bus 526 3rd ass

bus 526 3rd ass - Assignment #3 Negotiation Issues...

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Assignment #3 “Negotiation Issues” Presented by Rami C. Dirani To Dr. Travis O. Davidson Strayer University Arlington, VA May 22 nd , 2011
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Negotiation Issues 2 Outline the negotiation phases and provide an example of actions to take in each phase and explain why these actions would facilitate a successful negotiation. It is essential to understand the typical steps in a negotiation to comprehend how negotiations are likely to develop and the reason that planning is so important. Negotiation goes through distinct phases, and there are seven key steps to an ideal negotiation process. (essential of negotiation 2011) One preparation. This involves deciding what is important, defining goals, and thinking ahead on ways to work together with the other party. In this phase Kelly should read the contract carefully and see what sentences could back up and strengthen its position in order to get what she wants. Two relationship building. This is getting to know the other party, understanding your similarities and differences, and committing to achieving a mutually beneficial set of outcomes, But Kelly in this case have been working with Mr. Higashi for more than 6 months and she already knows what and how he thinks. Three, information gathering. This is learning about the issues, the other party and his or her needs, the feasibility of possible settlements, and the consequences of not reaching agreement with the other side, thus Kelly should be careful about the consequences that will be present after she takes her case to a new level by calling CLAIRE. Four, information using. Here, negotiators assemble the case they want to make for their preferred outcomes and settlement, one that will maximize personal needs. Kelly should at this point gather all the available information about how Mr. Higahsi is treating her and the other 4 people working with him, and that’s will make her case powerful. Five, bidding. This is the process by which each party states his or her opening offer and then makes moves in that offer toward a middle ground. At this point Kelly will have to state
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Negotiation Issues 3 what she wants and what should expect from Mr. Higashi according to the contract of here employment. Six, closing the deal. The objective of this stage is to build commitment to the agreement achieved in the previous phase. Both the negotiator and the other party have to assure themselves that they reached a deal they can be happy with, or at least accept. Seven, implementing the agreement. This is determining what each one does once the agreement is reached. Sometimes the parties discover that the agreement is flawed, key points were missed, or the situation has changed and new questions exist. The deal may have to be reopened or issues settled by mediators, arbitrators, or the courts. Apply two different types of frames to frame the main issue in the negotiation.
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This note was uploaded on 05/30/2011 for the course BUS 515 taught by Professor Blossom during the Spring '10 term at Strayer.

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bus 526 3rd ass - Assignment #3 Negotiation Issues...

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