Question

Managing, Organizing & Negotiating for Value

Need an outline for a MGT course. Here are the specifics:

Select an actual current event that has ethical, legal and professional implications and has taken place in the context of a negotiation. An example might be the North Korean events on their atomic nuclear activities. Based on chapters 1 through 8 create an essay in the ESSAY FORMAT describing all of the relevant issues and aspects highlighting specific facts that you can attribute to the topics cover the negotiations of the issues. Be sure to cover examples of how your readings helped to resolve the final resolution or agreement. Please submit in APA compliant style.

Text is Beyond Winning: Negotiating to Create Value in Deals and Disputes. Harvard University Press. 0-6740-1231-3. Authors: Mnookin, Robert H., Tulumello, Andrew S., and Peppet, Scott R. (2004).

Chapters 1-8 cover:

- the dynamics of negotiation (tensions between: creating and distributing value; empathy and assertiveness; and principals and agents

- the challenges of dispute resolution/deal making; and psychological and cultural barriers

- a problem-solving apporach (behind the table/across the table)

Answer 1

Assume the example of negotiation between a Lawyer and a Client for Professional fees

Negotiation is the skills for which no qualification of any degree required. It is the matter of how you will settle in negotiation. Suppose a case of divorce wherein the lawyer has asked for the payment based on amount of Alimony received. Whereas the client is asking to fix a amount rather than this unethical practice like commission as lawyers are professional and they should charge fees pertaining to their services render rather than commission sort of.

Now first strategy of the client is to calm down, be polite and try to build humanity relation with the lawyer as the lawyers are very shrewd, the more you mess with them, they will complicate your case. Before approaching any lawyer, first just do your homework of the laws and sections applicable to you. I understand, going through everything not possible for you but at least have some basic knowledge. It will help you to be confident enough of your case and no one can take your benefit by showing the wrong implications or wrong projections.

If you think, he is not convinced with your opinions, just change the topic, add humour, buttering, then back to the topic again in a way you think would be best in that situation.

Now understand the culture and background of the lawyer you are dealing with. Understand his mindset, evaluate his weak point like religion, or get the point where he will be sympathizing with you. Take this point as your strength and throw the ball.

I understand it is very difficult to deal with the people from the diversified background as their mindset, language and approach will be different than yours.

Now, fix the point in between wherein you will be comfortable, and he will be satisfied like here they can fix a amount of the case as professional fees as the client wanted plus a marginal extra cost whatever has to be incurred as the cost of the case as the lawyer wanted.

This would be called as win-win negotiation wherein both the parties are getting something.