Negotiating Essays (Examples)
Study Document
Using Tactical Empathy And Effective Silence To Negotiate An Outcome
...Negotiating Simulation – Role playing exercise negotiation skills assessment
Role Playing Exercise
Introduction
Relationships are crucial in any negotiation—in fact they are the bedrock of negotiation, as there can be no negotiation without first establishing the foundation of relationship. The relationship need not be identical to friendship, but it must be workable and rooted in respect. In the role playing exercise “Lost at Sea,” the items listed in Appendix A were ranked in order of importance, with 1 being the most important and 15 being the least important to a group of sailors lost in a life raft at sea after their ship had sunk. The fishing kit has been ranked most important, for instance, because it was viewed as a means of obtaining food for the group. The rum was ranked least important because it would only dehydrate and dull the senses. Among a group of sailors, the captain should……
References
References
Brown, M. E., & Treviño, L. K. (2014). Do role models matter? An investigation of role modeling as an antecedent of perceived ethical leadership. Journal of Business Ethics, 122(4), 587-598.
Combs, J. P., Harris, S., & Edmonson, S. (2015). Four Essential Practices for Building Trust. Educational Leadership, 72(7), 18-22.
Fisher, R. & Ury, W. (1991). Getting to Yes. NY: Penguin.
Lunenburg, F. C. (2012). Power and leadership: An influence process. International Journal of Management, Business, and Administration, 15(1), 1-9.
Maslow, A. H. (1943). A theory of human motivation. Psychological Review, 50(4), 370.
Ritzer, G. & Stepnisky, J. (2017). Modern sociological theory. Thousand Oaks, CA: SAGE.
Singh-Sengupta, S. (1997). Leadership: A Style or an Influence Process. Indian Journal of Industrial Relations, 265-286.
Study Document
Purchasing And Supply Management
… purchasing and supply management by 1) looking at how the function relates to selecting a qualified supplier, 2) selecting the best strategies for negotiating prices, 3) creating a project supply, service and material budget for detailed requirements, 4) discussing the benefits and costs of outsourcing, and 5) … and that is something a purchasing and supply manager must take into consideration when selecting a qualified supplier.
How to Select Strategies for Negotiating Prices
Negotiation typically involves how much an item will cost to ship and deliver: the supplier is going to want to cover his … outcome for one’s firm. This is what is known as obtaining the competitive advantage (Monczka & Handfield, 2016). The competitive advantage strategy for negotiating prices is one of the best when there are multiple suppliers that can supply the firm with what it needs. In a market ……
References
References
BDC. (2019). 6 ways the purchasing department can improve your business. Retrieved from https://www.bdc.ca/en/articles-tools/operations/purchasing/pages/purchasing-department-objectives.aspx
Benton, W. C. (2013). Supply chain focused manufacturing planning and control. Nelson Education.
Burt, D. N. (2010). Supply Management, 8th Edition. Devry.
Harland, C., Brenchley, R., & Walker, H. (2003). Risk in supply networks. Journal of Purchasing and Supply management, 9(2), 51-62. Retrieved from http://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.471.2910&rep=rep1&type=pdf
Holmlund, M. & Strandvik, T. (1999) Perception configuration in business relationship, Management Decision, 37(9), 686-696
MacNeil/Lehrer Productions (Producer). (1999). Your computer, your way: Dell and thedirect sales model [Video file]. Retrieved from https://libraryresources.columbiasouthern.edu/login
Monczka, R. & Handfield, R. (2016). Purchasing and supply chain management. Boston, MA: Cengage.
NC State University. (2003). Negotiating for success. Retrieved from https://scm.ncsu.edu/scm-articles/article/negotiating-for-success
Study Document
US Healthcare Reimbursement And Insurance Issues
… patients, even those who are insured, typically pay the list price). Policies concentrating on this health insurance function impact healthcare organizations’ and providers’ negotiating leverage about insurers. For instance, Medicare establishes payment rates using fee schedules, instead of enabling healthcare systems to utilize their leverage in the … (Affordable Care Act) urged insurers to forge “narrow” healthcare organization and provider networks for aiding commercial plans in obtaining reduced rates using greater negotiating leverage. Further, the consolidation of insurance firms reinforces the negotiating position of the insurer (Dey & Bach, 2019).
The goal of offering improved catastrophic monetary protection that is dependent upon pooling the risks ……
References
References
Araujo, M. (2020). Health and medical insurance differences: HMO, PPO, POS, EPO. Retrieved from https://www.thebalance.com/health-and-medical-insurance-2645378
Bertram, M. Y., Lauer, J. A., De Joncheere, K. D., Edejer, T., Hutubessy, R., Kieny, M. P., & Hill, S. R. (2016). Cost-effectiveness thresholds: pros and cons. Bull World Health Organ, 94, 925–930. http://dx.doi.org/10.2471/BLT.15.164418926
Dey, P., & Bach, P. B. (2019). The 6 functions of health insurance. The JAMA Forum, 321(13), 1242-1243. DOI:10.1001/jama.2019.2320
Ho, A. (2015). Health insurance. Encyclopedia of Global Bioethics. Retrieved from https://www.researchgate.net/publication/298022702_Health_Insurance
IMedPub. (2020). Health insurance. Retrieved from https://www.imedpub.com/scholarly/health-insurance-journals-articles-ppts-list.php
Maruthappu, M., Hasan, A., & Zeltner, T. (2016). Enablers and barriers in implementing integrated care. Health System & Reform, 1(4), 250-256. https://doi.org/10.1080/23288604.2015.1077301
Sekhri, N. (2000). Managed care: The US experience. Bulletin of the World Health Organization, 78(6), 830-844. Retrieved from https://www.who.int/bulletin/archives/78(6)830.pdf
Strata Decision Technology. (2020). Healthcare and hospital capital budget. Retrieved from https://www.stratadecision.com/healthcare-and-hospital-capital-budget/
Study Document
Trust And Relationships In Negotiation
… of trust and relationship development in negotiations to show how one can approach the problem of trust and relationship building while working on negotiating an outcome that satisfies all parties.
What is Trust?
Trust is a concept that has different meanings depending on how one thinks of ……
References
References
Butler Jr, J. K. (1999). Trust expectations, information sharing, climate of trust, and negotiation effectiveness and efficiency. Group & Organization Management, 24(2), 217-238.
Lewicki, R. J., & Stevenson, M. A. (1997). Trust development in negotiation: Proposed actions and a research agenda. Business & Professional Ethics Journal, 16(1/3), 99-132.
Olekalns, M., & Smith, P. L. (2009). Mutually dependent: Power, trust, affect and the use of deception in negotiation. Journal of Business Ethics, 85(3), 347-365.
Ross, W., & LaCroix, J. (1996). Multiple meanings of trust in negotiation theory and research: A literature review and integrative model. International Journal of Conflict Management. 7(4), 314–360.
Shell, G. R. (1991). Opportunism and trust in the negotiation of commercial contracts:Toward a new cause of action. Vand. L. Rev., 44, 221.
Study Document
Counterintelligence Issues Within The United States
...Negotiating Why Ethical Egoism is a Problematic Framework for Intelligence
CI Literature Review
Introduction
The aim of this examination of the literature is to fill the wide gap that remains in counterintelligence research regarding an appropriate ethical standard that can guide and foster an ethical culture, as called for by Bellaby (2012) and Valentine (2016). The purpose of this review is to identify the lessons that have been learned and presented by researchers on this topic, and to identify an appropriate theoretical framework for assessing the way forward. The research question for this study is: How can the US counterintelligence enterprise support collaboration among the various USIC members and the private sector in an ethical and productive manner? The ultimate purpose of this study is to propose a standardized ethical framework for guiding the counterintelligence program as it works to collaborate with the private sector in the 21st century. Therefore, the……
References
Bibliography
2020-2022 National Counterintelligence Strategy of the United States. 2020. Washington, DC: National Counterintelligence and Security Center
Bailey, Christopher and Susan M. Galich. 2012. “Codes of Ethics: The Intelligence Community.” International Journal of Intelligence Ethics 35 (2): 77-99.
Bernardi, Beatrice. 2013. "The Role of Intelligence in the Fight Against International Terrorism: Legal Profiles." Bachelor's thesis, Università Ca'Foscari Venezia.
Carson, Thomas L. 2010. Lying and Deception: Theory and Practice. Oxford University Press.
Cohen, Shlomo. 2016. "Are There Moral Limits to Military Deception?." Philosophia 44 (4): 1305-1318.
Coyne, John, Peter Bell, and Shannon Merrington. 2013. "Exploring ethics in intelligence and the role of leadership." Interntional Journal of Business and Commerce 2 (10): 27-37.
Erskine, Toni. 2004. "'As Rays of Light to the Human Soul'? Moral Agents and Intelligence Gathering." Intelligence & National Security 19 (2): 359-381.
Godson, Roy, and James J. Wirtz. 2000. "Strategic denial and deception." International Journal of Intelligence and Counterintelligence 13 (4): 424-437.
Study Document
Counterintelligence Issues Within United States
...Negotiating Morality of Counterintelligence Ethical Implications and the Need for a Theoretical Framework
CI Literature Review
Deception is at the core of counterintelligence: yet, it is a problematic core because of the corruption associated with deception in ethical systems. Mattox (2002), for example, observed that the practice of deception “is subject to limitations imposed by the demands of morality” (4). Unfortunately, morality within the realm of counterintelligence is often the first casualty, as history shows (Valentine 2016). The official beginnings of counterintelligence under the leadership of James Jesus Angleton have illustrated the extent to which the art of deception can create problems within the intelligence community (Morley 2017, 69). Within this community itself there is no standard ethical framework applied (Bailey and Galich 2012, 77). In counterintelligence, there is even less emphasis on ethical cohesion; as Valentine (2016) has revealed, the history of US counterintelligence is fraught with conflicts of interest,……
References
Bibliography
2020-2022 National Counterintelligence Strategy of the United States. 2020. Washington, DC: National Counterintelligence and Security Center
Bailey, Christopher and Susan M. Galich. 2012. “Codes of Ethics: The Intelligence Community.” International Journal of Intelligence Ethics 35 (2): 77-99.
Bernardi, Beatrice. 2013. \\\\\\"The Role of Intelligence in the Fight Against International Terrorism: Legal Profiles.\\\\\\" Bachelor\\\\\\'s thesis, Università Ca\\\\\\'Foscari Venezia.
Carson, Thomas L. 2010. Lying and Deception: Theory and Practice. Oxford University Press.
Erskine, Toni. 2004. \\\\\\"\\\\\\'As Rays of Light to the Human Soul\\\\\\'? Moral Agents and Intelligence Gathering.\\\\\\" Intelligence & National Security 19 (2): 359-381.
Godson, Roy, and James J. Wirtz. 2000. \\\\\\"Strategic denial and deception.\\\\\\" International Journal of Intelligence and Counterintelligence 13 (4): 424-437.
Horkheimer, Max. 1972. Critical Theory. New York: Seabury Press.
Intelligence and National Security Alliance. 2020. Counterintelligence for the 21st Century. Arlington, VA.
Study Document
Canadian Reciprocity Treaty Of 1854
… a pro-slavery and pro-export party allowed the Secretary of State of the United States and the Governor-General of British North America to start negotiating a trade treaty (Haynes, 1892; Hinton, 2013)
The treaty was finalized and signed in 1854. As per this treaty, the British North American ……
References
References
Ankli, R. E. (1971). The reciprocity treaty of 1854. The Canadian Journal of Economics/Revue canadienne d\\\\\\\\\\\\'Economique, 4(1), 1-20.
Gerriets, M., & Gwyn, J. (1996). Tariffs, trade, and reciprocity: Nova Scotia, 1830-1866. Acadiensis, 25(2), 62-81.
Haynes, F. E. (1892). The Reciprocity treaty with Canada of 1854 (Vol. 7, No. 6). Baltimore, Md.: American Economic Association.
Hinton, M. (2013). Canadian economic growth and the reciprocity treaty of 1854. Working Papers 13038, Economic History Society.
Masters, D. C. (1963). The reciprocity treaty of 1854: its history, its relation to British colonial and foreign policy, and to the development of Canadian fiscal autonomy (Vol. 9). McGill-Queen\\\\\\\\\\\\'s Press-MQUP.
Officer, L. H., & Smith, L. B. (1968). The Canadian-American reciprocity treaty of 1855 to 1866. Journal of Economic History, 598-623.
Porritt, E. (1908). Sixty Years of Protection in Canada, 1846-1907: Where Industry Leans on the Politician. London: Macmillan.
Saunders, S. A. (1934). The Maritime Provinces and the Reciprocity Treaty. The Dalhousie Review.
Study Document
Governments Procurement Methods In Integrated Public Service
… the adversarial applicant for public tenders and permits to an economic partner and collaborator. It should evolve into transparency and sit at the negotiating table to vouch for partnerships in profitable public projects. Still, it is necessary to create effective PPPs now than ever before because the ……
References
Bibliography
Duff, V. (2020). What is organizational integration? Retrieved from https://smallbusiness.chron.com/organizational-integration-82053.html
Friedman, S. (2016). Successful public/private partnerships from principles to practices. Washington, DC: Urban Land Institute.
Ma, L., Li, J., Jin, R., &Ke, Y. (2019). A holistic review of public-private partnership literature published between 2008 and 2018. Advances in Civil Engineering. Retrieved from http://downloads.hindawi.com/journals/ace/2019/7094653.pdf
PrivacySense. (2016). Public sector. Retrieved from http://www.privacysense.net/terms/public-sector/
Reddy, C. (2016). Staff training: Importance, benefits, advantages, and disadvantages. Retrieved from https://content.wisestep.com/staff-training-importance-benefits-advantages-disadvantages/
Sekhri, N., Feachem, R., & Ni, A. (2011). Public-private integrated partnerships demonstrate the potential to improve health care access, quality, and efficiency. Health Affairs, 30(8).
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