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Journal articles on the topic 'Negotiation'

Author: Grafiati

Published: 4 June 2021

Last updated: 25 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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2

Cvetković, Filip, S. Maja Kovačević, Aleksandar Stanković, Dejan Andrejević, and Mihajlo Filev. "The role and importance good business negotiation skills for modern managers." Ekonomija: teorija i praksa 17, no. 3 (2024): 128–41. https://doi.org/10.5937/etp2403128c.

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Negotiating represents a skill that is present in every aspect of life, whether it is everyday negotiations over simple matters, or business negotiations, which are the primary focus of this paper. Negotiation always occurs between two interested parties. This skill has existed as long as humankind, but it has never been as important as it is today. Trade gave rise to the phenomenon of negotiation, which, in ancient times, replaced violent seizure and theft. Today, business negotiation is a highly valued skill. Not every negotiator possesses a natural talent for negotiation, which is why many

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3

Fang, Tony, Josephine Schaumburg, and Daniella Fjellström. "International business negotiations in Brazil." Journal of Business & Industrial Marketing 32, no. 4 (2017): 591–605. http://dx.doi.org/10.1108/jbim-11-2016-0257.

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Purpose The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to acquire a better understanding of the nature of international business negotiations in Brazil. Design/methodology/approach The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view of the Brazilian negotiator. The Strategic Trinity Model was deve

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Meng, Jiayan. "Analysis of Suggestions for Fresh Graduates on Negotiation and Communication Skills." BCP Business & Management 30 (October 24, 2022): 813–17. http://dx.doi.org/10.54691/bcpbm.v30i.2570.

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Every job description that involves contact with several parties has negotiation as a vital prerequisite. When negotiating, the interest should always come first, followed by the stance. As the goal of any negotiation is to produce value and set the conditions under which parties with different and sometimes antagonistic goals will collaborate, preparedness, forbearance, and prior planning are essential to any negotiation's success. One should gather information, be aware of goals and values, find areas of agreement, choose a walk-away stance, and attempt to determine the next best option whil

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Kumar, Manish, Himanshu Rai, and Surya Prakash Pati. "An Exploratory Study on Negotiating Styles: Development of a Measure." Vikalpa: The Journal for Decision Makers 34, no. 4 (2009): 37–50. http://dx.doi.org/10.1177/0256090920090404.

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Negotiation study as a tool in conflict management has been in vogue since long and spans the disciplinary boundaries. The outcome of business negotiations depends on bargainer characteristics, situation, and the negotiation process, which also drive the style adopted by a negotiator. Negotiation as a universal phenomenon does not have a universal style as the notion of consistent improved results for an individual�s business value has multiplicity of measures. Also, when it comes to negotiation style studies, they have either been packaged with other constructs or have been confused with them

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Altschul, Carlos. "Internal Coordination in Complex Trade Negotiations." International Negotiation 12, no. 3 (2007): 315–31. http://dx.doi.org/10.1163/138234007x240655.

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AbstractComplex trade negotiations call for elaborate internal coordination and adept negotiating actors. In successful cases, these actors develop reciprocal dependent behaviors. Recent business and trade negotiation experiences testify to the development of process mechanisms in a variety of settings that demonstrate the capacity of the negotiators' role to expand. Constraints are acknowledged, essentially, the fact that the negotiator is a mandated agent and acts within a timebound context. Still, as drivers, negotiators practice their trade creatively to promote internal coordination, rest

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Sanil, Hishan S., and Mohammed Hashim Abdulkareem Al-Sharea. "The Influence of Culture on International Business Negotiations." Asia Proceedings of Social Sciences 9, no. 1 (2022): 265–66. http://dx.doi.org/10.31580/apss.v9i1.2358.

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International business negotiations face differences between different cultures. Cultural dimensions can affect the negotiation processes that take place between representatives of different cultures in the negotiations. As a result of the cultural difference between the negotiating parties, there may be many misunderstandings. This paper discusses the impact of cultural dimensions on the conduct of international business negotiation processes. Twenty previous studies on international business negotiation and cultural differences were reviewed and analyzed. Conflicts between negotiating partne

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8

Crump, Larry. "Tools for Managing Complex Negotiations." International Negotiation 25, no. 1 (2020): 151–65. http://dx.doi.org/10.1163/15718069-23031162.

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Abstract “Management of complexity” was identified as a paradigm for negotiation analysis 25 years ago. Substantial progress has been made in conceptualizing complex negotiations since, although less has been accomplished with regard to operationalizing that knowledge so that tools can be developed to manage complex negotiations. This article begins by reviewing five separate theoretical frameworks of negotiation complexity and, through this analysis, identifies six significant characteristics of negotiation complexity: party numbers, negotiator roles, external environment, negotiation process

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9

PELECKIS, Kęstutis. "INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT: THE CASE OF ATTRACTING INVESTMENTS." Journal of Business Economics and Management 17, no. 6 (2016): 882–900. http://dx.doi.org/10.3846/16111699.2016.1233511.

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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. The purpose of the research is to provide a theoretical model for developing and implementing international business negotiation strategies, based on bargaining power assessment, as well as to conduct an experiment and test the suitability and adaptability o

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10

Gurieva, S. D., O. V. Zashchirinskaia, E. O. Shumskaya, and E. A. Karpova. "Intellectual Concept of Negotiation Processes." Sibirskiy Psikhologicheskiy Zhurnal, no. 93 (2024): 155–69. http://dx.doi.org/10.17223/17267080/93/9.

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Whenever people realize that they cannot achieve their goals without working closely with others, there is a need for negotiation. Much research on negotiation focuses on the mutual trust of the parties. However, it is difficult to overestimate the influence of socioemotional components: participants of negotiators often tend to make inaccurate judgments about the situation without gathering necessary information and build their negotiating strategy based on intuitive assumptions. The judgments of negotiators are biased and associated with ineffective interaction of the parties. Individual dif

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Wang, Yue, Akira Tanaka, and Xiaochun Huang. "From Long-term Contract to Market: An RBC Perspective on International Negotiations of Iron Ore Prices in the Asia-Pacific Region, 2009–2010." International Negotiation 25, no. 2 (2020): 345–71. http://dx.doi.org/10.1163/15718069-25131243.

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Abstract The collapse of a long-term contract-based (LTC) benchmark system and the rise of a market-based index system in international negotiations of iron ore prices in the Asia-Pacific region has attracted much media attention. However, a systematic analysis of why and how such a change occurred from a negotiation point of view is absent. Drawing upon a relationship-behavior-conditions (RBC) perspective from the international business (IB) negotiation literature, this article investigates how negotiations between parties unfolded during the 2009–2010 period. Specifically, the article contri

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Sharaf al-Qudah, Muhammad, Akram Muhammad Nemrawi та Faisal Ahmad Shah. "Negotiation Skills in the Sunnah: A Case Study on Hudaibiyah Peace Negotiationمهارات التفاوض في السنة النبوية: صلح الحديبية نموذجاً". Al-Bayān – Journal of Qurʾān and Ḥadīth Studies 12, № 2 (2014): 165–94. http://dx.doi.org/10.1163/22321969-12340012.

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This article deals with the issue of negotiation skills in the Sunnah which adopted Hudaibiyah peace negotiation as a case study where it manifested many negotiating skills. Through this research, many skills has been developed, highlighted and linked to the theories of modern negotiation management. This research began with discussing about the meaning of negotiation skills, the elements of the main negotiating, skills related to negotiator behavior, steps and different stages of negotiation, and application of these skills in the peace negotiation. The findings of this research proved the ma

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13

Liu, Dongyue. "Language Art in Business Negotiations of Transnational Trade." Advances in Economics, Management and Political Sciences 31, no. 1 (2023): 176–81. http://dx.doi.org/10.54254/2754-1169/31/20231534.

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Trade activities between countries have become the main way of economic activities, and it is inevitable to conduct business negotiations when conducting trade activities. People usually only pay attention to the negotiation skills, but do not pay too much attention to the expression of language. However, language, tone and behavior will affect the negotiations and produce different negotiation results. Therefore, this paper studies the relationship between language expression and the outcome of transnational business negotiations by collecting real cases about the influence of language arts o

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14

Takahashi, Toki, Ryota Higa, Katsuhide Fujita, and Shinji Nakadai. "VeNAS: Versatile Negotiating Agent Strategy via Deep Reinforcement Learning (Student Abstract)." Proceedings of the AAAI Conference on Artificial Intelligence 36, no. 11 (2022): 13065–66. http://dx.doi.org/10.1609/aaai.v36i11.21669.

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Existing research in the field of automated negotiation considers a negotiation architecture in which some of the negotiation components are designed separately by reinforcement learning (RL), but comprehensive negotiation strategy design has not been achieved. In this study, we formulated an RL model based on a Markov decision process (MDP) for bilateral multi-issue negotiations. We propose a versatile negotiating agent that can effectively learn various negotiation strategies and domains through comprehensive strategies using deep RL. We show that the proposed method can achieve the same or

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15

GWIAZDA-RZEPECKA, Brygida. "NEGOTIATIONS IN PEACE SUPPORT OPERATIONS IN IRAQ AND AFGHANISTAN – RESEARCH RESULTS." Scientific Journal of the Military University of Land Forces 163, no. 1 (2012): 73–93. http://dx.doi.org/10.5604/01.3001.0002.3234.

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Negotiation has become one of the most socially effective methods of solving conflicts. The aim of this article is to present the results of research on negotiations in peace support operations in Iraq and Afghanistan. There have been five negotiating styles discussed as their role appears to be crucial in the negotiation process. Some conclusions on conducting negotiations have been elaborated as well.

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Maciukevičienė, Liuda, and Vida Pipirienė. "Communication and Negotiations as an Ssential Prerequisite for the Development of International Business." Business: Theory and Practice 12, no. (3) (2011): 296–302. https://doi.org/10.3846/btp.2011.30.

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In today's global markets it is very important to understand how to communicate effectively with partners from various cultures in order to be successful in the business world. Negotiating success largely depends on: pre-negotiation of a negotiating strategy and tactics of choice and flexibility in the negotiations and the ability to make influence. The article examines the concept of negotiation in international business, makes consistent analysis of the phases of the negotiations. Negotiating deals with basic paradigms and their implications for international business. The article presents a

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Vakhnina, V. V. "Psychology of negotiating activity of employees of internal affairs agencies in situations related to the fact of committing a crime." Psychology and Law 6, no. 4 (2016): 16–23. http://dx.doi.org/10.17759/psylaw.2016060403.

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The author considers the problem of negotiating with the perpetrators of the criminal act in situations related to the fact of the crime. It identified six types of negotiation, including: negotiating with terrorists, hostage-taking on mercenary motives for ransom or other benefits; negotiate with criminals, hostage-taking, being caught in flagrante delicto; negotiate with criminals operating on psychological grounds; talks with political extremists; Negotiations with religious fanatics, acting in accordance with their religious beliefs; Negotiations with the crowd in order to prevent riots. T

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18

Jonker, Catholijn M., Koen V. Hindriks, Pascal Wiggers, and Joost Broekens. "Negotiating Agents." AI Magazine 33, no. 3 (2012): 79. http://dx.doi.org/10.1609/aimag.v33i3.2421.

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Negotiation is a complex emotional decision-making process aiming to reach an agreement to exchange goods or services. From an agent technological perspective creating negotiating agents that can support humans with their negotiations is an interesting challenge. Already more than a decade, negotiating agents can outperform human beings (in terms of deal optimality) if the negotiation space is well-understood. However, the inherent semantic problem and the emotional issues involved make that negotiation cannot be handled by artificial intelligence alone, and a human-machine collaborative syste

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Crump, Larry. "Negotiation Process and Negotiation Context." International Negotiation 16, no. 2 (2011): 197–227. http://dx.doi.org/10.1163/138234011x573011.

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AbstractThis article examines how external events grounded in a negotiation’s relevant environment (i.e., negotiation context) influence negotiation process and outcome. Multilateral, regional and bilateral environments are examined through linkage theory to gain understanding about the impact of external events or context on negotiation process and outcome. Linkages between a negotiation and its context are examined through five trade negotiations: the WTO Doha round (multilateral-global); the Free Trade Area of the Americas (multilateral-regional); EU‐Mercosur (bilateral-regional); EU‐Chile

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20

Jaskólska, Agata. "Business Negotiations with Special Emphasis on Preparation Phase." Kwartalnik Ekonomistów i Menedżerów 40, no. 2 (2016): 65–80. http://dx.doi.org/10.5604/01.3001.0009.4499.

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The aim of this article is to describe the negotiation process including the preparation phase. The article is based on conclusions and thoughts drawn from the research which has been conducted by the author for a few years. As an experienced negotiator and the president of the National Negotiators Association the author knows from autopsy that the initial phase is often underestimated, although its influence on the outcome of negotiations is crucial. The research allowed the author to briefly present arrangements and the authorial negotiation model. The article may be of interest to managers

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21

Qiu, Siyi. "Business English Negotiation Strategies from the Perspective of Cultural Self-confidence." Frontiers in Humanities and Social Sciences 3, no. 9 (2023): 167–71. http://dx.doi.org/10.54691/fhss.v3i9.5650.

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With the economic globalization and the increasingly frequent international business exchanges, negotiating with people from different countries and cultures is bound to be a thorny issue, and culture plays a crucial role in international business negotiations. This paper tries to analyze the influence of cultural self-confidence on business English negotiation, point out the challenges faced by business English negotiation in the perspective of cultural self-confidence and propose corresponding negotiation strategies, so as to strive for the success of negotiation.

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22

Al-Sharaa, Mohammed Hashim Abdulkareem, and Sanil S. Hishan. "The Impact of Cross-Culture Risk on International Business Negotiations." International Journal of Information Technology Project Management 13, no. 2 (2022): 1–13. http://dx.doi.org/10.4018/ijitpm.311850.

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International business negotiations face differences between different cultures. Cultural dimensions can affect the negotiation processes that take place between representatives of different cultures in the negotiations. As a result of the cultural difference between the negotiating parties, there may be many misunderstandings. This paper discusses the impact of cultural dimensions on the conduct of international business negotiation processes. Twenty previous studies on international business negotiation and cultural differences were reviewed and analyzed. The Prisma flow diagram chart was us

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23

Kang, Byung-Hwan. "A Study on China’s Characteristics’ Negotiation Strategy." Global Knowledge and Convergence Association 5, no. 2 (2022): 221–63. http://dx.doi.org/10.47636/gkca.2022.5.2.221.

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This paper divides China’s negotiations into three major types: hostile negotiations, concession-type negotiations, and ‘collision and cooperation’. Hostile negotiations are negotiations that are conducted with the intention of distrusting one side, lack of goodwill. As an example of hostile negotiations, the text cites the armistice negotiations in the Korean War and the ambassador-level talks between China and the United States from 1955 to 1970 as examples. Concession negotiations are similar to tributary-typed negotiation. In other words, it is a type of negotiation in which economic inter

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

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

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27

Chen, Yixuan. "The influence of different cultures on international business negotiations & Strategies." Highlights in Business, Economics and Management 10 (May 9, 2023): 161–66. http://dx.doi.org/10.54097/hbem.v10i.8033.

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International business negotiation is an indispensable part of cross-border and foreign trade. Strategy, psychology, and social context are three important factors in international business negotiation. The strategy includes the preparatory work before the negotiation; the psychological element includes how to understand the mental activities of the other party; the social context also includes the negotiator's country and cultural background. This paper focuses on the analysis of these three elements. It covers the different negotiating priorities and habits of Eastern and Western people or n

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Putri, Liza Diniarizky, Abdul Malik, Selly Novinka Putri, and Hellya Sri Hartani. "Social Change-based Identity Negotiation: Case of “Cina Benteng” and Indigenous Community in Kalipasir Tangerang, Banten." JSW (Jurnal Sosiologi Walisongo) 6, no. 2 (2022): 173–88. http://dx.doi.org/10.21580/jsw.2022.6.2.11570.

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Chinese and indigenous people in Kalipasir have lived together for centuries. Although they experienced various social changes due to changes in spatial planning, job opportunities, and cultural recognition, they still lives in harmony by negotiating its identity. Applying qualitative research this study will reveal: what factors drive the negotiation of the identity of the people of Kampung Kalipasir? How did the identity negotiations in Kalipasir Village take place? and what impact does this identity negotiation have on people's attitudes to social change? This study reveals that identity ne

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Faure, Guy Olivier. "Negotiating with Terrorists: The Hostage Case." International Negotiation 8, no. 3 (2003): 469–94. http://dx.doi.org/10.1163/1571806031310752.

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AbstractThis article provides an overview of hostage negotiations, drawing upon historical cases and analyzing them from the perspective of negotiation theory. Various situational factors are studied, including the parties involved, hostage taker motivations and profiles, negotiator objectives and what is considered to be negotiable, the issue of legitimacy, and the negotiation context. The article also analyzes the dynamics of the negotiation process, addressing the different phases, hostage attitudes, information gathering, and the role of the media and public opinion. The intercultural and

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Sunjida, Khan, Mohammad Zayed Nurul, Afrin Mithila, and Binte Zahid Halima. "Trade Negotiation for Doing Business in Asian Region: A Conceptual Framework." International Journal of Arts and Social Science 3, no. 4 (2023): 435–49. https://doi.org/10.5281/zenodo.7726755.

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Developing countries face various complexities and challenges while negotiating trade particularly large-scale trade with other countries. A strong and good trade negotiation can play a vital role in achieving the destination by implementing trade agreements suitably. The objectives of this paper is to provide the concept of trade negotiation in details and to sketch some guidelines for constructing strong trade negotiation. For this reason, by using various secondary data sources, this study tries to explain all the basic knowledge for trade negotiations and suggests some negotiating trade fa

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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

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Ghalayini, Latifa, and Dana Deeb. "Building an Automated win-win Negotiation Process Model." Information Management and Business Review 13, no. 1(I) (2021): 33–46. http://dx.doi.org/10.22610/imbr.v13i1(i).3162.

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This paper builds an automated negotiation process model for integrative negotiations. The process model defines and automates the necessary phases and activities along with the integrative negotiation approach principles to create win-win outcomes that mutually satisfy negotiating parties. However, to realize this objective, the negotiation literature and theories are reviewed to determine the relevant theories for integrative negotiations that help to develop and form the basis of the process model. After investigation, it became evident that three main theories, which are Decision Theory, R

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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 increasi

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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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Kang, Yeungtae. "The characteristics of China’s military negotiation strategy." Journal of Advances in Military Studies 5, no. 1 (2022): 79–94. http://dx.doi.org/10.37944/jams.v5i1.127.

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It was observed from the Korean War ceasefire talks, China-Soviet border disputes, India-China border disputes, Hong Kong return negotiations, and South China Sea conflicts that China adopted distributed negotiation strategy. Furthermore, the purpose of this paper is to derive an effective approach by identifying the types of military negotiation strategies used by China in conflicts with neighboring countries. Such research can contribute to the expansion of research topics on security-political-military relations owing to recent changes in the regional security environment (North Korea, the

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Smolinski, Remigiusz. "How Was the Fifth European Union Enlargement Actually Negotiated? A Comparative Analysis of Selected Traits." International Negotiation 13, no. 2 (2008): 247–83. http://dx.doi.org/10.1163/157180608x320234.

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AbstractDespite the political and economic importance of the fifth European Union enlargement, not much research has been devoted to the negotiation process that led to this event. The purpose of this paper is to present the results of our survey conducted among politicians and diplomats representing the parties in the accession negotiations. The main objectives of this survey were to identify differences between the negotiating behavior and attitudes of participants and examine differences between the perceptions (self-perception vs. the perception of the negotiation partners) of the negotiat

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HISAN, NAILUL. "UPAYA MENINGKATKAN KOMPETENSI NEGOSIASI MELALUI MODEL PEMBELAJARAN ACTION LEARNING." TEACHING : Jurnal Inovasi Keguruan dan Ilmu Pendidikan 2, no. 3 (2022): 348–58. http://dx.doi.org/10.51878/teaching.v2i3.1662.

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Action learning is one form of implementation of the Ministry of Finance's Corporate University. Action learning activities are implemented after the completion of structured learning. The purpose of this study is know the opinion of participants about action learning activities. The types of action learning activities in PJJ Effective Negotiation Skills are summarizing negotiation books, sharing negotiation knowledge with colleagues, or negotiation practices in the workplace. The research method used qualitative research whose data is obtained from action learning activity reports. The data i

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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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Bowles, Hannah Riley, Bobbi Thomason, and Inmaculada Macias-Alonso. "When Gender Matters in Organizational Negotiations." Annual Review of Organizational Psychology and Organizational Behavior 9, no. 1 (2022): 199–223. http://dx.doi.org/10.1146/annurev-orgpsych-012420-055523.

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A person's gender is not a reliable predictor of their negotiation behavior or outcomes, because the degree and character of gender dynamics in negotiation vary across situations. Systematic effects of gender on negotiation are best predicted by situational characteristics that cue gendered behavior or increase reliance on gendered standards for agreement. In this review, we illuminate two levers that heighten or constrain the potential for gender effects in organizational negotiations: ( a) the salience and relevance of gender within the negotiating context and ( b) the degree of ambiguity (i

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

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The real negotiation world, particularly cross-cultural negotiation, is highly complex and competitive as each party in today’s connected world is fully equipped with cultural intelligence. Therefore, negotiators have to go out of the box to satisfy all parties, that is, create value by expanding the negotiation pie. The purpose of this research study is to identify the preference of Pakistani and Chinese officials, who are working together on Neelum–Jhelum Hydroelectric Project (NJHEP), with respect to endorsement of different negotiation styles, that is, knowing their preferences for ‘value

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Neves, Joao S., and Behnam Nakhai. "Negotiation Strategies under Sigmoid Preferences." International Journal of Strategic Decision Sciences 7, no. 3 (2016): 38–50. http://dx.doi.org/10.4018/ijsds.2016070102.

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The diminishing returns concept undergirds many economic theories and has led to the common assumption of concave preferences in the negotiation literature. Realizing that in practice negotiating parties are often confronted with very steep disagreements, negotiation researchers have investigated the impact of convex preferences on compromise and logrolling bargaining strategies. This article extends the previous work to the case of sigmoid preferences and examines the resulting possible shapes of the efficient frontier curve in two-party multi-issue negotiations. The implications for compromi

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Schiff, Amira. "Pre-negotiation and its Limits in Ethno-National Conflicts: A Systematic Analysis of Process and Outcomes in the Cyprus Negotiations." International Negotiation 13, no. 3 (2008): 387–412. http://dx.doi.org/10.1163/157180608x365253.

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AbstractThe repeated failures of negotiation in ethno-national conflicts highlight the importance of studying the relationship between the pre-negotiation process and the results of the subsequent formal negotiations. This study examines various factors that contributed to a decision by adversaries to initiate official negotiations, and how these factors affected the prospects for a negotiated agreement. Furthermore, it suggests that certain elements in the pre-negotiation process portend the nature of the changes in the parties' political positions (tactical or strategic) and the parties' rea

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Kovalchuk, A. "Peculiarities of negotiating by a barrister during reconciliation within pre-trial investigation." Herald of criminal justice, no. 4 (2019): 147–53. http://dx.doi.org/10.17721/2413-5372.2019.4/147-153.

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So far, the current legislation provides the parties of the criminal proceedings for the right of reconciliation. Moreover, the Criminal and Criminal Procedure Codes provide for grounds, participants, stages of the reconciliation process. Nevertheless, the most crucial point for attainment of peace between the parties are direct negotiations of the victim and suspected person or defendant. It is logical that legislator doesn’t set limits and make recommendations upon negotiating process. The purpose of the article is to identify the main stages of negotiation with a view to reconciling the sus

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Cavallario, Julie M., Thomas R. Campbell, and Cailee E. Welch Bacon. "Lecture-Based Instruction on Salary Negotiation for Professional Athletic Training Students: An Educational Technique." Athletic Training Education Journal 19, no. 3 (2024): 168–72. http://dx.doi.org/10.4085/1947-380x-24-001.

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Context Low salary is a frequently cited reason for attrition from the athletic training profession. Researchers have determined that athletic trainers (ATs) entering the first hiring process, usually newly credentialed graduates of professional athletic training programs (ATPs), are the least likely to negotiate, resulting in lowered earning potential across their careers. It is necessary to instruct athletic training students on the importance of salary negotiation before the completion of their professional preparation. Objective Describe a lecture-based approach to include salary negotiati

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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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Kalmazova, N. А., and Е. G. Vyushkina. "Significant Aspects of Teaching Legal Negotiations to Law Students in Russia." Kutafin Law Review 11, no. 1 (2024): 159–77. http://dx.doi.org/10.17803/2713-0533.2024.1.27.159-177.

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The paper deals with the overview, prioritization and analysis of the elements that are inalienable in legal negotiations and teaching modules of the course on negotiations. An experienced legal negotiating coach keeps in mind a number of vital elements of the course, such as personal ch aracteristics of learners, stylistic patterns and cultural features. The data collected in the research supports the fact that cultural shifts reflected in the statements of negotiators have a direct impact on the negotiation result and often lead to misunderstandings and inability to reach an agreement. For i

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Zhang, Hong, Kai Zhang, Marco Warsitzka, and Roman Trötschel. "Negotiation complexity: a review and an integrative model." International Journal of Conflict Management 32, no. 4 (2021): 554–73. http://dx.doi.org/10.1108/ijcma-03-2020-0051.

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Purpose This paper aims to review and synthesize the existing literature related to negotiation complexity and provides an integrative model to systematically identify and examine factors contributing to negotiation complexity and how they affect negotiating parties’ behaviors and economic and subjective outcomes. Design/methodology/approach The approach was to combine relevant literature from negotiation in general and from negotiation complexity in particular and to develop and support an integrative model of complexity in real-world negotiations. Findings The literature on negotiation compl

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Ramadhany, Medina, Nurillah Jamil Achmawati Novel, and Cecep Safa’atul Barkah. "Analysis of the Negotiation Process of PT Surya Bratasena Plantation with Pangkalan Kuras District, Pelalawan Regency." JBTI : Jurnal Bisnis : Teori dan Implementasi 12, no. 2 (2021): 94–102. http://dx.doi.org/10.18196/jbti.v12i2.12098.

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The negotiation process is found in many situations, both professional and non-professional. Thus, negotiations now do not occur only in the scope of business related to buying and selling products and services. Negotiation occurs when there are two or more parties who work together to resolve a problem involving the negotiating parties. Generally, one party has something that the other party wants and the other party is willing to negotiate about it. The resolution of the PT Surya Bratasena Plantation problem with Pangkalan Kuras District is an example of conflict resolution through a negotia

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Wertheim, Edward, Leonard Glick, and Barbara Zepp Larson. "Teaching the Basics of Negotiation in One Class." Management Teaching Review 4, no. 2 (2018): 95–118. http://dx.doi.org/10.1177/2379298118758700.

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This interactive negotiation exercise was primarily developed for situations where only one or two sessions could be devoted to teaching negotiations. The exercise, which is conducted by the instructor with the whole class, involves a two-party negotiation that puts the students in the role of a board member for a nonprofit camp, negotiating with a prospective buyer whose positions are presented sequentially by the instructor. There are multiple decision points during the exercise, each of which requires students to recommend specific tactics or offer amounts. Students come out of the exercise

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