Relevant bibliographies by topics / Negotiations

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers
  6. Reports

Academic literature on the topic 'Negotiations'

Author: Grafiati
Published: 4 June 2021
Last updated: 20 February 2023

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Journal articles on the topic "Negotiations"

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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 while preparing. The capacity to use relationships, expertise, influence, resources, time, and attitude in negotiations is a set of abilities that may be taught and honed through experience. It is important to remember that not all negotiations include a win-win situation. All sides benefit when a negotiation is successful. This paper evaluates the necessities of a successful negotiation. There are different types of negotiation- interest-based negotiation and distributive bargaining. The paper delves into the challenges that face these two negotiation strategies and their strengths. It recommends graduates on how they are supposed to carry out negotiations in the business industry. Therefore, the insights from this research paper are important since it equips the graduates with the industry model negotiation skills, which ensures business success. Instead of just standing motionless and droning on about their thoughts, a good listener gains more experience and may learn from other people's speeches, discussions, and communication. Most corporate negotiations are collaborative because both sides try to satisfy the other and utilize their counterpart's demands and negotiating tactics as a springboard for their ideas.
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Lupu, Felicia Adriana. "PROCEDURAL PARALLEL AND APPROACHES BETWEEN DECISIONS AND TRADE NEGOTIATIONS." Problems of Management in the 21st Century 7, no. 1 (July 15, 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 process of negotiation and underlining the most equitable way and the most advantageous to follow for the team of negotiators. On the basis of these ideas further questions can be put. Could any similarity be identified when comparing the decisional process to the result of a commercial negotiation? Do the negotiation’s objectives determine the characteristics and particularities of the decisions to be made by each of the parts during the negotiation process? Taking into account both the literature regarding the subject and the practical experience of the author in SMES’s (Small and medium sized enterprise) management, using the analogy and deduction methods, this paper aims to identify procedural similarities between decisions and negotiations, reconsidering the role of the processes that have a managerial character. Tracing such approaches may have multiple and major implications and is meant to underline the importance of the decisional process when it comes to negotiating. Key words: decisional process, negotiations, competitive advantage, procedural approach.
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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. The negotiations with the criminals studied as a managed balanced system, which includes the process of negotiation, management negotiating process under the influence of external conditions, factors and subjects of composition.
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Kang, Byung-Hwan. "A Study on China’s Characteristics’ Negotiation Strategy." Global Knowledge and Convergence Association 5, no. 2 (December 31, 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 interests are sacrificed for political gain. The economic deficit can be compensated by a political surplus. As an example of concession-type negotiations, this article mainly analyzes the 23 agreements signed between Taiwan and mainland China in the Ma Ying-jiu period (2008-2016) and the agreements signed by China with the Third World countries before open door policy. ‘Conflict and cooperative negotiation’ is a negotiation in which both sides have common interests and there is also a conflict of interest between the two sides. As an example of this type, this article focuses on the The Sino-British Joint Declaration and the 1972 Shanghai Communique between China and the US. This paper intend to derive a unique negotiation strategy to China that is distinct from negotiation with other countries. At the same time, This paper is to provide a useful reference for experts in various fields who will know China’s negotiating strategy and behavior, and will engage in negotiations with China.
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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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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 (January 2, 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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Fang, Tony, Josephine Schaumburg, and Daniella Fjellström. "International business negotiations in Brazil." Journal of Business & Industrial Marketing 32, no. 4 (May 2, 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 developed to assess the behavior of the Brazilian negotiator in agreement with three metaphors: “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior”. Findings The three roles “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior” comprised similar as well as contradicting characteristics. The Brazilian negotiator chose naturally and even paradoxically from these role features, effectively negotiating any given situation, context and time. During the pre- and post-negotiation phases, traits of the “African Capoeirista” and “Indigenous Warrior” were the most salient. During the formal negotiation phase, however, the characteristics of the “African Capoeirista” and “Portuguese Bureaucrat” dominated. Research limitations/implications International business negotiations in Brazil call for an in-depth comprehension of the paradoxical roles that local negotiators take on to achieve better negotiation outcomes. Originality/value The present study unveiled the contradicting Brazilian negotiating style in international business negotiations, thus acquiring a better understanding of the negotiation process in the Brazilian market.
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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' readiness to reach an agreement. An exploration is presented using a case study of the negotiations over the Cyprus conflict in 2004 which resulted in the ultimate rejection by the negotiating parties of the Annan Plan in late March of 2004. We examine the connection between the pre-negotiation process, from the end of 2003 until February 13, 2004, and the failure of the formal negotiations in March 2004. The analysis indicates that the deficient method and process of the pre-negotiations that took place regarding the Cyprus conflict determined the subsequent failure of the negotiations. The early detection of such factors in other negotiations over ethno-national conflicts may mitigate the causes that lead to failure, or perhaps assist in managing the process differently, so as to facilitate a more positive outcome.
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Singh, Bhupinder. "Blueprint for Effective Trade Negotiations." Vikalpa: The Journal for Decision Makers 12, no. 1 (January 1987): 13–20. http://dx.doi.org/10.1177/0256090919870103.

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Negotiations are so common in business that managers often fail to recognize the elements of negotiations in their processes of interaction. The development of the necessary negotiation skills among managers is also neglected. In the USA and other advanced countries, academics actively study negotiations as an art and a science. Managers take training programmes to improve their negotiating skills. In this article, Bhupindar Singh, based on his study and extensive experience in both the public and private sectors, provides a blueprint for effective trade negotiations. He illustrates the concepts and tactics from actual cases.
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Abazi, Vigjilenca, and Johan Adriaensen. "Allies in Transparency? Parliamentary, Judicial and Administrative Interplays in the EU’s International Negotiations." Politics and Governance 5, no. 3 (September 25, 2017): 75–86. http://dx.doi.org/10.17645/pag.v5i3.1056.

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International negotiations are an essential part of the European Union’s (EU) external affairs. A key aspect to negotiations is access to and sharing of information among the EU institutions involved as well as to the general public. Oversight of negotiations requires insight into the topics of negotiation, the positions taken and the strategies employed. Concurrently, however, some space for confidentiality is necessary for conducting the negotiations and defending EU interests without fully revealing the limit negotiating positions of the EU to the negotiating partner. Hence, attaining a balance between the necessities of oversight and confidentiality in negotiations is the subject of a dynamic debate between the EU institutions. This paper provides a joint analysis on EU oversight institutions’ position on transparency in international negotiations. We set out to answer whether parliamentary, judicial and administrative branches of oversight are allies in pursuing the objectives of transparency but also examine when their positions diverge.
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Dissertations / Theses on the topic "Negotiations"

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Lim, Cheng Geok. "Intercultural business negotiations : negotiation and linguistic procedures." Thesis, Aston University, 1995. http://publications.aston.ac.uk/10819/.

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Lei, Lianghui. "Regional Chinese negotiation differences in intra- and international negotiations." Thesis, Loughborough University, 2013. https://dspace.lboro.ac.uk/2134/13784.

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As China emerges as a major player on the international business scene, it is becoming increasingly important for Western negotiators to understand how the Chinese negotiate business deals. Existing knowledge regarding the Chinese negotiation style is largely based on considering China as one single country and the Chinese as to negotiate in one homogeneous way. Regional differences in the Chinese negotiation style have traditionally been overlooked in the literature. Guided by a negotiation analysis approach, this thesis conducts an exploratory study of the diversity of the Chinese negotiation style from a regional sub-cultural perspective. It suggests four characteristics of the Chinese negotiation style based on the frameworks of international business negotiations and the Chinese cultural roots and values. This thesis investigates five research questions, which address the characteristics of regional negotiation styles and the consequences of these different styles in relation to Sino-Western negotiations. A case study research strategy is employed to study four regions in China, including the Northern, the Eastern, the Southern and the Central region. Each case was studied using three research methods: semi-structured interviews, secondary documents, and negotiation experiments. Interview data analysis focuses on the perceptions of the Chinese negotiators, the Chinese government official, and the foreign negotiators regarding regional negotiation styles, whereas the experiments examine the students cognitive information on regional differences. The results confirm that regional negotiation styles exist in China. The findings show that Northern and Central negotiators have the Chinese negotiation style in the literature. They place emphasis on relationship and face and show low time-sensitivity and risk-taking propensity. On the contrary, Eastern and Southern negotiators are extremely task-oriented and deal-focused, which means they place little value on relationship and face in negotiations. Differences also exist between the two groups of business-oriented negotiators as Southern negotiators have higher time-sensitivity and risk-taking propensity than Eastern negotiators. Differences in historical and geographical backgrounds are found to be the key drivers in the forming of these regional negotiation styles. Importantly, the experiment results show that, in contrast to the conventional idea, Western negotiators might find it easier to negotiate with the relationship-focused Chinese than with the deal-focused Chinese. This is because Northern and Central negotiators appear to be cooperative in Sino-Western negotiations, whereas Eastern and Southern negotiators tend to use a competitive approach. This thesis provides a number of contributions to the existing literature. First, it provides a better understanding of the overall picture of the Chinese negotiation behaviour and fine-tunes the Chinese negotiation style from a regional sub-cultural perspective. This regional approach to the study of culture is not only rare in Sino-Western negotiation studies, but also uncommon in the literature of international business negotiations. Second, this research highlights the fallacious assumption of cultural homogeneity with nations. It calls for academic attention to balance inter-cultural and intra-cultural diversity in the studies of international business. Third, a step is taken towards exploring the regional values and behavioural differences in China. The findings of this research provide directions for future regional studies on other managerial issues.
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Lindborg, Alexander, and Anna-Carin Ohlsson. "Cross-cultural business negotiations : how cultural intelligence influences the business negotiation process." Thesis, Kristianstad University College, School of Health and Society, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hkr:diva-5833.

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Over the last 30 years, technology has made it possible for people to travel to other cultures in a cheaper and more efficient way. The increased traveling has made it possible for an increase in trade and as the trade flourishes the need for people that can handle the differences between the cultures in the world increase. Some people handle cross-cultural negotiations better than others; we want to know how Cultural Intelligence influences The Business Negotiation Process.

To find out how Cultural Intelligence influences The Business Negotiation Process we choose to conduct qualitative interviews with a few Swedish companies that have experiences of cross-cultural negotiations with China.

The findings indicate that Cultural Intelligence influences The Business Negotiation Process by different factors such as engagement, communication and understanding. The greater engagement and understanding the negotiator has of the different parts the more likely it is that the business negotiation process will have a positive outcome.

We studied as much literature as we could find about cultural intelligence and the business negotiation process. Out of our findings, we build a model, and this gave the opportunity to test the different parts of the model in our research.

Our contributions to the field are foremost the discovery of the two new dimensions: Structure and Power Dependency that can be added to both Cultural intelligence and The Business Negotiation Process. In future research, these two dimensions can be further researched and developed. In our research, statements from our respondents create a small practical guideline for cross-cultural business negotiations with China. The negotiators might have use for this guideline when negotiating with Chinese companies.

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Kanoi, Swati. "Emotions in negotiations." Thesis, University of Oxford, 2015. https://ora.ox.ac.uk/objects/uuid:f290543d-3ac2-4567-bf05-aefd5d43b311.

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The chief aim of this thesis was to investigate the effect of emotions on negotiation outcomes. Using the social functional account as a framework (Keltner & Haidt, 1999), I investigated the effect of anger, contempt, sadness, embarrassment, and shame on bargaining outcomes. In addition, this thesis has also investigated the effect of status and relevance of emotions. Chapter 2 presents Studies 1 and 2. Study 1 was a lab study investigating the effect of the other person's status (high vs. low) and emotion (contempt, anger or neutral) on negotiation concessions. As expected, participants gave more concessions to angry partners than to contemptuous partners. Unexpectedly, participants also gave more concessions to low status partners than to high status partners. Study 2 extended study 1 with the inclusion of sadness. The results showed no significant effect of emotion or status on concessions. Chapter 3 presents Studies 3 and 4, which used vignettes and were designed to extend and replicate the findings of Studies 1 and 2. Study 3 investigated the effect of emotion (anger, contempt, sadness, and neutral emotion) and partner status (high vs. low) on concessions. Participants gave more concessions to angry partners (as in study 1) but status had no effect on concessions. Study 4 used a different status manipulation (own status vs. other status). The results showed a similar pattern to Studies 1 and 3, in terms of concessions to angry partners. Like Study 3, Study 4 also showed that perceptions of partner's emotion stability mediated the effect of emotion on concessions. Moreover, more concessions were given to high status partners than low status partners, and perceptions of partners' agreeableness mediated this relationship. Chapter 4 presents two Studies 5 and 6, which were online experiments investigating the effects of emotion (embarrassment and shame) and their relevance to the task (task relevant and irrelevant emotion) on behaviour in an ultimatum game. The results showed that emotion and relevance had a significant interactive effect on participants' satisfaction and fairness ratings. Participants accepted more offers in the task irrelevant condition and made larger offers to proposers in the shame condition. Study 6 included a control condition, and changed the emotion manipulation slightly. The results of this study failed to replicate those obtained in Study 5. To summarise the findings of this thesis, Chapter 5 presents the general discussion, implications, contributions, limitations, and future directions for research. Overall, the results found that partner's emotions affect the perceptions of partner's personality and concessions in negotiations.
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Turnbull, Timothea Vanessa. "Diplomacy in Context:Canada, New Zealand and Australia and humanitarian arms control treaty-making." Phd thesis, Canberra, ACT : The Australian National University, 2018. http://hdl.handle.net/1885/149500.

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Since the 1990s, states have negotiated three trail-blazing multilateral treaties on conventional weapons. The 1997 Mine Ban Treaty outlaws anti-personnel landmines. The 2008 Convention on Cluster Munitions bans cluster munitions. The 2013 Arms Trade Treaty regulates and increases transparency in arms exports and imports. The negotiating processes that produced these treaties broke new ground in a number of ways. First, they explicitly focused on minimising the humanitarian impact of weapons while pursuing the goal of disarmament. Second, small and medium countries made pivotal contributions. Third, they generated new forms of multilateralism, in which coalitions of states and civil society actors creatively adapted procedural design to combine substantive expertise with lived experiences to reach negotiated outcomes adopted by majorities of UN member states. This thesis examines the significant roles that Australia, Canada and New Zealand played in developing these treaties. In some instances, they helped to strengthen these humanitarian arms control regimes as part of a core group of states championing negotiations. At other times, they played a less engaged role. On occasion, they even slowed progress. The thesis interrogates two research questions that flow from the contributions these three countries made to the treaty-making processes that created these three treaties. First, why do states engage in treaty-making in humanitarian arms control? Second how do they shape negotiating processes? This thesis argues that a variety of factors determine why and how states shape conventional weapons negotiations. These include developments and dynamics in six distinct yet interlinked sites of diplomatic activity. The internal negotiating context draws in three strands of diplomatic activity, radiating out from the negotiating table to activity within negotiating rooms and extending to the corridors of diplomatic venues. Externally, treaty-making occurs against the backdrop of globalised, street-level activism, state-led advocacy by diplomats in multilateral forums, and policy-making in capital cities. In all three countries studied in this thesis, the “in capital” contextual layer proved to be the most significant driver for championing or blocking a conventional weapons negotiation process. Alignment between three dimensions is particularly important in determining a country’s negotiating trajectory, namely political priorities, policy objectives and alliance partners’ preferences. To understand why and how Canada, New Zealand and Australia shaped conventional weapons treaty-making, this inductive thesis adopts a comparative case study approach using process tracing. It analyses the treaty-making practice of each country in relation to the evolution of each treaty. This thesis explores how different layers of context have influenced engagement in treaty-making in these countries. It then focuses on the different diplomatic strategies and tactics that have led towards and away from treaty-making within these countries. Three case study chapters focus on cases of championing by each state, addressing the contextual elements that enabled championing and how this translated into diplomatic activity. The fourth case study chapter examines cases where these states did not champion treaties, identifying changes in contextual factors and in diplomatic activity.
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Parlamis, Jennifer D., and Lorianne D. Mitchell. "Teaching Negotiations in the New Millennium: Evidence-Based Recommendations for Online Course Delivery." Digital Commons @ East Tennessee State University, 2014. https://doi.org/10.1111/nejo.12047.

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Traditional methods for teaching negotiation have required both instructor and student to be physically present in the same location. With the advent of the Internet and associated technological advances, however, instructors may now transcend geographical barriers and effectively deliver the same content virtually. In this article, we present an exploratory study comparing two masters-level negotiation courses: one taught using a traditional in-person method and the other taught online. Results showed no significant difference in knowledge acquisition as quantified by objective measures, including mean grades. In addition, self-report data indicate that, although students' skill and mastery of negotiation improved in both courses, online students reported that they experienced less interaction and social engagement with their classmates and instructor. Several course development strategies and best practices are discussed.
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Hadvabova, Jana. "Contentious Issues of Foreign Policy in EU Negotiations. : Merging Liberal Intergovernmentalism and Negotiation Theory." Thesis, Linköping University, Department of Management and Economics, 2006. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-5499.

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An elementary precondition for the EU Member States to act coherently in the field of foreign policy is to reach a common standpoint on particular issues of the CFSP. Due to the intergovernmental character of decision-making in the sphere of the CFSP, the Member States reach a common position primarily through negotiations. In this regard the thesis focuses on an analysis of the EC/U Member States negotiations about two politically highly controversial foreign policy issues – the Yugoslav recognition crisis of 1991 and the Iraqi crisis of 2002/2003.

Developing a theoretical model of analysis based on merging Moravcsik’s liberal intergovernmentalism and negotiation analysis the author seeks to examine and explain the outcomes of these negotiations, while emphasising the necessity to view negotiation as a process throughout which a variation in certain factors can occur and hence influence the outcomes of negotiation in a decisive way.

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Solomonov, Daniel. "Relationships between Hofstede's cultural dimensions and negotiation strategies : negotiations between Danish and Russian companies /." Aarhus : Institut for Økonomi, Aarhus Universitet, 2009. http://mit.econ.au.dk/Library/Specialer/2009/20040664.pdf.

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Chokkareddy, Chaitanya. "Automated negotiations in O.C.E.A.N." [Gainesville, Fla.] : University of Florida, 2002. http://purl.fcla.edu/fcla/etd/UFE1001127.

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Meurs, Nathalie van. "Negotiations between British and Dutch managers : values, approaches to conflict management and perceived negotiation satisfaction." Thesis, University of Sussex, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.398754.

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Books on the topic "Negotiations"

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Scott, Bill. Negotiating: Constructive and competitive negotiations. London: Paradigm, 1988.

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Lakos, Amos. International negotiations: Negotiation theories : a bibliography. Monticello, Ill: Vance Bibliographies, 1989.

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Negotiating the Kyoto Protocol: An analysis of negotiation dynamics in international negotiations. Münster: Lit, 2001.

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Lim, Cheng Geok. Intercultural business negotiations: Negotiation and linguistic procedures. Birmingham: Aston University. Department of Language and European Studies, 1995.

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Lakos, Amos. International negotiations: Multilateral negotiations : a bibliography. Monticello, Ill., USA: Vance Bibliographies, 1989.

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Weiss, David S. Contextual negotiations. Kingston, Ont: IRC Press, 2000.

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Vignali, C. Sales negotiations. Manchester: Faculty of Management and Business, The Manchester Metropolitan University, 1994.

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Kennedy, Gavin. Managing negotiations. 3rd ed. London: Hutchinson Business, 1987.

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McMains, Michael J., Wayman C. Mullins, and Andrew T. Young. Crisis Negotiations. Sixth edition. | New York, NY : Routledge, 2020.: Routledge, 2020. http://dx.doi.org/10.4324/9780429505225.

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Reiter, Thorsten. Managing Negotiations. London: Routledge, 2021. http://dx.doi.org/10.4324/9781003105428.

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Book chapters on the topic "Negotiations"

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Kemp-Welch, A. "Negotiations." In The Birth of Solidarity, 35–148. London: Palgrave Macmillan UK, 1991. http://dx.doi.org/10.1007/978-1-349-21470-9_2.

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Schneeweiss, Christoph. "Negotiations." In Distributed Decision Making, 423–36. Berlin, Heidelberg: Springer Berlin Heidelberg, 2003. http://dx.doi.org/10.1007/978-3-540-24724-1_14.

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Schneeweiss, Christoph. "Negotiations." In Hierarchies in Distributed Decision Making, 297–312. Berlin, Heidelberg: Springer Berlin Heidelberg, 1999. http://dx.doi.org/10.1007/978-3-662-03830-7_12.

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Wang, Barbara Xiaoyu, and Harold Chee. "Negotiations." In Chinese Leadership, 137–50. London: Palgrave Macmillan UK, 2011. http://dx.doi.org/10.1057/9780230321465_10.

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Barnes, Kathleen O. "Negotiations." In Construction Contract Claims, Changes, and Dispute Resolution, 321–45. Reston, VA: American Society of Civil Engineers, 2016. http://dx.doi.org/10.1061/9780784414293.ch12.

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Oakie, Williams. "Negotiations." In Outsourcing, 101–13. New York: CRC Press, 2021. http://dx.doi.org/10.1201/9781003076025-8.

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Ekhomu, Ona. "Negotiations." In Boko Haram, 201–17. Boca Raton, FL : CRC Press, Taylor & Francis Group, 2019.: CRC Press, 2019. http://dx.doi.org/10.4324/9780203710838-13.

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Harrington, Kieran. "Negotiations." In The Role of Corpus Linguistics in the Ethnography of a Closed Community, 131–74. First edition. | New York, NY : Routledge, 2018. | Series: The Routledge applied corpus linguistics series: Routledge, 2018. http://dx.doi.org/10.4324/9781351216104-9.

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Kirkpatrick, Daniel. "Negotiations." In Political Expression and Conflict Transformation in Divided Societies, 84–109. 1. | New York: Routledge, 2019. | Series: Routledge studies in peace and conflict: Routledge, 2019. http://dx.doi.org/10.4324/9780429323201-5.

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Akshay, S., Blaise Genest, Loïc Hélouët, and Sharvik Mital. "Timed Negotiations." In Lecture Notes in Computer Science, 37–56. Cham: Springer International Publishing, 2020. http://dx.doi.org/10.1007/978-3-030-45231-5_3.

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AbstractNegotiations were introduced in [6] as a model for concurrent systems with multiparty decisions. What is very appealing with negotiations is that it is one of the very few non-trivial concurrent models where several interesting problems, such as soundness, i.e. absence of deadlocks, can be solved in PTIME [3]. In this paper, we introduce the model of timed negotiations and consider the problem of computing the minimum and the maximum execution times of a negotiation. The latter can be solved using the algorithm of [10] computing costs in negotiations, but surprisingly minimum execution time cannot.This paper proposes new algorithms to compute both minimum and maximum execution time, that work in much more general classes of negotiations than [10], that only considered sound and deterministic negotiations. Further, we uncover the precise complexities of these questions, ranging from PTIME to $$\varDelta _2^P$$ Δ 2 P -complete. In particular, we show that computing the minimum execution time is more complex than computing the maximum execution time in most classes of negotiations we consider.
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Conference papers on the topic "Negotiations"

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Peleckis, Kęstutis, Valentina Peleckienė, and Kęstutis Peleckis. "International Business Negotiations: Search of the Balance and the Equilibrium of Negotiating Powers, under Distorting Market Conditions of Competition (Monopsony, Oligopsony and Monopoly Cases)." In Contemporary Issues in Business, Management and Education. Vilnius Gediminas Technical University, 2017. http://dx.doi.org/10.3846/cbme.2017.041.

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Certain challenges arise in business negotiations when competition in the market is more or less distorted. This can take place in various markets conditions. In such situations great possibilities open up to the development of international business relations as overclocking new market participants can provide additional alternatives for companies and organizations or other business units, by reducing the negative impact of competition distortions for the balance of negotiating power of participants in negotiations. In the development and implementation of effective international business negotiation strategy, it is important to identify the balance of negotiating power of major participants in negotiations in order to make more efficient use of the potential of business negotiations – the negotiating powers. The aim of this article is to analyze in complex the unfolding theory and practice of development and implementation of international business negotiations and negotiating strategies under distorting market competition conditions, to reveal opportunities on development and implementing improvements of these strategies in cases of monopsony, oligopsony and monopoly. Object of the research is the search of balance on negotiating powers in international business negotiations under conditions of distorted competition in the market. The scientific problem - negotiation theory lacks measures for assessment and balancing the negotiating powers of negotiation’s participants under distorted market competition.
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Peleckis, Kęstutis. "International business negotiation strategies based on assessment of negotiating powers." In Business and Management 2016. VGTU Technika, 2016. http://dx.doi.org/10.3846/bm.2016.42.

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The aim of the article is to make integrated analysis of current practice and theory in international business negotiations on creation of negotiation strategies and their implementation, to reveal opportunities for improvement of strategies creation and implementation according the needs to assess negotiating power reasonably of international business, to create theoretical model of development and implementation strategies of international business negotiation, based on evaluation of negotiating powers. The object of the article is international business negotiation strategies, their design and implementation processes, the needs and possibilities for their improvement, considering the assessment of the negotiating powers feasibility factors. The article seeks to identify the key elements of negotiating powers, determining the potential of negotiating, their adequate evaluation and configuration options, affecting the course and efficiency of international business negotiations.
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Peleckis, Kęstutis, Valentina Peleckienė, Bahman Peyravi, and Edita Leonavičienė. "International business negotiations in a regulated and incomplete information market." In 11th International Scientific Conference „Business and Management 2020“. VGTU Technika, 2020. http://dx.doi.org/10.3846/bm.2020.511.

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Regulations and government interventions often restrict competition in the market and rise cer-tain challenges in business negotiations, when competition in the market is more or less distorted. Remov-ing unnecessary restrains to competition and developing alternatives which still achieve the same policy objectives can bring substantial benefits for negotiation power of market business entities. Competition as-sessment is most effective when business negotiation entities have a clear sufficient information for com-paring options, sufficient resources for conducting an analysis, and sufficient technical skills for perform-ing the analysis. The aim of this article is to analyze in complex the unfolding theory and practice of development and implementation of business negotiating strategies in a regulated and incomplete infor-mation market, to reveal opportunities on development and implementing improvements of these strate-gies. Object of the research is the search of balance on negotiating powers in business negotiations in a regulated and incomplete information market. The scientific problem – negotiation theory lacks measures for assessment and balancing the negotiating powers between negotiation participants in a regulated and incomplete information market.
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Voivedich, Ben E. "A Top Ten List of Guideposts to Help Prepare for a Project Negotiation." In ASME 2002 Engineering Technology Conference on Energy. ASMEDC, 2002. http://dx.doi.org/10.1115/etce2002/per-29132.

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Given a negotiating life cycle that includes preplanning, formal planning, performing the negotiation, and post negotiation review, this paper is oriented toward project team members without formal negotiation training that are looking for easy-to-follow “guideposts” to pre-plan and get ready for negotiations with vendors, business unit representatives, and other project stakeholders. The guidepost, or checklist, items are meant to serve as: a “mental launching pad” for an upcoming negotiation or as an organizer for the planning of a larger full-blown negotiation.
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Peleckis, Kęstutis. "Preparation of International Business Negotiations Strategies Based on Evaluation of Negotiating Power: Case of E-Commerce." In Contemporary Issues in Business, Management and Education. VGTU Technika, 2015. http://dx.doi.org/10.3846/cibme.2015.03.

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Research Design and Methods: logical analysis, generating conclusions, comparing and generalization methods, game theory methods, multiple criteria evaluation. Findings: from experimental verification of model, which was created by author of article for development of international business negotiations strategies, it can be stated that this model can be used for electronic negotiations: both as a standalone tool or as a measure requiring partial negotiator intervention. As well created negotiation strategy model can be used to support the negotiations through various databases. Results of the investigation can be used to create business negotiation strategies in international business, with regard to globalization, internationalization and cooperation processes characterized by multiculturalism. Implications and Recommendations: The use of the heuristic algorithms can help to manage effectively the process of negotiations. Selection of principles and rules must be carried out by specialists of high qualifications and experience, consultants, negotiators in the fields concerned, in order to determine which option is the best, taking into account the specifics of each task, goals and conditions. Contribution and Value Added: perspective of using the developed model of international business negotiations: negotiation support tool, information tool for reducing uncertainty, autonomous engine of the negotiation process, management of large quantities of information.
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Bagga, Pallavi, Nicola Paoletti, Bedour Alrayes, and Kostas Stathis. "A Deep Reinforcement Learning Approach to Concurrent Bilateral Negotiation." In Twenty-Ninth International Joint Conference on Artificial Intelligence and Seventeenth Pacific Rim International Conference on Artificial Intelligence {IJCAI-PRICAI-20}. California: International Joint Conferences on Artificial Intelligence Organization, 2020. http://dx.doi.org/10.24963/ijcai.2020/42.

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We present a novel negotiation model that allows an agent to learn how to negotiate during concurrent bilateral negotiations in unknown and dynamic e-markets. The agent uses an actor-critic architecture with model-free reinforcement learning to learn a strategy expressed as a deep neural network. We pre-train the strategy by supervision from synthetic market data, thereby decreasing the exploration time required for learning during negotiation. As a result, we can build automated agents for concurrent negotiations that can adapt to different e-market settings without the need to be pre-programmed. Our experimental evaluation shows that our deep reinforcement learning based agents outperform two existing well-known negotiation strategies in one-to-many concurrent bilateral negotiations for a range of e-market settings.
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Alankarage, S., A. Samaraweera, J. Royle, A. Macolino, S. Robertson, and AD Palihakkara. "Cultural basic assumptions of consultants and contractors during negotiations: The case of South Australian construction industry." In 10th World Construction Symposium. Building Economics and Management Research Unit (BEMRU), University of Moratuwa, 2022. http://dx.doi.org/10.31705/wcs.2022.23.

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Negotiations are required in every stage of a construction project. The process of negotiation involves being able to understand the position and emotions of the other side of the negotiation. A reliable means for understanding cultural basic assumptions on negotiation tactics assist in better predicting how individuals may act in a negotiation. This research aims to analyse the effect of basic assumptions of consultants and contractors on negotiations in the South Australian construction industry. This was approached through a case study research strategy, utilising semi-structured interviews with two contractors and two consultants each from three large South Australian Road projects followed by a Content Analysis. Findings reveal that both the contractors and consultants believe the nature of human relationships as collaborative and therefore view negotiations as a mean of strengthening the partnership. They negotiate openly to reach win-win outcomes. They view the nature of human nature to be good, therefore more trust and more openness to creative new ideas in negotiation planning. Respondents mostly believe the nature of the human activity to be harmonizing and are more likely to use trade-offs in reaching mutually beneficial negotiation outcomes. The knowledge created in this research will be useful for anyone preparing to negotiate within the South Australian construction industry or similar cultural setups to understand and predict how contractors and consultants would react to different situations and issues within negotiation processes and to achieve effective outcomes. Further research can study the basic assumptions of sub-contractors about negotiations.
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Kojo, Matti. "Local Negotiation on Compensation: Siting of the Spent Nuclear Fuel Repository in Finland." In The 11th International Conference on Environmental Remediation and Radioactive Waste Management. ASMEDC, 2007. http://dx.doi.org/10.1115/icem2007-7094.

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The aim of the paper is to analyse the local negotiation process between the Municipality of Eurajoki and the nuclear power company Teollisuuden Voima (TVO) and the nuclear waste management company Posiva Oy. The aim of the negotiations was to find an acceptable form of compensation for siting a spent nuclear fuel repository in Olkiluoto, Finland. The paper includes background information on the siting process in Finland, the local political setting in the Municipality of Eurajoki and a description of the negotiation process. The analysis of the negotiations on compensation is important for better understanding the progress of the Finnish siting process. The paper describes the picture of the contest to host the spent nuclear fuel repository. It also provides more information on the relationship between the Municipality of Eurajoki and the power company TVO. The negotiations on compensation and the roles of various players in the negotiations have not been studied in detail because the minutes of the Vuojoki liaison group were not available before the decision of the Supreme Administrative Court in May 2006.
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De Jonge, Dave. "An Analysis of the Linear Bilateral ANAC Domains Using the MiCRO Benchmark Strategy." In Thirty-First International Joint Conference on Artificial Intelligence {IJCAI-22}. California: International Joint Conferences on Artificial Intelligence Organization, 2022. http://dx.doi.org/10.24963/ijcai.2022/32.

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The Automated Negotiating Agents Competition (ANAC) is an annual competition that compares the state-of-the-art algorithms in the field of automated negotiation. Although in recent years ANAC has given more and more attention to more complex scenarios, the linear and bilateral negotiation domains that were used for its first few editions are still widely used as the default benchmark in automated negotiations research. In this paper, however, we argue that these domains should no longer be used, because they are too simplistic. We demonstrate this with an extremely simple new negotiation strategy called MiCRO, which does not employ any form of opponent modeling or machine learning, but nevertheless outperforms the strongest participants of ANAC 2012, 2013, 2018 and 2019. Furthermore, we provide a theoretical analysis which explains why MiCRO performs so well in the ANAC domains. This analysis may help researchers to design more challenging negotiation domains in the future.
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VEGIENĖ, Rasa, and Edita LEONAVIČIENĖ. "EU INTEGRATED POLITICAL CRISIS RESPONSE SYSTEM WITHIN THE SCOPE OF THE EU COMMON SECURITY AND DEFENCE POLICY: THE ROLE OF NEGOTIATION AS INSTRUMENT TO MANAGE CRISIS." In International Scientific Conference „Contemporary Issues in Business, Management and Economics Engineering". Vilnius Gediminas Technical University, 2021. http://dx.doi.org/10.3846/cibmee.2021.631.

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Purpose – examine the European Union (EU) integrated political crisis response system, within the scope of the EU common security and defence policy and the present value of negotiations as a tool. Research methodology – a systematic analysis of the scientific literature and descriptive methods were applied to analyse actual and recent theoretical scientific work on integrating the European Union security and defence policy. We were discussing the concept of security from the theoretical perspective of constructivism, presenting the essential features. The empirical part of the work proves how discourse theory may help develop both negotiations and constructivism methodology. Findings – Negotiation theory play an important role in crisis management, developed proposals for the theory and methodology of negotiations. Research limitations – research does not cover negotiations in the context of military actions; the research examines the only civil empirical case of COVID-19 crises. Practical implications – presented conclusions show how the development of negotiations theory may substantially increase responsiveness to any EU crisis. Originality/Value – this study as interdisciplinary combined mixed methodologies: constructivism methodology of threat identification was compared with discourse theory (Austin’s) speech act.
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Reports on the topic "Negotiations"

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Kelly, Luke. Lessons learnt from humanitarian negotiations with the Taliban, 1996-2001. Institute of Development Studies (IDS), September 2021. http://dx.doi.org/10.19088/k4d.2021.11.

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This rapid literature review finds that humanitarian actors responded in a variety of ways to Taliban actions limiting principled aid in the country during the period of their rule (1996-2001). The report is focused on the findings around humanitarian negotiation and the strategy of humanitarian actors in response to Taliban policies limiting women's ability to work for humanitarian organisations or access services. The findings are not intended to imply parallels with the current situation in Afghanistan. Evidence is in the form of a number of evaluations, academic articles and lessons learned papers on negotiating with the Taliban. It discusses the methods of negotiating with the Taliban (e.g. co-ordination, working with the leadership or rank-and-file), the content of negotiations and particularly the question of reaching agreement on women’s rights, as well as humanitarian actors’ negotiating capacity. There is less discussion on the negotiation of specific programmes (e.g. anti-gender-based violence programmes). Due to the different goals and principles of humanitarian actors, as well as different ideas of feasibility, conclusions on the effectiveness of negotiating tactics vary. Strategies therefore cannot be judged as 'successful' without reference to a conception of what is most important in humanitarian programming, and the constraints of the situation. The review highlights lessons on good negotiating practices. The main issue being negotiated was the clash between the Taliban's restrictions on women and humanitarian actors' aim of providing aid to all, including women, according to need. Various strategies were used to persuade the Taliban to consent to principled aid. This review considers aid agency negotiating strategy and tactics, as well as the underlying interests and constraints that may make negotiations more or less successful.
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Kelly, Luke. Lessons Learnt from Humanitarian Negotiations with the Taliban, 1996-2001. Institute of Development Studies (IDS), September 2021. http://dx.doi.org/10.19088/k4d.2021.126.

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This rapid literature review finds that humanitarian actors responded in a variety of ways to Taliban actions limiting principled aid in the country during the period of their rule (1996-2001). The report is focused on the findings around humanitarian negotiation and the strategy of humanitarian actors in response to Taliban policies limiting women's ability to work for humanitarian organisations or access services. The findings are not intended to imply parallels with the current situation in Afghanistan. Evidence is in the form of a number of evaluations, academic articles and lessons learned papers on negotiating with the Taliban. It discusses the methods of negotiating with the Taliban (e.g. co-ordination, working with the leadership or rank-and-file), the content of negotiations and particularly the question of reaching agreement on women’s rights, as well as humanitarian actors’ negotiating capacity. There is less discussion on the negotiation of specific programmes (e.g. anti-gender-based violence programmes). Due to the different goals and principles of humanitarian actors, as well as different ideas of feasibility, conclusions on the effectiveness of negotiating tactics vary. Strategies therefore cannot be judged as 'successful' without reference to a conception of what is most important in humanitarian programming, and the constraints of the situation. The review highlights lessons on good negotiating practices. The main issue being negotiated was the clash between the Taliban's restrictions on women and humanitarian actors' aim of providing aid to all, including women, according to need. Various strategies were used to persuade the Taliban to consent to principled aid. This review considers aid agency negotiating strategy and tactics, as well as the underlying interests and constraints that may make negotiations more or less successful.
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Kelly, Luke. Lessons Learnt from Humanitarian Negotiations with the Taliban, 1996-2001. Institute of Development Studies, September 2021. http://dx.doi.org/10.19088/k4d.2021.119.

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This rapid literature review finds that humanitarian actors responded in a variety of ways to Taliban actions limiting principled aid in the country during the period of their rule (1996-2001). The report is focused on the findings around humanitarian negotiation and the strategy of humanitarian actors in response to Taliban policies limiting women's ability to work for humanitarian organisations or access services. The findings are not intended to imply parallels with the current situation in Afghanistan. Evidence is in the form of a number of evaluations, academic articles and lessons learned papers on negotiating with the Taliban. It discusses the methods of negotiating with the Taliban (e.g. co-ordination, working with the leadership or rank-and-file), the content of negotiations and particularly the question of reaching agreement on women’s rights, as well as humanitarian actors’ negotiating capacity. There is less discussion on the negotiation of specific programmes (e.g. anti-gender-based violence programmes). Due to the different goals and principles of humanitarian actors, as well as different ideas of feasibility, conclusions on the effectiveness of negotiating tactics vary. Strategies therefore cannot be judged as 'successful' without reference to a conception of what is most important in humanitarian programming, and the constraints of the situation. The review highlights lessons on good negotiating practices. The main issue being negotiated was the clash between the Taliban's restrictions on women and humanitarian actors' aim of providing aid to all, including women, according to need. Various strategies were used to persuade the Taliban to consent to principled aid. This review considers aid agency negotiating strategy and tactics, as well as the underlying interests and constraints that may make negotiations more or less successful.
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Bulow, Jeremy, and Paul Klemperer. Auctions vs. Negotiations. Cambridge, MA: National Bureau of Economic Research, January 1994. http://dx.doi.org/10.3386/w4608.

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Heal, Geoffrey, and Howard Kunreuther. Tipping Climate Negotiations. Cambridge, MA: National Bureau of Economic Research, April 2011. http://dx.doi.org/10.3386/w16954.

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Wigington, John T. Syria's Negotiations with Israel. Fort Belvoir, VA: Defense Technical Information Center, April 1992. http://dx.doi.org/10.21236/ada276558.

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Wheeler, Michael O. International Security Negotiations: Lessons Learned from Negotiating with the Russians on Nuclear Arms. Fort Belvoir, VA: Defense Technical Information Center, February 2006. http://dx.doi.org/10.21236/ada460350.

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Hovi, Jon, Tora Skodvin, and Stine Aakre. Can Climate Change Negotiations Succeed? Librello, September 2013. http://dx.doi.org/10.12924/pag2013.01020138.

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NMR Publikation. Strengthening Global Climate Change Negotiations. Nordisk Ministerråd, November 2012. http://dx.doi.org/10.6027/na2012-902.

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Nordström, Håkan. The Microcosm of Climate Change Negotiations. Geneva, Switzerland: International Centre for Trade and Sustainable Development, 2009. http://dx.doi.org/10.7215/gp_ip_20100125a.

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