Negotiations Questions - 5365 Words

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 __________.†¦show more content†¦True False 26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles. True False 27. A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments. True False 28. When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in which there will be only one winner—this is a competitive situation, also known as a non-zero-sum or distributive situation. True False 29. In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other party—and your relationship with him—survives intact. True False 30. Remember that every possible interdependency has an alternative; negotiators can always say no and walk away. True False 31. The value of a persons BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties. True False 32. The effective negotiator needs to understand how people will adjust and readjust, and how the negotiations might twist and turn, based onShow MoreRelatedAssignment Questions On Workplace Negotiations1244 Words   |  5 PagesAssignment Choice #2: Workplace Negotiations In any negotiation, there must be two or more parties, a conflict must exist, and the parties must negotiate by choice (Lewicki, Barry, Saunders, 2011). A common form of negotiation is salary and schedule, which can be achieved in a distributive bargaining situation. A distributive bargaining situation exists when two parties each have different points of interest, including an asking price, target point and resistance point, and they work together throughRead MoreQuestions On Preliminary Contract Negotiation Sessions969 Words   |  4 PagesTo: Ms. Jenna Harrington, Marketing Specialist From: Lisa Lyons, Marketing Manager Date: Sept. 16, 2016 Subject: Preliminary Contract Negotiation Sessions The purpose of this memo is to give you helpful information for your meetings and travels to Tokyo, Japan. This memo will also serve as a brief introduction to the country, along with some guidelines for certain customs. Tokyo, Japan, Asia Location: Eastern central Honshu, Tokyo Prefecture, Japan Time Zone: 9 pm = noon Greenwich MeanRead MoreThe Southern Express Company Exercise1658 Words   |  7 Pagesengaging. Every part of this exercise reflected nuances of various negotiation strategies. Involved negotiation parties implemented distinct negotiation tactics from positional bargaining to cooperative effort to reach the deal. The union team experienced the pressure of positional bargaining and effectively implemented lock-in strategy in the response of it. Most interestingly, this exercise illustrated the challenges of negotiation within the group, on the other hand, it has reflected the challengesRead MoreThe Importance of Negotiation Skills1176 Words   |  5 PagesImportance of Negotiation Skills Introduction: 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 theRead MoreContract Negotiation1060 Words   |  5 PagesContract Negotiation ACM 397 Contract Negotiation The section of the book that I found most informative and took the most out of was Part 1, Chapters 1-5. Part 1 covers the nature of negotiation, preparation of negotiations, distributive bargaining, integrative negotiation, and closing deals. Negotiation is a process in which individuals with differing viewpoints work together to come up with a solution that can work for both parties. Negotiation is a huge part of our everyday live. It isRead MoreExcalibur Plan1628 Words   |  7 PagesNegotiation Plan – Excalibur Engine Parts As the VP of Sales for Excalibur I am required to negotiate with Knight Engines Inc to come to an agreement for a rush order of 8000 pistons within two weeks. It is in my personal interests to deliver a substantial profit to Excalibur for the benefit of shareholders. However, negotiating a deal with Knight may be the only chance for Excalibur to avoid a major loss in this quarter. Consequently, I aim to secure a profitable contract but am willing to tradeRead MoreQuestions On The Role Of An Insurance Company1541 Words   |  7 PagesQ 1: What role did you play in the negotiation? Day 1: Negotiation Q.1 My role in this negotiation would be the representative of an insurance company Q.2 Negotiation Notes: I called the injured lady and requested her for a face to face meeting to discuss the matter. She gave me her lawyer s contact number for further proceedings. I scheduled a meeting with her lawyer to settle down the matter outside the court. When I met him I let him speak first so that I can get to know their point of viewRead MoreThe Importance Of Negotiation And A Business Environment1335 Words   |  6 Pages1.1 Explain the importance of negotiation in a business environment Negotiation is the route in which two individuals or businesses go through in order to reach an outcome or result that is mutually beneficial, this is usually done through either compromise or agreement. Negotiation can be used when a business is buying/selling products/services staffing or compiling contracts. Businesses will try to get the best outcome for themselves, however it is important to be able to compromise or give andRead MoreSupply Chain Negotiation Essay1717 Words   |  7 PagesAssignment Sheet for Case Study: Negotiation - Porto This case is written by the authors of your textbook, Purchasing and Supply Chain Management, but may have been edited for our use in this course. This is a TEAM assignment. Read and discuss this mini-case and answer the 5 questions at the end of the case. In this manner, you will develop a negotiation plan for the buyer. The very best way to approach this team case is to work on all aspects (each question) of this case together. If you simplyRead MoreBusiness Negotiation Solutions Inc.941 Words   |  4 PagesAccording to research published from Business Negotiation Solutions inc, that was done over a four year period, there are key characteristics that are essential when conducting or trying to deliver a negotiation. Their findings reveal five different key areas that are central to negotiated success: being able to see the â€Å"big picture,† creating options, occupying a high moral ground, spending time developing a negotiation plan, and also the ability to know and understand different strengths and weakness