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PPA605 Negotiation Bargaining & Conflict Management

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PPA605 Negotiation Bargaining & Conflict Management

 

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Elements of Negotiation and Bargaining Skills

·          Discuss the following statements then respond to at least two of your fellow students’ posts.

·          Discuss the Five Elements of Negotiations and provide at least one example of how each are used in the negotiation process.

·          Identify the Five Negotiation Skills needed in order to perform successful negotiations.

·          Define Rational Choice theory and discuss how it relates to the negotiation process.

·          Discuss how the Dual-Concern Model and Big Five Personality Dimensions facilitate recognizing bargaining styles and how such styles impact behaviors and strategies in a negotiation.

 

·          The Negotiation Process: Four Stages

·          Discuss the following statements then respond to at least two of your classmates’ postings.

·          Define the Four Stages of the Negotiation Process and discuss what changes have taken place in the negotiation tactics since the 1950s.

·          Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation.

·          Discuss the difference between tangible and intangible priorities and why ground rules are important when both parties are amenable to negotiate.

·          Discuss whether the Good Guy / Bad Guy Routine is useful in negotiations; whether impasses are fatal to negotiations; and if arbitration is a sign that negotiations have failed.

 

·          Distributive Bargaining

·          Discuss two of the following statements then respond to at least two of your classmates’ postings.

·          Define and explain the purpose of the Five Distributive Bargaining Negotiation Skills.

·          Discuss the “Zone of Possible Agreement” (ZOPA) and why some experienced negotiators consider it critically important to make the opening offer.

·          Define the following terms:  relational information, substantive information, equality norm, and equity norm and explain how they relate to the distributive bargaining process.

 

·          Integrative Bargaining

·          Discuss two of the following statements then respond to at least two of your classmates’ postings.  Try to respond to students who pick different statements.

·          Discuss the differences between integrative and distributive bargaining and the conditions in which either or both are used in the negotiation process.

·          Describe Thompson’s Pyramid Model and its relationship to parties in bargaining situations, and why it is useful to the integrative bargaining process.

·          Discuss the advantages and disadvantages of the Categorization and Interest-Based Bargaining (IBB) Methods and which method you would be more likely to use in a negotiating situation and why.

·          Discuss the purpose that Full, Open-Throttle Negotiations (FOTN) serves in bargaining; why recognition of establishing value for the long-term relationship is a positive approach to beginning the negotiations process; and asking circular questions and packaging issues are helpful in the negotiations.

·          Explain why Mary Parker Follet’s example of two sisters cutting an orange in half is a classic model of poor integrative negotiations.

 

 

·          Gaining Leverage in Negotiations

·          Discuss two of the following statements then respond to at least two of your classmates’ postings.  Try to respond to students who pick different statements.

·          Define the terms power and leverage and what is the most essential source of bargaining strategy in any negotiation process.

·          Define French and Raven’s Five Sources of Power (1956) and provide an example of how each is effectively used in a negotiating situation.

·          Discuss why it is useful to convince others of the strength of your BATNA and how shakers and auditors can negotiate effectively.

·          Explain how the lack of ethos can derail negotiations; why humor is considered a value in persuasive negotiations; and facial expressions considered relevant to effective negotiations.

 

·          Strategies and Tactics
Discuss
 one of the following statements then respond to at least two of your classmates’ who chose the other statement.

·          Discuss the Five Negotiation Strategies for Various Situations.

·          Think about a situation in your life or work in which you need to choose a negotiation strategy.  First answer the questions below regarding the “key elements” of the situation, i.e., time, information, and power, and then answer the strategy questions which can help you select a preferred overall strategy to use as you start negotiating.

o    Is there a deadline that will affect the timing of your bargaining?

o    What is your BATNA and demonstrate how it is calculated?  What is your best estimate of the other party’s BATNA?  Is your BATNA your starting or walk-away point?

o    What other information do you need to collect before you start the negotiation?

o    Is the power between the two sides balanced or who appears to initially have the advantage?

o    If several economic issues are involved, could you develop a MESO or Economic Matrix of alternatives to offer to the other side?

o    Will negotiations primarily focus on one number, such as price, and thus, should you consider a strategy of “Increments of Concession?”

 

·          Impasse and Alternative Dispute Resolutions (ADR)

·          Discuss two of the following statements then respond to at least two of your classmates’ postings.  Try to respond to students who picked different statements.

·          Define what is meant by the term, Alternative Dispute Resolution (ADR) and discuss the differences, advantages and disadvantages between arbitration and mediation.

·          Discuss the following statutes that govern the arbitration of disputes:  Taft-Hartley Act 1947; Railway Labor Act (RLA) 1926; and the Federal Arbitration Act (FAA) 1925.

·          Outline the procedures in arbitration and mediations.  Also describe the roles of the arbitrator and the mediator in the negotiation and bargaining process.

·          Describe the roles and functions of the American Arbitration Association (AAA) and the Federal Mediation and Conciliation Service (FMCS) and the procedures involved when parties have reached an impasse and are in need of an alternative dispute resolution (ADR).

 

<table width="100%"> <tbody><tr> <td>

·          Ethics, Fairness, and Trust in Negotiations

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·          Discuss two of the following statements then respond to at least two of your classmates’ postings.  Try to respond to students who picked different statements.

·          Discuss how skills in ethics, fairness, and trust can be a part of the negotiation process even though some negotiation tactics challenge those values.

·          Identify the Five Bases for Trust and explain why they are important in the negotiation process.

·          Describe Kant’s Ethics of Principle and Mill’s Ethics of Consequences philosophies and discuss which theory you would be more incline to use in a negotiating situation.

·          Discuss the Functionalist Model, Mutual Trust Principle, and the test for meeting procedural fairness of a negotiation.

 

<table width="100%"> <tbody><tr> <td>

·          Chapter Case: To Agree or Not to Agree – That is the Question

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·          Assume the role of one of the five parties in the case as you form your answers.  Respond to at least two of your classmates’ postings.

·          What reasons do you have for remaining with the negotiations at this point?

·          Describe three tactics you can use after agreement is reached and your bargaining partner asks for one more thing.

·          Detail the parts, i.e., elements of an agreement template and explain why it helped you in this negotiation.

·          Identify an ideological issue in this negotiation and explain why it is more difficult than financial negotiations to resolve.

 

<table width="100%"> <tbody><tr> <td>

·          Keeping a Client

</td> </tr> </tbody></table>

·          Answer the following questions and apply the Five Negotiation Skills to an actual negotiation case.  Respond to at least two of your classmates’ postings.

·          How would an agreement template facilitate closing this deal?

·          How can you react to the particular demand for limiting your time at the site, which is totally unacceptable, but not risk losing the deal?

·          What technique can you sue to move Ms. White past her apparent problems with your engagement?

·          How can you avoid the psychological trap of agreeing to an arrangement guaranteed to just to keep this client?

·          What techniques can you use during this impromptu negotiation to build a relationship with Ms. White?

 

<table width="100%"> <tbody><tr> <td>

·          Closing the Deal

</td> </tr> </tbody></table>

·          Discuss two the following statements then respond to at least two of your classmates’ postings.  Try to respond to students who picked different statements.

·          Describe the Five Negotiation Skills in Closing the Deal and indicate how you would, or have used them in an actual bargaining and negotiation situation specifying the issues, actors, and outcomes.

·          Explain the purpose of an agreement template and why a written agreement best serves to generate commitment to the agreement.

·          Discuss why silence can be an effective response to a request for a last-minute concession and when the nickel-and-diming approach can be utilized most effectively.

·          Discuss the emotional issues that may cause stalemates; sources of conflict spirals; psychological entrapments; difficulties in managing ideologically-based conflicts; and why sequential decision-making processes are helpful in resolving decision-making conflicts.

 

·          Settling a Lawsuit

·          Review the Learning Exercise: Settling a Lawsuit in Chapter 8, page 218 of your text. Discuss two of the following statements then respond to at least two of your classmates’ postings.  Try to respond to students who picked different statements.

·          Discuss the ethical values you would use in this negotiation and the criteria you would use to make decisions.

·          Discuss how you would determine whether the negotiation is conducted with substantive fairness.

·          Identify what concealment behaviors would be ethical and unethical in this negotiation.

·          Describe the manner in which you would determine if you are using fair procedures and creating trust in this negotiation case.

 

 

·          The Influences of Culture and Gender on Negotiations

·          Discuss two of the following statement.  Assume the role of one of the five parties in the GLOBE Project Study case as you form your answers.  Respond to at least two of your classmates’ postings.

·          Select two of the dimensions of culture, identified by either Hofstede or the GLOBE Project Study, and discuss how best to negotiate a deal favorable to an organization’s relationship in an Eastern European and an Asian country.

·          Select two clus

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