OBHR 4P65 Chapter Notes - Chapter 3: Modern Portfolio Theory, Efficient Frontier

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orangelouse874

16 Feb 2012

School

Brock University

Department

Organizational Behaviour and Human Resources

Course

OBHR 4P65

Professor

Dave Whitehead

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Document Summary

Must create conditions for a free and open discussion of all related issues & concerns. Chapter 3 strategy and tactics of integrative negotiation. *those wishing to achieve integrative results find that they must manage both the context and process of the negotiation to gain the co-operation and commitment of all parties. Attempting to understand the other negotiator s real needs and objectives. Searching for solutions that meet the goals and objectives of both parties. *failure to reach integrating agreements often linked to failure to exchange enough information to allow parties to identify integrative options. = negotiators must be willing to reveal their true objectives and listen to each other carefully. *willingness to share is not a characteristic of distributive bargaining situations, in which parties may distrust one another, conceal manipulative information, and attempt to learn about other purely for own competitive advantage. Attempting to understand other negotiator s real needs and objectives.

Related Questions

Integrative Bargaining

Discuss two of the following statements:

Discuss the differences between integrative and distributive bargaining and the conditions in which either or both are used in the negotiation process.

Describe Thompsonâs Pyramid Model and its relationship to parties in bargaining situations, and why it is useful to the integrative bargaining process.

Discuss the advantages and disadvantages of the Categorization and Interest-Based Bargaining (IBB) Methods and which method you would be more likely to use in a negotiating situation and why.

Discuss the purpose that Full, Open-Throttle Negotiations (FOTN) serves in bargaining; why recognition of establishing value for the long-term relationship is a positive approach to beginning the negotiations process; and asking circular questions and packaging issues are helpful in the negotiations.

Explain why Mary Parker Folletâs example of two sisters cutting an orange in half is a classic model of poor integrative negotiations.

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The Influences of Culture and Gender on Negotiations. Discuss the following statements. Assume the role of one of the five parties in the GLOBE Project Study case as you form your answers:

Explain why in Cross-Cultural Negotiations, the heuristic of availability is a culturally significant bias in a negotiation to sell a computer in a highly feminine society.

Discuss the differences between promotion focus, prevention focus and shadow negotiation, and which type is a negotiator from a collectivist society more likely to have, and why?