Developing Negotiation Case Studies James K. Sebenius Working Paper 11-008 Copyright © 2010 by James K. Sebenius Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. Developing Negotiation Case Studiesi Edited version forthcoming in the Negotiation Journal October 6‚ 2010‚ v2.51 James K. Sebenius‚ jsebenius@hbs
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What were your opening‚ target and resistance points? Since there were multiple opening‚ target‚ and resistance points throughout this negotiation‚ I feel it is best to organize this part of the assignment into bullet points. Royalties- opening point (5%)‚ target point (7%)‚ resistance point (10%) Contract Signing Bonus- opening point ($10‚000)‚ target point ($20‚000)‚ resistance point ($30‚000) Number of print runs for the book- opening point (5)‚ target point (4)‚ resistance point (4) again
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Nationalism: Leaders who seek to preserve their power and the socioeconomic order use pride in nation and fear of an enemy nation as a means to unify the masses and prevent domestic unrest.. * Culture: A learned system of meanings by which people orient themselves in the world so that they can act in it. Culture replies on a universal human capacity to differentiate and to categorize experience. * De-Colonization: the end of control by imperialist powers ‚ which leads to the autonomy of the countries
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What is negotiation? Answer: Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument. In any disagreement‚ individuals understandably aim to achieve the best possible outcome for their position or perhaps an organization they represent. However‚ the principles of fairness‚ seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Specific forms of negotiation are used in many
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Negotiations between Airline Company Qantas and Unions groups‚ Transport Workers Union (TWU) and Australian and International Pilots Association (AIPA) Task1 Both Trade unions TWU and AIPA both identify their main Substantive issues as an increase in pay. AIPA negotiate with Qantas over pay‚ pilots have been offered a 2.5% pay increase. AIPA argues that this increase does not match the inflation rates and in real terms the pilots will be going backwards not forwards. Although AIPA is confident
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International Business 301 Dr. Omar Ramzy July 16‚ 2009 Table of Contents Company Background 4 Dealing with Globalization 6 Overall Culture 8 International Trade Operations 10 Strategy and the Firm 11 Value Chain Activities 15 Primary Activities 15 Support activities 17 Value creation 18 Location Economies 19 Core Competency 20 Organizational Architecture 21 Organizational Architecture 21 Corporate Culture 21 Structure 23 People 27 Incentives and
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Nokia’s Corporate Culture Challenge What are the corporate culture challenges along with other challenges that Nokia face in keeping up with other competitor in the market? Introduction to the Nokia Corporation: The Nokia Corporation is a multinational telecommunication Phone Company that locates its headquarters in Finland. The company is involved in the manufacturing of mobile phones in conjunction with Internet and communications service providers‚ having more than 130‚ 000 employees
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Chinese Business Etiquette Having been born to Chinese parents and having a relatively strong grasp of the Chinese language‚ my expectations were that I would easily integrate into its business culture during my first business trip there. However I quickly discovered that my understanding of its business etiquette was severely limited when the client visited rejected all of our proposals and signed with a local bank. After consulting with a local friend‚ the realization that mianzi (face)
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Are International Negotiations to Control Global Warming Useful? Since 1990 annual global CO2 emissions have more than tripled‚ much of this being retained in the atmosphere. It is clear to scientists that human-generated CO2 has accelerated global warming. Figuring out the problems is much more difficult than coming up with a solution though. There have been long international negotiations and as a result‚ some countries have reduced their CO2 emissions‚ but overall they just keep continuing
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The 7 Key Differences Between business-to-business and consumer marketing by Robert W. Bly When asked if he could write an effective direct mail package on a complex electronic control system‚ a well-known direct response copywriter replied‚ “No problem. It doesn’t matter what the product is. You are selling to people. And people are pretty much the same.” He’s wrong. Yes‚ there are similarities. But there are also differences in selling to business and professional
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