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Journal articles on the topic 'Industrial negotiation'

Author: Grafiati

Published: 4 June 2021

Last updated: 21 February 2023

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1

Eklinder-Frick, Jens Ola, and Lars-Johan Åge. "Relational business negotiation – propositions based on an interactional perspective." Journal of Business & Industrial Marketing 35, no. 5 (2020): 925–37. http://dx.doi.org/10.1108/jbim-04-2019-0169.

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Purpose Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to c

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2

Fleming, David E., and Jon M. Hawes. "The negotiation scorecard: a planning tool in business and industrial marketing." Journal of Business & Industrial Marketing 32, no. 4 (2017): 519–24. http://dx.doi.org/10.1108/jbim-06-2015-0120.

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Purpose Given the ever-increasing complexity of business-to-business exchange, success is contingent on being able to adapt to any given situation. However, there is little in the way of guidance for how to adapt when it comes to negotiations. This paper aims to help business and industrial marketing professionals “get it right” by introducing a new tool which can be used to determine the appropriateness of using a distributive or an integrative approach for a given negotiation interaction. Design/methodology/approach To develop this tool, the authors identify key situational factors in the ne

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Herbst, Uta, Birte Kemmerling, and Margaret Ann Neale. "All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package." Journal of Business & Industrial Marketing 32, no. 4 (2017): 580–86. http://dx.doi.org/10.1108/jbim-12-2015-0251.

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Purpose While industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly, negotiating at a package level can tax the cognitive capacity of the involved parties at some point. Therefore, this study aims to analyze the impact of the number and type of issues that should be negotiated simultaneously to leverage the package strategy efficiently and effectively in multi-issue buyer-seller negotiations. Design/methodology/approach The authors conducted and analyzed negotiation simulations

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Perdue, Barbara C., Ralph L. Day, and Ronald E. Michaels. "Negotiation styles of industrial buyers." Industrial Marketing Management 15, no. 3 (1986): 171–76. http://dx.doi.org/10.1016/0019-8501(86)90026-x.

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5

Walker, Esther. "Union Complaints in Industrial Relations Negotiations." HERMES - Journal of Language and Communication in Business 6, no. 11 (2015): 87. http://dx.doi.org/10.7146/hjlcb.v6i11.21535.

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This paper details the design features of a potentially highly confrontational sequence of activities which is found in formal, industrial relations negotiations: a union complaint followed by a management defence. It is observed that the complaint is accomplished implicitly and that that implicitness is a joint accomplishment of all the participants; they collaborate to ensure that the talk constitutes and facilitates cooperative discussion, thereby avoiding confrontation. Through the description of this phenomenon, the author builds an account of how the participants' orientation to 'doing n

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Piya, Sujan, Mohammad Miftaur Rahman Khan Khadem, and Ahm Shamsuzzoha. "Negotiation based decision support system for order acceptance." Journal of Manufacturing Technology Management 27, no. 3 (2016): 443–68. http://dx.doi.org/10.1108/jmtm-04-2015-0023.

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Purpose – The purpose of this paper is to develop a mathematical model of a make-to-order manufacturing company simultaneously negotiating multiple contingent orders that possess conflicting issues in order to achieve order acceptance decisions (OADs). Design/methodology/approach – The paper developed a mathematical model by incorporating probabilistic theory and some theories of negotiation in the OAD problem. The model helps to harness the relationship between the manufacturer and customers of contingent orders on conflicting issues. A numerical example is enumerated to illustrate the workin

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Pang, Liyuan, Yangmin Zhou, and Yingjing Chu. "Research on Integrated Learning of Industrial Clusters in Self-Created Districts." Wireless Communications and Mobile Computing 2021 (September 14, 2021): 1–8. http://dx.doi.org/10.1155/2021/8925688.

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Under the premise of coordinated procurement bilateral and multi-issue negotiation, adaptive negotiation strategy has become an essential factor for multiagent conflict resolution. This paper studies an adaptive negotiation strategy based on selective integrated learning, which effectively improves negotiation. First, take the suppliers and purchasing companies in the cluster supply chain as the research objects and analyze the characteristics of multilateral negotiation of collaborative procurement. Secondly, the support vector machine algorithm performs adaptive learning for each evaluation

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Chen, Xu, Xiaojun Wang, Xiaoqiang Zhu, and Joseph Amankwah-Amoah. "To share or withhold? Contract negotiation in buyer–supplier–supplier triads." Industrial Management & Data Systems 120, no. 1 (2019): 98–127. http://dx.doi.org/10.1108/imds-07-2019-0374.

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Purpose This paper seeks to fill the literature gap that lacks of exploring negotiation strategy with competing partners under asymmetric production-cost information. The purpose of this paper is to examine firms’ optimal contract negotiation strategies in buyer–supplier–supplier triads where there are concurrent negotiations between the retailer and two competing manufacturers. Design/methodology/approach The authors consider a two-echelon supply chain, in which the retailer has the option of segmented or unified negotiation policy, whereas the two competing manufacturers can withhold or shar

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Atze, Emilie, and Gérard Vallery. "Social skills based approach in the workplace during a union negotiation process: methodological development in an industrial environment." JOURNAL OF SOCIAL SCIENCE RESEARCH 12, no. 2 (2018): 2764–82. http://dx.doi.org/10.24297/jssr.v12i2.7577.

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The present research focuses on social skills in a workplace. In this article, we propose an elaborate way to identify and collect social skills observed in situ in the innovative context of labor-union negotiations. This methodological system includes the creation of specific tools, observations in real situations, films and some interviews such as self-confrontations. Results demonstrate that the proposed method dynamically integrates various steps designed to expose the existence of social skills in a developmental context with challenging and sometimes conflicting issues. Identifying the e

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Mahinda, Wamuyu. "Influence of Team Negotiations on Collaborative Value within Ashoka Fellows' Organizations in Africa." Journal of Human Resource and Leadership 7, no. 2 (2022): 20–34. http://dx.doi.org/10.47604/jhrl.1693.

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Purpose: The study sought to determine the influence of team negotiations on collaborative value within Ashoka Fellows' Organizations in Africa Methodology: The study applied pragmatism philosophy to offer several ways to bridge dichotomies in mixed methods approaches to social science. Explanatory sequential mixed-method research design consisting of two distinct phases, namely quantitative and qualitative, was adopted. Both qualitative and quantitative study methods were adopted. In the quantitative study, the target population constituted all the 154 Ashoka Fellows' Organizations work

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Ramirez, Bruno C. "Industrial Conflict and Industrial Relations in Italy : New Perspectives." Relations industrielles 28, no. 3 (2005): 617–28. http://dx.doi.org/10.7202/028423ar.

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The author traces the changes which have occurred in Italy's industrial relations systems as a result of the great wave of strikes of 1969. Special emphasis is placed on the emergence of new structures of workers' representation at the plant level, and on the effect these have had on the method of negotiation.

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Kim, Jung Suk, Bomin Ko, Yoon Heo, and Jee Hoon Lee. "Reshaping institutional arrangements for TPP ratification in Korea." Journal of Korea Trade 20, no. 2 (2016): 167–85. http://dx.doi.org/10.1108/jkt-04-2016-0010.

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Purpose – The purpose of this paper is to assess the current state of Korea’s internal negotiation system and the role of domestic policy factors in the process of Korea’s joining the mega FTAs such as Trans-Pacific Partnership (TPP). Design/methodology/approach – Along with Putnam’s three determinants of win-set size, the authors analyze a new set of policy factors – including Trade Adjustment Assistance (TAA), the FTA Domestic Planning Division, and the Trade Procedure Act – to examine the institutional arrangements available for the ratification of the TPP in Korea. Findings – To minimize t

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BANKOLE, Akanji Rafiu, and Michael Adekunle ODERINDE. "COLLABORATIVE NEGOTIATION STRATEGY: A PANACEA FOR SUSTAINABLE INDUSTRIAL PEACE IN THE EDUCATIONAL SECTOR OF NIGERIA." LASU Journal of Employment Relations & Human Resource Management 1, no. 1 (2018): 328–33. http://dx.doi.org/10.36108/ljerhrm/8102.01.0163.

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The persistent occurrence of industrial conflict in Nigeria educational sector particularly at tertiary level has apparently impacted negatively on the standard of education in the country. Past studies had traced the frequency of industrial actions in tertiary institutions to the type of negotiation strategy often employed by both labour leaders and management representatives. This study therefore examined the available negotiation strategies with a view to identifying the appropriate one and subsequently suggests what could be done for the two parties to voluntarily embrace the negotiation s

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Bankole, Akanji Rafiu, and Michael Adekunle Oderinde. "COLLABORATIVE NEGOTIATION STRATEGY: A PANACEA FOR SUSTAINABLE INDUSTRIAL PEACE IN THE EDUCATIONAL SECTOR OF NIGERIA." LASU Journal of Employment Relations & Human Resource Management 1, no. 1 (2018): 246–51. http://dx.doi.org/10.36108/ljerhrm/8102.01.0162.

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The persistent occurrence of industrial conflict in Nigeria educational sector particularly at tertiary level has apparently impacted negatively on the standard of education in the country. Past studies had traced the frequency of industrial actions in tertiary institutions to the type of negotiation strategy often employed by both labour leaders and management representatives. This study therefore examined the available negotiation strategies with a view to identifying the appropriate one and subsequently suggests what could be done for the two parties to voluntarily embrace the negotiation s

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Zhou, Hua, Dong Wei, Yinglong Chen, and Fa Wu. "Promoting mutual adaptation in haptic negotiation using adaptive virtual fixture." Industrial Robot: the international journal of robotics research and application 48, no. 2 (2021): 313–26. http://dx.doi.org/10.1108/ir-07-2020-0142.

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Purpose To promote the intuitiveness of collaborative tasks, the negotiation ability of humans with each other has inspired a large amount of studies aimed at reproducing the capacity in physical human-robot interaction (pHRI). This paper aims to promote mutual adaptation in negotiation when both parties possess incomplete information. Design/methodology/approach This paper introduces virtual fixtures into the traditional negotiation mechanism, locally regulating tracking trajectory and impedance parameters in the negotiating phase until the final plan integrates bilateral intentions well. In

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Jumiati, Agatha, and Dahlia Dahlia. "DISPUTE SOLVING IN INDUSTRIAL RELATIONS BASED ON ACT NUMBER 2 YEAR 2004." Wacana Hukum 27, no. 1 (2021): 84–92. http://dx.doi.org/10.33061/1.wh.2021.27.1.3990.

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Industrial relations dispute solving that managed in Act No.2 Year 2004 On Industrial Relations Dispute Solvingcan be solved by bipartite negotiation, conciliation, arbitration, mediation, and industrial relations dispute court. The principle of this matter is by putting negotiation first prior to other ways. As managed in Act No.2 Year 2004On Industrial Relations Dispute Solving everyone concerned are supposed to solve it in fast, fair, and cheap ways.

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Antonenko, E. V. "Negotiation Transaction Costs Estimation Of An Industrial Enterprise." Bulletin of Ural Federal University. Series Economics and Management 15, no. 1 (2016): 62–78. http://dx.doi.org/10.15826/vestnik.2016.15.1.04.

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Benson, John. "Book Reviews : Advocacy and Negotiation in Industrial Relations." Journal of Industrial Relations 30, no. 3 (1988): 466–67. http://dx.doi.org/10.1177/002218568803000310.

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Klein-Bernard, Pablo. "The Cushioned Negotiation: The Case of WTOs Industrial Tariff Liberalization." Journal of World Trade 46, Issue 4 (2012): 847–77. http://dx.doi.org/10.54648/trad2012026.

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This article is about the World Trade Organization's Doha Round negotiation on industrial tariffs - i.e., WTO law making process. We make a number of observations on the most recent negotiating text, the December 2008 modalities, based on simulations of its implementation for different types of WTO members. The imports of developed countries and advanced developing countries, which represent one third of the WTO membership but 95% of world trade, are liberalized to a small degree. The other two thirds of the WTO membership are covered under a complex web of special categories and exceptions th

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Fells, Ray. "Settlement Process or Tactical Opportunity? Mediation in Industrial Relations." Journal of Industrial Relations 41, no. 4 (1999): 594–611. http://dx.doi.org/10.1177/002218569904100407.

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Mediation is often suggested as an alternative method of resolving industrial disputes. However, the precise nature of mediation in the industrial relations context is not clear, and although the emphasis is on a facilitative approach, the evidence from two case studies suggests that a more interventionist approach may be more typical. The case studies also suggest that mediation will be used tactically during the course of a negotiation as well as being a means of bringing the dispute to an end. This opportunity for a tactical recourse to mediation is increased where the legislation seeks to

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Mojalefa, Mamoeletsi Limakatso. "Union Strategies of Addressing Conflicts at the National University of Lesotho." Business Management and Strategy 12, no. 1 (2021): 183. http://dx.doi.org/10.5296/bms.v12i1.18617.

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This paper discusses the strategies that are used by the unions to address industrial conflict at the National university of Lesotho (NUL). Content analysis was undertaken to understand the interviewee’s responses and the NUL policy documents. The strategies are analyzed within the policy context, pre-industrial action, industrial action and post-industrial action. The study also shows that unions at the higher education institutions consult with other unions in the sector and, where other strategies have failed, they resort to either industrial action or legal process to resolve conflicts at

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22

Hightower, Chelsea D., John-Luke McCord, Michael Hay, Brian G. Doyle, and Jason L. Harman. "I-O Psychology Has an Important Role to Play in Gender Differences in Negotiation." Industrial and Organizational Psychology 11, no. 3 (2018): 398–403. http://dx.doi.org/10.1017/iop.2018.89.

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A major goal of Gardner, Ryan, and Snoeyink (2018) was to determine what steps are needed moving forward in examining gender representation in industrial and organizational (I-O) psychology. Specifically, on the topic of pay differences, we highlight that gender differences in pay are in part due to differences in negotiation behaviors and/or experiences. Prior research demonstrates that female negotiators receive greater backlash than male negotiators—a possible explanation to why men tend to negotiate more often and more successfully than women (Bowles, Babcock, & Lai, 2007). Based on th

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Alhasani, Yousuf Rashid Mohammed, and Noor Awanis Bte Muslim. "Are Negotiation Strategies Worthwhile for Digital Public Relations and Effectiveness of Communication? A Conceptual Paradigm." Journal of Hunan University Natural Sciences 49, no. 7 (2022): 66–82. http://dx.doi.org/10.55463/issn.1674-2974.49.7.8.

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Negotiation strategies are the backbone of effective communication, also prompted by digital public relations. This study aims to develop a conceptual framework based on the relationship between negotiation strategies, digital public relations, and communication effectiveness. Past empirical works and industrial insights catalyzed the proposed paradigm in the post-Covid-19 era, where digital public relations mediated the negotiation strategies-communication effectiveness relationship. This paradigm complemented the negotiation theory, which described the correlation between negotiation strateg

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Pogodina, T. V., and O. E. Ustinova. "MODEL OF CONSUMER BEHAVIOR IN THE INDUSTRIAL MARKET IN THE CONDITIONS OF DIGITALIZED PURCHASING MANAGEMENT." Bulletin of Udmurt University. Series Economics and Law 30, no. 6 (2020): 830–37. http://dx.doi.org/10.35634/2412-9593-2020-30-6-830-837.

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Intense competition in industrial markets leads to a constant change in customer behavior. Tight price negotiations and abuse of power make it difficult for participants to interact in sales. Taking these facts into account, it should be noted that for a sales Manager, the success rate is the final result of negotiations and is determined by the price. Surveys of sales managers in the industrial sector show that another important element of negotiations is the length of the business relationship. Despite these trends, questions remain about other factors that can consciously or unconsciously i

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DAVIS, CHRISTINA L. "International Institutions and Issue Linkage: Building Support for Agricultural Trade Liberalization." American Political Science Review 98, no. 1 (2004): 153–69. http://dx.doi.org/10.1017/s0003055404001066.

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This article explains how the institutional context of international negotiations influences their outcomes. I argue that issue linkage counteracts domestic obstacles to liberalization by broadening the negotiation stakes. Institutions bolster the credibility of the linkage to make it more effective. I test the argument in the agricultural sector, which has been among the most difficult sectors for governments to liberalize. Statistical analysis of U.S. negotiations with Japan and the EU from 1970 to 1999 indicates that an institutionalized linkage between agricultural and industrial issues en

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Mezgebe, Tsegay Tesfay, Hind Bril El Haouzi, Guillaume Demesure, and Andre Thomas. "A Negotiation-based control approach for disturbed industrial context." IFAC-PapersOnLine 51, no. 11 (2018): 1255–60. http://dx.doi.org/10.1016/j.ifacol.2018.08.360.

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Samiee, Saeed, and Patrik Anckar. "Currency Choice in Industrial Pricing: A Cross-National Evaluation." Journal of Marketing 62, no. 3 (1998): 112–27. http://dx.doi.org/10.1177/002224299806200308.

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In this article, the authors explore the antecedents of currency choice in export transactions by U.S., Swedish, and Finnish firms. Using a framework adapted from exporting literature and negotiation theory, the authors examine relationships between the transaction currency and three sets of constructs, predicated in negotiation and bargaining literature, as well as performance measures. Results indicate a strong relationship between currency choice and process-related and firm characteristic measures. However, situational constraint factors do not exert much influence on transaction currency.

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Bachkirov, Alexandre A., James Rajasekar, and Maithe Paula da Silva. "Industrial buyer-seller interactions: negotiating in the Arabian Gulf." Review of International Business and Strategy 26, no. 1 (2016): 33–49. http://dx.doi.org/10.1108/ribs-10-2013-0109.

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Purpose – The purpose of this study is to explore the key cultural factors that shape the Arab style of buyer-seller negotiations in the industrial goods sector; formulate propositions predicting behaviors of empowered buyers, avoidant buyers and deciders in an expensive industrial purchase situation; and develop a model of communication structure in an industrial buyer firm in the Arabian Gulf. In addition, the study advances propositions concerned with the bargaining style of Arab industrial buyers and the relationships between industrial sales effectiveness and negotiation tactics. Design/m

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Karassavidou, Eleonara, and Yannis Markovits. "The Evolution of Dispute Resolution, Negotiation, and Mediation in Greece." Articles 51, no. 2 (2005): 357–90. http://dx.doi.org/10.7202/051099ar.

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In this paper, a four-phase theory of industrial relations evolution is formulated so as to obtain a deeper understanding of contemporary deuelopments in industrial relations, as well as to situate the pattern of Greek industrial relations prior to 1990. Greece initiated a "U-turn " in its industrial relations system in the 1990s. The institutionalization of free collective bargaining, third party intervention on a voluntary basis, and the establishment of the Organization of Mediation and Arbitration (OMED) form the core of the new status quo in employee-employer relations in Greece. A genera

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Francis, David W. "Some structures of negotiation talk." Language in Society 15, no. 1 (1986): 53–79. http://dx.doi.org/10.1017/s0047404500011647.

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ABSTRACTThe paper applies the methods of conversational analysis to investigation of the social organisation of industrial negotiation. The activities of negotiators are viewed as “locally managed,” and the paper shows how constituent entities of the negotiation setting, such as “issues” and “parties,” are interactionally accomplished in and through talk. Two dimensions of negotiation talk are focussed upon: the organisation of topicality and the production of “team” talk. It is shown that the methods by which negotiators manage the tasks of talking topically and talking as a team are context-

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Fells, Ray. "Enterprise Bargaining and the Process of Negotiation: A Case Study." Journal of Industrial Relations 37, no. 2 (1995): 218–35. http://dx.doi.org/10.1177/002218569503700202.

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Although industrial relations in Australia are undergoing a significant transition towards an enterprise-based System, there has been little research into the man agement-union negotiation process. This paper describes how an employer and two unions reached an enterprise agreement, and examines the choice and inter action aspects of negotiation to explore why and how this was done. The case study demonstrates the characteristics of genuine negotiation and suggests that strong motivation to reach agreement and inherently competitive interaction can have results that meet the needs of the partie

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Smith, Michael Lee. "Planning Your Negotiation." Journal of Management in Engineering 8, no. 3 (1992): 254–60. http://dx.doi.org/10.1061/(asce)9742-597x(1992)8:3(254).

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Cheung, Sai On, Kenneth T. W. Yiu, and Henry Suen. "Construction Negotiation Online." Journal of Construction Engineering and Management 130, no. 6 (2004): 844–52. http://dx.doi.org/10.1061/(asce)0733-9364(2004)130:6(844).

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Fells, Ray. "Managing Deadlocks in Negotiation." Employee Relations 8, no. 2 (1986): 2–7. http://dx.doi.org/10.1108/eb055067.

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Fells, R. E. "Developing Trust in Negotiation." Employee Relations 15, no. 1 (1993): 33–45. http://dx.doi.org/10.1108/01425459310024910.

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Ariﬁn, Zainal, Emi Puasa Handayani, and Saivol Firdaus. "Penyelesaian Perundingan Perjanjian Kerja Bersama (Pkb) Yang Tidak Menemui Kesepakatan (Studi Kasus di PJT I Malang)." ADHAPER: Jurnal Hukum Acara Perdata 6, no. 1 (2020): 147. http://dx.doi.org/10.36913/jhaper.v6i1.106.

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The Collective working Agreement (PKB) is regulated in Article 1601 of the Civil Code (Civil Code), which is an agreement between two parties, an employee or laborer and a company, both bound together. Workers commit themselves to employers for a certain time. A bond to do work by receiving wages. Another understanding of collective working agreements is regulated in Law Number 13 of 2003 concerning labor. Working agreements are agreements between employers and employees, or laborers who have conditions of employment, rights and obligations of both parties. There are two research questions, ﬁ

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Adekola, Adetola Adeniyi, Busuyi Francis Olowo, and Olugbenga Timothy Ajadi. "ACADEMIC STAFF UNION VERSUS GOVERNMENT NEGOTIATION STRATEGIES: A VERITABLE TOOL FOR SUSTAINING INDUSTRIAL HARMONY IN ONDO STATE SECONDARY SCHOOLS, NIGERIA." IJIET (International Journal of Indonesian Education and Teaching) 5, no. 1 (2021): 71–82. http://dx.doi.org/10.24071/ijiet.v5i1.2760.

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The study assessed negotiation strategies adopted by ASUSS and government for sustaining industrial harmony in Ondo State secondary school, Nigeria. The study adopted the survey research design using quantitative approach. The population for the study comprised 300 Principals, 600 Vice-Principals and 13,000 teachers from the 300 secondary schools in Ondo State. The sample was made up of 1500 respondents which comprised 90 principals, 180 vice-principals and 1,230 teachers using multistage sampling procedure. An instrument was use to gather data. The data collected were analysed using descripti

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Remen, Omon, Endeh Suhartini, and Ani Yumarni. "DISPUTE SETTLEMENT OF INDUSTRIAL RELATION OF PT. HAENGNAM SEJAHTERA INDONESIA IN THE MEDIATION STEP OF DINAS TENAGA KERJA OF KABUPATEN BOGOR." DE RECHTSSTAAT 4, no. 1 (2018): 63–79. http://dx.doi.org/10.30997/jhd.v4i1.1240.

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Importance of law development Indonesia especially about law of labor will bring a positive issue for industriaI people. Industry as a one of economic center should have regulation to resolve conflict happens within production process. This research is to know the solution of industrial relation conflict which is done by labor union, based on Law No. 2 of 2004 about Industrial Relation Dispute Settlement, to advocate dispute The method for this research is by using normative empirical approach towards Laws and regulation, or literatures and field study to one of the private companies in Kabupa

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Wood, Jacob. "An Industrial Sector Analysis of the Factors Influencing FTA Negotiation Outcomes." Global Business Review 18, no. 4 (2017): 895–910. http://dx.doi.org/10.1177/0972150917692240.

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This study examines the way in which economic and non-economic factors impact the outcome of international FTA negotiations from an industrial sector perspective. This study demonstrates that the result of negotiations, as measured by the share of duty free tariff lines, is significantly affected by both non-economic and economic factors. The results from the study showed that five of the eight variables tested were statistically significant, of which two were non-economic (union membership and ruling party ideology) and three were economic (import penetration, industrial sector unemployment r

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Fells, R. E. "Managing the Process of Negotiation." Employee Relations 8, no. 1 (1986): 17–22. http://dx.doi.org/10.1108/eb055065.

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Shen, Jie. "An Analysis of Changing Industrial Relations in China." International Journal of Comparative Labour Law and Industrial Relations 22, Issue 3 (2006): 347–68. http://dx.doi.org/10.54648/ijcl2006018.

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Abstract: This paper explores changing industrial relations in China by reviewing the existing literature and analysing a recent industrial relations survey conducted by the Shanghai Municipal Trade Union Council. During the transition from a planned economy to a quasi-market one, a harmonic relationship has been replaced by widespread labour disputes between enterprise management and workers. The growing violations of workers? rights are mainly due to diversity of ownership, a lack of regulations for human resources management, extended management power over employment relations, inadequate s

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Glaser, Stan. "The value of the manager in the value chain." Management Decision 44, no. 3 (2006): 442–47. http://dx.doi.org/10.1108/00251740610656304.

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PurposeIt is argued that the management of the diverse commercial imperatives of the participants in the value chain is partly achieved by negotiation. Seeks to describe the mechanism by which negotiation achieves satisfactory outcomes, capturing ome of the strategic financial impacts by the cash conversion coefficient and its derivative, the velocity of money.Design/methodology/approachAn analysis of the ways in which negotiation contributes to the mutual benefit of partners in the value chain.FindingsIt is demonstrated, using the metric of money, that both parties can be better off, and show

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Jain, Kamal K. "Decoding the strike at Bajaj Auto's Chakan plant: a negotiator's framework." Emerald Emerging Markets Case Studies 4, no. 4 (2014): 1–6. http://dx.doi.org/10.1108/eemcs-12-2013-0230.

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Subject area Negotiation, Human Resource Management. Study level/applicability Graduate and post graduate level course in Human Resource Management, Industrial Relations, and Negotiation. Case overview The present case unfolds sequence of events in the wake of collective bargaining between the union and the management of Bajaj Auto for settling the issue of wage revision. Since no agreement could be reached between both the parties, the workers' union called for a strike. This was the first case of strike in the plant in its 16 years of existence. Bajaj Auto is India's second-largest motorcycl

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Gallois, Cindy, Peta Ashworth, Joan Leach, and Kieren Moffat. "The Language of Science and Social Licence to Operate." Journal of Language and Social Psychology 36, no. 1 (2016): 45–60. http://dx.doi.org/10.1177/0261927x16663254.

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Social licence to operate (SLO) is an informal agreement that infers ongoing acceptance of an industrial or energy project by a local community and the stakeholders affected by it. Negotiation of SLOs centrally implicates language and communication, including scientific language and concepts. We first review the literature about the definition and communicative features of SLOs, and their relation to scientific communication. We describe communication accommodation theory and the ways that it can help understand (un)successful SLO negotiation, and describe examples of texts that show accommoda

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Wang, Shiyong, Chunhua Zhang, Chengliang Liu, Di Li, and Hao Tang. "Cloud-assisted interaction and negotiation of industrial robots for the smart factory." Computers & Electrical Engineering 63 (October 2017): 66–78. http://dx.doi.org/10.1016/j.compeleceng.2017.05.025.

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Liu, Jian Chang, Yu Lian Jiang, Shu Bin Tan, and Ping Song Ming. "Review on Application Research of Multi-Agent Theory in Industrial Process Control." Applied Mechanics and Materials 214 (November 2012): 635–39. http://dx.doi.org/10.4028/www.scientific.net/amm.214.635.

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The paper provides a review of application research of multi-agent theories in industrial process control. Firstly, we introduce characteristics of industrial process control. Then, a comprehensive description of some research achievements for multi-agent theory problems, such as the architecture, algorithm, coordination, cooperation, negotiation, and communication, applied in industrial process control, is introduced to identify main research lines. Further multi-agent theories and applications in industrial process control are discussed in detail, and their significance is revealed, which ap

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Moon, Yongma, Tao Yao, and Sungsoon Park. "Price negotiation under uncertainty." International Journal of Production Economics 134, no. 2 (2011): 413–23. http://dx.doi.org/10.1016/j.ijpe.2009.11.019.

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Zhang, Li Xin, and Liang Wang. "Industrial Monitoring Wireless Sensor Network Routing Algorithm and Simulation." Advanced Materials Research 457-458 (January 2012): 1149–54. http://dx.doi.org/10.4028/www.scientific.net/amr.457-458.1149.

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Aiming at the routing protocol in an industrial monitoring system, this paper analyzes the demand of the industrial monitoring wireless routing protocol, proposes a region adaptive routing protocol, and provides the algorithm, procedure and data structure of the route protocol in the industrial monitoring system. Simulation results show that the result of quantitative description compared energy consumption with time delay, this protocol is superior to orientation spreading, sensor protocols for information via negotiation(SPIN) and passing more energy protocols in both aspects, this algorithm

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Li, Li. "Research on negotiation-based partner selection approach." Chinese Journal of Mechanical Engineering (English Edition) 15, no. 01 (2002): 15. http://dx.doi.org/10.3901/cjme.2002.01.015.

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McCarthy, Terry. "Book Reviews : Negotiation: Readings, Exercises and Cases." Journal of Industrial Relations 29, no. 2 (1987): 262–64. http://dx.doi.org/10.1177/002218568702900218.

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