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Teses / dissertações sobre o tema "Negotiation"

Autor: Grafiati

Publicado: 4 de junho de 2021

Última modificação: 25 de julho de 2025

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1

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

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Hancerli, Suleyman. "Toward Successful Negotiation Strategies in Hostage-Ttaking Situations: Case Study Approach and Future Recommendations." Thesis, University of North Texas, 2005. https://digital.library.unt.edu/ark:/67531/metadc4811/.

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In the last four decades, hostage situations have rapidly increased in the world due to the threat of terrorism and other social problems. The goals of hostage takers are to achieve certain political, criminal, and/or social benefits through hostage situations. It is not only a police problem but also a governmental problem. Police apply either negotiation or tactical intervention in hostage situations to recover hostages without bloodshed or loss of life. Success in this endeavor is based on effective negotiation. The purposes of this study are to analyze the major actors and their roles in

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3

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

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As China emerges as a major player on the international business scene, it is becoming increasingly important for Western negotiators to understand how the Chinese negotiate business deals. Existing knowledge regarding the Chinese negotiation style is largely based on considering China as one single country and the Chinese as to negotiate in one homogeneous way. Regional differences in the Chinese negotiation style have traditionally been overlooked in the literature. Guided by a negotiation analysis approach, this thesis conducts an exploratory study of the diversity of the Chinese negotiatio

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4

Gladding, Kevin. "NEGOTIATING PLACE: MULTISCAPES AND NEGOTIATION IN HARUKI MURAKAMI'S NORWEGIAN WOOD." Master's thesis, University of Central Florida, 2005. http://digital.library.ucf.edu/cdm/ref/collection/ETD/id/4057.

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In Murakami's Norwegian Wood, romance and coming-of-age confront the growing trend of postmodernity that leads to a discontinuity of life becoming more and more common in post-war Japan. As the narrator struggles through a monotonous daily existence, the text gives the reader access to the narrator's struggle for self- and societal identity. In the end, he finds his means of self-acceptance through escape, and his escape is a product of his attempts at negotiating the multiple settings or "scapes" in which he finds himself. The thesis follows the narrator through his navigation of these scapes

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5

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

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6

Parlamis, Jennifer D., and Lorianne D. Mitchell. "Teaching Negotiations in the New Millennium: Evidence-Based Recommendations for Online Course Delivery." Digital Commons @ East Tennessee State University, 2014. https://doi.org/10.1111/nejo.12047.

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Traditional methods for teaching negotiation have required both instructor and student to be physically present in the same location. With the advent of the Internet and associated technological advances, however, instructors may now transcend geographical barriers and effectively deliver the same content virtually. In this article, we present an exploratory study comparing two masters-level negotiation courses: one taught using a traditional in-person method and the other taught online. Results showed no significant difference in knowledge acquisition as quantified by objective measures, incl

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7

Nir, Dina. "The negotiational self identifying and transforming negotiation outcomes within the self /." E-thesis Full text (Hebrew University users only), 2008. http://shemer.mslib.huji.ac.il/dissertations/H/JMS/001478708.pdf.

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8

Lindborg, Alexander, and Anna-Carin Ohlsson. "Cross-cultural business negotiations : how cultural intelligence influences the business negotiation process." Thesis, Kristianstad University College, School of Health and Society, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hkr:diva-5833.

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

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9

Pegoraro, Francesco <1995&gt. "Cognitive Biases in Negotiation: a Two-Party Negotiation Experiment." Master's Degree Thesis, Università Ca' Foscari Venezia, 2021. http://hdl.handle.net/10579/20086.

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The purpose of this master thesis is to investigate the role of cognitive biases in negotiations. It is achieved through performing an experiment where a two-party negotiation is conducted. Following a predefined framework, two people have a limited amount of time to reach an agreement over a specific issue. An analysis of the results is operated to effectively find and interpret which biases have emerged and how different styles of negotiation can lead to different agreements between the parties. To better interpret the results of the aforementioned experiment, negotiation literature is previ

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10

Nardi, Nazly Katherine. "Negotiating with Dominicans: An Analysis of the Negotiation Style Used by Dominicans." NSUWorks, 2009. http://nsuworks.nova.edu/hsbe_etd/82.

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This dissertation examines the negotiating style of the Dominican negotiator. The research presented is of qualitative nature -a phenomenology study- which looks at a single country: the Dominican Republic. Two major research strategies used in this research are (a) in-depth interviews with negotiators and observers and (b) a cultural survey instrument of Dominican managers. Data has been collected from primary sources, through interviews of negotiators in the private and public sector and through surveys completed by managers and negotiators. After distilling the interview through horizonaliz

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11

Jansson, Alexander. "Strategic conditions for negotiation progression." Thesis, Uppsala universitet, Institutionen för freds- och konfliktforskning, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-413153.

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This thesis investigates conditions for formal negotiation onset. The cases that are investigated are found in the overarching conflict between the Government of Colombia and the guerilla group, Ejército de Liberación Nacional (ELN). The thesis argues that ideology and ecological rationality set the framework for disputant negotiation strategies and that disputants decide whether to progress negotiations to an elevated stage based on their perceived relative strategic position. It is hypostasized, firstly, that the disputants go to formal negotiations when the guerilla perceives itself in a

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12

Neufeldt, Reina Christine. "Assessing the impact of pre-negotiation training on negotiation outcomes." Thesis, National Library of Canada = Bibliothèque nationale du Canada, 1998. http://www.collectionscanada.ca/obj/s4/f2/dsk2/tape15/PQDD_0025/MQ33500.pdf.

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13

Turnbull, Timothea Vanessa. "Diplomacy in Context:Canada, New Zealand and Australia and humanitarian arms control treaty-making." Phd thesis, Canberra, ACT : The Australian National University, 2018. http://hdl.handle.net/1885/149500.

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Since the 1990s, states have negotiated three trail-blazing multilateral treaties on conventional weapons. The 1997 Mine Ban Treaty outlaws anti-personnel landmines. The 2008 Convention on Cluster Munitions bans cluster munitions. The 2013 Arms Trade Treaty regulates and increases transparency in arms exports and imports. The negotiating processes that produced these treaties broke new ground in a number of ways. First, they explicitly focused on minimising the humanitarian impact of weapons while pursuing the goal of disarmament. Second, small and mediu

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14

Csoti, George Paul. "Planners and negotiation." Thesis, University of British Columbia, 1988. http://hdl.handle.net/2429/28345.

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This thesis analyzes the role of negotiation theory and skills training in planning school curricula. This analysis is based on (1) a literature review focusing on planning, managing and negotiating and (2) a survey on negotiation and dispute resolution in North American planning schools. The literature review indicates that negotiation is a foundation skill for planners. Planning and managing are functions performed by planners. Both functions involve political decision making and political communication. Conflict situations are inevitable in political work environments, and negotiation is s

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15

Metcalfe, David Nicholas. "Multiparty negotiation analysis." Thesis, University of Cambridge, 2001. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.621163.

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Gomes, Reinaldo Cézar de Morais. "Inter domain negotiation." Universidade Federal de Pernambuco, 2010. https://repositorio.ufpe.br/handle/123456789/1775.

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Made available in DSpace on 2014-06-12T15:52:19Z (GMT). No. of bitstreams: 2 arquivo3230_1.pdf: 3857855 bytes, checksum: 68166824b668991a7746113795017a33 (MD5) license.txt: 1748 bytes, checksum: 8a4605be74aa9ea9d79846c1fba20a33 (MD5) Previous issue date: 2010<br>Universidade Federal de Campina Grande<br>Nos últimos anos diversas tecnologias foram desenvolvidas com o objetivo de facilitar a interação entre os usuários e seus dispositivos e melhorar a comunicação entre eles, necessitando da interoperabilidade entre essas tecnologias e, consequentemente, a necessidade de uma nova infraest

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17

Hancerli, Suleyman. "Negotiation, communication, and decision strategies used by hostage/crisis negotiators." Thesis, University of North Texas, 2008. https://digital.library.unt.edu/ark:/67531/metadc6100/.

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By conducting this theory-based empirical study, gathering data from working negotiators in the US and Canada, I have determined what primary dynamic activities, communication skills, and negotiation tools are used by hostage/crisis negotiators. Negotiators implement their negotiation and decision strategies differently depending on whether the situations they deal with are instrumental or expressive. I have determined which elements of negotiations and factors affecting negotiations differ while handling instrumental and expressive hostage situations. I found that the collected data did not r

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18

Sheng, Xiao-ling. "Cultural Influences and Negotiation: Chinese Conflict Resolution Preferences and Negotiation Behavior." TopSCHOLAR®, 1995. http://digitalcommons.wku.edu/theses/883.

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As international trade between China and the United States has increased markedly in recent years, negotiation behavior between Chinese and Americans has become a timely issue. Most research conducted in this area discusses the fundamental cultural differences between East and West, as well as the difficulties Westerners have in negotiating with the Chinese. Little was written on the actual negotiation behavior itself. This paper is focused on the negotiation behavior between Chinese and American business people. Following a review of relevant research, the author found that both Confucian phi

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19

Hadvabova, Jana. "Contentious Issues of Foreign Policy in EU Negotiations. : Merging Liberal Intergovernmentalism and Negotiation Theory." Thesis, Linköping University, Department of Management and Economics, 2006. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-5499.

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

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20

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

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21

Lee, Lyndon Chi-Hang. "Negotiation strategies and their effect in a model of multi-agent negotiation." Thesis, University of Essex, 1996. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.336950.

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22

Blood, Kimberly S., and Joseph G. Garcia. "Support decision and negotiation in an internet environment : an experience with negotiator/I." Thesis, Monterey, California. Naval Postgraduate School, 1997. http://hdl.handle.net/10945/9043.

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Approved for public release; distribution is unlimited<br>The purpose of this thesis is to explore implementation of decision support on the Internet. In particular it discusses four traditional decision making models. The information collected from these models will be applied to the creation of an Internet-based DSS. These models are the decision making model, problem solving model, creative thinking model, and the negotiation model. From an implementation point of view, this thesis develops a prototype decision support system for negotiation using Java. Realization of the prototype suggests

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23

Morris, Cameron. "Browser-Based Trust Negotiation." Diss., CLICK HERE for online access, 2006. http://contentdm.lib.byu.edu/ETD/image/etd1238.pdf.

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24

Ding, Yishu. "Rationale based requirements negotiation." Thesis, University of Manchester, 2008. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.488980.

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Requirements negotiation, as a main activity in requirements engineering, unites stakeholders to discover and resolve conflicts among their declared requirements. Research into early requirements negotiation views conflicts as problems, resolves conflicts through a problem solving process, and recognises the significant role of stakeholders in the requirements negotiation.

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25

Luo, Yi. "Spatio-temporal negotiation protocols." Doctoral diss., University of Central Florida, 2011. http://digital.library.ucf.edu/cdm/ref/collection/ETD/id/4972.

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Canonical problems are simplified representations of a class of real world problems. They allow researchers to compare algorithms in a standard setting which captures the most important challenges of the real world problems being modeled. In this dissertation, we focus on negotiating a collaboration in space and time, a problem with many important real world applications. Although technically a multi-issue negotiation, we show that the problem can not be represented in a satisfactory manner by previous models. We propose the "Children in the Rectangular Forest" (CRF) model as a possible canoni

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26

Abi, Haidar Diala. "Web services access negotiation." Télécom Bretagne, 2008. http://www.theses.fr/2008TELB0089.

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Nous présentons dans cette thèse une approche flexible de contrôle d'accès au niveau des services Web. De nos jours, le contrôle d'accès est basé sur des approches binaires où les décisions d'accès sont toujours Accès interdit ou Accès autorisé. Un demandeur d'accès ne sait pas nécessairement d'avance les informations requises pour accéder à une ressource ; il n'a pas connaissance de la politique de contrôle d'accès qui gère l'accès à cette ressource. Par conséquent, certaines des informations requises peuvent être omises de la requête induisant une non-applicabilité des règles de sécurité con

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27

Peterson, Erika. "Majority influence in negotiation /." Thesis, Connect to this title online; UW restricted, 1996. http://hdl.handle.net/1773/9087.

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28

Farquhar, Lee Keenan. "Identity negotiation on Facebook.com." Diss., University of Iowa, 2009. https://ir.uiowa.edu/etd/289.

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This study examines identity presentations on the online social networking site, Facebook.com. The two-phase research design includes a period of participant observation of a sample of 346 college students and recent graduates followed by an interview period with a sample subset of 48 interviewees. The study analyzes key performance components on the site using a symbolic interaction perspective, to determine common characteristics of Facebook profiles, importance of performance components, and categories of identity performance. Identity performance components are broken into two general cate

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

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

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The present research investigates cultural values, approaches to conflict management, and perceived negotiation satisfaction in manager samples from the UK and the Netherlands. Three studies (total N = 412) were conducted, of which Study 1 and 2 pertained to the development of the measure and Study 3 was used to conduct the main analysis. The research focus centres around the following main objectives: a) refinement of conflict management models and instruments; b) profile analyses of Dutch and British conflict management approaches using Schwartz's (1992, 1994) Value Types to explain observed

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Hanna, Lunding. "Negotiating for Transformation? : A case study of the negotiation process in the Cyprus conflict." Thesis, Linnéuniversitetet, Institutionen för samhällsstudier (SS), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-99773.

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The Cyprus problem has now been an ongoing dispute for 40 some years. The two main ethnic communities, Greek Cypriot and Turkish Cypriot, has since the unrest following independence in 1960, been separated both in space and mind. A military coup, supported by Greece, followed by a Turkish invasion, caused a violent division of the island in 1974, a division that remains today. The UN has facilitated dialog and negotiation between the communities since the establishment of UNFICYP in 1964.The objective of this study is to identify whether the parties have been and are aiming for long-term or sh

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

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

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Jones, Peter Leslie. "Open Skies : a history of the negotiation and a case study of negotiation theory." Thesis, King's College London (University of London), 1995. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.307683.

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Afiouni, Einar Nour, and Leif Julian Ovrelid. "Negotiation for Strategic Video Games." Thesis, Norges teknisk-naturvitenskapelige universitet, Institutt for datateknikk og informasjonsvitenskap, 2013. http://urn.kb.se/resolve?urn=urn:nbn:no:ntnu:diva-23166.

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This project aims to examine the possibilities of using game theoretic concepts and multi-agent systems in modern video games with real time demands. We have implemented a multi-issue negotiation system for the strategic video game Civilization IV, evaluating different negotiation techniques with a focus on the use of opponent modeling to improve negotiation results.

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Dhanda, Meena. "The negotiation of personal identity." Thesis, University of Oxford, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.402758.

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Fuks, Hugo. "Negotiation using commitment and dialogue." Thesis, Imperial College London, 1991. http://hdl.handle.net/10044/1/46775.

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Castillo, Danielle C. "Suriname's identity construction and negotiation." Thesis, California State University, Long Beach, 2016. http://pqdtopen.proquest.com/#viewpdf?dispub=10147310.

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<p> Located in South America, and being a post-colonial Dutch colony, Suriname has an ethnically diverse population of transplants. After its independence in 1975, Suriname underwent gruesome civil unrest while ruled by a Militia coup that killed specific ethnic groups for claiming their own identities, juxtaposed to its acceptance of ethnic diversity. The film, <i>Suriname’s Identity Construction and Negotiation</i> by Danielle Celeste Castillo, follows a select group of people who claim to be Surinamese and something else, as they reject or claim prescribed forms of identities further

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Catepillan, Tessi Jorge Francisco. "Auctions, Negotiation and Information Acquisition." Tesis, Universidad de Chile, 2010. http://repositorio.uchile.cl/handle/2250/102391.

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En esta tesis se estudian remates en los cuales los oferentes compiten por el derecho a negociar con un agente. Estos remates están presentes en adquisiciones deportivas y licitaciones con alto impacto en las comunidades con intereses particulares distintos al vendedor de los derechos. En particular, se estudia cómo afectan diferentes estructuras de remates al excedente social, la utilidad de los oferentes, de los agentes y los incentivos de los agentes a invertir en información. Se consideró un modelo con tres tipos de agentes: el rematador, los oferentes, y el agente con que el ganado

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Mitchell, Lorianne D., Noam Ebner, and Jennifer D. Parlamis. "Teaching Negotiation Online: Getting Started." Digital Commons @ East Tennessee State University, 2013. https://dc.etsu.edu/etsu-works/8317.

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Bülow, Anne Marie. "E-Mail in International Negotiation." Department für Fremdsprachliche Wirtschaftskommunikation, WU Vienna University of Economics and Business, 2009. http://epub.wu.ac.at/1136/1/document.pdf.

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This paper investigates the advantages and disadvantages of the use of e-mail to obtain agreement between two parties with overlapping but also conflicting interests. The literature on Media Richness suggests that e-mail is too lean to facilitate agreement; but all supporting evidence stems from homogenous populations. This paper, however, starts from the hypothesis that in connection with lingua franca interaction, the text format provides advantages for parties that need to think how to phrase an argument. However, the evidence provided from a negotiation task performed by international busi

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Smith, Raymond John. "Negotiation and Learning at work." Thesis, Griffith University, 2012. http://hdl.handle.net/10072/365626.

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The concept of negotiation is often used in contemporary sociocultural and constructivist perspectives and theories of adults’ learning in and for work. It is used to bring a range of meanings to the description and explanation of work learning as an interactive process of active participation in and with the resources that constitute work. At its most fundamental, that interaction is between the worker and their context, between the individual and their immediate situation. At its most complex, that interaction is multiply enacted and dynamically experienced as all the resources – the persona

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Hesni, Samia. "Normative discourse and social negotiation." Thesis, Massachusetts Institute of Technology, 2019. https://hdl.handle.net/1721.1/122428.

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Thesis: Ph. D. in Linguistics, Massachusetts Institute of Technology, Department of Linguistics and Philosophy, 2019<br>Cataloged from PDF version of thesis.<br>Includes bibliographical references.<br>This dissertation lies at the intersection of philosophy of language, social and political, and feminist philosophy. The first half of the dissertation is primarily about the ways language can be used to stereotype, denigrate, oppress, or otherwise harm. The second half is about how language can be used to resist and undermine those harms. In the four chapters of my dissertation, I examine the wa

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Winter, Robert, and Xinmei Weng. "Negotiation and auditing self-efficacy's effect on auditor objectivity : negotiation strategy functioning as a mediator." Thesis, Högskolan i Gävle, Avdelningen för ekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-19505.

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Aim: Auditor objectivity in the auditing process is an important part of the IASB and FASB framework as well as in the SOX act. It is unclear whether auditor’s self-efficacy through selection of negotiation strategy affect the auditor’s objectivity. The purpose of the study is to improve the understanding of what impacts auditor objectivity and as a result show new strategies on how to increase it. Method: Deductive approach with a literature review as secondary data and a web-based questionnaire carried out among 3,264 Swedish auditors as primary data. Analysis was done with partial least squ

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Boza, Pró Guillermo, and Meza Ernesto Aguinaga. "Obligation of negotiation and facultative arbitration as part of constitutional law content on collective negotiation." Pontificia Universidad Católica del Perú, 2013. http://repositorio.pucp.edu.pe/index/handle/123456789/115917.

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This work studies constitutional bases of two essential institutions of Collective Labor Law: employer’s obligation to negotiate collectively and facultative arbitration. In relation to the first one, using tools provided bythe Theory of Law, it is argued that the section 28º of Peruvian Constitution establishes a collective negotiation concept as claim (not as permission) so, employers legal obligation of collective negotiation is constitutional. In theother hand, regarding facultative arbitration, it has constitutional support on state’s obligation to promote pacific ways to labor conflicts;

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Szabó, Tomáš. "Analýza správania sa neskúsených vyjednávačov v priebehu vyjednávania." Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-196542.

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This thesis attempts to map out the negotiation strategies used by unskilled negotiators and among these, to identify those strategies which prevent such negotiators from achieving the most effective outcome. In highlighting such incorrect negotiating strategies, the thesis aims to steer academics away from using such strategies as part of their future teaching material on negotiation strategies. The theoretical aspect of this work describes the theory behind negotiating strategies and maps the features, styles and negotiation procedures which are used during negotiation. The practical part of

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Sonmez, Haci Mehmet. "Negotiation Techniques In Turkish Foreign Policy: Wto Doha Round Negotiation Process And Its Implications For Turkey." Master's thesis, METU, 2010. http://etd.lib.metu.edu.tr/upload/2/12612094/index.pdf.

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This thesis analyzes World Trade Organization Doha Round negotiation process and its implications for Turkey&rsquo<br>s relations with its neighbors. The thesis mainly focuses on two pillars of negotiating package, namely agricultural and non-agricultural products (NAMA) negotiations. Both segments of negotiations have different dimensions due to Turkey&rsquo<br>s regional and multilateral obligations. As a developing country, Turkey&rsquo<br>s position in agriculture is more in line with other developing countries<br>in NAMA however it defends more liberal policies because of its Customs Unio

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Alabbadi, Anas. "The role of culture in international negotiation| The Jordanian-Israeli peace negotiation as a case-study." Thesis, American University, 2014. http://pqdtopen.proquest.com/#viewpdf?dispub=1569368.

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<p> The world is becoming more interdependent. Governments and diplomats negotiate across cultures every day. Some argue that negotiators are professionals and share the common diplomatic culture, therefore their cultural backgrounds are irrelevant to international negotiation and in result culture has no significant influence on the process. The author argues that culture does matter and it could influence the different negotiation elements: individuals, process, and outcome — the larger the cultural gap between the parties, the larger the cultural influence. To substantiate his argumen

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Colson, Aure´lien. "Secrecy and transparancy towards third-parties in negotiation : contribution to a historical study of international negotiation." Thesis, University of Kent, 2007. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.551105.

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This research studies the historical and political move from secrecy to transparency in international negotiation, and investigates to what extent the latter constitutes a political progress. • Exploring century-old texts on diplomatic practice, Chapter 1 shows how secrecy was constructed as the norm of international negotiations (from the Renaissance to the apex of absolute monarchy): both the negotiation process and outcome could be veiled. • Secrecy has then been contested by the principle of publicity, the philosophical roots of which are examined (from the Enlightenment to Wilson): negoti

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Sakurai, Yuki. "Conflict negotiation as an interactional process: starting and ending the performance of conflict negotiation in Japanese." The Ohio State University, 2001. http://rave.ohiolink.edu/etdc/view?acc_num=osu1392305866.

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Rhee, Hyeun-Suk. "A study on the impact of a negotiation support system on the negotiation process and outcomes." Connect to resource, 1993. http://rave.ohiolink.edu/etdc/view.cgi?acc%5Fnum=osu1263045995.

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