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Journal articles on the topic 'Key negotiation'

Author: Grafiati

Published: 3 June 2025

Last updated: 31 July 2025

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1

Lupu, Felicia Adriana. "PROCEDURAL PARALLEL AND APPROACHES BETWEEN DECISIONS AND TRADE NEGOTIATIONS." Problems of Management in the 21st Century 7, no. 1 (2013): 24–32. http://dx.doi.org/10.33225/pmc/13.07.24.

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In a conscious or less conscious way, in each moment of its existence, the organization negotiates. Any negotiation assumes the fact that the negotiator has to approach at least one decisional situation and has to make at least one decision. Making decisions when negotiating, negotiators manifests their reasoning, proving the fact that they can approach decisional situations. Approaching the negotiation process by a string of decisional sequences, the entire theory regarding decision making may underline the process of negotiation, providing efficiency to the resources allocated within the pro

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Perkov, Davor, and Dinko Primorac. "Business Negotiation as a Crucial Component of Sales." International Journal of Innovation and Economic Development 2, no. 4 (2015): 48–57. http://dx.doi.org/10.18775/ijied.1849-7551-7020.2015.24.2005.

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Negotiation is a controlled communication process that resolves the conflict of interest of two or more negotiating parties (when each party can block the achievement of the objective of the other side). The key to negotiating effectively is to know how much to offer in which moment and know where and how to draw the line of what we are prepared to accept. Negotiation theory in some segments differs from the negotiation in sales. The purpose of the paper was to point out the specific potentials, problems, dynamics and importance of negotiation as a crucial component of sales. The main hypothes

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Priya, Priyanshu, Rishikant Chigrupaatii, Mauajama Firdaus, and Asif Ekbal. "GENTEEL-NEGOTIATOR: LLM-Enhanced Mixture-of-Expert-Based Reinforcement Learning Approach for Polite Negotiation Dialogue." Proceedings of the AAAI Conference on Artificial Intelligence 39, no. 23 (2025): 25010–18. https://doi.org/10.1609/aaai.v39i23.34685.

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Developing intelligent negotiation dialogue systems that resolve conflicts and promote equitable, inclusive, and sustainable outcomes is at the forefront of advancing automated negotiation technology for social good. Negotiation involves balancing cooperation and competition to maximize value without causing offense. Using polite language fosters mutual understanding and creates a respectful and collaborative environment essential for successful negotiations in various domains. Considering this, in this paper, we propose a polite negotiation dialogue system, GENTEEL-NEGOTIATOR for social good

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Wu, Ruidong. "The Key to China's Market - Negotiation." Advances in Economics, Management and Political Sciences 18, no. 1 (2023): 253–62. http://dx.doi.org/10.54254/2754-1169/18/20230080.

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In the context of economic globalization, business negotiation has become increasingly important. When western business negotiators seek opportunities in the huge Chinese market, they often encounter setbacks in negotiations. This article starts from the perspective of universal cultural dimensions, and through the analysis of the characteristics of Chinese culture, to explore the cultural factors that affect China's business negotiations from the shallow to the deep, from the outside to the inside.

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Peleckis, Kęstutis. "Multi-criteria assessment tools for achieving balance between negotiating powers under distorted conditions of competition in construction sector’s market." SHS Web of Conferences 129 (2021): 12003. http://dx.doi.org/10.1051/shsconf/202112912003.

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Research background: this study identified which factors influence other factors and how they have a greater impact on the value of a business entity’s HHI index. By knowing the key factors, they can be used to model possible mergers and their impact on the HHI index and possible changes in the market power balance. Purpose of the article: to present the concept of business negotiation system, enabling to model and effectively manage the process of development and implementation of negotiation strategies, assessing the negotiating power of negotiating parties and selecting multi-criteria asses

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Shikhalkina, Tatiana Grigorievna. "Peculiarities of the communicative level of negotiation language in the English-language movies." Litera, no. 6 (June 2020): 143–50. http://dx.doi.org/10.25136/2409-8698.2020.6.33083.

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The object of this research the communicative peculiarities of negotiation language on the example of English-language movies. Due the growing attention to the means of successful negotiations, the authors raise the relevant question on the need to consider speech aspects of negotiation process. The goal of this work is to analyze the communicative strategies and tactics (&ldquo;pressure&rdquo;, &ldquo;high opening offer&rdquo;, &ldquo;disqualification&rdquo;, &ldquo;guilt&rdquo;, &ldquo;salami&rdquo;) in the process of negotiations from the perspective

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Shikhalkina, Tatiana Grigorievna. "Communication peculiarities of negotiation language on the example of texts of English-language fiction films." Litera, no. 9 (September 2020): 103–10. http://dx.doi.org/10.25136/2409-8698.2020.9.32920.

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&nbsp;The object of this research the communicative peculiarities of negotiation language on the example of English-language movies. Due the growing attention to the means of successful negotiations, the authors raise the relevant question on the need to consider speech aspects of negotiation process. The goal of this work is to analyze the communicative strategies and tactics (&ldquo;pressure&rdquo;, &ldquo;high opening offer&rdquo;, &ldquo;disqualification&rdquo;, &ldquo;guilt&rdquo;, &ldquo;salami&rdquo;) in the process of negotiations from the pe

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Trace, Karen. "The Art of Skilful Negotiating." Alberta Law Review 34, no. 1 (1995): 34. http://dx.doi.org/10.29173/alr1099.

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This article is a comprehensive outline of the rationale behind and the skills involved in alternative dispute resolution. A discussion on the nature of conflict leads to the submission that convergent negotiation is a more efficient means of settling disputes, as opposed to the divergent negotiations that are typified by conventional adversarial negotiation. This is followed by a discussion of the various theories on negotiations. The processes and rationale involved in interest based negotiations are then reviewed. A condition precedent to the process is to get the parties to realize that th

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Jackline, Abenaitwe. "Communication Skills for Negotiating Settlements." Research Output Journal of Arts and Management 4, no. 1 (2025): 36–40. https://doi.org/10.59298/rojam/2025/413640.

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Negotiation is a vital process in various professional and personal contexts, aiming to resolve differences and reach mutually beneficial settlements. Communication serves as the cornerstone of successful negotiations, influencing the effectiveness of discussions, decision-making, and agreements. This paper examines key communication skills essential for negotiating settlements, including active listening, verbal and nonverbal strategies, trust-building, and cultural considerations. Additionally, it examines common barriers to effective negotiation and how to overcome them through strategic co

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Menger, Richard, Darian R. Esfahani, Robert Heary, et al. "Contract Negotiation for Neurosurgeons: A Practical Guide." Neurosurgery 87, no. 4 (2020): 614–19. http://dx.doi.org/10.1093/neuros/nyaa042.

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Abstract Contract negotiation is a reality in the career of any neurosurgeon. However, little formal training exists for physicians – including neurosurgeons – on potential techniques and strategies for conducting meaningful contract negotiation. Increasing numbers of neurosurgeons seek hospital employment for which an employment contract will be provided. During contract negotiation, it is likely that a young neurosurgeon will be in discussion with an experienced negotiator acting on behalf of a hospital, practice, or department. Understanding and adapting to this imbalance in experience and

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Skjæveland, Asbjørn. "Parliamentary negotiations in Denmark." Politica 56, no. 1 (2024): 82. http://dx.doi.org/10.7146/politica.v56i1.143240.

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Negotiation theory tells us how we should negotiate if we want to negotiate wisely. We learn how to make the cake larger and how to get as big a bite as possible. Negotiations are key in politics. Even so, not many scientific studies apply the negotiation theory framework to legislative negotiations, including Danish legislative negotiations. On the other hand, there is a literature that describes actual legislative negotiations in Denmark. To what extent do the negotiations literature and the described real-life negotiations match each other? Danish politicians can learn from negotiation theo

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Parvaneh, Alireza, and Farzaneh Nasseri. "Identify and Neutralize Negotiation Tactics and Tricks." International journal of Innovation in Marketing Elements 1, no. 1 (2021): 49–60. http://dx.doi.org/10.59615/ijime.1.1.49.

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Developed and industrialized countries of the world, along with economic, scientific, technological and industrial progress, have also achieved significant progress in the development of the science and technology of negotiation, especially foreign and international negotiations. Nowadays, in international relations, even at the level of simple internal relations with others, it is not enough just to have the right and to be a researcher, but also to know the negotiation strategies and tricks and ways to deal with them, as well as to negotiate the right well and principles. Self and showing th

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Simosi, Maria, Denise M. Rousseau, and Laurie R. Weingart. "Opening the Black Box of I-Deals Negotiation: Integrating I-Deals and Negotiation Research." Group & Organization Management 46, no. 2 (2021): 186–222. http://dx.doi.org/10.1177/1059601121995379.

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Individualized work arrangements (“i-deals”) negotiated by employees are increasingly common in contemporary employment. Existing research largely focuses on phenomena emerging after the creation of i-deals, particularly their consequences for employees and organizations. This focus overlooks the fundamental processes associated with negotiating i-deals in the first place. I-deals research originating in the last two decades can benefit from the more advanced body of research on negotiations, particularly in its attention to negotiation preparation and the bargaining process. We examine how ne

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Rajavel, Rajkumar, Sathish Kumar Ravichandran, and G. R. Kanagachidambaresan. "Agent-based cloud service negotiation architecture using similarity grouping approach." International Journal of Wavelets, Multiresolution and Information Processing 18, no. 01 (2019): 1941015. http://dx.doi.org/10.1142/s0219691319410157.

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Challenges and issues in the field of cloud service negotiation framework optimization have been an active area of research. During service level agreement, the probability of negotiation conflict between the service consumers and providers is high. This may arise due to aggressive behavior, selfish misperception, vague preferences and uncertain goals of the negotiating participants. One of the key challenges identified in negotiation framework is optimizing the negotiation conflict among the negotiators. In order to minimize such conflicts, existing frameworks group the negotiation pairs that

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Lindholst, Morten, Anne Marie Bülow, and Ray Fells. "The practice of preparation for complex negotiations." Journal of Strategic Contracting and Negotiation 4, no. 1-2 (2018): 119–40. http://dx.doi.org/10.1177/2055563620907364.

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Negotiators are routinely exhorted to prepare well, but what do they do in practice? This article draws on data collected as a team of negotiators prepared their strategy during the lengthy negotiations over a major power generation infrastructure contract. Using a framework that we developed using terms from the literature, the team’s preparation meetings were observed and then analysed for content, timing and changes in participation. It is shown that the standard checklist notion of preparation needs to be reconsidered as a multilevel, dynamic concept that changes in character over time. Fa

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Albertina, Fitriana, Cecep Safa'atul Barkah, and Nurillah Jamil Achmawati Novel. "Peran Penting Efektivitas Komunikasi Dalam Persepsi Negosiasi Bisnis." Majalah Bisnis & IPTEK 15, no. 2 (2022): 120–28. https://doi.org/10.55208/zv6yfq58.

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In negotiations, both parties interests and benefits must be considered. Therefore, communication is the key to productive negotiations. This descriptive qualitative study employs a literature review as its methodology, namely collecting data from various previously published reference sources. According to the study, communication between two parties must convey the same meaning or message. Communication and decision-making are crucial components of negotiations. Good negotiators must possess the communication skills of clarity, precision, and persuasion. The objective of negotiation is mutua

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Բաղրամյան, Ռւզաննա. "Անուղղակի խոսքային ակտերը՝ որպես բանակցային դիսկուրսի լեզվագործաբանական կաղապար". Foreign Languages in Higher Education 28, № 2 (37) (2024): 60–79. https://doi.org/10.46991/flhe.2024.28.2.060.

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This article examines the role of indirect speech acts in business negotiations based on the method of principled negotiation. The correct choice of speech strategies in the business sphere evidently plays a key role in the successful conduct of the negotiation process. A comprehensive analysis of business discourse allows for the identification and study of communicative strategies that facilitate a flexible speech policy and minimize conflict situations between the parties. Based on J. Searle's classification of speech acts, the article presents a quantitative analysis of various types of sp

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Adinda, Rizka, Cecep Safa'atul Barkah, and Nurillah Jamil Achmawati Novel. "Importance of Communication Process in Negotiation." Jurnal Ekonomi, Bisnis & Entrepreneurship 16, no. 2 (2022): 132–39. http://dx.doi.org/10.55208/jebe.v16i2.260.

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Negotiations that involve two or more parties in reaching an agreement can't be separated from the communication in its process. Good and effective communication skills willl make negotiations effective as well. This study aims to analyze the importance of communication process in negotiation through qualitative descriptive method, or more accurately is secondary data analysis method using existing data, which are then expressed into words that describe the essential role of communication process in negotiation. The results of the study showed that negotiation as one of business activity that

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Blaha, Kathryn, Kristine Reed, Lisa Newland, Karen Card, and Larianne Polk. "FEMALE SUPERINTENDENTS AND NEGOTIATIONS: A PHENOMENOLOGICAL STUDY OF THE INFLUENCE OF GENDER IN THE MIDWEST." Advancing Women in Leadership Journal 42 (May 22, 2023): 34–47. http://dx.doi.org/10.21423/awlj-v42.a431.

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In this qualitative study, the researcher examined 11 female superintendents’ experiences of negotiations. Six themes emerged from the semi-structured interviews: I am a Woman in a Man’s World (Still), Negotiating for Myself is Uncomfortable, The School Board Holds the Cards, Experience and Salary Data are Key, Fairness is Important, and Female Leaders Need Support. Recommendations are provided to bolster support and preparation for women’s participation in negotiation. Recommendations are also provided for future research to continue the exploration of female superintendents’ experiences of n

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VIDOMENKO, O.I. "The importance of mastering the skills of conducting commercial negotiations and knowledge of communication strategies in the context of the formation of market relations." Market Relations Development in Ukraine №7-8(242-243)2021 139 (October 11, 2021): 105–11. https://doi.org/10.5281/zenodo.5561221.

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Relevance of the research topic. In the conditions of the formation of market relations, it is extremely important to be able to establish mutually beneficial business relationships with partners (including international ones) in business and with representatives of government agencies. The negotiation process has become an integral part of any business activity. Business negotiation skills and knowledge of communication strategies are the key to effective negotiations and informed management of this process. Formulation of the problem. A specialist's lack of certain knowledge and psycholo

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Kozina, Andrzej. "Trust-based negotiations." Scientific Papers of Silesian University of Technology. Organization and Management Series 2024, no. 202 (2024): 269–85. http://dx.doi.org/10.29119/1641-3466.2024.202.17.

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Purpose: one of the key factors determining conducting negotiation processes is the trust of their participants, which enables achieving greater operational efficiency. An important and promising objective of the paper is to present the author's concept of describing and analyzing the impact of trust on these processes. Design/methodology/approach: the paper is of a theoretical nature, i.e. it contains an original concept of describing negotiation processes based on trust. An original approach was adopted to identify key aspects of the interpretation of these processes. It was assumed that tru

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Raphael, Teles Valente, and DE OLIVEIRA DIAS MURILLO. "HOW TO STRUCTURE A RETAIL PHARMACY BUSINESS NEGOTIATION." GPH-International Journal of Business Management 06, no. 04 (2023): 01–15. https://doi.org/10.5281/zenodo.7817264.

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This article presents how to structure a real pharmacy retail business negotiation case scenario by adopting the Negotiation Map and the Four-Type Negotiation Matrix. The single descriptive case study involved two parties, one buyer and one supplier, in a bidding contest with the pharmacy retail business in Rio de Janeiro, Brazil, as the unit of analysis. Key findings pointed out planning negotiations to engagement as crucial to a better negotiation deal. Evidence also suggests structured negotiation approach is a sound strategy to be pursued. Finally, a completed negotiation map, implications

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Shevchuk, N. V. "Rethinking Approaches to Negotiation Training in Russia and other Countries." EURASIAN INTEGRATION: economics, law, politics 17, no. 4 (2024): 163–76. http://dx.doi.org/10.22394/2073-2929-2023-04-163-176.

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The article is devoted to the problems of negotiation training and research of modern negotiation practices in Russia and abroad in the context of expanding traditional diplomatic tools through the active involvement of non-state actors in world political processes, as well as the use of “expert diplomacy” resources in international negotiations.Aim . To identify current trends in the teaching of negotiations in Russia and the world, to show the features of modern negotiation practices in the context of new geopolitical realities.Tasks. To analyze the role of negotiations in modern social, pol

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Черкасов, Станіслав, and Oльга Maклюк. "Negotiation process in international relations theory: from history to contemporary practices." Acta de Historia & Politica: Saeculum XXI, no. 09 (February 1, 2025): 171–84. https://doi.org/10.26693/ahpsxxi2025.09.171.

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The article examines the negotiation process within the context of international relations theory, tracing its development from historical roots to contemporary practices. Key theoretical foundations, methodological approaches, and the evolution of negotiations as a vital tool for conflict resolution and diplomacy are analyzed. It is shown that approaches to the negotiation process are closely correlated with international relations theories, as they reflect various methods of analyzing and resolving conflicts between states and other international actors, offering different ways to rationaliz

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Williams, Heather P., and Fritz Peters. "On the Other Side of the Table: Lessons Learned From Negotiations." Journal of Cases in Educational Leadership 21, no. 4 (2018): 86–99. http://dx.doi.org/10.1177/1555458918762467.

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District-level directors, principals, and human resource personnel can bring important viewpoints and information in assisting the school board and superintendent during the teacher negotiations process. Unfolding in this case study are the myriad pressures brought forth to the key players in the process, the negotiating process of interest-based bargaining (IBB), and the unique perspective of administrators who served as both labor negotiators and management negotiators in different settings. Also emphasized is the work of school boards and how fractious relations can lead to unintended conse

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Jay, MM Jadezweni, and Vimba M. "Secondary Role-Players Key to Conflict Resolution." International Journal of Innovative Science and Research Technology (IJISRT) 8, no. 11 (2024): 4. https://doi.org/10.5281/zenodo.10825016.

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A lot has been written about conflict management and its approaches and the primary focus has been on various ways of resolving conflict through traditional ways which include negotiation, mediation, arbitration and litigation ( Accord, 2022; Waks, 2022). Usually, negotiations in conflict resolution draw on the same principles of collaborative negotiation that are used in dealmaking (Moore, 2018). In many writers’ views, the responsibility for resolving conflicts is held by those directly affected while outside forces play a secondary role (Indeed Editorial Team, 2023; Mariani,  202

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Abazi, Vigjilenca, and Johan Adriaensen. "Allies in Transparency? Parliamentary, Judicial and Administrative Interplays in the EU’s International Negotiations." Politics and Governance 5, no. 3 (2017): 75–86. http://dx.doi.org/10.17645/pag.v5i3.1056.

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International negotiations are an essential part of the European Union’s (EU) external affairs. A key aspect to negotiations is access to and sharing of information among the EU institutions involved as well as to the general public. Oversight of negotiations requires insight into the topics of negotiation, the positions taken and the strategies employed. Concurrently, however, some space for confidentiality is necessary for conducting the negotiations and defending EU interests without fully revealing the limit negotiating positions of the EU to the negotiating partner. Hence, attaining a bal

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Huang, Haixia. "On Cultural Differences in Business Negotiation." Frontiers in Business, Economics and Management 10, no. 3 (2023): 136–39. http://dx.doi.org/10.54097/fbem.v10i3.11465.

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With the rapid development of global economic integration, business exchanges between domestic and foreign enterprises are becoming more and more frequent. Due to cultural differences, the way of business negotiation has also changed a lot. As a form of interpersonal communication, business negotiation inevitably involves the communication methods of different countries, different nationalities, different social and cultural backgrounds and etiquette cultures, thus producing very rich business negotiation methods. How to better achieve the expected effect of business negotiations with differen

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Abbasov, Tariel. "The key directions of the Middle East policy of the official Washington during the presidency of Barack Obama (2009–2017)." OOO "Zhurnal "Voprosy Istorii" 2023, no. 10-1 (2023): 190–97. http://dx.doi.org/10.31166/voprosyistorii202309statyi34.

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During the presidency of Barack Obama (2009-2017), official Washington identified priority aspects of Middle East policy: preventing the development of nuclear energy by the Iranian leadership and achieving a final peaceful settlement of the Palestinian-Israeli conflict. The response to the White House's readiness for diplomatic negotiations with the Iranian side without putting forward preliminary conditions was the unwillingness of the Iranian leaders to participate in the negotiation process on curtailing the development of the national nuclear program. As for the Palestinian-Israeli peace

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Gates, Steve. "Time to take negotiation seriously." Industrial and Commercial Training 38, no. 5 (2006): 238–41. http://dx.doi.org/10.1108/00197850610677689.

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PurposeThe aim of this paper is to provide an overview of the skills needed for successful negotiations. It seeks to identify the benefits of training key staff in negotiations skills, including the difference it can make to a company's bottom line. It also aims to look at the risks to business of not developing these skills.Design/methodology/approachThe paper uses a mixture of case studies, examples, quotes and opinion.FindingsThe paper finds that only 5 per cent of the UK's training budget is spent on negotiations skills development. However, developing negotiation skills makes a significan

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Espinoza, Francisco A., and Norma E. Velasco. "Ethical Negotiations." International Journal of Responsible Leadership and Ethical Decision-Making 1, no. 1 (2019): 13–24. http://dx.doi.org/10.4018/ijrledm.2019010102.

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Negotiators assess the trust-worthiness of their counterparts in a variety of ways. One way is to define the integrity of a negotiation by how much buyers or sellers can be trusted: “Are they lying? Do they overpromise or under-deliver?” Despite this initial assessment, negotiators cannot accurately predict business outcomes, such as actual risks, quality or satisfaction with end products/services. Therefore, trust is a key element to facilitate the negotiation process in the early stages of deliberation. In this chapter, we will explore the application of ethical values as a trust-building fo

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Wessels, Bridgette, Jo Taylor, and Lizzie Coates. "Telehealth in Community Nursing: A Negotiated Order." Sociological Research Online 22, no. 4 (2017): 152–68. http://dx.doi.org/10.1177/1360780417734145.

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Policy makers in the UK are looking to technology such as telehealth as a solution to the increasing demand for long term health care. Telehealth uses digital home monitoring devices and mobile applications to measure vital signs and symptoms that health professionals interpret remotely. The take up of telehealth in community health care is slow because there is uncertainty about its use. Findings from a qualitative study of community healthcare show that community nurses are managing uncertainty through a complex set of negotiations. Drawing on Strauss’ concept of negotiated order the study f

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Morawski, Erica N. "Negotiating the Hotel Nacional de Cuba:." Journal of the Society of Architectural Historians 78, no. 1 (2019): 90–108. http://dx.doi.org/10.1525/jsah.2019.78.1.90.

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In Negotiating the Hotel Nacional de Cuba: Politics, Profits, and Protest, Erica N. Morawski positions that Havana hotel (McKim, Mead & White, 1930) as a significant symbol and space in the negotiation of national identities under the government of Cuban president Gerardo Machado y Morales. Through analysis of archival materials and architectural design, she shows how the project embodied complex negotiations between the machadato, dedicated to creating the hotel as a national monument, and the U.S. conglomerate charged with financing and building it. Looking beyond the hotel's constructio

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Fitzpatrick, William G., John Renshaw, and Paul Batchelor. "Negotiation: A Necessary Art for Dental Practice." Primary Dental Care os19, no. 1 (2012): 29–34. http://dx.doi.org/10.1308/135576112798990818.

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This brief paper explains why the art of negotiation has become far more important for general dental practitioners. It explains that negotiations take place with patients, with practice staff, and with funding agencies such as Primary Care Trusts. It sets out the principles for successful negotiation and gives two examples of how they can be applied. It concludes that negotiation is a skill that can be learned and that it will be a key skill as the profession faces future challenges.

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Ogliastri, Enrique, John Ickis, and Ramiro Casó. "Integrative/ distributive negotiations in Latin America: latent class analysis." Academia Revista Latinoamericana de Administración 33, no. 3/4 (2020): 463–80. http://dx.doi.org/10.1108/arla-04-2020-0084.

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PurposeThe purpose of this study is to test the universality of the behavioral theory of negotiation developed in the United States, particularly the integrative/distributive models, and to find negotiators' prototypes in international negotiations conducted in a Latin American country.Design/methodology/approachAn open questionnaire was administered to a convenience sample of 104 resident foreigners (expatriates) who reported the negotiation patterns of Costa Ricans. The qualitative data were coded in 52 variables (inte-rater reliability Fleiss' Kappa K= 0.65). A total of ten variables were s

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Kou, Guangyue, Guoheng Wei, Zhimin Yuan, and Shilei Li. "Latin-Square-Based Key Negotiation Protocol for a Group of UAVs." Electronics 12, no. 14 (2023): 3131. http://dx.doi.org/10.3390/electronics12143131.

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Unmanned aerial vehicle mobile ad hoc networks (UAVMANETs) formed by multi-UAV self-assembling networks have rapidly developed and been widely used in many industries in recent years. However, UAVMANETs suffer from the problems of complicated key negotiations and the difficult authentication of members’ identities during key negotiations. To address these problems, this paper simplifies the authentication process by introducing a Latin square to improve the process of signature aggregation in the Boneh–Lynn–Shacham (BLS) signature scheme and to aggregate the keys negotiated via the elliptic-cu

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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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Xue, Xiaohan. "Business Negotiation Strategies for Manufacturing Industries in Trade Activities." Advances in Economics, Management and Political Sciences 30, no. 1 (2023): 81–86. http://dx.doi.org/10.54254/2754-1169/30/20231434.

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The manufacturing industry is the backbone of the country, so the development of the manufacturing industry is very critical. Increasing revenue and reducing costs in trade activities are very important for the development of the manufacturing industry. By using some business negotiation techniques correctly, the enterprise can win as much profit as possible in trade activities. There is still a research gap on how to analyze the macro perspective in an integrated manner so that the manufacturing industry can clarify the general process of conducting business negotiation and the key techniques

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Grzegorz Kersten, Gregory. "E-negotiation design and engineering." Control and Cybernetics 50, no. 1 (2021): 11–31. http://dx.doi.org/10.2478/candc-2021-0002.

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Abstract This paper is an excerpt from a book by Gregory Kersten, which was not yet completed before his unexpected passing in May 2020. Following a note from Gregory’s family, the paper includes a section of a book chapter dealing with negotiation protocols. It shows how negotiation, as a purposeful process governed by explicit and implicit rules has protocols that can be employed to help negotiators orient themselves in this process. In particular, with respect to e-negotiations, the paper stresses the need to have a shared and clear understanding of the terms that are used by negotiators an

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McEntyre, Kelsey, Matthew D. Curtner-Smith, and K. Andrew R. Richards. "Patterns of Preservice Teacher–Student Negotiation Within the Teaching Personal and Social Responsibility Model." Journal of Teaching in Physical Education 39, no. 2 (2020): 264–73. http://dx.doi.org/10.1123/jtpe.2019-0098.

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Purpose: The purpose of this study was to describe the patterns of teacher–student negotiation that occurred when preservice teachers (PTs) taught within the teaching personal and social responsibility (TPSR) model. Method: The participants were seven PTs enrolled in an elementary early field experience. They taught three to four mini-units of TPSR. Seven qualitative techniques were employed to collect data, and standard interpretive techniques were used to analyze them. Results: Three general patterns of negotiation were identified. In the units taught by two of the PTs, the negotiations beca

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Neysa Tansia Haqi, Desti Aprilyani, Dela Afyani, Siti Fadillah, and Nur Fadillah. "Analisis Dinamika Negosiasi dalam Proses Resolusi Konflik Organisasi." SABER : Jurnal Teknik Informatika, Sains dan Ilmu Komunikasi 3, no. 2 (2025): 162–81. https://doi.org/10.59841/saber.v3i2.2595.

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This article explores the dynamics of negotiation as a key strategy in the conflict resolution process within organizational contexts. Using a qualitative-descriptive approach, it examines how negotiation processes are carried out by organizational actors in addressing both internal and external conflicts, as well as the factors that influence their effectiveness. The findings indicate that the success of negotiations is significantly influenced by interpersonal communication, leadership style, and the ability to adapt to change. This article aims to provide both conceptual and practical contr

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Morrow, James D., and Kevin L. Cope. "The limits of information revelation in multilateral negotiations: A theory of treatymaking." Journal of Theoretical Politics 33, no. 4 (2021): 399–429. http://dx.doi.org/10.1177/09516298211044092.

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States negotiate over the specific terms of multilateral treaties because those terms determine states’ willingness to ratify the treaty. In some cases, a state might decline to ratify a treaty it otherwise supports because specific terms are too far from those it prefers. States and inter-governmental organizations negotiating treaties would like to uncover the minimal terms needed to secure the ratification of key states, but under what circumstances will those states candidly reveal those terms? Using a spatial representation of the issues in a treaty negotiation, we use mechanism design to

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Crump, Larry. "Competitively-Linked and Non-Competitively-Linked Negotiations: Bilateral Trade Policy Negotiations in Australia, Singapore and the United States." International Negotiation 11, no. 3 (2006): 431–66. http://dx.doi.org/10.1163/157180606779155219.

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AbstractIt is unusual to find a negotiation not linked to at least one other negotiation. In some domains, such as international trade policy, we can identify negotiation networks with parties simultaneously involved in negotiations in global, multilateral, regional, and bilateral trade policy settings. A single party (i.e., a national government) will manage similar issues in all four settings and also manage these same issues with multiple parties in a single setting. International trade policy is one of many "linkage-rich" environments.This study examines the relationship between two discre

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Dias, Murillo de Oliveira, Raphael de Almeida Leitão, Rodolfo Milhomem Batista, and Davi Monteiro De Medeiros. "Writing the Deal: Statistical Analysis of Brazilian Business Negotiations on Intangible Assets." European Journal of Business and Management Research 7, no. 1 (2022): 61–65. http://dx.doi.org/10.24018/ejbmr.2022.7.1.1233.

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In times of coronavirus pandemic, and consequently, lockdowns, home office, social isolation, delta, and omicron variants, the development of writing negotiation skills are critical for success in business negotiations. These days, instant messaging and e-mail, two ubiquitous forms of electronic communication are used on a large scale, as an alternative to face-to-face negotiations. However, business asynchronous negotiations have their difficulty levels and pitfalls. This article addressed the challenges of asynchronous communication through the statistical analysis of N=1,400 Brazilian busin

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LEU, SOU-SEN, PHAM VU HONG SON, P. E. JUI-SHENG CHOU, and PHAM THI HONG NHUNG. "DEVELOPING FUZZY BAYESIAN GAME MODEL FOR OPTIMIZING NEGOTIATION PRICE." International Journal of Computational Intelligence and Applications 13, no. 04 (2014): 1450022. http://dx.doi.org/10.1142/s1469026814500229.

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Construction procurement is a key business where price negotiation is commonly required to reach final contractual agreement. However, even simple negotiations often result in infeasible agreements. The uncertain and limited supplier information as well as complex correlations among various factors affecting supplier behaviors make the contractor difficult to decide the appropriate offer price (OP) and vice versa. This study proposes a novel Fuzzy Bayesian Game Model (FBGM) for improving the prediction effectiveness of negotiation behaviors. The performance of the proposed FBGM was evaluated i

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Gladilin, L. Yu, E. V. Mischenko, A. E. Smirnov, and S. S. Kabosnidze. "On the issues of business negotiation processes and prospects for overcoming them through large language models." Entrepreneur’s Guide 17, no. 3 (2024): 122–32. http://dx.doi.org/10.24182/2073-9885-2023-17-3-122-132.

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This article investigates the potential of large language models in overcoming problems within the business negotiation process. Typical issues encountered in business negotiations at various communication stages, which highlight the necessity for systematic resolution (such as breaches of good faith principles, ineffective communication strategies, lack of clear planning, etc.), are identified. The study focuses on a key negotiation problem related to the increasing transaction costs of businesses due to unmet interaction results. It demonstrates how large language models can optimize the neg

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Colson, Aurélien. "The Ambassador Between Light and Shade: The Emergence of Secrecy as the Norm for International Negotiation." International Negotiation 13, no. 2 (2008): 179–95. http://dx.doi.org/10.1163/157180608x320199.

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AbstractTo what extent did secrecy emerge as the uncontested norm for international negotiations after the Renaissance? This article introduces six key negotiation practitioners from 17th century Europe, including some of the earliest writers on negotiation: Hotman, Mazarini, Wicquefort, Rousseau de Chamoy, Callières, and Pecquet. An analysis of their writings demonstrates that if an ambassador had to appear in the bright light of the royal court, he became constantly preoccupied by secrecy. He needed to find ways to protect his own secrets from third parties and uncover the secrets of others.

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Santos, Michael, and Murillo Dias. "Exploring The Missing Link Between Trust in Business Negotiation and Virtual Work." European Journal of Theoretical and Applied Sciences 2, no. 2 (2024): 291–309. http://dx.doi.org/10.59324/ejtas.2024.2(2).26.

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This article addressed the relevance of Trust in online business negotiations. The purpose of this paper is two-fold. Firstly, this article provides an overview of the literature on Trust, business negotiations, and virtual work to address the research gap on Trust in virtual business negotiations. Secondly, based on this overview, we developed a theoretical model encompassing factors, practices, and tools that impact Trust in online business negotiations. After a systematic review, key findings pointed out that Trust significantly influences the virtual negotiation environment. Also, we disco

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Michael, Santos, and Dias Murillo. "Exploring The Missing Link Between Trust in Business Negotiation and Virtual Work." European Journal of Theoretical and Applied Sciences 2, no. 2 (2024): 291–309. https://doi.org/10.59324/ejtas.2024.2(2).26.

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This article addressed the relevance of Trust in online business negotiations. The purpose of this paper is two-fold. Firstly, this article provides an overview of the literature on Trust, business negotiations, and virtual work to address the research gap on Trust in virtual business negotiations. Secondly, based on this overview, we developed a theoretical model encompassing factors, practices, and tools that impact Trust in online business negotiations. After a systematic review, key findings pointed out that Trust significantly influences the virtual negotiation environment. Also, we disco

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Baarslag, Tim, Reyhan Aydoğan, Koen V. Hindriks, Katsuhide Fujita, Takayuki Ito, and Catholijn M. Jonker. "The Automated Negotiating Agents Competition, 2010–2015." AI Magazine 36, no. 4 (2015): 115–18. http://dx.doi.org/10.1609/aimag.v36i4.2609.

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The Automated Negotiating Agents Competition is an international event that, since 2010, has contributed to the evaluation and development of new techniques and benchmarks for improving the state-of-the-art in automated multi-issue negotiation. A key objective of the competition has been to analyze and search the design space of negotiating agents for agents that are able to operate effectively across a variety of domains. The competition is a valuable tool for studying important aspects of negotiation including profiles and domains, opponent learning, strategies, bilateral and multilateral pr

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