Negotiation theory

Introduction The negotiation analysis describes the negotiation that took place in the movie “Ruthless People”. The negotiation was a simple situation that turned in a very complicated negotiation. Sam Stone was married to Barbara Stone who belonged to a very wealthy family with a $15 million fortune. In the beginning of the movie, Sam described to his mistress the only reason he married Barbara was because her father was very wealthy and was going to die from an illness very soon and Sam…

caring, impartial, and attentive throughout the process and challenge the parties to reflect on their interests and positions while working towards a common ground. Each individual at the mediation table is an advocate for their own position. In negotiation processes, an agent can advocate on behalf of a principal. In multiparty mediation, I have observed that sometimes one or several people may additionally facilitate the conversation. In many instances, playing double duty at the mediation…

The international climate change negotiation was very fun to participate in. I was the Senior Climate Negotiator for the European Union.The preparation part was a little difficult, but got a little easier when we started to read through the packets. We understood what we wanted to negotiate with other developed countries, and how much to provide to the developing countries. The one thing I really liked about the participation part was that in the financing technology transfer for developing…

During the negotiation of Green Roof Inns case with Ce Tu, I was the owner of the property and I concealed some of the fact as well as the usage of money, in order to use the information asymmetry as a weapon to get a better deal. However, Ce Tu had a very aggressive negotiation style and kept asking me all the detail of my reason for selling the property as well as my plan after the property was sold, making it hard for me to hide any information I have and take the advantage. In the beginning,…

successful, as each party must be able to believe that they can increase their vulnerability without consequence in order to collaborate on solutions (Colosi, 1983, Post, 2009, LaCroix & Ross, 1996). Since the “table” is essentially removed from negotiations in favor of open discussion and multiple solutions, labor and management have to trust that they can throw out multiple means to address issues. The low level of trust that was discussed before could also be an effect of the post-collective…

They are capable of doing so because of the position that GMCR is in as an emerging and growing brand/company. If they build up sales for the Keruig other rival roasters would receive a free ride from GMRC marketing investment and adopt the product and be able to gain revenue from the product. This would allow rival roasters to obtain market share of the K-Cup from GMCR. The second issue is related to both GMCR and Keruig. Capital is going to be a big component of the structure of this deal…

The activity on negotiation was remarkable. Our team was tasked on being Tenet Healthcare, Easton Hospital’s possible capital partner. The bottom-line of our negotiation is centered on reduction of the current number of 369 beds to a targeted 275-bed capacity, streamline the management and staff to about 25% to offset the reduced bed capacity, establishment of union for employees’ benefit and lastly, given that Easton Hospital is a not-for-profit institution, Tenet is geared on the cutback of…

unstable market of VMC Reliant wanted the resale rights in case they don’t use all of the VMC purchased. Kelsey advised Fontaine not to take the deal, because Reliant did get a lot of perks already. But Fontaine was against it, he thought that if the negotiations fall trough there would be a huge surplus of VMC and that would put Pacific and him in a very bad position (Lewicki “Readings”…

organizational behavior would have the characteristic of being randomly chaotic. The resistance change may also be a source of functional conflict And disadvantage in resistance to change. A. Techniques for Reducing Resistance and Overcoming Impasse. The negotiation process is a preliminary agreement of the parties to undergo this type of conflict resolution mechanisms. Once it has reached this initial agreement the parties seek an arena of confrontation, define an agenda and issues of the…

Preparing for Negotiation The key to successful negotiations is preparation. Common steps to this critical task include understanding the issue, evaluating each party’s position, setting goals, objectives and expectations and determining what type of negotiation process will be used (Thompson, J., 2009, March). These are just the most critical factors in preparation and should not be considered an all-inclusive list of items, but rather looked at as the bare minimum. Understanding the Issue:…