http://www.youtube.com/watch?v=xmVwR1JC1HY http://www.youtube.com/watch?v=oplfMWo5m8g What is an Integrative negotiation? Integrative Negotiate and cooperative based on the concept of “value creation." It states that the mutual problems are solving (as opposed to “attitudes winner loser " may lead to a stalemate or breakdown in the negotiations) will yield big gains for each party. Can also be defined to negotiate a complementary because they are often referred to as the ' win ' and usually involve two or more of the issues that will be negotiated. It often involves a process of agreement that all incorporates are the best of the goals and objectives of each of the negotiating parties to participate through creative and collaborative problem
MAJOR DIMENSIONS OF ETHICAL CONDUCT According to Ergeneli (2007), he illustrated three major dimensions of ethical conduct regarding the negotiations process. a) Means- Ends Approach; means that when the outcome of a certain activity is desirable, one can tolerate the ways we used to achieve that outcome. For example, an employee may receive an instruction from higher office that she must do all she can for that specific company to be awarded the tender. The owner of the company may clearly give an instruction for the employee to even engage in unethical practices like bribing officials, so that they may be given that offer. This clearly shows that, as long as one use extreme measures to get what she want at the end, this will clearly relate to the means-ends approach scenario, because regardless of the unethical practice one did, but at the end their actions
HORIONTAL AGREEMENTS Horizontal agreements are co-operative agreements that are entered between the competitors of the same industry . The primary objective of competitors to enter into a friendly agreement is to avoid the competition and regulate the market according to its own whims and fancy. The major subject matters of these agreements relate to pricing of the product, distribution channel, selling strategies and the production channel. The competitors agree to share details of the product as well as the market that it would target. These agreements tend to violate the antitrust laws as they work towards eliminating the competition from the market.
In order to achieve the desired results, it may be useful to follow a structured way to negotiate. For example, in the work of the conference may need to arrange for the parties to come together to participate in them. Negotiation process include: preparation, discussion, clarify objectives, negotiation towards a win-win outcome, the agreement, the implementation of the action. a. Preparation In any negotiations take place, you need to decide when and where to take the meeting will be held to discuss this issue, who will attend.
The first two criteria do not put particular difficulties but the mutuality of obligation which is an essential criteria for an employment contract can make difficult to establish if the individual is an employee. Mutual obligation: it’s the situation where an employer have the obligation to provide work or pay combined with an employee’s reciprocal obligation to be ready and available to do the work
Lewicki and Hiam (1999:190-191) provide a list of reasons or circumstances a negotiator might decide to be accommodative. These include trust, respect, good feeling, and peace, to name but a few. The issue of trust is the foremost important objective for choosing accommodating negotiation style. All parties may want to build some level of trust between each other or not to destroy trust by pressing too much on one’s own outcome concerns. Second, a negotiator may also want to maintain or show some degree of respect to the other party’s skills as well as their contribution to
Since actors’ mutual interests are related to the well-being and prosperity of each others, intention can be presumed without difficulties. Contract can only operate effectively and predictably provided that there is mutual trust and co-operation. Hence implying good faith is requisite for the advantages of both
Nevertheless, they remain insistent that an agent under ideal conditions would (categorically) feel some motivation. Regardless of the truth of their claim, another problem conflicts with Mackie’s ‘Central Argument’. The second problem with Mackie’s ‘Central Argument’ is whether we should believe that awareness of objective morals really must motivate each and every individual. If we suppose the agent meets Smith’s conditional, then must he be motivated to perform the action(s) objective values would suggest? I do not see humans as a type of creature that would necessarily be motivated by moral values.
Cooperative agreements between potential or actual competitors are determined by various strategic purposes, which include entry into a foreign market and the sharing of costs. It is also a way of merging complementary skills and assets that neither company could easily develop on its own. Pearce & Robinson (2007) agree with Barla & Constantatos (2006) who argue the need for cooperation arises mostly from the desire of major airlines to offer global services, increase service quality, exploit size economies, and gain market power (Barla & Constantatos, 2006). Dacin et al (2007) agrees with Varadarajan & Cunningham but he gives the following as being the determinants: the ability to share costs and risks, combine complementary skills, formulate
According to him, “Objective needs are the needs that are inferred from the “factual information” of learners, which include their current language proficiency that is when they start attending the courses, the perceived language difficulties and their demand of language in communication of daily, real life situations.”(Brindley, 1989) Objective needs can be diagnosed by the teachers, based on the analysis of individual or personal data about learners’ biographical data, such as age, gender, nationality, marital status, educational background, pre-learned language courses, current language proficiency, patterns of language, difficulties in foreign language learning, current or future profession. This information should be entrenched into the process of assessing objective