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negotiation notes on class notes very helpful, Lecture notes of Negotiation

Binus University (BU)Negotiation

----its a good short note on negotisation, very helful for quick reading, helps in clear and better understanding

Typology: Lecture notes

2020/2021

Uploaded on 04/13/2021

sampoorna
sampoorna 🇮🇩

3 documents

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NEGOTIATION
Definition
Types – Integrative & Distributive
How to influence others – three P’s – Power, Position, Problems
Factors of success -
COLLECTIVE BARGAINING –
1. Definition
2. History
3. Objectives
4. Characteristics
5. Types
Conjunctive/distributive bargaining
Cooperative/integrative bargaining
Productivity bargaining
Composite bargaining
6. Issues affecting coll barg
7. Preparation for coll barg/steps
8. Points to keep in mind before collective bargaining
9. Organization of coll barg unit
10. Process of coll barg
11. Obstacles
12. Advantages/disadvantages
Strategies of negotiation
Cooperative & compromising
Cooperative – win win S
Competitive – cooperative S
Competitive – Adversarial S
Tactics of negotiation
Best practices in negotiation - BATNA
Negotiation and conflict resolution in an organization – stages in a negotiation process,
culture and negotiation strategy,
COMPENSATION
Compensation policy, labour market
Basic & minimum wage, fair wage, dearness allowance – def and methods, Bonus
Wage board
Definition
Development of board
Role
Pay commissions
Definition
pf2

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Download negotiation notes on class notes very helpful and more Lecture notes Negotiation in PDF only on Docsity!

NEGOTIATION

 Definition  Types – Integrative & Distributive  How to influence others – three P’s – Power, Position, Problems  Factors of success -  COLLECTIVE BARGAINING –

  1. Definition
  2. History
  3. Objectives
  4. Characteristics
  5. Types  Conjunctive/distributive bargaining  Cooperative/integrative bargaining  Productivity bargaining  Composite bargaining
  6. Issues affecting coll barg
  7. Preparation for coll barg/steps
  8. Points to keep in mind before collective bargaining
  9. Organization of coll barg unit
  10. Process of coll barg
  11. Obstacles
  12. Advantages/disadvantages  Strategies of negotiation  Cooperative & compromising  Cooperative – win win S  Competitive – cooperative S  Competitive – Adversarial S  Tactics of negotiation  Best practices in negotiation - BATNA  Negotiation and conflict resolution in an organization – stages in a negotiation process, culture and negotiation strategy,

COMPENSATION

 Compensation policy, labour market  Basic & minimum wage, fair wage, dearness allowance – def and methods, Bonus  Wage board  Definition  Development of board  Role  Pay commissions  Definition

 7 th^ pay commission   Incentives  Incentive plan meaning  Kinds of incentive  Halsey plan  Rowan plan  Emerson plan  Bedeaux plan  Merrick differential piece rate system  Gantt task system 