best practice in negotiations

In this chapter, the author focused on best practices in negotiations; be prepared, diagnose the fundamental structure of the negotiation, identify and work the BATNA, be willing to walk away, master the key paradoxes of negotiation, remember the intangibles, actively manage coalitions, savor and protect your reputation, remember that rationality and fairness are relative, and continue to learn from your experience.

International and cross-cultural negotiation

In this chapter, the author explained about International and cross-cultural negotiation. International negotiation has become the norm rather than an exotic activity that only occasionally occurs. It begins with two important factors that make the international negotiation different. There are environmental context and immediate context. There are certain factors that influence negotiations. There consist of foreign governments and bureaucracies, culture differences, and political and legal pluralism.

multiple parties and teams

In this chapter, the author focused on how the negotiation process changes when there are more than two parties at the table simultaneously. It defines the multiple parties and follows by five ways in which the complexity increases as three or more parties simultaneously engage in negotiation. It illustrates sixteen things the group members should do in order to be effective groups. It introduces three stages to characterize multilateral negotiations. In the pre-negotiation stage, it includes lots of informal contact among the parties. In the actual negotiation, negotiator should work together to achieve an effective and endorsed result. In the agreement stage, the parties must select among the alternative on the table and encounter some last-minute problems to reach the final agreement.

communication

In this chapter, the author has considered elements of art and science of communication that are relevant to understanding negotiations. First, the author addressed what is communicated during negotiation. And then, we learn how people communicate in negotiation: the use of language, on verbal communication, and the selection of communication channel. Finally, we learned how to improve communication in negotiation, and special communication considerations at the close of negotiation.

Perception,cognition,and emotion.

In this chapter, the author explained about perception, cognition, and emotion are the three basic elements in the negotiation. The author shown a definition of perception, introduce four type of perceptual distortion: stereotyping, halo effect, selective perception and projection, the framing which is a key issue in perception and negotiation, the ways to manage misperceptions and cognitive biases in negotiation. Finally, the author concerned about the role of mood and emotion in negotiation which has been the subject of an increasing body of recent theory and research during the last decade.

Negotiation:strategy and planing

In this chapter, the author informs us about strategy and planning the negotiation. First, negotiator has to understand one’s key issue that he has to work on. Negotiator has to know the limit of how far the deal can go and is there other way he can go if the deal doesn’t work. Clear the target and set the opening point. Then the negotiator has to learn the other party target, strategy, drive, limit, and ability, and then plan the process by all the information. The last, define program and duty for both parties.

Strategy and tactics oc integrative negotiation

In this chapter, the author reviewed the strategy and tactics of integrative negotiation. The fundamental structure of integrative negotiation is one within which the parties are able to define goals that allow both sides to achieve their objectives. Integrative negotiation is the process of defining these goals and engaging in a process that permits both parties to maximize their objectives.

chapter2 negotiation

In this chapter, the author examined the basic structure of competitive or distributive bargaining situations and some of the strategies and tactics used in distributive bargaining. Distributive bargaining begins with setting opening, target, and resistance points. Finally, distributive bargaining skills are important at the value claiming stage of any negotiation.

chapter1 the nature of negotiation

In this chapter, the author explained about the nature of negotiation. The author opened with example of negotiations in different situations. Moreover, the author used Joe and Sue carter story to give examples. Explanation four keys characteristics of negotiation situation; interdependence is about the parties need to work together to achieve their goals. Mutual adjustment is the way to adjust their outcomes and decision to reach a mutually satisfactory result by negotiation. Value claiming and value creation are about using distributive bargaining, integrative negotiation, or combination of claiming and creating value processes to achieve goals. Finally, Conflict management is talked about how to manage conflict to control the distraction components, and how conflict is functional and dysfunctional.

chapter 10

In this chapter, the author explained how to develop an external relations strategy, and build and maintain a positive corporate image. External relation is crucial to the company because it would bring you reputation or take it away from you. Infamous could affect internal and other external company relationship. Not only relationship but financial also get a great impact from that current. We also learned how to work with the news media.

chapter9 leadership

In this chapter, the author discusses establishing leadership through internal communication. we will learn to do recognize the strategic role of employee communication. It describes how to assess the employee communication effectiveness by using scorecards that evaluate: strategic objectives, processes, management, messages, media/forums, communication staff, and communication assessment. it tells us that in order to establish effective internal communication we must have supportive management, targeted messages, effective media and forums, well positioned staff, as well as on going assessment of communication effectiveness through individual performance appraisals. That missions and visions can be used to strengthen internal communications. It explains how to design and implement effective chain communication.

chapter8 leadership

In this chapter we learned how to build an effective team and establish the necessary team work processes along with how to manage the people side of terms, and handle team issues and conflict. These objectives are crucial to building and leading high-performing teams. we learn that in order to build an effective team, having a supportive environment will simply make it easier in leading and managing teams. As a team leader, we need to bring the right people together and decide how to work with them to achieve the performance we desire. Second, the chapter help us to learn how to address the issues of purpose and approach in the team launch by creating a team charter, action plan, and work plan. It was followed by introducing the people side of teams. The people’s thinking and how well they work together often determine the success or failure of a team. Then, we know that conflict occurs inevitable in any circumstance, including teams. The chapter discusses the types of team conflict and the approaches to manage the sudden conflict. Final, virtual teams are becoming more and more prevalent nowadays. When we share and assent the advantage of the virtual team, we should not ignore that virtual team also create a lot of challenges among us.

chapter7

In this chapter we learned how to decide when a meeting is the best forum, and ensure meetings lead to action. Also to complete essential meeting planning and conduct a productive meeting along with managing meeting problems and conflict. All these mentioned are essential. The author concerned how to plan and conduct productive meeting by determining when a meeting is the best forum for achieving the required result; establishing objectives, outcomes, and agenda; performing essential planning; clarifying roles and establishing ground rules; using common problem solving techniques; managing meeting problems; and ensuring follow-up occurs.

chapter6 leadership

In this chapter, the author dedicated to improving your leadership communication skills, this chapter is devoted specifically to understanding emotional intelligence and developing the ability to uncover what Weisinger calls the “emotional subtext,” which means getting below the surface of the words, in many cases, to the meaning beneath. This ability is essential to emotional intelligence.

Chapter5 Using graphics and power point for a leadership edge

In this chapter, we learned to using graphics and Power point for a leadership edge. The author focused on when and how to use graphics effectively, provide some basic guidelines for designing effective graphics, and deliver some guidance on designing and presenting graphics using power point. Knowing how to deliver message effectively with words and pictures is a powerful combination, and developing even a basic understanding of the principles of graphic design can provide an advantage.

Chapter 4 Developing and delivering leadership presentations.

In this chapter, the author concerned how to developing and delivering leadership presentation. This chapter explained by use action steps in three “p” process: planning, preparing, and presenting. The process provides an approach to developing presentations that will help you move through each step strategically so that you can deliver any type of presentation with confidence.

Using language to achieve a leadership purpose

In this chapter, the author explained how to reflect an appropriate tone and develop a confident style because the readers assume the ethos through both of them . Making sure that our language is clear and meaningful. And how to use the business language correctly is also important for us to learn. The research shows that the correct use of language affects ethos as well so we need to pay attention on grammar and the structure of sentences. Finally, the skill of editing can help us to proofread the essay and reach the perfect effect.

Chapter 2 Creating leadership documents

Chapter 2 Creating leadership documents
In this chapter, the author explained how to creating leadership documents by selecting the right medium and also introduced two separate documents: Individual document and Team document. And the author concerned about how to organize the content coherently. Also learn about what is the expected content in report. A perfect report should include several elements to support the content and also need the expected format.

chapter 1 Leadership

Chapter 1 (LD)
In this chapter, The author focused on how to establish a clear communication goals. There are three general purposes for communication: to inform, to persuade, toinstruct. How to develop a communication stategy. How to using considering a context a straegy framework and an action plan. Next, how to analyze our audience by expertise, decision making style or organizational context.Lastly, how to organize written and oral communication effectively .

chapter9 relationship in negotiation

Chapter9 Relationnship in negotiation
In this chapter,the author focus on te ways these past and future relationships impact present negotiations.The chapter identifies some issues that make negotiating in relationships different from and more challenging than conducting either distributive or integrative negotiations. Then, it follows by the effect of key elements in negotiations within relationships. Trust is an individual’s belief in and willingness to act on the words, actions and decisions of another. Justice means whether individuals are fair treated in organization.

Chapter 8 Ethics in negotiation

Chapter 8 Ethics in negotiation

In this chapter, the author discussed factors that negootiators when they decide whether particular tactics are deceptive and unethical.The author explained about ethic in negotiation by several things ;as follws
How to dealing with the other party’s use of deception.What question of ethical conduct arise negotiation? In this section discuss what the author mean by tactics that are “ethically ambiguous”,and liking negotiator ethics to fundamental of truth telling.
Why use deceptive tactics? This consist of the power motive,other motives to behave unethically, The consequences of unethical conduct, explanations and justifications.

chapter 7 Finding and using negotiation power

Chapter 7 Finding and using negotiation power

In this chapter, the author explained about the nature of power in negotiation; sources of power and how to dealing with others who have more power. The author broader perspective on power as it relates to negotiation and aggregate the major sources of power into five different groupings: informational source of power, personal souce of power, power based on position in an organization, relationship-based sources of power,and contextual sources of power.

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