Dissertations / Theses: 'Negotiations'

1

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

Full text

APA, Harvard, Vancouver, ISO, and other styles

2

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

Full text

Abstract:

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.

APA, Harvard, Vancouver, ISO, and other styles

3

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.

Full text

Abstract:

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.

APA, Harvard, Vancouver, ISO, and other styles

4

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

Full text

Abstract:

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.

APA, Harvard, Vancouver, ISO, and other styles

5

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.

Full text

Abstract:

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.

APA, Harvard, Vancouver, ISO, and other styles

6

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.

Full text

Abstract:

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.

APA, Harvard, Vancouver, ISO, and other styles

7

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.

Full text

Abstract:

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.

APA, Harvard, Vancouver, ISO, and other styles

8

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.

Full text

APA, Harvard, Vancouver, ISO, and other styles

9

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

Full text

APA, Harvard, Vancouver, ISO, and other styles

10

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.

Full text

APA, Harvard, Vancouver, ISO, and other styles

11

Van, Meurs Nathalie. "Negotiations between British and Dutch managers : cultural values, approaches to conflict management, and perceived negotiation." Thesis, University of Sussex, 2003. http://eprints.mdx.ac.uk/2883/.

Full text

Abstract:

The present research investigates cultural values, approaches to conflict management, and perceived negotiation satisfaction in manager samples from the UK and the Netherlands. Three studies (total N = 412) were conducted, of which Study 1 and 2 pertained to the development of the measure and Study 3 was used to conduct the main analysis. The research focus centres around the following main objectives: a) refinement of conflict management models and instruments; b) profile analyses of Dutch and British conflict management approaches using Schwartz's (1992, 1994) Value Types to explain observed differences, and c) testing of a model describing interrelations between cultural values, approaches to conflict management, conflict context, and perceived negotiation satisfaction. Previous research on conflict management modeled conflict behaviour on the basis of a concern for self vs. concern for others matrix, which incorporated communication styles. The present research distinguishes between the underlying concerns, conflict management strategies, and communication styles to predict perceived negotiation satisfaction. Furthermore, conflict management dynamics are investigated by comparing the ratings of own vs. other team's conflict management approach. In-group vs. out-group differentiation was dependent on the social desirability of the conflict management approach in question. Dutch managers associated themselves less and British managers more with a concern for Inconvenience, Avoiding, and Indirect communication, whereas British managers associated themselves more and Dutch managers less with these approaches. Results for cultural values showed that the main difference between Dutch and British managers concerned a higher score for Dutch managers on Self Transcendence and a higher score on Self Enhancement for British managers. Self Enhancement mediated the effect for nationality for Dominating strategy. Furthermore, Self Transcendence predicted a concern for Clarity, a Problem Solving strategy, and a Consultative communication style. Nationality as predictor of Concern for Inconvenience, Avoiding strategy, and Indirect communication style was not mediated by Value Types. Suggestions are made for future research exploring the role of Uncertainty Avoidance at the individual level. Success and Comfort were predicted by own and other team's Conflict Management Approach, additional to cultural value types and contextual variables. National differences were observed for particular predictors of perceived negotiation satisfaction.

APA, Harvard, Vancouver, ISO, and other styles

12

Fok, Wai-lun, and 霍偉倫. "A study of Chinese negotiating behaviour in the Sino-British negotiations over Hong Kong." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1998. http://hub.hku.hk/bib/B29766035.

Full text

APA, Harvard, Vancouver, ISO, and other styles

13

Fok, Wai-lun. "A study of Chinese negotiating behaviour in the Sino-British negotiations over Hong Kong /." Hong Kong : University of Hong Kong, 1998. http://sunzi.lib.hku.hk/hkuto/record.jsp?B2071533X.

Full text

APA, Harvard, Vancouver, ISO, and other styles

14

Jonge, Dave de. "Negotiations over large agreement spaces." Doctoral thesis, Universitat Autònoma de Barcelona, 2015. http://hdl.handle.net/10803/295709.

Full text

Abstract:

En aquesta tesi investiguem algorismes de negociació en dominis amb funcions d'utilitat no linials i en els quals l'espai d'acords possibles és tan gran que l'ús de cerca exhaustiva és inviable. A més, explorem la relació entre les àrees de negociació automàtica, teoria de jocs, institucions electròniques i optimització amb restrictions. Presentem tres casos d'estudi de complexitat creixent. Primer, proposem un negociador automàtic basat en algorismes genètics i l'apliquem a un domini on el conjunt d'acords possibles es dóna en forma explícita com un espai vectorial i on, encara que les funcions d'utilitat són no linials, el valor d'utilitat de qualsevol acord es pot calcular ràpidament resolent una equació linial. Segon, presentem un algorisme de negociació general anomenat NB3, basat en la tècnica de Branch & Bound. Apliquem aquest algorisme a un nou cas de prova on el valor d'un acord es pot determinar únicament resolent un problema NP-dur. El tercer cas d'ús és el joc Diplomacy, que és encara més difícil que els casos anteriors ja que un acord no determina completament les accions d'un agent. La utilitat obtinguda per un agent depèn també de les accions triades pels altres agents, de manera que es necessita tenir en consideració aspectes de teoria de jocs. Justi quem que en aquest model basat en teoria de jocs no existeix una definició satisfactòria del concepte `valor de reserva', a diferència dels models comunment emprats en la teoria de regateig clàssica. A més, justifiquem que les negociacions requereixen d'un mecanisme, conegut com a Institució Electrònica, per garantir que els acords siguin respectats. Un entorn per al desenvolupament d'Institucions Electròniques és EIDE i proposem una extensió d'EIDE que proporciona una interfície que permet als humans d'interaccionar en institucions electròniques. També plantegem que en el futur serà possible per als humans i els agents de negociar quins protocols fer servir a una institució electrònica. Això podria ser especialment útil en el desenvvolupament de noves xarxes socials on els usuaris puguin determinar les regles de comportament particulars d'una comunitat privada. Ja que l'entorn EIDE és massa complicat per ser emprat per usuaris normals, sense les capacitats d'un enginyer informàtic, introduïm un nou llenguatge per a la definició de protocols que és similar al llenguatge natural i per tant pot ser usat i entès per qualsevol persona.
In this thesis we investigate negotiation algorithms for domains with non-linear utility functions and where the space of possible agreements is so large that the application of exhaustive search is impossible. Furthermore, we explore the relationship between the fields of Automated Negotiations, Game Theory, Electronic Institutions, and Constraint Optimization. We present three case studies with increasing complexity. Firstly, we introduce an automated negotiator based on Genetic Algorithms, which is applied to a domain where the set of possible agreements is explicitly given as a vector space and, although the utility functions are non-linear, the utility value of any given deal can be calculated quickly by solving a linear equation. Secondly, we introduce a general purpose negotiation algorithm called NB3, which is based on Branch & Bound. We apply this to a new negotiation test case in which the value of any given deal can only be determined by solving an NP-hard problem. Our third case involves the game of Diplomacy, which is even harder than the previous test cases, because a given deal usually does not entirely x the agent's possible actions. The utility obtained by an agent thus also depends on the actions it performs after making the deal. Moreover, its utility also depends on the actions chosen by the other agents, so one needs to take Game Theoretical considerations into account. We argue that in this Game Theoretical model there no longer exists a satisfactory de nition of a reservation value, unlike the models commonly used in classical bargaining theory. Furthermore, we argue that negotiations require a mechanism, known as an Electronic Institution, to ensure that agreements are obeyed. One framework for the development of Electronic Institutions is EIDE and we introduce a new extension to EIDE that provides a user interface so that humans can interact within such Electronic Institutions. Moreover, we argue that in the future it should be possible for humans and agents to negotiate which protocols to follow in an Electronic Institution. This could be especially useful for the development of a new kind of social network in which the users can set the rules for their own private communities. Finally, we argue that the EIDE framework is too complicated to be used by average people who do not have the technical skills of a computer scientist. We therefore introduce a new language for the definition of protocols, which is very similar to natural language so that it can be used and understood by anyone.

APA, Harvard, Vancouver, ISO, and other styles

15

Batt, Daniel C. "Communication apprehension and contract negotiations." Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 1996. http://handle.dtic.mil/100.2/ADA326618.

Full text

Abstract:

Thesis (M.S. in Management) Naval Postgraduate School, December 1996.
Thesis advisor(s): Gale Fann Thomas, David V. Lamm. "December 1996." Includes bibliographical references (p. 111-114). Also available online.

APA, Harvard, Vancouver, ISO, and other styles

16

Hurry, Jovin. "Strategic negotiations towards sustainabilityfor entrepreneurs." Thesis, KTH, Industriell ekonomi och organisation (Inst.), 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-104430.

Full text

Abstract:

The purpose of this thesis is to find out what it takes for entrepreneurs to negotiate strategically in order to ultimately influence systemic change towards sustainability. It focuses on the challenges sustainability entrepreneurs face as they negotiate their twin objectives of social mission and positive cashflow during their collaborative processes. To answer this purpose, I conducted a participatory action research with the entrepreneurs at Hubs Westminster, King’s Cross and Islington in London. The Hub is a global community of people from every profession, background and culture working to tackle the world's most pressing social, cultural and environmental challenges. The Framework for Strategic Sustainable Development (FSSD) was used as a lens for the overall research while the Seven Elements Theory of Negotiation targeted the negotiation process. The thesis demonstrates that some core challenges need to be addressed in the entrepreneur’s preparation for their negotiation; and that entrepreneurs can intentionally favourably position themselves through their strategic actions in their attempt to meet the need to combine economic objectives with concerns about social responsibility and environmentalism. The implication of the thesis lies in better awareness on how to aim at creative outcomes during collaborations. Its originality lies in shedding light in this niche and rarely touched combination of sustainability, entrepreneurship and negotiation.

APA, Harvard, Vancouver, ISO, and other styles

17

Harwood, Tracy. "Negotiations in buyer-seller relationships." Thesis, De Montfort University, 2003. http://hdl.handle.net/2086/10739.

Full text

Abstract:

This research provides a basis for consideration of the nature of inter-personal interaction between buyers and sellers in a marketing context. It brings together the models of business relationship development and negotiations. Modem businesses recognise that some relationships are more profitable than others. As a result, the focus is now on retention of customers, greater openness and closer relationships between organisations and agreements leading towards more mutually beneficial outcomes between partners. This emphasises the strategic importance of inter-personal relationships and, specifically, negotiation behaviour. Indeed, negotiation in marketing is a core competence which is vital to ensuring the longevity of business relationships. Despite the recognition of this, there is very little research into negotiations in the context of relationship marketing. Existing models of negotiation present a range of approaches from the extremes of the highly adversarial and competitive to integration and solution-building between the parties. Outcome success increases in importance to the negotiating parties as relationships develop into partnerships, and resource investment increases. Interpersonal interaction is characterised by exchange of information across a broad range of issues specific to the dyadic relationship. The process and nature of exchange becomes increasingly integrative. One of the significant features of this work is that of its observation and exploration of real and substantive negotiations between buyers and sellers. In order to examine the nature of interactions, this thesis develops and tests a coding mechanism applicable to real-life negotiations, supported by interview and questionnaire instruments. Negotiations have been categorised into Early, Mid and Partner stages of relational development. The findings of analyses indicate distinct patterns of negotiator behaviour at different stages of relational development. This has implications for the development of marketing theory as well as the behavioural stances adopted by individuals engaging in negotiations. Findings can aid decision-making in developing business relationships and also provide a means of recognising individual negotiator competences. This leads to more effectively targeted preparation and planning for interactions as well as skills training and, ultimately, outcome success.

APA, Harvard, Vancouver, ISO, and other styles

18

Lorenz, Astrid. "Constitutional negotiations in federal reforms." Universitätsbibliothek Leipzig, 2014. http://nbn-resolving.de/urn:nbn:de:bsz:15-qucosa-158499.

Full text

Abstract:

Constitutional amendments in federal political systems have to be negotiated between national and sub-national actors. While theories of negotiation usually explain the outcome by looking at these actors, their preferences and bargaining powers, the theoretical model developed in this article also includes their interaction orientation. The article determines a typical sequence of bargaining and arguing and identifies favourable conditions for cooperation based on different interaction orientations. The article states that actors can reconcile the conflicting logics of intergovernmental or party competition and joint decision-making in constitutional politics through a sequence of bargaining and arguing. However, constitutional amendments negotiated in this way run the risk of undermining the legitimacy and functionality of constitutions.

APA, Harvard, Vancouver, ISO, and other styles

19

Skelton, Jane. "Micropolitical Negotiations within School Reform." Thesis, Boston College, 2010. http://hdl.handle.net/2345/1534.

Full text

Abstract:

Thesis advisor: Patrick McQuillan
This case study examines the micropolitical strategies that a coach and seven teachers utilized to negotiate ideological and epistemological beliefs during required common planning time meetings for the period of one semester in an urban middle school. Theories of micropolitics and critical discourse analysis guided the development of the research questions that emphasized the political nature of the transactions and interactions between individuals within a school and how these negotiations were affected by the cultural and political climate of the district and the ideologies of individuals within that school about how students learn. The findings revealed how coaching as a reform strategy is highly influenced by the context of the school. The observations of mandated common planning time meetings, interviews with the coach and teachers, and other artifacts suggest that the power relationships between the members of the school community and political tensions of time, autonomy, ideological conflict, and trust influenced the discourse and interaction of the coach and teachers and influenced the implementation of the school's reform initiative
Thesis (PhD) — Boston College, 2010
Submitted to: Boston College. Lynch School of Education
Discipline: Curriculum and Instruction

APA, Harvard, Vancouver, ISO, and other styles

20

Fitzsimmons, Patrick J. "Negotiations experienced vs. inexperienced negotiators /." Thesis, Monterey, California : Naval Postgraduate School, 1990. http://handle.dtic.mil/100.2/ADA246552.

Full text

Abstract:

Thesis (M.S. in Management)--Naval Postgraduate School, December 1990.
Thesis Advisor(s): Lamm, David V. Second Reader: Fitzgerald, David M. "December 1990." Description based on title screen as viewed on March 30, 2010. DTIC Identifier(s): Conflict Resolution, Experienced Negotiators, Tactics. Author(s) subject terms: Negotiations, Experienced Negotiators, Inexperienced Negotiators. Includes bibliographical references (p. 176-179). Also available in print.

APA, Harvard, Vancouver, ISO, and other styles

21

Ferranti, Richard de. "Evatt and the Manus Negotiations." Thesis, Canberra, ACT : The Australian National University, 1986. http://hdl.handle.net/1885/112094.

Full text

Abstract:

Most histories of Australian-American relations in the period immediately after the war mention, at least in passing, the curious phenomenon of Australia at tempting to bargain with the United States over the US’ rights to use a base which the Americans themselves had built on Australian mandated territory in the process of beating back the Japanese from Australian shores. Manus Island, previously shrouded in obscruity, became the focus of an extended debate both in parliament and in the press over the state of Australia's relations with the USA and whether or not Dr. Evatt's 'wheeling and dealing' on the matter had contributed to a perceived deterioration in the Australian-US relationship, considered to have been so close during the war.

APA, Harvard, Vancouver, ISO, and other styles

22

Woodard, Paul B. (Paul Bonham). "To Negotiate or Not to Negotiate: an Evaluation of Governments' Response to Hostage Events, 1967-1987 and the Determinants of Hostage Event Frequency." Thesis, University of North Texas, 1997. https://digital.library.unt.edu/ark:/67531/metadc278633/.

Full text

Abstract:

Ordinary Least Squares (OLS) regression analysis is applied to a cross-national data set to test two hypotheses concerning governments' hard-line response against terrorism: do hard-line responses cause more damage vis a vis event outcome and is the hard-line approach a deterrent? Six national factors are included in this analysis: economic development, economic growth rate, democratic development, leftist regime type, military regime type and British colonial legacy. Only the level of economic development, economic growth rate and leftist regime type demonstrated statistically significant relationships with the dependent variable "event frequency." Government response strength demonstrated a strong statistically significant relationship with event outcome, however, its relationship with event frequency was statistically insignificant.

APA, Harvard, Vancouver, ISO, and other styles

23

Aykaç, Tayfun [Verfasser]. "Teams in Intercultural Business Negotiations : prioritization of negotiation issues, adaptation to culture-bound negotiation styles, and (un-)ethical behavior / Tayfun Aykaç." Berlin : ESCP Europe Wirtschaftshochschule Berlin, 2015. http://d-nb.info/1071074164/34.

Full text

APA, Harvard, Vancouver, ISO, and other styles

24

Torsein, Ellinor. "International business negotiations - cultural distance and adaption : Swedish businessmen negotiating with Norwegian and Spanish counterparts /." Göteborg : BAS, University of Gothenburg, School of Business, Economics and Law, 2010. http://hdl.handle.net/2077/22296.

Full text

APA, Harvard, Vancouver, ISO, and other styles

25

Martínez, Lorenzo Luís. "Negotiating in Peace : Examining the Effect of Ceasefires during Negotiations on Reaching a Peace Accord." Thesis, Uppsala universitet, Institutionen för freds- och konfliktforskning, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-385523.

Full text

Abstract:

Do ceasefires during peace negotiations facilitate reaching a peace agreement in internal armed conflicts? Existing case studies offer diverging arguments and mixed empirical evidence for whether ceasefires should precede or come after the more political settlements. In this regard, I argue that ceasefires facilitate that the combatant parties will reach a political deal by increasing mutual trust, alleviating the impact of two critical uncertainties in the negotiation stage: the uncertainty on whether the other party is willing to reach a negotiated settlement, and the uncertainty on whether the other party has the capacity to control their respective armed forces. Using new data on negotiation processes in internal armed conflicts in Africa, between 1989 and 2013, I examine the effect of having a ceasefire during negotiations on the probability of reaching a negotiated accord, while controlling for the levels of violence during the talks as a crucial conditioning factor, as well as for the presence of peacekeepers, and the intervention of a mediator. The results show that early ceasefires have a significant effect on the conclusion of political agreements at the talks, and that this effect is stronger when the talks are surrounded by decreased or null levels of violence.

APA, Harvard, Vancouver, ISO, and other styles

26

Liu, Leigh Anne, Chei Hwee Chua, and Günter Stahl. "Quality of Communication Experience: Definition, Measurement, and Implications for Intercultural Negotiations." American Psychological Association, 2010. http://epub.wu.ac.at/3046/2/comm2010_JAP_final_28_Jan_2010_with_author_infox.pdf.

Full text

Abstract:

In an increasingly globalized workplace, the ability to communicate effectively across cultures is critical. We propose that the quality of communication experienced by individuals plays a significant role in the outcomes of intercultural interactions, such as cross-border negotiations. In four studies, we developed and validated a multidimensional conceptualization of Quality of Communication Experience (QCE) and examined its consequences in intracultural versus intercultural business negotiation. We proposed and found three dimensions of QCE, namely Clarity, Responsiveness, and Comfort. Findings from intercultural and same-cultural negotiations supported the hypotheses that QCE is lower in intercultural than intracultural negotiation; and that a higher degree of QCE leads to better negotiation outcomes. Moreover, we found evidence that the beneficial effects of higher QCE on negotiation outcomes are more pronounced in intercultural than intracultural negotiation. We propose an agenda for future research and identify implications for practice.

APA, Harvard, Vancouver, ISO, and other styles

27

Marra, Anton. "Disagreement in business negotiations : A qualitative study of BELF usage in face-to-face business negotiations." Thesis, Stockholms universitet, Engelska institutionen, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:su:diva-133218.

Full text

Abstract:

Knowledge of successful Business English as a lingua franca (BELF) has been recognized to be an essential element in overall business know-how (Kankaanranta & Louhiala-Salminen, 2010). In line with this notion, research has found that professionals use BELF and exploit a variety of discourse and pragmatic strategies that aid the process of cooperation and agreement so that mutual understanding can be reached (Firth, 1996; Kankaanranta & Planken, 2010; Pitzl, 2005). However, research has reported situations where business negotiators need to handle discord while maintaining a working rapport with the opposing party (e.g. Bjørge, 2012), indicating that the ability to produce the appropriate expression of disagreement is an imperative skill. Nonetheless, while there is now a better understanding of how business professionals establish common ground through using BELF, little work has been carried out on the subject on how professionals express disagreement in the same aspect (but see e.g. Bjørge, 2012; Stalpers, 1995). The present study aims to address this gap and expand the current knowledge on how business professionals express and handle disagreement in naturally-occurring face-to-face negotiations. The collected material consists of approximately 4 hours of BELF discourse recorded at a business convention in Germany. Fifteen disagreement episodes were identified, transcribed and analyzed using Conversation Analytic (CA) procedures. The present paper seeks to explore two aspects of the current topic, namely how business professionals (using BELF) express disagreement during business negotiations, and whether mitigation strategies are used when disagreement is expressed. The findings suggest that disagreements are solely content-related and are expressed in a variety of ways as they are coupled with a varied use of mitigation devices (i.e. delay and added support). Furthermore, there were instances of unmitigated expressions in the form of blunt contradictions. It is suggested that disagreements in BELF negotiations are required actions and may serve a dual purpose. The main goal of expressing disagreement is to increase clarity in cases where essential information may be misinterpreted or misguided; additionally, it indicates the speaker’s stance in the argument. Lastly, as there is a need for better knowledge of successful BELF, the present study is likely to be of interest for those who are engaged in the global business discourse community as well as researchers studying international business settings.

APA, Harvard, Vancouver, ISO, and other styles

28

Theodosiou, Ioannis E. "Essential elements in international contract negotiations." Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 2006. http://library.nps.navy.mil/uhtbin/hyperion/06Jun%5FTheodosiou.pdf.

Full text

APA, Harvard, Vancouver, ISO, and other styles

29

com, andrewgi@tpg, and Iris Lavell. "Caryl Churchill:Representational Negotiations and Provisional Truths." Murdoch University, 2004. http://wwwlib.murdoch.edu.au/adt/browse/view/adt-MU20050225.123039.

Full text

Abstract:

JUDGE: Go away Barbara. Ive had enough. Should we all be kind? You are lukewarm and will be vomited. There are two camps, Barbara, mine and theirs. Either you are with, or you are against. Although English playwright Caryl Churchill wrote the three scripts examined in this thesis more than thirty years ago, each captures our contemporary zeitgeist in sometimes surprising ways. These works explore the shifting politics of power, revealing binary and essentialist representations that not only continue but have been strengthened on all sides in recent years, suggesting their central importance in defining and controlling culture. This thesis examines how Churchill subverts conventional forms of representation and probes the ways in which she herself has been represented by critics and scholars at various periods of her writing career. It is my contention that these processes operate in tandem, performing an ongoing dialogue. Because of the dynamic nature of this dialogue, the aim here is not so much to provide an increasingly unified or finite understanding of the artistic milieu from which a play emerges, as it is to recognize the level of complexity underlying the mutable and political process of its interpretation. I have undertaken a detailed exploration of three lesser-known short scripts from 1972, a watershed year for Churchill, culminating in the relative success of Owners, her first major stage play. While many of her earlier works have been deserving of further exploration, a number of them have been largely overlooked in the broader environment of her subsequent contribution to contemporary theatre. The particular scripts that I explore in the course of this thesis are: The Hospital at the Time of the Revolution; Schrebers Nervous Illness and The Judges Wife, an unperformed stage play, a radio play and a television play respectively. These works are worthy of exploration because of their experiments with the politics of subjectivity as it impacts on race, gender and social class, and notions of legitimacy that shift with a persons changing circumstances. Each of these plays implicitly demonstrates the importance of subjectivity in relation to representational power as it places characters who have traditionally been silenced at the centre of the action. I have titled my thesis Caryl Churchill: Representational Negotiations and Provisional Truths. In invoking this title I pre-empt the engagement of a subjective, strategic essentialist approach, both in critiquing this period of Churchills work and in declaring the assumptions of the arguments contained in the pages that follow.

APA, Harvard, Vancouver, ISO, and other styles

30

Nuttall, Mark G. "The dramaturgy of labour/management negotiations." Thesis, National Library of Canada = Bibliothèque nationale du Canada, 1999. http://www.collectionscanada.ca/obj/s4/f2/dsk1/tape10/PQDD_0005/MQ45105.pdf.

Full text

APA, Harvard, Vancouver, ISO, and other styles

31

Rose, Randall Lee. "Attributional processes in buyer-seller negotiations." Connect to resource, 1986. http://rave.ohiolink.edu/etdc/view.cgi?acc%5Fnum=osu1262186695.

Full text

APA, Harvard, Vancouver, ISO, and other styles

32

Martin, Meisha Ann. "Explaining gender differences in salary negotiations." [Tampa, Fla] : University of South Florida, 2006. http://purl.fcla.edu/usf/dc/et/SFE0001786.

Full text

APA, Harvard, Vancouver, ISO, and other styles

33

Sampat, Nilesh Mahendrakumar. "Stakeholder negotiations in component based development." Thesis, De Montfort University, 2004. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.400686.

Full text

APA, Harvard, Vancouver, ISO, and other styles

34

Das, Debjit. "Exchange mechanisms for shipper-carrier negotiations." Thesis, Massachusetts Institute of Technology, 2001. http://hdl.handle.net/1721.1/84218.

Full text

APA, Harvard, Vancouver, ISO, and other styles

35

Botti, Timothy James. "Anglo-American atomic negotiations 1945-1955 /." The Ohio State University, 1985. http://rave.ohiolink.edu/etdc/view?acc_num=osu1487260135356963.

Full text

APA, Harvard, Vancouver, ISO, and other styles

36

Rose, Randall L. "Attributional processes in buyer-seller negotiations /." The Ohio State University, 1986. http://rave.ohiolink.edu/etdc/view?acc_num=osu1487323583621216.

Full text

APA, Harvard, Vancouver, ISO, and other styles

37

Sánchez, Anguix Víctor. "Complex negotiations in multi-agent systems." Doctoral thesis, Universitat Politècnica de València, 2013. http://hdl.handle.net/10251/21570.

Full text

Abstract:

Los sistemas multi-agente (SMA) son sistemas distribuidos donde entidades autónomas llamadas agentes, ya sean humanos o software, persiguen sus propios objetivos. El paradigma de SMA ha sido propuesto como la aproximación de modelo apropiada para aplicaciones como el comercio electrónico, los sistemas multi-robot, aplicaciones de seguridad, etc. En la comunidad de SMA, la visión de sistemas multi-agente abiertos, donde agentes heterogéneos pueden entrar y salir del sistema dinámicamente, ha cobrado fuerza como paradigma de modelado debido a su relación conceptual con tecnologías como la Web, la computación grid, y las organizaciones virtuales. Debido a la heterogeneidad de los agentes, y al hecho de dirigirse por sus propios objetivos, el conflicto es un fenómeno candidato a aparecer en los sistemas multi-agente. En los últimos años, el término tecnologías del acuerdo ha sido usado para referirse a todos aquellos mecanismos que, directa o indirectamente, promueven la resolución de conflictos en sistemas computacionales como los sistemas multi-agente. Entre las tecnologías del acuerdo, la negociación automática ha sido propuesta como uno de los mecanismos clave en la resolución de conflictos debido a su uso análogo en la resolución de conflictos entre humanos. La negociación automática consiste en el intercambio automático de propuestas llevado a cabo por agentes software en nombre de sus usuarios. El objetivo final es conseguir un acuerdo con todas las partes involucradas. Pese a haber sido estudiada por la Inteligencia Artificial durante años, distintos problemas todavía no han sido resueltos por la comunidad científica todavía. El principal objetivo de esta tesis es proponer modelos de negociación para escenarios complejos donde la complejidad deriva de (1) las limitaciones computacionales o (ii) la necesidad de representar las preferencias de múltiples individuos. En la primera parte de esta tesis proponemos un modelo de negociación bilateral para el problema de
Sánchez Anguix, V. (2013). Complex negotiations in multi-agent systems [Tesis doctoral no publicada]. Universitat Politècnica de València. https://doi.org/10.4995/Thesis/10251/21570
Palancia

APA, Harvard, Vancouver, ISO, and other styles

38

Yang, Wenhui. "A discourse analysis of trade negotiations." HKBU Institutional Repository, 2008. http://repository.hkbu.edu.hk/etd_ra/861.

Full text

APA, Harvard, Vancouver, ISO, and other styles

39

Longster, Emma A. E. "Turkey human rights in EU negotiations /." Tallahassee, Fla. : Florida State University, 2009. http://purl.fcla.edu/fsu/lib/digcoll/undergraduate/honors-theses/244555.

Full text

Abstract:

Thesis (Honors paper)--Florida State University, 2009.
Advisor: Dr. Dale Smith, Florida State University, College of Social Sciences, Dept. of Political Science. Includes bibliographical references.

APA, Harvard, Vancouver, ISO, and other styles

40

Picard, Willy. "Multi-facet analysis of e-negotiations /." Paris : École nationale supérieure des télécommunications, 2003. http://catalogue.bnf.fr/ark:/12148/cb39035509x.

Full text

APA, Harvard, Vancouver, ISO, and other styles

41

Marra, Anton. "Communicative strategies in BELF negotiations : A qualitative study on misunderstandings and communicative strategies in BELF telephone negotiations." Thesis, Stockholms universitet, Engelska institutionen, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:su:diva-106640.

Full text

Abstract:

The present paper focuses on exploring the usage of communicative strategies (CSs) by business professionals who use business English as a lingua franca (BELF) in telephone negotiations. The purpose of the study is also to analyze the occurrence of misunderstanding and non-understandings. The data consists of nine naturally-occurring spoken ‘buy-sell’ negotiations between business professionals from seven different countries around Europe and Asia. The negotiations summed up to 1 hour and 30 minutes of recorded material. The transcripts of these negotiations were analyzed in detail by using the qualitative method ‘conversation analysis’ (CA). The results show that business professionals use CSs as pre-empting measures to prevent misunderstanding. In addition, CSs in the present data appear to be used to create cooperativeness and subsequently reach successful communication. The present study also found two scenarios where communicative breakdown occurred but were subsequently repaired through ‘clarity requests’, ‘confirmation checks’ and repetition. Lastly, the present paper recognizes that previous knowledge of the other party is an effective aspect in keeping upbeat negotiations and reaching mutual understanding.

APA, Harvard, Vancouver, ISO, and other styles

42

Vucic, Stefan. "International Negotiations: Language in Crisis and Conflict Handling Negotiations, and vice versa : A conceptual study on international crisis/conflict negotiations considered in Wittgensteinian, Austinian and Derridean terms, with reflections on the cases of Oslo 1 Accords 1993 and Rambouillet Negotiations 1999." Thesis, Linköpings universitet, Statsvetenskap, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-160505.

Full text

Abstract:

The thesis presents a conceptual study engaging the theories emerged in the philosophy of language and the theories of international relations and negotiations into a single framework. The framework comprises the concepts developed by L. Wittgenstein, J. L. Austin, and J. Derrida whose relevance has been identified through searching for the zone of common grounds in which they could contribute to the theoretical knowledge on international negotiations in crisis and conflict handling contexts. It has accordingly been developed following the lines of the IR/negotiations theoretical set, but also adjusted by considering two relevant empirical cases. The said Wittgenstein-Austin-Derrida framework has been assigned the mission to study language as a tool in crisis/conflict negotiations, but likewise to consider crisis/conflict negotiations in the framework of language. This implies the post-structuralist approach to the international affairs, which enables the possibility of deconstructing the matter on its textual/discursive components. On such grounds, it perceives the ‘text’ as a source of political power, i.e. as a pattern which comprises the present institutions. By virtue of assigning new meanings to the ‘text’, it regards discourses as that what creates agencies in international relations.

APA, Harvard, Vancouver, ISO, and other styles

43

Lavell, Iris. "Caryl Churchill : representational negotiations and provisional truths /." Lavell, Iris (2004) Caryl Churchill: representational negotiations and provisional truths. PhD thesis, Murdoch University, 2004. http://researchrepository.murdoch.edu.au/146/.

Full text

Abstract:

JUDGE: Go away Barbara. I've had enough. Should we all be kind? You are lukewarm and will be vomited. There are two camps, Barbara, mine and theirs. Either you are with, or you are against. Although English playwright Caryl Churchill wrote the three scripts examined in this thesis more than thirty years ago, each captures our contemporary zeitgeist in sometimes surprising ways. These works explore the shifting politics of power, revealing binary and essentialist representations that not only continue but have been strengthened on all sides in recent years, suggesting their central importance in defining and controlling culture. This thesis examines how Churchill subverts conventional forms of representation and probes the ways in which she herself has been represented by critics and scholars at various periods of her writing career. It is my contention that these processes operate in tandem, performing an ongoing dialogue. Because of the dynamic nature of this dialogue, the aim here is not so much to provide an increasingly unified or finite understanding of the artistic milieu from which a play emerges, as it is to recognize the level of complexity underlying the mutable and political process of its interpretation. I have undertaken a detailed exploration of three lesser-known short scripts from 1972, a 'watershed' year for Churchill, culminating in the relative success of Owners, her first major stage play. While many of her earlier works have been deserving of further exploration, a number of them have been largely overlooked in the broader environment of her subsequent contribution to contemporary theatre. The particular scripts that I explore in the course of this thesis are: The Hospital at the Time of the Revolution; Schreber's Nervous Illness and The Judge's Wife, an unperformed stage play, a radio play and a television play respectively. These works are worthy of exploration because of their experiments with the politics of subjectivity as it impacts on race, gender and social class, and notions of 'legitimacy' that shift with a person's changing circumstances. Each of these plays implicitly demonstrates the importance of subjectivity in relation to representational power as it places characters who have traditionally been silenced at the centre of the action. I have titled my thesis Caryl Churchill: Representational Negotiations and Provisional Truths. In invoking this title I pre-empt the engagement of a subjective, strategic essentialist approach, both in critiquing this period of Churchill's work and in declaring the assumptions of the arguments contained in the pages that follow.

APA, Harvard, Vancouver, ISO, and other styles

44

Hill, Gina Erica. "Gender in the international criminal court negotiations." Thesis, National Library of Canada = Bibliothèque nationale du Canada, 2001. http://www.collectionscanada.ca/obj/s4/f2/dsk3/ftp04/MQ58689.pdf.

Full text

APA, Harvard, Vancouver, ISO, and other styles

45

Höglund, Kristine. "Peace negotiations in the shadow of violence /." Leiden [u.a.] : Nijhoff, 2008. http://www.loc.gov/catdir/toc/fy0803/2007048289.html.

Full text

APA, Harvard, Vancouver, ISO, and other styles

46

Veel, Kristin Eva Albrechtsen. "Narrative negotiations : information structures in literary fiction." Thesis, University of Cambridge, 2008. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.611907.

Full text

APA, Harvard, Vancouver, ISO, and other styles

47

Miettinen, Topi Olli Oskari. "Pre-play negotiations, learning and Nash equilibrium." Thesis, University College London (University of London), 2006. http://discovery.ucl.ac.uk/1444838/.

Full text

Abstract:

A solution concept maps strategic games into strategy predictions. Nash equilibrium is the most widely used solution concept in game theory. Three main explanations have been used to argue why players should end up playing Nash equilibrium: 1) introspective reasoning, 2) communication 3) learning. Careful study of these has shown that the case for the Nash equilibrium is not entirely unambiguous. In this thesis, we conclude with new insights into why Nash equilibrium may be too restrictive a prediction in the context of pre-play communication and learning. Experiments suggest that communication increases the contribution to public goods. There is also evidence that, when contemplating a lie, people trade off their private benefit from the lie with the harm it inflicts on others. In the first chapter, we develop a theory of bilateral pre-play negotiation that assumes the latter and implies the former. We show that a preference for not lying enables non-Nash outcomes. In symmetric games, pre-play negotiations crucially depend on whether actions are strategic complements or substitutes. With strategic substitutes commitment power tends to decrease in efficiency whereas the opposite may be true with strategic complements. In the second chapter we consider negotiation with an alternating offer protocol. As opposed to previous contributions we show that impatience may be beneficial for a player. In the third chapter we illustrate how the complexity of conjectures about opponents' strategies in the analogy-based expectation equilibrium (ABEE) corresponds to various other equilibrium concepts in the learning literature. We also introduce a payoff- confirming refinement of the ABEE where the sample of own payoffs induced by the true equilibrium strategies must confirm the conjectures about opponents' strategies. We show that there may be non-Bayesian-Nash payoff-confirming ABEE. We provide a sufficient condition for this and show that the condition is also necessary in an interesting class of games.

APA, Harvard, Vancouver, ISO, and other styles

48

Taylor, Paul Jonathon. "Intra-individual communication behaviour in conflict negotiations." Thesis, University of Liverpool, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.402359.

Full text

APA, Harvard, Vancouver, ISO, and other styles

49

Gallage, H. P. Samanthika. "Maintaining responsible drinking : identity negotiations and emotions." Thesis, University of Nottingham, 2018. http://eprints.nottingham.ac.uk/53124/.

Full text

Abstract:

This thesis explores the emotions and identity negotiations of former excessive drinkers in the UK when maintaining responsible drinking. Despite the success of social marketing initiatives in promoting the adoption of healthy behaviours, sustaining them has become a major challenge. Paradoxically, this has received limited attention and discourse among social marketers. Thus, drawing insights from theories of social identity (Tajfel and Turner, 1986) and self-identity (Stryker, 1968), this study explores the nature of the emotions and identity negotiations experienced by consumers when maintaining a responsible drinking behaviour and the reasons for them to emerge. Further, the study explains how these emotions and identity negotiations affect the process of sustaining responsible drinking behaviour. Taking the view that reality is socially constructed and subjective, we explored the context specific meanings constructed by consumers using a qualitative narrative methodology. Twenty five narratives were collected using long in-depth interviews and an eight week diary, from self-reported formerly excessive drinkers in the age group of 18-35. Common themes were determined through an iterative process of analysis. In this study, we suggest that neither changing consumption behaviour nor sustaining this change is simple, straightforward or a singular act. Rather, they involve complex and emotional transformations of young adults' lives and their social groups, rituals, possessions and activities. Due to the identity ambiguities, participants experienced emotions that are ambivalent and complex. Therefore, during the process of giving up excessive drinking, individuals were trying to reconcile and reconstruct new identities through various identity negotiations that move beyond disposing of material possessions. While some of these identity ambiguities and emotional challenges hindered the decision of maintaining a responsible drinking behaviour some of the identity negotiations resulted in positive emotions and supported sustaining the behavioural change. Theoretically, this thesis contributes to the social marketing literature by extending the understanding of changing behaviour and exploring the notion of sustaining a behavioural change in light of emotions and identity negotiations. The study also sheds light on the intertwined nature of emotions and identities and suggests the ambivalent nature of emotions by challenging the simple dichotomy (positive and negative emotions) identity theorists use to explain emotions. Further, we also argue that identity disengagement and reconstruction is a complex, holistic and a processual notion that moves beyond material possessions and encompasses consumption lifestyles, people and rituals. The study methodologically contributes to consumer research by highlighting the benefits of using diaries as a method of capturing subtle nuances in consumer behaviour. Practically, this study's findings provide recommendations to social marketers, policy makers, charities and practitioners who are dealing with alcohol related problems, and universities, families, young adults and others seeking to manage excessive drinking. We suggest the importance of promoting alternative positive identities in social marketing messages to young people when encouraging responsible drinking rather than focusing on the negative aspects of drinking. Further, this paper proposes different strategies to normalise responsible drinking and abstinence in UK society. These recommendations highlight the importance of taking a holistic approach to encourage and maintain responsible drinking, which should focus on modifying/maintaining individuals' selves and supporting their transformation, rather than simply their behaviour.

APA, Harvard, Vancouver, ISO, and other styles

50

Climo, Jill Marian. "New negotiations in post-2000 French cinema." Thesis, University of Birmingham, 2012. http://etheses.bham.ac.uk//id/eprint/3401/.

Full text

Abstract:

This thesis addresses new trends in French cinema between 2000 and 2004, in films which have the common motif of a main, protagonist couple whose relationship has subversive potential and may indicate tension, instability, the process of change and transformations in post-2000 French society. The study shows how the chosen films contribute to the ongoing national debate about the following: what it means to speak and to ‘be’ French in post-2000 France, socially, culturally and in relation to how the nation defines itself; how the films project, dramatise and fantasise national identity; and finally, what role the films play in constructing the sense or the image of the French nation in their themes, motifs, and preoccupations with Frenchness. The thesis provides a body of work on gender, ethnicity and sexuality in post-2000 French film which fills a gap in the present literature, as although there are existing gender studies of 1980s’ and 1990s’ French film there is a reworking of film practices (in generic and thematic terms) in the post-2000 unlikely couple group of films which enables comparisons to be made and theoretical frameworks to be suggested, in order to establish parameters against which previous and future periods of this area of French cicnema history can be measured.

APA, Harvard, Vancouver, ISO, and other styles

Dissertations / Theses on the topic 'Negotiations'

Create a spot-on reference in APA, MLA, Chicago, Harvard, and other styles