interview with Philip Kotler- download
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Feb 13, 2009
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Feb 12, 2009
Technical words in Business Negotiation
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
issues too."
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 companies respond to competitors
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
Academic Writing
Academic writing is a crucial skill for students and researchers.I am going to introduce a good resource to improve your ability for academic writing that has written by James Hartley.This book is a practical handbook .
The Global Competitiveness Report 2008-2009
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….
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