Negotiation: Definition and types, manager's issues in negotiation, cultural differences and the negotiation process

Exposé Écrit pour un Séminaire / Cours , 2008 , 10 Pages , Note: 2,0

Gestion d'entreprise - Direction d'entreprise, Management, Organisation

Ever since she entered the firm, Mrs. Müller has worked every year on Christmas Eve. This year she wants to be with her family, though. But none of her colleagues want to be there. Her boss needs every shop assistant available because of the Christmas sales. At the beginning of December Mrs. Müller asks the boss who will fill in for her on Christmas Eve.
Especially in today’s work setting, where a variety of people are being offered opportunities to be involved in making decisions affecting them and their work negotiation is significant. The more people are involved in the process; more disagreements are likely to arise over diverse matters such as wage rates, task objectives, performance evaluation, job assignment or work schedules (John Wiley & Sons, 2004). A manager of today has to be familiar with basic negotiation concepts and processes to deal with such day–to–day affairs.
In this assignment I want to give a short overview about what negotiation is all about and what different types can be distinguished (chapter 2). Then I want to focus on the manager’s main fields of action within negotiations (chapter 3) followed by some as-pects of cultural differences (chapter 4). Finally I will explain the negotiation process (chapter 5).

Inhaltsverzeichnis (Table of Contents)

• Introduction
• Negotiation - definition and types
• Manager's issues in negotiation
• Cultural differences
• The negotiation process

Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)

This assignment provides an overview of negotiation, its types, and the key considerations for managers involved in negotiation processes. It aims to highlight the importance of negotiation in modern workplaces and equip managers with the necessary knowledge to navigate various negotiation situations effectively.

• Definition and types of negotiation
• Managerial challenges in negotiation
• Cultural influences on negotiation
• The stages of the negotiation process
• Key concepts and principles of effective negotiation

Zusammenfassung der Kapitel (Chapter Summaries)

• Introduction: Introduces the topic of negotiation by presenting a real-life scenario involving Mrs. Müller's desire to have Christmas Eve off. It highlights the importance of negotiation in today's work environment where diverse individuals are involved in decision-making processes.
• Negotiation - definition and types: Defines negotiation as the process of reaching joint decisions when parties have different preferences. It explores four types of negotiation situations that managers encounter: two-party negotiation, group negotiation, intergroup negotiation, and constituency negotiation.
• Manager's issues in negotiation: Discusses key aspects of negotiation relevant to managers, including foundations for gaining integrative agreements, the classic two-party negotiation, and communication challenges in negotiation.

Schlüsselwörter (Keywords)

This assignment focuses on the concepts of negotiation, its types, managerial challenges, cultural differences, and the negotiation process. It explores key themes like integrative agreements, communication, BATNA (Best Alternative to a Negotiated Agreement), and the bargaining zone.

• Université: AKAD University of Applied Sciences Stuttgart
• Cours: Leadership
• Note: 2,0
• Auteur: Michael Mehnert (Auteur)
• Année de publication: 2008
• Pages: 10
• N° de catalogue: V116275
• ISBN (ebook): 9783640182985
• ISBN (Livre): 9783640183234
• Langue: anglais
• mots-clé: Negotiation, Definition, Leadership, cultural differences