Instead, the well-being of all members in a family is taken into account when decisions are made. The same, according to Shell (1999), is true of business. In internal bargaining procedures, the interest and well-being of subordinates are taken into account when arriving at decisions. It should also however be taken into account that different people will have different opinions and interests. The ideal is to use integrative bargaining in order to arrive at an outcome that best serves the collective values and ethics of the company as a whole. In order to achieve this, Shell suggests a focus on the bargaining styles of individuals, and how these can be used to arrive at the most desired situation for the company as a whole.
Part II
Li and Roloff's work focus on the emotions involved in intercultural communication. This is translated to the business situation, and the role that emotions play in the process of business negotiation. Emotions manifest themselves in different ways within diverse cultures. This is an element that should be taken into account when conducting intercultural business communication. Knowledge of each culture's values and concomitant emotional reactions will facilitate the negotiation process. As such, the article also examines the possibility of using emotion as a strategy for effective negotiation.
The chapter begins by examining the different views of emotion and cognition. The authors delineate two opposing opinions; the one that cognition and emotion are necessarily integrated as part of the human experience, and the other that the two phenomena are separate. According to the latter view, emotion is to be excluded from cognitive processes such as negotiation. While this view has been favored for centuries, the study of the emotional component has come to be more prominently researched for its integrative role not only in general life, but also in business communication.
In this capacity, emotion became recognized during the 1990's for its...
Negotiating Strategy Principled Negotiation and Cooperation According to an article provided by the Conflict Research Consortium (CRC)(1998), one style of negotiation that has achieved favor in modern business practice is Principled Negotiation. This calls for an interest in achieving a meaningful compromise in which both parties have cause to accept the terms of an agreement. According to the article William Ury and Roger Fisher first advocated this form of negotiation as a
He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat." Robert Estabrook To disagree in a polite, yet friendly manner, while appearing to agree, is perhaps the most effective way of being a diplomat in negotiation exchanges. In negotiations, the advantage is lost if one loses one's stance of calm, caring concern for the other party's interests. One will find success at the
Negotiating Procter and Gamble Exhibits Exhibit I Exhibit II Proctor and Gamble (P&G) faced growth constraints and customer relationship management (CRM) issues with its large retail clients such as Wal-Mart. Disintegrated operational and business level management, lack of strategic direction, and poor CRM were the main issues faced by the company. Unnecessary competition with its own customers and hostile price/margin negotiations were draining out the strategic growth opportunities that a company, as large as
Also, the number of musicians should be more under the control of the producers, who presumably had a better idea of how many employees could be afforded by a particular show, as opposed to the Musician's Union, which would only have one narrow interested party in mind, namely the musician's collective welfare. (Hostetter, 2003) Who owns the final product -- the artist or the person funding the art? Neither can
In retrospect, the argument could have been made that the Chevrolet Cavalier was very old and was not worth $3,000, even with a brand-new windshield, horn and the maintenance agreement worth $300. A counter-offer a $2,500 could have been proposed and negotiations could have continued until Archie conceded a few more dollars or the deal broke down. As noted above, though, a secondary objective was to successfully complete the
Negotiating for your life (New Success Strategies for a Woman)" is authored by Nichole Schapiro (1993) who has the credible credentials of industrial psychologist. The fact that she founded her own training and consulting firm in 1972 indicates her breadth of experience and training in the field . The jacket also describes her as a speaker, consultant and trainer to thousands of women and men around the country and
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