BUSINESS NEGOTIATIONS Leighton Wilks HROD 493 Winter 2015 Agenda – Day 1.1 • Introductions • Course overview • Negotiation – “BioPharm/Seltek” • Discussion - Introduction to negotiation • Negotiation basics • Distributive negotiation Introduction Me • Leighton Wilks • HROD • SH 460 • lrwilks@ucalgary.ca • (403) 220-4139 You • Name • Area of focus/work • Something interesting? The Course • Perhaps the most useful course of your degree! • Negotiation is both an art and a science • Will discuss
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2004) Deborah M (Program on Negotiation‚ 1999) Deborah M Deborah Kolb and Jean Bartunek‚ Hidden Conflict in Organizations‚ (Sage‚ 1992) Phyllis Kritek‚ Negotiating at an Uneven Table‚ (Jossey-Bass‚ 1994) David Lax and James Sebenius‚ The Manager as Negotiator‚ (The Free Press‚ 1986) David Lax and James Sebenius‚ 3-D Negotiation‚ (Harvard Business School Press‚ 2006) Roy Lewicki‚ David Saunders‚ John Minton‚ Essentials of Negotiation‚ (Irwin‚ 1997) Roy Lewicki and Alexander Hiam‚ Mastering Business Negotiation
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On July 2nd 1791 at the Treaty of Holston‚ the Treaty Negotiator for the United States Government said‚ “That the Cherokee Nation may be led to a greater degree of civilization‚ and to become herdsmen and cultivators‚ instead of remaining in a state of hunters”. The treaty negotiator for the United States wanted to "civilize" and assimilate the Native Americans. On December 18‚ 1829 during President Andrew Jackson’s
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The Gender Debate Shawn Simmons Grand Canyon University Contemporary and Ethical Issues in Psychology 510 Michael Kellam August 29‚ 2012 The Gender Debate When a small boy puts on a girls clothing and wants to play with Barbie dolls the reaction might one of alarm. When a little girl refuses to play dress up or house parents may give up all hope of having grandchildren. The response to this type of behavior is to stop the child from engaging in the wrong gender type of play‚ and reinforce
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Birth Order Birth order plays different roles in each family. Also birth orders give children different personalities to socialize with others. The eldest children usually tend to be very good leaders‚ and middle children are tend to be the good negotiators. The firstborn children can easily get all parents’ attention in their early life; in contrast‚ later born children get less attention from parents. The eldest children are families hope in that time‚ because all family only have one child when
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Top of Form Maximum number of choices allowed is {0}. 1. India’s economic boom is most likely a result of all of the following EXCEPT ________. A) increasing deregulation B) foreign investment C) educated workers D) government leadership 2. The European Union currently consists of how many nations? A) 46 B) 34 C) 12 D) 27 3. In 2008‚ India joined a free-trade agreement known as ________. A) NAFTA B) SAARC C) MERCOSUR D) ASEAN 4. John Mathis’
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comments and would ignore them. Dolores soon proves to anyone who doubted her why she was the negotiator and why she was important to the United Farm Workers union. Once she was heard people started to respect Dolores. Soon enough Dolores Huerta was given the nickname "Dragon lady‚" because she was a fierce negotiator and organizing the rights of farm workers. 3. Dolores Huerta was the main negotiator during the Delano grape strike. In 1965 Dolores Huerta and Cesar Chavez were approached by Filipino
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CHAPTER 5. CROSS-CULTURAL NEGOTIATION Negotiation is the process of discussion by which two or more parties aim for mutually acceptable agreement. There could be many parts in the negotiation. All parts are involved in the negotiation. Cuando se negocia algo‚ tiene consecuencias para todas las partes (home consumers‚ host consumers‚ host local employeers‚ all citizens…). The negotiation process has different stages: Preparation: para ello hay que buscar información acera de la otra parte (culture)
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The “It’s a Game” Poker School “game” with certain rules. The rules are defined by the law. Conduct within the rules is ethical. Conduct outside the rules is unethical. People who adhere to the Poker School readily admit that bargaining and poker are not exactly the same. But they point out that deception is essential to effective play in both arenas. Moreover‚ skilled players in both poker and bargaining exhibit
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Essentials of Negotiation - Chapter 1: The Nature of Negotiation Key Words Models Bargaining Dual Concerns Model Bargaining Range BATNA Claim value Concession Making Conflict Dependent Dilemma of Honesty Dilemma of Trust Distributive Bargaining Independent Interdependent Intergroup Conflict Integrative negotiation Intragroup Conflict Intrapersonal or Intrapsychic Conflict Interpersonal
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