Preview

Negotiation

Powerful Essays
Open Document
Open Document
2678 Words
Grammar
Grammar
Plagiarism
Plagiarism
Writing
Writing
Score
Score
Negotiation
Course Title: SSCS400 – Capstone Seminar Term I, 2012-13

Assignment: Final Paper

Student: Jocelyn Teh

Speaker: Dr Michael Benoliel

Talk Title: The Best Practices of World Class Master Negotiators

During Week 10, Dr Michael Benoliel gave an unforgettable talk that taught me many pointers, which I could apply in the future wherever I go. His main topic was on the best practices of world-class master negotiators where he shared with us the factors that differentiate these world- class negotiators with the other average ones. Before he started, he shared with us briefly some of them that are currently in the area of politics diplomacy, business and sports and also those who specialise in Asia. He then mentioned and shared with us his experience with Singapore’s Ambassador-at-Large Tommy Koh, where Dr Michael Benoliel sent an appointment to have a talk with him. However, instead of being interviewed, Mr. Tommy Koh turned the tables around and postponed the interview to gather information before interviewing 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 neurotic are less able to control their emotions and have higher tendency to showcase them), their gender and even their culture. This could significantly influence the direction of the negotiation in some way or another. Secondly, the content of the negotiation was important as it included the quality of the discussion/ negotiation and the quantity, and in cases of a sales item, the pricing of the product. The better and more aware the negotiators were of



References: Brams, S.J. (1975) Game Theory and Politics. New York: Free Press. Bowles,H.R., & K.L, McGinn. (2008). Gender in Job Negotiations: A Two-Level Game. Matsumoto & Juang. (2008 ): Cultural & Psychology. Canada: Wadsworth Cengage Learning. Markus, H.R., & S. Kitayama. (1991). Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 98: 224-253

You May Also Find These Documents Helpful

  • Powerful Essays

    Going forward I intend to approach my negotiations with a completely different mindset then I previously had. Instead of feeling nervous and uneasy due to the fact I saw negotiations as a competition I wasn’t experienced or knowledgeable enough. Now I feel that while still relatively experience I have the knowledge and the attitude to achieve a true win-win scenario.…

    • 1500 Words
    • 6 Pages
    Powerful Essays
  • Powerful Essays

    Negotiation

    • 2425 Words
    • 10 Pages

    In the realm of argumentation and debate many debaters negotiate their point of views in front of people all the time. Debates are basically distributive bargaining situations where debaters utilize selective presentation to try and win their arguments. This paper will define what a distributive bargaining situation is and secondly, this written discourse will define the technique of selective presentation. Furthermore, this paper will also discuss the definition of power, and the role power plays in negotiation. To elaborate on distributive bargaining situations and the use of selective presentation, I will use two arguments from a debate between James Carville, Jr., a liberal political commentator and professor at Tulane University, and S.E. Cupp, a republican political commentator, writer, and Ivey League socialite. The arguments originally specified by the republican commentator S.E. Cupp, stated “President Obama did not received the same microscope treatment that President Bush received from the media, congress, and the Senate;” and “raising taxes will not create more jobs, cutting taxes will create more jobs because businesses are job creators.” These two arguments will be used to show how selective presentation is applied in intellectual distributive bargaining situations.…

    • 2425 Words
    • 10 Pages
    Powerful Essays
  • Powerful Essays

    12 Angry Man

    • 4782 Words
    • 20 Pages

    Gates, S. (2011). The Negotiation Book: Your Definitive Guide To Successful Negotiating (1st ed.). United Kingdom, UK: John Wiley and Sons LTD.…

    • 4782 Words
    • 20 Pages
    Powerful Essays
  • Powerful Essays

    Markus, H.R., & Kitayama, S. (2010). Cultures and selves: A cycle of mutual constitution. Perspectives on Psychological Science, 5,420430.doi 10.1177/1745691610375557…

    • 2557 Words
    • 11 Pages
    Powerful Essays
  • Good Essays

    First of all, the course began with meeting people of the group, learning nationalities and understanding what is real international negotiations are. In different tasks of lesson I tried to know more about the way of doing negotiations with different people. I am convinced that different ways of thinking and cultures make negotiations special. You can know rules of doing negotiations but it is not all. You also need to know a person, sometimes his culture and set of mind. These two weeks showed me that different cultural sets of mind are very difficult to overcome. In some moments I could not do it and I lost because of it. However, this is the point of international negotiations when you are dealing with different people from other countries.…

    • 703 Words
    • 3 Pages
    Good Essays
  • Satisfactory Essays

    negotiation

    • 373 Words
    • 2 Pages

    Regarding conflict resolution, refer to The Third Side: Why We Fight and How We Can Stop, how can you start?…

    • 373 Words
    • 2 Pages
    Satisfactory Essays
  • Good Essays

    Kennedy, G.. 2011. Negotiation. Edinburgh Business School. Recuperado el 3 de Marzo del 2011 de http://alejandria.ccm.itesm.mx/biblioteca/digital/apa/APAelectronicas.html…

    • 625 Words
    • 3 Pages
    Good Essays
  • Powerful Essays

    Intercultural Leadership

    • 6009 Words
    • 25 Pages

    References: Beneke, J. (1983). The value of cultural studies in the training of cross-cultural negotiators.…

    • 6009 Words
    • 25 Pages
    Powerful Essays
  • Powerful Essays

    As the senior manager, I finish the annual performance evaluation of my team members in January. After finishing evaluation I will hold interviews with them, talk about their efforts and the plans for this year.…

    • 1249 Words
    • 5 Pages
    Powerful Essays
  • Powerful Essays

    Negotiation Analysis

    • 3528 Words
    • 15 Pages

    5. Michael Bradford. (1997, August). UPS, “Teamsters boxing on benefits”. Business Insurance, 31(32), 1,25. Retrieved April 29, 2010, Business Insurance v31 p1, august 11, 1997. (Neutral)…

    • 3528 Words
    • 15 Pages
    Powerful Essays
  • Good Essays

    Negotiation Paper

    • 1001 Words
    • 3 Pages

    This paper will discuss a car sales negotiation and the roles of communication and personality in negotiation and how the contributed to or detracted from the negotiation.…

    • 1001 Words
    • 3 Pages
    Good Essays
  • Good Essays

    Negotiation Analysis

    • 756 Words
    • 4 Pages

    Q.1. Who are the parties in the Frasier negotiation, what are their interests? How can the various parties influence the negotiation process and its outcome?…

    • 756 Words
    • 4 Pages
    Good Essays
  • Good Essays

    A good negotiation tactics can foster open negotiations and avoid positioning (Zack, 1993). The tactics used by the team appeared to work…

    • 862 Words
    • 4 Pages
    Good Essays
  • Powerful Essays

    Face Negotiation Theory

    • 4253 Words
    • 18 Pages

    Markus, H., & LastKitayama, S. (1991). Culture and self. Implications for Cognition, Emotion, and Motivation, 98(2), Retrieved from http://faculty.washington.edu/mdj3/MGMT580/Readings/Week%205/Markus.pdf doi: 0033-295X/91/…

    • 4253 Words
    • 18 Pages
    Powerful Essays
  • Best Essays

    The Essay points out some general advices that a negotiator always must have in mind before and during a negotiation on the international market; about the manners and customs in that new culture. If the first impression becomes negative, this can be hard to erase.…

    • 2868 Words
    • 12 Pages
    Best Essays

Related Topics