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Negotiating, 2007.
This paper studies the act of negotiating, concentrating on creating artistic and financial value in commercial arts negotiations.
780 words (approx. 3.1 pages), 2 sources, MLA, $ 27.95
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Abstract
In this article, the writer notes that according to the guidebook 'The Manager as Negotiator', the very essence of negotiation is creating and claiming value. The writer explains that every person in a negotiation strives to advance his or her interests and maximize his or her advantages. Further, the writer points out that the goal of the process is ultimately to attempt to bridge the gap, ideally, between two different points of view by creating a more equitable solution that improves upon either party's narrowly advanced interests. The writer concludes that this dilemma between the producers and the musicians highlights the difficulty of negotiation when two parties approach the issue not simply with two distinct interests, but from two different philosophical paradigms of who owns the art that is the essence of both side's livelihood and lives.
From the Paper
"David Lax's and James Sebenius' illustration of this principle is that of bartering. For example, two persons with different material goods, such as bananas and pears, are able to come to an better agreement if they can arrive at a fair price, than they would be had they refused to trade at all, as both will have more variety of foodstuffs in the long run. However, this example can prove difficult when one party attempts to transpose this assumption onto the field of the arts. In business negotiations, finances tend to dominate. No matter how divided the two parties are in terms of how they see an issue, usually the crucial matter involves dollars and cents. Likewise, in a divorce settlement, emotions and the welfare of the children often dominate the proceedings, even though finances are also an issue. Regardless, both parties tend to view the proceeding from the same paradigm - either primarily from a professional or a personal standpoint."
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Negotiating Skills, 2001.
This paper defines what good negotiating skills are, as well as looking at the concept of negotiation.
1,600 words (approx. 6.4 pages), 11 sources, MLA, $ 52.95
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Abstract
This paper provides a definition of negotiation and examines what successful negotiating means. The writer explains that parties need to understand what the ultimate goal is, to reach common ground, while still maintaining their reputations and image. The ability to yield power is essential in successful negotiations.
From the Paper
"Whether the situation involves a forum of world leaders converging at the next World Economic Forum or simply a teenaged brother and sister trying to persuade the other to take out the garbage for the night, negotiation involves its participants wielding tools of power in order to further their cause. Studying the uses of power in negotiation is tantamount to exploring the psychological ballet played out by the negotiators as they attempt to prevail over their counterpart(s)."
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Successful Negotiating, 2002.
This paper discusses the essential elements of job negotiation. It is written by a human resources manager, in the form of a guide to successfully handling a job offer.
1,260 words (approx. 5.0 pages), 5 sources, $ 42.95
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Abstract
The paper begins by listing the five main points of successful negotiating, mentioning characteristics of a successful negotiator and listing some approaches that the negotiator should take. The paper divides up issues to be discussed in an interview into four parts. Planning strategy is stated and the initial plan for negotiation is explained. The paper then looks at basic preparation for negotiating the job offer ? information to be collected, questions to prepare and negotiation style. The paper concludes with a reiteration of a good negotiator?s attributes and characteristics.
From the Paper
"This paper is based on Job offer negotiation that is the central topic of the paper. I am an employee in Joe Tech and Routers Company. My status here is a Human Resource manager. I have the responsibility to handle the issues related human resources. I will describe my point of views on the topic of job negotiation. The rest depends on the higher authorities to accept my proposals or to decline my proposals."
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?Negotiating Democracy?, 2004.
A review of the book, ?Negotiating Democracy,? by Gretchen Caspar and Michelle Taylor.
2,381 words (approx. 9.5 pages), 2 sources, MLA, $ 73.95
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Abstract
This paper examines the book, ?Negotiating Democracy? by Gretchen Caspar and Michelle Taylor, which sketches the different phases of the conversion period of the democratization progression. It looks at how the book explains in depth how the present government and policy makers are attempting to substitute dictatorship by working together to establish the democratic governments and how the bulk population can affect the procedure.
Outline
Purpose of the Book
Theoretical Concern
The Concepts Used in the Book
Variables Used in the Book
Logical and Scientific Explanation
Strengths and Shortcomings of the Book
From the Paper
"This book concentrates on two subjects: First, the book highlights the reasons behind certain states establishing democratic systems after a catastrophe pressures to end dictatorial administration, at the same time as others states or countries perceive a continuance of dictatorial administration. Second, the book highlights the reasons behind the development of contemporary democracies in the direction of consolidation, as, at the same time others either stop or breakdown. This book subsequently highlights the three likely results of the administration preference procedure: persistent dictatorial administration, conception of democracy, and strengthening the democratic system. The book demonstrates that there are separate paths for each of these results, and recognizes the ways by understanding the dialogue and discussions across the procedure."
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"Negotiating Difference", 2002.
An analysis of loyalty in the Japanese internment policy in World War Two America, using P. Bizzell and B. Herzberg's book, "Negotiating Difference" as a reference.
1,650 words (approx. 6.6 pages), 4 sources, $ 62.95
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Abstract
This paper will discuss "Negotiating Difference" by Patricia Bizzell and Bruce Herzberg and seek to understand the text in relation to other perspectives in the Japanese Internment process in World War II America. By understanding the different opinions on this matter, we can see how they vary in their historical perspective on loyalty for the Japanese American in this era.
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Martel Negotiating Points, 2006.
This paper examines the negotiation and sale of the Martel company.
675 words (approx. 2.7 pages), 1 source, $ 26.95
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Abstract
This paper discusses the Martel case study as it relates to negotiation and negotiation preparations. Martel is being acquired on the open market by either The Seagram Company or Grand Met and the resulting competition for Martel has resulted in the need for negotiations. The paper relates that Martel is believed to have benefited from the competition and intends to elevate its asking price to $700m or more given its sudden valuation.
From the Paper
"Martel's overall strategy is based on obtaining the best possible cost per share basis for its shareholders as possible. Although originally wishing to avoid a bidding-war for itself, that fact that one has arisen in spite of its best efforts should be fully utilized to its advantage. The goals derived from this cost per share strategy are fairly straightforward: 1) leverage Grand Met's desire to undercut The Seagram company against The Seagram Company's desire to acquire such an old-world brand, 2) ensure that the Martel brand remains intact throughout any acquisition, and 3) obtain a target price in excess of $500 per share and more than $700m total."
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Negotiating with Terrorists, 2007.
The paper discusses whether it is possible to negotiate or reason with terrorists.
1,331 words (approx. 5.3 pages), 6 sources, MLA, $ 44.95
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Abstract
The paper examines the issue of negotiation with terrorists and how this can affect America's policy regarding the war on terror. The paper examines the issue and shows how diplomacy can do little to protect the nation from future attacks on the scale of September 11th. The paper discusses how this realization dictates that America must communicate with terrorists in the only language they understand; violence. The paper points out that terrorist negotiation can only happen when the terrorists themselves have transformed to a more stable and rational state of mind.
From the Paper
"President Bush's position on negotiating with terrorism is quite clear. "No nation can negotiate with terrorists. For there is no way to make peace with those whose only goal is death" (qtd. "Negotiating with Terrorists"). Despite the stumbling blocks that have been encountered in America's war on terror, this sentiment is still true. Negotiation must be based on rational conversation. All parties involved must be committed to finding a solution that provides a best-case scenario, not just for themselves, but for all involved. Radical zealots about a cause that refuse to even consider the other sides of an issue cannot be a participatory part of rational negotiations. They have based their entire campaign for the promotion of their cause on inflicting violence and terror on innocent citizens, most often it is only through force that they understand the consequences of their actions."
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The Negotiating Process, 1991.
This paper discusses the negotiation process as a matter of persuasion and of problem solving.
900 words (approx. 3.6 pages), 2 sources, $ 31.95
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From the Paper
"Problem-solving is always part of the negotiating process in some degree as the negotiation itself serves as the problem to be solved for both sides. The type of bargaining brought to bear will differ, and the degree to which the negotiators are considering their actions to be problem-solving will also differ. Hard bargaining is the approach generally taken by negotiators because they are attempting to achieve an outcome that satisfies only their own needs. Approaching the matter as problem-solving is the same as what the handout calls integrative bargaining, or a collaborative problem-solving approach to conflict brought about when each party can reduce their level of aspiration for high outcomes to give themselves leeway to develop mutually acceptable solutions."
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Negotiating Style of the Japanese, 2003.
Discusses personal styles in face-to-face negotiations.
1,125 words (approx. 4.5 pages), 11 sources, $ 39.95
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Abstract
Examines the effect of Meiji Restoration and its redistribution of power to all segments of Japanese society. Discusses the value of consensus and the Japanese orientation toward the development of relationships.
From the Paper
"This research examines the negotiating style of the Japanese. The focus is on the personal styles of individuals engaged in face-to-face negotiations. The research concludes with (1) a description of ..."
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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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Pre-Negotiations, 2003.
Reviews the pre-negotiation phase of the negotiating process.
1,150 words (approx. 4.6 pages), 1 source, APA, $ 39.95
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Abstract
This paper reviews the pre-negotiation phase of the negotiating process. The four elements of the pre-negotiating phase and five important individual characteristics of negotiators are identified and discussed.
From the Paper
"Peterson and Lucas pointed out that an area of the negotiating process that has received less attention than is warranted is the pre-negotiation phase of the process. This paper addresses four questions related ..."
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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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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 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 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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