were very close to the cooperative negotiation strategy. This strategy allowed them to achieve the required mission. As the parties are most likely will work together for long time and moreover they will be partners, the cooperative approach was suitable for the negotiation.
Ahmed Mostafa
April 7, 14.
The contract was created to be lawful, not intentional to be illegal b. Knowingly and willfully acts, a required element of AKS, was not the basis of the initial of the contract c. Smith Kline did not solicit remuneration from the partners Cons that support that Hanlester should be viewed as
8.In order for political success, both sides of the political spectrum must be critically examined in order to omit mistakes and for cultural advancement. Over two hundred years of United States politics have seen many changes. The names of parties may have changed, but the bi-partisan feature of the party-system has not. Republicans and Democrats are our two major partisan groups in present day America. Sometimes there are disagreement amongst party members that lead to dispute and a less concentrated effort. That is the beauty of a democracy, everyone is allowed to put their two cents worth in.
There are two ways to get rid of the causes of factions, or political parties. The first way of removing these causes is to destroy the liberty essential to their existence. The second way to get rid of the causes is to give everyone the exact same o...
In my point of view, the Democratic-Republican’s Party is the best side to join. As compared to the Democratic-Republican Party, the Federalist Party’s doctrine is grounded on fewer ideologies. This party is not outwardly strong, and its supporters lack the sense of boldness since in political arena, the spirit of boldness is highly beneficial. It helps to determine whether the party will move in a positive or negative direction.
Party is an inevitable feature of the democracy and it is defined as ‘an autonomous group of citizens having the purpose of making nominations and contesting elections in the hope of gaining control over governmental power through the capture of public offices and the organization of the government’ (Caramani, 2011, p.220). Parties are ubiquitous in modern political systems and they perform a number of functions, they are: coordination, contesting elections, recruitment, and representation (Caramani, 2011). Political parties are the product of the parliamentary and electoral game, and party systems reflect the social oppositions that characterize society when parties first appear (Coxall et al., 2011).
Partnership: loyalty to a party that helps shape how members see the world, define problems, and identify appropriate solutions
Though he is aware that these parties are likely to grow, he advises that “wise people” (Washington, 1796) will discourage it. He cautions that in promoting political parties the danger arises of one party seeking the upper hand and that it ignites animosity at the expense of the public.
o Pay $200,000 up front for development fees and franchise fees for the first five stores
When looking at and understanding the historical aspect of the party systems, it is important to note that there are some number of definitions of party systems. To some degree, a party system simply can be defined as the competition between parties in the political realm in efforts to gain the support for their give...
The topic for my real world negotiation is to come to an agreement with my supervisor for a promotion as well as an increased salary. I currently work as a student assistant at the student services Planning, Enrollment Management, and Student Affairs (PEMSA) department. My goal is to increase my hourly pay from $10.15 to $12.70, a 25% increase. Having worked in this department for three years, I have taken on tasks not part of my job description such as processing return mail, data entry, and supervision.
Negotiating styles are grouped into five types; Competing, Collaborating, Comprising, Avoidance, and Accommodating (Colburn, 2010). Even though it is possible to exhibit different parts of the five types of negation styles in different situations, can see that my tendencies seem to default to, Compromise and Accommodating. In reviewing the course work and reviewing my answers for Questionnaire 1 and 5, I find that the data reflects the same assumption. The accommodating profile is one where relationship perseveration is everything and giving what the other side wants is the route to winning people over. Accommodators are well liked by their colleagues and opposite party negotiators (Colburn, 2010). When analyzing my accommodating tenancy in negations, I find often it is easier to give into the demands when they are within a reasonable range. I often consider it the part of providing a high level of customer service. It has been my experience that continued delaying and not coming to an agreement in a topic will only shorten the window in which you will have to meet the request since. The cons to this style are by accommodating highly competitive styles the accommodator can give up to much ground in the process. “Giving away value too easily too early can signal to your negotiation counterpart that you've very deep pockets, and your gift is just a taster of bigger and better gifts to come”. The other negations type I default to is compromising. Compromising “often involves splitting the difference; usually resulting in an end position of about half way between both parties’ opening positions” (Colburn, 2010). In the absence of a good rationale or balanced exchanged concessions, half way betwee...
The negotiation revolved around three main individuals, Terry Hardel, Josephine McNair, and Joe Abernathy. For this negotiation, my partner played the part of Joe while I played Terry. We were both given the same general instructions. However, an additional set of secret instructions were given to each of us separately.
During this course, I have learned a lot about negotiating. We learned about almost every negotiating technique there is. We learned about cross-cultural negotiations, body language, Best Alternative To a Negotiated Agreement (BATNA), variables in negotiating, and many more. Before this course, I did not know that much about negotiating. I thought that negotiating was just about trading or convincing someone to give you what you want and you did not care about the other side, resulting in a win-lose. I now know that negotiating is about getting what you want, but also giving the other side what they want as well to result in a win-win. This paper is about how I am going to improve my negotiating skills over the next six months. In order for me to improve my negotiating skills, I believe I need to improve the following skills- my body language, communication, planning, and my interpersonal communications. By improving those skills, I can become an effective negotiator.
Integrative negotiation is often referred to as ‘win-win’ and typically entails two or more issues to be negotiated. It often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and collaborative problem solving. Relationship is usually more important, with more complex issues being negotiated than with Distributive Negotiation. Integrative negotiation is the process of defining these goals and engaging in a process that permits both parties to maximize their objectives.
According to Lipset and Rokkan, modern party systems are defined by historical conflicts and the lasting identities created by the interaction of these conflicts and social institutions that can explain national