Category: Negotiation

Table of Contents Introduction Key steps in opening a business negotiation session Key steps in conducting a business negotiation session Key steps in closing a business negotiation session Business negotiation in the international context References Introduction The reason why a lot of prior preparedness is done before the actual business negotiation is to ensure that…

Table of Contents Introduction Essence of planning, organizing, directing and controlling Skills and competencies for effective business negotiation Essence of understanding and applying different strategies of negotiation References Introduction Just like many other business processes, there is an increasing need to use the principles of management during business negotiation. These principles include planning, organizing, directing…

Negotiations are a process of joint decision making and finally reaching a mutually beneficial outcome and solve a disputed situation. Negotiation has always had a strong relationship with power. It has always been an area of utmost importance for negotiators to understand how one with less power can still emerge from a negotiation with a…

Table of Contents Pre-negotiation stages Techniques References Pre-negotiation process is as significant as the real contract negotiation. In this regard, the pre-negotiation process provides a platform for the contractor to approach and manage issues affecting the negotiation. A general perception about pre-negotiation is that the process allows the contractor to determine risks associated with committing…

Table of Contents Interdependence in negotiation Integrative negotiation Planning for negotiation Distributive bargaining Reference List Interdependence in negotiation The concept of interdependence is unavoidable in everyday life of both human beings and organizations. Organizations depend on each other in the course of their running either economically, socially or politically and this defines the level of…

Table of Contents Introduction Mediatory Role The dispute Negotiation Grounds Negotiation Strategy Conclusion References Introduction In all aspects of society life, conflicts are bound to occur. These conflicts are normal and may in fact contribute to the health of the community. However, the positive contribution of conflicts greatly hinges on the conflict resolution schemes which…

When negotiations are held, the main intention is to come up with an agreement that will provide a roadmap for an action to be taken (Howard, 1982, p.5). Negotiations have mostly been aimed at ensuring that existing conflicts are resolved amicably. They occur over a wide area and have no restrictions. In addition, negotiations can…

“Authenticity” is the essence of a primeval notion that is firmly rooted in its existing culture. However, new cultural expansions may also obtain the polish of authenticity in due course of time. This phenomenon is referred to as “emergent authenticity.” Based on this modification, the paper would establish the thesis that commoditization does not essentially…

Negotiators utilize various strategies to achieve their goals. These include those that explore difference in interests, among others. In general, all negotiators have an objective, which is to reach an acceptable decision. However, it is quite necessary to note that negotiation tables are usually intense. In fact, conflict of interest is quite predominant in negotiations.…

At the moment a great number of Western companies are trying to enter the Chinese markets which are growing at a very rapid pace. Many of these organizations have to struggle with the cultural differences, existing between them and their Chinese partners. This paper is aimed at discussing the negotiations between Ericsson and local telecommunication…