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Negotiation is an indispensable management tool and a manager must acquire this ability. The spirit of any negotiation is compromise. You procure the agreement of the other party to the maximum of your demands. There is no situation where one party wins all the demands and the opposing party gets none. A good negotiator always allows his opponent to save face.
In a negotiation there are primary demand and supportive demands. The primary demands are objectives that you must achieve while the secondary ones may or may not be achieved. The primary demands are not open to compromise, while the secondary ones are.
To negotiate in an effective manner you need to have a clearly-defined set of objectives, understanding of the opposing party and their motivation, a well-prepared negotiating plan and the strategy to combat them. Experienced negotiators always maintain a long list of secondary objectives which they can discard after long discussions, in order to give the opposite. party a sense of achievement. All negotiations are win-win situations.
Never make an offer without understanding what it entails. Demands and offers should be stated accurately and preferably in quantitative terms. Each demand must be supported by a genuine argument containing a series of simple and logical points
A good negotiator does not focus on the participants and their behaviour rather he concentrates on the solutions.
Avoid answering abuse with abuse. Keep your cool, do not respond aggressively, do not retaliate. If someone abuses you look at him directly and coolly tell him that the usefulness of the discussion has come to an end. That you had come to hold discussions and not to receive abuse Bid goodbye and walk away even if the abuser apologises. You could reconvene a meeting at a later date, but not before the person gives you a written apology. Never continue the meeting in such a situation as the person has to pay the price for it.
Patience is a prerequisite in your role as a negotiator. Seek co¬operation. Give reasons for rejecting the proposals of the other party. If you discover that you are in the wrong, or that your hidden agenda has been exposed, save yourself from embarrassment by stating that important lessons have been learned.
Once an agreement is reached insist that it be written down and celebrate it. Then go on to the other points in which similar agreements are due. And do not forget to smile. Use your smile as a negotiating tool and as a celebration.
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Speakers at a seminar on "strategic rapprochement of human resources at the Business-to-reader results," organized by CII-Kerala, called the integration of alternative HR practices with business processes to provide competitive advantages.
Mr. J.N. Amrolia, president, HR & IR-Sub-Committee CII (RS), stressed that the main beliefs RC has not changed, although the emphasis has been with the context. Tools and techniques have been strengthened and more structured process. In all, there is now a broad equipment to treat current policy, he said.
The transfer of human resources household can measure changes in the industrial environment during 90 years. Before liberalization, the emphasis has
The government has asked Indian Institute of Foreign Trade to prepare a report on the impact of the enlargement of the European Union in the country exports.
The report analyses the impact and developing a plausible negotiating strategy for India with respect to elements of export interest.
The three main points identified in products negotiable ", where most favorites nationality prices are probably related to increase, leather, textiles and chemicals.
The study, in collaboration with the Federation of Indian Export Organizations, the government's proposals on the basis of feedback from exporters, FIEO said.
IIFT has already initiated discussions with exporters in this context, in
Pune, July 20: AT a seminar on approaches to sex and sexuality education in Pune on Friday, attended by activists, school and NGO representatives, counsellors and gynaecologists, voices rose in favour of sex education.
From the need to have school-based awareness programmes on sex and sexuality education, adolescent education, life skills, approach to sex and sexuality to how the issue was being politicised, participants spoke on the approaches related to school programmes and NGO initiatives.
In the panel discussion, gynaecologist Dr Anand Sathe addressed questions related to tackling the cultural and religious backgrounds of students while educating them about sex. “People need
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A career in finance today is more challenging and interesting than ever before. What was essentially a backoffice record keeping job, often perceived as a custodian of the debits and credits of numbers, is now seen as a career providing a greater role in decision making, planning and controlling operations in any organisation. Antiquated accounting systems and laws has for long restricted finance professionals from effectively utilising their skills. Now that routine accounting and reporting
Small Industries Service Institute, Narsapur Cross Roads, Balanagar, Hyderabad 500037 offers the following Skill Based Entrepreneurship Development Programme at Hyderabad to educated unemployed youth: 1. Motor rewinding & Transformer winding (10 weeks), 2. Screen Printing (4 weeks).
Eligibility: Age 18-35 years as on the date of commencement of training. Qualification: 10th Passed. Preference is given to experience candidates in their respective fields. Objective: To Motivate & Guide Educated unemployed youth in setting up their own Small Scale Industrial Units. For further details you may contact the Director, SISI, Balanagar, Hyderabad 37.
Here is another inspiring story of exemplary success achieved by Madhura Bhat. She was only a housewife who even failed to become a lower division clerk, but once she took up making handbags and purses there was no looking back and her business touched Rs. 100 crore turnover, as reported by Allen J. Medonca in the Indian Express. How and why did Madhura Bhat think of taking up work? It was sheer monotony of daily household chores that led Madhura to rediscover herself. A distinctive feature of her story is her skill in making handbags and purses.
The enterprise took root
After its mid-term executive management programs, NIIT Imperias Centre for Advanced Learning has started offering specialized Management Development Programs (MDP) in collaboration with three IIMs, IMT Ghaziabad and industry experts.
The first MDP program began on September 3. Several MDPs in areas like finance, operations, quality management and HR practices are scheduled in September, October and November 2007.
NIIT Imperia says that these MDPs are created to meet specific skill-gaps amongst corporate executives. Speaking to MBAUniverse.com, Dr Smarajit Dey, president, NIIT Ltd. said, The long term executive programs are more comprehensive knowledge oriented. MDPs deal with specialized skills that executives desire.
Unless the developed countries take the initiative for the resumption of WTO negotiations that recently collapsed, there was no immediate solution to the blockade by the issue of agricultural subsidies of the European Union Ministers of Commerce Kamal Nath said today.
He told journalists that India was interested to see that there is no gap in agriculture in developing countries because of subsidies by developed countries to their farmers.
Kamal Nath, was the inauguration of the new campus of the Indian Institute of Foreign Trade (IIFT), the first outside Delhi, said: "We are pleased us a WTO agreement, which contribute to India
THE KUMARAGURU College of Technology organised a two-week training programme for Self Help Group (SHG) women for establishing "information kiosks." The programme was inaugurated by P. Jeyabalakrishnan, Project Officer, District Rural Development Authority (DRDA). It aimed at providing SHG women the skills required to start and run a business profitably. It was sponsored by TNCWD Ltd and conducted through the centre for women empowerment, Anna University. The programme covered areas of computer and IT like MS Word and MS Excel.
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THE HINDUSTHAN School of Management held a two-day seminar on "Personality Development" on October 26. Cecil Joseph, Project manager, ARIS, Australia,
Alan Levine Named Chief Financial Officer at the Graduate Management Admission Council
Alan B. Levine, a financial consultant and former partner in charge of an entrepreneurial services group at Ernst and Young, LLP, has been named chief financial officer at the Graduate Management Admission Council(R). The Council is an association of 154 top graduate business schools around the world and the owner of the Graduate Management Admission Test(R) (GMAT(R)).
Levine will be responsible for the Councils strategic financial vision and will serve as the chief executives advisor on financial and business issues. This is an exciting opportunity with an exciting organization,
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