Negotiation Notes MBA

Hello sir, I’m pursuing MBA in MBA I want some notes on Negotiation topic. Can any one here provide me Negotiation notes for MBA program?

[Pathak]

Before taking notes you need to understand term of Negotiation. Negotiations are a means of resolving differences between people when imposed settlements are not possible.

And because so much of work and personal lives involve resolving differences, the ability to negotiate effectively is an essential life skill.

Negotiation is the art and science of securing agreements between two or more interdependent parties. This course is designed to be relevant to a broad spectrum of negotiation problems that are faced by the manager and the professional.

Negotiation is a way to get one’s fair share, whether it’s selling a proposal to your boss, settling a labor dispute, buying real estate, or getting that new car.

The Negotiating Process

Define Objectives and Conflicts

In negotiating, as in the practice of every other skill discussed in this book, the first step is to define objectives. In negotiating, you explore three kinds of objectives:
Your objectives
The other party’s objectives do a mini-SCAN, (see Chapter 1) from their point of view. Do not assume that the other party wants or needs what you would want if you were in their position. Their background may be different, their culture may be different, or their position in the organization may require behaviors that are different from yours.
The objectives shared by both parties.
The conflicts between the two parties

Notes for MBA negotiation
Course Information
We negotiate every day. We negotiate with potential employers, coworkers, roommates, landlords, parents, bosses, merchants, service providers, spouses, and even our children. What price we want to pay, how much we want to be paid, who will do the dishes ... all of these are negotiations. Yet, although people negotiate all the time, most know very little about the strategy and psychology of effective negotiations. Why do we sometimes get our way whereas other times we walk away feeling frustrated by our inability to achieve the agreement we desire?
Negotiation is the art and science of securing agreements between two or more interdependent parties. This course is designed to be relevant to a broad spectrum of negotiation problems that are faced by the manager and the professional. It is also designed to complement the technical and diagnostic skills learned in other courses at McCombs. A basic premise of this course is that while a manager needs analytical skills to develop optimal solutions to problems, a broad array of negotiation skills is needed in order for these solutions to be accepted and implemented. Successful completion of this course will enable you to recognize, understand, and analyze essential concepts in negotiations.
Course Objectives
The course will be largely experiential, providing students with the opportunity to develop their skills by participating in negotiations and integrating their experiences with the principles presented in the assigned readings and course discussions.
The negotiation exercises will provide you with an opportunity to attempt strategies and tactics in a low-risk environment, to learn about yourself and how you respond in specific negotiation situations. If you discover a tendency that you think needs correction, this is the place to try something new. The course is sequenced so that cumulative knowledge can be applied and practiced. You will be given the opportunity to learn through doing, explore your own talents, skills, and shortcomings as a negotiator. As a result of this course, I hope you will:
 Understand more about the nature of negotiations.
 Gain a broad intellectual understanding of the central concepts in negotiation.
 Improve your ability to analyze the negotiation situation and learn how to develop a strategic plan so as to improve your ability to negotiate effectively.
 Improve your analytical abilities and your capacity to understand and predict the behavior of individuals, groups, and organizations in competitive situations.
 Learn how to evaluate the costs and benefits of alternative actions in the negotiation process.
 Develop a toolkit of useful negotiation skills, strategies, and approaches.
Leadership and this Course
The Texas MBA program is designed to develop influential business leaders. The MBA Program has identified four fundamental and broad pillars of leadership: knowledge and understanding, communication and collaboration, responsibility and integrity, and a worldview of business and society.

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