Cal U logo

Business & Economics: MGT 362: Labor Relations

Resources for Business & Economics research.

Academic Studies on Negotiation Skills

  • Academic Journal

    By: Guerrero, Veronica; Richards, Judith. Journal of Entrepreneurship Education. 2015, Vol. 18 Issue 2, p17-28. 12p. Abstract: Entrepreneurial education includes the study of desired skills, knowledge and competencies necessary at various stages of the entrepreneurial continuum as well as effective pedagogies to address varying learning styles and modes of delivery. Women entrepreneurs commonly lack key business skills and competencies their male counterparts developed from professional experiences in corporate environments. This skillset includes negotiation efficacy, a competence that may be pivotal to launching and sustaining a new venture. During the launch period, venture financing, recruitment of management teams, and acquisition of resources require astute negotiation skills to establish a business. Entrepreneurs who are unable to secure the needed resources may never be able to move their venture beyond the conceptual stage. Studies show that women face greater challenges than men in securing venture financing and human capital resources. Therefore, greater negotiation efficacy could prove useful for women entrepreneurs during this resource building process. This study will explore how women entrepreneurs can develop increased levels ofnegotiation self-efficacy to maximize outcomes as they establish their businesses. [ABSTRACT FROM AUTHOR] (AN: 111483015), Database: Business Source Complete

    Subjects: ENTREPRENEURSHIP; OFFER & acceptance (Contracts); COLLECTIVE bargaining; WOMEN-owned business enterprises; ECONOMIC aspects; DISPUTE resolution (Law)

    Add to folder
  • 2.

    Academic Journal

    By: Aldhizer III, George R. Issues in Accounting Education. Nov2015, Vol. 30 Issue 4, p275-296. 22p. 9 Charts. Abstract: This role play requires students to consider the complexities of a small CPA firm urgently attempting to replace the unique industry knowledge and experience possessed by a terminally ill audit partner. In this role play, students assume the position of either an existing partner or a former partner who is considering rejoining the firm. This role play includes two sections. First, in the planning stage, students brainstorm mutually equivalent options that satisfy their critical financial and nonfinancial interests to address the problem of replacing the terminally ill partner in their respective existing partner and former partner teams. Second, students engage in a ''table''negotiation with their assigned counterpart to reach an amicable agreement to this firm crisis and participate in a debriefing session and prepare a debriefing document. The small firm context provides a unique opportunity to make contributions to the existing accounting and auditing literature related to enhancing students' critical thinking and negotiation skills. Distinctive small firm role play elements that should enhance critical thinking and negotiation skillsinclude considering contingent agreements that dovetail differences in future legal liability forecasts, and dovetailing differences to take advantage of complementary skill sets to mitigate industry-specific auditor detection risks and related business risks.1 Critical thinking skills also should be strengthened through negotiating a package of interests and related options including the impact of various tradeoffs that are not fully known until the table negotiationcommences so that the final agreement does not exceed the firm's non-negotiable budgetary constraints. [ABSTRACT FROM AUTHOR] DOI: 10.2308/iace-51117. (AN: 110837139), Database: Business Source Complete

    Subjects: SMALL business -- Accounting; ACCOUNTING firms; PARTNERSHIP (Business); EMPLOYEE selection; Offices of accountants; Other Accounting Services; Offices of Certified Public Accountants; CRITICAL thinking -- Social aspects

    Add to folder
  • 3.

    Academic Journal

    By Zohar, Ilana. In The 3rd International Conference "EDUCATION, REFLECTION, DEVELOPMENT", 3th - 4th July, 2015Procedia - Social and Behavioral Sciences. 3 December 2015 209:540-548 Language: English. DOI: 10.1016/j.sbspro.2015.11.285 Abstract: Leadership skills required fornegotiation in time of crisis, to reach a successful conclusion, are particularly critical in international conflicts. Negotiation skills are important to achieve agreements in business. Yet the importance effective negotiation is not limited to international treaties or crises. The ability to negotiate is valuable to business managers because the skills developed through practicing negotiation skillsdevelop critical thinking aptitudes and effective communication skills(McClendon, 2009). This article deals with definition of negotiation, conflict situation, strategies and tactics (Ertel, 1999). The most important question is what skills are required to lead the process of effective negotiations. (AN: S1877042815056323), Database: ScienceDirectAdd to folder
  •  
  • 4.

    Academic Journal

    By: Beenen, Gerard; Barbuto, John E. Journal of Education for Business. 2014, Vol. 89 Issue 3, p149-155. 7p. Abstract: Because negotiation is among the most important skills for a manager to develop, activities that can foster its development are valuable for educators. The authors present an original exercise that introduces three key concepts in negotiation: best alternative to anegotiated agreement, distributive bargaining, and integrative bargaining. They review these concepts and present the exercise and its purpose, and execution, then debrief. A unique feature of the exercise is that instructors can configure dynamic buyer–seller dyads with varying distributions of power between parties. A pre- and posttest using four questions to assess learning with Master of Business Administration students and undergraduates suggest that the exercise is an effective teaching tool. [ABSTRACT FROM PUBLISHER] DOI: 10.1080/08832323.2013.794121. (AN: 94795875), Database: Business Source Complete

    Subjects: RESEARCH; NEGOTIATION; CLASSROOM activities; ROLE playing; EFFECTIVE teaching; TEACHER effectiveness

    •  
    • Chart Chart Chart
    Add to folder
  • 5.

    Academic Journal

    By: Hake, Sanjay; Shah, Tapankumar. Perspectives in Clinical Research. 2011, Vol. 2 Issue 3, p105-108. 4p. Abstract: Negotiation as a skill is a key requirement for each and every job profile where dealing with multiple parties is involved. The important focus while negotiating should be on the interest then position. Key to every successful negotiation is advance planning, preparation, and patience as the objective is to create value and establish the terms on which parties with differing and often conflicting aims will co-operate. While preparing one should collect facts, know priorities, principles, identify common ground, decide on walk-away position, and try and identify the next best alternative.Negotiation is a set of skills that can be learned and practiced so that your ability to utilize relationship, knowledge, money, power, time, and personality tonegotiate improves with each negotiation. In a successful negotiation, all parties win. Important thing to note is that not every negotiation involves money. Anytime you want something from someone else and anytime someone wants something from you, you are negotiating. Everything is negotiable and every day you negotiate with customers, suppliers, colleagues, your wife, and even your children. Negotiation is a game, and like any game it has its rules and tactics. Clinical Research professionals deal with various parties for different purposes at the same time; hence, they require excellent negotiation skills. Project Mangers and Clinical Research Associates are the two most important roles in clinical research industry who require negotiation skills as they deal with various internal and external customers and vendors. [ABSTRACT FROM AUTHOR] DOI: 10.4103/2229-3485.83224. (AN: 66842206)

    Subjects: NEGOTIATION; CLINICAL medicine; MANAGEMENT; PROJECT management; PLANNING; PHARMACEUTICAL industry; Administrative Management and General Management Consulting Services; Process, Physical Distribution, and Logistics Consulting Services; Other management consulting services; Pharmaceutical and medicine manufacturing; Pharmaceuticals and pharmacy supplies merchant wholesalers; Pharmaceutical Preparation Manufacturing; Drugs and Druggists' Sundries Merchant Wholesalers

    Add to folder

Subject Librarian

Monica Ruane Rogers's picture
Monica Ruane Rogers
Contact:
Manderino Library, 109

Address:
250 University Avenue
Box 15
California, PA
15419
This site is maintained by Loring Prest, Library Webmaster and Carol Jones, Library Information Systems Administrator.
© California University of Pennsylvania, 250 University Ave, California, PA 15419, All Rights Reserved.