Dissertations / Theses: 'Business negotiation'

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Lim, Cheng Geok. "Intercultural business negotiations : negotiation and linguistic procedures." Thesis, Aston University, 1995. http://publications.aston.ac.uk/10819/.

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Lindborg, Alexander, and Anna-Carin Ohlsson. "Cross-cultural business negotiations : how cultural intelligence influences the business negotiation process." Thesis, Kristianstad University College, School of Health and Society, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hkr:diva-5833.

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Over the last 30 years, technology has made it possible for people to travel to other cultures in a cheaper and more efficient way. The increased traveling has made it possible for an increase in trade and as the trade flourishes the need for people that can handle the differences between the cultures in the world increase. Some people handle cross-cultural negotiations better than others; we want to know how Cultural Intelligence influences The Business Negotiation Process.

To find out how Cultural Intelligence influences The Business Negotiation Process we choose to conduct qualitative interviews with a few Swedish companies that have experiences of cross-cultural negotiations with China.

The findings indicate that Cultural Intelligence influences The Business Negotiation Process by different factors such as engagement, communication and understanding. The greater engagement and understanding the negotiator has of the different parts the more likely it is that the business negotiation process will have a positive outcome.

We studied as much literature as we could find about cultural intelligence and the business negotiation process. Out of our findings, we build a model, and this gave the opportunity to test the different parts of the model in our research.

Our contributions to the field are foremost the discovery of the two new dimensions: Structure and Power Dependency that can be added to both Cultural intelligence and The Business Negotiation Process. In future research, these two dimensions can be further researched and developed. In our research, statements from our respondents create a small practical guideline for cross-cultural business negotiations with China. The negotiators might have use for this guideline when negotiating with Chinese companies.

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Thörnblom, Jonas. "Cultural Impact on International Business Negotiation." Thesis, Linköping University, Department of Management and Economics, 2002. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-1212.

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Background: The increasing global business competitiveness thoroughly intensifies the demand for improvements of communication and negotiation skills in order to adjust competence to successfully conduct the work of getting treaties of cooperation and business development to work everywhere. It is simply a matter of survival for an increasing amount of multinational companies operating in all kinds of different locations and businesses around the world. This state of nature also holds for Swedish and Spanish companies, that both heavily depend on foreign trade, and whose negotiating behavior is going to be the focus of this study. For every international company facing the challenges of developing new business in foreign cultures it should be of interest to find out what would improve their business interactions. The study is therefore investigating possible ways of how to deal with cultural implications that might appear in international business negotiations.

Purpose: To study and analyze the presence of cultural impact on international business negotiations, with a special emphasis on Swedish-Spanish business negotiators.

Method: Considering negotiations as a process-oriented phenomenon observed from empirical studies of individual cases and drawing conclusions thereof, the study takes a hermeneutic qualitative-inductive interaction approach. The frame of references are constitued by a thorough spectra of well established theories developed within the fields of communication, negotiation and intercultural studies.

Result: The study proves that the behavior of negotiators are influencing the outcome of the negotiation, particularly in international contexts where the parties have different experiences, historical and cultural backgrounds as well as different perspectives on life.

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Aykaç, Tayfun [Verfasser]. "Teams in Intercultural Business Negotiations : prioritization of negotiation issues, adaptation to culture-bound negotiation styles, and (un-)ethical behavior / Tayfun Aykaç." Berlin : ESCP Europe Wirtschaftshochschule Berlin, 2015. http://d-nb.info/1071074164/34.

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Rhee, Hyeun-Suk. "A study on the impact of a negotiation support system on the negotiation process and outcomes." Connect to resource, 1993. http://rave.ohiolink.edu/etdc/view.cgi?acc%5Fnum=osu1263045995.

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Andersson, Viktor, and Alexandra Mets. "Cross-Cultural Business Negotiations : The Impact of Business Cultures from a Swedish Perspective." Thesis, Karlstads universitet, Handelshögskolan (from 2013), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kau:diva-77717.

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With our increasingly competitive globalized economy, we are experiencing an emerging trend of firms competing on new international business markets (Bell et al. 2001; Huang 2010). In order to successfully negotiate in an international context, cultural sensitivity needs to be taken into consideration (Manrai & Manrai 2010). This study aims to examine how and to what extent professionalnegotiators’ international negotiation process is influenced by different businesscultures. The study was made by in-depth interviews of five Swedish based professional negotiators and their experiences from negotiating in France, Brazil and Singapore. The mentioned negotiation process was based on Ghuari’s(2003) international business negotiation model which consists of a pre- negotiation stage, a face-to-face negotiation stage and a post-negotiation stage. These stages have been analyzed and interconnected with several cultural variables such as cultural intelligence, adaptation, communication, hierarchy and the Hofstede (2011) parameter of collectivistic versus individualistic cultures to substantiate our two research questions: 1) How does culture intervene in the different stages of the negotiation process? And 2) How are the negotiators adjusting their negotiation strategy to better accommodate the specific culture? The empirical findings showed that there are several differences in both theFrench, Brazilian and Singaporean business culture as well as the negotiators’experiences of their need of adapting to the culture they are negotiating with. The data highlighted the importance of cultural understanding and obtaining the knowledge in a pre-negotiation stage in order to prevent unnecessary misunderstandings which could obstruct the negotiation. The major differenceswhich required the negotiators’ understanding and adaptation was the crucialfactor of building a relationship with the Singaporean delegation, the French’stough negotiation approach and the hierarchical setting in Brazil. The conclusions demonstrated the benefits of cultural adaption as well as the potential pitfall of over-adapting and the imperative preparatory work needed in the pre-negotiation stage of the negotiation.

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Nardi, Nazly Katherine. "Negotiating with Dominicans: An Analysis of the Negotiation Style Used by Dominicans." NSUWorks, 2009. http://nsuworks.nova.edu/hsbe_etd/82.

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This dissertation examines the negotiating style of the Dominican negotiator. The research presented is of qualitative nature -a phenomenology study- which looks at a single country: the Dominican Republic. Two major research strategies used in this research are (a) in-depth interviews with negotiators and observers and (b) a cultural survey instrument of Dominican managers. Data has been collected from primary sources, through interviews of negotiators in the private and public sector and through surveys completed by managers and negotiators. After distilling the interview through horizonalization and other qualitative analyses methods, within-case and across-case analysis were done to determine key findings of each interview. This dissertation provides an insight into the cultural profile of Dominicans, as the foundation to create a descriptive profile of the Dominican negotiator.

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Li, Haifei. "Automated e-business negotiation model, life cycle, and system architecture /." [Gainesville, Fla.] : University of Florida, 2001. http://purl.fcla.edu/fcla/etd/UFE0000327.

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Thesis (Ph. D.)--University of Florida, 2001.
Title from title page of source document. Document formatted into pages; contains xi, 117 p.; also contains graphics. Includes vita. Includes bibliographical references.

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Rudolph, Kai. "Bargaining power effects in financial contracting : a joint analysis of contract type and placement mode choices /." Berlin : Springer, 2006. http://dx.doi.org/10.1007/3-540-34496-9.

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Lin, Xiaofeng, Ran Yan, and Argiris Christakopoulos. "International business negotiation in the South and North China." Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-4444.

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AbstractData: 2008 –09 – 29Level: Bachelor Thesis in Business Administration, 15 hp,Title: International business negotiation in the South and North ChinaAuthors: Xiaofeng Lin, Ran Yan, Argiris Christakopoulos,Supervisor: Leif SannerProblem: Concurred with China's economic development, the commercial activitiesamong China and different countries have become more frequent. Manyscholars have come to realize that China's different cultural background hasbeen a great extent influenced by the international business activities, andmany articles have been described about how the Chinese unique culturalinfluence the international business negotiation. But because the cultures inthe South and north China have some great differences, therefore, when wereviewed those articles, we found that those descriptions in the articleswere not comprehensive. Some of the opinions were feasible and effectivein north of China in business negotiation, but perhaps were not suitable inthe South of China.Purpose: The purpose of this thesis is to get a better understanding of how the differentcultures from north and south China affect the international negotiationprocess.Method: We have developed the qualitative approach to fulfill our thesis purpose. Thisqualitative study was conducted by interviewing two managers from ChinaOcean Shipping Agency Fuzhou (south China) and JINAN XiaoYa CO.Ltd(north China). All the final results are derived from the analysis of thegathered empirical data and the theories presented.Result: By analyzing the connection between the collected empirical data and thepresented theories, the main conclusion we get is that in an internationalnegotiation process, the different cultures from south and north China mayhave an effect on different levels.

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鍾煒霖 and Yan W. Fong. "Negotiation techniques and their applications in the diamond business." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1988. http://hub.hku.hk/bib/B31264062.

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Lin, Xiaofeng Yan Ran Christakopoulos Argiris. "International business negotiation in the South and North China /." Eskilstuna : Mälardalen University. School of Sustainable Development of Society and Technology, 2008. http://www.diva-portal.org/smash/get/diva2:127352/FULLTEXT01.

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Fong, Yan W. "Negotiation techniques and their applications in the diamond business /." [Hong Kong : University of Hong Kong], 1988. http://sunzi.lib.hku.hk/hkuto/record.jsp?B12368155.

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Garcez, Pedro de Moraes. "Conflicting conversational styles in a cross-cultural business negotiation." reponame:Repositório Institucional da UFSC, 1991. https://repositorio.ufsc.br/xmlui/handle/123456789/157716.

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Dissertação (mestrado) - Universidade Federal de Santa Catarina, Centro de Comunicação e Expressão
Made available in DSpace on 2016-01-08T17:23:17Z (GMT). No. of bitstreams: 1 84375.pdf: 3767467 bytes, checksum: 89c4ae5f362581e206fffbb9712395b9 (MD5) Previous issue date: 1991
Durante 4 dias consecutivos foram gravadas em vídeo reuniões entre dois importadores norte-americanos e dois fabricantes brasileiros. Apresenta-se aqui a micro-análise etnográfica desta interação (Erickson 1991). A partir desta análise foram integrados os dados de pesquisa e isolados os momentos de conflito na interação através de sucinta análise de quadros (Tanner 1984, 1986), identificam-se nestes dados três atividades de fala: especificações técnicas, conversa social e negociação. Com base na abordagem sociolingüística interacional, analisam-se a seguir os momentos de conflito nas tarefas argumentativas durante atividade de negociação (Gumperz 1982a). Esta análise revela dois estilos diferentes para o estabelecimento dos pontos de argumentação: enquanto os importadores norte-americanos apresentam seus pontos para em seguida defendê-los, os fabricantes brasileiros faziam uma série de observações preliminares em defesa de seus pontos antes de apresentá-los. Apresentam-se então 4 problemas de má comunicação gerados por conflitos entre esses estilos. Observou-se que esses conflitos resultam do fato dos participantes não compartilharem das mesmas convenções de contextualização para produzir e interpretar enunciados como pontos de argumentação. Concluiu-se que o uso inadvertido de estilos conversacionais diferentes causou os graves problemas de comunicação apresentados.

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Nagatomo, Yuko. "Intercultural factors in business negotiation between Japanese and Americans." PDXScholar, 1988. https://pdxscholar.library.pdx.edu/open_access_etds/4055.

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This thesis is a review of relevant literature on business negotiation between Japanese and American and an analysis of cultural differences in negotiation from an intercultural perspective. The following four key issues are explored and analyzed with intercultural communication concepts: 1. major differences in approaches to the process of business negotiation between the United States and Japan; 2. potential friction between Japanese and Americans in business negotiation that is attributable to Japanese and American cultural differences; 3. the applicability and usefulness of an intercultural perspective in enhancing business negotiation skills; and 4. main factors affecting the use of an intercultural perspective in cross-cultural business negotiation and the degree to which they are manifested in the u.s.-Japan business negotiations.

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Khakhar, Priyan P. "Examining the impact of power, negotiator characteristics and environmental factors on the international business negotiation process." Thesis, University of Manchester, 2007. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.594761.

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The increase in international business activity and the potential high losses deriving from unsuccessful negotiations highlights the importance of continued research within the international business negotiation discipline. The importance of international business negotiations within global business is reflected in the academic community by observing the growth in the number of publications and the increased reference to conceptual models of international business that capture a vast array of factors. Based on a thorough literature review the following research gaps were identified. First, insufficient empirical scrutiny regarding the use of international business negotiation models; and second the lack of statistical understanding of the association between 'important factors' and the negotiation process. The contribution to knowledge of the study is the empirical examination of the relationship between the 'negotiation process' and the 'important factors': 'power', 'environmental factors' and 'negotiators characteristics'. These three factors were identified as they are deemed important in international business negotiation models as well as negotiation literature in other disciplines. By examining the 'compositions' of the three factors and based on a comprehensive literature review, eleven variables and associated hypotheses encapsulating the above factors are suggested and tested. The number of negotiators in the sample was statistically determined and the survey was administered electronically (N=155). Testing of the hypotheses was conducted through a linear structural equation modeling methodology using LISREL i.e., a specialist software for the purposes of model testing. The main findings of the study are as follows. Six statistically significant results corresponding to six of the eleven hypotheses of the study were identified. These include information power, legitimate power, social harmony, political influence, team commitment and individual motivation with respect to competitive or cooperative negotiation processes. The academic contribution of this study relates to model exploration. It brings causal statistical objectivity to qualitatively developed concepts, as an essential step in development of knowledge. Both theoretical and managerial implications of the study are examined. Furthermore, directions for future research that build on the findings of the study are indicated.

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Abouhamada, Abdelmawgoud Abdalla. "Negotiation strategy in Egyptian multinational enterprises." Thesis, University of Derby, 2001. http://hdl.handle.net/10545/325015.

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The negotiation process (NP) is the process by which two or more negotiation parties try to achieve a mutual agreement. The negotiation strategy selection (NSS) is an important part in this process. As the proportion of the international to domestic trade increased in recent years so the frequency of the negotiation processes between people from different countries and cultures increased. Most of the relevant studies in the negotiation field focussed on NP generally and a very few of these studies focussed on the negotiation strategy (NS). There are many factors that influence NSS but from the relevant studies in the negotiation field there was no study focussed on the internal factors that influence NSS especially in multinational enterprises. Therefore, this study focussed on NS in multinational enterprises generally and Egyptian Multinational Enterprises (EME) specifically. The study. aimed to (i) Identify the concepts ofNPand NS. (ii) Identify the main types of NS and the negotiation tactics (NT). (iii) Identify the internal factors that influence NSS. This was undertaken with EME as a survey study, and Aea Brown Boveri (ABB) as a case study. ' j • This study' showed that there was arelative understanding in the perceptions of the managers in EME and ABB regarding the concepts of NP and NS and the main types of NS and NT. Also, their understanding regarding the concepts of NS was closer to the literature views than their understanding regarding the concepts ofNP. Further, there was a difference between the literature views and the managers' views in EME and ABB regarding the internal factors that influence NSS ..Finally, there was a difference between the managers' views in E:ME·and ABB 'regarding the concepts of NP and NS; the main types ofNS and NT and the importance rate (IR)"and the dependence rate (DR) of the internal factors that influence NSS.

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Chen, Xi. "IT supported business process negotiation, reconciliation and execution for cross-organisational e-business collaboration." Thesis, Loughborough University, 2008. https://dspace.lboro.ac.uk/2134/4873.

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Sandin, Ronja, and Joshua Francis. "The Complexity of Executing International Negotiations while Maintaining Business Ethics - Developing the value-based International negotiation model from an ethical perspective - the Sanfran Ethical International Business Negotiation Model (SEIB NM) : An exploratory case study within the defence industry." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Företagsekonomi, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-39874.

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Background This thesis explores the role of ethics in negotiations within the international defence industry. Existing gaps in literature are identified by using two existing literature reviews: one concerning negotiations and one concerning ethics. The gaps in existing literature lead to the need for a number of areas of development: the need for new negotiation models; the need to include ethics in international negotiations; and the need for studies to included negotiation professionals, opposed to students. Methodology and Method The method used consists of a single-case study using interviews to gain insight from those responsible for negotiations and ethics at Saab, a Swedish International defence company. Theoretical Framework To explore the possibilities of an ethically based negotiation model, two existing models were examined. The first used is the Value-Based Negotiation Model (VBN) by Gan (2017) and establishes a negotiation framework. The second model by Erwin (2010) offers perspectives on the effectiveness of documents used to establish ethical foundations in organizations. Proposed Research Framework The research framework that is established is the Sanfran Ethical International Business Negotiations Model. The model incorporates the steps needed for successful integrative negotiations with aspects aimed at increasing ethical collaboration and to reduce the risk of unethical behaviour. Findings and further research. The research has fulfilled its two goals by adding to existing literature surrounding negotiations and by developing a conceptual framework to be used in international defence negotiations that uses ethical requirements as a foundation. Implications for theory and practice are discussed and future research directions are offered.

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Hu, Jiuru. "Virtual property agency : electronic market with negotiation supports /." Hong Kong : University of Hong Kong, 2000. http://sunzi.lib.hku.hk/hkuto/record.jsp?B21903505.

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Deari, Hasim, Viktoria Kimmel, and Paola Lopez. "Effects of cultural differences in international business and price negotiation." Thesis, Växjö University, School of Management and Economics, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:vxu:diva-2215.

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The number of companies operating internationally is growing constantly. The world is opening up for foreign firms and new destinations in the company´ business are increasing. Because of high competition the companies operating abroad are faced with a much larger task then before.

When going international the challenges the company must handle are new and unfamiliar. Obstacles the firm never faced before are becoming crucial in the every day work. Culture is one of these obstacles and can affect the entire co-operation.

Culture can influence the business in different ways. Language problems, pricing difficulties and culture collisions are not uncommon, especially in the beginning. The company must be able to handle these difficulties in a way that is satisfying also for the other part. Mistakes can be difficult to correct and disrespect for the foreign culture can destroy the entire operation.

There are some general advices the company always must have in mind before and during a co-operation on the international market. It is important, even before entering the foreign country, to inform the personal about the manners and customs in that new culture. If the first impression becomes negative, this can be hard to shake. Foreign cultures have different ways of doing business, for example when it comes to planning ahead and keeping delivery times. Culture can be both a positive and negative influence and many companies are struggling in the new and foreign environment.

The important thing to always have in mind is that the foreign culture is not as we are used to at home and to be prepared before starting the new foreign operation. Respecting and understanding the new culture without forcing our own beliefs on people, are things that can be extremely helpful to consider. By learning the host country’s language, can respect and trust more easily be won, and competitive advantages can arise.

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Ma, Zhenzhong 1972. "All negotiations are not perceived equal : the impact of culture and personality on cognitions, behaviors, and outcomes." Thesis, McGill University, 2005. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=85186.

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Culture and personality have been two of the most-studied factors in negotiation research, yet only limited evidence has been provided for their impact on negotiation behaviors and outcomes. This dissertation first reviews the development of negotiation research and explores an emergent body of negotiation studies that integrate cognitive and social factors into the examination of the negotiation process (Bazerman, Curhan, Moore, & Valley, 2000). A mental model of dyadic negotiation is proposed to incorporate the principles from social cognition research, whereby negotiation is seen as a cognitive decision-making process with involved parties defining what are appropriate objects of the dispute and what are acceptable behaviors and tactics. Within this framework, negotiator's cultural background, personality, and interpersonal relationship with counterpart jointly determine negotiator's cognitions, which further determine negotiation process (Barry & Friedman, 1998; Thompson, 1990, 1998).
A laboratory experiment is then designed to explore the effects of culture and personality on: (1) negotiator cognitions---the mental representations of the negotiation situation, issues, and negotiation partners, (2) competitive, collaborative, and yielding negotiation behaviors, and (3) economic and affective negotiation outcomes.
Three important negotiator cognitions, win-lose orientation, face-saving, and trust, are empirically tested in this study. Results suggest that negotiator cognitions do mediate the impact of personality and culture on negotiation process. Similarly, the impact of negotiator cognitions on negotiation outcomes is mediated by negotiation behaviors manifested during negotiation. Specifically, final results show that individualistic negotiators tend to perceive negotiation as a win-lose process and agreeable negotiators are more likely to trust their counterparts. Results also show that extraversion, long-term orientation, and collectivism are predictors of face-saving. Moreover, face-saving predicts competitive behavior that leads to higher individual profits while trust determines the level of collaboration that often leads to higher satisfaction. Practical implications and future research are discussed in the final chapter.

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Bülow, Anne Marie. "E-Mail in International Negotiation." Department für Fremdsprachliche Wirtschaftskommunikation, WU Vienna University of Economics and Business, 2009. http://epub.wu.ac.at/1136/1/document.pdf.

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This paper investigates the advantages and disadvantages of the use of e-mail to obtain agreement between two parties with overlapping but also conflicting interests. The literature on Media Richness suggests that e-mail is too lean to facilitate agreement; but all supporting evidence stems from homogenous populations. This paper, however, starts from the hypothesis that in connection with lingua franca interaction, the text format provides advantages for parties that need to think how to phrase an argument. However, the evidence provided from a negotiation task performed by international business students indicates that, while there is a distinct advantage in the feature of reviewability, the text format itself also poses a problem because it allows selective attention.
Series: WU Online Papers in International Business Communication / Series One: Intercultural Communication and Language Learning

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Burhan, Ahmad Mtengwa. "Marketers' perceptions of negotiation behaviour in a global scale." Thesis, Nelson Mandela Metropolitan University, 2012. http://hdl.handle.net/10948/d1013705.

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The success of international business depends on effective negotiations. Such negotiations do no happen in a vacuum, but usually in a specific environment that includes; time, surrounding, place, culture and people. The business environmental setting includes legal and political pluralism, currency fluctuations, foreign exchange, foreign government controls, bureaucracy, instability, change, ideological and cultural differences, as well as the influence of external stakeholders. These business negotiations environments can influence the behaviour of negotiation in global firms, impacting firms internationally. The reasons to negotiate on an international level may include considerations such as: choice of venue, culture to observe; and the outcome of the negotiation process. The aim of this study was to determine the influence of the international marketing environment, awareness of negotiation skill, interest groups and negotiation atmosphere on behaviour of marketers in a global firm. The study assessed the impact of negotiation behaviour on business agreements based on trust and certainty and level of commitment. The purpose of the study was to gauge the impact of negotiations behaviour pertaining to failure of business negotiations in Tanzania. In addition, the study endeavoured to determine the impact of environmental variables on the negotiation behaviour of marketers. The questionnaires used in the study comprised seven variables with statements linked to a five-point Likert-type interval scale varying from “strongly agree” to “strongly disagree. Self-administered questionnaires were used for data collection from global firms’ marketers and their management representatives; 323 questionnaires were collected from respondents. This study contributed to the literature on negotiation behaviour in a global firm and the perceptions of such global marketers in Tanzania. Many international companies in Tanzania find it difficult to formulate and implement a comprehensive business strategy; therefore, this study intends to equip international business managers with the leadership skills required. Based on the findings of this study, the negotiators and government are expected to play a major role in business negotiations to promote effective trade agreements despite limitations of political influence in the negotiation process. Political stability in a country enhances foreign business which in turn improves negotiation behaviour. A just legal system, with clear and unambiguous business guidelines and policies would benefit and promote local businesses and government representatives and negotiators in respect of international business negotiation behaviour. Reasonable tax and interest rates and fair business policies should improve international trade negotiations and business practices. In order to conduct successful international negotiations aspects such as culture, language differences, customs and traditions are important and should enjoy high priority. Aspects such as these mentioned influence the conducting and atmosphere and outcome of negotiations. The study reveals that the use of specialists and interpreters are imperative to guarantee understanding and successful outcomes. According to the findings negotiators should possess good negotiating skills to be able to steer the negotiation process through the different phases of negotiation that requires different negotiating skills at each stage of negotiation. It is clear that to have successful win-win negotiation outcomes the leading negotiator should put together a good team, with expert knowledge of product or conditions and negotiating skill, as well as possessing the attributes mentioned in the previous paragraph. The negotiator should also be able to determine authority limits, patience and observe negotiation ethics. No team disagreements concerning the business/project matters should be aired in front of counterparts during negotiations and professional conduct must prevail at all times. The findings of the study indicated that awareness of the practice of offering concessions regarding government tariff laws and price discounts that is in line with traditions in Tanzania. Concessions should not be made until all issues have been discussed, to avoid granting unnecessary benefits during negotiation that might be interpreted as bribery. This study concluded that it is important that marketers meet the requirements of business practices by sharing clear guidelines and policies regarding business practices, as this will lead to fruitful decisions. It was also found that negotiation behaviour improves when negotiators are willing to share information and agree that all communication must be in writing; marketers are more comfortable when there is a clear understanding of matters agreed upon, the choice of trading partners and that all trading agreements are written and a contract signed by all the parties, including governments where necessary. Marketers’ intentions are derived from the common interests of both parties and the negotiations should always take place in avenue that is suitable to both parties, conducted in fairness and offers must be reasonable and attainable with a positive outcome as the ultimate aim for both parties. This study reveals that negotiators insist on the use an agent or agents and sub-contractors to ensure mutually beneficial strategic business partnerships. However, when the role of the interest groups is explained to all participants, negotiation behaviour improves. It can also be concluded that negotiators allow interest groups to participate as team leaders and their number should be equal to the number of foreign negotiators, to ensure that marketers feel more at ease and comfortable to participate. An atmosphere based on bargaining power exerts a positive influence on the level of commitment among negotiating partners; and can be a predictor of the range of agreement as well as shape limits and priorities among dimensions of rivalry. However, it is important for marketers to express willingness to accept the terms of their counterpart’s bargaining zone regardless of non-profitable quotas at stake; identify areas of bargaining from foreign traders even if they are not attractive enough for local traders and are comfortable with the counterparts’ bargaining zone regarding fixed rates on exporting and importing quotas between trading partners to build trust among negotiators. In conclusion, it was found that negotiation behaviour has a positive influence on the level of commitment of trading partners. A positive business relationship is created on trust and a high-level of commitment which should be of great satisfaction to negotiating parties for future prospective negotiations.

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Yang, Zhijian Kevin. "Role and behavior of interpreters : an exploratory study in American-Chinese business negotiations." PDXScholar, 1991. https://pdxscholar.library.pdx.edu/open_access_etds/4277.

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The purpose of this study is to identify the roles and behaviors of interpreters. The context of this research is American-Chinese business negotiations. The focus of this study is on the roles and behaviors of interpreters by means of revealing the perspectives of interpreters and American negotiators.

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胡九如 and Jiuru Hu. "Virtual property agency: electronic market with negotiation supports." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2000. http://hub.hku.hk/bib/B31222699.

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Lei, Pouwan. "Negotiation and coordination using market-based agents in E-business applications." Thesis, University of Sussex, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.271769.

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Aspeteg, Joakim, and Jonas Karlsson. "A Swedish perspective of business negotiation in a cross-cultural context : A multiple case study on B2B level regarding business negotiations in China and how cultural differences has an impact." Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36239.

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Prince, Les. "Leadership and the negotiation of order in small groups." Thesis, Aston University, 1988. http://publications.aston.ac.uk/10846/.

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This thesis is focussed on the role differentiationhypothesis as it relates to small groups (Bales, 1958). The hypothesis is systematically examined, both conceptually and empirically, in the light of the Equilibrium Hypothesis (Bales, 1953) and the Negotiated Order Theory of leadership (e.g. Hosking, 1988). Chapter 1 sketches in a context for the research,which was stimulated by attempts during the 60s and 70s to organise small groups without leaders (the leaderless group, based on isocratic principles). Chapter 2 gives a conceptual and developmental overview of Bales' work, concentrating on the Equilibrium Hypothesis. It is argued that Bales' conceptual approach, if developed, can potentially integrate the disparate small groups and leadership literatures. Chapters 3 and 4 examine the concepts `group', `leader' and `leadership' in terms of the Negotiated Order perspective. In chapter 3 it is argued that two aspects of the concept group need to be taken separately into account; physical attributes and social psychological aspects (the metaphysical glue). It is further argued that a collection of people becomes a group only when they begin to establish a shared sense of social order. In chapter 4 it is argued that leadership is best viewed as a process of negotiation between those who influence and those who are influenced, in the context of shared values about means and ends. It is further argued that leadership is the process by which a shared sense of social order is established and maintained, thus linking the concepts `leadership' and `group' in a single formulation. The correspondences with Bales' approach are discussed at the end of the chapter. Chapters 5 to 8 present a detailed critical description and evaluation of the empirical work which claims to show role differentiation or test the hypothesis, both Bales original work and subsequent studies. It is argued here, that the measurement and analytical procedures adopted by Bales and others, in particular the use of simple means as summaries of group structures, are fundamentally flawed, and that role differentiation in relation to particular identifiable groups has not been demonstrated clearly anywhere in the literature. Chapters 9 to 13 present the empirical work conducted for the thesis. 18 small groups are examined systematically for evidence of role differentiation using an approach based on early sociometry (Moreno, 1934). The results suggest that role differentiation, as described by Bales, does not occur as often as is implied in the literature, and not equivocally in any case. In particular structures derived from Liking are typically distributed or weak. This suggests that one of Bales' principal findings, that Liking varies independently of his other main dimensions, is the product of statistical artifact. Chapter 14 presents a general summary of results and presents some considerations about future research.

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Rose, Randall L. "Attributional processes in buyer-seller negotiations /." The Ohio State University, 1986. http://rave.ohiolink.edu/etdc/view?acc_num=osu1487323583621216.

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Shen, Lei. "A Discourse Analysis of Chinese Disagreement Management Strategies in Business Negotiation Settings." Diss., Tucson, Arizona : University of Arizona, 2006. http://etd.library.arizona.edu/etd/GetFileServlet?file=file:///data1/pdf/etd/azu%5Fetd%5F1469%5F1%5Fm.pdf&type=application/pdf.

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Borghese, Erica <1994&gt. "The Impact of Culture in International Business Negotiation - the Chinese-Italian Example." Master's Degree Thesis, Università Ca' Foscari Venezia, 2021. http://hdl.handle.net/10579/18935.

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Lo scopo dell’elaborato è quello di analizzare in che modo le differenze culturali influenzano le trattative commerciali tra Cina e Italia. Il primo capitolo comprende un'introduzione generale al concetto di negoziazione e identifica i vari fattori che influiscono su tale processo. In primo luogo, vengono analizzati alcuni aspetti legali con particolare riferimento all’ordinamento italiano, tra cui la responsabilità precontrattuale, il principio di buona fede e i documenti precontrattuali, ma anche la disuguaglianza del potere negoziale e le leggi a tutela del contraente debole. Nella sezione dedicata alla “dimensione culturale”, dopo un breve excursus sul concetto di “cultura”, vengono analizzati alcuni modelli a essa pertinenti. Particolare enfasi viene posta sui lavori di ricerca compiuti da Geert G. Hofstede, Edward T. Hall e Jeswald W. Salacuse. Il secondo capitolo è, invece, incentrato sul processo di negoziazione in Cina. Anche questa parte spazia da una "dimensione legale" a una "dimensione culturale". Inizialmente viene esaminata la responsabilità precontrattuale nel diritto cinese. Successivamente, l'attenzione si sposta sulla cultura cinese e sulla sua influenza all’interno del processo negoziale. Il terzo e ultimo capitolo si focalizza sulle relazioni tra Cina e Italia. Inoltre, viene condotta un'indagine qualitativa attraverso interviste semi-strutturate con negoziatori italiani. L' obiettivo è quello di verificare se quanto emerso dalla teoria sulla negoziazione trova riscontro nella realtà effettiva.

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Li, Fengru. "The cultural meanings and social functions of "face" in Sino-U.S. business negotiations /." Thesis, Connect to this title online; UW restricted, 1996. http://hdl.handle.net/1773/8217.

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Shehryar, M. Omar. "Antecedents and consequences of consumers' desire to negotiate /." free to MU campus, to others for purchase, 2003. http://wwwlib.umi.com/cr/mo/fullcit?p3099633.

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Yang, Wenhui. "A discourse analysis of trade negotiations." HKBU Institutional Repository, 2008. http://repository.hkbu.edu.hk/etd_ra/861.

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Ma, Xiaoyan. "The role of renegotiation on incentives and welfare in venture capital /." View Abstract or Full-Text, 2002. http://library.ust.hk/cgi/db/thesis.pl?ECON%202002%20MA.

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Thesis (M. Phil.)--Hong Kong University of Science and Technology, 2002.
Includes bibliographical references (leaves 19-20). Also available in electronic version. Access restricted to campus users.

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Leung, Thomas K. P. "An empirical study of a holistic Sino-foreign joint venture negotiation model /." [Richmond, N.S.W.} : University of Western Sydney, Hawkesbury, 1999. http://library.uws.edu.au/adt-NUWS/public/adt-NUWS20030624.085939/index.html.

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Thesis (Ph.D.) -- University of Western Sydney, Hawkesbury, 1999.
Spine title: Sino-foreign negotiation. Thesis submitted for the degree of Doctor of Philosophy. Includes bibliographical references (p. 572-574).

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Szymanska, Izabela Iwona. "A case study of entrepreneurial orientation and organizational identity negotiation in large, transgenerational family business." Thesis, The University of North Carolina at Charlotte, 2015. http://pqdtopen.proquest.com/#viewpdf?dispub=3721075.

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The current body of research suggests that the relative importance of business objectives and family objectives changes over time in family firms (Miller et al., 2011). As family firms age, company management tends to provide more resources for the immediate needs of family members rather than invest in projects capable of bringing new streams of revenue. However, there are exceptions from this trend: The decrease in competitiveness does not affect all family businesses. I am interested in how some family businesses are able to maintain a strong business and entrepreneurial focus over generations. I am also interested in the interaction between the family and non-family members that can potentially contribute to creating these conditions. The long history of the family business that was studied in this research project, as well as its strong position among the competitors made this company a suitable case study for the broad research question exploring the sources, the scope and the facets of entrepreneurial orientation present in the family business, as well as the ways in which organizational identity influenced company entrepreneurship and innovation. The results of the study indicate that the company strived to be entrepreneurial, but their efforts were inhibited by the basic organizational pressures and aspects of their organizational identity centered on their being a community retail store. Findings of the study are discussed in the light of the existing body of scholarship on entrepreneurship in family businesses. In addition to that, the study also presents theoretical propositions related to the questions on how and why a transgenerational family business with diminishing entrepreneurial focus may make an effort to foster entrepreneurship.

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Zucchi, York Arnim Vigoni. "Factors affecting the equity-split decisions at business start-up in South Africa." Diss., University of Pretoria, 2011. http://hdl.handle.net/2263/25225.

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The issue of the division of equity is one that founders of joint ventures inevitably face during the start-up phase of business development. Whilst this is an issue of great importance in that it shapes the capital structure of the business (Roberts and Zender, 2008) and impacts on the future productivity of founder members (Holstrom, 1982), it is an area that has received little systematic attention in academic literature. Hellman and Wasserman (2011) conducted a large scale study of equity splits in start-up’s and noted that the three factors of (1) the value of the idea, (2) past entrepreneurial experience and (3) capital contribution played a significant role in determining the division of equity. This study employs a qualitative research methodology to investigate the process of equity negotiation with the aim of identifying further factors that may guide decisions in equity negotiation. The key findings of the research are that the dynamics of the interpersonal relationships that exist between founder members appear to influence equity negotiations, in that preserving goodwill in these relationships was a factor that motivated founder members to lean towards equal equity splits. The two phenomena that are associated with a need to preserve goodwill within the relationship are the existence of a relationship prior to entering into business, and the business venture being based on a shared idea.Copyright
Dissertation (MBA)--University of Pretoria, 2011.
Gordon Institute of Business Science (GIBS)
unrestricted

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Karanasiou, Panagiota-Penny. "Fulfilling the interpreting mandate in business negotiation meetings : the perspectives of interpreters and clients." Thesis, Heriot-Watt University, 2017. http://hdl.handle.net/10399/3373.

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This study investigates how interpreters perceive their role while working in business negotiation settings and also what role clients mandate to interpreters in those settings. Building on existing work on liaison interpreting, this study hypothesises that interpreters in business settings are active and visible parties of the interaction. As such, they exceed their prescribed role and become part of the client's team. In order to test this hypothesis and scrutinize the role of interpreters in those settings, a mixed methods approach was followed. Both quantitative and qualitative data were collected from interpreters. Data concerning clients' perceptions were collected by indepth semi-structured interviews. A combination of inductive and deductive approaches was used in order to code and analyse the data. The results showed discrepancy of role perceptions between the interpreters and the clients, and manifested how the setting mandates differing role statuses to interpreters. Furthermore, this study reconfirmed previous studies concurring that liaison interpreters are visible parties of the interactions. This study aims to fill a gap in the interpreting literature concerning interpreters' role in business negotiation settings, improve professional practices and thus enhance the effectiveness of interpreter-mediated business meetings.

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Li, Wentao. "An agent-based negotiation model for the sourcing of construction suppliers." Click to view the E-thesis via HKUTO, 2008. http://sunzi.lib.hku.hk/hkuto/record/B39633950.

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Hughes, Justin H. "An analysis of Sun Tzu's Art of War with the context of negotiations : approaches and strategies." Thesis, Stellenbosch : Stellenbosch University, 2005. http://hdl.handle.net/10019.1/50258.

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Thesis (MBA)--Stellenbosch University, 2005.
ENGLISH ABSTRACT: If you want peace make ready for war! This was what Sun Tzu believed when conveying his philosophies in his book the Art of War. What is remarkable about the Art of War is that it was written about 2300 years ago and presented a new way of thinking about battle. Sun Tzu did not promote engaging in battle but rather overcoming the enemy without having to do battle. "100 victories in 100 battles is not the most skilful. Subduing without battle is the most skilful" (Denma Translation: 2003: 25 - 26). The Sun Tzu begins with the understanding that conflict is an integral part of human life. It is within us and all around us. Sometimes we can skilfully sidestep it, but at other times we must confront it directly. Many of us have seen the destructive power of aggression, whether on a personal level or in the disasters of armed conflict. We know as well the limitations of most political and personal responses to that aggression. How can we work with it in a more profound and effective way? (Denma Translation: 2003: 2). As in modem day society conflict is ever present and the manner in which we deal with such conflict either resolves the conflict or exacerbates it. One way of dealing with conflict is through negotiations. The negotiation process is an orderly process whereby parties can engage each other in dialogue in order to reach a mutually acceptable agreement. What is evident is that to be successful in a negotiation the necessary planning and preparation needs to be done. Although it is not possible to prepare and plan for all eventualities within the negotiation process most scenarios can be predicted and therefore if the required preparation is done the possibility of reaching one's objective is increased. When preparing for negotiations it is imperative that all environments that can impact on the negotiation are considered. Furthermore the organisational and personal power of the negotiator and the other party needs to be determined. Within the negotiation process the negotiator will display certain behaviours depending what he/she wishes to achieve. Should the negotiator wish to drive the negotiation then behaviours such as providing information or making proposals will be used. On the other hand, if the negotiator wishes to draw the other party into the negotiation then the behaviour of seeking information and summarising would be used. The outcome of a negotiation could be one of four, namely lose -lose, win -lose, win - win or mutual gains. There are different approaches to negotiation, namely soft, hard and principled. It is suggested that the most appropriate approach is the principled approach, although the soft and hard approach could be used under certain circumstances. A negotiation is a systematic process and involves the aspect of planning. Without planning negotiations are sure to fail and the objective set not reached. The types of planning that need to be done are strategic, tactical and administrative. Instead of opposing each other the planning aspects of negotiation complement each other. Sun Tzu proposes ways to settle a conflict without engaging in battle. Although the learned strategist does not promote negotiation directly when reading the 'Art of War' it becomes evident that Sun Tzu preferred to resolve conflicts in a peaceful manner. It was only when no other option was available that he suggests battle. In war most of the planning and preparation involves strategies, which is similar in the negotiation process. It is important that a negotiator knows when to move, when to stand fast and when to engage the other party. This is also true for any military engagement. Sun Tzu sets out philosophies, which can be used to strategise for negotiation. Although a bit of poetic licence exists when interpreting Sun Tzu's philosophy for the negotiation arena, what the learned author contributes to the field of negotiation is to make the negotiator aware of the options available. The Art of War provides insight into creative thinking where Sun Tzu spells out that it is better to conquer the enemy without engaging in battle. Furthermore the less of the enemy's possessions destroyed the more astute the leader and lastly, that one must not engage in battle because of the wrath of the leaders. In other words it should not be retaliation because the leader's ego is bruised. Sun Tzu provides wisdom, which can be utilised in the negotiation process. The interpretation of Sun Tzu's strategies provides a framework for negotiators to strategise when entering into negotiations.
AFRIKAANSE OPSOMMING: As jy Vrede wil hê, maak reg vir 'n oorlog! Dit is wat Sun Tzu geglo het toe hy sy filosofie in die boek Art of War, weergegee het. "100 victories in 100 battles is not the most skilful. Subduing without battle is the most skilful" (Denma vertaling: 2003: 25-26). Sun Tzu gaan van die veronderstelling uit dat konflik 'n integrale deel van die menslike bestaan is. Dit is binne in ons en orals om ons. Somtyds kan ons dit behendig systap maar ander kere moet ons dit direk hanteer. Baie van ons het al die destruktiewe krag van agressie gesien, hetsy op persoonlike vlak of in rampspoedige gewapende konflikte. Ons ken ook die beperkings van die meeste politieke of persoonlik reaksies op die tipe aggressie. Hoe kan ons dit op 'n meer diepgaande en effektiewe manier hanteer? (Denma vertaling: 2003: 25-26) Soos ook in die moderne samelewing is konflik alom teenwoordig en die wyse hoe dit hanteer word kan dit of oplos, of vererger. Een metode om konflik te hanteer is deur onderhandeling. Die proses van onderhandeling is 'n ordelike proses waardeur partye met mekaar in gesprek tree ten einde tot 'n wedersyds aanvaarbare ooreenkoms te bereik. Dit blyk dat ten einde suksesvol te wees in onderhandelings die nodige beplanning en voorbereiding gedoen moet word. Alhoewel dit is nie moontlik is om te beplan vir alle gebeurlikhede tydens die onderhandelinge nie, kan die meeste scenario's egter voorspel word. Indien die nodige voorbereiding dus gedoen word kan dit jou kanse om jou eie doelwitte te bereik, verhoog. Wanneer voorberei word vir onderhandelings is dit noodsaaklik dat alle omgewings invloede wat 'n impak kan hê daarop oorweeg word. Verder moet die organisatoriese en persoonlike mag van die onderhandelaar en die ander party bepaal word.Tydens die onderhandelings proses sal die onderhandelaar sekere gedrag toon afhangend van wat hy/sy uit die onderhandelings wil verkry. Indien die onderhandelaar hoop om die onderhandelings te lei, sal gedrag soos om inligting te verskaf en om voorstelle maak, gebruik word. Indien die onderhandelaar andersyds eerder die ander partye wil betrokke kry by die onderhandelings, sal gedrag soos die soeke na inligting en om opsommings te maak, getoon word. Die uitkoms van onderhandelings kan een van vier moontlikhede wees, naamlik: verloor-verloor, wenverloor, wen-wen of beide partye baat. Daar is verskillende benaderings tot onderhandeling naamlik die sagte, die harde en die beginselvaste benadering. Dit word aan die hand gedoen dat die mees toepaslike benadering die beginselvaste benadering is maar dat die sagte of aggressiewe (harde) benadering ook onder sekere omstandighede gebruik kan word.Onderhandelinge is 'n sistematiese proses en behels beplanning. Sonder beplanning is onderhandelings gedoem tot mislukking en is die doelwitte nie haalbaar nie. Die tipe beplanning wat gedoen moet word is strategies, takties en administratief. Die verskillende tipes beplanning komplementeer mekaar eerder as om mekaar te opponeer. Sun Tzu voorsien metodes hoe om konflik te besleg sonder om in oorlog betrokke te raak. Hoewel die geleerde strateeg nie onderhandelings direk promoveer nie blyk dit by die lees van The Art of War dat Sun Tzu verkies on konflik op 'n vreedsame wyse op te los. Dit was slegs wanneer geen ander opsie beskikbaar was nie dat hy oorlog voorstel. Tydens oorlog word beplanning en voorbereiding gewy aan strategie wat baie ooreenkom met die van die onderhandelingsproses. Dit is belangrik dat die onderhandelaar weet wanneer om te beweeg, wanneer om vas te staan en wanneer om die ander party te betrek.Hierdie is ook belangrik vir enige militêre aanval. Sun Tzu se filisofie kan dus ook gebruik word vir strategie beplanning vir onderhandeling. Hoewel 'n mate van poëtiese vaardigheid benodig word vir die intepretering van Sun Tzu se filosofie in die onderhandelings arena word die geleerde outeur se bydrae op die onderhandelings gebied gemaak daardeur dat die onderhandelaar bewus gemaak word van sy beskikbare opsies. The Art of War gee insig in kreatiewe denke waar Sun Tzu dit uitspel dat dit beter is om die vyand te oorwin sonder om in 'n geveg betrokke te raak. Verder word aangedui dat hoe minder van die vyand se besittings vernietig word hoe slimmer die leier en dat daar nie in 'n geveg betrokke geraak moet word vanweë die woede van die leiers nie. Met ander woorde daar moet nie vergelding wees as gevolg van die gekrenkte ego van die leier nie. Sun Tzu verskaf dus wysheid wat gebruik kan word in die onderhandelings proses. Die interpretasie van Sun Tzu se strategieë voorsien 'n raamwerk aan onderhandelaars vir stategiese beplanning wanneer betrokke geraak word in onderhandelings.

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Sheffield, James. "The effects of bargaining orientation and communication medium on negotiations in the Bilateral Monopoly Task." Diss., The University of Arizona, 1989. http://hdl.handle.net/10150/184682.

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Discussions via electronic mail are becoming commonplace to support decision-making and coordinating activities. Users of these technologies are usually dispersed either in a geographical and/or a temporal sense. Thus, unlike participants in face-to-face meetings, participants in electronic text discussions cannot speak to each other nor can they see each other. Unfortunately, few guidelines exist which identify the tasks for which electronic text and face-to-face meetings are effective. This study examines how communication via electronic text impacts the processes and outcomes of negotiation in dyads. Electronic and face-to-face discussions are characterized by the efficiency of the communication media supported by each, and by media richness, the ability of those media to convey social and emotional information. These communication media will be compared and contrasted on the ability of each to support a negotiation task which requires two participants to simultaneously solve a logical problem and resolve conflicting objectives. In a controlled laboratory experiment, pairs of subjects with either a competitive or an integrative bargaining orientation completed the Bilateral Monopoly Task in one of four communication media (text-only, text-plus-visual-access, audio-only, audio-plus-visual-access). As hypothesized, an integrative bargaining orientation and/or the relatively efficient audio mode of communication lead to a higher joint outcome. In addition, visual access (which conveys a rich array of social and emotional information) resulted in a higher joint outcome for subjects with integrative bargaining orientations, but lower joint outcomes for those with competitive orientations. The results indicate that bargaining orientation and communication medium have a marked impact on negotiation processes and outcomes. An efficient communication media is required to closely examine negotiation issues, and to reduce uncertainty about the constraints inherent to the negotiation task itself. Media richness strongly moderates the effect of bargaining orientation. A rich media enhances both the predisposition of an integrative bargainer to trust, and a competitive bargainer to dominate, the other party. Uncertainty regarding the logical structure of the task was reduced only via verbal communication, while equivocality regarding the bargaining orientation of the negotiating parties was reduced only via visual communication.

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Schmidt, Katarina, and Alexandra Skerka. "Affärsförhandlingar : en studie av relationsskapande förhandlingar avseende köp- respektive säljsituationer i företag med olika typer av affärsverksamhet." Thesis, Linköping University, Department of Management and Economics, 2003. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-1543.

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Background: The starting point of the thesis is the growing importance of negotiations that serve to establish a relationship between the parties involved as companies’ business activities are getting more complex.

Purpose: The purpose of the thesis is to find and to analyze which elements are of importance for parties, when creating a successful negotiation with regard to building long-term relationships, and if those elements differ for sales and procurement negotiations in companies with business activities of various kinds.

Research method: The study was realized with the help of twelve qualitative interviews.

Result: The elements of importance when creating a successful negotiation with regard to building long-term relationships were mainly elements of co-operation and to some extent elements of competition. Complex and public companies did also exhibit particular elements that were of importance for these categories. The elements did not part considerably regarding purchasers, sales representatives or companies with business activities of various kinds. The elements of importance when building long-term relationships were to a great extent dependent on human elements.

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Leung, Chun-wai David, and 梁俊偉. "An agent-based negotiation framework for supply chain management." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2003. http://hub.hku.hk/bib/B26651129.

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Fang, Fang, and 方芳. "A life-cycle-oriented negotiation framework for supply chain management: an agent-based approach withhybrid learning." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2007. http://hub.hku.hk/bib/B39362437.

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Lee, Lik-hang, and 李力恆. "An agent-based model to support multi-issue negotiation in green supply chain." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2013. http://hdl.handle.net/10722/197508.

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To implement green supply chain, a company has to consider sustainability impacts in assessing potential suppliers. Thereby, the supplier evaluation and selection criteria would include various key performance indicators such as price, quality, delivery, as well as environmental and corporate social responsibility aspects. Researchers have proposed numerous multi-criteria decision making (MCDM) approaches for evaluating the multiple conflicting criteria in supplier selection. However, most of the existing approaches have ignored some important issues in business environment such as supplier qualification, supplier autonomy, negotiation between manufacturer and supplier, etc. In this thesis, a multi-agent system (MAS) is proposed for supplier selection in green supply chain. It comprises two types of autonomous agents, namely, buyer agent and seller agents, to represent the interests of manufacturer and suppliers, respectively. The proposed MAS presents three prominent features. First, the proposed supplier selection criteria incorporate the conventional, environmental and social aspects in the supplier selection process. The criteria are classified into negotiable and non-negotiable criteria. Initially, all criteria are included to evaluate and rank all the candidate suppliers. Subsequently, the top-ranked candidates are invited to participate in the bargaining process. In this regard, the negotiable criteria are used for assessing the quality of an offer, while the non-negotiable criteria, i.e. environmental and social criteria, influence the manufacturer’s negotiation attitude to candidate suppliers. The classification enables the manufacturer to fully utilize the performance values of all criteria. Secondly, supplier selection is implemented in a two-stage methodology. The TOPSIS method is devised in the first stage to shortlist some suitable candidate suppliers for entering negotiation in the next stage. In the second stage, the agent-based negotiation process is adopted for selecting the final supplier. Representing the manufacturer and the shortlisted suppliers respectively, the buyer and seller agents bargain on a number of negotiable issues in the multi-round negotiation. A multi-issue and multilateral agent interaction protocol, which is an extension of the contract net protocol, is implemented in the MAS. Accordingly, the buyer agent coordinates with the seller agents to exchange offers and counteroffers. Thirdly, a novel preference-based negotiation strategy is used to govern the behavior of agents during negotiation. A heuristics model with the Particle Swarm Optimization (PSO) algorithm and Adaptive Penalty Function has been designed and implemented to realize the proposed negotiation strategy. The strategy guides the autonomous agents to narrow down the discrepancies in the values of the negotiable criteria (price, delivery days, contract length) in their offers, and simultaneously search a mutually beneficial and acceptable agreement. The negotiation payoffs and negotiation time are improved. Experimental results indicate that the proposed agent-based model could help the manufacturer to identify the most appropriate supplier and improve the quality of final agreement. In addition, the model successfully integrates supplier qualification and automated negotiation, and promotes supplier autonomy in the supplier selection process.
published_or_final_version
Industrial and Manufacturing Systems Engineering
Master
Master of Philosophy

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Frascatore, Mark R. "Optimal tenure choice and collusive behavior in contract negotiation models." Diss., Virginia Tech, 1994. http://hdl.handle.net/10919/38560.

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he assumption of a purely self-interested supervisor in a three-tier hierarchy (a principal-supervisor-agent framework) gives rise to the possibility of supervisor-agent collusion which lowers the principal's profits. It has also been shown that the transfer of information in side contract negotiations between the supervisor and the agent may hinder collusion and maintain high principal profits. In chapter 2, I show that imposing "credible" updating of type beliefs during negotiations can guarantee one of two outcomes that are Pareto superior for the supervisor-agent coalition. I further refine the equilibria by endogenizing the decision of who makes the side contract proposal, and a unique collusive equilibrium results. In allowing the principal to form a collusion-proof incentive contract, I find that the only plausible solution is for the principal to ignore the supervisor. It is clear that there is no value at all to the principal in hiring a self-interested supervisor. This casts doubt on the validity of the assumption that the supervisor is self-interested, and I discuss some possible alternatives. Chapter 3 studies job matching inefficiencies under two-sided uncertainty. I examine these inefficiencies in a setting of a single-stage, simultaneous-offer bargaining situation, where the applicant does not know his productivity with the firm, and the employer does not know the applicant's reservation wage. I compare linear bid strategy equilibria between the cases where the applicant is uninformed of his productivity and where he is informed. I find that the payoff to the applicant is higher if he is informed. He is thus willing to collude with an informed person within the firm, paying him up to the difference in payoffs to obtain his productivity information. It is noteworthy that the collusive equilibrium is always more efficient than the non-collusive equilibrium, and that most types of employer prefer the applicant to have the knowledge. In the cases that the employer does not wish the applicant to possess the information, I examine possible reward schemes for the employer to use to deter collusion. I find, however, that a successful reward scheme is too costly to the employer, and coalition formation always occurs in equilibrium. Chapter 4 studies the strategic choice of job tenures to maximize lifetime earnings. A worker's salary typically increases with tenure, and the possible net starting salary at a new job depends on such factors as search costs, training period duration, rate of human capital accumulation, and experience. The worker thus wishes to choose appropriate tenures considering the levels of these factors for the industry in which he works. I set up a general framework for the problem, and solve using specific functional forms for salary increments and the new starting salary. I find that these factors are important in determining the optimal number of jobs to work, and the optimal distribution of tenures among the jobs. It is easy to see how variations in these factors across industries can help explain variations in turnover rates and tenure choices of individuals at different points in their working lifetimes. Also, we see how realistic variations in these values over the course of a worker's lifetime yield results consistent with empirical findings.
Ph. D.

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Ford, Kimberly-Anne. "Risky business : the negotiation and management of work-related risk by patient-attendants and prostitutes." Thesis, National Library of Canada = Bibliothèque nationale du Canada, 1998. http://www.collectionscanada.ca/obj/s4/f2/dsk2/tape15/PQDD_0006/MQ39451.pdf.

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Baroudi, Sarra. "Auditor selection of negotiation strategies : the effect of motivational factors and bargaining power under a throughput model." Thesis, University of Hull, 2016. http://hydra.hull.ac.uk/resources/hull:15673.

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Abstract:

Motivational factors and bargaining power have been recognized by scholars and practitioners alike, as important elements for negotiation strategies. However, there has been little effort to date to empirically or theoretically study the effect of these factors in the context of auditor-client negotiation while adopting a decision-making process framework. We present a Throughput Model framework that describes the decision-making process of auditors when they make decisions about negotiation strategies. The model depicts how (a) perception of motivational factors and (b) bargaining power affect the choice of negotiation strategy and identifies different pathways auditors use in their decision about negotiation strategies. In our experiment, we manipulate engagement risk perception, client pressure, corporate mechanisms strength as well as financial information. We. investigate their effects on auditor decision making about the likelihood of accepting client's management alternative and on the negotiation strategies choice. We find that only engagement risk perception influences auditor's propensity to accept aggressive accounting treatments of the client. This in turn influences the use of all the negotiation strategies. On the other hand, client pressure only has effect on compromising strategies while bargaining power influences the concessionary strategy of auditors. Moreover, two dominant decision making pathways are used by auditors, i.e. P→J→D and P→D.

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Dissertations / Theses on the topic 'Business negotiation'

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