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    TEN WAYS THAT CULTURE CAN AFFECT YOUR NEGOTIATION by Jeswald W. Salacuse Governance | September / October 2004 Share on emailEmail Share on twitterShare on Twitter Share on facebookPost to Facebook Share on linkedinShare on LinkedIn Share on deliciousSave to Delicious Share on instapaperSave to Instapaper When Enron was still – and only – a pipeline company‚ it lost a major contract in India because local authorities felt that it was pushing negotiations too fast. In fact‚ the loss of the contract

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    So we often hear the term “negotiation”‚ but what exactly does it mean. Wall (1985‚ preface) defines negotiation as “the process which two or more parties seek an acceptable rate of exchange for items they own or control. Cohen (1980‚ p. 15) says that “Negotiation is the field of knowledge and endeavor that focuses on gaining the favor of people from whom we want things”. I think Cohen’s definition is the closest to what we think of negotiation as. Negotiation is very important in project management

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    ENGLISH FOR INTERNATIONAL BUSINESS (B2-C1) ENGLISH NEGOTIATIONS Effective Negotiations 08/06/2012 RAQUEL GONZÁLEZ GUARDIOLA ÍNDICE 1. INTRODUCTION 3 BATNA’S 3 Bottom-line 3 ZOPA 4 2. THE NEGOTIATION PROCESS 4 3. NEGOTIATION STRATEGIES 6 Five Basic strategies: 6 Challenge: 6 Defer 6 Split the difference 7 Lowball 7 Pinpoint the need 7 Other negotiation strategies: 7 Fait Accompli 7 Limited Authority 7 Apparent Withdrawal 7 Deadlines 7 Standard Practice 7

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    Dr Michael Benoliel instead. This was very entertaining and surprising as to how he was so tactful in changing the direction of the interview. Thereafter‚ he shared with us the big picture of negotiation where there were four important factors that played a role in the process and outcome of negotiation. Firstly there was the factor of the people who were involved‚ specifically the negotiators which depend on the type of personality they exhibit‚ their emotions (where negotiators who are highly

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    Introduction Negotiation is commonly observed in one’s daily life‚ it could be a bargaining process between organizations‚ or resolving a conflict with your neighbour. Basically negotiation is a communication process for two or more parties to get to an agreement. Managing cross-cultural negotiation should be thoughtful about each party’s culture differences‚ which could be assessed in three domains‚ communication effectiveness‚ negotiation strategy and the agreement been achieved. In this article

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    Negotiation is one of the instruments of Procurement Management. Describe tactics that can be applied in a negotiational situation. DEFINITION OF NEGOTIATION Negotiation is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures. Negotiation occurs between spouses‚ parents and children‚ managers and staff‚ employers and employees‚ professionals and clients‚ within and

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    Project Management Approach for Business Process Improvement Instructor: Prof. Hossein FatehSubmitted by: Shilpa Naidu Tavvala | Table of Contents 1. Introduction to Project Management…………………………………………………3 2. Purpose of the Project Management Approach for Business Process Improvement…4 3. Overview of a Case Study: Process Changes for a Manufacturing Company………..8 4. The Project Plan………………………………………………………………………9 5. Project Results………………………………………………………………………..11 6. Summary……………………………………………………………………………

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    PRINCIPLES OF SRIMAD BHAGAVAD GITA AS TOOLS OF MANAGEMENT DOCTOR OF PHILOSOPHY IN MANAGEMENT SCIENCE By G. Surya Prakash Rao MBA; Creative Advertising (Northwestern University‚ U.S.A.) Associate Professor‚ St. Augustine PGC (Osmania University)‚Indian Institute of Planning and Management (IIPM)‚ Hyderabad‚ Corporate Training : IIIT and JNTUH Cell: 9440480569 E-mail: suryaguda@yahoo.com RESEARCH SUPERVISION Dr. D. Ram Chandram (Former Vice-Chancellor of Dr. Ambedkar Open University‚ Hyderabad)

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    Long Term Debt and Lease Financing - Review << Back to Long Term Debt and Lease Financing - Chapter 16 1) Corporate debt has increased rapidly since World War II. 2) The greater use of debt by corporations since the late 1960s is best shown by the declining interest coverage ratio. 3) The main causes for the increase in corporate debt in America is rapid business expansion‚ inflationary impacts‚ and inadequate internally-raised funds. 4) The term debenture refers to long-term

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    EXAMPLE OF REAL TIME NEGOTIATION An example of this would be attempting to scalp tickets at a sporting event.  This by far is one of my favorite activities to do and I get a real kick out of finding a great deal.  I never want to target the professionals "scalpers" with those "I need tickets signs".  NEVER ever buy or sell to those people. This is how these people put food on the table and they will win in the negotiation. I need to target people that are not professionals‚ do not need the money

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