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Essay / Research Paper Abstract
This 8 page paper looks at different factors negotiating a contract. The paper starts by looking at major influences, including communication barriers, win/win strategies, persuasive messengers and the avoidance of conflict. The paper then looks at the stages of planning, including the assessment of the aspiration level, the BATNA, (best alternative to a negotiated agreement), concession plan, cognitive bias and the assessment f power and leverage. The bibliography cites 3 sources.
Page Count:
8 pages (~225 words per page)
File: TS14_TEncontract.rtf
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Unformatted sample text from the term paper:
parties are, what the issues are and setting a negotiation plan. The student has already these sections. The next considerations are the major influences and factors impacting the negotiations, which
need to be appreciated to prepare and undertake the negotiations with a successful outcome for the company XPM. 2. Major Influences 2.1. Communication Blockers These are factors which will impede communication due
to the ideas and preconceptions of the parties in the negotiations, for example, there may be bias, gender issues or closed minds that will prevent communication being received. These can
impact directly through mental models, and they may create more barriers with their symptoms, such as closed body language, tome of voice, sarcasm and even name calling if the situation
degenerates. This negation is with a company from Saudi Arabia, both XPM and Y are both from the Middle East and there are commonalities in culture, they are
both strongly patriarchal socialites, as such the issue of gender may be a communication blocker if XPM use a female, this may be seen as accepting and supporting a gender
bias, but in an unknown situation where this could result in a block this needs to be overcome. Personal issues may also be present, if possible the company should
research Y Company to see if there are any personal issues between those who may undertake the negotiation, avoiding any possible personal clashes will also prevent another communication blocker arising.
Overcoming closed minds can be more of a challenge, but with open communication and planning on an approach for the negotiation within opening and the agreement of an agenda that
allows for a variety of approaches and where conversion takes place using open questions will help decrease the impact of a closed mind. The environment may also be a
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