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Effective Business Negotiation - UQBS Executive

Negotiation Case Studies - Business Negotiating Cases

Negotiators have different views on how negotiations should be conducted: whether as an adversarial process, with each side defending its interests until a mutually acceptable position is forged, or as a process in which the mutuality of interests is the paramount focus. During planning the same four points are considered again while ideas are generated and actions decided. How will the personality be handled? Which are your most important interests? During negotiations the four points come to the forefront. Such a contest of will causes anger and resentment, which jeopardize the ongoing relationship. Bargaining over positions tends to force each party to extremes for the sake of winning small concessions. After four months, another threat was made, and again contact was attempted.  Eventually the extortionist stopped all communication to the company, and no new threats were made. Extortion payment 0, Expenses 50,000 Chubbs policy responds to extortion threats to destroy, damage or contaminate a companys property. This is the method advanced by the Harvard Negotiating Project, developed by Roger. Fisher and William Urey and related in their best selling book 'Getting to Yes'. In essence, the method calls for negotiators to be problem-solvers with a goal of reaching a wise agreement efficiently and amicably. It enables the parties to reach agreement efficiently without all of the anger and resentment that occurs when they try to dig each other out of entrenched positions, improving the chances for a wise agreement, amicably achieved, that can lead to a rewarding long-term relationship. Ransom payment 5m, Expenses 500,000 In cases of prolonged abduction, Chubbs policy can pay the salary of a kidnapped employee for up to 60 months. Extortion threats from an anonymous source. It has four basic points: People : separate the people from the problem. Interests : focus on interests, not positions. Options : generate a variety of possibilities before deciding what to do.

“The parties, in effect, should invent options for mutual gain. The forth point has to do with situations in which the interests are directly opposed. In such situations, the parties should try to reach results based on standards independent of the will of each party.”
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expenses 150,000 In <strong>negotiating</strong> <em>negotiating</em> addition to <em>negotiation</em> covering <i>cases</i> <i>negotiating</i> the <u>studies</u> <i>business</i> <u>studies</u> cost of the <em>case</em> ransom <em>negotiation</em> <u>negotiating</u> payment, <strong>studies</strong> ransom <i>case</i> <u>business</u> payment 10m, <strong>studies</strong> chubbs <strong>negotiation</strong> policy also <em>studies</em> covers <strong>case</strong> the interest costs for a loan taken <i>cases</i> to pay <em>cases</em> the ransom or extortion payment. 1629

Abducted while travelling on business A companys branch manager was abducted while driving back from a business meeting.  The kidnappers contacted the family and demanded 5m.  The family immediately called the local police and then called the companys human resources manager, who contacted and retained the companys designated security consultant. 
adversarial approach The <i>case</i> adversarial process <strong>negotiation</strong> <u>cases</u> has become <i>case</i> part <i>negotiating</i> of the <strong>business</strong> judicial system in common law countries <i>business</i> principally <em>negotiating</em> because <strong>studies</strong> it <i>case</i> was <strong>negotiation</strong> felt to <u>business</u> be the <em>studies</em> most effective way to arrive <strong>business</strong> at <strong>case</strong> the truth in cases <em>case</em> <i>cases</i> <em>cases</em> of alleged penal violation. Each view <strong>business</strong> is discussed below. 5001

The negotiators need to work side-by-side and to resolve issues together, attacking the problem rather than each other. The second point is meant to avoid focusing on stated positions when the object of a negotiation is to satisfy the underlying interests of each party.
concluded the <i>negotiation</i> <i>studies</i> familys <i>cases</i> maid <u>case</u> <i>business</i> had <u>business</u> been <i>business</i> involved. Ransom <i>negotiating</i> payment <em>studies</em> 500,000, the security consultant <i>negotiating</i> verified <u>negotiation</u> the incident <em>business</em> <u>studies</u> and, <em>negotiating</em> <em>cases</em> in <em>cases</em> the process, <strong>negotiating</strong> expenses 15,000 Fact: Chubbs policy can <strong>negotiation</strong> extend <em>cases</em> coverage <u>cases</u> to an employees family members. 1355

Extortion payment: 0, Expenses 60,000 Chubbs policy can provide payment for reasonable expenses incurred in obtaining short-term security during the extortion period. Abducted at home The daughter of an executive living abroad was abducted from her home. 
a <i>negotiation</i> meeting <u>case</u> was <strong>studies</strong> arranged between the <i>business</i> ex-employee <em>studies</em> and <em>negotiation</em> two <i>cases</i> police officers. After several weeks, <strong>negotiation</strong> the man <strong>business</strong> was informed of the seriousness <i>cases</i> of his <strong>case</strong> <strong>case</strong> <strong>negotiating</strong> threats <em>case</em> and their legal <i>cases</i> ramifications. The ex-employee <em>negotiation</em> agreed to his <strong>business</strong> termination <strong>case</strong> pay and stopped <u>cases</u> his <u>negotiation</u> activities. As a result of the meeting, 9535

Some fair standard such as market value, custom, law or expert opinion will serve the purpose. Negotiators should reason and be open to reason, yield to principle but not to pressure, and insist on using objective criteria.

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Negotiation Case Studies - Business Negotiating Cases
Risk consultants were retained to analyse the letter and assess the level of risk.  They advised that the risk should be taken seriously.  The company heightened the security measures at their hotels, and working with local authorities, unsuccessful efforts were made to contact the extortionist. 
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