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    difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making small concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. In many cases, negotiation

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    Aspects of Negotiation

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    Negotiation is defined as “a social interaction between two (or more) parties who provide arguments in an attempt to influence each other to accept their view regarding the value of the negotiated object” (Maaravi, Ganzach, & Pazy, 2011). This means that two parties are trying to reach an end state goal and both require something from other in order to meet that goal. A company or person identifies an issue for either a want or a need to resolve that issue but they cannot remedy the problem on their

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    Negotiating Essentials

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    KUAS, thus we had to listen our teacher Jan carefully (but it is not the only one reason). Whole month we had to wake up early to be present in morning sections, had to reduce the level of coffee breaks with the aim to go home earlier and of course negotiated a lot. And now to be serious, what have we learn during these classes? That is what about we are going to speak in this work. To begin with, we understood the meaning of the term “negotiation” – it is a conversation between people/parties with an

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    approach to handling negotiations is the decision-analytic approach (Bazerman and Moore, p. 176). With this method three different factors are considered. First, each party needs to figure out their best alternative to a negotiated agreement (BATNA). By determining your bottom line best alternative to your decision, you know where you stand if negotiations stray from your first choice. This approach is often experienced when you sell or purchase a home. Often times, the seller lists the house for

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    Negotiating in a Foreign Culture

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    Administration, globalization and multiculturalism (pp. 266-272). (2nd ed.) New York: McGraw Hill Learning Solutions. Spangler, B. (2003, June). Best Alternative to a Negotiated Agreement (BATNA). Retrieved from http://www.beyondintractability.org/essay/batna/ Venter, D. (n. d.). BATNA explained. Retrieved http://www.negotiationtraining.com.au/articles/next-best-option/

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    The Pacific Oil Company

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    Finally I will outline what Frank Kelsey recommend to Jean Fontaine at the end of the case? Why? Managing Conflict in Negotiation The Pacific Oil Company went into negotiations with Reliant Manufacturing, and its goal was to sign a more long-term agreement prior to the contract ending in three years. Pacific anticipated that the new contract would be signed with no major obstacles or changes, and that the dominant point of negotiation would be price and potentially quantity. Jean Fontaine, who

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    Robust Routers Job Offer Negotiation

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    negotiation over a job offer at Robust Routers, I played the role of the human resource director; Leigh Bultema, and my partner played the role of Joe Tech; the recent MBA graduate seeking permanent employment with the technology company. Joe is not in agreement with the terms of the original offer and would like to negotiate the terms of certain issues within the bargaining mix. One key issue Joe is negotiating is the relocation to Robust Routers headquarters in Silicon Valley, California. He would rather

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    Identifying our best alternative is especially important because this is what gives us leverage in a negotiation. With a strong alternative we are more powerful in the negotiation. Both books talk about the negotiating power during the negotiation process. In his book, George Siedel talks about how there are two sources of power in negotiation. First, information in general is an important source of power. Second, specific information about your and the other side’s BATNA (best alternative to a negotiated

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    Final Reflection Paper Negotiation is a form of communication that happens almost every day. It is not only about fighting for what we want from the other side, but maximizing the interests of all parties and achieve an agreement that no alternative can. Learning from reading materials, practices and reflections, I believe that I have gained a deeper understanding of the logic and tactics in negotiations and I will be able to use them in my future life and careers. “Never negotiate unprepared”

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    Negotiation

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    the needs of the other party." Leigh Stienberg: Winning with Integrity. Reason Does every thing in life revolve around negotiating? Your relationship with family, friends, significant other, school, church, work, does every thing have to be a negotiated? I feel the answer is of course "Yes." I want to feel I get value for what I’m spending, whether it is time, talent or money. As the payer I want the price to drop and you as the payee want the price to go up and get as much as you can. We both

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