Friday, 19 January 2018

ICFAI - Executive MBA - You Can Negotiate Anything

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Executive MBA
You Can Negotiate Anything
[ISBN: 81-7224-061-9; Jaico Publishing House]
Herb Cohen

Answer all questions

Question. 1.        “Because so many things are negotiable it doesn’t mean that one should negotiate all the time”. Describe a situation where you decided (or chose) not to negotiate. Also, discuss the basis on which you decided that the negotiation was not worthwhile.

Answer: Effective negotiation skills can help you get more in life, but life also will be better if you know when not to negotiate. Situation: Even though we enjoy the process immensely, sometimes we spend too much time and effort trying to get the absolute best deal when we might be better off just walking away or graciously accepting.

Based on the below points, we could decide that the negotiation was not worthwhile.

I. Not worth your time
II. When your leverage is super weak
III. When negotiation sends the wrong signals

Question. 2.        From your work experience, describe an instance of a business negotiation between two parties in which both carefully executed the negotiation. Discuss how the three tightly related variables of negotiation affected the fruitful negotiation.

Answer: The three tightly related variables of negotiation are

a.                   Power
b.                   Time
c.                   Information

Let me explain real life negotiation. In year 2008 I was handling sales for Punjab region & we had a certain target of completing 3000 cars (Logan) by 31st march 2008. Particularly In the month march the car industry was not so good and I had a target of doing 350 cars in one month. I was having one big dealer & for completion of my target of 350

Question. 3.        From your personal life, describe a situation of negotiation between two parties in which only one of the two parties failed to negotiate effectively. Suggest how the situation could have been handled in a better way by the party which failed to negotiate effectively.

Answer: I spent nearly 4 hours today trying to read and understand something about two-party and multi-party negotiations and their differences. By the end of this piece, I felt I have gained some insights about the negotiation process and their potential outcomes. This subject is very interesting and hopefully I will find more time to read about this subject. I also think that mathematicians can be the best negotiators given the mathematical foundation of such negotiation concepts.

There are several contrasts between two-party and multi-

Question. 4.        Explain with examples the applicability of the collaborative win-win and soviet styles of negotiations. Which style would you prefer? Why?

Answer: In collaborative negotiation (also called constructive negotiation), the approach is to treat the relationship as an important and valuable element.


The competitive approach to negotiation assumes a fixed pie, zero-sum, win-lose situation. In collaborative negotiation, it is assumed that the pie can be enlarged by finding things of value to both parties, thus creating a win-win situation where both parties can leave the table feeling that they have gained something of value.

Question. 5.        In the organizational context, how does the strategy of ‘moving up’ help a negotiator? Illustrate with examples. Analyze the applicability of such a strategy. Also, state the risks involved in using the strategy indiscriminately.

Answer: Every organization is a hierarchy. If the preceding still doesn’t result in satisfactory action, Move up another level. Steadily go up the ladder, step by step until you get satisfaction. The higher you go, the more likely you are to have your needs met.

E.g.…People who are higher you understand the general rules were never meant to cover every specific situation. They’re more aware of the big picture and can visualize the fall- out that might result from improper handling. Even more significant, they have greater authority and get paid to take some risks and make decisions. Unless you enjoy wasting your time, at any level try not to negotiate with a person who lacks authority. First ask yourself

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