Essentials Of Negotiation 7E

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CHAPTER 1 The Nature of Negotiation Objectives 1 2 3 4 Understand the definition of negotiation the key elements of a negotiation process and the distinct types of negotiation Explore how people use negotiation to manage different situations of interdependencethat is that they depend on each other for achieving their goals Consider how negotiation fits within the broader perspective of processes for managing conflict Gain an overview of the organization of this book and the content of its chapters Thats it Ive had it This car is dead screamed Chang Yang pounding on the steering wheel and kicking the door shut on his 10 year old Toysun sedan The car had refused to start again and Chang was going to be late for class again Chang wasnt doing well in that management class and he couldnt afford to miss any more classes Recognizing that it was finally time to do something about the car which had been having numerous mechanical problems for the last three months Chang decided he would trade the Toysun in for another used car one that would hopefully get him through graduation After classes that day he got a ride to the nearby shopping area where there were several repair garages and used car lots He knew almost nothing about cars and didnt think he needed to All he needed was reliable transportation to get him through the next 18 months A major international airline company is close to bankruptcy The fear of terrorism a number of new budget fare airlines and rising costs for fuel have all put the airline under massive economic pressure The company seeks 800 million in wage and benefit cuts from the pilots union the third round of cuts in two years in order to head off the bankruptcy Rebuffed by the chief union negotiator for the pilots the company seeks to go directly to the officers of the Air Line Pilots Associationthe international unionto discuss the cuts If the pilots do not agree to concessions it is unlikely that other unionsflight attendants mechanics and so onwill agree and bankruptcy will be inevitable Janet and Jocelyn are roommates They share a one bedroom apartment in a big city where they are both working Janet an accountant has a solid job with a good company but she has decided that it is time to go back to school to get her MBA She has enrolled in Big City Universitys evening MBA program and is now taking classes Jocelyn works for an advertising company and is on the fast track Her job not only requires a lot of travel but 1CHAPTER 1 The Nature of Negotiation Objectives 1 2 3 4 Understand the definition of negotiation the key elements of a negotiation process and the distinct types of negotiation Explore how people use negotiation to manage different situations of interdependencethat is that they depend on each other for achieving their goals ...Consider how negotiation fits within the broader perspective of processes for managing conflict Gain an overview of the organization of this book and the content of its chapters Thats it Ive had it This car is dead screamed Chang Yang pounding on the steering wheel and kicking the door shut on his 10 year old Toysun sedan The car had refused to start again and Chang was going to be late for class again Chang wasnt doing well in that management class and he couldnt afford to miss any more classes Recognizing that it was finally time to do something about the car which had been having numerous mechanical problems for the last three months Chang decided he would trade the Toysun in for another used car one that would hopefully get him through graduation After classes that day he got a ride to the nearby shopping area where there were several repair garages and used car lots He knew almost nothing about cars and didnt think he needed to All he needed was reliable transportation to get him through the next 18 months A major international airline company is close to bankruptcy The fear of terrorism a number of new budget fare airlines and rising costs for fuel have all put the airline under massive economic pressure The company seeks 800 million in wage and benefit cuts from the pilots union the third round of cuts in two years in order to head off the bankruptcy Rebuffed by the chief union negotiator for the pilots the company seeks to go directly to the officers of the Air Line Pilots Associationthe international unionto discuss the cuts If the pilots do not agree to concessions it is unlikely that other unionsflight attendants mechanics and so onwill agree and bankruptcy will be inevitable Janet and Jocelyn are roommates They share a one bedroom apartment in a big city where they are both working Janet an accountant has a solid job with a good company but she has decided that it is time to go back to school to get her MBA She has enrolled in Big City Universitys evening MBA program and is now taking classes Jocelyn works for an advertising company and is on the fast track Her job not only requires a lot of travel but 1

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