Types of negotiation

Negotiation is a very differentiated activity. 

Its elements: actors, divergence, seeking agreement, interest, powers can occur in various weights, take various forms, varying priorities and meet and interact as combined multiple modalities.

A typology that has wide acceptance among scholars of the subject is one that considers the integrative and distributive orientations.

Integrative negotiation.

In this integrated approach, negotiators expressed wishes of mutual gains and high cooperation. It is oriented towards the respect of the negotiator's aspirations in order that the party consider equally satisfactory result. It tends to give importance to the quality of the relationship between the parties, may even eventually lead to the modification of the particular objectives and respective priorities, to guide them towards objectives of common interest.

The reasons to give an integrated approach to a negotiation are the following:

1 .- supports and aims to develop a climate of trust, reciprocity and mutual credibility.

2 .- To reduce the risk of later reviewing the deal, ensuring greater stability to a negotiated solution.

3 .- It is suitable for taking into account the relationships among negotiators in the future. It is a negotiation of both "projects" as "points to be resolved" or "resources" to grant.

4 .- It values creativity, the search for constructive and dynamic options, mobilizing ideas and new shares, since it tries to persuade the other party to work together.

5 .- In a more general level, it is susceptible and becomes a daily way of solving problems, to enrich the culture to undertake and complete the traditional models of "authority" and "agreement."

Distributive bargaining

Is one in which negotiators show a weak cooperation and even, in extreme cases, it does not exist. Emphasis is rather a personal gain, even at the expense of common conflicting objectives. It is exactly this kind of negotiation in which the powers vested in the parties come into play to tie the position of the negotiators. The games "a zero-sum distributive frequently have been called, because the solution is the zero-sum allocation of resources at stake. What one side wins, the other loses.

It should be noted that, however, the classification of negotiations integrative or distributive orientation is more of an educational nature, since in reality, most negotiations are rather "mixed." As a mixture, therefore, likely to evolve between integrative and distributive characteristics.

Some important aspects about negotiation

Another key element of the negotiation is made up of the tension that exists between the negotiators, this tension plays the role of moderating all that separates them and that's about, is the result of their "antagonism" and its "synergy" .

The synergy lies in the common game in which a negotiator agrees to share with other activities or certain values. You can have a synergistic degree of tensions in an increasing manner to the total synergy, indifference (or inertia), interest, cooperation and commitment. Antagonism claims negotiator makes his point of view, despite the opposing party, regardless of its existence. The antagonism between negotiators is a behavioral history that separates the parties involved in negotiations. This distance can be graded in increasing sense of antagonism: reconciliation, resistance, opposition and irreconcilability. 

Although, as noted above, there is a negotiation like another and every negotiation is unique, in most negotiations there are a number of threads over it, that actors face.Analyzed in this context, we note that in a negotiation under the following stages or subprocesses:

1, Preparation and planning of the negotiation.

2 ° Establishment of initial guidance in the negotiation and an initial relationship with the other negotiator.

3 ° Selection initials.

4 ° Exchange of information.

5 ° about the differences.

6 ° closure of the negotiation.

The deepening of these stages will be the subject of subsequent chapters.

Exercises.

1 .- Compare the concept of "power" with "dependence"

Characteristics of power

1. The main determinant of power is the personality of individuals.

2. Nevertheless, the power is contingent. It may take a moment and then disappear.


3. Is relative, not absolute. It relates to a counterparty.

4. The power is limited. Can be neutralized. But it is a slow and sometimes expensive.In a negotiation is sometimes convenient to extend it until the other party has lost power and lowered his profile.

5. Power is a problem of perception. The party must be perceive as powerful.

6. In the power generation and offset energy is an investment, you have to deal with stress, tension.

7. Power is dynamic in nature and evolves rapidly and often abruptly.

Trading Areas of Negotiation

The concept of trading zones means that every business has key interests, extreme and intransigent areas, subject to mandatory caps defining breakpoints real, out of which leave the negotiation or opt for the confrontation.

In practical terms, comprehending and understanding what is negotiable as it is not, is a key aspect in the art of negotiation. The field of negotiation is limited by the combination of actors, divergence and willingness to compromise, we have discussed as elements of the structure of the negotiation, but this combination does not explain its dynamics. A model that analyzes the dynamics of negotiation emphasizes three elements: interests (stakes), the powers and relations between negotiators, who play the role of springs in the development process, which reflects the implementation of strategies. The phenomenon of trading in its dynamic aspect is pointed out in phases and is embedded in time, which is a fundamental variable in any dynamic phenomenon.

Interests (stakes).

The interests, objectives, needs are the important mechanisms of negotiation.Applying concepts of game theory, we have:

a) The bet or position is what you have on hand to participate in the negotiation and does not want to lose.

b) The prize: what the person believes will win in the negotiation, with your bet.

c) Performance: the relationship between the position or bets and prizes.

In turn, the stakes can be:

Instrumental: they correspond to the concrete, visible and immediate the stakes. Are immediate.

Fundamental long-term are not going to be a result in the immediate event, representing every part of the relationship established between what she committed to the negotiation and impact in the medium and long term of it.

Powers.

The power is defined as "the possibility of certain individuals or groups to influence other individuals or groups" (Crozier and Friedberg) or as "all tangible and intangible means that A moves in relation to B for the terms of trade are favorable to their project. " However, the definition of Weber is more convincing in the sense that power is the ability of an individual to another person perform a certain action, which would not have agreed not to mediate the influence of the former.

Power supplies are manifold. Its origin can be found at:

a) Institutional sources, such as law and the hierarchy, which distribute power among people.

b) The strength, the ability of coercion, pressure and coercion. The groups, empowered by law or by action as unions.

c) The personal influence, which can be manifold, it may be a psychological influence ("charisma"), a functional influence (competence, experience) and can arise from the ability to induce an individual or group to demonstrate and to persuade.

d) remunerative power, that is, people do certain activities for money, for example, a worker who builds furniture for your client, because it will pay a price.

Negotiation

The complexity of negotiation is a necessary consequence of the interrelationship of the various elements of its structure. In a negotiating process have different actors or parties seeking a solution that meets their interests. You should understand that trading is a comprehensive measure of behavior and he, the negotiator should know what their skills, their strengths and weaknesses, in order to support or be supported by a team.

The negotiating team, for this reason, the current trend, but it increases the complexity of the process, since each member must assume different roles and organizational patterns to be set or group. There is also the element of uncertainty involved in this process, because the information the parties have is usually limited. Similarly, in a negotiation are the interests, resources involved, the values that each party faces the process and, for the latter, moral and ethical aspects will also have their share in it.The current regulations - whether relevant standards exist or has lack of them, - is also an element that must be taken into account in a given negotiation.

In short, you only need to remember any situation where we had to play the role of negotiators for us to conclude that the complexity of this process is one of its most important and ultimately determines that no instance of negotiation that is equal to another and, therefore, that any instance of negotiation is unique.

Will or search for agreement:
The negotiation links two or more interdependent actors facing differences and that, instead of evading the problem or get into a confrontation, delivered at the joint pursuit of a deal, settlement, settlement. This result is substantial and not merely formal negotiation, can take four main forms:

a) Commitment simple: is the minimum solution. Nobody gets the total satisfaction of its objectives.

b) Mutual concessions: superior solution to the commitment. Finding balance in most of the points in the negotiations. Requires creativity on the part of negotiators.

c) compensatory awards, new elements are created business, expanding the initial object of negotiation.

d) Creation of new alternative: The old problem becomes one more apt to provide a solution.

Job Interview

When you graduate from university you have to think in what you want to do, if you want to study a master, or you want to travel and know other countries and culture or you just want to start your own business or maybe search a job and after start your business. If you are thinking in search a job you have to take many things that could help you to obtained wathever you want. 

You have to research some information about the comapny you want to work for. Visit the location in person if its a store or building open to the general public. What type of people works there?, what are the typical hours this position requires? If you feel that you have to take notes about something that you could require more information, just do it.

Another point that you have to consider is practice some questions that maybe could ask you. You have to think the answer that you will give and answer quiet and clear. 

You have to have a good apparience, because is the way that you could sell yourself. You have to look formal but you dont have to exagerate, so take care of that kind of points because it can help you ot it can be counterproductive. 

Negotiating Deals

A single issue negotiation: One where only one topic is being discussed

A long term relationship: One that lasts

A win win situation: One from which both sides feel they've gained

A one off deal: One that happens only once

A zero sum game: One where one side wins what the other side loses

A head on conflict: One which is very direct

The seven rules of rhetoric

The seven rules of rhetoric are as follows:

• Repeat words: I still have a dream. It is a dream deeply rooted in the American dream
• Repeat sounds: We are the people...who persuaded others to buy British, not by begging them to do so, but because it was best. 
• Use contrast and opposites: Ask not what your country can do for you-ask waht can you do for your country. 
• Group key points in threes: We must therefore act together as a united people, for national reconciliation, for nation building for the birth of a new world. 
• Ask rhetorical questions: What are our chances of success? It depends on what kind of people we are. 
• Accumulate supporting points: We are the people who, amongst other things, invented the computer, the refigerator, the electric motor, the stethoscope, rayon, the steam turbine, stainless steel, the tank...
• Use metaphorical language: To lead our country out of the valley of darkness. 

Innovation

Innovation is often defined as an idea or set of ideas, transformed into a product or process, sold or used. Another more rigorous definition says that innovation is the process from knowledge to market a product.

 

A particular innovation only when it comes to market a product or service. If no one pays anything, no innovation. Innovation can be manifested in the design of a new product in a new production process, a new marketing approach in a new way of conducting training and staff training.

 

The main objective is to generate innovations that create competitive advantages achieved, which is necessary to perceive those totally new market opportunities or serve a market sector that other organizations have ignored. When competitors respond slowly, such innovation provides a competitive advantage.

An innovation should aspire to leadership from the beginning, otherwise it is unlikely to be sufficiently innovative. "Who does not use new remedies must expect new evils, for time is the greatest innovator."

 

Research and development involving the use of resources to generate knowledge. The innovation is the use of knowledge to generate wealth. It should be noted that some innovations are born of a flash of genius, but most are the result of a search for opportunities conscious and deliberate. Above all, innovation is work rather than genius. Requires knowledge, ingenuity and concentration.

 

There are, of course, innovations that arise from a great inspiration. However, most of the innovations and, in particular the successful ones, result from a conscious and deliberate search for innovation opportunities, which are only a few situations.

 

In innovation, as in any other endeavor, there is this talent, intelligence and knowledge. But when everything is decided, what innovation requires is hard work, focused and meaningful. If lack of diligence, perseverance and delivery, talent, intelligence and knowledge are useless.

 

The deliberate and systematic innovation begins with analysis of sources of new opportunities. The sources have an important variable in time, depending on context.

Because innovation is both concept and perception, aspiring innovators must go out and look, ask and listen. Successful innovators use their two cerebral hemispheres, studying the numbers, but do not forget to look also to the people. Develop analytically how innovation must be to seize the opportunity. Then go and study for potential users to understand their expectations, values and needs. 

Different aspects of creativity

There are several issues that affect creativity within a company as can be: The challenge, freedom, resources, characteristics of group work, supervisor encouragement and strong support of the organization.

Ø Challenge: Of all the things that managers can do to stimulate creativity, one of the most effective is to give each person the perfect role for her. Managers can assign each person works to fit their expertise and creative thinking skills and to encourage intrinsic motivation. Autonomy over the process fosters creativity because giving people freedom as to how to approach their work strengthens their intrinsic motivation and sense of ownership of work and results that pertain to them.

Ø Resources: The two main resources that affect creativity are time, appropriate physical space and money.

Ø Characteristics of group work: If you want to create teams that generate creative ideas is a duty to pay due attention to the formation of such teams. To do so, create mutually supportive groups with diverse viewpoints and backgrounds. When teams are composed of people with different intellectual bases and different approaches to work, it means, with different skills and different styles of creative thinking, the ideas often combine to act in very useful and stimulating.

Ø Stimulation of supervisor: Employees may feel that their work is interesting or exciting without the need for anyone to remind you, but only for a limited period. However, to maintain that passion, most employees need to feel that their work matters to the company.
  Ø Organizational Support: The encouragement received from the supervisors really fosters creativity, pear, it increases greatly when the organization as a whole supports it. Such support is the task of leading an organization that must implement appropriate systems and procedures and emphasize values that make it clear that creative efforts are a priority.

Lessons from the results obtained by highly competitive firms is that fostering creativity is something that is in the hands of managers. Creativity requires management to radically change their way of forming working groups and interact with them. This implies a change in organizational culture, which generates significant rewards. The risks of not doing so may be even greater. When you kill creativity, an organization loses a powerful competitive weapon: the new ideas while losing energy and commitment of its people.  

Creativity as part of innovation.

In today's knowledge economy creativity is more important than ever. But many companies unwittingly use management practices that kill it, smashing the intrinsic motivation of employees, it means, the strong inner desire to do something based on interests and passions.
  The directors do not kill creativity on purpose. But in his quest for productivity, efficiency and end up undermining the creative control, which is the livelihood of those in the medium and long term. Business imperatives can have and should coexist with creativity, for which the directors have to radically change their way of thinking.

In business, originality is not enough. To be creative, an idea must also be appropriate, useful and viable. Must somehow influence the way we do business, for example, improving a product or opening a new way of approaching a process, and even creating new ways to think strategically. Thus many believe that creativity is something connected only with the marketing, advertising, or design products or processes. But creativity can benefit all departments of a company.

For many, creativity refers to the mindset that people have, or to the degree of inventiveness that address the problems. But to think imaginatively is only part of creativity, because in order for it to take place is also needed expertise and motivation. Thus, creativity is the result of combining three elements, the ability to think creatively combined with the expertise and motivation.

The expertise includes everything a person knows and can do in the broader field of work. Expertise is what the economist and psychologist Herbert Simon called the "network of possible movements," the intellectual space it uses to explore and solve problems. The larger this space the better.
  Creative thinking is about how people approach problems and solutions, its ability to collect existing ideas and special forming new combinations. The capacity itself depends largely on the personality and the way of thinking and working of the individual. Your creativity will be enhanced if combined in their reasoning skills seemingly disparate fields.

Managers can influence the three components of creativity: expertise, creative thinking skills and motivation. But the fact is that influence the first two is far more difficult and time consuming considerably more influence on motivation. 

The change in business

The world moves and changes very rapidly, with increasing acceleration. So that countries, companies and individuals that can not accommodate the changes will be hopelessly out of the race and context. Many professions, industries, jobs, products and services that existed twenty years ago no longer exist. Every five years the knowledge was outdated and are replaced by new concepts. Sleep, means getting to wake up in a world that will not recognize.

We live in an era of new speculations, windows open but the doors still remain closed. We must not turn our backs to the future, wanting things continue as they were so far, need to face a changing reality. 

It is in this environment where creativity and innovation take new form and become cornerstones of change and competitiveness of enterprises. In a world where everything tends to imitate fast, creative, generating innovation in processes, products and services, will take out the advantages. Thus, the cumulative amount of benefits is the new slogan in strategic.

How to Make a Decision?

We may be faced with decisions every day. Some decisions are as simple as what to eat for breakfast or which outfit to wear for the day. Making a good decision may be challenging depending on the importance of it. Buying a new home may be a more difficult decision than choosing between clothing. Making that decision a good one may take time and thought.

1.-Write down the pros and cons of the decision you are trying to make. Seeing the benefits versus the negatives may assist you in making a good decision. Knowing the facts and the information about the situation may make the decision less taxing. My dream house did not look so appealing after the home inspection said the electrical was faulty.

2.-Resist making decisions when you aren't at your best. A good decision might be less likely to happen if it's late at night or after a very hectic day. Take your time. What good is it to rush into a decision if you regret it later? It may take longer to make a decision as we age. We may have more knowledge the older we get that may influence our decisions.

3.-Trusting your "gut" may help you make a good decision. I have heard that inner voice referred to as gut instinct, women's intuition, your conscious, the little voice, etc... You can call it just about anything. It may just be the part of us that remembers that the decisions we make today is where we'll be spending our tomorrow.

Read more: How to Make a Decision thats Good | eHow.com http://www.ehow.com/how_5168287_make-decision-thats-good.html#ixzz10s32ZiUq

Vocabulary Chart

Millions of
Million
Raise.- It requires an object
Rise.- It doesn't take an object
Increase.- To make grater or larger.
Drastic.- Radical change
Slightly.- To a small degree
Go Up.- Stable Increase
Decrease.- Less, smaller, reduce.
Lower.- Situated or placed below normal height.
 Synonymes:

• Fall
• Drop
• Decline

Balance.-  The difference in magnitude between opposing forces or influences.
Equilibrium.- A stable condition in which forces cancel one another.
Doubling.- Twice
Triple
Quadruple
Halve
Plummet. Very strong fall, it´s very negative.
Level Off.- Very little change
Synonyms:

• Fluctuate
• Stabilize   

Sharply.- Incline.
Slopes.- Pënding.
Shallow.- Having little depth.

• Shallow decline
• Shalllow increase

Profits.- The positive gain froms an investment or business operation

Earnings.- Net income.

Bill Gates

Bill Gates is an important business man, he born in a wealthy family who gave a good education in schools like Lakeside School and Harvard University. Always in collaboration with his friend Paul Allen, was introduced into the world of computing into a small team dedicated to the implementation of programs sold to companies or public administrations.

 

In Albuquerque in 1976 founded his own computer software production company, Microsoft Corporation, with Bill Gates as president and CEO his business was to develop programs tailored to the needs of the new microcomputers and manufactures offer companies cheaper than if they developed themselves.

In 1979 Microsoft began to grow, at which time Bill Gates decided to move its headquarters to Seattle. In 1980 reached an agreement with IMB to provide an operating system adapted to their new personal computers. 

In 1986 Microsoft went public; the shares were quoted so high that Bill Gates became the richest man in America. Since then, business has continued to grow, obtaining a virtual monopoly of the global software market and innovations have continued to arrive as new Windows versions. 

Since 1993 the company embarked on the promotion of multimedia, especially in the field of education. Bill Gate’s talent has been reflected in many computer programs, whose use has spread worldwide as a basic language of personal computers, but also in the success of a flexible and competitive company, managed with unorthodox approaches and special attention the selection and motivation of staff.

Google Calendar Link

Google Calendar Link:
http://www.google.com/calendar/embed?src=swimkat12%40gmail.com&ctz=America/Mexico_City

Introduction

Creation and Enterprise Development.

The people who study Creation and Enterprise Development is a professional who knows detect opportunities and challenges and sometimes take risks to bring new business incubation. It has the professional skills to manage family business through competitions based in the areas of business, industrial engineering, services, creation, development and business administration.

We will be able to:

• Incubate new business in a collaborative way,  focusing on the industrial base and service area. 

• You can identify, evaluate and implement investment projects.

• Living culture of innovation and creativity on a permanent basis.

• You can evaluate and take risks.

• You can continue and grow the family business  if you have one. 

• Join networks that allow business to compete in a globalized world

 When you finish studying your major you can work in different places and companies, you can develop yourself in different areas like the project development, analysis of business opportunities, development of business networks and associations; between other areas of job performance, include creating and managing your own business, the creation of new projects and different organizations that promote economic development and business consulting in business creation and evaluation of entrepreneurship.

As a student of this major you have many opportunities that help you develop as a professional, you can learn about stablished entrepeneurs through different activities and meetings and you could have many different experiences along the university that it will help you in your professional life, as a experience you can remember it and you can take better decisions that help your business grow. 

Business English Vocabulary

Positive and negative information about the company:
 Upgrowing.- The firm is expanding

Downsizing.- When the firm reduce the personal

Woundown.- Reduce or stop something. (Kick back)

Words about work:
Network.- Contact of you job

Lazzy.- Someone inefficient

Useless.- Someone who doesn't have to do

Bossy.- People who is authoritarian and dominant

Being late.- People who aren't punctual 

Fired.- When you lose your job.

Synonyms of fired:

• Dismiss

• Let go

• Contract

• Not renewed

• Lay off

Some Vocabulary:

Jargon.- Indirect language

Margins.- A set of constraints conceptualized as a border

Appraisals.- A decision analysis or a decision method

Chains.- The origin of something. For example a Business chain or a supply chain.

Budgets.-  It is a plan for saving and spending. For example a budget line.

Procedures.- Is a specified series of actions or operations which have to be executed in the same manner in order to always obtain the same result under the same circumstances


Phrasal verbs:

Call the shots.- When you are responsable of someting

Face music.- When you face the consequences of your acts

Jump the fence.- Breaking limits

Sit on the fence.- Not take a position in a situation

Carriying a can.- Be responsible for the acts of someone else

Cross the line.- Exceed the limits

Walk the line.- Follow the rules

Passing a buck.- Give the responsability to someone else