Dissertations / Theses on the topic 'Negotiation effectiveness'

Since the US election in the fall of 2016, China have been looked towards to fill a leadership position in climate change negotiations. This essay focuses on determining China's efficiency in the COP15 and COP22 negotiations in establishing its ambitions and policy objectives. The results show that China was very effective in achieveing their policy aims both at COP15 and COP22 even if the negotiations had different aims. The overall performance of China has affected the COP outcomes and helped its establishment of a leadership role within the group of developing countries in the UNFCCC. This essay also shows that the prior expectation for a UNFCCC climate change negotiation might be a better explanatory factor than institutional goal in determining policy objectives in effectiveness studies.

Les modes de négociation au CAD de l'OCDE sont organisés autour de la règle du consensus et d'un processus itératif conduit entre pairs. Ces modes de négociation ont produit la notion d'Etat fragile de 2004 à 2010, idée prête à l'usage et prête à être étendue par ses promoteurs initiaux comme par tous les représentants de bailleurs de fonds qui choisissent de s'y investir. La notion et l'agenda concernant les Etats fragiles entrent en 2005 dans la course à la démonstration de la légitimité de l'aide publique au développement comme des compléments nécessaires et comme des concurrents à l'agenda de l'effocacité de l'aide. Cependant les mêmes modes de négociations ainsi que les contraintes organisationnelles et normatives rencontrées dans les bureaucraties de l'aide qui participent à cette construction ont tendu à normaliser le contenu et à limiter la transposition politique et bureaucratique de ce nouvel agenda. Au sein du CAD, ces contraintes diminuent également la portée des tenants de l'agenda Etats fragiles qui doivent faire face à des normes établies. Cet agenda a cependant pu être diffusé rapidement en raison de sa malléabilité, de la nature proinstitutionnelle de son argumentaire et du risque normatif et politique relativement faible qu'il fait prendre aux acteurs qui s'en servent pour promouvoir leurs propres visions stratégiques de l'aide publique au développement. Dans ce contexte, le CAD constitue une arène internationale de négociation où s'analyse l'action organisée des représentants de bureaucraties bilatérales et multilatérales<br>LModes of negotiation OECD DAC are organized around the rule of consensus and an iterative process led peer. These modes of negotiation produced the concept of fragile state from 2004 to 2010, an idea ready to use and ready to be extended by its promoters as the original by all representatives of donors who choose to invest. The concept and agenda for fragile states come into the race in 2005 to demonstrate the legitimacy of official development assistance as necessary complements and as competitors on the agenda of the effocacité help. However the same modes of negotiation and organizational constraints and normative encountered in aid bureaucracies involved in this construction have tended to standardize the content and limit the political and bureaucratic implementation of this new agenda. In the DAC, these constraints also reduce the scope of the proponents of the fragile states agenda should deal with established standards. This agenda has yet been released quickly because of its malleability, nature proinstitutionnelle of its arguments and the normative and political risk he is taking relatively small actors who use them to promote their own strategic visions of the official development assistance. In this context, the DAC is an international trading arena where analysis of organized action by representatives of bilateral and multilateral bureaucracies

Since most audit engagements identify multiple proposed audit adjustments, auditors must decide how best to present and negotiate these adjustments with their clients. Auditors may negotiate adjustments individually as they are uncovered over the course of field work (a sequential strategy) or they may aggregate all identified adjustments together and negotiate them at the same time (a simultaneous strategy). This paper examines the relative effectiveness of a simultaneous versus sequential negotiation strategy in eliciting concessions from clients and engendering positive affect toward the auditor. Managers negotiated a series of audit adjustments with a simulated auditor who employed one of the two negotiation strategies. I find that a simultaneous strategy elicited significantly greater total concessions from participants and also generated greater positive affect. I also manipulate the magnitude of the issues negotiated and find that significantly greater concessions are offered when larger issues are presented first. The implications of my findings for audit research and practice are discussed.

碩士<br>淡江大學<br>資訊管理學系碩士班<br>97<br>To improve the practicability of Negotiation Support System, NSS, We developed one WebNSS to offer a computerized supports with two-party and multi-issue negotiation. The system includes four practical support modules: the first is Preference Capture Module, PC; the second is Utility Calculation Module, UC; the third is Strategy Support Module, SS; the last is Negotiation Dance Guiding Module, NG. As for Preference Capture Module and Utility Calculation Module, we designed our system on the basis of the Utility Function [14] and Additive Scoring System [18] to offer three preference settings. As for strategies model, we exploited Faratin`s Strategies Model [9] to provide multi-issue strategies by weighting a group of single-issue strategies for users. To assess the effectiveness of WebNSS, we hired 42 (21 pairs) negotiators to adopt webNSS for examining its effects. The results are summarized as the following three points: (1) There is substantial improvement by using Simple and usable Utility Calculation Module. The result shows that usability is very important for human negotiators.(2)Automated negotiation-support, such as strategies support, can assist human negotiators in the negotiation processes and this effectively improves the negotiation outcomes.(3)There are significant contributions to improving the effectiveness, fairness and transaction time of the contract by using Negotiation support system. Therefore, Enterprises will be worth being implemented the WebNSS into their business processes.

博士<br>國立臺灣科技大學<br>營建工程系<br>103<br>Price negotiation is commonly required to reach a final contractual agreement during the construction material procurement. However, the uncertain and limited supplier information as well as complex correlations among various factors affects supplier behaviors, making learning a supplier’s negotiation strategy and deciding the appropriate offer price difficult for contractors. Therefore, a hybrid multi-strategy Bayesian fuzzy game model that can be applied in forecasting a supplier’s negotiation strategy was developed in this study. A validation analysis revealed that incorporating limited objective data and previous knowledge from experts into the Bayesian learning process can facilitate effectively determining causal relationships in a network as well as improving the accuracy of a learned model. By using the proposed model, contractors can effectively foresee the relationship between its alternative offer prices (OPs) and a supplier’s future bidding strategies. An experiment in which construction practitioners participated revealed that contractors can benefit by applying the forecasting ability of the model to increase the success rate and profit, reduce the time spent in unnecessary negotiation, and improve negotiation efficiency in the construction material procurement process.

博士<br>國立交通大學<br>土木工程系所<br>103<br>Construction procurement is one of the key subjects in construction management (CM) education. Construction negotiation strongly depends on experience. Currently, most CM courses in universities comprise only lectures for procurement negotiation without students getting involved in actual scenarios. Therefore, even if the students are able to grasp the essence of the lectures, their lack of such experience can impede their acquisition of practical knowledge. This discrepancy between theory and practice in negotiation training suggests an inadequate higher education practice. In this study, a game was developed to provide students with hands-on practice with CM procurement negotiation to complement the traditional teaching approach and thereby improve the knowledge of students, thus enabling them to meet industry requirements. In the game, students are divided into two groups to play the roles of contractors and suppliers. The game simulates the decision-making scenario when an appropriate amount of reinforcing steel must be procured on suitable negotiable terms to fulfil contracted project requirements. The model incorporates essential factors that influence procurement decisions, such as uncertainty about supplier delivery schedules and work quality, the independent choice of suppliers with whom to negotiate, and simultaneous negotiation with multiple suppliers. The study consists of two experiments mode, the experiment comprising a lecture, pretest, negotiation game playing, and posttest was conducted at three different universities. The study not only analyzed the learning effectiveness resulting from the inclusion of game playing in a traditional lecture setting but also quantitatively discussed the issues related to the strategies used by the players from different perspectives.

碩士<br>銘傳大學<br>企業管理學系碩士在職專班<br>99<br>As the credit card market enters into the mature stage, banks in Taiwan issue excessively credit cards to enhance their competitiveness. As cardholders expand their credits more than they afford, it results in the outbreak of credit card debt crisis, a loss of domestic banks, and social problems. This study is to analyze the effectiveness on debt negotiation mechanism of unsecured loans in one domestic bank operating in Taipei area. The dependent variable is the negotiation results. Seven independent variables come from demographic and negotiation behavior categories. The logistic regression model is applied in the study. The empirical findings come from two parts. In the first part, demographic variables have impacts on negotiation results. It is also found that the variable of the total amount of debt owed has the impact partially on negotiation results. In the second part from the logistic regression model, it is found that the negotiation results are influenced significantly by the variables of gender, the total amount of debt owed, the total amount received by the bank, and the negotiation alternatives provided by the bank.

This diploma thesis deals with the impacts of the performance of non-governmental organizations (NGOs) on the effectiveness of multilateral negotiations in the World Trade Organization (WTO). In the introduction, I present the theoretical framework of the whole thesis which is based on the approach of Victor Kremenyuk and his definition of basic analytical elements of multilateral negotiation. Further, I describe the development of the relationship between the WTO and NGOs and I also introduce the various options of involvement of NGOs into the work of the WTO including the NGOs' activities by means of which they influence the negotiation effectiveness. Through the analysis of the NGOs' performance at the ministerial conferences in Singapore (1996), Geneva (1998) and Seattle (1999) I explore the participation, options of involvement and activities of NGOs. On a concrete case of NGOs' campaign for the acceptance of the commitment to respect the basic labour standards in WTO I examine the impacts of the NGOs' performance on particular elements of negotiation - actors and their strategies, issues, structure, process and outcomes of the negotiation. In the last part of this thesis I assess the overall performance of NGOs and consequently analyze its impacts on the effectiveness of multilateral...

Sendo a adolescência caracterizada como uma etapa crítica, dominada, de um modo geral, por problemas de identidade, impacto social, impulsos e ideais emergentes, tem sido fonte de estudo nas mais diversas áreas das ciências sociais. Desde que Stanley Hall identificou o período da adolescência como um marco assente em conturbações vinculadas à emergência da sexualidade, algumas abordagens psicanalistas, reforçaram a conceção de uma etapa de confusão e stress causados por impulsos que surgem nesta fase do desenvolvimento. Ocorrendo num momento de conflito, entre fantasias e identificações de infância, no confronto com a realidade, o adolescente depara-se com escolhas, muitas vezes difíceis, de transição, de mudanças e de adaptação, quando deixa para trás o mundo infantil para entrar na vida adulta. Neste trabalho analisaremos o autoconceito na adolescência tendo por base o suposto de que a compreensão do mesmo pode facilitar a promoção de outras dimensões da personalidade, bem como o rendimento académico e a disrupção escolar percebida. Com base neste quadro conceptual, confrontamos os dados recolhidos com a eficácia negocial de conflitos na escola. Face aos desafios do dia-a-dia, a escola apresentase como uma estrutura essencial na aprendizagem de vivências, incluindo a forma como são geridos os conflitos interpessoais, permitindo enfrentar de forma construtiva dificuldades nos mais diversos domínios da sua existência. Para tal, recorremos a uma amostra constituída por 181 alunos, com idades compreendidas entre os 12 e os 16 anos, a frequentar o 3º ciclo na Escola Secundária 2/3 de Águas Santas, na cidade da Maia, no ano letivo de 2014/2015. Como instrumentos, foi utilizado o QCDP para avaliar os Comportamentos Disruptivos Percebidos (Veiga, 2010-2013); o QENCE para avaliar a Eficácia Negocial de Conflitos na Escola (Paiva, Cunha & Lourenço, 2011) e a Escala de autoconceito e de autoestima (Peixoto & Almeida, 2003). Para a recolha de dados sociodemográficos adaptou-se a Ficha de Dados Pessoais e Escolares (FDPE). De acordo com os resultados obtidos verificou-se que o comportamento disruptivo dos alunos é diferente entre o género masculino e o género feminino. No entanto, no que se refere à eficácia negocial de conflitos, observam-se diferenças neste grupo, sendo que, em todas as dimensões, esta é superior no sexo feminino do que no sexo masculino. Relativamente aos comportamentos disruptivos percebidos, observou-se que quanto mais elevada é a idade maior é a perceção de transgressão de regras. Por comparação, a idade não parece ter qualquer relação com a eficácia negocial dos conflitos na escola. Os resultados apresentados indicam uma relação positiva entre o autoconceito e a eficácia negocial de conflitos na escola, assim como, um maior autoconceito nos alunos que desejam terminar um curso superior. Por último verificou-se que o número de reprovações dos alunos tem relação com o autoconceito. Sendo que, o autoconceito é significativamente superior nos alunos sem reprovações comparativamente aos alunos com reprovações.<br>Adolescence is characterized as a critical stage in life, dominated by identity and social impact issues, emerging impulses and ideals. It has been a source of study in several areas of the social sciences. Since Stanley Hall acknowledged this period as a milestone based on alterations relating to the emergence of sexuality, some psychoanalytic approaches reinforced their idea of a period of confusion and stress caused by the impulses that arise at this stage of development. During this period of conflict, in between fantasy and childhood identification, when faced with reality, teenagers often encounter difficult choices of transition, change and adaptation, as they leave behind their children's world to join adulthood. In this study, we will analyze the self-concept in adolescence based on the assumption that its understanding can facilitate the promotion of other dimensions of personality, as well as of the academic achievement and of the perceived school disruption. Taking this conceptual framework into account, our study relates the data collected with the conflict’s negotiation effectiveness at school. Facing everyday life’s challenges, school presents itself as an essential structure in learning experiences, including in the way interpersonal conflicts are managed, by enabling teenagers to cope, constructively, with difficulties in a wide range of spheres. For this purpose, we collected a sample of 181 students aged between 12 and 16, attending the 3rd cycle Secondary School 2/3 Águas Santas, in Maia city, during the academic year of 2014/2015. The instruments used included the QCDP, to assess Disruptive Perceived Behaviour (Veiga, 2010-2013); QENCE, to assess Conflict’s Negotiation Effectiveness at School (Paiva, Cunha & Lawrence, 2011); and the Self-concept and Self-esteem Scale (Peixoto & Almeida, 2003). For demographic data we adapted the Personal Data Sheet and School (FDPE). According to the results obtained, disruptive behaviour is different in male and in female gender. Concerning conflict’s negotiation effectiveness, the differences observed, in all dimensions, revealed it to be higher in females than in males. As for perceived disruptive behaviour, we found that the older they are, the greater is the perception of rule transgression. By comparison, age does not seem to have any relation with conflict’s negotiation effectiveness at school. The results indicate a positive relation between self-concept and conflict’s negotiating effectiveness at school, as well as a higher self-concept in those students who wish to finish college. Finally, we found that the number of failures is related to the students’ self-concept. Therefore, we found self-concept to be significantly higher in students without failures.

The study investigates the potential of teacher talk in enhancing learner capacity to negotiate learning, premised on a view of classroom interaction as guided construction of knowledge. It examines the extent to which levels of oracy - essentially, awareness of the language of instruction, and the ability to use it more effectively - can be raised by exposing teachers to an in-service distance education language-based course. The main research questions are: a. What are the effects of the course in classroom text and discourse on oracy in the high school classroom? b. How can the quality of classroom discourse be assessed in a relatively systematic and objective manner? With regard to the second question, an analytical framework was developed that defined three key constructs in terms of discourse acts, namely teacher dominance, teacher effectiveness and learner initiative, and these constructs formed the basis of the three hypotheses. Patterns of interaction in English, mathematics and geography classes during the first year of high school in Harare, Zimbabwe (main study) and Zomba, Malawi (supplementary study) were analysed. The Zimbabwe study used a pretest-posttest control group design, with six teachers in the experimental group and three as controls, while the Malawi study used a posttest-only control group design with three teachers in each group. The experimental groups took part in an intervention programme known as the Litraid Project, a course on classroom text and discourse. The findings, interpreted both quantitatively and qualitatively, showed that after intervention the experimental group teachers dominated classrooms less and used discourse input more consciously and effectively. Similarly, their learners showed improved ability to negotiate learning, as reflected in their heightened levels of initiative and discourse output, both in class and group discussion. Hence the conclusion that classroom praxis, specifically in English second language situations, benefits from a conscious enhancement of oracy, leading to more effective teaching and learning.<br>Linguistics<br>D.Litt. et Phil. (Linguistics)

This thesis addresses the topic of the effectiveness of negotiation in the climate change regime, which is examined in connection with leadership theory. The goal of this thesis is to find out, if selected actors behaved as leaders during climate change conferences and if their behavior contributed to the effectiveness of negotiation in the climate change regime. Effectiveness of negotiation is examined at three selected climate change conferences, more specifically at the Copenhagen Climate Change Conference (2009), Cancún Climate Change Conference (2010) and Paris Climate Change Conference (2015). The leadership role is examined at above mentioned conferences with connection to the European Union, the USA and China. The research of leadership is based on the congruence method, which is based on examination of observable predictions established from theory. This thesis reached the conclusion, that the Copenhagen Climate Change Conference was not effective, on the contrary the Climate Change Conferences in Cancún and Paris were assessed as effective. In connection to fulfillment of conditions of leadership, the thesis reached the conclusion, that at the Copenhagen Climate Change Conference none of the actors acted as a leader, at the Cancún Climate Change Conference the European Union acted as a...