Essentials of Organizational Behavior With Additional Content from Professor Raj Singh Custom Edition for University of California Riverside
14th Edition
ISBN: 9781323626641
Author: Stephen P. Robbins, Timothy A judge
Publisher: Peason Higher Education
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Chapter 14, Problem 7LO
Summary Introduction
To explain: The roles and functions of third-party negotiations.
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Assess the roles and functions of third-party negotiations.
Explain how and when e-negotiation strategies can be used efficiently by the negotiator.
State the resources necessary to support effective negotiation planning and execution ?
Chapter 14 Solutions
Essentials of Organizational Behavior With Additional Content from Professor Raj Singh Custom Edition for University of California Riverside
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- .Explain the concept of negotiation by mere delivery and its implications.arrow_forwardKeeping in View of the Third-Party Negotiations (Mediation, Arbitration, Conciliation), Exemplify the Different Functions and Roles Employed in the Process.arrow_forwardPrepare a presentation about art of negotiation in businessarrow_forward
- Can you describe and explain the different negotiation techniques?arrow_forwardWhy would a negotiator bring in an issue into the negotiation that is not necessary for the business at handarrow_forwardBack in July 2012, the NHL opened negotiations for a new collective-bargaining agreement with an aggressive proposal to reduce players' percentage of hockey-related revenue from 57% to 43%, among other demands. After waiting a month, the NHLPA put forth an offer that separated player salaries from league revenue, slowing the growth of player salaries, and dividing revenues saved among financially struggling teams. Emotions escalated on both sides of the negotiation.  The league lockout came after the September 15, 2012 expiration date of the parties' existing contract came and went. Weeks of cancelled games turned into months.  Both parties were extraordinarily angry at one another.  Meetings quickly escalated to shouting matches, and fear was it could  turn physical.  Given the highly emotional nature of the disputing parties what would you recommend doing? a) Bring in a third party, unrelated to either side, to be salient and visibly present in the room b) Ask them to (please)…arrow_forward
- Back in July 2012, the NHL opened negotiations for a new collective-bargaining agreement with an aggressive proposal to reduce players’ percentage of hockey-related revenue from 57% to 43%, among other demands. After waiting a month, the NHLPA put forth an offer that separated player salaries from league revenue, slowing the growth of player salaries, and dividing revenues saved among financially struggling teams. Emotions escalated on both sides of the negotiation. The league lockout came after the September 15, 2012 expiration date of the parties’ existing contract came and went. Weeks of cancelled games turned into months. Both parties were extraordinarily angry at one another. Meetings quickly escalated to shouting matches, and fear was it could  turn physical. Given the highly emotional nature of the disputing parties what would you recommend doingarrow_forwardDiscuss the advantages and disadvantages of the following negotiation approaches: a.Distributive approach b.Integrative/ Collaborative approacharrow_forward1. What are the five steps in the negotiation process? 2. How do individual differences influence negotiations? 3. What are the roles and functions of third-party negotiationsarrow_forward
- Compare and contrast the distributive bargaining and integrative negotiation situation. Identify the strengths and weaknesses of each method, and how they affect the negotiation process.arrow_forwardwhat the norms a negotiator might use to justify a positionarrow_forwardWhat are some behaviors that are generally regarded to be unethical in negotiation? Under what conditions do people usually engage in this kind of behavior?arrow_forward
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