Glossary

A

- Agreement: A legally binding contract made between two or more persons
- Alternative: Chance to choose between two or more possibilities
- Aspiration: A negotiator's target.

B

- Bargaining: The negotiation of the terms of a transaction or agreement.

C

- Communication: Transmission of meaning from one person to another, wheather verbally or nonverbally.
- Concession: The act of conceding or yielding.
- Conflict: A state of opposition, disagreement or incompatability between two or more people or groups of people.

D

- Deduction: Conclusion or recommendation.

E

- Ethos: An appeal based on the perceived character of the sender of the message.

F

- Final offer: An indication of willingness to sell at a given price; opposite of bid.

G

- Goal: A statement of intent for the direction of the business.

I

- Induction: Supporting information.
- Interdependence: A relationship in which things depend on one another for survival.

L

- Leader: An individual who guides, directs, motivates or inspires others.
- Leadership: The activity of leading.

M

- Memo: A written proposal or reminder.

N

- Negotiation: The process of two or more people working together to resolve a problem.

P

- Proposal: A detailed analysis of the cost and components for a design project used to come to an agreement or contract before commencing work.
- Planning: An integral part of the strategy preocess.

R

- Resistance point: A negotiator's bottom point; the most he will pay as a buyer.

S

- Settlement point: The settlement as close to the other party's resistance point as possible.
- Strategy: A long term plan of action designed to achieve a particular goal.

T

- Tactics: A plan for attaining a particular goal (short-term or high-level).
- Target point: The point at which a negotiator would like to conclude negotiations.

Six Techniques for Conflict Resolution

1. I vs You Language:

Pronunce I and You, we (What's problem between I and You?)

2. Anticipation:

- Winning respect
- cooperation

3. Self-Interest: How well you are going to goals?

- Money
- Power
- Popularity
- Status
- Promotion
- Recognition

4. Meta-Talk: Pay attention to another communication and use Meta-Talk to avoid conflicts.

5. Limit-Setting:

- Set both expectation of each other.
- Avoid miss a mistake.

6. Using Consequences:

- State in a Non-Threatening Manner
- Have Legitimate power
- Follow through on your action

Sources of Conflicts

I. Role confussion

II. Stereotyping

III. Manipulation:4 types
- Flattery
- Sympathy
- Guilt
- Intimidation

Summarize Leadership Chapter 5 Usin Graphics & PowerPoint for a Leadership Edge

This chapter will focus on when and how to use graphics effectively, provide some basic guidelines for designing effective graphics, and deliver some guidance on designing and presenting graphics using PowerPoint. Leader need to know how and when to use graphics. Graphics improve presentations and documents, particularly if the material is primarily quantitative, structural, pictorial, or so complicated that it can be illustrated more efficiently and more effectively with a visual aid than with words alone. Graphics will contribute to the success of your oral and written communications.
Leaders use visuals that are integral to the communication of their intended meanings and not ones simply added for show. When selected appropriately and designed carefully, graphics embody and carry the meanings that create your message. With the introduction of PowerPoint, the default presentation graphics program for business presenters, and the improving graphic capabilities of MS word, adding graphics to communications has become increasing easier. However, PowerPoint presentations can and do contain solid content and can do communicate content effectively but only it the content is solid to begin with and if the slides conspire fully in communication the speaker’ message.

21 Tips in Time Management

1. Goal – What is it you want to accomplish?

• We should have a clear and specific goal.

2. Plans of action – put it in writing!

• Take your goal and write it down --> Organize --> Do it

3. Analyze - Make a list.

• Analyze where you are.
• Work step by step to accomplish.

4. Set priorities – What is relevant and irrelevant?

What is the most valuable use of my time?
• What you have to do?
• What you should to do?
• What is nice to do?
• Delegate
• Eliminate

5. Concentration – Learn how!

Key word: Single-handing
• Organize your goals --> put priority --> work one task at the time

6. Deadlines and Rewards – Positive logical consequences

• Set deadline --> Finish before the deadline

7. Time Log – Where is all your time going?

• Measure or management your time

8. Procrastination – Positive or Negative

Key word: Do it now!

9. Delegate – Delegate everything you can

Key word: Clarify
• Do not waste your productive time to do something that is not important
• Pick the right person to do it.

10. Meeting – An essential part of human life

Key word:
• Purpose of meeting --> do not go off the goal
• Agenda --> Start and stop meeting on time

11. Interruptions – Telephone and Walk in visitors

12. Key result areas – What key results have you been hired to accomplish?

13. Batching tasks– Group your responsibility

• Put group of tasks together --> Do it in the same time

14. Neatness – Clean up your work environment

Key word: Do not use it --> Put it away

15. Chunks of time – Allow time for important work

16. Transition Time – Learn more to earn more

• Spend time to read while you having lunchtime or coffee break.

17. Telephone – A powerful business tool!

Rules:
• Get on and off fast
• Call back when you control the time
• Go to the point
• List good notes when you have telephone meeting

18. Punctuality – Get a reputation for being on time

19. Work Simplification – Systemize the work process.

20. Saying “No” – Early and often

21. Balance – Improve the quality of your life

Summarize Leadership Chapter 4 Developing and Delivering Leadership Presentation

This chapter focuses on developing and delivering leadership presentation. The three P’s steps approach to presentation development and delivery. Planning your presentation is the first step that need to determine your strategy, analyze your audience, select the medium and delivery method, and organize and establish your logical structure. After you have analyzed your audience, developed your communication strategy and determined the overall structure, you are ready to start preparing the actual presentation. The preparation consists of developing the introduction, body, and conclusion; creating the graphics; testing the flow and logic; editing and proofreading; and practicing. When it comes to present, you should concentrate on your delivery style, focusing particularly on eye contract, stance, speech, and overall effect. You want to appear comfortable, confident, enthusiastic, and profession. Since much of the success of your presentation will be determined by how your audience perceives you right at the beginning, you should be prepared to establish your expertise and your value to the audience immediately and that positive ethos throughout.

Summarize Negotiation Chapter 4 Strategy and Tactics of Integrative Negotiation

In this chapter, we have reviewed the strategy and tactics of integrative negotiation. The fundamental structure of integrative negotiation is one with which the parties are able to define goals that allow both sides to achieve their objectives. Integrative negotiation is the process of defining these goals and engaging in a set of procedures that permit both sides to maximize their objectives.
The integrative negotiation process began with a high level of concern for both sides achieving their own objectives propel a collaborative, problem-solving approach. Successful integrative negotiation requires several processes. First, the parties must understand each other’s true needs and objectives. Second, they must create a free flow of information and an open exchange of ideas. Third, they must focus on their similarities, emphasizing their commonalities rather than their differences. Finally, they must engage in search for solutions that meet the goals of both sides.
The four key steps in the integrative negotiation process are identifying and defining the problem, identify interests and needs, generating alternative solutions, and evaluating and selecting alternatives. For each of these steps, we proposed techniques and tactics to make the process successful.
We then discussed various factors that facilitate successful integrative negotiation. First, the process will be greatly facilitated by some form of common goal or objective. This goal may be one that the parties both want to achieve, one they want to share, or one they could not possibly attain unless they worked together. Second, they must share a motivation and commitment to work together, to make their relationship a productive one. Third, the parties must be willing to believe that the other’s needs are valid. Fourth, they must be able to trust each other and to work hard to establish and maintain that wants and an effort to understand the other’s needs.

Summarize Leadership Chapter 3 Using Language to Achieve a Leadership Purpose

This chapter focuses on using Language to Achieve a Leadership Purpose. It has many ways to create a confident tone when you write in the business environment. Every one has an individual style. It is your voice; it is the “you” that your reader perceives and “natural” style and tone, so you do not try to imitate some one style. One way to make your writing clear is to make it concise. Clear writing is direct, to the point, and free of jargon, pomposity, and wordy constructions. The resulting lack of clarify can even suggest your thinking is careless, superficial, and imprecise or that you are too busy or do not care enough about your audience to take the time to make your communication clear and concise. A concise and confident style and an appropriate tone contribute to a positive ethos. In addition, studies have found that the correct use of language affects ethos as well because rule violations or errors that can cause misreading or suggest that the writer is careless or not well informed. All of these will help you to use the language to achieve a leadership purpose.

Summarize Negotiation Chapter 3 Strategy & Tactics of Distributive Bargaining

In this chapter, we will learn the basic structure of competitive or distributive bargaining situations and some of the strategies and tactics used in distributive bargaining. Distributive bargaining begins with setting your own opening, target, and resistance points. You learn the other party’s starting points and find out his or her target points directly or through inference. Usually you will not know the resistance point, the points beyond which a party will not go, until late in negotiation because the other party often carefully conceals them. All points are important, but the resistance points are the most critical. The spread between the parties’ resistance points defines the bargaining rang. In positive, if defines the area of negotiation within which a settlement is likely to occur, with each party working to obtain as much of the bargaining range as possible. In negative, successful negotiation may be impossible.
The negotiator’s basic goal is to reach a final settlement as close to the other party’s resistance point as possible. Although negotiators work to gather information about the opposition and its positions; to convince members of the other party to change their minds about their ability to achieve their own goals; and to promote their own objectives as desirable, necessary, or even inevitable.
Distributive bargaining is a conflict situation, wherein parties seek their own advantage – concealing information, attempting to mislead, or using manipulative actions. All these tactics can easily escalate interaction from calm discussion to bitter hostility. Negotiation is the attempt to resolve a conflict without force, without fighting. Be successful, both parties to the negotiation must feel at the end that the outcome was the best that they could achieve and that it is worth accepting and supporting.

Summarize Leadership Communication Chapter 2:Creating Leadership Document in Leadership communication

Selecting is the most effective communication medium. It has many ways such as text message, E-mail, memo, letter, discussion outline, chart pack or deck and Reports. You need to clarify your purpose, analyze your audience, and develop a communication strategy before you create a document. Organizing and formatting a document effectively select best structure for the audience and topic. Begin strongly with the major message early. Ensure overall structure and individual paragraphs are logically organized. End by clearly establishing closure and, if appropriate, next steps. Follow standard formatting for type of document.
Creating a table of contents include list major headings in a report, list in order of appearance, keep parallel and consistent, make wording in the table of contents match section headings exactly, cite page numbers accurately and create it last. Conforming to expectations for executive summaries that must be a stand-alone summary usually runs about 10% of full document length, Contains purpose, scope of work or research, results of study, emphasized conclusion and information the reader needs to make a decision or agree with your recommendation.
We should recognize the difference between Executive summary and an Introduction. Executive summary tells purpose, scope, and results of study, Emphasizes conclusions and information reader need to make a decision. Introduction will gives essential background data, tells how the work is organized, generally excluded findings or recommendations.

Summarize Essentials of Negotiation Chapter 2:Negotiation: Strategizing, Framing and Planning in Essentials of negotiation

Setting goals are the first step in the negotiation process. The goals set have direct and indirect effects on the negotiators strategy. Direct effects of goals have four aspects of how goals affect negotiation are important to understand: wishes are not goals, our goals are often linked to the other party’s goals, there are limits to what our goals can be, Effective goals must be concrete/specific. Indirect effects are forging an ongoing relationship. Strategy is the overall plan to achieve one’s goals in a negotiation and the action sequences that will lead to the accomplishment of those goals. Tactics is a short term, adaptive moves designed to enact or pursue broad strategies. Tactics are subordinate to strategy and driven by strategy. Planning is the “action” component of the strategy process.
Dual concern Model Defining the issues The Process of “Framing” the problem. Framing is about focusing, shaping and organizing the world around us. Negotiation needs framing because people have different backgrounds, experiences, expectations, and needs, they frame people, events and processes differently.

Summarize Leadership Communication Chapter 1: Developing Leadership Communication strategy in Leadership communication

In business, Strategy is determining your goals and developing a plan to achieve those goals. For communication, it is deciding what your purpose is in communicating with a particular audience and selecting the best way to appeal to that audience to achieve that purpose. Establishing a clear purpose in general, the purpose for business communication is one of the following: inform, persuade and instruct. However, within these three, you must decide exactly what it is you want to say and what you expect to achieve. Generating ideas are helping you to clarify your purpose by brainstorming, Idea mapping, Journalist’s questions, and Decision tree. They can use the communication strategy framework to determining the context and analyzing your audience.

Summarize Essential of Negotiation Chapter 1: The Nature of Negotiation

Negotiation is something that everyone does, almost daily. The common characteristics of negotiation situation are two or more parties who have a conflict of interest between them. They think they can get a better deal than by talking what the other side will give them. In negotiation, both parties need each other. This situation of mutual dependency is called interdependence. Interdependence has the potential to lead to synergy, which is the notion that “the whole is greater than the sum of its parts” and the potential of successful value creation is significantly increased with the appropriate application of the negotiation skills. The other potential consequence of interdependent relationships is conflict. Each conflict management strategy has its advantages and disadvantages, and is more or less appropriate given the type of conflict and situation in which the dispute occurs.

Autobiography "Cheng"

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Everybody has a story that begins when they were born and they have different life styles. What factors make every life different? Families, friends and environments influence and make every life different. In my life, I had many periods of time that something affects and makes my life interesting. This narrative and descriptive writing includes what did I do in the past for my study and my career, what I do when I came to the U.S. and what will I do in the future.
My name is Phatcharee Kosonetitwittaya. My nickname is Cheng. I was born in a small province in Thailand. I finished a high school at Chonkanyanukoon in Chonburi Province and moved on to study my Bachelor’s degree at Bangkok University. I graduated with my Bachelor’s degree of Business Administration in Marketing in 2001. I had a GPA 3.46 and I was awarded a scholarship for my high GPA. While I was studying in the University, I participated in many activities. For example, I was on a Marketing of modern trade in the seminar. I invited many chief executives from famous companies in Thailand to join in my seminar. I learned a lot about the real business from many activities. Before I finished my university studies, I participated in an internship as a salesperson and the leader of my team in the model company that was a part of the Professional Internship course. I received an award for my excellent team that means I could conduct my team to reach the highest targets. I was on a Marketing Club committee and the leader of team in the model company, so I learned how to cooperate with other people and combine my experience in real business.
I also had relevant experiences that were the background for studying for a Master’s Degree. In 2001, I worked as a marketing officer in the Domestic Sales Department at C.P. Poly Industry Co, .Ltd, a famous company in Thailand. My duties were correcting, forecasting and evaluating sales to support the salespersons and my employer. Then I used to conduct surveys and research the market for my employer. Two years later, I was promoted to Sales Executive. My employer gave me high-level jobs that had more responsibilities such as, reaching the sales target, taking care of my customers and cooperating with other departments. In addition, I had many chances of meeting with the Chief Executive officer and the managers of other departments. For these jobs, I used a variety of programs on the Windows XP platform, including Microsoft Word, Excel, and Power Point. I worked in this position for almost three years. While I was working for this company, I learned how to combine my B.A. in Marketing with my work.
In Thailand, the English language is important if I would like to advance in my career so I have decided to study my Master Degree in the U.S. I came here August 27, 2005. I took the first and the second semesters at American Language Institute at San Francisco State University. This institute helped me to improve my English because I had a chance to speak, write and listen to English everyday.
I have been to New York, Chicago, Washington DC, and Los Angeles when my school was off. I studied English almost one year and then decided to study my Master’s Degree in International Business at Lincoln University. All of my experiences will be useful in my studies because I can combine my experience in the marketing with a degree in business.
This is my first semester here and I hope to graduate my study within two years. I would like to spend a lot of my free time traveling around the world. Next trip, I will go to England to visit my friends and Japan to visit my cousin.
After I graduated my Master’s Degree, I would like to find a relevant job for here about two or three years to gain experience. I hope to combine my studies with a new job in the import and export field. When I return home, I would like to work for prestigious companies in that area to gain more experience for about two years. Building my own business is my ultimate goal in life. I will do it when I have a maturity and money for responsibility.
In conclusion, I chose to study abroad not only because I could learn more, but also because I wanted to talk with other people in the world, to see what they see, to feel what they feel and to live where they live. That way I could understand what they are thinking by standing in their place. I want my mind to be more open, to understand people all over the world better even though they are so different. Finally, to me, an MBA is a pre-requisite, as I believe it would place me on the right path and is the right tool for me to pursue business in the competitive real world.

Table of contents

About me : Autobiography "Cheng"

Summarize & Mapping in Essentials of Negotiation :

Chapter 1 : The Nature of Negotiation
Chapter 2 : Negotiation: Strategizing, Framing, and Planning
Chapter 3 : Strategy and Tactics of Distributive Bargaining
Chapter 4 : Strategy and Tactics of Intergrative Negotiation
Chapter 5 : Perception, Cognition, and Communication.
Chapter 6 : Finding and Using Negotiation Leverage.
Chapter 7 : Ethics in Negotiation.
Chapter 8 : Global Negotiation.
Chapter 9 : Managing Difficult Negotiations: Individual Apporaches.

Summarize & Mapping in Leadership Communication

Chapter 1 : Developing Leadership Communication Strategy
Chapter 2 : Creating Leadership Documents
Chapter 3 : Using Language to Achieve a Leadership Purpose
Chapter 4 : Developing and Delivering Leadership Presentations
Chapter 5 : Using Graphics and PowerPoint for a Leadership Edge
Chapter 6 : Developing Emotional Intelligence and Cultural Literacy to Strengthen Leadership Communication.
Chapter 7 : Leading Productive Management Meetings.
Chapter 8 : Building and Leading High-Performance Teams.
Chapter 9 : Establishing Leadership through Strategic Internal Communication.
Chapter 10: Leading throgh Effective External Relations.

Special Lecture :
21 Tips in Time Management
Six Techniques for Conflict Resolution

Glossary