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“A Behavioral Theory of Labor Negotiations” Walton and McKersie

“A Behavioral Theory of Labor Negotiations” Walton and McKersie

“A Behavioral Theory of Labor Negotiations” Walton and McKersie. Advanced the proposition that the process of labor-management negotiation comprises four different subprocesses: Distributive Bargaining Integrative Bargaining Attitudinal Structuring Intraorganizational Bargaining.

By jaden
(696 views)

Mgmt 583

Mgmt 583

Mgmt 583. Chapter 11: Contract Negotiations Fall 2008. Four Stages of Collective Bargaining. Preparation Initial Proposals Primary bargaining Eleventh-hour bargaining. Management Preparation. Three objectives of the preparation stage: Determines the bargaining objectives.

By liam
(452 views)

Game Theory

Game Theory

Game Theory. The study of rational behavior among interdependent agents Agents have a common interest to make the pie as large as possible, but Agents have competing interests to maximize their own share of the pie. An agent’s rational decisions require anticipating rivals’ responses

By branden
(152 views)

Selecting Tactics for International Negotiations

Selecting Tactics for International Negotiations

Selecting Tactics for International Negotiations. Robert Eng and Ash Rao Babson College. The Basic Negotiation Process. Preparation – strategy, position, BATNA Agreeing to process Exchange information Suggest alternatives Agree / end negotiation.

By kyran
(196 views)

lecture 8

lecture 8

lecture

By tacoverde
(48 views)

The Language and Psychology of Negotiations Sayyed Mohsen Fatemi , Ph.D. Harvard University University of Toronto smfat

The Language and Psychology of Negotiations Sayyed Mohsen Fatemi , Ph.D. Harvard University University of Toronto smfat

The Language and Psychology of Negotiations Sayyed Mohsen Fatemi , Ph.D. Harvard University University of Toronto smfatemi@wjh.harvard.edu. Time, Complexity, Creating and Claiming Values. Tactics for Success: Find Common Interests by Asking the Right Questions!.

By africa
(178 views)

Quiz November 18 th

Quiz November 18 th

Quiz November 18 th. 1. Is a negotiation where one party’s goals are in direct conflict with the goals of another party. a. Distributive Bargaining b. Collaborative Bargaining c. Collective Bargaining d. Disruptive Bargaining.

By arlene
(225 views)

Collective bargaining

Collective bargaining

Collective bargaining. Collective bargaining generally includes negotiations between the two parties (employees’ representatives and employer’s representatives).

By niesha
(151 views)

Overview

Overview

Overview. For next week’s class Syllabus Edit - October 1 & 2 Ali & Elvis Negotiations Distributive Bargaining Feedback. Homework. Pepulator – Prepare for in-class negotiation (No need to fill out planner Read Shell Negotiate the Haggle Exercise (Journal by 9/24)

By knox
(131 views)

CHAPTER 2 Strategy and Tactics of Distributive Bargaining (DB) 分配型

CHAPTER 2 Strategy and Tactics of Distributive Bargaining (DB) 分配型

CHAPTER 2 Strategy and Tactics of Distributive Bargaining (DB) 分配型. Learning Objective. Understand how DB works for a better deal (the dynamics): basic structure and some common strategies and tactics . Manage DB situations proactive ly.

By mulan
(231 views)

International Negotiations

International Negotiations

International Negotiations. Student Handout Distance Learning. Slide Order. Negotiations. Definition: Two or more parties must make a decision about their interdependent goals and/or objectives. The parties are committed to a peaceful solution.

By varsha
(161 views)

Integrative Negotiation

Integrative Negotiation

Integrative Negotiation. Adapted from: Lewicki, Roy J., Saunders, David M., and Minton, John W., Essentials of Negotiation, Irwin McGraw-Hill, Boston, 1997 ISBN#: 0-256-24168-6. What is Integrative Negotiation ?. Integrative Negotiation - win-win bargaining.

By evonne
(1000 views)

Negotiation

Negotiation

Negotiation. Introduction. Definition. How would you define negotiation? Why do we negotiate?. Distributive Bargaining. Used Car Read instructions (5 minutes) Negotiate over the car (10 minutes) Discussion Questions (next slide). Used Car - Discussion.

By neith
(162 views)

DESIRED RESULT

DESIRED RESULT

DESIRED RESULT. ÇAĞLA AKGÜL GÜLŞAH KASIRKA PERVİN KAPLAN NİHAL GÜNDOĞ EZRA KILINÇ. Cagla AKGUL. Desired Results are the GOALS in negotiation process!!. STRATEGIES AND TACTICS. Strategies are the ways, Tactics are the steps that we take while going in this way. Types of Tactics. Fair,

By emmett
(233 views)

MGT 557 Final Exam Solved

MGT 557 Final Exam Solved

MGT 557 Final Exam Solved

By trivia24by7
(86 views)

MGT 557 final exam (latest) assignment

MGT 557 final exam (latest) assignment

Instant professional help is just a click away. Connect with us to join the community of instant learning on the MGT 557 Final Exam.

By StudenteHelp
(59 views)

Welcome Commercial Real Estate Negotiations Session 1

Welcome Commercial Real Estate Negotiations Session 1

Welcome Commercial Real Estate Negotiations Session 1. If I had eight hours to chop down a tree, I'd spend six sharpening my axe. -- Abraham Lincoln. Day One. Joseph Larkin, ASC, CCIM, MCR, SIOR Denver, CO Senior Instructor CCIM Faculty – CI 103 Instructor of the Year

By rdelgado
(2 views)

Human Resource Management 2

Human Resource Management 2

Human Resource Management 2. Negotiating and Bargaining Nick Kinnie. Objectives. Identify the different arenas within which negotiating and bargaining take place Understand the different types of negotiating processes

By jmartell
(2 views)

CHAPTER TWO Strategy and Tactics of Distributive Bargaining

CHAPTER TWO Strategy and Tactics of Distributive Bargaining

CHAPTER TWO Strategy and Tactics of Distributive Bargaining. INB 350 Lecture By: Ms. Adina Malik (ALK). The Distributive Bargaining. Distributive Bargaining occurs when the goals of one party are in fundamental and direct conflict with the goals of the other party.

By susanlsmith
(2 views)


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