May 17, 2009
Feb 23, 2009
Feb 13, 2009
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Feb 12, 2009
1. Alternatives - any other choices a person or group has, rather then agreeing with the other person or group
Example: "We can ask them to do A if we do B, but they have many alternatives."
2. Arbitration - when a neutral person or group comes in to settle a disagreement
Example: "If we can’t agree by midnight tomorrow, this case will go to arbitration."
3. commitment - an obligation to do something or deliver something
Example: "We’ve made a commitment on this point. If we don’t do it, the agreement will fall apart."
4. compromise - an agreement where you get less than you want but also give less than the other person wants
Example: "If we don’t compromise, this deal will never get done."
5. concession - accepting less on one specific point in order to get something from the other person on a different point
Example: "Okay, you’ve made a concession on price, so we can make a concession on the delivery date."
6. confidentiality - an agreement that prevents either side from talking about the agreement in public
Example: "I’m sorry but our confidentiality agreement prevents me from answering your questions in detail."
7. equivalent - a proposed agreement that is different from, but equal in value to, a previous proposal
Example: "We can’t agree to that proposal, but here we would like to suggest an equivalent package for you to consider."
8. facilitation - a process where people, called facilitators, try to make it easier for two people to reach an agreement
Example: "You may not reach a better agreement with facilitation, but you will reach an agreement faster."
9. final agreement - the results of the negotiation that everyone agrees to put into action
Example: "After six long months, we now have a final agreement."
10. good faith - being honest about your intentions
Example: "If we negotiate in good faith, we are sure to reach an agreement eventually."
11. impasse - when two sides hold different positions that they are unwilling to change
Example: "We were close to an agreement but we suddenly hit an impasse over payment terms."
12. intermediary - a person who communicates between the two sides of a negotiation
Example: "They’ve been negotiating through an intermediary after that big argument last week."
13. issue - a topic that needs to be discussed in a negotiation
Example: "Money is the biggest issue in this negotiation, but resources and responsibilities are important
14. mediation - when a neutral person or group comes in to identify the issues, explore options and clarify goals
Example: "If we use mediation, it may help to move the negotiations forward."
15. offer - one or more options that is sent by one negotiator to the other
Example: "Let’s offer them a one-year service contract and see how they respond."
16. package - a combination of options that has been offered as a solution
Example: "John put this package together last night. Let’s look at each option and see if we really want to offer this."
17. party - either side in a negotiation is called a party, whether one individual or a whole group
Example: "If party A accepts party B’s proposal, then the negotiation is finished."
18. proposal - any suggestion or idea given to one party from the other
Example: "We’ll look at your proposal during the coming week and give you our response the following Monday."
19. tentative solution- an agreement that depends on some conditions, so that it might not be a final agreement
Example: "At last we’ve reached a tentative agreement. Perhaps these long negotiations will be over soon."
20. trade-off- an exchange process in which one side gives up partly on some issues in order to gain on other issues
Example: "There are always trade-offs when negotiating. You can’t win them all!"
Feb 7, 2009
How can companies respond to competitors? This is a significant question that each company must find the answer. McKinsey Quarterly survey on competitive behavior has published a global survey in 2008 to discover how they respond to competitors.
Feb 5, 2009
The World Economic Forum (WEF) is a Geneva-based foundation whose annual meeting of top business leaders, national political leaders (presidents, prime ministers and others), and selected intellectuals and journalists is usually held in Davos, Switzerland. There are also regional meetings throughout the year. It was founded in 1971 by Klaus M. Schwab, a business professor in Switzerland. The Global Competitiveness Report 2008–2009 that has prepared by KLAUS SCHWAB -World Economic Forum and MICHAEL E. PORTER -Harvard University, is a valuable recourse for marketers for evaluating global competitiveness. I hope you enjoy it….
Jan 20, 2009
This book has been written by Mike McKeever. Mike P. McKeever’s education, work experience, business ownership, writing, and teaching careers give him a broad and unique perspective on business planning.How to Write a Business Plan contains detailed forms and step-by-step instructions designed to help you prepare a well-thought-out, well-organized plan. It shows you how to apply proven financial and business planning techniques used by traditional lenders and investors to your benefit.
I want to present you one of the best E-books that I have found . As know , Philip Kotler (born 27 May 1931 in Chicago) is the S.G. Johnson & Son Distinguished Professor of International Marketing at the Kellogg School of Management at Northwestern University. He received his master's degree at the University of Chicago and his PhD at Massachusetts Institute of Technology, both in economics. He did postdoctoral work in mathematics at Harvard University and in behavioral science at the University of Chicago.
He was selected in 2001 as the #4 major management guru by the Financial Times (behind Jack Welch, Bill Gates, and Peter Drucker,) and has been hailed by the Management Centre Europe as "the world's foremost expert on the strategic practice of marketing." In 2008, the Wall Street Journal listed him as the 6th most influential person on business thinking.
Kotler has consulted many major U.S. and foreign companies, including IBM, Michelin, Bank of America, Merck, General Electric, Honeywell, and Motorola—in the areas of marketing strategy, planning and organization, and international marketing.
He presents seminars in major international cities around the world on the latest marketing developments to companies and other organizations.
Jan 18, 2009
Jan 14, 2009
- trade distortions and marketing barriers
- consumer behavior
- marketing research
- foreign market entry strategies
- product and branding strategies
- promotion and pricing strategies
- currencies and foreign exchange
The authors of this book are, Sak Onkvisit - Professor of Marketing at San José State University, USA, and John Shaw - Professor of Marketing at Providence College, USA.