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Negotiation, 2005.
This paper discusses a theoretical approach to the negotiation concept, focusing on the communication process, negotiation skills and styles.
5,050 words (approx. 20.2 pages), 2 sources, MLA, $ 127.95
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Abstract
This paper explains that negotiation, a special kind of communication, is a dynamic process of adjusting the agreement in which two or more participants are having a conflict of interest, animated by their own objectives. The author points out that different styles produce different sorts of benefit: When a skilled collaborative negotiator meets an unskilled competitive negotiator, then the collaborative processes will dominate the negotiations; but, when a skilled competitive negotiator meets with an unskilled collaborative negotiator, then it will be the competitive negotiator who dominates. The paper stresses that clever negotiators may have a battery of ploys and tactics which they use as devices to throw the other party off balance, but most of these devices are out of place in constructive negotiations, serving often as irritants and doing more harm than good. Figures and charts.
Table of Contents
Negotiation - Definition
Object of Negotiation
Characteristics
The Particularization of Participant's Roles
Communication in Small Groups
The Language in Transactions
Communication
Differences of Viewpoint in Communication
Barriers to Communication
Improving Communications during Negotiation
Different Styles of Negotiating
Task-Centered Versus People-Centered
Personal Flair Versus Systematized
Which Style Wins?
Negotiating Devices
Ploys
Traps
Framework of Negotiating Skills
From the Paper
"Interpersonal communication has something specific. If someone wants to express outwardly a feeling or an idea wishing to give a message that contains it, first he must say it in verbal and non-verbal codes that can be understood. The talker will translate the selected codes for that he wants to express (words, gestures and voice tonality), by the actual situation and by the relation to the other person, and by emotional status. The ideas and the feelings are translated and this process is called codificationThe notes of interpersonal communication "meeting face to face": interpersonal communication involves a face to face meeting between two participants that excludes any type of communication that can be entitled "mediate"."
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Salary Negotiation, 2007.
This paper looks at the technique of salary negotiation and provides a discussion of different negotiating scenarios.
1,276 words (approx. 5.1 pages), 5 sources, APA, $ 43.95
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Abstract
In this article, the writer explains that salary negotiation is the process of creating a consensus between the job hunter/employee and the employer on how much the latter will pay the former for his/her skills, knowledge and expertise. This process is primarily communication-centered; however, negotiating salary takes more than just simple verbal communication with one's employer in order to be successful. In this paper, salary negotiation is discussed in the context of different scenarios. However, while these scenarios differ in their nature, each discusses one element of salary negotiating skills. The writer concludes that scanning the industry one is in, combined with a thoughtful assessment of one's self as an asset to the company are the important elements that must be taken into account in order to be well-equipped and successful in the salary negotiating process.
From the Paper
"A common situation in job hunting nowadays is the profile of the highly-educated job hunter, who has strong, credible education credentials, having just finished a Masters degree in his/her chosen field. However, the highly-educated job hunter is not as experienced when compared against Bachelor's degree holder-individuals who have had extensive experience in the job and knows the industry well. This is a dilemma for the Master's degree holder-job hunter, whose high qualifications are impeded by the fact that s/he is not equipped with the practical skills to ensure his/her potential employer that s/he is worth more the salary the job hunter has in mind."
"Porter's analysis of salary negotiations among MBA graduates showed that in this group of job hunters, the company has more concerns than the job hunter himself/herself. This is because it was found out that generally, Master's degree holders tend to be offered generously by companies, resorting also to offering signing bonuses in order to entice a potential employee to join the company/organization."
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Negotiation as a Leadership Skill, 2005.
A paper on why leaders must be skilled at negotiations and be able to use those negotiation skills on a daily business.
1,616 words (approx. 6.5 pages), 10 sources, MLA, $ 52.95
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Abstract
The purpose of this work is to write a memorandum describing the characteristics of effective leaders for the public sector in the 21st century. Included in the discussion are negotiation and mediation skills and the reasons that these characteristics are important in today's leaders.
From the Paper
"Negotiations are a vital business process which every individual who is employed in the capacity requiring leadership should consider worthy of the time in studying and in attaining skill in performing. To complicate matters the global society that has shrank rapidly since the advent of the Internet encompasses many cultures, societal factors and religions that intermix with business processes and negotiations."
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Negotiation and Ethics, 2004.
This paper discusses the relationship of negotiation and ethics by creating and justifying a negotiation solution to a hypothetical business situation in which an employee is stealing from a supplier.
2,070 words (approx. 8.3 pages), 10 sources, APA, $ 65.95
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Abstract
This paper explains that unethical behavior undermines the first step towards negotiating and, more importantly, eliminates the possibility of non-table issues, issues that were not included in the original negotiating agenda, but grow from effective communications. The author summarizes that the literature on ethics considers nine situations as being unethical and capable of resulting in failed negotiations, including lies, puffery, deception, weakening the opponent, strengthening one's own position, nondisclosure, information exploitation, change of mind, and distraction. The paper relates that, for an action in a negotiation to be moral or ethical, it must respect the inherent worth and dignity of those involved or affected; people must never be used primarily as a means to an end.
From the Paper
"Use of a specific example demonstrates the best way in developing an understanding of the concept and correlation of negotiations and ethics. Assume that ABC Internet Company sells video DVDs that it buys from XYZ supplier for $8 and resells them on its website for $12. Several competitors begin selling the same DVDs for $10, effectively cutting ABC?s margin. ABC Internet can enter negotiations for a lower price from XYZ. However, ABC Company suffers from an internal theft problem, which has increased overhead expense, thereby cutting further into the profit margin. The internal problem stems from an employee who has stolen more than $7,000 (by ordering equipment to sell and steal, by using the company card, by 'rigging' accounts, etc.) who had previously been so otherwise exceptional that he/she had previously been promoted to an account management capacity for the XYZ supplier account in addition to a few other prosperous accounts (before the management team was made aware of the theft)."
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Negotiation and Dispute Resolution Within the Workplace, 2002.
A look at the process of negotiation and dispute resolution within the workplace and how the stages of negotiation work.
3,650 words (approx. 14.6 pages), 11 sources, $ 133.95
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Abstract
This paper looks at the idea of negotiating within the workplace with special reference to dispute resolution and how they can be resolved by using simple negotiating techniques with like-minded approaches and a meeting of minds. The paper begins with the stages of negotiating and uses the business model as its approach. Further reference continues with the ideology of negotiation and the psychological aspects of this meeting of minds and finishes with disputes within organizations or the workplace.
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Negotiation, 2002.
An examination of the process of negotiation.
2,396 words (approx. 9.6 pages), 30 sources, MLA, $ 73.95
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Abstract
This paper focuses upon several aspects of negotiation as a communication skill, researching the topic from a select few angles. Negotiation is that business process by which parties involved, try to decide upon the issue of each party?s contribution to the entire deal. It begins with an overview of the concept of negotiation in businesses and goes on to discuss different types of negotiation methods and technology?s impact upon them. It ends with a summary of the topic and the findings of the total research.
Outline
Factors Affecting the Process of Negotiation
Different Types of Negotiation Techniques
Impact of Technology
Conclusion
From the Paper
"Most of the techniques in negotiations focus upon maximizing utility for the negotiators (Raiffa, 1982), thus an understanding of what provides utility in a negotiation helps a business party or a manager identify the behaviors of the opposing party in any given business situation requiring negotiation. Many negotiation models suggest that a negotiator's utility depends on both his or her own outcome and the other party's outcome (Graham, et al., 1994; Pruitt & Rubin, 1986; Raiffa, 1982; Walton & McKersie, 1965). These models tend to divide negotiation strategies into two categories: Integration and distribution (Pruitt & Carnevale, 1993). The former category acknowledges the need for both self and other's outcomes. It is important to note here that different needs or requirements spring up in event of meeting conflicting business interests in the pursuance of same business objectives. Hence the integration technique of negotiation involves integrating the needs or conflicting interests of both parties that may arise in event of pursuing similar business goals."
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The Art of Negotiation, 2007.
This paper examines the theory and processes of negotiation.
1,874 words (approx. 7.5 pages), 7 sources, MLA, $ 59.95
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Abstract
The paper discusses how the tool of negotiation can be used in many situations for many important decisions. The writer explores the different types of common negotiation styles, explains their elements and provides examples of their use.
Outline:
Introduction
Negotiation
Negotiation Styles
The Advocate Style
Structural Analysis
Strategic Analysis
Process Analysis
Integrative Analysis
Conclusion
From the Paper
"The art of negotiation is a valuable tool. It is one that has prevented wars, strikes, work stoppage and homicide. In addition it has provided needed discussion for athlete trading, business building, idea exploration and conflict resolution. Negotiation is a tool that can be used in all walks of life for many important decision making processes(Leonardelli, 2004). Conversely the inability to understand and negotiate successfully can mean the difference between life and death, success and failure, support and opponents. Negotiation has been used worldwide since the beginning of civilization to help form nations, governments, companies, sports teams and peace talks."
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Communication and Negotiation, 2005.
This paper examines negotiation situations and illustrates a baseball strike of 1994.
2,250 words (approx. 9.0 pages), 5 sources, $ 89.95
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Abstract
The paper explores communication and negotiation and uses the baseball strike in 1994 as a source for information and as a model of one particular negotiation situation. The paper describes this case as one with hardened positions on both sides so that the negotiation never achieved a solution and the strike was ended by a judicial order instead of an agreement, as was desired.
From the Paper
"Labor negotiations generally involve demands by the workers and counter offers by the owners. Such negotiations generally come when a contract expires and the time the negotiation takes depends on the solidity of the positions each side takes, meaning how much more the employees want to gain and how little the owners want to cede to the employees. Pressure can be brought on owners by a strike situation, but this also brings pressure on the employees, who are not being paid while on strike and who may not be able to hold out as long as the owners for financial reasons. Some types of business are more vulnerable than others to such tactics, depending on industry position, time of year, need to fill contracts or orders and other pressures."
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The Popularity of Negotiation Classes in Business Courses, 2006.
A discussion regarding ratio of negotiation classes to any other subject, in business schools.
675 words (approx. 2.7 pages), 1 source, $ 26.95
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Abstract
This paper discusses the theory according to Thompson and Leonardelli as to why there are more courses on negotiation being offered at business schools than courses on any other subject, with the exemption of core requirement classes, but also including non-degree and executive courses. According to this paper, Thompson and Leonardelli theorize that the combination of academia and business application has created the perfect breeding ground for negotiation theory and practice. Add to this the fact that negotiation is one of the more elusive skills for business people who often have the mindset that they need to look after their best interests, and one can begin to understand the need for training, in this area.
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Negotiation, 1992.
A look at the aspects of negotiation including concealment/openness, tangibles/intangibles and negotiating style.
1,125 words (approx. 4.5 pages), 5 sources, $ 39.95
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From the Paper
"Negotiation is a basic generic human activity. The world is a giant negotiating table such that a person can negotiate many different things in many different situations.. Negotiations can occur over labor relations, buying purchases, salaries, strikes, international affairs such as war and freeing hostages as well as family issues such as divorce, child custody and even who gets the car keys.
There are two common characteristics of a negotiation or bargaining situation. The first characteristic is that all negations have conflict inherently in them. Negotiating parties have separate but conflicting interests. A car salesman wants to sell a car at the highest price possible. The buyer wants to pay as little as possible for the car. An employee wants the most money he can get for a raise. The manager will want to give as..."
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Four Principles of Harvard Negotiation, 2006.
A discussion regarding the four Harvard principles of negotiation.
900 words (approx. 3.6 pages), 2 sources, $ 35.95
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Abstract
This paper reviews the intricacies of negotiating by looking at the four principles of the Harvard approach to negotiations. The paper examines the desirability of the Harvard principles versus the clear undesirability of some of the alternatives and looks also at the Best Alternative to a Negotiated Agreement (BATNA) because it offers a guideline for understanding what the real purpose of negotiating should be. In the final analysis, negotiating is never an easy task but it is one made infinitely simpler through thoughtfulness and flexibility.
From the Paper
" Negotiating is one of more important things people must learn how to do - and most of us do not do it very well at all. The following paper will review the four Harvard principles of negotiation and will also examine why this approach is preferable to other tactics frequently employed by "zero-sum" lawyers and obstinate clients. No less importantly, the paper reviews the common "sand traps" which thwart all-too-many negotiations and concludes with a review of the concept of Best Alternative to a Negotiated Agreement or BATNA. In the end, flexibility in negotiations beats inflexibility every time. To begin with, negotiation is something that can only find success if responsible, rational behavior trumps personal piques and/or personal dislikes. "
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Negotiation, 2007.
This paper discusses the power of negotiation.
822 words (approx. 3.3 pages), 6 sources, MLA, $ 29.95
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Abstract
In this article, the writer examines the power of negotiation, using past experiences of the United States and the Soviet Union as examples. The writer points out that a good negotiator must overcome personal and nonconstructive negative emotions. Further, the writer states that diffusing tensions rather than igniting them during the early stages of a crisis is important. It is crucial to find mutual goals during a negotiation.
The writer notes that allowing the other party to save face may keep them at the bargaining table, without looking weak.
Outline:
Introduction
Step 1: Go to the Balcony
Step 2: Step to their side
Step 3: Tackle the problem together
Step 4: Reframe
Step 5: Build a golden bridge
Step 5: Use power to educate, even if the other side seems intransigent
From the Paper
"Taking a deep breath, gaining composure, and metaphorically going to the balcony to get some fresh air may seem like a counterintuitive first step, but it is the best thing to do during a crisis. When the presence of the missiles was first discovered through reconnaissance photography, Kennedy did not immediately announce this fact to the American populace. Instead, Kennedy embarked upon seven days of guarded and intense debate with his most trusted advisors. He did not want the Soviets to know that America was aware of the missiles, either, until he had a chance to evaluate all of his options and find one that would lead to the most mutually satisfactory solution."
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Negotiation, 2002.
A discussion on the art of negotiation.
3,650 words (approx. 14.6 pages), 10 sources, $ 133.95
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Abstract
This paper focuses on the art of negotiation, which is something very essential in almost all spheres of life. Negotiation takes place where two parties have a difference of opinion. Its important is very obvious in our daily life and therefore mastering it has become necessary.
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Asiaj Negotiation Styles, 2002.
An examination of the factors that shape the negotiation styles and behavior of Korea, Hong Kong, Singapore, Thailand and Malaysia.
3,650 words (approx. 14.6 pages), 11 sources, $ 133.95
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Abstract
This paper discusses the negotiation styles and behavior in some of the most important and strongest countries of Asia-Korea, Hong Kong, Singapore, Thailand and Malaysia. The variety of cultures and their characteristics most often shape the way business people of different nations negotiate. The influence of cultural characteristics is analyzed to provide a broad picture of how negotiations work in these countries.
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Hostage Negotiation, 2005.
An examination of the art of negotiation needed in hostage situations.
1,574 words (approx. 6.3 pages), 8 sources, MLA, $ 51.95
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Abstract
This paper explains that there is a very specific mode of negotiation in hostage situations and a person in charge of the negotiation process has to be extremely skilled. The paper looks at different types of hostage takers and various hostage situations. It then discusses some famous hostage dramas.
From the Paper
"The art of hostage negotiation was initiated in 1972 with the New York Police Department - NYPD which evolved as a result of a bank robbery and hostage taking situation that inspired the movie, Dog Day Afternoon. The NYPD was to find an improved manner to bring these incidents to a halt. Together Harvey Schlossberg and Frank Boltz defined and evolved an entirely renewed approach, and gave shape to the basis of what we understand now as the Crisis Negotiation Team -- CNT. Another major player in the field, and now understandably the dominant institution on the subject, was the FBI. The Bureau's tactical resolution technique has the CNT being considered as the ears and mouth of the police; SWAT being considered as the eyes and muscle of the police, and the on-scene commander being considered as the brains of the police."
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