Business Negotiations

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This case presents an ethical dilemma on the side of a newly-hired top executive, whose job was to negotiate an exorbitant amount of increase in the tuition and other school fees of the university that hired him. As outrage from the students and employees ensued, he took the initiative of reviewing the institution’s finances and found out its money-making venture, despite it being registered as a non-profit. As such, the executive resigned from his post and became a witness in a legal proceeding that was filed by the aggrieved parties against the university’s management. The anomaly was eventually settled with the university board providing additional seats for students and employees in the policy-making body.

Existing models of negotiation as a process are incomplete and do not show an overall, start to finish lifecycle. Current phase based models lack clearly defined criteria that identify phase boundaries. After reviewing existing models, the paper identifies macro phases, clarifies phase boundaries, and delivers a bird's eye view model of negotiation supported by examples in academic literature and the public record. The enhanced model proposed here provides a practical negotiation guideline and roadmap previously left unclear in the literature. The proposed model contributes to theory around negotiation by defining the boundaries of a sequence of macro phases in negotiation and enhancing the model through business process modeling. With the enhanced model, academics and practitioners can share a viewpoint for understanding, communicating, and further developing negotiation models.

Two quantitative meta-analyses examined how the presence of visual channels, vocal channels, and synchronicity influences the quality of outcomes in negotiations and group decision making. A qualitative review of the literature found that the effects of communication channels vary widely and that existing theories do not sufficiently account for these contradictory findings. To parsimoniously encompass the full range of existing data, the authors created the communication orientation model, which proposes that the impact of communication channels is shaped by communicators’ orientations to cooperate or not. Two meta-analyses—conducted separately for negotiations and decision making—provide strong support for this model. Overall, the presence of communication channels (a) increased the achievement of high-quality outcomes for communicators with a neutral orientation, (b) did not affect the outcomes for communicators with a cooperative orientation, but (c) hurt communicators’ outcomes with a noncooperative orientation.Tests of cross-cultural differences in each meta-analysis further supported the model: for those with a neutral orientation, the beneficial effects of communication channels were weaker within East Asian cultures (i.e., Interdependent and therefore more predisposed towards cooperation) than within Western cultures (i.e., Independent).

إن واقع المعاملات التجارية ومعاملات الاستثمار الدولية بات يدلل على أهمية ما يمكن أن نُطلق عليه بصورة عامة العقود والاتفاقيات الأولية أو التمهيدية من منظور أن هذه العقود والاتفاقيات تؤدي وظيفتين أساسيتين؛ تتعلق الأولى منهم بتنظيم المسلك الإجرائي لعملية التفاوض ذاته، أما الوظيفة الثانية فتتعلق بتنظيم شروط العقد النهائي المراد إبرامه، ومن هنا يصبح لعقد التفاوض السابق علي ابرام العقد النهائي أهمية قصوي، وأن دراسة الإطار القانوني لعقد التفاوض لابد وأن يشكل أهمية كبيرة، نظرا إلى أن معظم الفقه في دولنا العربية لا يعطي العملية التفاوضية السابقة على ابرام العقود النهائية الأهمية المطلوبة، وذلك نتيجة لسيطرة التصور التقليدي نحو تكوين العقد، والذي يقوم على فكرة الانعقاد الفوري، على الرغم من التطورات الحاصلة على مستوى المعاملات التجارية والاستثمارية الدولية، التي افضت إلى حدوث تغييرات جوهرية في البناء القانوني للعقود النهائية، لاسيما فيما يتعلق بفكرة الانعقاد التدريجي للعقد الذي يتيحه عقد التفاوض.... ورقة البحث المقدمة للملتلقي العربي الثاني لخبراء صياغة العقود، الذي انعقد بالقاهرة فى الفترة من 9 إلي 13 ديسمبر 2018

The growth of the companies has the fundamental objective of play in the international commerce. However, the positioning of a company in the international market is a challenge that goes beyond of carry out sales abroad by means of contacts with potential as clients. The internationalization is a strategic operation that involves all the functional areas of the company.

This Chapter briefly introduces the concepts of Integrative Bargaining and Distributive Bargaining, and then goes on to weigh one against the other. Finally, it proceeds to recommend a mixed technique of negotiation which involves the best elements of both tactics.
https://www.linkedin.com/pulse/integrative-bargaining-versus-distributive-vedant-prusty/

Navigating the global business environment successfully requires specific skills that are often underestimated. Cultural awareness is one of the most important and lack of intercultural sensitivity can cause companies severe damage. The purpose of this paper is to call attention to the importance of language and culture in international business negotiations and give a general overview of specialist topics like anthropology, linguistic relativity and applied linguistics studies to a non-specialised audience. Valuable information regarding the most substantial theories in the field will be provided in the first part. The cultural dimensions theory of Hofstede, the model of Lewis and Boroditsky’s theory of the influence of language on thought will also be addressed. Practical hints for negotiations with German partners will be given in the second part.

There are constitutional and statutory provisions for industrial conflict mediation in Nigeria. These include the Trade Dispute Act; the Arbitration and Conciliation Act; and the Constitution of the Federal Republic of Nigeria. The Trade Dispute Act specifically set out in Sections 4, 5, 6, 7 and 8 the various amicable processes that should be taken when industrial disputes arise. These processes range from non-governmental amicable dispute resolution processes, to government facilitated mediation and conciliation. Recourse to adversarial industrial dispute resolution is therefore a last resort, legally, that is, only when all avenues to negotiate, mediate and conciliate have failed. Very importantly, the Constitution of Nigeria mandates the National Industrial Court of Nigeria (NICN) to set up alternative dispute resolution (ADR) centers for the purposed of administering amicable dispute resolution process to industrial disputes. The Arbitration and Conciliation Act provides that parties' arbitration clauses do not prevent them from agreeing to use conciliation in the resolution of their disputes. This paper highlights these statutory mandates for industrial dispute mediation and conciliation. It also introduces the author's 10-Step-Mediation model of amicable industrial dispute resolution. Topics covered under the10-Step-Mediation description include: understanding of disputants' emotional situation; dealing with disputants' emotions; understanding disputants' problems; understanding disputants' unmet needs that fuel conflict; setting out issues for determination in dispute resolution; strategizing (brainstorming) for options for dispute resolution; sensitizing options; doing reality-testing; making offers for settlement; and, accepting offers for settlement. The 10-Step-Mediation model provide a step-by-step approach to dispute resolution that ensures that all issues in contention in a dispute are adequately examined and resolved.

This study seeks to determine the long-term impacts of training on negotiators and organizations. Although previous studies have linked training to negotiation outcomes, their findings have been based primarily on experimental data. This article analyzes survey data from business students who received negotiation training from the author over a period of ten years and were employed at the time of the survey. The survey sought to determine if respondents applied the skills learned in negotiation classes to their workplace. Data includes self-reported subjective and objective items confirming the impact of training on negotiators and the organizations in which they work. Over 80% of respondents reported using skills learned in the classroom in their work and 30% reported that the training impacted their pay or promotion. The study reports rates at which negotiation skills and behaviors were found and uses the Kirkpatrick Levels 3 and 4 to interpret the frequency of specific impacts on individuals and organizations. Negotiation educators should consider the high rate at which trainees put learned skills into action, especially as the individuals' frequency of negotiating increased and their position of authority in the negotiation strengthened.

Breaking-off negotiations. Freedom and duties to act in good faith. Fundamental principles and illustrations from cases of the Swiss and French judicial practices. Consequences regarding the compensation. Nature and content of pre-contractual agreements (letters of intent, heads of agreement, with clauses that organize negotiations).

This work is a documental research in order to identify current conditions in the field of negotiations, its treaties and trade balance, as negotiating history between the countries of Asia and Mexico. Also collects negotiation styles of different Asian countries and the one in Mexico, all identified by various authors, based on the proposals of Benoliel and Chamoun Nicolás and develop a comparison of negotiation styles between Mexico and Asian countries. The results allow to recognize that negotiation processes are in most cases mutually different, but overlapping in some. Concluding that International negotiations involve a complex process of preparation and a thorough analysis to be successful.

El presente trabajo es una investigación documental con el objetivo de identificar las condiciones actuales en el ámbito de las negociaciones, sus tratados y la balanza comercial, como antecedentes de la negociación entre los países de Asia y México. Recopila también los estilos de negociación de los diferentes países asiáticos y así mismo el estilo en México, todos identificados por diversos autores, para con base en las propuestas de Benoliel (Asia) y Chamoun Nicolás (México) elaborar una comparativa directa de los estilos de negociación entre México y los países asiáticos. Los resultados permiten reconocer que los procesos de negociación son en la mayoría de los casos diferentes para ambas partes, pero coincidentes en algunas. Concluyendo que las negociaciones internacionales implican un complejo proceso de preparación y un profundo análisis para que sean exitosas.

Contracts are designed to govern the relations between business partners and allocate risk among them, yet they cannot mitigate all risks; hence, dispute resolution mechanisms have been developed to assist. According to research, arbitration is considered one of the most efficient legally binding dispute resolution mechanisms. Since initiating an arbitration case against business partners often severs the business relationship between them, predicting the arbitrator's decision becomes valuable to the arbitrating parties. To do so, arbitration prediction models are suggested in this paper through modeling the arbitrator's award in two stages: evidence admissibility and evidence evaluation. While arbitrators currently admit evidence in a relatively unsystematic way, this proposed admissibility framework systemizes the current practice by preserving its subjectivity, yet aligning it with the widely deployed rules of arbitration. This research further proposes an evidence evaluation model, providing a rapid answer to the famous commercial arbitration battle, discovery. While the current arbitrators' practice in allowing discovery is not systematic, the proposed optimization model is a tool that could systematically assist arbitrators trading between the arbitration key characteristic, efficiency, and justice. This is achieved by assigning weights to evidence parameters such as sufficiency and credibility, which in turn provide numerical measures to reduce the decision's subjectivity.

Negotiation is integrated with many different aspects of our lives, ranging from deciding on a movie, to large corporate contracts. If there are at least two individuals or parties with conflicting interests that interact to come to an agreement, negotiation theory can be applied. In this general discussion, a few topics that cover a range of perspectives relating to how emotion impacts the overall negotiation process will be unpacked. In psychology, emotion has many different theories and models to describe its nature. However, it is often defined as a "complex state of feeling that results in physical and psychological changes that

Lays down the fundamentals of pre-contractual liability in Swiss law (in the context of alternative forms of non-contractual liabilities). Exact definition of the illegal action (consisting not in breaking-off the negotiations, but in misleading on the parameters of decision). Consequences in terms of description and calculation of compensation.

As mankind becomes more sensitive to the fact that the well-being of an endeavor is tied to the satisfaction of the individuals and organizations involved in it, we would move away from antagonistic negotiation to integrative negotiation.
In this paper, I attempt to tease out the outlines of this negotiation of the future.

According to the European Parliament (12.9.2017) “Italy uses mediation at a rate six times higher than the rest of Europe”.
Mandatory mediation was ruled in 2010 in Italy and came into force in 2011. In 2013 the “Opt-Out” model was introduced.
Results :
year 2011 -  60,810 proceedings,  9,912 agreements, 16% success rate.
year 2016 - 183,977 proceedings, 20,237 agreements, 11% success rate.
20,237 is the highest number of agreements through mediation ever reached in Italy, thanks to:
- the judges and the controls carried out by the Ministry of Justice on the mediation bodies;
- statistics available at a nationwide level, which allow checking on the results;
- the stubbornness of those who believe in mediation, who often work for free.
Nevertheless, the success rate scored in 2016 is still far away from that realized in 2011, mainly because of a worsening in the quality of training during the 2010/2011 period. The most efficient mediation bodies, in addition to the courses required by the law, have realized further training and are achieving far higher results than the average.

The process of negotiation can be analyzed considering some scientific issues (e.g. psychological, sociological). When a construction subcontract is negotiated, as it is business activity, the rational choices should be considered more than other factors influencing the decisions of the negotiating parties. A game theory supports rational decision making based on calculations, expected values and strategic choices. An experiment was carried with the participation of the students of Civil Engineering Faculty. Five different games were prepared. The students started playing with the “nature”. Then the probabilities of the “nature” strategies were introduced. Finally, they played three one-on-one sets of repetitive games. The results prove that knowing the needs of the opposite player (knowing his/her possible strategies) leads to a win-win result where the score of both players is maximized. The experiment and its result are analyzed in the paper. The multiple negotiations, and then m...

Elena FELL, Macro-reasoning and cognitive gaps: understanding post-Soviet Russians’ communication styles. ESSACHESS - Journal for Communication Studies. Vol 10, No 1(19) (2017). P. 91-110.

Russians and Westerners access, process and communicate information in different ways. Whilst Westerners favour detailed analysis of subject matter, Russians tend to focus on certain components that are, in their view, significant. This disparity makes it difficult to achieve constructive dialogues between Western and Russian stakeholders contributing to cross-cultural communication problems. The author claims that the difference in the ways Russians and Westerners negotiate information is a significant cultural difference between Russia and West rather than an irritating (and in principle amenable) lack of analytical skills on the Russian partners' part. Understanding the reasons behind the Russian-specific approaches to dealing with information would be a positive step towards a more effective cross-cultural communication, important in business situations and essential in diplomacy.

As a professional, your ability to influence and negotiate both corporately and externally is critical to your business success. This skill is natural to some and more difficult for others. But like many soft skills, influence and negotiation takes time to master and requires continuous learning, implementation, and refinement by anyone who has customers.

Keywords:
negotiation;unilateralism;conflict;Israel;Palestinians;Gaza;West Bank;settlers;behind-the-table negotiations;ambiguity;Ariel Sharon
Using the 2005 unilateral Israeli withdrawal from Gaza as a case study, this article exposes an apparent paradox: circumstances may exist in which an outcome that serves the interests of parties to a conflict cannot be achieved through bilateral negotiation but can be achieved by unilateral action. Although the withdrawal was seen at the time as serving the interests of both the Israeli government and the Palestinians, we argue that the same result could not have been achieved through bilateral negotiations. “Behind-the-table” internal conflicts on each side would have made it impossible for the leaders to agree on the scope of these negotiations.

Prime Minister Ariel Sharon's success in implementing his Gaza withdrawal was attributable in significant measure to his ability to maintain ambiguity about his long-run plans for the West Bank. Only by focusing attention on Gaza was he able to build the necessary coalition to implement the controversial move. The Palestinian leaders, on the other hand, could never have agreed to come to the table to negotiate about Gaza alone — they would have insisted that the scope of any negotiations address a broad range of final status issues.

In this article, we identify some of the lessons that the Gaza example teaches regarding the utility and limits of unilateralism as well as the benefits and potential costs of employing ambiguity as a strategy to help accomplish a controversial move. Finally, we also explore the aftermath of the withdrawal and its many missed opportunities for improving the outcome. We suggest that, even when acting unilaterally, leaders should carefully consider the probable impact of their actions on the internal conflicts of their adversaries.

The main paradigm in the study of negotiation is the decision-making approach, which emphasizes an individual-based factor of behavior, self-interest. Focusing on the ultimatum game, we reviewed the segment of the empirical literature that emphasizes social-contextual mechanisms, particularly interpersonal communication and intergroup relations. We found that, through communication, proposals are treated as justifiable claims and that the social context provides different norms for justification. We suggest that aspects of communicative rationality, such as normative rightness and subjective truthfulness, act as organizing principles for approaching negotiation as a joint rule-making process. We argue that any rule proposed is only validated through the agreement of the other side(s) and, thus, the consensualistic approach is better suited for the analysis of negotiation compared to the existing decision-making paradigm.

In preparing college students for the tests of life, lecturers need to provide them with the required competencies and resources to achieve their goals, to solve problems effectively, to build and maintain supportive relationships and to sustain their psychological and social well-being. The present study demonstrates the thoughtfully developed and implemented business negotiation course at Budapest Business School, which aims at enhancing students' EQ com-petencies, which surely will contribute to their performance success at work in the future. The course material focuses on five areas of EQ: (1) self-awareness and control, (2) empathy for others, (3) social expertness, (4) personal influence, and (5) mastery of purpose (Lynne 2008). The ideas and tasks presented in this paper are targeted at raising awareness of emotional intelligence competencies, which may assist potential employees at work.

The process of negotiation can be analyzed considering some scientific issues (e.g. psychological, sociological). When a construction subcontract is negotiated, as it is business activity, the rational choices should be considered more than other factors influencing the decisions of the negotiating parties. A game theory supports rational decision making based on calculations, expected values and strategic choices. An experiment was carried with the participation of the students of Civil Engineering Faculty. Five different games were prepared. The students started playing with the "nature". Then the probabilities of the "nature" strategies were introduced. Finally, they played three one-on-one sets of repetitive games. The results prove that knowing the needs of the opposite player (knowing his/her possible strategies) leads to a win-win result where the score of both players is maximized. The experiment and its result are analyzed in the paper. The multiple negotiations, and then multiple cooperation of a general contractor with the same subcontractor on construction projects is an often case. These parties discuss the rules of their cooperation formalized in subcontracts several times. The typical image of a general contractor's need is a low price given by a subcontractor. In fact, it the is only one of the needs. Moreover, it is not a rare case where flexibility of engagement on a building site or a high number of equipment units or favorable terms of payment are desired by a general contractor more than the low price given by a subcontractor. A subcontractor's standing can be different too. They can search for profitable cooperation or they have to provide work for some brigades not to have them unengaged. They can afford long term payment or they have to be paid in advance. The experiment proves that disclosure of the needs (strategies) by negotiating parties leads to achievement of higher gain for both of them (when the game is repetitive). The paper sets the basis for modelling negotiations of a construction subcontract based on a game theory. 1. Introduction Scientific approaches to the negotiation processes (psychological, sociological) and a theory of rational choices-a game theory-were opposed to proposed way of solving conflicts presented in the book [1] gave inspiration to this article. The experiment based on [2], [3], [4] (set of the games and descriptions to them) was prepared to illustrate the students-the experiment participants-that the information about possible strategies of opposite player (negotiating party) can improve a lot the score achieved by both parties. In order to achieve top result in a final game, players were required to choose also the strategies where in a simple attempt they lost. Review of modern application of a game theory has shown the wide spectrum of its possible use [5] supporting decision making. Models based on the game theory were

La estrategia de cambio estructural contenida en el plan nacional de desarrollo 1983-1988 expresa la convicción, del grupo recién llegado al poder, de que sería necesario luchar a fondo, si la sociedad mexicana habría de transformarse cualitativamente. Este convencimiento no fue en rigor, producto exclusivo de la inventiva del presidente y sus colaboradores cercanos. Se nutre de experiencias anteriores, de la compleja realidad económica-político-ideológica, de esos momentos y de la tendencia al agravamiento de algunas de las manifestaciones de la crisis.

Como resultado de la evaluación del intento de instrumentar el plan global de desarrollo 1980-1982 en el sexenio inmediato anterior, desde mediados de 1983 (cuando se publica el PND) los servidores públicos de alto nivel jerárquico tenían algunas conclusiones acerca de los caminos políticos que no deberían transitar.

The research evaluated the impact of contextual, structural, and behavioural factors in shaping cross-border merger and acquisition (CBMA) negotiations between automobile manufacturers. Recent years have seen an increase in CBMA activity in the automotive industry, advanced by the necessity to share investments in alternative power sources for

Lexicographic evidence and oral translations of được in Vietnamese show its meanings as: “all right”, “agreed”, and “OK”. In reality, the undetermined range of probabilities in its meaning, imperceptible by non-native intuitions, are readily recognizable by natives. Not grasping what được means entails communication failures since to be told that something “can be done” induces a positive belief in English. This paper studies the meaning of được (can/OK) and compares it with chắc (là) được (probably can/OK) and chắc chắn được (certainly can/OK). It discusses the strategic and polite functions of được in business communication and shows that được is explorative as it sets the starting point for communication that could be furthered to reach a more conclusive result, explicitly lexicalized by chắc chắn được. It concludes that được is a non-committal “conflict-avoidance device” and “face-saver”. It is inconclusive that the farther the “distance” between the illocutors, the higher the degree of politeness, but supports the demand for ‘face’ over efficiency to a certain extent in the communicative style of the Vietnamese. Overall, it points to the need for long overdue analytic work on business discourse in cultural and social contexts, especially in lesser studied languages and cultures.    DOI: http://dx.doi.org/10.1075/japc.15.2.03che

No matter what kind of negotiation: the strategies and techniques that create impact are often similar, and can be learned. Successful negotiation requires expertise, spontaneity and intuition, but also psychological knowledge, communicative and rhetorical skills.

Download at: https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1722065

As the global market expands and business and personal relationships are increasingly taking place online, it is common to conduct negotiation processes in the online venue. This chapter focuses on the challenges to inter-party trust in e-negotiation, and on means for ...

دين اسلام تاكيد ويژه اي در تبيين رفتار مناسب دركسب و كار و تجارت دارد و يك بخش مهم از كسب و كار و تجارت، مذاكرات بازرگاني است. به تعداد فرهنگ هاي گوناگون، سبك هاي مذاكره وجود دارد و به دشواري مي توان به شناخت دقيقي از اين تنوعات دست يافت. يكي از عناصر فرهنگي كه بر رفتار مردم تاثير مي گذارد، مذهب است. در اين پژوهش تلاش شده است تا با توجه به ضرورت بومي سازي علوم انساني، ضمن بررسي برخي از مولفه هاي سبك مذاكرات در ادبيات بين الملل، بينش و الگوي دين اسلام پيرامون اين مولفه ها را با جستجو در قرآن و روايات و احاديث معصومين (ع) و ساير منابع موثق ، شناسايي نمايد. اين پژوهش توصيفي و روش گردآوردي داده ها، كتابخانه ايست. نتايج اين پژوهش نشان مي دهند كه نگاه اسلام به مذاكرات با تاكيد بر ارزش هاي اخلاقي و انساني است و دين اسلام، مذاكره كنندگان را به داشتن رويكرد برد-برد و ايجاد اهداف مشترك، برقراري ارتباط مستقيم و صريح، پيروي از سبك مصالحه و اجتناب از مجادله، عدم استفاده از تاكتيك هاي توزيعي در جهت كسب قدرت توصيه مي نمايد. همچنين پايبندي به مفاد قرارداد منعقد شده و اجرا و تفسير آنها با حسن نيت در دين اسلام توصيه شده است.

El hombre por su naturaleza gregaria, debe estar en permanente contacto con sus semejantes, dando y recibiendo, esto es negociando, a todo lo largo de su vida.

Basándose en las habilidades adquiridas por su experiencia el hombre negocia día con día, generalmente sin utilizar métodos o técnicas más elaboradas, que apenas alcanzan el nivel primitivo de “ganar o perder” en la negociación.

Δεν το καταλαβαίνουμε αλλά στην καθημερινότητά μας, όλοι οι άνθρωποι διαπραγματευόμαστε. Δεν υπάρχει μέρα της ζωής μας από τα πρώτα νηπιακά μας χρόνια έως τα βαθιά μας γεράματα που να μην διαπραγματευόμαστε. Καθένας με τον δικό του τρόπο, την δική του ισχύ, τις δικές του επιθυμίες, την δική του διαδικασία, τα δικά του αποτελέσματα. Συνειδητά ή μη, η τεχνική της διαπραγμάτευσης υπάρχει μέσα μας. Σε όλους. Σε λαϊκούς και κληρικούς, σε πολιτικούς και στρατιωτικούς, σε εργαζόμενους και επιχειρηματίες, σε μαθητές και καθηγητές, σε όλους. Η διαπραγμάτευση είναι επίκτητη. Έχει κανόνες που μαθαίνονται. Πρόκειται για μια διαδικασία λήψης απόφασης. Τούτο σημαίνει ότι, πρόκειται για μια επικοινωνιακή διαδικασία. Διαπραγμάτευση είναι η τεχνική, μέσω της οποίας δύο ή περισσότερα μέρη επικοινωνούν για να συζητήσουν θέματα κοινού ενδιαφέροντος, με στόχο την επίτευξη ειδικής συμφωνίας η οποία θα έχει θετικές προοπτικές για όλα τα μέρη της διαπραγμάτευσης. Ανάλογα με τον αριθμό των μερών που συμμετέχουν, διακρίνονται σε διμερείς ή πολυμερείς. Όσο περισσότερα μέρη συμμετέχουν σε μια διαπραγμάτευση, τόσο πιο σύνθετη γίνεται.