Relevant bibliographies by topics / Competitive negotiation strategy

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  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers

Academic literature on the topic 'Competitive negotiation strategy'

Author: Grafiati
Published: 4 June 2021
Last updated: 18 February 2022

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Journal articles on the topic "Competitive negotiation strategy"

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Park, Jinsoo, Hamirahanim Abdul Rahman, Jihae Suh, and Hazami Hussin. "A Study of Integrative Bargaining Model with Argumentation-Based Negotiation." Sustainability 11, no. 23 (2019): 6832. http://dx.doi.org/10.3390/su11236832.

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E-commerce is increasingly competitive and there is a constant need for new approaches and technology to facilitate exchange. Emerging techniques include the use of artificial intelligence (AI). One AI tool that has sparked interest in e-commerce is the automated negotiation agent (negotiation-agent). This study examines such agents, and proposes an offer strategy model of integrative negotiation for a negotiation-agent with a focus on negotiation agent-to-human interaction. More specifically, a new offer strategy was developed based on the integrative bargaining model, which emphasizes the im
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Godiwalla, Yezdi H. "Making MNC Competitive Through Effective Cross Cultural Negotiations." International Journal of Social Science Studies 7, no. 1 (2018): 21. http://dx.doi.org/10.11114/ijsss.v7i1.3893.

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An organization exists in the context of other entities (such as other organizations and governmental, political and social entities) in its organizational environments. The organization’s focal entities become its task environments that require its immediate attention and it has to interact with all such entities so that it is able to satisfy their expectations from it, and, in turn, by pursuing its strategy, it achieves its own goals. This is the model that describes the situation of any organization, including a multinational corporation (MNC) in its international and multi-cultural setting
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Aaldering, Hillie, and Femke S. Ten Velden. "How representatives with a dovish constituency reach higher individual and joint outcomes in integrative negotiations." Group Processes & Intergroup Relations 21, no. 1 (2016): 111–26. http://dx.doi.org/10.1177/1368430216656470.

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Representative negotiations often take a competitive course due to constituency pressures. However, in multi-issue integrative negotiation settings, using a competitive value-claiming strategy may result in less than optimal outcomes for both parties. In this experiment, we compared the negotiation process and outcomes of representatives with hawkish versus dovish constituencies. Representatives with a dovish constituency engaged in more information exchange and less contentious tactics, resulting in fewer impasses and higher quality agreements. Although representatives with a hawkish constitu
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Silaghi, Gheorghe Cosmin, Liviu Dan Şerban, and Cristian Marius Litan. "A time-constrained SLA negotiation strategy in competitive computational grids." Future Generation Computer Systems 28, no. 8 (2012): 1303–15. http://dx.doi.org/10.1016/j.future.2011.11.002.

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Abbasi, Bilal A., Ambreen Gul, and Aslan Amat Senin. "Negotiation Styles: A Comparative Study of Pakistani and Chinese Officials Working in Neelum–Jhelum Hydroelectric Project (NJHEP)." Journal of Creating Value 4, no. 1 (2017): 110–22. http://dx.doi.org/10.1177/2394964316684239.

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The real negotiation world, particularly cross-cultural negotiation, is highly complex and competitive as each party in today’s connected world is fully equipped with cultural intelligence. Therefore, negotiators have to go out of the box to satisfy all parties, that is, create value by expanding the negotiation pie. The purpose of this research study is to identify the preference of Pakistani and Chinese officials, who are working together on Neelum–Jhelum Hydroelectric Project (NJHEP), with respect to endorsement of different negotiation styles, that is, knowing their preferences for ‘value
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Crowley, Kevin, Jeff Shrager, and Robert S. Siegler. "Strategy Discovery as a Competitive Negotiation between Metacognitive and Associative Mechanisms." Developmental Review 17, no. 4 (1997): 462–89. http://dx.doi.org/10.1006/drev.1997.0442.

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Lai, Lei, Hannah Riley Bowles, and Linda Babcock. "Social Costs of Setting High Aspirations in Competitive Negotiation." Negotiation and Conflict Management Research 6, no. 1 (2013): 1–12. http://dx.doi.org/10.1111/ncmr.12000.

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Parlamis, Jennifer, Rebecca Badawy, Julita Haber, and Robyn Brouer. "Exploring fear of appearing incompetent, competency pressure, tactics and perceptions in negotiations." International Journal of Conflict Management 31, no. 4 (2020): 607–22. http://dx.doi.org/10.1108/ijcma-06-2019-0094.

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Purpose This study aims to examine how the fear of appearing incompetent (FAI) and competency pressure relates to negotiation tactics and subjective perceptions in a negotiation. Design/methodology/approach Using a dyadic buyer/seller negotiation simulation and pre- and post-negotiation questionnaires, we assessed FAI, competency pressure, tactics and subjective perceptions of the negotiation. Mediation models were tested using path analysis adapted from Hayes (2013) PROCESS procedures. MPlus “complex” multi-level function was used to account for non-independence of observations. Findings Resu
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Goldman, Barry, Dylan A. Cooper, and Cagatay Koc. "An exploration of whether engineers differ from non-engineers in their approach to negotiations." International Journal of Conflict Management 30, no. 4 (2019): 420–40. http://dx.doi.org/10.1108/ijcma-02-2019-0034.

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Purpose In this investigation, the authors aim to ask whether engineers, as a profession, share distinct characteristics in their attitudes and behaviors relating to negotiations. Based on a review of the literature, the authors answer in the affirmative. Generally speaking, the existing studies on individual differences of engineers conclude that they are more conscientious, more goal-driven, more competitive and less people-oriented than non-engineers. The authors suggest that these differences have significant consequences on how engineers engage in negotiations. In particular, the authors
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Caputo, Andrea, Adrian Borbely, and Marina Dabic. "Building theory on the negotiation capability of the firm: evidence from Ryanair." Journal of Knowledge Management 23, no. 2 (2019): 240–62. http://dx.doi.org/10.1108/jkm-02-2018-0117.

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Purpose In an attempt to build upon existing theory, this paper aims to investigate the potentially reciprocal relationship between negotiation and strategy, and strive to contribute toward a better understanding of the ways in which organizations negotiate. Design/methodology/approach Built upon the integration of two different bodies of literature, negotiation and strategy, and on the analysis of the case of Ryanair, this paper argues for an integrated approach to negotiation and organizational capabilities. Findings The case study allows for a clearer understanding of how negotiation capabi
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Dissertations / Theses on the topic "Competitive negotiation strategy"

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Lindquist, Annica, and Mathias Sköld. "The paradox of municipal cooperation : Municipalities’ organizational culture and its effect on negotiation strategy -The case of Northern Bohuslän." Thesis, Högskolan Väst, Institutionen för ekonomi och it, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:hv:diva-3365.

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This thesis aims to study if organizational culture affects the negotiation strategy in negotiation processes between municipalities in Sweden. Our cases are four municipalities involved in the municipal cooperation “Tillväxt Bohuslän”; a project which aims to foster cooperation. The question this thesis seeks to answer is: “Does the cultural attribute of organizational culture (ability for joint action) of the municipalities in ‘Tillväxt Bohuslän’ affect negotiation strategy in a negotiation process?” The municipalities’ ability for joint action has been classified as either strong or weak by
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Bataglia, Walter. "As competências organizacionais de resolução de conflitos e o consenso no processo decisório estratégico em ambientes organizacionais instáveis, complexos e não munificientes: um estudo no setor de telefonia fixa." Universidade de São Paulo, 2006. http://www.teses.usp.br/teses/disponiveis/12/12139/tde-26022007-112315/.

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A presente pesquisa visou levantar dados que permitissem aprofundar o entendimento sobre as habilidades organizacionais de resolução de conflitos e sua relação com o consenso entre os gestores no processo decisório estratégico de organizações inseridas em ambientes organizacionais dinâmicos, complexos e não munificentes (DCM-). Desenvolveu-se, para tanto, um conjunto de hipóteses relacionando esses construtos, que foram testadas com dados sobre o processo decisório estratégico de organizações do segmento de Telefonia Fixa do setor de Telecomunicações da economia brasileira. Os dados foram cole
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Books on the topic "Competitive negotiation strategy"

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Sahu, Sanghamitra. Competition clauses in bilateral trade treaties: Analysing the issues in the context of India's future negotiating strategy. Indian Council for Research on International Economic Relations, 2008.

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Sunzi. Sun Tzu's The art of war: Plus, Strategy for sales managers. Clearbridge Pub., 2005.

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L, Wing R., ed. The art of strategy: A new translation of Sun Tzu's classic, The art of war. Broadway Books, 2000.

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Sunzi. The art of strategy: A new translation of Sun Tzu's classic, The art of war. Doubleday, 1988.

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L, Wing R., ed. The art of strategy: The leading modern translation of Sun Tzu's classic The art of war. Thorsons, 1997.

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A, Michaelson Gerald, ed. Sun tzu: The art of war for managers : 50 strategic rules. Adams Media Corp., 2001.

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A, Michaelson Gerald, ed. Sun tzu: The art of war for managers : new translation with commentary : 50 rules for strategic thinking. Pressmark International, 1998.

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Gary, Gagliardi, ed. The art of war: &, The art of sales. Clearbridge Pub., 1999.

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Rusong, Wu, Wu Xianlin, Lin Wusun, and Sun, Bin, 4th cent. B.C., eds. Sunzi bing fa. Wai wen chu ban she, 1999.

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Sunzi. The Art of war. Shambhala, 1991.

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Book chapters on the topic "Competitive negotiation strategy"

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Trappey, Amy J. C., Wei-Chun Ni, and Chun-Yi Wu. "A Negotiation Strategy of Collaborative Maintenance Chain and Its Multi-Agent System Design and Development." In Global Perspective for Competitive Enterprise, Economy and Ecology. Springer London, 2009. http://dx.doi.org/10.1007/978-1-84882-762-2_31.

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Morii, Shota, and Takayuki Ito. "Agent’s Strategy in Multiple-Issue Negotiation Competition and Analysis of Result." In Lecture Notes in Computer Science. Springer Berlin Heidelberg, 2013. http://dx.doi.org/10.1007/978-3-642-44927-7_38.

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Kawaguchi, Shogo, Katsuhide Fujita, and Takayuki Ito. "Compromising Strategy Based on Estimated Maximum Utility for Automated Negotiation Agents Competition (ANAC-10)." In Lecture Notes in Computer Science. Springer Berlin Heidelberg, 2011. http://dx.doi.org/10.1007/978-3-642-21827-9_51.

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Shadymanova, Jarkyn, and Sarah Amsler. "Institutional Strategies of Higher Education Reform in Post-Soviet Kyrgyzstan: Differentiating to Survive Between State and Market." In Palgrave Studies in Global Higher Education. Springer International Publishing, 2018. http://dx.doi.org/10.1007/978-3-319-52980-6_9.

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AbstractBetween 1991 and today, the Soviet system of state-funded and Communist Party controlled higher education institutions (HEIs) in Kyrgyzstan has been transformed into an expansive, diverse, unequal, semiprivatized and marketized higher education landscape. Drawing on national and international indicators of higher education in Kyrgyzstan and data about the history and substance of these changes in policy and legislation, this chapter examines key factors which have shaped patterns of institutional differentiation and diversification during this period. These include the historical legacies of Soviet educational infrastructures, new legal and political frameworks for HE governance and finance, changes to regulations for the licensing of institutions and academic credentials, the introduction of multinational policy agendas for higher education in the Central Asian region, changes in the relationship between higher education and labor, the introduction of a national university admissions examination, and the adoption of certain principles of the European Bologna Process. The picture of HE reform that emerges from this analysis is one in which concurrent processes of diversification and homogenization are not driven wholly by either state regulation or forces of market competition, but mediated by universities’ strategic negotiations of these forces in the context of historical institutional formations in Kyrgyzstan.
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Greenwood, Gaye A., and Carolyn Ward. "Delivering Organizational Change in Partnership With Trade Unions." In Advances in Business Strategy and Competitive Advantage. IGI Global, 2019. http://dx.doi.org/10.4018/978-1-5225-6155-2.ch019.

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This case history offers an insiders' view of bringing about change in union bargaining within major New Zealand organizations. While unions play a pivotal role in the day-to-day bargaining of wages and workplace conditions, there has been a significant reduction in union density and membership. In this case, two union leaders narrate how a shift from traditional bargaining to interest-based negotiation enabled participation in organizational change decision-making, built trust in relationships, and increased union membership.
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Briciu, Victor-Alexandru, Ioana-Alexandra Mircea, and Arabela Briciu. "Communication and Entrepreneurship in Romania." In Advances in Business Strategy and Competitive Advantage. IGI Global, 2020. http://dx.doi.org/10.4018/978-1-7998-3648-3.ch002.

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The entrepreneurs need to create a good impression in order to act in the business environment. A bad impression affects the communication and implicitly the collaboration that can turn into unintended results. Thus, they access information on how to make a good impression by using several sources: specialty literature, training guides, and courses and online shows promoted by business sites. The main objectives of this chapter are to clarify the notions and the relations between communication and entrepreneurship in the Romanian context and also to present the main results of a research that aimed to identify if the first impression of a person in the Romanian business context is dissimulated or not. The implications for entrepreneurs consist in the degree of promotion of achieving a good first impression and the manipulative or persuasive value of the negotiation techniques applied in the Romanian business environment.
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Sudhakar, Meera. "Efficiency and Welfare." In Mapping Power. Oxford University Press, 2018. http://dx.doi.org/10.1093/oso/9780199487820.003.0007.

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Owing to historically-rooted regional imbalances in levels and modes of development; the state in Karnataka has struggled to provide resources for the less-developed, and agrarian northern districts that also play a key role in the competitive politics of the state. Until the 1980s, cheap hydro power accommodated these rising demands, even as dynamic tertiary economies centered on Bengaluru were creating a new political and economic image for the state. Rather than adopting strict economic principles in which cost-of-supply determines tariff and all regions are treated equally, Karnataka’s reforms involved a strategy of bureaucratic negotiation that has enabled wealthier regions to offset some of the costs associated with ongoing public subsidies to the northern regions and farmers. This has led to a relatively stable equilibrium, although arguably one that is dependent on continued willingness of wealthier regions to sustain this arrangement.
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"2. NEGOTIATION: A NEW DIMENSION IN STRATEGIC COMPETITION." In The Control Agenda. Cornell University Press, 2018. http://dx.doi.org/10.7591/9781501709371-004.

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Yajima, Noriko. "Protecting Traditional Knowledge Associated with Genetic Resources by Corporate Social Responsibility." In Advances in Business Strategy and Competitive Advantage. IGI Global, 2015. http://dx.doi.org/10.4018/978-1-4666-7294-9.ch007.

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The problems to establish equitable benefit sharing of Traditional Knowledge (TK) associated with Genetic Resources (GRs) have been one of the main discussions in international negotiations. This chapter analyses how Corporate Social Responsibility (CSR) could contribute to international organizations, national governments, and the private sector protecting TK associated with GRs in indigenous and local communities. This research uses the concept of the United Nations Triple Bottom Line Approach, which promotes balance among economic, environmental, and social imperatives towards sustainable development. This chapter illustrates the responsibility of international organizations by providing legally binding instruments. It also compares different national governments' responses to protect TK associated with GRs. Then, the chapter proposes that Public Private Partnerships (PPPs) could be the key to improving contradictions between legal and voluntary instruments in local communities and national and international governments. The analysis suggests that CSR is coherent with PPPs and might generate environmental, economic, and socio-economic challenges in the private and public sectors.
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Marisi, Flavia, and Qian Wang. "Drivers and Issues of China–EU Negotiations for a Comprehensive Agreement on Investment." In China's International Investment Strategy. Oxford University Press, 2019. http://dx.doi.org/10.1093/oso/9780198827450.003.0010.

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Although the China–EU Comprehensive Agreement on Investment (CAI), currently under negotiation, covers only bilateral investments, it may clear the path for a potential free trade agreement between the parties. Its relevance goes beyond the purely economic and legal impact, owing to the central importance that these two regions have both economically and strategically in their wider neighbourhood and worldwide, often in competition with the interests of other world powers. In particular, the chapter identifies the provisions of fair and equitable treatment (FET), taxation, and transparency as the core issues in the negotiation process, and highlights both their features and relevance. The latter can be inferred from the frequency of alleged breaches in investor–state cases, and therefore it is on these issues that the legal discussion of the greater part of arbitration cases focuses. It is of essence that China and the EU carefully design all the clauses in the CAI, concluding a treaty able to foster investments in both directions and satisfy the parties’ interests, both as home states of investors and as host states. With these features, the CAI has full potential to serve as a role model for the rest of the world.
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Conference papers on the topic "Competitive negotiation strategy"

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Peleckis, Kęstutis, Valentina Peleckienė, and Kęstutis Peleckis. "International Business Negotiations: Search of the Balance and the Equilibrium of Negotiating Powers, under Distorting Market Conditions of Competition (Monopsony, Oligopsony and Monopoly Cases)." In Contemporary Issues in Business, Management and Education. Vilnius Gediminas Technical University, 2017. http://dx.doi.org/10.3846/cbme.2017.041.

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Certain challenges arise in business negotiations when competition in the market is more or less distorted. This can take place in various markets conditions. In such situations great possibilities open up to the development of international business relations as overclocking new market participants can provide additional alternatives for companies and organizations or other business units, by reducing the negative impact of competition distortions for the balance of negotiating power of participants in negotiations. In the development and implementation of effective international business neg
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Peleckis, Kęstutis, Valentina Peleckienė, Bahman Peyravi, and Edita Leonavičienė. "International business negotiations in a regulated and incomplete information market." In 11th International Scientific Conference „Business and Management 2020“. VGTU Technika, 2020. http://dx.doi.org/10.3846/bm.2020.511.

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Regulations and government interventions often restrict competition in the market and rise cer-tain challenges in business negotiations, when competition in the market is more or less distorted. Remov-ing unnecessary restrains to competition and developing alternatives which still achieve the same policy objectives can bring substantial benefits for negotiation power of market business entities. Competition as-sessment is most effective when business negotiation entities have a clear sufficient information for com-paring options, sufficient resources for conducting an analysis, and sufficient
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Peleckis, Kęstutis, Valentina Peleckienė, Kestutis Peleckis, and Edita Leonavičienė. "Negotiating strategy: importance of the market definition." In Contemporary Issues in Business, Management and Economics Engineering. Vilnius Gediminas Technical University, 2019. http://dx.doi.org/10.3846/cibmee.2019.079.

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Purpose – the purpose of the article is to examine how the extent of competition in the market affects the balance of bargaining powers of market participants. This often results in negative consequences for both buyers and suppliers. This study has important theoretical and practical implications. The authors made an analysis of existing theory and practice on negotiation strategies in a complex way, in accordance with levels of competition. Paper reveals the opportunities to develop and implement these strategies, taking into account market definition options. Research methodology – the pape
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