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Journal articles on the topic 'Negotiation effectiveness'
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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 (“pressure”, “high opening offer”, “disqualification”, “guilt”, “salami”) in the process of negotiations from the perspective of their effectiveness in achieving desired communicative goals.   Combination of theoretical overview of the strategies and tactics of negotiation, as well as analysis of the effectiveness of applying tactics to achieve goals of negotiating parties were chosen as the methods for this research.   The novelty of this article consist in reference to communicative peculiarities of negotiations in movies that have not previously been the object of analysis in the area of communication studies. The results of this research allowed determining the key strategies and tactics of negotiation in the analyzed films, as well as defining their effectiveness in the negotiation process.
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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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 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 (“pressure”, “high opening offer”, “disqualification”, “guilt”, “salami”) in the process of negotiations from the perspective of their effectiveness in achieving desired communicative goals. Combination of theoretical overview of the strategies and tactics of negotiation, as well as analysis of the effectiveness of applying tactics to achieve goals of negotiating parties were chosen as the methods for this research. The novelty of this article consist in reference to communicative peculiarities of negotiations in movies that have not previously been the object of analysis in the area of communication studies. The results of this research allowed determining the key strategies and tactics of negotiation in the analyzed films, as well as defining their effectiveness in the negotiation process.
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Foroughi, Abbas. "Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems." Journal of Applied Business Research (JABR) 14, no. 4 (2011): 15. http://dx.doi.org/10.19030/jabr.v14i4.5648.
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The growing frequency of negotiation situations as well as an increasing complexity of the issues that need to be resolved in a negotiation have generated interest in computer support for negotiation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major process losses which hinder the effectiveness of negotiations, including the negative effects of cognitive limitations, cognitive biases and dysfunctional socio-emotional aspects of negotiator behavior. This paper gives a brief overview of existing NSS and presents a framework for research in the NSS area, which highlights empirical research, which has already been conducted in this area. Also included is a discussion of future research directions, which are needed in the area of NSS.
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Peleckis, Kęstutis. "Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade." International Letters of Social and Humanistic Sciences 65 (December 2015): 1–15. http://dx.doi.org/10.18052/www.scipress.com/ilshs.65.1.
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Recently businesses need to find the new ways to ensure business growth and competitiveness in the international market. Cultural diversity of international business brings new challenges in the development and implementation of negotiation strategies of businesses, in cooperation with foreign partners. At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. New challenges in international business negotiations are caused by formation of common cultural and information space in a global scale, the new demands for information technology progress in development of international competition and accelerating innovation processes. International business negotiation strategy development and implementation are setting the essential features and causal relations and is relevant in practice by creating in each negotiation case the unique negotiation strategy, focused on maximizing the effectiveness of the international business with the aim of more efficient use of business negotiation potential – the negotiating power. In scientific problem solving it is necessary to offer such instruments, which would take into account bargaining power of participants in negotiations, and would allow real implementation of business strategies and constitute an appropriate contribution to their development. The article aims - to design a theoretical model for preparing and implementing strategies of international business negotiations, based on evaluations of bargaining powers and to verify experimentally its relevance and applicability.
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Albin, Cecilia. "Improving the Effectiveness of Multilateral Trade Negotiations: A Synopsis." International Negotiation 17, no. 1 (2012): 1–8. http://dx.doi.org/10.1163/157180612x630901.
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Abstract This special issue of International Negotiation explores from different perspectives how multilateral trade negotiations, primarily within the World Trade Organization (WTO), can become more effective. The challenges associated with this task have grown, as the parties and issues involved in such talks have increased in number and diversity. The specific topics addressed include the role of non-governmental organizations (NGOs) and domestic-level factors, agenda management, legitimacy and procedural issues, turning points, the challenge posed by the pursuit of bilateral and regional alternatives, and the question of gains to be had from multilateralism. The conclusions drawn from these studies are wide-ranging and relevant for multilateral negotiations generally. They highlight, among other matters, the significance of decision-making procedures used in the negotiation process.
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Solga, Marc, Jaqueline Betz, Moritz Düsenberg, and Helen Ostermann. "Political skill in job negotiations: a two-study constructive replication." International Journal of Conflict Management 26, no. 1 (2015): 2–24. http://dx.doi.org/10.1108/ijcma-02-2012-0022.
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Purpose – This paper aims to investigate the effects of political skill in a specific workplace setting – the job negotiation. The authors expected negotiator political skill to be positively related to distributive negotiation outcome, problem-solving as a negotiation strategy to mediate this relationship and political skill to also moderate – that is amplify – the link between problem-solving and negotiation outcome. Design/methodology/approach – In Study 1, a laboratory-based negotiation simulation was conducted with 88 participants; the authors obtained self-reports of political skill prior to the negotiation and – to account for non-independence of negotiating partners’ outcome – used the Actor–Partner Interdependence Model for data analysis. Study 2 was carried out as a real-life negotiation study with 100 managers of a multinational corporation who were given the opportunity to re-negotiate their salary package prior to a longer-term foreign assignment. Here, the authors drew on two objective measures of negotiation success, increase of annual gross salary and additional annual net benefits. Findings – In Study 1, the initial hypothesis – political skill will be positively related to negotiator success – was fully supported. In Study 2, all three hypotheses (see above) were fully supported for additional annual net benefits and partly supported for increase of annual gross salary. Originality/value – To the authors' best knowledge, this paper presents the first study to examine political skill as a focal predictor variable in the negotiation context. Furthermore, the studies also broaden the emotion-centered approach to social effectiveness that is prevalent in current negotiation research.
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Encarnation, Dennis J., and Louis T. Wells. "Sovereignty en garde: negotiating with foreign investors." International Organization 39, no. 1 (1985): 47–78. http://dx.doi.org/10.1017/s0020818300004860.
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Governments must choose between general policies and individual negotiations to reach agreements with foreign investors. General policy leaves nothing to be negotiated. But once negotiation is selected, governments face difficult choices over how to conduct ne otiations. No single choice of organizational structure or administrative process is optimal for all countries or for all industries. Each organizational choice carries a range of economic and political costs and benefits that are valued differently by the domestic and foreign interests affected by the negotiation's outcome. Interviews with government officials in four Asian countries and corporate executives in four industries, all involved in international business negotiations between 1978 and 1982, demonstrate that different governments should and do choose different approaches to negotiating with foreign firms. Even single countries use different approaches at different times and with different industries. Moreover, the managerial choices of structure and process are not random. Rather, they are influenced by a government's general strategy toward foreign investment, the “political salience” of a given investment, and the degree of competition among countries for a specific investment. Ultimately, a government's management of international business negotiations shapes its effectiveness in negotiating with foreign firms and in competing for foreign investment.
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Crump, Larry, and Daniel Druckman. "Turning Points in Multilateral Trade Negotiations on Intellectual Property." International Negotiation 17, no. 1 (2012): 9–35. http://dx.doi.org/10.1163/157180612x630910.
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Abstract Application of a turning points analysis to detailed chronologies of events that transpired prior to and during two matched cases of multilateral intellectual property rights (TRIPS) negotiations yields useful lessons for understanding negotiation process and effective negotiator behavior. The unfolding negotiation process is traced in the GATT Uruguay Round and prior to and during the WTO Doha Ministerial. Departures from earlier trends in the chronologies merit special attention. A departure is defined as a clear and self-evident change from earlier events or patterns in the form of an impactful decision taken by one or more parties. By coding the causes (precipitants) and effects (consequences) of the departures, we perform a turning points analysis. The turning points analysis, composed of three-part sequences, reveals the triggers and impacts of departures during the extended TRIPS negotiation process. The analyses will allow a comparison of the patterns that unfolded during the two phases of TRIPS negotiations, which will highlight the breakthroughs that occurred during the Uruguay Round and the crises that emerged later, prior to and during the Doha Ministerial. Improving the effectiveness of multilateral trade negotiations depends in part on understanding how critical turning points emerge.
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Park, Jinsoo, Hamirahanim Abdul Rahman, Jihae Suh, and Hazami Hussin. "A Study of Integrative Bargaining Model with Argumentation-Based Negotiation." Sustainability 11, no. 23 (2019): 6832. http://dx.doi.org/10.3390/su11236832.
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E-commerce is increasingly competitive and there is a constant need for new approaches and technology to facilitate exchange. Emerging techniques include the use of artificial intelligence (AI). One AI tool that has sparked interest in e-commerce is the automated negotiation agent (negotiation-agent). This study examines such agents, and proposes an offer strategy model of integrative negotiation for a negotiation-agent with a focus on negotiation agent-to-human interaction. More specifically, a new offer strategy was developed based on the integrative bargaining model, which emphasizes the importance of exchanging information among negotiators and multi-issue negotiation that includes package offers to achieve an integrative (win-win) outcome. This study incorporated an argumentation-based negotiation and the negotiation tactic of multiple equivalent simultaneous offers, which was programmed into the negotiation-agent. An experiment was conducted performing 49 negotiation-agent-to-human negotiations over three issues in online purchase tasks to demonstrate the effectiveness of the proposed strategy. Experimental results indicated that the proposed offer strategy with agent negotiation can enhance the persuasiveness of an offer and the performance of negotiation outcome (human counterpart’s perception toward negotiation process, opponent–agent and desire for future negotiation). The findings confirmed the effectiveness of the proposed design and demonstrated an innovative approach to e-commerce transactions.
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Scanzoni, John, and Deborah D. Godwin. "Negotiation Effectiveness and Acceptable Outcomes." Social Psychology Quarterly 53, no. 3 (1990): 239. http://dx.doi.org/10.2307/2786962.
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Movius, Hal. "The Effectiveness of Negotiation Training." Negotiation Journal 24, no. 4 (2008): 509–31. http://dx.doi.org/10.1111/j.1571-9979.2008.00201.x.
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Cheng, Junjun. "Dynamic relationality toward congruence: a symbiotic solution to cross-cultural negotiations." International Journal of Conflict Management 30, no. 5 (2019): 657–79. http://dx.doi.org/10.1108/ijcma-03-2019-0050.
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Purpose This paper aims to advance an integrative perspective of dynamic relationality in negotiation research by providing a symbiotic solution to modeling the cultural adaptation process in intercultural negotiations. Design/methodology/approach Based on a solution-oriented symbiotic approach, the authors analyze negotiators’ combination strategy to propose the dynamic convergence of dyadic relational negotiation behavior (RNB) both as a descriptive framework and a prescriptive solution to behavioral congruence in intercultural negotiations. The authors use spreadsheet platform with artificial data input to simulate various RNB dynamics between negotiators. Findings The authors identify the research gap between the arelational, static paradigm in negotiation literature and the relational, dynamic reality in negotiation practices, develop a fourfold typology of the existing negotiation research and propose the construct of RNB. The authors simulate the dyadic dynamics of RNB in a symbiotic framework. Results illustrate varied dyadic patterns of convergent RNB dynamics, demonstrating the effectiveness of the symbiotic solution to achieving behavioral congruence under multiple conditions. Propositions are then presented to predict negotiators’ initial relational behavior, describe dyadic coevolution of RNB in intercultural negotiations and explicate the relevant chronic consequences regarding relational and economic capital. Originality/value This paper fills a significant knowledge gap in the extant cross-cultural negotiation literature by addressing dynamic behavioral adaptation through a relational lens. This symbiotic framework is both descriptive in its predictive capacity to simulate the complexity of non-linear negotiation environment, and prescriptive in its directive capacity to guide negotiators’ plan of action given each other’s observed behavior with a probability estimation.
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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 in the case where an agent uses the counter-OP of an opponent to learn the negotiation strategy of the opponent. The validation analysis shows that the sequential updating process of FBGM significantly improves the estimation ability of negotiators. The proposed model also gives a comprehensive view of negotiation scenarios by considering all possible negotiation cases. Using FBGM, negotiators can apply flexible strategies to optimize their own profit with a reasonable negotiation time.
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Ng, Terence Bu-Peow, and Hun-Tong Tan. "Effects of Authoritative Guidance Availability and Audit Committee Effectiveness on Auditors' Judgments in an Auditor-Client Negotiation Context." Accounting Review 78, no. 3 (2003): 801–18. http://dx.doi.org/10.2308/accr.2003.78.3.801.
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In this paper, we present the results of an experiment that investigates the effects of two contextual features—the availability of authoritative guidance and the effectiveness of the client's audit committee—on auditors' perceived outcome of auditor-client negotiations concerning an audit adjustment that affects the client's ability to meet analysts' forecasts. Results show that auditors' perceived negotiation outcome is jointly influenced by authoritative guidance availability and audit committee effectiveness. Specifically, authoritative guidance availability has a greater effect on auditors' perceived negotiation outcome in the absence of an effective audit committee than in its presence. We also find that concessionary moves by the client increase auditors' propensity to concede to the client's preferred position.
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Clay-Williams, Robyn, Andrew Johnson, Paul Lane, et al. "Collaboration in a competitive healthcare system: negotiation 101 for clinicians." Journal of Health Organization and Management 32, no. 2 (2018): 263–78. http://dx.doi.org/10.1108/jhom-12-2017-0333.
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Purpose The purpose of this paper is to evaluate the effectiveness of negotiation training delivered to senior clinicians, managers and executives, by exploring whether staff members implemented negotiation skills in their workplace following the training, and if so, how and when. Design/methodology/approach This is a qualitative study involving face-to-face interviews with 18 senior clinicians, managers and executives who completed a two-day intensive negotiation skills training course. Interviews were transcribed verbatim, and inductive interpretive analysis techniques were used to identify common themes. Research setting was a large tertiary care hospital and health service in regional Australia. Findings Participants generally reported positive affective and utility reactions to the training, and attempted to implement at least some of the skills in the workplace. The main enabler was provision of a Negotiation Toolkit to assist in preparing and conducting negotiations. The main barrier was lack of time to reflect on the principles and prepare for upcoming negotiations. Participants reported that ongoing skill development and retention were not adequately addressed; suggestions for improving sustainability included provision of refresher training and mentoring. Research limitations/implications Limitations include self-reported data, and interview questions positively elicited examples of training translation. Practical implications The training was well matched to participant needs, with negotiation a common and daily activity for most healthcare professionals. Implementation of the skills showed potential for improving collaboration and problem solving in the workplace. Practical examples of how the skills were used in the workplace are provided. Originality/value To the authors’ knowledge, this is the first international study aimed at evaluating the effectiveness of an integrative bargaining negotiation training program targeting executives, senior clinicians and management staff in a large healthcare organization.
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Perreault, Stephen, Thomas Kida, and M. David Piercey. "The Relative Effectiveness of Simultaneous versus Sequential Negotiation Strategies in Auditor-Client Negotiations." Contemporary Accounting Research 34, no. 2 (2017): 1048–70. http://dx.doi.org/10.1111/1911-3846.12288.
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Trotman, Ken T., Arnold M. Wright, and Sally Wright. "Auditor Negotiations: An Examination of the Efficacy of Intervention Methods." Accounting Review 80, no. 1 (2005): 349–67. http://dx.doi.org/10.2308/accr.2005.80.1.349.
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Negotiations are a pervasive feature of the audit process (e.g., the resolution of proposed audit adjustments and disclosures). The results of such negotiations are of great importance to the capital markets, the client, and the auditor. The purpose of this study is to examine the effectiveness of three promising, pragmatic intervention methods for enhancing auditor negotiation performance: a role-playing intervention—assuming the client's position in a mock negotiation; a passive intervention—explicitly considering the client's interests and options; and a practice intervention—engaging in a mock negotiation prior to the client negotiation. We posit that the role-playing intervention will improve negotiation results, because this approach requires direct experience in considering and arguing the client's position and more cognitive effort in obtaining an understanding of the counterpart's position, a critical factor identified in the negotiation literature for successful performance. Forty-five audit managers and partners were provided a realistic case based on an actual scenario involving the potential writedown of inventory due to obsolescence. Participants were randomly assigned to one of three groups (role-playing, passive, or practice) and asked to negotiate the issue with a confederate playing the role of the CFO. Auditor conservatism and a large actual subsequent writedown suggest that a significant adjustment is warranted. The results indicate that the role-playing intervention method led to an enhanced negotiation outcome (greater writedown) compared to the passive and practice groups. Process improvements on a number of dimensions were also found, particularly for the role-playing group compared to the practice group.
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Gurushkin, P. Y., та I. S. Lysenko. "ПОНЯТИЕ «ЭФФЕКТИВНОСТЬ» В УПРАВЛЕНИИ ПЕРЕГОВОРНЫМ ПРОЦЕССОМ". Konfliktologia 14, № 3 (2019): 19. http://dx.doi.org/10.31312/2310-6085-2019-14-3-19-32.
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In the system of social relations conflicts are an important determinant of human activity. At the same time, negotiations are its integral attribute in the process of regulation of social contradictions. Regardless of the level of negotiations, whether it is bargaining on the market for a certain product or the solution of military-strategic international tasks — the question arises about the effectiveness of this process. How much we will spend, what we will get as a result, how to estimate it and how long it will take — the most important issues that arise in an attempt to analyze the result of any negotiations. The evaluation characteristics of the high or low effectiveness of the negotiations are based, at best, on qualitative methods, at worst — on a descriptive evaluation of the outcome, which is based on two criteria: agreement between the parties and satisfaction with the process. Both indicators can indeed provide some information about the change in the balance of power, whether or not the goals are achieved, etc. However, in this case, important variables such as time, material costs and reputation are not taken into account. Can satisfaction with the result (even of all the agents of the conflict) be considered the main criterion for the effectiveness of the negotiation process? The article is devoted to the analysis of modern approaches to the concepts of “efficiency” and “effectiveness”, as well as to the study of the applicability of these phenomena in the context of the evaluation of the negotiation process.
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Syarvia, Syarvia. "RANCANGAN PROGRAM PELATIHAN UNTUK MENINGKATKAN SELF EFFICACY NEGOSIASI PADA SISWA SMK." Psympathic : Jurnal Ilmiah Psikologi 1, no. 1 (2016): 78–86. http://dx.doi.org/10.15575/psy.v1i1.469.
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This research aimed to develop a training design to increase self-efficacy on negotiation for students of vocational school. Research subjects were 18 students of the SMK 1 Bandung class of 2011 marketing majoring. The design of the training program was conceived and developed with reference to the strength aspect of self-efficacy and negotiation, by applying the model of experiential learning. The training material organized into two main activities to improve selfefficacy in negotiation namely our business and making a profit. The effectiveness of the training is measured by the increase of self-efficacy category by using an instrument on negotiation selfefficacy, behavioral observation and evaluation of training. This study used a quasi-experimental method with the untreated control group pretest and posttest sample dependent design. T-Test results showed there’s no significant improvement in the category of self-efficacy negotiations after the training program. Quantitatively and observations during training showed an increase in self-efficacy negotiation in aspects of communication, strategy and relationships, as well as a decrease in the emotional aspects among training participants.
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Sjöstedt, Gunnar. "NGOs in WTO Talks: Patterns of Performance and What They Mean." International Negotiation 17, no. 1 (2012): 91–114. http://dx.doi.org/10.1163/157180612x630947.
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AbstractNon-governmental organizations (NGOs) have remained outside all the GATT rounds since the 1950s. In contrast, hundreds of NGOs have taken part in the current WTO round. This article maps the formal participation of NGOs in five ministerial conferences during the Doha round. It also analyzes various forms of NGO involvement in the WTO trade talks, such as lobbying and capacity-building of developing countries. An assessment of the current and potential capacities of NGOs in the Doha round requires that their performance be seen from an explicit negotiation perspective. Both NGO participation and involvement, as well the interaction between these two forms of NGO performance need to be considered. An assessment of how NGOs may have an impact on negotiation effectiveness and efficiency in WTO rounds should be approached from a long-term perspective and should consider other kinds of outcomes than formal final agreements. NGO performance in WTO may increase the complexity of negotiations or the significance of non-trade issues. NGO activities outside the WTO may disturb multilateral trade negotiations in the short term, such as during ongoing Ministerial Conferences. On the other hand, NGOs may also help to pave the way for constructive long-term changes in the WTO regime, which, in turn, may have a favorable impact on the effectiveness and efficiency of the overall WTO negotiation system.
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Taylor, Kimberly A., Jessica Mesmer-Magnus, and Tina M. Burns. "Teaching the Art of Negotiation: Improving Students' Negotiating Confidence and Perceptions of Effectiveness." Journal of Education for Business 83, no. 3 (2008): 135–40. http://dx.doi.org/10.3200/joeb.83.3.135-140.
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Schmeier, Susanne. "International Water Law Principles in Negotiations and Water Diplomacy." AJIL Unbound 115 (2021): 173–77. http://dx.doi.org/10.1017/aju.2021.21.
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International water law (IWL) principles are often called upon to address disagreements and conflict between riparian states to a shared watercourse, with various parties invoking them to guide states’ behavior towards cooperative solutions that benefit the water resources as well as broader regional cooperation and peace. This essay argues that it is particularly important to acknowledge the role IWL principles play in negotiation processes, that is, in an ex ante and non-judicial function, providing a framework for cooperation and contributing to lawmaking, which makes them important tools of international relations and water diplomacy. First, IWL principles are particularly relevant in negotiation processes. IWL principles are thus not only relevant to legal adjudication or enforcement, but are also tools of international relations and diplomacy. Additionally, in their ex ante role, in the context of negotiations or other non-judicial interactions between riparian states, IWL principles can pose an inherent dilemma, as they can both provide a framework for negotiations and be the focus of negotiations, each dimension having implications for the effectiveness of negotiations and the likelihood of negotiated compromise outcomes. Third, in spite of this inherent dilemma and its possible negative repercussions on negotiation outcomes, the use of IWL principles in negotiations has a lawmaking function, contributing to the further development and strengthening of the overall legal regime for governing shared watercourses.
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Albin, Cecilia, and Daniel Druckman. "Bargaining over Weapons: Justice and Effectiveness in Arms Control Negotiations." International Negotiation 19, no. 3 (2014): 426–58. http://dx.doi.org/10.1163/15718069-12341286.
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This article explores the relationship between justice and effectiveness in bilateral and multilateral arms control negotiations. A set of hypotheses, derived from earlier research about the impacts of procedural and distributive justice on negotiation outcomes is evaluated. The sample consists of twenty cases, ten bilateral and ten multilateral. The results of statistical analyses show strong effects of procedural justice on the effectiveness of bilateral, but not multilateral, negotiations. Further analyses indicate that the effects are largely accounted for by half of the bilateral cases. Case-by-case analyses reveal some of the conditions that explain the correlation between pj principles and effective outcomes. Distributive justice correlated with more substantial agreements in the multilateral cases. Reasons for the limited effects of procedural justice on multilateral outcomes are discussed. The article concludes with more general implications and suggestions for further research.
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Rodríguez Rodríguez, Raquel. "EFICACIA NEGOCIADORA, FORMACIÓN ACADÉMICA Y EL BIENESTAR SUBJETIVO." International Journal of Developmental and Educational Psychology. Revista INFAD de Psicología. 6, no. 1 (2017): 191. http://dx.doi.org/10.17060/ijodaep.2014.n1.v6.733.
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Abstract.The purpose of this study is to evaluate the possible relationship between the negotiating effectiveness, academic and Subjective Well-Being, in negotiation has been studied the relationship of experience with varying degrees of success, although the basic training course has is not relevant for explanation. Furthermore happiness is one of the goals of the most important life for humans and is supposed to be related to the degree of bargaining effectiveness by its relationship with Excite Intelligence, since people with Emotional high intelligence tend to have high bargaining power. The sample consists of 117 university students, men and women between 18 and 47. The instruments used were a questionnaire on negotiation (CEN-II) and BIS-HERNÁN Questionnaire. Otenidos The results of correlation analyzes do not indicate a relationship between Subjective Well-Being and Effectiveness Negotiator, but a higher Negotiator Effectiveness psychology students compared to students from the Faculties of Law and Science, was not related to the amount of year college career in negotiating varying effectiveness.Keywords: subjective well-being, negotiating effectively, education.Resumen.El objeto del presente trabajo consiste en evaluar la posible relación entre la eficacia negociadora, la formación académica y el Bienestar Subjetivo; En negociación se ha estudiado la relación de la experiencia con la mayor o menor eficacia, aunque la formación de base se ha supuesto que no es relevante para su explicación. Por otro lado la felicidad es uno de los objetivos de la vida más importantes por los seres humanos y se supone que se relaciona con la mayor o menor eficacia negociadora, por su relación con la Inteligencia Emocional, puesto que personas con alta Inteligencia Emocional tienden a tener alta capacidad de negociación. La muestra está compuesta de 117 estudiantes universitarios, hombres y mujeres entre los 18 y 47 años. Los instrumentos utilizados fueron un cuestionario sobre negociación (CEN-II) y el Cuestionario BIS-HERNÁN. Los resultados obtenidos de los análisis de correlación no indican una relación entre el Bienestar Subjetivo y la Eficacia Negociadora, pero sí una más alta Eficacia Negociadora de estudiantes de Psicología en comparación a estudiantes de las Facultades de Derecho y Ciencias, no siendo relevante la cantidad de años de estudio de la carrera en la mayor o menor eficacia negociadora.Palabras Clave: bienestar subjetivo, eficacia negociadora, formación académica.
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Chen, Meng, Shogo Okada, and Katsumi Nitta. "Evaluation of Haptic Interaction in Intercultural Online Negotiation." Journal of Advanced Computational Intelligence and Intelligent Informatics 17, no. 6 (2013): 779–90. http://dx.doi.org/10.20965/jaciii.2013.p0779.
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In this study, we bring haptic technology into an online negotiation system to improve the method of conveying nonverbal information. Our goal is to verify the effectiveness of haptic interaction in communication between Japanese and Chinese participants. We conducted online negotiation experiments with and without haptic interaction. We classified Chinese participants according to their Japanese levels, and analyzed characteristics of their haptic interaction. Results of the questionnaire we administered implied that in negotiations with haptic interaction, the expression of emotion and the sense of presence were improved compared to those without haptic interaction. Results of Japanese – Chinese pairs showed haptic interaction to be of higher importance to Chinese than the Japanese pairs. For participants who lacked linguistic ability, haptic interaction still showed usefulness in experiments. We concluded from these results that haptic interaction during intercultural online negotiation was effective for intercultural users.
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Andersson, Erik. "Who Needs Effective Doha Negotiations, and Why?" International Negotiation 17, no. 1 (2012): 189–209. http://dx.doi.org/10.1163/157180612x630983.
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AbstractThe growth and resilience of world trade indicate that the original aim of the General Agreement on Tariffs and Trade (GATT) has been largely fulfilled. This success makes the economic interest of parties in the Doha Development Round (DDR) less clear. This article analyzes how countries express their interests in the Doha round, based on their reactions to the breakdown in Geneva in July 2008. A qualitative analysis of these reactions reveals that the interests of the actors differ considerably. Only a minority of the member countries express an interest in negotiations congruent with the Ricardian logic of the original mandate of GATT and the WTO. The interests of other parties seem to be furthered by stalling negotiations. An increasingly important dimension of the DDR is the negotiation and institutionalization of norms, but this dimension hitherto has not been overtly handled. Unless they are productively dealt with, this difference in actors’ interests, and the opaque negotiation of norms, will decrease the effectiveness of the Doha negotiations.
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Nance, Mark T., Gabriele Suder, and Abigail Hall. "Negotiating the Transatlantic Relationship: An International, Interdisciplinary Simulation of a Real-World Negotiation." PS: Political Science & Politics 49, no. 02 (2016): 333–38. http://dx.doi.org/10.1017/s1049096516000305.
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ABSTRACTThis article analyzes the effectiveness of an international, interdisciplinary simulation of an ongoing trade negotiation. It thoroughly describes the simulation, provides links to background information for public use, and offers suggestions on ways to further strengthen the learning outcomes achieved.
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Cunha, Pedro, Abílio Lourenço, Maria Olímpia Paiva, and Ana Paula Monteiro. "Validation of the School Conflict Negotiation Effectiveness Questionnaire." Journal of Psychoeducational Assessment 35, no. 8 (2016): 799–806. http://dx.doi.org/10.1177/0734282916662422.
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Groves, Kevin S., Ann Feyerherm, and Minhua Gu. "Examining Cultural Intelligence and Cross-Cultural Negotiation Effectiveness." Journal of Management Education 39, no. 2 (2014): 209–43. http://dx.doi.org/10.1177/1052562914543273.
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Kaklauskas, Artūras, and Vita Urbanavičienė. "INTELCITY AND MULTIPLE CRITERIA WEB-BASED NEGOTIATION DECISION SUPPORT SYSTEM FOR REAL ESTATE." Technological and Economic Development of Economy 11, no. 3 (2005): 183–89. http://dx.doi.org/10.3846/13928619.2005.9637697.
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The authors of this paper together with the other VGTU scientists participate in the international project INTELCITIES and present Multiple Criteria Web‐Based Negotiation Decision Support System for Real Estate (NDSSRE). INTELCITIES project is a research and development project that aims to pool advanced knowledge and experience of e‐government, planing systems and citizen participation. NDSS‐RE includes a decision support tool based on the methods of alternative generation and multiple criteria analysis that enable negotiating parties to evaluate their systems of preferences and recognize opportunities for trade‐off between differently valued objectives and joint gains. At present the developed NDSS‐RE allows for the performance of the following functions: search for real estate alternatives; finding out alternatives and making an initial negotiation table; multiple criteria analyses of alternatives; negotiation based on real calculations; determination of the most rational real estate purchase variant on the ground of characteristics describing effectiveness of the analysed alternatives. The third part of the paper deals with traditional negotiation principles and describes negotiation tactics, such as “The Atractive Alternative”, “The Stall and Jolt”, “The Comparative Value”, “The Third Party”, “The No More Money” and “The Walk Away” tactics. More traditional negotiation principles and tactics have been planned to integrate in future concerning the described NDSS‐RE system because the knowledge and implementation of all the above mentioned tactics and principles lead to more successful negotiation for the lowest possible price buying real estate.
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Olivier Faure, Guy. "Negotiating with Terrorists: A Discrete Form of Diplomacy." Hague Journal of Diplomacy 3, no. 2 (2008): 179–200. http://dx.doi.org/10.1163/187119108x321512.
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AbstractCrisis negotiation has been burdened with an additional and most problematic task, that of dealing with terrorist issues. Negotiators must engage in a very peculiar type of diplomacy because, officially, states do not negotiate with terrorists. This track-II diplomacy involves an asymmetrical relationship between a state and an often nebulous and evasive group. Its management is most paradoxical, for the negotiation is a non-negotiation and the counterparts are the most unlikely of negotiators. This article analyses the very specific elements of such negotiation, in which the actors no longer play classical diplomatic roles but instead fulfil a much less urbane function that is embedded in the register of terror, even murder. It examines methods that are fundamentally alien to classical diplomacy because of the nature of the counterpart (who is not perceived as legitimate/equal), the issues at stake, the context, and the paradigms governing negotiating with terrorists, where psychological asymmetry and poor communication are basic attributes. Specific processes such as demonization and media management, as well as negotiation-effectiveness evaluation methods, are also studied. Two types of situations are finally investigated, those where discussions can take place immediately, such as hostage-taking via kidnapping or barricade hostage-taking, and those where the potential for negotiation must be created because the terrorists make no demands and consider their actions as strictly punitive.
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Butler, Michael J. "Negotiation and Mediation in the Hard(est) Cases." International Negotiation 24, no. 3 (2019): 357–70. http://dx.doi.org/10.1163/15718069-24031189.
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Abstract In seeking a fuller understanding of the provision and effectiveness of negotiation and mediation, salient lessons can be gleaned from instances in which these processes seem unlikely to succeed or unlikely to be tried at all. Contributions to this special issue of International Negotiation purposefully avoid mining examples of success stories for correlates. The contributors have instead consciously identified and examined applications of negotiation and mediation in the hard(est) cases, with the objective of teasing out what shortcomings and even failures can tell us about the prospects of negotiation and mediation as practices of conflict management and resolution. Using the criteria discussed in this introductory article, this collection examines negotiation and mediation in international crises, intractable conflicts, civil wars, and other cases defined by complex contextual environments, actor configurations, and disputes – with the goal of revealing insights that can improve the effectiveness of negotiation and mediation in application.
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Nayar, Burna, and Surabhi Koul. "Blended learning in higher education: a transition to experiential classrooms." International Journal of Educational Management 34, no. 9 (2020): 1357–74. http://dx.doi.org/10.1108/ijem-08-2019-0295.
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PurposeThe purpose of this paper is to critically evaluate the learning effectiveness and engagement of blended learning tools in a management course of negotiation skills. The study addresses the dilemma brought to light through literature regarding the learning effectiveness of roleplays as a teaching tool in negotiation training. The study compares the impact of traditional roleplays vis-à-vis roleplays fused with blended tools on learner's performance. The endeavour is to investigate the learning effectiveness of traditional tools (roleplay simulation and lecture) vs blended learning tools (flipped classroom, massive open online courses, independent study fused with roleplay simulation).Design/methodology/approachThe current study delves into a negotiation course to conduct experimental research comparing traditional and blended learning tools. The total number of students who participated in this study were 80.FindingsThe findings indicate the improved learning effectiveness of blended learning tools vis-à-vis traditional tools. Generation Z students were more engaged with the use of blended learning tools and enjoyed the experience. The study recommends blended learning tools for educators aiming to transition from traditional learning to interactive learning to create experiential classrooms.Research limitations/implicationsLimited sample size and single group experimentation are some limitations of the study. Some latent flaws in the implementation of roleplay simulations in negotiation training were revealed during the study. The study focuses solely on a negotiations course taught to management students.Practical implicationsThe study would help academic institutes to comply with the pressing need to impart experiential learning in the classroom. The research would act as a bridge between the industry expectations and academia deliverables.Social implicationsThe study would help academic institutes to comply with the pressing need to impart experiential learning through blended learning in the classroom. The research would act as a bridge between the industry expectations and academia deliverables.Originality/valueThe study addresses the dilemma in the literature, which, on the one hand, upholds the learning effectiveness of roleplays as a teaching tool, and on the other hand, suggests that roleplays have lost their applicability due to advancement in students' exposure to technology. The study in itself is unique, as it addresses the need for higher student engagement in the classroom.
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Albrny, Abdarahman. "NEGOTIATION: STRATEGIC AND TACTICAL ADMISSION." Sophia. Human and Religious Studies Bulletin 13, no. 1 (2019): 68–71. http://dx.doi.org/10.17721/sophia.2019.13.16.
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In the article it is definite that the negotiations are the process of interaction of several interdependent parties whose purpose is to achieve their own interests. It is Proved that the main achievement in the negotiations is the adoption of appropriate decisions. It is Noted that the solution of the problem is influenced by: relations between the parties; The possibility and reality of the parties ' claims; Personal interests or interests of the team; Effectiveness of intra-group discussions in finding consensus. It has been Revealed that when entering the negotiation process, its participants use different strategies of their management, and the choice of a strategy depends on: the conditions/structure in which negotiations are conducted; Aspiration of the parties to realize each other's interests (ability to listen and be heard); Comprehension and realization of success of negotiations by their participants. It is Proved that for skillful negotiations it is necessary to have a strategy which is realized in tactics. Communication Tactics is the use of speaking speech skills to build a dialogue within the framework of the implemented strategist. It is Noted that this tactic and the ability to choose in a particular situation psychologically effective techniques and skillfully apply them to this interlocutor. It has been Revealed that the purpose of negotiations is to develop a correct and proper attitude to the interlocutor by solving the following tasks: establishing contact with a partner; Organization and formation of pleasant atmosphere of communication; A manifestation of interest in mutual proposals; Establishing the wishes of the other party; Providing a "soft" transition to dialogue.
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KAIHARA, TOSHIYA, and SUSUMU FUJII. "A STUDY ON VIRTUAL ENTERPRISE COALITION WITH MULTI-AGENT TECHNOLOGY IN AGILE MANUFACTURING ENVIRONMENT." Journal of Advanced Manufacturing Systems 01, no. 02 (2002): 125–39. http://dx.doi.org/10.1142/s021968670200012x.
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There is a growing recognition that current manufacturing enterprises must be agile, and the use of virtual enterprise (VE) is becoming increasingly prevalent in recent years. It is a very important and difficult activity in forming a virtual enterprise to select appropriate business partners, because each enterprise considers not only pursuing its profit but also sharing the risk to join the virtual enterprise. At first we propose a VE coalition algorithm based on multi-agent paradigm. Then we develop a computer simulation model to evaluate the proposed method by forming a virtual enterprise through multiple negotiations amongst several potential members in the negotiation domain. Finally, we clarify the coalition dynamism with the negotiation process. The effectiveness of the proposed concept in the agile manufacturing is discussed with several simulation experiments.
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Yin, Haiyan. "Effectiveness of a Negotiation Simulation Game in IB Learning." Journal of Teaching in International Business 31, no. 1 (2020): 28–50. http://dx.doi.org/10.1080/08975930.2020.1729291.
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Holland, Kathryn J., and Sabine Elizabeth French. "Condom Negotiation Strategy Use and Effectiveness among College Students." Journal of Sex Research 49, no. 5 (2012): 443–53. http://dx.doi.org/10.1080/00224499.2011.568128.
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Butt, Thomas, Daniel Ollendorf, Renxing Zhao, and Gordon G. Liu. "OP414 The Influence Of Cost-Effectiveness Evidence And Other Factors On China's National Reimbursement Drug Listing Decisions." International Journal of Technology Assessment in Health Care 36, S1 (2020): 9. http://dx.doi.org/10.1017/s0266462320001099.
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IntroductionChina's National Reimbursement Drug List (NRDL) covers medicines that are included in national health insurance schemes. NRDL updates take into account evidence and recommendations of experts from the fields of medicine, health economics, pharmacy and health policy. A negotiation mechanism between the government and manufacturers was introduced in 2017 to include a more detailed evaluation and negotiation for high cost drugs. However, the values that are considered in NRDL decision making are not well-understood. This study aims to investigate the influence of available evidence and other factors on coverage decisions.MethodsOutcomes of the 2017 and 2018 NRDL negotiations were analyzed. Logistic regression was used to investigate factors associated with listing decisions. Ordinary least squares and Tobit regression were used to investigate factors associated with negotiated price discounts. Independent variables were published cost-effectiveness analysis (CEA), incremental cost-effectiveness ratio (ICER), disease area, burden of disease (disability-adjusted life years), company ownership (domestic or foreign) and regulatory approval year.ResultsTwenty-eight out of sixty-two negotiated drugs had one or more published CEA studies in the English or Chinese language, although neither the presence of a study nor the central ICER estimates were predictive of price discount or listing. A longer time since regulatory approval was a significant predictor of listing (p < 0.05). Disease area (oncology) and ownership (foreign) were significant predictors of a higher price discount (p < 0.01).ConclusionsThe NRDL plays a key role in providing access to healthcare for the 95 percent of China's population that is covered by public insurance. We found several factors that were associated with reimbursement decisions. Many of the medicines in the NRDL negotiation have CEA evidence, although the role of CEA in reimbursement decision making in China remains inconclusive.
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Cui, Rongxin, Ji Guo, and Bo Gao. "Game theory-based negotiation for multiple robots task allocation." Robotica 31, no. 6 (2013): 923–34. http://dx.doi.org/10.1017/s0263574713000192.
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SUMMARYThis paper investigates task allocation for multiple robots by applying the game theory-based negotiation approach. Based on the initial task allocation using a contract net-based approach, a new method to select the negotiation robots and construct the negotiation set is proposed by employing the utility functions. A negotiation mechanism suitable for the decentralized task allocation is also presented. Then, a game theory-based negotiation strategy is proposed to achieve the Pareto-optimal solution for the task reallocation. Extensive simulation results are provided to show that the task allocation solutions after the negotiation are better than the initial contract net-based allocation. In addition, experimental results are further presented to show the effectiveness of the approach presented.
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Gehring, Markus, Sean Stephenson, and Marie-Claire Cordonier Segger. "Sustainability Impact Assessments as Inputs and as Interpretative Aids in International Investment Law." Journal of World Investment & Trade 18, no. 1 (2017): 163–99. http://dx.doi.org/10.1163/22119000-12340034.
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Sustainability impact assessments (SIAs) act as bridges between trade and investment agreements and social, environmental and human considerations. They are relevant as inputs into the treaty negotiation process and as interpretive aids in investment treaty arbitration. As inputs, SIAs attempt to measure the impact of environmental, social, economic and human rights aspects of trade and investment agreements prior to and during a treaty’s negotiation. SIAs have been performed on all major negotiations in the EU since 1999, and will continue to be performed under its investment competence. Case studies in this article demonstrate how SIAs may include climate change. Additionally, legal recommendations are offered which, if adopted by the Directorate General for Trade, should increase the effectiveness of SIAs. As interpretive aids, SIAs may be key references in treaty interpretation arguments in light of increased environment and development related investment disputes and focus on sustainable development policy space.
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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 data set to estimate the concession range. On this basis, remove the few submodels that perform poorly, recombine the calculation weights, and establish a multiagent clustered supply collaborative procurement negotiation model. The simulation experiment proves the feasibility of the adaptive negotiation strategy and the effectiveness of the adaptive coordination strategy based on selective ensemble learning proposed in this paper from the aspects of concession range prediction error rate, prediction accuracy rate, and negotiation utility.
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Panke, Diana. "Negotiation effectiveness: Why some states are better than others in making their voices count in EU negotiations." Comparative European Politics 10, no. 1 (2011): 111–32. http://dx.doi.org/10.1057/cep.2011.3.
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Reimann, Felix, Pei Shen, and Lutz Kaufmann. "Effectiveness of power use in buyer-supplier negotiations." International Journal of Physical Distribution & Logistics Management 46, no. 10 (2016): 932–52. http://dx.doi.org/10.1108/ijpdlm-11-2015-0278.
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Purpose Building on the dual-system approach and resource-advantage theory, the purpose of this paper is to investigate how a particular personality trait of negotiators – namely, agreeableness – moderates the effectiveness of using coercion and reward power to appropriate value in buyer-supplier negotiations. Design/methodology/approach Simulated negotiations in buyer-supplier dyads with 152 participants are analyzed using hierarchical regression analysis. Findings The analysis shows that negotiators’ agreeableness moderates the effectiveness of using coercion and reward power for suppliers, but not for buyers. Negotiators in the role of suppliers use reward power more effectively and coercion power less effectively if they have high agreeableness. Buyer negotiators benefit from using coercion, regardless of their personality. Research limitations/implications This research focuses on two common negotiation tactics and one particularly relevant personality trait. Future research might examine additional tactics and personality traits, and might delve deeper into explaining the observed differences between negotiators in the role of buyer and supplier. Practical implications The findings suggest that negotiators on the supplier side can improve their effectiveness by choosing tactics that fit their personality. Negotiators on the buyer side should consider using coercion power, regardless of their personality. Originality/value This research introduces dual-system theory to the supply chain management (SCM) literature and suggests that SCM research can benefit from simultaneously examining conscious decision processes and subconscious influences. It further suggests that the effects of dual-system interactions are sensitive to context, and more theory accounting for differences between buyers and suppliers in a dyad should be developed.
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Han, Urllo, Chulwon Lee, and Jungsup Bae. "Analysis of effectiveness of leisure constraint negotiation through meta-analysis." Korean Journal of Leisure, Recreation & Park 42, no. 3 (2018): 97–107. http://dx.doi.org/10.26446/kjlrp.2018.9.42.3.97.
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Zaremba, Renata A., and Gregory Kersten. "EFFECTIVENESS OF ELECTRONIC NEGOTIATION STYLES USING THE THOMAS-KILMANN MODEL." IFAC Proceedings Volumes 39, no. 4 (2006): 301–6. http://dx.doi.org/10.3182/20060522-3-fr-2904.00048.
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Kusiak, A., J. Wang, and D. W. He. "Negotiation in Constraint-Based Design." Journal of Mechanical Design 118, no. 4 (1996): 470–77. http://dx.doi.org/10.1115/1.2826914.
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A design problem usually involves multiple perspectives, each with own set of constraints that may interact. The objective of this paper is to develop a methodology to assist in negotiation of constraints from multiple perspectives. The proposed approach is based on qualitative reasoning that provides each perspective with negotiation information for making design decisions. A qualitative constraint network is used to characterize the qualitative and quantitative relationship between design variables. It provides means for tracking dependencies among perspectives for a set of constraints and determines the impact of design changes. When a conflict occurs, effective negotiation strategies are generated. A negotiation procedure for an ill-structured negotiation process is presented. The effectiveness of the negotiation process is improved with the procedure proposed. A valve design problem illustrates the concepts discussed in the paper.
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Pardoe, J., E. Penning-Rowsell, and S. Tunstall. "Floodplain conflicts: regulation and negotiation." Natural Hazards and Earth System Sciences 11, no. 10 (2011): 2889–902. http://dx.doi.org/10.5194/nhess-11-2889-2011.
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Abstract. In the continuing shift from engineered solutions towards more holistic methods of managing flood risk, spatial planning has become the primary focus of a conflict between land and water, water and people. In attempting to strike a balance between making space for water and making space for people, compromises are required. Through five case studies in the UK, this paper analyses the effectiveness of Planning Policy Statement 25 (PPS 25) and the processes of negotiation that it promotes. This assessment allows us to draw conclusions on the nature of the compromises this kind of negotiation can achieve and the implications of this for flood risk management. What emerges is that the beneficial impacts of decisions to develop floodplain areas are given a proper hearing and sensible conditions imposed, rather than arguments to prevent such development remaining unchallenged.
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Brabec, Jan, Jan Macháč, and Thomas Hartmann. "Role of Negotiation in Upstream-Downstream Flood Protection: Demonstration in Role-Played Flooding Game." Proceedings 30, no. 1 (2019): 6. http://dx.doi.org/10.3390/proceedings2019030006.
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Large river floods threaten intensively used urban areas across the world. Projections of IPCC expect such risks to increase in the future. To deal with flood risk along rivers water can be retained upstream at places where less damage is caused and more vulnerable land (downstream) can be adapted to the flood risk (resilient cities). This catchment-oriented approach to flood risk management implies that upstream and downstream parties need to agree on where to store and where to adapt to floods. However, this approach implies that many diverse stakeholders (such as mayors, spatial planners, homeowners, etc.) enter the decision-making process, which influences efficiency of the measure selection. Measures in a catchment of a river are often related and influence each other—what happens upstream can have substantial effects downstream. In particular, when rivers cross administrative or national boundaries, these upstream-downstream effects become an issue of hydro-diplomacy. Upstream is usually not motivated to implement measures from which mostly only downstream profits. Therefore, negotiation is necessary to find agreement between upstream and downstream and to implement the most effective and efficient measure. The negotiation becomes more complicated if multiple upstream and downstream parties are involved. In this contribution, a role-played game that tries to better understand the dynamics of negotiations in multiple upstream-downstream relationships is introduced. The game will be played with real stakeholders (mayors and river basin managers) and the dynamics of negotiation will be explored in different scenarios based on the Cultural Theory of Risk. This way, the game allows to compare effectiveness of negotiation in different scenarios. Beside the different institutional settings, the players’ level of flood risk aversion will be tested. The aim is to demonstrate (play) the game during the session focused on games and experiments. The attendees take on roles of mayors and will play one scenario of the game. The game shows how negotiations may (and indeed should from an economic point of view) lead to a Pareto-improving situation, making some players better off without worsening a situation of any other player. The demonstration presents the setup of the game and leads to discussion about results of the negotiations.
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IMAI, LYNN, and MICHELE J. GELFAND. "CULTURALLY INTELLIGENT NEGOTIATORS: THE IMPACT OF CQ ON INTERCULTURAL NEGOTIATION EFFECTIVENESS." Academy of Management Proceedings 2007, no. 1 (2007): 1–6. http://dx.doi.org/10.5465/ambpp.2007.26508244.
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Doran, Adele, and Gill Pomfret. "Exploring efficacy in personal constraint negotiation: An ethnography of mountaineering tourists." Tourist Studies 19, no. 4 (2019): 475–95. http://dx.doi.org/10.1177/1468797619837965.
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Limited work has explored the relationship between efficacy and personal constraint negotiation for adventure tourists, yet efficacy is pivotal to successful activity participation as it influences people’s perceived ability to cope with constraints, and their decision to use negotiation strategies. This article explores these themes with participants of a commercially organised mountaineering expedition. Phenomenology-based ethnography was adopted to appreciate the social and cultural mountaineering setting from an emic perspective. Ethnography is already being used to understand adventure participation, yet there is considerable scope to employ it further through researchers immersing themselves into the experience. The findings capture the interaction between the ethnographer and the group members, and provide an embodied account using their lived experiences. Findings reveal that personal mountaineering skills, personal fitness, altitude sickness and fatigue were the four key types of personal constraint. Self-efficacy, negotiation-efficacy and other factors, such as hardiness and motivation, influenced the effectiveness of negotiation strategies. Training, rest days, personal health and positive self-talk were negotiation strategies. A conceptual model illustrates these results and demonstrates the interplay between efficacy and the personal constraint negotiation journey for led mountaineers.