Ethics in Negotiation

There are some factors that make global negotiations more challenging than domestic negotiations: political and legal pluralism, international economics, foreign governments and bureaucracies, instability, ideology, culture, and stakeholder. The immediate context includes the factors which the negotiators have influence and control. These factors are as follow: relative bargaining power, levels of conflict, relationship between negotiators, desired outcome, and immediate stakeholders. The negotiation processes and outcomes are influenced by many factors, and that the influence of these factors can change in magnitude over time. The challenge for every global negotiator is to understand the simultaneous, multiple influences of several factors on the negotiation process and outcome.

At Firs, this chapter mentions about the strengths and weaknesses of the American negotiator in the international political arena as follow: The strengths: Good preparation, Clear and plain speaking, A focus on pragmatism over doctrine, Strong ability to recognize the other party’s perspective and to recognize that negotiations do not have to be win-lose, Good understanding of the concession-making process, and Candid and straightforward communication. The weakness: Serious intergovernmental agency conflicts, the separation of political power between the presidency and congress.

CH4 Negotiation Strategy and Planning

Planning is a critically important activity in negotiation. Effective planning allows negotiators to design a road map that will guide them to agreement. While this map may frequently need to be modified and updated as discussions with the other side proceed, and as the world around the negotiation changes, working from the map is far more effective than attempting to work without it.

The foundation for surccess in negotiation is not in the game playing or the dramatics. The dominant force for success in negotiation is in the planning that takes place prior to the dialogue. 
when negotiators are able to consider and evaluate each of these factors, they will know

what they want and will have a clear sense of direction on how to proceed. This sense of direction, and the confidence derived from it, is a very important factor in affecting negotiating outcomes.

Ch3 The role of perception& cognition and emotion in negotiation

In this chapter: they have taken a multifaceted look at the role of perception, cognition, and emotion in negotiation. The first portion of the chapter presented a brief overview of the perceptual process and discussed four types of perceptual distortions: stereotyping, halo effects, selective perception, and projection. We then turned to a discussion of how framing influences perceptions in negotiation and how refraining and issue development both change negotiator perceptions during negotiations.

The chapter then discussed one of the most important recent areas of inquiry in negotiation, that of cognitive biases in negotiation. This was followed by consideration of ways to manage misperception and cognitive biases in negotiation. In a final section we considered mood and emotion in negotiation, which provides an important alternative to cognitive and perceptual processes for understanding negotiation behavior.

Introduction

Introduction: "Introduction

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CH 2:Tactics& Strategy of distributive Bargaining Negotiation

Since distributive bargaining has people trying to get their own advantage using whatever techniques they can, this can cause situation where the 2 sides are hostile against each other.  But to have effective negotiations, both sides need to feel they achieved something and that the end can be accepted.  
Distributive Bargaining deals with opening bids, setting target points, and using resistance points. Most of time we don’t know the other party’s resistance point until close to end of negotiations.  Resistance points are the most critical, it defines the bargaining range.  The bargaining range can be positive bargaining range (the resistance points are inside each other range) or negative (the resistance points are outside each side’s range)   For these points could define the area of negotiation either will occur or not.
To close the deal, some things that will help are having alternatives to pressure other side.  Assume the close will happen.  You can split the difference to go in the middle.  Exploding offers by saying the offer will expire soon to pressure the other side. 

introduction

First name; Adil

Last name; Khalid

Date of birth; July1, 1976.

I received my Bachelor's Degree in Accounting from the University of Sebah (Libya) in 1998. Thereafter, I worked as an accountant at Brega Oil Company and then as a high school teacher of principle accounting. In 2004, I completed my Master's Degree in Economical Science, majoring in Finance and Banking at the Post Graduate Studies Academy of Tripoli (Libya).
My master's degree thesis was entitled "The Impact of the Southern East Asian Crisis on the Monetary Market in South Korea and Taiwan." I studied the 1997 crisis that resulted in recession, unemployment, decreased imports, inflation, and political change- all profoundly impacting the countries' economy, which then influenced neighboring countries.
After receiving my Master's Degree, I taught at the University of Sabah as an assistant teacher for one year (2005), and then as a lecturer for one year (2006). At that time, the University of Sebah did not have Finance and Banking department. Therefore, I was one of the committee members to establish the new department of Finance and Banking and I became the Finance and Banking Department director (2006-2008). Before becoming the director, and while in that position, I taught undergraduate courses such as: investment management, financial management, bank management, and portfolio management. In addition, I acted as a research supervisor for undergraduate economy students working on their Bachelor’s thesis.
While I plan to study at Lincoln University, I intend to study the demand of technology management during economic downturn. Lack of demand management process is occurring during the current global economy. There are many questions that need to be answered to return the economy on the track. For example, does current demand pattern meet the business objective? How much is the difference between actual and planned performance? How large will this gap be in the near future? What type of intervention is required to be on the track?   During an economic downturn like what we are experiencing today, demand for the products and services declines, so we immediately turn our attention to cost cutting and improving the efficiency of our supply operations. In this process we neglect the most important revenue-generation mechanism supported by the demand management process. Demand aggregation and disaggregation are important activities from the operational point of view. The unit of measure for financial planning is currency, but actual procurement. Finally, we need to measure the overall performance of the demand management process through business value. For example, we need to measure demand planning cycle time, forecast accuracy.

l01 leadership & communication

To help individuals develop as transformational leaders they require a good leadership communication  by mastering the most important capability they need.

Communication is the transmission of meaning from one person to another or to many people. There would be sender, receiver and message.

Leadership Communication is the controlled, purposeful transfer of meaning by which individual influence a single person, a group, an organization, or a community by using the full range of their communication and creates and deliver messages that guide, direct, motivate, or inspire others to action.

To be a leader, we need to master the skills at the core. The corporate communication skills need to interact successfully with internal audiences and external stakeholders. Communication strategy is including core communication skills, organizational communication skills and corporate communication skills.

Projecting a positive leadership ethos, Ethos refers to qualities of greater depth and substance. It ties more directly to our character. A positive ethos will take leaders a long way towards influencing their audience with their intended message. In contrast a negative ethos is one of the greatest barriers to effective communication. Successful leadership communication depends on projecting a positive ethos.

The importance of understanding our audience cannot be overemphasized. Combine power and trust and encourage the audience to trust us and believe our message.