Negotiation Case Studies Samples For Students

There are several things that should have been done differently in order for the business deal to be sealed successfully. When conducting business meetings, Tim and fellow associates should have formalized and ritualized their greetings while in Japan, they need to show correct amount of respect and deference to individuals at Bonsai Company based upon their status and relative to that of the Canadians. Since they were foreigners in japan, they are expected to carry their business cards and while shaking hands, they should have a form of greeting where they bow. The level of which the Canadians will bow ...

Situation overview

In 1980s, the Chinese government was planning to buy a new technology developed by K. G. Marwin Inc Trilliamp Process. The government was planning to implement this technology at the ethylene facility in Lanzhou, the capital of Gansu province. Marwin had exceptional negotiation skills, and this helped in a contract with Chinese Government. Marwin recommended Auger-Aiso, a Japanese company the most capable for producing the turbines. However, the Chinese government also invited other manufacturers from United States for the production of machinery. The case discusses the negotiation among these competitors and manufacturers and the Chinese government and how the negotiation was undergone. ...

- TWO key negotiation fundamentals that you will employ and explain why these fundamentals are essential for this pending Subcontract negotiation (from the section 1 reading).
A successful negotiation process will aim at addressing the new changes in price, a situation that is likely to affect the terms of the main contract existing with the government. The current prime contractor (government) has already fulfilled the original set payment agreement which involves several years and if the price of the spare part increases by 25 percent, it means the negotiator has to make a counter offer to the prime contractor yet ...

Part 1: Interests

- Achieving a salary similar to or above that of a similarly ranked employee within the United States ($90,000 a year, plus $15,000 bonus and another $15,000 with each new product released). In order to ensure a similar standard of living as similar employees within the United States.
- Through proper remuneration, I will be able to achieve a higher status to other managers at a similar level, putting me in a better position to negotiate and carry out my duties.
- Recovering the income my wife is going to lose, and therefore, suffering no financial loss with the move, or a ...

Question 1

I played the role of Sally’s agent and recent partner at the firm that manages acts for celebrities. The other part of Lyric’s business manager during the negotiations was played by JInwook Bae, with whom we met and arrived at a possible deal to have Sally Soprano perform the role of Norma.

Question 2

Getting to Yes, advocates for the principled negotiation approach. In this case, I attempted to use the principled negotiation approach, by being soft on the individual stakeholders and hard on the merits. As such, I opted to avoid engaging in posturing and tricks, more so considering ...

Negotiation

Executive Summary
Negotiations involve a mutual agreement between parties with an aim of improving the currently prevailing situations. Negotiation is actually a dialogue that occurs between two or more parties with an aim of reaching some form of understanding and hence helps resolve a point of difference. During a negotiation, bargains are carried out and an agreement is reached which satisfies the interests of the involved parties. Both parties involved in a negotiation try to gain advantage for themselves by the end of the negotiating process. The parties involved in the negotiating process attempts to reach a compromise during the negotiating process so that ...

Be SPECIFIC with your answers, citing precise examples from the case. Use more space if necessary.
IMPORTANT! 10% of your grade on this assignment will be based on the visual quality of your written work. This includes (but is not limited to) providing all requested information, proofreading your document, running a grammar and spell check, and insuring that your document is properly formatted and aligned. It is fully expected that you will submit “professional quality” work to your instructor, both in content and in presentation.

PART 1: YOUR ANALYSIS OF THE NEGOTIATION

- In one or two sentences, explain why this negotiation is taking place. (2 ...

Fontaine and Gaudin’s negotiation strategy focused on dependency on the successful long-term relationship that Pacific and Reliant Oild had developed overtime as well as placing an emphasis on the value of relationship to the success of both stakeholders (Pacific Oil Company Case 2). This approach is appropriate owing to the fact that it creates a platform for both stakeholders to resolve conflicts that may emerge in the process of negotiation amicably. Moreover, their negotiation strategy places emphasis on the projections that have been made globally regarding the shortage of desirability for Reliant Company to assure them of constant ...

Analysis of the negotiation

Following between the co – owners of the Hackerstar Company, I was appointed the chief attorney representing one of the owners by the name Alan Hacker. This negotiation is taking place so that the two can come to an agreement that will see Litigation ruled out, Hackerstar receive royalties that Star is claiming and Hacker gets to move on with his innovations with another group of investors.

The peripheral elements that may have an impact on the negotiation include sharing of HackerStar’s assets, possibility that Star may have a personal grudge with Hacker. Star may be out to sue Hacker ...

[Author’s Name]

Negotiations in the NFL Lockout

As of date, the National Football League is running its 2012 draft, which is a far cry from what happened just a year ago. When the labor talks between the NFL and the union broke down, the Union decertified, allowing individual players to file lawsuits against the NFL. It took a little over a year before the lockout came to an end and only because the owners agreed to the recommended settlement of the NFL Players’ Association.

Looking at the outcome of the lockout, the most surprising thing that probably happened was that both the NFL Players’ Association and the ...

The strategic negotiations framework proposed by Walton et al (1994) gives a vigorous theoretical framework that can be used to explain the formation of labor relations in modern firms and how management approaches labor negotiations at the workplace. Strategies related to labor negotiations result from an amalgamation of labor-management interactions at the individual and institutional level (Boxall & Purcell, 2011). The institutional component essentially revolves around collect bargaining and its legitimacy in sustaining the shared understanding or the social contract between the two negotiating parties. The current regulatory environment equips employers with more freedom and discretion on how to deal with ...

Identifying the Key elements of the Resistance to Change

The reasons for people resisting change differ depending on interests and anticipation for changes. Parochial self-interest indicates that workers are more concerned with the change implications for themselves (Housel & Marian, 2011). Personal interests are considered rather than the impact of changes to business success. Regarding the case study, the union resists the changes by Nestle. The proposal by Nestle for 15 percent workforce cut was essential for organizations to realize the changes. The response by CGT shows complete resistance to change as the union safeguard the interest of employees. The firm positions by both management and union influences initiated ...

Introduction – Background to the case

Negotiations are always a critical aspect related to the operations and management of an organization which is essentially of a non-profit character. Being the Chairperson of the Board at Midwestern Contemporary Art (MCA) it is important to have a balanced approach to the resolution of a conflict with the MCA and Peter and Catherine Smith. While it is indeed out of character to coerce the Smiths into payment of the pledge especially after being able to meet them and understanding their present predicament, it is also crucial to ensure that the best interests of the MCA are upheld especially ...

Dupuy

Iberia’s Chief Financial Officer, Enrique Dupuy de Lome may be soft-spoken but his negotiation strategy is aggressive. He maintained the upper hand in negotiations with Leah and Bright, mainly using the ‘Anchoring’ sales negotiation technique. In this technique, Dupuy as the buyer shares his target buying price to anchor the bargaining range on the low side.
Dupuy is also known by Airbus’ Leah and Boeing’s Bright as setting tough price terms and requiring hard sales guarantees that lower Iberia’s buying risk. Dupoy does not relent or compromise on his target and both competitors were advised ...

Part 1: Group dynamics3Section 1: Working in groups and team.3

Section 2: Conflict and negotiation.5
Section 3: Management and leadership.6
Part 2: The organization system.7Section 1: Organization structure7
Part 2: The organization system.9Section 1: Organization structure..9

Section 3: HR policies & practices11

Conclusion...12

References13

Introduction
Group dynamics in organizations revolve around the relations between employees and managers and how they interact in groups. These groups and teams may be formal or informal, and they may be set for specific tasks or for general tasks. Group dynamics determine the chances of success of an organization as far as team work is concerned. In this paper, Wal-Mart is the organization for the study. This ...

Personal Case Study

Communication
Personal Case Study

Interpersonal Conflict

One in a while we find ourselves in a situation where we need to make a stand to what we believe is right and fair. In the past, I have been in a conflict with a store manager and the attending staff during one of my visits at an electronic gadget store. The cause of the conflict is the miscommunication regarding the validity period in the product return and replacement policy of store, which was not clearly explained and communicated to me as a customer. The product I bought is entitled for a replacement in ...

Question reviews

An expatriate is someone who is hired by a company and moves to a foreign country to manage one of the company’s branches. The person is hired when the company does not find a qualified person to carry out the same job from the same country. There are advantages and disadvantages of hiring expatriates.
Expatriates are more likely to have a higher output quality than the local employees. Local employees may not be familiar with the company’s tradition. Expatriates are more likely to train new employees in a better way. The local country may also have a ...

- Issues for Tom Muccio
Tom Muccio has the responsibility of renegotiating with Wal-Mart for a deal that does not pressurize the retailer to accept large product inventories. The extra inventory would require Proctor and Gamble (P&G) to do advertising and to offer price specials for the goods to move, this is extra expenses for P&G (Sebenius & Knebel 3). Internal letdowns is another issue, whereby P&G lacks the incentive and structure for customer relationship improvement, there were internal conflicts between the new teams approach and the sales people who wanted to handle both sales and customer handling as it ...

Purpose

Procurement outsourcing is usually utilized to reduce costs for goods and services. Acquisition of goods and services can be outsourced with the help of a third party, for example, a procurement outsourcing company. Outsourcing of business operations will result in cost reduction, efficiency of business processes, enhanced compliance, increased competitiveness, increased revenues, and offer an opportunity for the Company to focus on its core competencies.
According to Above the Standard Procurement Group Inc. (2012), many companies do not have enough internal staff or the level of expertise of internal staff engaged in procurement is low. Therefore, internal staff cannot conduct ...

Central Issue:

Why did Google and China choose to negotiate a partnership, bearing in mind what was at stake and the difference in their individual objectives? Google would risk going against one of its principles (do not be evil), whereas China would need to rethink its censorship policy.

Recommended Course of Action:

Business institutions and states should look at the best option (negotiation) to ensure that they fulfill their needs as much as possible. Therefore, both parties should be ready to make compromises, but ensure that they do not end up on the losing end.

Basis for Recommendation:

I chose the arbitration option because both Google and China ...

and Game Theory: An Article Review

Full Bibliographic Reference

Liu, Y., Tang, W., He, J., Liu, Y., Ai, T., & Liu, D. (2015). A land-use spatial optimization model based on genetic optimization and game theory. Computers, Environment, and Urban Systems, 49, 1-14.

Introduction

Objectives and Article Domain
Considering the scarcity of land in the present time, it is important to strategize land usage to achieve the desired economic outcomes using the available land. As such, it is important to compact the land in order to maximize its economic use. In response to this problem, the article aimed to determine the land-use sustainability and compactness ...

Let me start by briefly stating what the case is all about. In the case, Hussein, an owner of an apparently very attractive car, has been offered 4000 USD by Interjeet in exchange of his car. In other words, Interjeet wanted to buy Hussein’s car. Considering the average prices of automotive vehicles today, it would seem that 4000 USD is a steeply low price. As expected, Hussein did not give any word about Interjeet’s offer and has kept himself mum. He thought and felt that his car is worth more than what Interjeet has offered. Hussein did not ...

In the current era companies venturing in the beverage industry are facing various impediments in the achievement of quality standards in some of their products. This is due to the complexity of the process of formulating effective strategies which go hand in hand with the client’s demands. This implies that companies have to be creative in crafting their quality plans to ensure they accomplish their organization’s sustainability objectives. This is necessary to ensure that cases of food poisoning and other unwanted substances do not occur in the products. The allegations reported in Belgium regarding the Coca Cola ...

Organizations mostly find it difficult managing their finances especially when some employees stay dormant because their services are not required. Medical Care centers have different types of staffs who have specified duties. As a manager in one of the leading healthcare center, I wished to cut down the overhead costs while maintaining the revenue cycle. The process was critical, but I managed to resolve some of the key issues. The following is a negotiation plan and the resolving steps.

Negotiation plan

Goal statement

Every financial, year Medical Care centers find themselves looking for ways of cutting down their operating costs in order to ...

Introduction

Communication is very fundamental to human life owing to the fact that it helps people establish relationships, express themselves, interact with other people and the world, accomplish tasks as individuals and as a team and also helps people manage others and lead an organization. This paper seeks to explore Managerial communication in a business membership organization The Center for International Private Enterprise (CIPE). It explores the different ways of managerial communication like: verbal and non verbal which includes: gestures, written, body language amongst others. Managerial communication is an essential function which enhances smooth communication between managers and also with employees and ...

The case of 2987 Kalakaua is one that is ripe with conflict. Both sides – the owners and the association – are said to have engaged in many instances of verbal abuse, assault, and legal skirmishes. Overall, the case is a very difficult soup of personal, social, and legal issues that, in its own, is difficult to reconcile. The problem with this case is that apart from the fact that there are many different aspects to consider, it has been unnecessarily prolonged and therefore making it much more difficult to resolve. Add to the fact that accusations of discrimination and violence make ...

Issue

Robert Olins, the defendant in the case was found to be in breach of contract by a lower court. A lease was drafted and signed by Robert Olins and Pan Handle Realty, LLC for a year’s period. Part of the agreement was that Pan Handle Realty, LLC was to unfurnish the property and Olins was to make payments for the amount of a year’s rent (Cross & Miller, 2015). Olins had issued a postdated check which was to be cashed after Pan Handle Realty, LLC had completed the modifications in the house. It was then that the plaintiff ...

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PART A: Observing and Monitoring Behaviour of Concern
This case study relates to the role of you the Support Worker in observing, monitoring and evaluating the changed behaviors of clients so that strategies can be used to reduce risk to the client and to others. Read the case study below and respond to the questions following.
Referring to the case Study above, provide responses to the following questions. An example is provided to guide you.
Research three (3) dedicated behavior support professionals or organizations that CareShore could refer Peter ...

Explain how you would prioritize care of these clients in order of importance, and why

I will triage these patients with regard to their needs. The one with the immediate and most pressing needs is Mr. Richard. He takes first priority since he is in severe pain and nursing care dictates that the nurse should ensure that the patient is comfortable and one way to achieve is this is through pain relief. I would administer moderate analgesia such as morphine or pethidine. The fact that Mr. Richards was experiencing difficulty in breathing affirms me making him my first priority. Dyspnea translates to the fact that there is inadequate tissue perfusion. This in itself is ...

Introduction

Conflicts are inevitable in any relationship, especially a business relationship. In fact, conflicts can result in misunderstandings, uneasiness, and disruption of relationships when not managed appropriately. Cross-cultural conflicts are likely to occur a lot due to the differences in customs, religion, geography, and thinking mode. The Russian culture is unique. For instance, Russians are said to advocate individual confidence and pay more attention to personal value. It is crucial to note that the negotiations with the Russian businesspersons might involve flared tempers. Consequently, cross-cultural conflicts are likely to occur when negotiating with the Russian firms. For this reason, the ...

Introduction

Conflict is a discord between two or more parties. The causes of the conflict differ depending on the situation or environment. Conflict is bound to occur when people are working or living in the same environment. The key is to approach and solve the disagreement in a sound manner that leaves both parties satisfied with the resolutions made. The process of resolving conflicts is known as reconciliation. Reconciliation is the methods of facilitating peaceful ending of conflict and retribution. The conflict resolution process is facilitated by a mediator (Barsky & Allan., 2014).
In the world that we are living in ...

Common Differences between Western and Eastern Styles of Negotiations

Essentially, there are various differences portrayed by the western and eastern people in regard to the manner in which they negotiate. Importantly, Nelson exposes one of those differences when explaining how investors in China and those in US deliberate on issues such as pricing and terms of work. In specific, she indicates that the basis of engagement with the Chinese counterparts is mainly based on relationship ("Alpha Gearing Systems Shanghai Co. Limited” 4). This is an indication that the Easterners negotiate according to the relationship they have with the other party. If the relations are good, they will tend ...

Q1 Answer

Western and Eastern approaches to negotiating differ very much. Firstly, westerners are very fast in making decisions from the negotiations. However, this is very different from the easterners who delay decisions and waste much time negotiating about the same thing. Secondly, the easterners negotiations must involve the three corners in the talks implying that the two negotiating company and the government must be involved something which not a must for the westerners. Furthermore, the westerners allow some arguments during the negotiations as a way of ensuring negotiations work with all parties satisfied. However, arguments are highly prohibited since it ...

The university is in to contract with Tenex Company where the company supplies the University with stock tab paper. When they entered into the contract, the company was to supply stock tab paper on a fixed price basis. Now that the prices for the stock tab paper have gone up, Tenex approaches the University's purchasing department so that they can go to a guaranteed margin approach as opposed to what they had agreed earlier, fixed price. The university's purchasing department responds to the Company (supplier) reminding them that the case would have been different had the prices gone down. ...

Yelp is simply an online business directory used in connecting local people having great local businesses. Yelp works with small and middle companies in a bid to develop connections and mechanisms of finding things in an easier manner for the consumers. This plan only means that Yelp is more than prepared to implement all the customer feedbacks.
Launching Yelp reservation is a case that represents an existing negotiation in a multi-party setting among the Yelp, two startups and the current partner open table in the online restaurant reservation industry. Yelp reservation is more of entrepreneurship in the online industry ( ...

Accidents are proving to be a disaster in the life of human beings in day today endeavors. The world has seen rise in insurances companies in the recent days than ever and it seems to be taking the course in human fraternity. People are encouraged to take insurance cover to ensure that their lives are compensated whenever an accident occurs. Pacific Prime Insurance Company now offer the best medical cover to the victims of accidents and its annual reports show tat about 35 percent of people world wide have benefit from the services of Pacific Prime especially victims of the ...

Conflicts are a natural part of the collective human experience. Wherever there is the involvement of choices, conflicts are bound to happen. In the current competitive world, opinion and views are highly divided and hence conflicts are inevitable (Deutsch & Coleman, 2000). In our efforts to work cooperatively and collaboratively with one another, we often have differing opinions about how best to accomplish our common goals. Conflicts in the workplace are common and they occur as result of varying personalities and perspectives. Employer and employee conflicts are the most common types of conflicts in the workplace. Conflicts most of the times ...

Since early 1990s, there have been issues relating to water problems, conflicts, and compromises over water. Projects have been established to make appropriate documents relating the issues, problems and solutions to the west conflicts and settlements over water. This research currently will offer on various ways the government handling the problem of water rights of Native Americans tribes in Arizona. These tribes include the Hopi, Navajo, and the Pima tribes in Arizona. The group participates on Federal Negotiation team as activities intensify and more progress made for these teams. Thus, it is the drive of this project to digitize ...

Abstract

The Crown and Waikato Tainui has been having conflicting standards in the management of the Waikato River. The report is basically giving details on the background of the different stands that each team has pertaining the river and how the conflict resolution was approached.
Tainui believes that the river lies in their ancestral land and that the Crown has not right interfering with the management of the river and its resources. This initiated the need for a deed settlement between the two parties. The deed settlement was signed in august 2008 and this brought the genesis of shared management ...

Background

Over the past 100 years, more than 60 percent of world’s wetlands have been destroyed as people search for land to settle on, farm, and establish other types of business investments. Currently, wetlands cover 6 percent of the world’s surface providing a wide array of environmental services, including soil erosion control, water storage and filtration, a buffer against flooding, biodiversity maintenance, nutrient recycling, nursery for fisheries, and carbon storage among others.

However, destruction and drainage of these ecosystems has led to large amounts of carbon emissions equivalent to 40 tons of carbon per hectare per year for degraded swamp ...

I recall an incident 6 years ago when I was in high school, which to this day continues to baffle me. The incident was a negotiation involving my father and a potential employee at one of his shops. My father had been in the process of setting up a new business and had opted to carry out the interviews for his potential employees at home. Not only did he feel that this would provide a less intimidating atmosphere for his potential employees, but also that it would allow him to comfortably express his culture and expectations without too much effort. My father is ...

Introduction

According to Lin’s (2008), a primary e-commerce applications technologies include:

Auctions: The various mechanisms of auctions researchers have designed including English, Vickery and Dutch. The English auction is the one whereby the highest bidder is the one who wins the price offered. The Vickery auction adopts an approach whereby the one who wins is the highest bidder and instead pays second highest offer price, whereas in the Dutch the person who auctions starts with a very high price and gradually lowers it up to the point where acceptance is made by the first bidder.

Recommender system: It is adopted by ...

Financial Contracting

Introduction

According to Hart, (2001), financial contracting refers to the theory where there is a compromise between the investor and the entrepreneur in matters relating to running the business. An entrepreneur can obtain capital from various sources that are: personal savings, angel, venture, private, banks, and credit unions. In this paper, the source of capital is venture capital financing which is whereby an investor provides capital to a start up entrepreneur that has no operating history. However, Ellingsen & Kristiansen, (2010), proved that financial contracts might prove disadvantageous to one party hence the need to select a specific type of financial contract that ...