ESSAYS -
LIST OF AVAILABLE ESSAYS ...
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Negotiating a Settlement
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This 20 page paper looks at a case supplied by the student. Big Time Snack Company sell snacks to a range of buyers, including a national retail chain Whole Foods. A new buyer at Whole Foods wants to consolidate their supplier and terminate the contract with Big Time in favor of a supplier. The paper looks at the way that the company might open and conduct negotiation looking at concepts and tools such as aspiration level, satisfaction level, BATNA, win/win negotiations, power and leverage as well as cognitive bias. The bibliography cites 10 sources.
Filename: TEnegsnack.rtf

Negotiating Compensation Or Salary
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10 pages in length. Earning a standard salary and earning what you think you deserve are usually two different things. Having the right tools will help to negotiate your way out of an income rut. The writer discusses the necessary requirements for asking for -- and receiving -- the dollar amount you want. Bibliography lists 10 sources.
Filename: Negsalar.wps

Negotiating Conflict
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A 3 page paper discussing conflict negotiation. Conflict negotiation exists on a communication continuum, with one extreme being the unyielding demand of some sort and the other being an acknowledgement of a problem that needs to be rectified where parties discuss issues and agree on a mutually acceptable outcome. Some union demands illustrate the first. Seeking work-life balance structures illustrates the second. Bibliography lists 4 sources.
Filename: KSconfMgmt.rtf

Negotiating In East Asia
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This 3 page paper discusses the negotiation approach used in Asia, specifically with the Japanese, Chinese and Korean businesspeople. The paper describes some of the approaches used in these three countries with a greater emphasis on Japan. Bibliography lists 2 sources.
Filename: PGngasn.rtf

Negotiating The Price Of A Used Car
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This 5 page paper offers steps and tips for negotiating the purchase of a used car. It begins with doing one's research prior to going to see a used car at a car lot or dealership. Then, there are a number of things to do and not do when negotiating the price. Bibliography lists 4 sources.
Filename: PGusdcr.rtf

Negotiation Analysis
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A 5 page paper discussing the progress of negotiations surrounding the purchase of 100 acres of mountain land. The paper includes a description of the situation and follows with these sections: Preparation and Planning; Progression; Processes and Activities; Solution; Performance’ and Summary. Bibliography lists 3 sources.
Filename: KSnegAnalysis.rtf

Negotiation and the Automobile Buying Process
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This 7 page paper provides a first person account of the negotiation process when it comes to purchasing a car. The writer is not fluent in English. Although the problem involves an ESL student, this tutorial is written in proper English. Suggestions are made. Negotiation techniques are evaluated. Bibliography lists 1 source.
Filename: SA425buy.rtf

Negotiation Techniques
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This 10 page paper compares and contrasts two methods, one by Fisher & Ury (1991) in Getting to Yes and the other by author Robert Axelrod. Several examples are used to compare and contrast the two methods. Bibliography lists 2 sources.
Filename: SA424Yes.rtf

Negotiation to Sell Books
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This 4 page paper considers a case supplied by the student. The paper creates an agenda for a meeting to negotiate the sale of books, identifies the arguments, shows the BATNA, PATNA and WATNA; these are the best alterative to a negotiated agreement, the probable alterative to a negotiated agreement and the worst alternative to a negotiated agreement, and then looks at the possible negotiation strategies that could be used.
Filename: TEbookneg.rtf

Negotiations Among Business Groups
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A 10 page paper discussing business negotiations. They come in all shapes and sizes, from arranging delivery terms with a single supplier to negotiating multi-million dollar labor contracts. Increased merger activity among corporations has led to greatly increased negotiations of the terms that those mergers will require, and there are those ever-present labor union contract negotiations with which many corporations routinely have to deal. The most reasonable of negotiators will report that they attempt to achieve the win/win result that will be good for all parties involved, but there are others, notably labor/management negotiators, who maintain that only the victor/loser scenario is acceptable, with their side as the victor, of course. Bibliography lists 7 sources.
Filename: Negobus.wps