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Scott, MIT Graduate
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Negotiation Checklist Power Play for Howard Due Thursday

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<p class="AssignmentsLevel1"><span><span><span>500 Words Chose only 1 person, original work please.<br/></span></span></span></p><p class="AssignmentsLevel1"><span><span><span>    </span></span></span>Select one of the three following individuals:</p>                        <p class="AssignmentsLevel1"><span><span>o<span>      </span></span></span>General Manager Washington Bullets: Wes Unseld</p>            <p class="AssignmentsLevel1"><span><span>o<span>      </span></span></span>General Manager Miami Heat: Pat Riley</p>            <p class="AssignmentsLevel1"><span><span>o<span>      </span></span></span>Player’s agent – David Falk</p>                        <p class="AssignmentsLevel1"><span><span>o<span>      </span></span></span>Using the negotiation checklist found in Table   4.3 of <em>Negotiation Planning Guide</em>   and prepare an outline in which you present your team’s negotiation plan for   the selected individual.</p><p class="AssignmentsLevel1"><span><p class="MsoNormal">4.3 There are seven stages of the negotiation process</p><p class="MsoListParagraphCxSpFirst"><span><span>1.<span>      </span></span></span>Preparation: Decision what is important, defining goals, thinking ahead how to work together with the other party.</p><p class="MsoListParagraphCxSpMiddle"><span><span>2.<span>      </span></span></span>Relationship building: getting to know the other party, understanding how you the and the other are similar and different, and building commitment toward achieving a mutually beneficial set of outcomes. Greenhalg argues that this stage is extremely critical to satisfactory moving the other stage forward.</p><p class="MsoListParagraphCxSpMiddle"><span><span>3.<span>      </span></span></span>Information gathering: learning what you need to know about the issues, about the other party and their needs</p><p class="MsoListParagraphCxSpMiddle"><span><span>4.<span>      </span></span></span>Information using: at this stage, negotiators assemble the case they want to make for their preferred outcomes and settlement, one that will maximize the negotiators own needs. This presentation is often used to “sell” the negotiators preferred outcome to the other.</p><p class="MsoListParagraphCxSpMiddle"><span><span>5.<span>      </span></span></span>Bidding: the process of making moves from one initial, ideal position to the actual outcome.</p><p class="MsoListParagraphCxSpMiddle"><span><span>6.<span>      </span></span></span>Closing the deal: the objective of this stage is to build commitment to the agreement achieved in the previous stage.</p><p class="MsoListParagraphCxSpLast"><span><span>7.<span>      </span></span></span>Implementing the agreement: determining who need to do what once an agreement is reached.</p></span></p>
Submitted: 6 years ago.
Category: Homework

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