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Journal articles on the topic 'Power of negotiation'

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Published: 4 June 2021
Last updated: 10 February 2022

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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 (2016): 882–900. http://dx.doi.org/10.3846/16111699.2016.1233511.

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At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. The purpose of the research is to provide a theoretical model for developing and implementing international business negotiation strategies, based on bargaining power assessment, as well as to conduct an experiment and test the suitability and adaptability o
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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 (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 parsi
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Peleckis, Kęstutis. "Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade." International Letters of Social and Humanistic Sciences 65 (December 2015): 1–15. http://dx.doi.org/10.18052/www.scipress.com/ilshs.65.1.

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Recently businesses need to find the new ways to ensure business growth and competitiveness in the international market. Cultural diversity of international business brings new challenges in the development and implementation of negotiation strategies of businesses, in cooperation with foreign partners. At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasi
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Dobrijevic, G., M. Stanisic, and B. Masic. "Sources of negotiation power: An exploratory study." South African Journal of Business Management 42, no. 2 (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
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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 (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
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Meerts, Paul W. "Diplomatic Negotiation at the Crossroads?" International Negotiation 25, no. 1 (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 fav
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Smolinski, Remigiusz. "How Was the Fifth European Union Enlargement Actually Negotiated? A Comparative Analysis of Selected Traits." International Negotiation 13, no. 2 (2008): 247–83. http://dx.doi.org/10.1163/157180608x320234.

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AbstractDespite the political and economic importance of the fifth European Union enlargement, not much research has been devoted to the negotiation process that led to this event. The purpose of this paper is to present the results of our survey conducted among politicians and diplomats representing the parties in the accession negotiations. The main objectives of this survey were to identify differences between the negotiating behavior and attitudes of participants and examine differences between the perceptions (self-perception vs. the perception of the negotiation partners) of the negotiat
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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 neg
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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 (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 exerc
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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 (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. Fa
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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 (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 mimick
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Monheim, Kai. "The ‘Power of Process:’ How Negotiation Management Influences Multilateral Cooperation." International Negotiation 21, no. 3 (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 managem
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Ogliastri, Enrique, and Gimmy Salcedo. "La cultura negociadora en el Perú: un estudio exploratorio." Cuadernos de difusión 13, no. 25 (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 prefer
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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 mater
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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 (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
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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 (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 simpl
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Wang, Yan. "Power of discourse in free trade agreement negotiation." Leiden Journal of International Law 32, no. 3 (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 discrepa
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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 (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 p
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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 (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 (2012): 13790. http://dx.doi.org/10.5465/ambpp.2012.13790abstract.

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21

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 (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 th
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22

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 th
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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 (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 usef
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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 pract
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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 (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
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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 t
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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 (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
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Choi, Tat-Heung. "Power and the Subversion of Stories." Power and Education 1, no. 3 (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
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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 (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 d
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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 lon
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Macy, Katharine V. "Information creates relative bargaining power in vendor negotiations." Bottom Line 31, no. 2 (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
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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 (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 incorpora
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Clements, Ashley Jonathan. "Overcoming Power Asymmetry in Humanitarian Negotiations with Armed Groups." International Negotiation 23, no. 3 (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. Humani
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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 (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
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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 discre
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Spector, Bertram I. "Citizen Negotiation: Toward a More Inclusive Process." International Negotiation 20, no. 1 (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
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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 authoritie
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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 (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 (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 deliberate
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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/downst
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41

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 (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 inv
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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
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Wiest, I., K. Obermann, and C. Thielscher. "Drug Cost Containment And Negotiation Power." Value in Health 20, no. 9 (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 (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 (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 (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
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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 professio
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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 (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, consisten
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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 (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 r
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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 (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 netw
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