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Journal articles on the topic 'Power of negotiation'
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1
PELECKIS, Kęstutis. "INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT: THE CASE OF ATTRACTING INVESTMENTS." Journal of Business Economics and Management 17, no. 6 (December 21, 2016): 882–900. http://dx.doi.org/10.3846/16111699.2016.1233511.
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At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. The purpose of the research is to provide a theoretical model for developing and implementing international business negotiation strategies, based on bargaining power assessment, as well as to conduct an experiment and test the suitability and adaptability of the developed model in an international business negotiation situation – in case of attracting investments. Research methods – scientific literature analysis, comparative, logical analysis and synthesis, comparative and generalisation methods, mathematical and statistic data analysis methods. According to the results, the developed model can be used to reinforce international business negotiations and electronic business negotiations, as an independent systemic unit of the negotiation process (a measure that is autonomous or requires only partial intervention of the negotiator).
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Galinsky, Adam D., Michael Schaerer, and Joe C. Magee. "The four horsemen of power at the bargaining table." Journal of Business & Industrial Marketing 32, no. 4 (May 2, 2017): 606–11. http://dx.doi.org/10.1108/jbim-10-2016-0251.
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Purpose This paper aims to identify and discuss four major sources of power in negotiations. Findings The four sources of power are alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator’s likelihood of obtaining their ideal outcome because power allows negotiators to be more confident and proactive, and it shields them from the bargaining tactics of their opponents. Practical implications The paper discusses how negotiators can utilize each source of power to improve their negotiation outcomes. Originality/value The paper provides a parsimonious definition of power in negotiations, identifies the four major sources of negotiator powers and highlights two pathways by which power affects negotiation outcomes.
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Peleckis, Kęstutis. "Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade." International Letters of Social and Humanistic Sciences 65 (December 2015): 1–15. http://dx.doi.org/10.18052/www.scipress.com/ilshs.65.1.
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Recently businesses need to find the new ways to ensure business growth and competitiveness in the international market. Cultural diversity of international business brings new challenges in the development and implementation of negotiation strategies of businesses, in cooperation with foreign partners. At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. New challenges in international business negotiations are caused by formation of common cultural and information space in a global scale, the new demands for information technology progress in development of international competition and accelerating innovation processes. International business negotiation strategy development and implementation are setting the essential features and causal relations and is relevant in practice by creating in each negotiation case the unique negotiation strategy, focused on maximizing the effectiveness of the international business with the aim of more efficient use of business negotiation potential – the negotiating power. In scientific problem solving it is necessary to offer such instruments, which would take into account bargaining power of participants in negotiations, and would allow real implementation of business strategies and constitute an appropriate contribution to their development. The article aims - to design a theoretical model for preparing and implementing strategies of international business negotiations, based on evaluations of bargaining powers and to verify experimentally its relevance and applicability.
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Dobrijevic, G., M. Stanisic, and B. Masic. "Sources of negotiation power: An exploratory study." South African Journal of Business Management 42, no. 2 (June 30, 2011): 35–42. http://dx.doi.org/10.4102/sajbm.v42i2.493.
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Power is a very important element of negotiation, because it gives advantage to one party over the other. Various tactics used by negotiators are either aimed at increasing their own power or decreasing the power of the opponent. This paper presents a conceptual analysis and research proposals that build on past research on power and negotiation. The main purpose of the present study was to investigate sources of negotiation power most used among business professionals. We have developed an extensive list of sixteen sources of negotiating power. In this exploratory study we used a qualitative approach based on semi-structured interviews. We chose purposive sampling in order to capture perceptions from different groups of negotiators. The results from thirty-one interviews show that need is the most relied upon source of power in any given situation, followed by perception, credibility, alternative, relationship, intangible factors, authority, material resources, and knowledge/information. Although qualitative research cannot be used to make generalisations about the entire population, this study should help negotiators to focus on the most probable sources of negotiation power and to prepare for negotiations adequately.
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Peleckis, Kęstutis. "BARGAINING POWER IN THE SYSTEM OF NEGOTIATIONS STRATEGY : ESSENCE, CONCEPTION, ELEMENTS / DERYBINĖS GALIOS DERYBŲ STRATEGIJOS SISTEMOJE: ESMĖ, KONCEPCIJA, ELEMENTAI." Mokslas – Lietuvos ateitis 6, no. 1 (February 20, 2014): 72–82. http://dx.doi.org/10.3846/mla.2014.10.
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In order to manage effectively the process of formulation negotiation strategy and its implementation it is necessary to know, understand and reveal the powers of negotiating parties. Scientific analysis of literature sources enabled to present the concept of bargaining power, to describe the basic elements and principlesof bargaining power. The analysis demonstrated that scientific literature contains a number of researches devoted for investigations of power in negotiations, internal relations of organisations, human social relations. This article presents the definition of negotiation power, analyses the nature of negotiation power, its resources, elements and their relationships. Negotiating power is essential in shaping the negotiating strategy. Analysis of bargaining power definitions in the scientific literature suggests that the content of powers definition varies in dependance on its application context. In order to reach better cognition of the bargaining power, a comprehensive overview of the researches of the bargaining powers in recent decades is necessary. The article also provides recommendations for further research. Siekiant efektyviai valdyti derybų strategijos formavimo ir įgyvendinimo procesą būtina įvertinti, suprasti ir atskleistibesiderančių pusių derybines galias. Remiantis mokslinės literatūros šaltinių analize pateikiama derybinių galių koncepcija,apibūdinami pagrindiniai derybinių galių elementai ir jų taikymo principai. Mokslinėje literatūroje aprašyta nemažaityrimų, skirtų galioms derybose, organizacijų vidaus santykiuose, žmonių socialiniuose santykiuose nagrinėti. Straipsnyje pateikiamasderybų galios apibrėžimas, nagrinėjama derybų galios kilmė, jos šaltiniai, elementai ir jų tarpusavio sąsajos. Derybųgalia esminė formuojant derybų strategiją. Nustatyta, kad derybų strategijos formavimo išeities taškas yra derybinių galių identifikavimasir priemonių, leidžiančių tas galias panaudoti, numatymas. Išanalizavus derybinių galių apibrėžimus mokslinėjeliteratūroje galima teigti, kad galių apibrėžimo turinys priklauso nuo jų taikymo konteksto. Siekiant geriau pažinti derybinesgalias, apžvelgti̇̀ pastarųjų dešimtmečių derybinių galių moksliniai tyrimai. Straipsnyje išsamiau analizuojami šie klausimai:derybinių galių apibrėžimas, jų tipologija, galių esmė ir prigimtis, galių ir derybų rezultatyvumo tarpusavio sąsaja. Pateikiamatolesnių mokslinių tyrimų rekomendacijų.
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Meerts, Paul W. "Diplomatic Negotiation at the Crossroads?" International Negotiation 25, no. 1 (February 10, 2020): 18–30. http://dx.doi.org/10.1163/15718069-25131237.
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Abstract While interstate negotiation is becoming more important than ever in guiding the course of world affairs, it is in danger of being weakened as a consequence of the erosion of multilateral diplomacy. Multilateral organizations and cooperation between states has opened new pathways for negotiation, stabilized the world, and served to equalize power distribution. Growing multilateralism has protected negotiation processes and offered smaller powers more of a say in world affairs. However, with the current trend for powerful countries to undermine multilateral negotiation processes in favor of bilateral and minilateral power-based negotiations, global political gaps are widening. This will undermine small countries and middle powers that want to use diplomatic negotiation as their main tool to influence others. The consequence could be a process of diplomatic negotiation used by hegemonic powers to further their interests to the detriment of the less powerful.
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Smolinski, Remigiusz. "How Was the Fifth European Union Enlargement Actually Negotiated? A Comparative Analysis of Selected Traits." International Negotiation 13, no. 2 (2008): 247–83. http://dx.doi.org/10.1163/157180608x320234.
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AbstractDespite the political and economic importance of the fifth European Union enlargement, not much research has been devoted to the negotiation process that led to this event. The purpose of this paper is to present the results of our survey conducted among politicians and diplomats representing the parties in the accession negotiations. The main objectives of this survey were to identify differences between the negotiating behavior and attitudes of participants and examine differences between the perceptions (self-perception vs. the perception of the negotiation partners) of the negotiating profiles. From the survey data, we gain valuable insights into the negotiation process, particularly into the parties' perceptions of selected traits, such as attitudes, interests, power, climate, team organization, communication, concern for protocol, flexibility, emotion, and time sensitivity, among negotiating profiles.
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Ning, Xuan, Chau-Kiu Cheung, and Sijia Guo. "Using Grounded Theory to Understand a Cutting-Edge Issue: Effects of Integrative Tactics on Chinese Gay Men’s and Lesbians’ Social Well-Being." International Journal of Qualitative Methods 18 (January 1, 2019): 160940691989834. http://dx.doi.org/10.1177/1609406919898348.
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This study aims to demonstrate how grounded theory can be used to explore and analyze negotiation processes between self-identified gay men and lesbians and their parents. For a majority of Chinese gay men and lesbians, marriage proves to be the primary concern that drives negotiations with parents. Extant research documents the precarious consequences of gay men’s and lesbians’ social well-being yielded by these negotiations, which primarily employ distributive negotiating tactics. As integrative tactics prove to be conducive to favorable outcomes, their application in same-sex children’s negotiation with parents informs the present study. Semistructured interviews were conducted with 25 Chinese participants (15 gay men and 10 lesbian women). Grounded theory analysis of interviewee data identified a grounded theory of soft-power-based negotiation, which illustrated detailed negotiation processes between gay men and lesbians and their parents and critical conditions mediating this process. The grounded theory elaborated concrete soft-power bases and integrative tactics used by participants and their parents. Conditions for integrative tactics to sustain gay men and lesbians’ social well-being emerged. Results implied viable solutions for resolving conflicts between social minorities and social majorities in general.
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Petersen, Nikolaj. "Bargaining power among potential allies: negotiating the North Atlantic Treaty, 1948–49." Review of International Studies 12, no. 3 (July 1986): 187–203. http://dx.doi.org/10.1017/s0260210500113920.
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Bargaining power is a somewhat neglected concept in the study of international negotiations. Who comes on top in the negotiating process and why, i.e. its power or influence aspect, has never been a central perspective of negotiation theorists. The ‘classical’ negotiation theorists of the 1960s1 make only passing references to the effects of differences in power resources on international negotiations, and even though more recent works pay considerably more attention to such variables,2 they can hardly be said to be central to the field. Nor has bargaining as a particular instance of the exercise of power been an important preoccupation of power theorists. Perhaps for these very reasons, the concept has remained a rather tricky one, often being used as an ad hoc or residual factor to ‘explain’ what cannot otherwise be accounted for. However, Christer Jönsson has argued that ‘focussing on bargaining power promises to be… an avenue to further clarification of the perennially elusive concept of power’.3 To what extent what he calls the ‘bridge-building and cross-fertilization between power analysis and bargaining studies’4 may also contribute to a better understanding of international negotiations, is an empirical question to which this article will attempt to give at least a preliminary answer.
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Lindholst, Morten, Anne Marie Bülow, and Ray Fells. "The practice of preparation for complex negotiations." Journal of Strategic Contracting and Negotiation 4, no. 1-2 (March 2018): 119–40. http://dx.doi.org/10.1177/2055563620907364.
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Negotiators are routinely exhorted to prepare well, but what do they do in practice? This article draws on data collected as a team of negotiators prepared their strategy during the lengthy negotiations over a major power generation infrastructure contract. Using a framework that we developed using terms from the literature, the team’s preparation meetings were observed and then analysed for content, timing and changes in participation. It is shown that the standard checklist notion of preparation needs to be reconsidered as a multilevel, dynamic concept that changes in character over time. Far from just a first stage, the team’s continued preparation occurred in feedback meetings after rounds of negotiation at the table, between negotiation sessions and immediately before the next round of negotiations, and progress was seen to hinge on the differentiation of the preparation. Consequently, this long-term study provides insight into a key element of any general theory of negotiation while also suggesting implications for practitioners working with negotiating teams.
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Pardal, Vaani, Madeliene Alger, and Ioana Latu. "Implicit and Explicit Gender Stereotypes at the Bargaining Table: Male Counterparts’ Stereotypes Predict Women’s Lower Performance in Dyadic Face-to-Face Negotiations." Sex Roles 83, no. 5-6 (January 8, 2020): 289–302. http://dx.doi.org/10.1007/s11199-019-01112-1.
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AbstractIn every major occupational group and at every level of educational attainment, U.S. women earn less than men (Carnevale et al. 2018). Besides a component explained by objective factors (e.g., hours worked, occupation, experience), the gender wage gap includes a large component unexplained by objective factors. This latter component may be attributed, at least in part, to factors such as gender stereotyping and discrimination. In one study, we focus specifically on negotiation partners’ gender stereotypes by investigating mock face-to-face negotiations around salary and benefits mimicking real world job settings. We specifically investigated whether U.S. women’s (n = 83) negotiation performance was predicted by their negotiation counterparts’ implicit and explicit gender stereotypes and whether these effects depended on the gender of the negotiation counterpart and their randomly assigned power role in the negotiation (recruiter vs. candidate). Overall, our findings suggest that regardless of women’s power role in negotiations, women’s lower performance is predicted by their male counterparts’ higher implicit stereotypes. For female recruiters, this effect is further qualified by their male counterparts’ explicit stereotypes. Our discussion explores how temporary power roles contribute to the expression of implicit and explicit gender stereotypes in negotiations. We also discuss practice implications for reducing negative effects of stereotypes on women’s negotiation performance.
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Monheim, Kai. "The ‘Power of Process:’ How Negotiation Management Influences Multilateral Cooperation." International Negotiation 21, no. 3 (September 1, 2016): 345–80. http://dx.doi.org/10.1163/15718069-12341341.
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Management of a multilateral negotiation has frequently played a crucial role in developing global regimes but is often ignored in International Relations theory. The long-awaitedunclimate summit in Copenhagen, for example, broke down in 2009 but negotiations reached agreement one year later in Cancún. This article argues that power and interests remained largely constant between Copenhagen and Cancún, and that significantly altered negotiation management by the host government and theunexplains much of the difference. An analytical framework is presented to address whether and how the management of a multilateral negotiation by the organizers increases or decreases the probability of agreement. The empirical focus is on the Danish and Mexican Presidencies of climate negotiations, with extensive evidence from participant observation and 55 interviews with senior negotiators, high-levelunofficials, and lead organizers. The argument adds to the scholarship on regime development by complementing structural with process analysis.
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Ogliastri, Enrique, and Gimmy Salcedo. "La cultura negociadora en el Perú: un estudio exploratorio." Cuadernos de difusión 13, no. 25 (December 30, 2008): 9–34. http://dx.doi.org/10.46631/jefas.2008.v13n25.01.
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This is a qualitative study about how to conduct business in Peru. It is based on 47 semi-structured questionnaires on pointed negotiation experiences in which a Peruvian side was involved. The information was classified into 23 items about the customs, tactics, concepts, expectations, beliefs and values that occur in conflict and negotiation processes in Peru. Here was found a culture very similar to that widespread in Latin America: the dominance of haggling as a negotiating process, based on an unreasonable request at the beginning that is to be adjusted slowly. Cordial relations are preferred in an informal atmosphere; it is customary to not do much preparation for the negotiation and recourse to cunning and power more often than to objective technical criteria. In this culture emotions are expressed, and uncertainties have generated a great deal of flexibility in negotiations. The results must be validated by further analysis. This study is part of an extensive research on intercultural negotiation.
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Kanie, Norichika. "Leadership in Multilateral Negotiation and Domestic Policy: The Netherlands at the Kyoto Protocol Negotiation." International Negotiation 8, no. 2 (2003): 339–65. http://dx.doi.org/10.1163/157180603322576158.
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AbstractThis article examines the causal mechanisms through which domestic policies and underlying domestic structural and institutional factors influenced the Netherlands' leadership-taking capability during climate change negotiations leading up to the 1997 Kyoto Protocol. Two causal mechanisms are prominent. One is the importance and necessity of building domestic capacity before the negotiation, and the other is the role of the "power devise" for a middle power to become influential in the negotiation. In this case, a regional organization provided the framework for a middle power to materialise its leadership potential.
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Coyle, Michael. "Negotiating Indigenous Peoples’ Exit From Colonialism: The Case for an Integrative Approach." Canadian Journal of Law & Jurisprudence 27, no. 1 (January 2014): 283–303. http://dx.doi.org/10.1017/s0841820900006342.
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New institutions of indigenous governance will be the product of negotiations, negotiations that will take place against a background of colonial structures and relationships. Having examined the challenges of structuring a negotiation process that takes due account of pre-existing cultural and power differences between the parties, the author analyzes the significance of their choice of negotiation strategy on the negotiation process and outcome. In particular, this paper reflects on the promise and limitations of the parties’ adopting interest-based, or “integrative”, negotiation strategies and the potential for fruitful entanglements between those strategies and indigenous diplomatic traditions.
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Skvoretz, John, David Willer, and Thomas J. Fararo. "Toward Models of Power Development in Exchange Networks." Sociological Perspectives 36, no. 2 (June 1993): 95–115. http://dx.doi.org/10.2307/1389424.
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Much research on power development in exchange networks has demonstrated the effect of an actor's structural location on the exchange outcomes s/he experiences, without explicit attention to the process by which exchanges are completed. Our concern is with this process and, in particular, with the evaluation of some theoretical models of such negotiations. Observations of negotiations in two contrasting network exchange structures form the empirical basis for the examination of ideas from “resistance” theory, proposed by Heckathorn (1980) and Willer (1981), and simulation models built on simple actor decision strategies. We find that resistance ideas are consistent with gross differences in negotiation patterns in the two structures and that at least some aspects of differences in negotiation can be accounted for by simple random activity channeled by network-based constraints on actors' opportunity sets.
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Wang, Yan. "Power of discourse in free trade agreement negotiation." Leiden Journal of International Law 32, no. 3 (May 28, 2019): 437–55. http://dx.doi.org/10.1017/s0922156519000207.
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AbstractThis article illustrates the power of discourse in free trade agreement (FTA) negotiation, elucidating the concept from the perspective of a country’s abilities of rule control, rule assimilation and rule contestation. To enhance rule control, the G2 (the US and EU) have chosen their FTA partners, designed the FTA rules, and offered offensive-defensive exchange strategically. They have approached weak or trade-dependent parties first in FTA negotiation, innovated new rules to accelerate FTA negotiation, skillfully constructed intentional ambiguity and exemptions to remove rule discrepancies and made offensive-defensive exchange with their negotiating parties. Some of these strategies have been copied by China although in a different way. Further, a template approach for negotiating an FTA and exporting domestic laws and normative values to others contributes to the G2’s rule assimilation. A de facto FTA template has also been established by China recently, but its legal culture and political stance have led it to sign incomplete contracts and tolerate rule differences with its negotiating parties instead of transposition of domestic law. In facing the rival rules adopted by their competitors, the G2 have incorporated counteractive rules in their FTAs with their competitors’ close trading nations. China has also contested rules treating China as a non-market economy in its FTAs, but its stance toward state-owned enterprises (SOE) disciplines and rules forbidding forced technology transfer is milder due to its lack of experience in dealing with unfavourable rules.
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Odebunmi, Akin. "Negotiating patients’ therapy proposals in paternalistic and humanistic clinics." Pragmatics. Quarterly Publication of the International Pragmatics Association (IPrA) 31, no. 3 (March 8, 2021): 430–54. http://dx.doi.org/10.1075/prag.18054.ode.
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Abstract The negotiation of patients’ therapy proposals often makes a strong statement about doctors’ consultative styles in Nigerian clinical encounters. This invites a search into the relationship between patients’ preferred treatment options and doctors’ and patients’ approaches to negotiating them. Analysis reveals the sequential and face orientation mechanisms deployed in negotiating patients’ proposals in predominantly doctor-centred clinics, the interactional moves made by them in negotiating the proposals in predominantly patient-centred clinics, and the pragmatic implications of the proposals negotiated in both clinics. The negotiations in the clinics are anchored to strategic rapport building, the colonisation of patients’ lifeworld and constrained joint decisions. Rapport is poorly built in the doctor-centred clinic with power-imbued strategies which stifle patients’ voice and lead to completely-constrained joint decisions on therapy proposals by patients. Participatory consultation enhances negotiation in the patient-centred clinic, but the physician’s misleading strategic sequences and exaggerated emotions somewhat weaken the ultimate consultative outcome.
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Kim, Peter H., Robin L. Pinkley, and Alison R. Fragale. "Power Dynamics In Negotiation." Academy of Management Review 30, no. 4 (October 2005): 799–822. http://dx.doi.org/10.5465/amr.2005.18378879.
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Bear, Julia, and Daniel Heller. "Gender, Power and Negotiation." Academy of Management Proceedings 2012, no. 1 (July 2012): 13790. http://dx.doi.org/10.5465/ambpp.2012.13790abstract.
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Maresch, Daniela, Ewald Aschauer, and Matthias Fink. "Competence trust, goodwill trust and negotiation power in auditor-client relationships." Accounting, Auditing & Accountability Journal 33, no. 2 (November 22, 2019): 335–55. http://dx.doi.org/10.1108/aaaj-02-2017-2865.
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Purpose The purpose of this paper is to investigate how competence trust (i.e. trust regarding the ability of the counterpart) and goodwill trust (i.e. trust regarding the benevolence and integrity of the counterpart) affect the probability that the auditor or the client stand up to the respective negotiation partner’s position in situations of disagreement in the auditing relationship. Design/methodology/approach Two experiments were conducted, one with 149 auditors and one with 116 chief financial officers (CFOs). Both auditors and CFOs had to indicate the likelihood that they stand up to the other party’s preferred position in a disagreement on the materiality of unrecorded liabilities. The data derived from these experiments were analyzed using hierarchical OLS. Findings The results indicate that both auditors and CFOs who take their respective negotiation partner in the audit for highly competent are less likely to stand up to them in situations of disagreement. Interestingly, goodwill trust appears to be irrelevant for the negotiation outcome. Practical implications The findings are highly relevant for regulators, because they inform about the crucial importance of competence trust for the auditing negotiation outcome and thus put the so-called “trust-threat” into perspective. Originality/value The study adds to the literature on the role of the context for auditor-client negotiations by exploring the role of two distinct forms of trust on the outcome of these negotiations.
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Tallberg, Jonas. "Formal Leadership in Multilateral Negotiations: A Rational Institutionalist Theory." Hague Journal of Diplomacy 1, no. 2 (2006): 117–41. http://dx.doi.org/10.1163/187119006x149517.
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AbstractThe exercise of leadership by the chairs of multilateral negotiations has so far received limited systematic attention in scholarship on international cooperation. This article addresses this gap by presenting a rational institutionalist theory of formal leadership that provides answers to three central questions: Why do states delegate powers of process control to the chairmanship of international negotiations? What are the power resources of formal leaders? And when, why and how do negotiation chairs wield influence over the outcomes of multilateral bargaining? The theory suggests that chairmanships are empowered to fulfil functions of agenda management, brokerage, and representation in international bargaining; identifies procedural control and privileged information as essential power resources of negotiation chairs; and isolates the conditions under which formal leaders shape the efficiency and distributional implications of multilateral bargaining. The article ends by outlining an alternative theoretical approach to formal leadership, drawn from sociological institutionalism.
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Teng-Calleja, Mendiola, Cristina Jayme Montiel, and Marshaley Jaum Baquiano. "Humour in Power-Differentiated Intergroup Wage Negotiation." Journal of Pacific Rim Psychology 9, no. 1 (April 23, 2015): 15–27. http://dx.doi.org/10.1017/prp.2015.2.
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This research examined the role of humour in power-differentiated wage bargaining conversations. We collected transcripts of wage bargaining between the local labour union and management negotiators of a multinational beverage company operating in the Philippines. Through conversation analysis, we determined how both parties utilised humor to challenge or maintain power relations even as both labour and management worked towards a wage bargaining agreement. Findings show that humour was used to maintain intergroup harmony, subvert authority and control the negotiation. Our findings may be useful for labour organisations and multinational corporations that operate in Southeast Asian countries with historically tumultuous labour relations such as the Philippines. Studies have shown how humour can play a significant role in various social interactions, such as business meetings (Rogerson-Revell, 2007), conversations between friends (Hay, 2000) and co-workers (Holmes, 2000), problem solving (Dunbar, Banas, Rodriguez, Liu, & Abra, 2012), conflict negotiations (Maemura & Horita, 2012) and price haggling (O’Quin & Aronoff, 1981). We note, however, that humour analysis rarely considers asymmetric features of social interactions occurring within the context of negotiation.
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Panke, Diana. "Microstates in Negotiations beyond the Nation-State: Malta, Cyprus and Luxembourg as Active and Successful Policy Shapers?" International Negotiation 16, no. 2 (2011): 297–317. http://dx.doi.org/10.1163/138234011x573057.
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AbstractMalta, Cyprus and Luxembourg are sovereign states with less than one million inhabitants and, consequently, are often referred to as “microstates.” This article inquires into the negotiation activities and conditions for success of microstates in negotiations beyond the nation-state. It develops a set of hypotheses on negotiation activity and on negotiation success and tests them qualitatively by drawing on the example of day-to-day negotiations in the European Union. Luxembourg is considerably more active than Malta and Cyprus. This is due to differences in domestic coordination practices (performance and cooperation between lead ministries and Permanent Representations), as well as different negotiation styles (proactive vs. reactive). Microstates can be influential, if they actively participate in negotiations for issues of high importance and if they select effective strategies in the given setting. Thus, microstates can sometimes turn into successful shapers of law beyond the nation-state ‐ despite their slimmer administrations, fewer staff and ‐ on average ‐ negligible bargaining power.
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Beck, Matthew J., and Elaine G. Mauldin. "Who's Really in Charge? Audit Committee versus CFO Power and Audit Fees." Accounting Review 89, no. 6 (June 1, 2014): 2057–85. http://dx.doi.org/10.2308/accr-50834.
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ABSTRACT Although regulation makes audit committees responsible for determining and negotiating audit fees, researchers and practitioners express concerns that CFOs continue to control these negotiations. Thus, regulation may give investors a false sense of security regarding auditor independence. We utilize the recent financial crisis and economic recession as an exogenous shock that allows us to shed light on the relative influence of the audit committee and the CFO on fee negotiations. During the recession, we find larger fee reductions in the presence of more powerful CFOs, and smaller fee reductions in the presence of more powerful audit committees. We also find the CFO or the audit committee primarily influences fees when their counterpart is less powerful. Our findings suggest a more complex relationship between the CFO and the audit committee than current regulations recognize and cast doubt on the ability of regulation to force one structure on the negotiation process. Data Availability: Data are available from public sources identified in the text.
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da Conceição-Heldt, Eugénia. "The Clash of Negotiations: The Impact of Outside Options on Multilateral Trade Negotiations." International Negotiation 18, no. 1 (2013): 111–30. http://dx.doi.org/10.1163/15718069-12341247.
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Abstract While the number of preferential trade agreements (PTA) has increased rapidly in recent years, the Doha round of multilateral trade negotiations has been deadlocked since 2006. Most PTAs were even concluded after the start of the Doha round. Does the shift to PTAs “marginalize” the multilateral system? And is there a clash between preferential and multilateral trade liberalization? To answer these questions, we build upon negotiation analysis literature, arguing that the proliferation of PTAs draws negotiating capacity away from the multilateral level and thus reduces the incentives to agree on multilateral trade agreements. The willingness of actors to move from their initial bargaining positions and make concessions at the multilateral level depends on their outside options, that is, their best or worst alternatives to a negotiated agreement. The more credible an actor’s argument that he has a good alternative to multilateralism, the greater his bargaining power will be. In order to support the argument we will analyze the negotiation process at the multilateral level and link it to PTAs under negotiation by the EU, US, Brazil, Australia, and India.
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Patricelli, Gail L., Alan H. Krakauer, and Richard Mcelreath. "Assets and tactics in a mating market: Economic models of negotiation offer insights into animal courtship dynamics on the lek." Current Zoology 57, no. 2 (April 1, 2011): 225–36. http://dx.doi.org/10.1093/czoolo/57.2.225.
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Abstract Economists study negotiation as a series of events—partner choice, information gathering, bargaining, etc.—with each step of the process affecting the outcome of the next, and the optimal decision at each stage depending on the player’s bargaining power. The context in which these negotiations occur—the market—is critical, since players can adjust their behaviors in response to outside offers. Animals similarly are faced with sequential decisions regarding courtship: who to court, how to approach a potential mate, at what level to display, when to give up, etc. Thus economic models of negotiation in a market provide a framework in which we can view not just the outcome of courtship (assortative mating), but also the process, where each sex can use tactics to improve their negotiating outcome, using the assets that they have available. Here we propose to use negotiation as a conceptual framework to explore the factors promoting tactical adjustments during sequential stages of courtship in lekking species. Our goal is to discuss the utility of negotiation as a heuristic tool, as well as the promise and peril of co-opting game theoretic models from economics to understand animal interactions. We will provide a brief overview of a few areas where we see promise for using negotiation as a framework to understand animal courtship dynamics: choice of a display territory, tactical partner choice for negotiation, approaching a potential partner and courtship haggling.
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Choi, Tat-Heung. "Power and the Subversion of Stories." Power and Education 1, no. 3 (January 1, 2009): 282–94. http://dx.doi.org/10.2304/power.2009.1.3.282.
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Language is a multiplicity of meaning-making systems, which are connected with social, cultural and psychological networks. Focusing on issues of power, this article is concerned to explore how the readings of a European folktale triggered attempts among teenage girls in Hong Kong to make their own feminist and subversive interpretations in English. The reconstructed stories are more than a partial reproduction of the conventional text, they are also a useful reflection of the teenage girls' literacy and gender experience, as well as of their generic and social knowledge. With a resistance to textual conventions, the teenage girls demonstrate their written competence to create alternative subject and reading positions, which are textually motivated by their sense of difference. The material realisation of the stories is also characterised by splits and instabilities, in the negotiation of a new boundary for femininity. This negotiation demonstrates how the teenage girls are on the move, facing and settling contradictory possibilities in acquiring literacy and social roles. Along these lines of observation, the synchronic view of language, characterised by regularity and internal consistency, needs to be challenged in second-language writing instruction.
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Alaweti, Mohamed Fathi, Nurdiana Azizan, and Qaise Faryadi. "Electronic Procurement Negotiation process from an Actor Network Theory Perspective." INTERNATIONAL JOURNAL OF MANAGEMENT & INFORMATION TECHNOLOGY 10, no. 1 (June 25, 2014): 1767–75. http://dx.doi.org/10.24297/ijmit.v10i1.649.
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The paper presents a case study of the use of existing electronic procurement (E-procurement) negotiations processes. It focuses on reviewing the negotiations processes that the system introduces. It, then, applies the Actor Network Theorys (ANT) notions of associations and power in order to illustrate that the negotiations processes introduce a new power circuit effect. In so doing, it aims to provide insight into the performing strong relation in social and technical of both human and non-human actors network that the newly introduced system negotiations processes constructs. A qualitative data method applied in this study, then it suggests that the E-procurement system should negotiation processes would affect the social and organisational architecture of the organisation and its established performing power networks.
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Mansour, Camille. "Toward a New Palestinian Negotiation Paradigm." Journal of Palestine Studies 40, no. 3 (2011): 38–58. http://dx.doi.org/10.1525/jps.2011.xl.3.38.
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Against a background of prolonged stalemate, this essay provides a detailed examination of two decades of Palestinian-Israeli negotiations with a view to identifying deficiencies in the Palestinian negotiating approach and drawing lessons of use to future Palestinian negotiators in the context of power imbalance. After outlining possible conditions for resuming and conducting negotiations (making the decision and timing tactical rather than strategic), the author advocates a shift in the Palestinian negotiating paradigm that considers negotiations as one diplomatic tool among others in the long Palestinian struggle to achieve their national program, and places the negotiations in the context of priorities for the coming period.
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Macy, Katharine V. "Information creates relative bargaining power in vendor negotiations." Bottom Line 31, no. 2 (June 11, 2018): 137–49. http://dx.doi.org/10.1108/bl-12-2017-0033.
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Purpose This paper aims to examine how libraries can create relative bargaining power and presents a methodology for analyzing collections and preparing for negotiations. Design/methodology/approach A brief literature review of the current state of collection budgets and electronic resource prices is presented prior to proposing a methodology based on business analysis frameworks and techniques. Findings Electronic resource subscription prices are increasing at a rate significantly higher than inflation, while collection budgets grow slowly, remain stagnant or decrease. Academic libraries have the ability to counteract this trend by creating relative bargaining power through organizational efforts that take advantage of size and concentration (e.g. consortia), vertical integration through practices such as library publishing and open access and through individual efforts using information. This paper proposes metrics and methodologies that librarians can use to analyze their collections, set negotiation priorities and prepare for individual resource negotiations to create relative bargaining power. Practical implications The proposed methodology enables librarians and buyers of information resources to harness the information available about their electronic resource collections to better position themselves when entering negotiations with vendors. Originality/value This paper presents metrics, some not commonly used (i.e. average annual price increase/decrease), that aid in understanding price sensitivity. Pareto analysis has been traditionally used to analyze usage, but this paper suggests using it in relation to costs and budgets for setting negotiation priorities.
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Barbasch, Tina A., Suzanne H. Alonzo, and Peter M. Buston. "Power and punishment influence negotiations over parental care." Behavioral Ecology 31, no. 4 (June 13, 2020): 911–21. http://dx.doi.org/10.1093/beheco/araa034.
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Abstract Asymmetries in power (the ability to influence the outcome of conflict) are ubiquitous in social interactions because interacting individuals are rarely identical. It is well documented that asymmetries in power influence the outcome of reproductive conflict in social groups. Yet power asymmetries have received little attention in the context of negotiations between caring parents, which is surprising given that parents are often markedly different in size. Here we built on an existing negotiation model to examine how power and punishment influence negotiations over care. We incorporated power asymmetry by allowing the more-powerful parent, rank 1, to inflict punishment on the less-powerful parent, rank 2. We then determined when punishment will be favored by selection and how it would affect the negotiated behavioral response of each parent. We found that with power and punishment, a reduction in one parent’s effort results in partial compensation by the other parent. However, the degree of compensation is asymmetric: the rank 2 compensates more than the rank 1. As a result, the fitness of rank 1 increases and the fitness of rank 2 decreases, relative to the original negotiation model. Furthermore, because power and punishment enable one parent to extract greater effort from the other, offspring can do better, that is, receive more total effort, when there is power and punishment involved in negotiations over care. These results reveal how power and punishment alter the outcome of conflict between parents and affect offspring, providing insights into the evolutionary consequences of exerting power in negotiations.
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Clements, Ashley Jonathan. "Overcoming Power Asymmetry in Humanitarian Negotiations with Armed Groups." International Negotiation 23, no. 3 (August 22, 2018): 367–93. http://dx.doi.org/10.1163/15718069-23031136.
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Abstract Humanitarian actors seeking to offer assistance and protection to civilians in many contemporary conflicts negotiate access with armed groups from a position of weakness. They consequently concede many of their demands, compromising humanitarian operations and principles, and leaving millions of vulnerable civilians beyond reach. Using a structural analysis of the negotiation process in many recent humanitarian crises this article demonstrates the basis of this marked power asymmetry and challenges the assumption in much of the literature that this power imbalance is immutable. Humanitarian negotiators have access to a range of tactics that can alter the structure of the negotiation to reach more favorable outcomes. This article argues that these strategies have proved effective in many recent negotiations, but also carry significant risks to humanitarian actors and to the civilians they seek to assist.
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Souza, Sweder. "Translanguaging, Heterodiscourse and Multilingualism in the Teaching-Learning of Languages: An Reflection." Education and Linguistics Research 4, no. 2 (July 9, 2018): 1. http://dx.doi.org/10.5296/elr.v4i2.13268.
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One of the central points for the concept of heteroglossia is negotiation, the social negotiation that is central to the heterodiscourse, since all the time one is negotiating to place of saying and, still, negotiating to position, in the interaction, in the own language. One issue that has become increasingly strong in translanguaging studies is the understanding that if one is negotiating tension, one is actually negotiating power relations. According to this context, this work aims at a theoretical-methodological reflection of some concepts that can, also to dialogism and interactionism, to contribute significantly to the practice and to the teaching-learning of languages.
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Crump, Larry. "Competitively-Linked and Non-Competitively-Linked Negotiations: Bilateral Trade Policy Negotiations in Australia, Singapore and the United States." International Negotiation 11, no. 3 (2006): 431–66. http://dx.doi.org/10.1163/157180606779155219.
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AbstractIt is unusual to find a negotiation not linked to at least one other negotiation. In some domains, such as international trade policy, we can identify negotiation networks with parties simultaneously involved in negotiations in global, multilateral, regional, and bilateral trade policy settings. A single party (i.e., a national government) will manage similar issues in all four settings and also manage these same issues with multiple parties in a single setting. International trade policy is one of many "linkage-rich" environments.This study examines the relationship between two discrete but linked treaty negotiations: the Singapore-Australia Free Trade Agreement of 2003 (SAFTA) and the United States-Singapore Free Trade Agreement of 2003 (USSFTA). Case analysis identifies five structural factors that enhance the potential and fundamentally shape the nature of negotiation linkage dynamics. If linkage occurs then role theory can be employed to define two functional role types, a link-pin party (Singapore in this study) and linked parties (Australia and the United States). Such theory and case analysis support the development of propositions and help establish guidance for managing negotiation behavior. Key structural characteristics that appear to create linkage dynamics in this study are used to build a four-part structural framework that maps the universe of negotiation-linkage phenomena and determines the fundamental nature of four discrete linkage conditions. This framework also provides descriptive and prescriptive guidance for managing strategy and power in linked negotiations.
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Spector, Bertram I. "Citizen Negotiation: Toward a More Inclusive Process." International Negotiation 20, no. 1 (March 17, 2015): 89–108. http://dx.doi.org/10.1163/15718069-12341299.
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Negotiation is becoming a more inclusive activity. More and different types of actors are taking part at national and international levels to resolve conflicts and seek agreement. At a national level, non-governmental organizations and individual citizens are partaking in mass demonstrations that often evolve into negotiation. At the international level, ngos working through issue networks have been participating more and more in formal negotiations with state parties. By reviewing several cases at these different levels, this article identifies useful questions for future research focusing on the sources of legitimacy and power of these new actors and how they are changing the organization, structure, process and outcomes of negotiation.
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Peleckis, Kęstutis, Valentina Peleckienė, Kęstutis K. Peleckis, Giedrė Lapinskienė, and Zlatko Nedelko. "Preparation of International Business Negotiation Strategies: Competitive Assessment Aspects in The Market Power System." SHS Web of Conferences 74 (2020): 06024. http://dx.doi.org/10.1051/shsconf/20207406024.
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The existence of exclusive rights to produce or supply services means a monopoly. Often it is called a natural monopoly. Exclusive rights are granted for a long period of time, which should encourage major investments in infrastructure, the development of which is unlikely to occur without a guaranteed market. But sometimes exclusive rights are used in situations where there is no natural monopoly. Exclusive rights are, in many respects, one of the main routes to market. Exclusive rights may allow monopoly pricing and other market power tools. Regulatory measures used by competition authorities alone do not make it possible to avoid such a situation, as they often show a very low success rate in preventing market power from being used to protect consumers. The purpose of this article is to analyze the theory and practice of preparing negotiating strategies in a complex way, to reveal opportunities to develop and implement these negotiating strategies, taking into account competition policy actions. The subject of the study is the preparation of negotiation strategies taking into account competition policy actions in the market. The research problem of the article there is not enough tools in the negotiation theory to help develop negotiation strategies in line with competition policy actions.
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Hong, Alain P. C. I., and Per J. van der Wijst. "Women in Negotiation: Effects of Gender and Power on Negotiation Behavior." Negotiation and Conflict Management Research 6, no. 4 (October 11, 2013): 273–84. http://dx.doi.org/10.1111/ncmr.12022.
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Daoudy, Marwa. "Hydro-hegemony and international water law: laying claims to water rights." Water Policy 10, S2 (November 1, 2008): 89–102. http://dx.doi.org/10.2166/wp.2008.204.
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This paper addresses hydro-hegemony from the perspective of International Water Law, by examining the role of law in upstream/downstream negotiations. It is built on the understanding that International Water Law constitutes an element of power relations, asserting that it is a source of structural and bargaining power. The first section of the paper discusses main principles that have emerged, and their establishment as terms of reference for water cooperation. In the second part, competing claims are analysed to see how co-riparians in the Euphrates and Tigris basins have provided deliberately conflicting interpretations over “International rivers”, “equitable and reasonable utilization”, “no harm”, “prior notification” and “consultation” to derive negotiating positions and influence from International Water Law. Conclusions point to the understanding of water law as a structural variable, impacting on the actors’ constraints and options and enhancing the structural power of the non-hegemonic riparians. International Water Law appears to operate as well as process-related variable which influences the process and outcome of water negotiations. As a source of bargaining power, legal principles increase the legitimacy of downstream riparians and enhances their bargaining position in the negotiation process.
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Daoudy, Marwa. "Asymmetric Power: Negotiating Water in the Euphrates and Tigris." International Negotiation 14, no. 2 (2009): 361–91. http://dx.doi.org/10.1163/157180609x432860.
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AbstractThis article addresses the conflict over the Euphrates and Tigris waters from the perspective of negotiation theories, by examining the role of power in upstream/downstream negotiations. Conceptual and empirical links are established between water, negotiation (structure, process), power (asymmetries, coalition dynamics, strategies, development of alternatives) and security (direct/indirect interests such as national security, border security, territorial claims, economic development and environmental concerns). The study concludes that asymmetries in power have favored upstream/downstream interactions towards bilateral if not basin-wide arrangements. The framework shows that traditional elements of power, such as upstream positions, military and economic resources, do not constitute the only sources of power. Bargaining power can also determine the dynamics between respective riparians. Time constitutes an important source of power, and interests vary over time when political settings and security concerns shift. Downstream or more vulnerable riparians can invert situations of power asymmetry by acting on the basin-dominant riparian's interests and thus reduce its alternatives. Syria's use of 'issue-linkage' in its interactions with Turkey over water and wider security issues serves as the primary example.
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Éthier, Benoit, Gérald Ottawa, and Christian Coocoo. "Redefining the Lexicon of Power, Envisioning the Future: The Atikamekw Nehirowisiw Nation and the Comprehensive Land Claims Negotiations." Anthropologica 62, no. 2 (December 24, 2020): 262–75. http://dx.doi.org/10.3138/anth-2018-0054.
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Treaties and land claims negotiations between state institutions and Indigenous Peoples are necessarily tied to issues of territorial entanglements, resistance and coexistence. Regularly, studies of these negotiation dynamics make explicit the articulation and differentiation of Indigenous “life projects,” referring to the embodiment of socio-cultural desires, visions, aspirations and purposes – vis-à-vis neoliberal development projects. This article focuses precisely on the dynamics of negotiation in which the Atikamekw Nehirowisiwok (north-central Quebec) and state institutions have been involved for the last 40 years under the Comprehensive Land Claims Policy. More specifically, it addresses different policy mechanisms such as the extinguishment policy, burden of proof, debt obligations and results-based approach that are part and parcel of the negotiation process. Without disregarding the unequal power relations, this article also presents the motivations and aspirations expressed by the Atikamekw Nehirowisiwok in the negotiation process. It explains how their engagements are mobilised into nehirowisiw orocowewin – that is, a larger and deeper political and cultural project relating to the affirmation of nehirowisiw miro pimatisiwin, an Indigenous way of life and living well that is tied to the maintenance of a creative and open-ended coexistence based on reciprocity, complementarity, autonomy and consensus.
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Agius, Maria F. "Strategies and Success in Litigation and Negotiation in the WTO." International Negotiation 17, no. 1 (2012): 139–62. http://dx.doi.org/10.1163/157180612x630965.
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AbstractThis article analyzes linkages between litigation in the World Trade Organization (WTO) Dispute Settlement Body (DSB) and negotiation in multilateral trade rounds and develops a typology of links that can occur between the two processes. These include creating conditions where bargaining is informed by law, influencing the agenda-setting and creating momentum for negotiation on key issues, and affecting thestatus quofrom which negotiations proceed by influencing interpretation of trade rules in the DSB. The purpose is to test whether poor and inexperienced states that are disadvantaged in negotiations can improve their bargaining power in negotiation rounds by pursuing legal proceedings, to see whether links can be exploited for strategy-making to promote the interests of these states, and to discuss how the WTO as an international organization benefits from their empowerment. The strategies suggested in this article could improve the commitment and active participation of relatively non-influential member states. This could be conducive to perceptions of the WTO as a legitimate organization and to a more constructive climate for effective negotiations.
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Wiest, I., K. Obermann, and C. Thielscher. "Drug Cost Containment And Negotiation Power." Value in Health 20, no. 9 (October 2017): A676—A677. http://dx.doi.org/10.1016/j.jval.2017.08.1675.
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Soliman, Izabel. "Collaboration and the Negotiation of Power." Asia-Pacific Journal of Teacher Education 29, no. 3 (November 2001): 219–34. http://dx.doi.org/10.1080/13598660120091838.
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Donaldson, L. "Management for Doctors: Conflict, power, negotiation." BMJ 310, no. 6972 (January 14, 1995): 104–7. http://dx.doi.org/10.1136/bmj.310.6972.104.
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Steiner, Barry H. "Bargaining in asymmetric crisis." International Relations 32, no. 3 (June 6, 2018): 321–42. http://dx.doi.org/10.1177/0047117818777816.
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Diplomacy, defined as formal communication and bargaining between states, is subject to limits that diplomatic theory must demarcate and understand. This article compares state incentives and disincentives (including rejection of negotiation as well as refusal to concede) affecting the decision whether to negotiate in six cases of interstate crisis between militarily unequal antagonists. While it has been argued that asymmetric powers are more likely to reach negotiating agreement than their symmetric counterparts, with weaker states doing surprisingly well, that finding is questioned here in the crisis context. For example, the militarily inferior antagonist, attracted to diplomacy as an alternative to war, might well anticipate inferior results from direct negotiations. The weaker antagonist’s unwillingness in these cases to negotiate with a strong opponent suppressed diplomacy, but great power support for the weaker side, and the stronger power’s lack of war readiness, added to the stronger antagonist’s willingness to negotiate.
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Tsaoussi, Aspasia, and Andreas Feidakis. "Competitiveness, Gender and Ethics in Legal Negotiations: Some Empirical Evidence." International Negotiation 14, no. 3 (2009): 537–70. http://dx.doi.org/10.1163/138234009x12481782336302.
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AbstractThe role of gender in negotiation has been extensively explored and documented in a now rich body of literature. A main strand of empirical evidence suggests that women, largely due to their gender socialization, tend to be weaker negotiators relative to men and consequently, less effective in pursuing their economic, social or family interests in diverse bargaining settings. We present findings from a Greek setting that paint a different picture, in which gender does not have a strong impact on the negotiating process when the negotiating parties are members of a competitive profession. We selected three different groups (Greek attorneys-at-law, Greek business students and a control group comprised of young employees in public and private organizations) and distributed self-assessment questionnaires to test for negotiating style and gender-specific negotiation behavior. Our findings suggest that differences which may be attributed to gender are less pronounced for Greek legal practitioners. Stronger determinants of successful outcomes in negotiations are negotiators' individual characteristics (competitive negotiating style, persuasion, social and emotional intelligence) and the conformity of Greek lawyers of both sexes to the competitive group norms of their profession. Therefore, the shared norms and values of professional culture play a critical role in how lawyers negotiate. We discuss these findings in the context of a larger social setting, especially by reference to the changing hierarchies and shifts in power in a legal profession increasingly populated by women.
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McCracken, Susan, Steven E. Salterio, and Regan N. Schmidt. "Do Managers Intend to Use the Same Negotiation Strategies as Partners?" Behavioral Research in Accounting 23, no. 1 (January 1, 2011): 131–60. http://dx.doi.org/10.2308/bria.2011.23.1.131.
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ABSTRACT: Most auditor client management (ACM) negotiations occur between partners and client management; however, managers also attempt to resolve issues with client management. Given that ACM negotiation impacts the financial statements, an understanding of whether the intended negotiation strategies of partners and managers differ is important. A key feature of the ACM setting is that partners have more power/status and experience than managers. Prior research provides conflicting predictions about the use of integrative strategies based on experience or power/status. Our results, consistent with the power/status hypothesis, demonstrate managers are more likely than partners to intend to use integrative strategies. Conversely, research on distributive strategies provides similar predictions for partner/manager strategy usage for experience and power/status. We find partners are more likely to intend to use the contending strategy and managers are more likely to intend to use the compromising and concessionary strategies. However, these findings are dependent on accounting context.
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Jensen, Jason O. "Comment on The Power of Inaction by Cornelia Woll." Accounting, Economics and Law - A Convivium 6, no. 1 (March 1, 2016): 65–78. http://dx.doi.org/10.1515/ael-2015-0010.
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Abstract This comment presents three arguments. First, that while The Power of Inaction focuses on the role of banks within bailout negotiations, this framework can be gainfully expanded by considering the government side of the bailout negotiations: evidence from the U.S. and German cases suggests that the government, as well as banks, can wield the threat of inaction in a bailout negotiation. Second, that coordinated interventions were implemented in countries where the largest leading banks were weak, and vice versa. As this singularly determines the type of intervention, it leaves little room for making strong inferences on other factors. Third, that Woll’s study indicated that coordinated interventions are more cost-efficient than uncoordinated interventions. An unexplored implication is that government negotiators can gainfully persuade banks to take part in a coordinated intervention.
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Vormedal, Irja. "The Influence of Business and Industry NGOs in the Negotiation of the Kyoto Mechanisms: the Case of Carbon Capture and Storage in the CDM." Global Environmental Politics 8, no. 4 (November 2008): 36–65. http://dx.doi.org/10.1162/glep.2008.8.4.36.
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This article examines the role of business and industry NGOs (BINGOs) within the international climate negotiations. It develops a typology of BINGOs operating in the regime, and a framework for assessing the influence of these organizations. The framework is applied to a case study of the negotiation of carbon capture and storage technologies as a Kyoto Protocol mitigation option. In contrast to previous research, the article illustrates the existence of formal and informal networks among BINGOs, a variety of national delegations and international institutions, and demonstrates how these networks are tactically invoked in the effort to influence specific negotiation processes and outcomes. It is argued that BINGO activities influenced negotiations on regulatory design, and that a plausible explanation of business influence in this context lies in the notion of corporate technological power.