The Negotiator Essay

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Union Negotiators

...years. Negotiators play a large role in the success of these negotiations and they require a lot of skills and training in order to be successful. In this paper we will discuss some of the knowledge and skills that are required by those negotiators. Contract negotiations can get very in depth and heated, especially when it comes to determining wages and benefits. Our text book tells us that many times one side will try to bluff the other side or outsmart them in a number of ways. Others will try to ask for much more than they really think they will be able to get so it looks like they are giving up more than they really are (Sloane, A., & Witney, F., 2010, pp. 194). If I ask for a salary of $70,000 a year but I am comfortable with and willing to take only $50,000 a year then that leaves me a lot of wiggle room and it makes it look like the other side is taking something away from me. Negotiators “work usually involves drawing on knowledge of company policy and economic data as they prepare and negotiate new contracts; they may also review and re-negotiate existing contracts, act as a company’s prime customer liaison and work with executives on new organizational strategies” (Contract Negotiator: Employment info and requirements for becoming a contract negotiator, n.d.). With all of that said, it is important for a negotiator to be up to date with all of the company’s policies and the current state of the economy and where it might be headed. A negotiator......

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Personality Influence Negotiation

...and have had a significant experience in applying the tools and techniques that they have been taught. However, most commercial negotiators (buyers and suppliers alike) have not been sufficiently trained to identify and take advantage of the innate personality characteristics and tendencies that all humans have. This session will provide insight as to how the different personality styles of negotiators can affect the outcomes and process of a negotiation. Several simple models are discussed that can be used to predict and identify the different personality traits and related negotiating styles for more effective negotiation preparation and execution. It has been estimated that, even though most of us understand the basics of negotiation, 80% of us do not actually like to negotiate. In addition, we often perceive that we are better negotiators than we actually are, i.e., we tend to overestimate our personal effectiveness in achieving our desired outcomes in any given negotiation. Our supplier counterparts usually receive more negotiation training than we do, so they are better prepared and are often more effective. II. Negotiation as an Interactive Process The three most important activities in any negotiation are preparation, preparation, and preparation. Understanding the psychological underpinnings of human personality tendencies can help a negotiator minimize the potential negative impact of escalating emotions encountered in a typical negotiation and losing sight of your......

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The Negotiator Essay

...APPLIED MANAGEMENT ¿Durante el lapso de la película "The Negotiator", que tipos de estilo de negociación utiliza el personaje principal Danny Roman? Analítico / Cooperativo: Durante la primera parte de la película, Danny se enfrenta a una situación donde tiene que salvar a una niña que está siendo apuntada por Omar, su padrastro, Danny usa el estilo Analítico Cooperativo con el fin de crear un ambiente tranquilo, Danny analiza los estados de ánimo y las necesidades de la contraparte y trata de responder a él siendo simpático, para luego poder actuar de manera paciente y triunfar en su misión de rescate. During the first part of the film, Danny is faced with a situation where he has to save a girl who is being targeted by Omar, her stepfather, Danny uses a Cooperative Analytical style used to create a calm, Danny discusses the states mood and needs of the customer and tries to respond to him being nice, and then to act in a patient and succeed in their mission of rescue. Analítico / Agresivo: A mediados de la película, cuando Danny es acusado falsamente de la muerte de su compañero, usa sagazmente un estilo Analítico Agresivo al tomar como rehenes a miembros claves de la Organización con el fin de encontrar al responsable del homicidio, Danny negocia con sus mismos superiores de manera agresiva al establecer condiciones y peticiones, al mismo tiempo que los amenaza con la muerte de rehenes en caso de no verse cumplido sus requerimientos. En el transcurso de la escena...

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How Negotiators Can Assess and Successfully Challenge a Suicidal Person

...How Negotiators Can Assess and Successfully Challenge a Suicidal Person Deborah Kennedy CJ407-01: Crisis Negotiation Professor Gregory Cheaure Kaplan University August 3, 2012 This essay is going to explain how negotiators can assess a suicidal person and successfully challenge that person’s belief. When a negotiator gets called out to an incident it is their job to determine the subject’s state of mind. The negotiator must look for verbal cues if he/she cannot see the subject to get a look at their body language. Then there are other visual things the negotiator looks for if the subject is visible. One type of person that a negotiator must be very aware and concerned with is someone who may be suicidal. Some of the cues a negotiator can look for if the subject is visible can be found in the subject’s physical appearance. The subject might look like they have not showered in days, they might look like they have slept in their clothes, messy hair, or they just might look all disheveled. Their living quarters might look quite messy also with dirty dishes all over or empty soda cans lying around which normally would not be typical. In speaking with the subject their voice might be soft and they may have a flat affect. They may sound depressed. They may have very slow speech. When the negotiator begins to build trust and a dialogue with the subject asking the right questions will also help find out what the subject is thinking. The negotiator may need to allow......

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Who Is a Good Negotiator

...Who is a good negotiator? In business life, negotiations are very essential, because there are a lot of important issues in a company’s life, which have to be solved through a negotiation. A good negotiator has to have some special qualities to succeed in business life. We could learn them, or develop during our carrier. The more negotiations we can participate, the easier we can use these qualities. The most important is planning. We must prepare to a negotiation to avoid most of the surprises, and to know everything about our company. With planning we can prepare ourselves to the potential questions that we can get during a negotiation. We have to utilize the power of our market position, because if we are the market leaders, we shouldn’t finish the negotiation as the second or third one in the market. And we should be aware of our opponent’s market position as well. We also have to have practical intelligence, in order to react fast to the issues. In my opinion, clear thinking under stress in also one of the most important qualities of a negotiator. Because we should insist on our company’s best, or perhaps we have to find out new ideas, solutions of offers very quickly. As for socializing, honesty is the most important. It is a little bit interesting; because nobody is completely honest, during a negotiation, but everybody assume that his or her partner is honest. And everybody claims that about themselves. In a negotiation, verbal clarity is also important. We...

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Business Negotiation

...and hence it concerns life and death. We have to be very cautious before making any decision.      Question 2 According to Greenhalgh, there are seven phases to an ideal negotiation process: preparation, relationship building, information gathering, information using, bidding, closing the deal and implementing the agreement. The first phase is preparation. Negotiators need to decide what is important, define goals, and think ahead how to work together with the other party. The second phase is relationship building. Negotiators need to get to know the other party, understand how they and the other party are similar and different, and building commitment toward achieving a mutually beneficial set of outcomes. This step is very crucial to moving the other stages forward. The third phase is information gathering. Negotiators need to learn what we need to know about the issues, about the other party and their needs, about the feasibility of possible settlements, and about what might happen if they fail to reach agreement with the other party. The fourth phase is information using. Negotiators need to assemble the case we want to make for our preferred outcomes and settlement, one that will maximize their own needs. This presentation is very often to sell their preferred outcome to the other party. The fifth phase is bidding. This is the process of making moves from one’s initial ideal position to the ideal outcome. It is also the process by which each party......

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6 Habits of Merely Effective Negotiators

... First and foremost, we have to understand negotiation. In many negotiation situations there are two options: Accept or refuse the deal with the other parties. A negotiator seeks to get a deal with his interests. For that, he tries to persuade others to say “yes”. However, negotiation is not an easy exercise and you have to keep into account many things in order to have the best deal. MISTAKE 1 Neglecting Other Side’s Problem: Firstly, as a negotiator, you have to prepare your negotiation and know your own interests and your own no deal options. But, an agreement requires understanding and solving the other party’s problem as a means to solving your own end. Hence, overcoming the self centered attitude is critical to a successful negotiation. Self centeredness can undercut negotiator’s ability to influence profitably how the counter party perceives its problems. It is important to understand in depth what the other side really wants out of the deal. For the negotiation to be a win-win situation for both the parties, it is essential to understand the counterparty’s dilemma. Then, together it would be possible to build a ‘‘golden bridge’’ which would span the distance between where the other party is now and your desired outcome. Successful negotiators drive the deal from their side of the table to the negotiators who understood the deal from the other side. MISTAKE 2 Letting Prize Bulldoze Other Interest “Most deals are 50% emotion and 50% economics” The most......

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The Negotiator

...Reflection Paper on the Movie “The Negotiator” Negotiation is a simple word with broad meaning and understanding. We all know that negotiation is not an easy task to do. It has to be practiced and developed. No one can easily adapt the environment of negotiation without deeply knowing it by heart and by mind. We are also aware that negotiation plays a big role in the lives of people especially to professionals and entrepreneurs. They might think that it is not a big deal, but for some it is. It is important because we actually use negotiation to survive in different situation in our own career. We also take for granted the skill of negotiation to be able to make for a living. The movie “The Negotiator” is an example of a great negotiation skill. It exemplifies different techniques or tactics while negotiating. Although the movie is about hostage taking, it is still a form of negotiation and it is a good way to have a different perspective on negotiation. One technique is prolonging the conversation or situation between the negotiator and the hostage taker. It shows in the movie that negotiators asked questions that were open ended so that the attention of the hostage take will be disturbed and there’s a great possibility that the situation will end peacefully. Next technique is ensuring the safety of the hostages in the situation. We see in the movie that the negotiator do what it takes to do in order save the hostages. They try to grant the requests of the hostage......

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Hrm the Negotiator

...PRELIM  ROUND           Given   our   theme   for   inertia   take   4   it   is   only   fitting   that   we   start   off   our   journey  basing  and  testing  your  knowledge  by  putting  a  new  spin  on  an  age   old  classic  KARAN  ARJUN.         After  the  immense  success  of  Krish  3,  Rakesh  Roshan  has  decided  to  revisit   Karan   Arjun   and   plans   on   makin   a   sequel   and   has   already   invested   an   upward  of  RS  75  crores  in  the  venture.     Miraculously   Mr.   Shah   Rukh   Khan   has   agreed   to   work   alongside   his   alleged   archenemy  Mr.  Salman  Khan.  The  paparazzi  have  gotten  wind  of  this  fact  and   there  was  a  full-­‐page  article  citing  the  temporary  arrangement  and  there  are   a  lot  of  expectations  from  the  film.  Old  timers  are  looking  at  it  as  a  revolution   of  Indian  Cinema  in  the  modern  era  whereas  die-­‐hard  fans  of  “The  Khans”  are   looking  at  it  as  a  duel  to  finally  crown  the  king ......

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Families as Negotiators

...Families as Negotiators Tamiko Dawkins USC Human Behavior and Development SOWK 503 Sherry Blair February 6, 2014 Families as Negotiators As I read this article the main points the author were trying to make were psychological resilience on both the individual and family level. As a little girl growing up being raised by my grandmother who was a widow with seven children of her own, I can definitely see how my personality was affected by my environment. Resilience is defined as the ability to become strong, healthy, or successful again after something bad happens or the ability of something to return to its original shape after it has been pulled, stretched, pressed, bent, etc. (Merriam-Webster, 2013). I can remember difficult times in my life where my reputation was on the line because of things I had done or poor choices I made, however because of how I was raised I was able to overcome. As a little girl I found myself in many distressed situations because of family dynamics and because of all that I am the woman I am today. Psychological resilience on the individual level relates to an individual’s tendency to cope with stress and adversity. Resilience is most commonly understood as a process, and not a trait of an individual. Most research now shows that resilience is the result of individuals being able to interact with their environments and the processes that either promote well-being or protect them against the overwhelming influences or risk factors......

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Successful Negotiator

...The ability to negotiate successfully in today's turbulent business climate can make the difference between success and failure. With this in mind, Ed has reevaluated his list of top ten negotiation tips. Here are Ed Brodow's Ten Tips for Successful Negotiating updated for the year 2014: 1. Don't be afraid to ask for what you want. Successful negotiators are assertive and challenge everything – they know that everything is negotiable. I call this negotiation consciousness. Negotiation consciousness is what makes the difference between negotiators and everybody else on the planet. Being assertive means asking for what you want and refusing to take NO for an answer. Practice expressing your feelings without anxiety or anger. Let people know what you want in a non-threatening way. Practice 'I' statements. For example, instead of saying, "You shouldn't do that," try substituting, "I don't feel comfortable when you do that." Note that there is a difference between being assertive and being aggressive. You are assertive when you take care of your own interests while maintaining respect for the interests of others. When you see to your own interests with a lack of regard for other people's interests, you are aggressive. Being assertive is part of negotiation consciousness. "Challenge" means not taking things at face value. It means thinking for yourself. You must be able to make up your own mind, as opposed to believing everything you are told. On a practical level, this...

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The Negotiator

...ارائه شاخص رضایت مشتری ایرانی Presentation of Iranian Customer Satisfaction Index دکتر علی اصغر فانی[1]، اکبر پورمحمد*[2]، دکتر علیرضا حسن زاده[3] 1- استادیار گروه مدیریت دانشگاه تریبت مدرس 2- کارشناس ارشد مدیریت دولتی دانشگاه تربیت مدرس 3- استادیار گروه مدیریت فناوری اطلاعات دانشگاه تربیت مدرس شماره تماس: 09192058242 04922142224 آدرس: استان آذربایجانشرقی- شهرستان مرند- روستای قراجه محمد-کدپستی: 76349-54471 Dr.Aliasghar Fani, Akbar Pourmohammad, Dr.Alireza Hasanzadeh 1. Assistant Professor of Management, Department of Management, Tarbiyat Modares University 2. Master of arts in Pubic Administration, Tarbiyat Modares University 3. Assistant Professore of Management, Department of Information Technology, Tarbiyat Modares University چکیده شرکتها برای راضی نگه داشتن مشتریان بایستی عملکردشان را بهبود دهند تا بتوانند در محیط کسب و کار به شدت رقابتی به مزیت رقابتی پایدار دست یابند. زیرا نتیجه اصلی رضایت مشتری وفاداری مشتری است و شرکتها با سهم زیادی از مشتریان وفادار به دلایل افزایش نرخ خرید مجدد، خریداران بالقوه زیاد، تمایل به قیمتهای بالاتر، رفتار توصیه ای مثبت و هزینه های جایگزینی کم، سود می برند. به علت نقش حیاتی رضایت مشتری و وفاداری، تجزیه و تحلیل ارتباط این متغیرها به طور کلی پذیرفته شده است و بایستی در بین شرکتها، صنایع، بخشها و ملل مقایسه گردند. هدف این مقاله بررسی شاخصهای ملی رضایت مشتری و ارائه شاخص رضایت مشتری ایرانی است. تحقیق از لحاظ روش گردآوری داده ها توصیفی است؛ زیرا بر اساس نظرسنجی از خبرگان به گردآوری داده ها، و تجزیه و تحلیل...

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Harborco (Environmental Negotiator) -Planning Document

...HARBORCO (ENVIRONMENTAL NEGOTIATOR) - PLANNING DOCUMENT Negotiation: __HARBORCO___________ Role: _ENVIRONMENTAL NEGOTIATOR What issues are most important to you? (list in order of importance) 1. Ecological Impact issues due to the construction of this port. This being the most important because the disruption of ecological settings will begin as soon as construction begins, so no room to try anything else to minimize this effect. 2. The industry mix that Harborco will be allowed to introduce. Even though there are legal limitations, “dirty” industries still cause short and long term havoc on the environment. 3. Voting on other issues strategically. While not trying to antagonize potential allies, an effort needs to be made to have a clear “win” on the issues, in hopes that other constituent environmental groups are impressed by the results and potentially boost contributions to the League. What is your BATNA? Reservation Price? Target? In this situation, it is very important for me to realize that I have a very weak BATNA. The BATNA is a government sanctioned degradation of the environment – Harborco is allowed to build a deepwater port including primarily dirty industries and causing serious damage to the ecology. For this reason, it is going to be very important for me to be able to influence the proposal, if at all it goes through. The target will be for me to convince the members to improve the ecological conditions around this site and......

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...Theme: International standards and principles on business and human rights Outline 1. UN Global Compact 2. Guiding Principles on Business and Human Rights At first sight, it is difficult to trace the connection between human rights and business. However, nowadays the proximity of these concepts has been developing rapidly and ceases to amaze. For many influential companies this direction has already become a mainstream. Companies can achieve real progress in observing human rights and at the same time succeed in conduct of business operations. Respect for human rights by commercial structures has become a "sign" of an ideal, socially responsible organization and comfortable for the best shots. With the support of business and other stakeholders, the UN Global Compact’s governance framework was adopted by then UN Secretary-General Annan on 12 August 2005 following a yearlong international process co-led by Georg Kell, Executive Director of the UN Global Compact and Professor John Ruggie, then Special Advisor to the Secretary-General. That process included studying networked governance models of other cutting-edge global action and solution networks and holding focus groups with participants and stakeholders, including governments, local networks, and academics. The resulting governance framework distributes governance functions among several entities so as to engage participants and stakeholders at the global and local levels in making decisions and giving advice...

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Six Habits of Merely Effective Negotiators

...EFFECTIVE NEGOTIATORS SUBMITTED ON 15 MAY 12 INTRODUCTION Negotiation happens whenever parties with different interests and perceptions depend on each other for results. Negotiation is often described more as an art than a science. Invariably, in any field of study, when comprehension gets too difficult for the student of the area of study, it is common to refer to the subject more as an art than science, as if in excuse for the failure to master an area that has too much in the realm of the abstract. Negotiation is definitely an art and a science, an art because it needs mastery and intuitive capability to utilize the right skills at the right time. But there is a science and logic behind every skill that has to be put into play, to succeed as a successful negotiator. The most obvious sign of mastery of the art and science of negotiation would be that in the end, all the parties in the negotiation walks away with a genuine sense of happiness that they got more than what they came for. Succinctly put, a good negotiation is one where, you get the other guy to choose what you want – for his own reason. In any negotiation, every side has two options, either to accept a deal or take its best no deal option. The job of a negotiator is to persuade the other side to accept a deal which is better than the no deal option of both the sides. The other side needs to choose in its own interest, which at the same time should serve your own interest. ANALYSIS Whilst a......

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The Negotiator is about a veteran police officer played by Samuel L. Jackson who finds himself with his world turned inside out. He is a heroic hostage negotiator for the Los Angeles Police Department (LAPD) but, during the course of film his job and life are threatened by a pension scam for which he is set up to take the fall. He enlists the help of an outside police officer, Kevin Spacey, to help him find the real thief. The movie is full of different negotiations and tactics. This paper will analyze different types of conflicts, how trust can be gained and used, different thinking strategies, and biasness of other interested parties from the film.
The first scene is how Jackson cleverly outwits a crazy newly divorced man from a hostage…show more content…

Jackson and the SWAT team had an agreement that he was allotted more time to peacefully resolve the crisis. Consequently, Jackson went to a Better Alternative to a Negotiated Agreement (BATNA) of entering the room so the SWAT team would not breach to save the hostage’s life. This was strategic risk to avoid violence while the hostage was still in danger.
Then, a few scenes later Jackson himself becomes the hostage taker due to his job, impending indictment for the pension scam, and the murder of his partner. This is the bulk of the film and it contains numerous tacit negotiations between Jackson and Spacey. Jackson’s aspiration point is to have his name cleared of all wrong doing and be given his career back. He knows that Internal Affairs (IA) is involved and singles out the head of the IA department along with others in the office to take hostage. Now, Jackson begins another hostage negotiation but this time he is the one in charge and giving the demands. One of the demands is to negotiate with an outside police officer, Kevin Spacey, since Jackson knows through deductive reasoning that there are hidden parties that set him up for scamming the police pension fund. He is skeptical of the entire LAPD due to the fact that the few guilty parties will spread a sinister attribution


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