Relevant bibliographies by topics / Behavioral negotiations

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

Academic literature on the topic 'Behavioral negotiations'

Author: Grafiati
Published: 4 June 2021
Last updated: 1 February 2022

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Journal articles on the topic "Behavioral negotiations"

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Cheng, Junjun. "Dynamic relationality toward congruence: a symbiotic solution to cross-cultural negotiations." International Journal of Conflict Management 30, no. 5 (October 14, 2019): 657–79. http://dx.doi.org/10.1108/ijcma-03-2019-0050.

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Purpose This paper aims to advance an integrative perspective of dynamic relationality in negotiation research by providing a symbiotic solution to modeling the cultural adaptation process in intercultural negotiations. Design/methodology/approach Based on a solution-oriented symbiotic approach, the authors analyze negotiators’ combination strategy to propose the dynamic convergence of dyadic relational negotiation behavior (RNB) both as a descriptive framework and a prescriptive solution to behavioral congruence in intercultural negotiations. The authors use spreadsheet platform with artificial data input to simulate various RNB dynamics between negotiators. Findings The authors identify the research gap between the arelational, static paradigm in negotiation literature and the relational, dynamic reality in negotiation practices, develop a fourfold typology of the existing negotiation research and propose the construct of RNB. The authors simulate the dyadic dynamics of RNB in a symbiotic framework. Results illustrate varied dyadic patterns of convergent RNB dynamics, demonstrating the effectiveness of the symbiotic solution to achieving behavioral congruence under multiple conditions. Propositions are then presented to predict negotiators’ initial relational behavior, describe dyadic coevolution of RNB in intercultural negotiations and explicate the relevant chronic consequences regarding relational and economic capital. Originality/value This paper fills a significant knowledge gap in the extant cross-cultural negotiation literature by addressing dynamic behavioral adaptation through a relational lens. This symbiotic framework is both descriptive in its predictive capacity to simulate the complexity of non-linear negotiation environment, and prescriptive in its directive capacity to guide negotiators’ plan of action given each other’s observed behavior with a probability estimation.
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Ogliastri, Enrique, John Ickis, and Ramiro Casó. "Integrative/ distributive negotiations in Latin America: latent class analysis." Academia Revista Latinoamericana de Administración 33, no. 3/4 (August 3, 2020): 463–80. http://dx.doi.org/10.1108/arla-04-2020-0084.

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PurposeThe purpose of this study is to test the universality of the behavioral theory of negotiation developed in the United States, particularly the integrative/distributive models, and to find negotiators' prototypes in international negotiations conducted in a Latin American country.Design/methodology/approachAn open questionnaire was administered to a convenience sample of 104 resident foreigners (expatriates) who reported the negotiation patterns of Costa Ricans. The qualitative data were coded in 52 variables (inte-rater reliability Fleiss' Kappa K= 0.65). A total of ten variables were selected to measure distributive/integrative patterns of negotiations. Latent class analysis (LCA) uncovered the latent structure of negotiations.Findings(1) The distributive (70% found in the sample) and integrative (30%) negotiation models hold in this culture. (2) The incorporation of handling emotions and interpersonal orientation in the integrative model seem to be an important theoretical and practical trend.Research limitations/implications(1) A larger sample size is needed to compare with data from other countries of the region and the world. (2) The use of emotions and interpersonal orientation in the integrative negotiation paradigm require further investigation. As practical implications, detailed negotiation advice is offered to Costa Ricans as well as to expatriates working there.Originality/valueTo identify negotiation patterns in an understudied region of the world, the distributive/integrative models of the behavioral theory of negotiations are a key focus with which to extend the literature. There are important elements of culture within the negotiation patterns, in line with trends of an evolving paradigm of integrative crosscultural negotiations.
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Knowles, Gordon James. "Social psychological dynamics of hostage negotiation: forensic psychology, suicide intervention, police intelligence/counterintelligence, and tactical entry." Journal of Criminal Psychology 6, no. 1 (February 1, 2016): 16–27. http://dx.doi.org/10.1108/jcp-01-2016-0001.

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Purpose – The purpose of this paper is to review several major components of hostage negotiation including: the different types of hostage situations; the prediction of the behavioral patterns of the hostage taker; the collection and the use of police intelligence in hostage incidents; and the application of forensic psychology during the hostage negotiations process. Design/methodology/approach – Emphasis on the social psychological aspects of creating attitude change and gaining compliance with the hostage taker are introduced to assist in developing an effective crisis communication approach during the hostage negotiations process. Findings – The paper also discusses trends in hostage negotiation strategies within incidents of domestic violence, suicide by cop, school shootings, and suicide/homicide bombings. Practical implications – Limitations and advancements in the field of hostage negotiations are also discussed as well as suggestions for the use of tactical entry to resolve unsuccessful hostage negotiations. Social implications – Explores the current trend of “suicide by cop,” but also introduces the concept of homicide by cop in relation to police shootings. Originality/value – The use of criminal psychology in developing hostage negotiation strategies to engage hostage takers with personality disorders, PTSD, paranoid schizophrenia, and suicidal depression is also discussed.
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Königstein, Manfred, and Marie Claire Villeval. "Efficiency and behavioral considerations in labor negotiations." Journal of Economic Psychology 31, no. 4 (August 2010): 599–611. http://dx.doi.org/10.1016/j.joep.2010.04.003.

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Fazliani, Hassan, and Chotchai Charoenngam. "Cultural, external and behavioral factors in claims negotiations." International Journal of Energy Sector Management 9, no. 4 (November 2, 2015): 619–42. http://dx.doi.org/10.1108/ijesm-07-2013-0002.

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Purpose – The purpose of this paper was to investigate the factors affecting the claim negotiations in Iranian oil and gas construction projects. The findings of this paper give better understanding of claim negotiations in Iranian oil and gas projects. Design/methodology/approach – The research methodology for this study involved the use of Delphi technique, conducted with non-Iranian stakeholders being involved in Iranian oil and gas construction projects more than five years and determined the major factors, affecting claims negotiations. Subsequently, factors’ weightings were derived using analytic hierarchy process (AHP). Findings – In total, 13 affecting factors identified in three categories of: external, cultural and personal behavioral. Finally, the weights of factors were identified. Research limitations/implications – This research was conducted in the context of Iranian oil and gas projects. This industry has high standards and its employees are well chosen and have frequent in job training. All these affect the organization, working and people’s culture and behavior compared to other sectors of construction business. Therefore, the results of this research are specific to the oil and gas industry. Practical implications – The findings of this paper can be considered as a practical guide for dealing with Iranian counterparts during claims negotiations to ensure amicable settlement. Also, it is useful for Iranian stakeholders to have better understanding of concerns of non-Iranian stakeholders. Originality/value – The paper is the original work of the authors, and to the best of the authors’ knowledge, this paper has for the first time introduced the factors affecting claims negotiations. The findings of this paper provide useful insight into effective claims negotiations of Iranian oil and gas projects.
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Oostinga, Miriam S. D., Ellen Giebels, and Paul J. Taylor. "Communication Error Management in Law Enforcement Interactions: A Sender’s Perspective." Criminal Justice and Behavior 47, no. 1 (August 27, 2019): 39–60. http://dx.doi.org/10.1177/0093854819870856.

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We examined the psychological and behavioral consequences of making a communication error in expressive crisis negotiations and instrumental suspect interviews. During crisis negotiation ( n = 133) or suspect interview ( n = 68) training, Dutch police and probation officers received preparation material that led them to make a factual, judgment, or no error. Across both studies, errors increased officers’ negative affect, with errors leading to more stress in crisis negotiations and more distraction in suspect interviews. When comparing factual with judgment errors, factual errors led to more distraction in crisis negotiations and more negative affect in suspect interviews. Analysis of the transcribed dialogues identified four categories of response: apologize, exploration, deflect, and no alignment. Of these, negotiators used all four regularly, whereas interviewers predominantly used exploration and deflect. Our findings revealed the potentially negative effects of errors on officers and offered insights into how they could best focus to induce an appropriate response.
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Bachkirov, Alexandre A., and Salem AlAbri. "Islamic values and negotiator behavior." International Journal of Islamic and Middle Eastern Finance and Management 9, no. 3 (August 15, 2016): 333–45. http://dx.doi.org/10.1108/imefm-08-2015-0094.

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Purpose The purpose of this study is to examine whether and how the fundamental Islamic values of Arab Muslim business negotiators influence their views of the negotiation process and negotiation behavior. Design/methodology/approach The study is based on an interpretive qualitative approach. The data were obtained by semi-structured interviews. The participants were managers whose role entails negotiations as an essential component of their job. Findings For Arab Muslim negotiators, the use of knowledge is associated with a moral imperative of being truthful and using knowledge responsibly. The virtues of honesty, transparency, trust, integrity, fairness, peace, respect and concern for the counterpart’s negotiation outcomes emerged as important considerations for Arab Muslim negotiators. Research limitations/implications All the research participants were from an Arab Islamic country. Empirical data obtained from non-Arab Islamic respondents can provide further insights into how religious beliefs shape negotiation behavior of Muslim negotiators. Practical implications The international negotiation practitioners involved in cross-cultural negotiations in the Arabian Gulf should consider their counterpart’s behavioral patterns and expectations shaped by the Islamic faith. Appreciating what matters to an Arab Muslim negotiator will increase the probability of a positive negotiation experience and the likelihood of attaining negotiation goals. Originality/value The study contributes to the literature on innovative management practices by emphasizing the need to broaden the knowledge of a cultural perspective of management innovation. Innovative interventions in intercultural negotiations should include a consideration of the counterparts’ religious beliefs in both intra- and inter-firm bargaining situations.
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Sengenberger, Werner. "International Implications ofA Behavioral Theory of Labor Negotiations." Negotiation Journal 31, no. 4 (October 2015): 453–57. http://dx.doi.org/10.1111/nejo.12127.

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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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McKersie, Robert, and Richard Walton. "A retrospective on the behavioral theory of labor negotiations." Journal of Organizational Behavior 13, no. 3 (May 1992): 277–85. http://dx.doi.org/10.1002/job.4030130309.

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Dissertations / Theses on the topic "Behavioral negotiations"

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

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In an increasingly globalized workplace, the ability to communicate effectively across cultures is critical. We propose that the quality of communication experienced by individuals plays a significant role in the outcomes of intercultural interactions, such as cross-border negotiations. In four studies, we developed and validated a multidimensional conceptualization of Quality of Communication Experience (QCE) and examined its consequences in intracultural versus intercultural business negotiation. We proposed and found three dimensions of QCE, namely Clarity, Responsiveness, and Comfort. Findings from intercultural and same-cultural negotiations supported the hypotheses that QCE is lower in intercultural than intracultural negotiation; and that a higher degree of QCE leads to better negotiation outcomes. Moreover, we found evidence that the beneficial effects of higher QCE on negotiation outcomes are more pronounced in intercultural than intracultural negotiation. We propose an agenda for future research and identify implications for practice.
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Čaušević, Aida. "Formal Approaches for Behavioral Modeling and Analysis of Design-time Services and Service Negotiations." Doctoral thesis, Mälardalens högskola, Inbyggda system, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-23271.

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During the past decade service-orientation has become a popular design paradigm, offering an approach in which services are the functional building blocks. Services are self-contained units of composition, built to be invoked, composed, and destroyed on (user) demand. Service-oriented systems (SOS) are a collection of services that are developed based on several design principles such as: (i) loose coupling between services (e.g., inter-service communication can involve either simple data passing or two or more connected services coordinating some activity) that allows services to be independent, yet highly interoperable when required; (ii) service abstraction, which emphasizes the need to hide as many implementation details as possible, yet still exposing functional and extra-functional capabilities that can be offered to service users; (iii) service reusability provided by the existing services in a rapid and flexible development process; (iv) service composability as one of the main assets of SOS that provide a design platform for services to be composed and decomposed, etc. One of the main concerns in such systems is ensuring service quality per se, but also guaranteeing the quality of newly composed services. To accomplish the above, we consider two system perspectives: the developer's and the user's view, respectively. In the former, one can be assumed to have access to the internal service representation: functionality, enabled actions, resource usage, and interactions with other services. In the second, one has information primarily on the service interface and exposed capabilities (attributes/features). Means of checking that services and service compositions meet the expected requirements, the so-called correctness issue, can enable optimization and possibility to guarantee a satisfactory level of a service composition quality. In order to accomplish exhaustive correctness checks of design-time SOS, we employ model-checking as the main formal verification technique, which eventually provides necessary information about quality-of-service (QoS), already at early stages of system development. ~As opposed to the traditional approach of software system construction, in SOS the same service may be offered at various prices, QoS, and other conditions, depending on the user needs. In such a setting, the interaction between involved parties requires the negotiation of what is possible at request time, aiming at meeting needs on demand. The service negotiation process often proceeds with timing, price, and resource constraints, under which users and providers exchange information on their respective goals, until reaching a consensus. Hence, a mathematically driven technique to analyze a priori various ways to achieve such goals is beneficial for understanding what and how can particular goals be achieved. This thesis presents the research that we have been carrying out over the past few years, which resulted in developing methods and tools for the specification, modeling, and formal analysis of services and service compositions in SOS. The contributions of the thesis consist of: (i)constructs for the formal description of services and service compositions using the resource-aware timed behavioral language called REMES; (ii) deductive and algorithmic approaches for checking correctness of services and service compositions;(iii) a model of service negotiation that includes different negotiation strategies, formally analyzed against timing and resource constraints; (iv) a tool-chain (REMES SOS IDE) that provides an editor and verification support (by integration with the UPPAAL model-checker) to REMES-based service-oriented designs;(v) a relevant case-study by which we exercise the applicability of our framework.The presented work has also been applied on other smaller examples presented in the published papers.
Under det senaste årtiondet har ett tjänstorienterat paradigm blivit allt-mer populärt i utvecklingen av datorsystem. I detta paradigm utgör så kallade tjänster den minsta funktionella systemenheten. Dessa tjänster är konstruerade så att de kan skapas, användas, sammansättas och avslutas separat. De ska vara oberoende av varandra samtidigt som de ska kunna fungera effektivt tillsammans och i samarbete med andra system när så behövs. Vidare ska tjänsterna dölja sina interna implementa-tionsdetaljer i så stor grad som möjligt, samtidigt som deras fulla funktionalitet ska exponeras för systemdesignern. Tjänsterna ska också på ett enkelt sätt kunna återanvändas och sammansättas i en snabb och flexibel utvecklingsprocess.En av de viktigaste aspekterna i tjänsteorienterade datorsystem är att kunna säkerställa systemens kvalitet. För att åstadkomma detta ärdet viktigt att få en djupare insikt om tjänstens interna funktionalitet, i termer av möjliga operationer, resursinformation, samt tänkbar inter-aktion med andra tjänster. Detta är speciellt viktigt när utvecklaren har möjlighet att välja mellan två funktionellt likvärda tjänster somär olika med avseende på andra egenskaper, såsom responstid eller andra resurskrav. I detta sammanhang kan en matematisk beskrivning av en tjänsts beteende ge ökad förståelse av tjänstemodellen, samt hjälpa användaren att koppla ihop tjänster på ett korrekt sätt. En matematisk beskrivning öppnar också upp för ett sätt att matematiskt resonera kring tjänster. Metoder för att kontrollera att komponerade tjänstermöter ställda resurskrav möjliggör också resursoptimering av tjänster samt verifiering av ställda kvalitetskrav.I denna avhandling presenteras forskning som har bedrivits under de senaste åren. Forskningen har resulterat i metoder och verktyg föratt specificera, modellera och formellt analysera tjänster och sammansättning av tjänster. Arbetet i avhandlingen består av (i) en formell definition av tjänster och sammansättning av tjänster med hjälp avett resursmedvetet formellt specifikationsspråk kallat Remes; (ii) två metoder för att analysera tjänster och kontrollera korrektheten i sammansättning av tjänster, både deduktivt och algoritmiskt; (iii) en modell av förhandlingsprocessen vid sammansättning av tjänster som inkluderar olika förhandlingsstrategier; (iv) ett antal verktyg som stödjer dessa metoder. Metoderna har använts i ett antal fallstudier som är presenterade i de publicerade artiklarna.
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Yuksel, Onur. "Mergers and Acquisitions (M&A) Negotiations Within – Cross Case Analysis." Thesis, NSUWorks, 2018. https://nsuworks.nova.edu/shss_dcar_etd/113.

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In today’s ever-fluctuating global economy, it is necessary for companies to occasionally engage in mergers and acquisitions (M&A) practices in order to expand both their domestic and international markets, achieve financial gain and competitive advantage, and consolidate and enter new markets. United States companies, along with businesses worldwide, are now adhering to M&A strategies; in fact, the majority of the worldwide commercial sector has most likely encountered and been affected by the M&A process. Although there is increasing popularity of M&A in the international business arena, only a limited number of transactions have actually met business expectations, as the majority of M&As have been aborted due to unmet challenges during or after the negotiations. The purpose of this qualitative study was to examine how some key U.S. companies manage their complex M&A negotiation processes to facilitate success. A multi-case literal replication study was conducted using archival records, documents, dissertations, articles, news stories, archival interviews from the companies’ experts, and M&A scholars to examine each case individually and determine the similarities and differences among the selected cases. The main reason for exploring this topic is the belief that the dynamics of the negotiation process can significantly influence the success of the M&A process, particularly with regard to the strategic intent of the consolidation, the monetary terms as well as the incentives to existing stockholders, the decisions on future leadership, and the culture integration challenge.
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Benjamin, Joy Delorenza. "The 2004 Japanese Professional Baseball Collective Bargaining Negotiations: A Qualitative Case Study." NSUWorks, 2015. http://nsuworks.nova.edu/shss_dcar_etd/13.

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Walton and McKersie (1965) defined relationship patterns as those shared attitudes that are important to negotiators when they are interacting together. In the case of the 2004 Japanese Professional Baseball collective bargaining negotiations, Dabscheck (2006) discussed the major issues and events that led to the two (2) day labor strike. However, his article did not describe how the relationship pattern between the Nippon Professional Baseball (NPB) and the Japanese Professional Baseball Players Association (JPBPA) changed to facilitate the settlement of the conflict. Along the same vein, researchers (Adair, Brett, & Okumura, 2001; Adair & Brett, 2005; Deck, Farmer, & Zeng, 2009; and Doucet, Jehn, Weldon, & Wang, 2009; Drake, 1995; Neu, 1988; and McDaniel, 2000) attempted to show a link between negotiator behavior from cultural and communication perspectives, however, there was little empirical attention paid to the psychological process, such as thoughts, perceptions, emotions, and attitudes, and its link to negotiator behavior leaving a gap in the existing scholarly literature. To address the gap in Dabscheck's (2006) article and the existing scholarly literature, I utilized Yin's (2009) Case Study Research Approach to qualitative inquiry by analyzing document reviews and engaging collaboratively with research participants through focused interviews to investigate how the relationship pattern in the 2004 Japanese Professional Baseball collective bargaining negotiations changed from the beginning to the end of the conflict if at all. I found that the NPB and the JPBPA institutional pattern of relationship at the start of the conflict began with a containment-aggression relationship pattern, and over four (4) months, the pattern of relationship did change from containment-aggression to cooperation. Upon further investigation, I found that the NPB and the JPBPA negotiators operated initially in the distributive bargaining sub-process utilizing reinforcement tactics, but over the course of four (4) months, they began to operate in the integrative bargaining sub-process with the utilization of cognitive balance tactics even though the NPB and the JPBPA negotiators never abandoned operating in the distributive bargaining sub-process. In essence, they operated in hybrid distributive and integrative sub-processes at the same time. Moreover, I discovered that the NPB and the JPBPA moved from containment-aggression to cooperation not only because of a change in the NPB's lead negotiator position, but also because of a shared emotional moment between the NPB and the JPBPA negotiators, which initiated a shift away from stalemate. Although environmental factors, such as the media, fans, politicians, and other unions, over the course of four (4) months did not waiver in their support for the resolution of the conflict, the evidence did not directly demonstrate the way that their support and their influence manifested in the collective bargaining negotiations.
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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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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 horizonalization and other qualitative analyses methods, within-case and across-case analysis were done to determine key findings of each interview. This dissertation provides an insight into the cultural profile of Dominicans, as the foundation to create a descriptive profile of the Dominican negotiator.
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Yiu, Tak Wing. "A behavioral analysis of construction dispute negotiation /." access full-text access abstract and table of contents, 2005. http://libweb.cityu.edu.hk/cgi-bin/ezdb/thesis.pl?phd-bc-b19887577a.pdf.

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Thesis (Ph.D.)--City University of Hong Kong, 2005.
"Submitted to Department of Building and Construction in partial fulfillment of the requirements for the degree of Doctor of Philosophy" Includes bibliographical references (leaves 179-201)
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Harley, Cynthia Marie. "Negotiation of Barriers by Intact and Brain-Lesioned Cockroaches." Case Western Reserve University School of Graduate Studies / OhioLINK, 2009. http://rave.ohiolink.edu/etdc/view?acc_num=case1254949161.

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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 philosophy and Taoistic philosophy continue to provide the foundations of Chinese cultural traditions and values, which influence Chinese perceptions and approaches to conflict resolution and thus affect Chinese negotiation behavior. Cultural values discussed include harmony, collectivism, conformity, holism-contextualism, time, face, shame, reciprocity, high context, friendship, and Guanxi. The author suggests that traditional Chinese cultural values influence Chinese people to be less openly assertive and emotional in conflict situations, which consequently lead Chinese negotiators to the adoption of high compromising and avoiding behaviors and a relatively low preference for competing and assertive postures in negotiations. Based on the cultural values and Chinese conflict preferences, the author offers recommendations for preparing, conducting, and concluding negotiations with Chinese people.
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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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Books on the topic "Behavioral negotiations"

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Königstein, Manfred. The choice of the agenda in labor negotiations: Efficiency and behavioral considerations. Bonn, Germany: IZA, 2005.

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Walton, Richard E. A behavioral theory of labor negotiations: An analysis of a social interaction system. 2nd ed. Ithaca, N.Y: ILR Press, 1991.

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Lakos, Amos. International negotiations: Soviet diplomacy and negotiating behavior : a bibliography. Monticello, Ill., USA: Vance Bibliographies, 1989.

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Chinese political negotiating behavior: A briefing analysis. Santa Monica, CA: Rand, 1985.

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Hiroshi, Kimura. International comparative studies of negotiating behavior: International Symposium, August 28-30, 1996. Kyoto]: International Research Center for Japanese Studies, 1998.

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Solomon, Richard H. American negotiating behavior: Wheeler-dealers, legal eagles, bullies, and preachers. Washington, D.C: United States Institute of Peace, 2009.

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Solomon, Richard H. American negotiating behavior: Wheeler-dealers, legal eagles, bullies, and preachers. Washington, D.C: United States Institute of Peace, 2009.

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Schecter, Jerrold L. Russian negotiating behavior: Continuity and transition. Washington, D.C: U.S. Institute of Peace Press, 1998.

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Schecter, Jerrold L. Russian negotiating behavior: Continuity and transition. Washington, D.C: United States Institute of Peace Press, 1998.

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Schecter, Jerrold L. Russian negotiating behavior: Continuity and transition. Washington, D.C: U.S. Institute of Peace Press, 1998.

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Book chapters on the topic "Behavioral negotiations"

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Guszkowski, Karen N., and Vincent B. Van Hasselt. "Crisis (Hostage) Negotiations." In Handbook of Behavioral Criminology, 591–610. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-61625-4_34.

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McKersie, Robert B., and Richard E. Walton. "17. From the Behavioral Theory to the Future of Negotiations." In Negotiations and Change, edited by Thomas A. Kochan and David B. Lipsky, 301–14. Ithaca, NY: Cornell University Press, 2019. http://dx.doi.org/10.7591/9781501731686-019.

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Hennig-Schmidt, Heike, Ulrike Leopold-Wildburger, Axel Ostmann, and Frans van Winden. "Understanding Negotiations: A Video Approach in Experimental Gaming." In The Selten School of Behavioral Economics, 127–65. Berlin, Heidelberg: Springer Berlin Heidelberg, 2010. http://dx.doi.org/10.1007/978-3-642-13983-3_10.

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Gettinger, Johannes, Alexander Dannenmann, Daniel Druckman, Michael Filzmoser, Ronny Mitterhofer, Andreas Reiser, Mareike Schoop, Rudolf Vetschera, Per van der Wijst, and Sabine Köszegi. "Impact of and Interaction between Behavioral and Economic Decision Support in Electronic Negotiations." In Lecture Notes in Business Information Processing, 151–65. Berlin, Heidelberg: Springer Berlin Heidelberg, 2012. http://dx.doi.org/10.1007/978-3-642-32191-7_11.

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McCarthy, Alan, and Steve Hay. "Negotiation Influence Behaviors." In Advanced Negotiation Techniques, 153–54. Berkeley, CA: Apress, 2015. http://dx.doi.org/10.1007/978-1-4842-0850-2_18.

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Nikolopoulos, Andreas. "Forming initial behavior." In Negotiating Strategically, 17–52. London: Palgrave Macmillan UK, 2011. http://dx.doi.org/10.1057/9780230307667_3.

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Sundarraj, R. P. "Electronic Negotiation and Behavioral Elements." In Handbook of Group Decision and Negotiation, 1–25. Cham: Springer International Publishing, 2020. http://dx.doi.org/10.1007/978-3-030-12051-1_39-1.

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Sundarraj, R. P. "Electronic Negotiation and Behavioral Elements." In Handbook of Group Decision and Negotiation, 1099–123. Cham: Springer International Publishing, 2021. http://dx.doi.org/10.1007/978-3-030-49629-6_39.

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Barnhill, Christopher R., Natalie L. Smith, and Brent D. Oja. "Conflict and Negotiation." In Organizational Behavior in Sport Management, 175–87. Cham: Springer International Publishing, 2021. http://dx.doi.org/10.1007/978-3-030-67612-4_16.

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Eden, Colin. "Behavioral Considerations in Group Support." In Handbook of Group Decision and Negotiation, 1–16. Cham: Springer International Publishing, 2020. http://dx.doi.org/10.1007/978-3-030-12051-1_34-1.

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Conference papers on the topic "Behavioral negotiations"

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Mitterhofer, Ronny, Daniel Druckman, Michael Filzmoser, Johannes Gettinger, Mareike Schoop, and Sabine T. Koeszegi. "Integration of Behavioral and Analytic Decision Support in Electronic Negotiations." In 2012 45th Hawaii International Conference on System Sciences (HICSS). IEEE, 2012. http://dx.doi.org/10.1109/hicss.2012.334.

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Semnani-Azad, Zhaleh, Katia Sycara, Danielle Rice, Wendi Adair, and Michael Lewis. "Behavioral Mimicry in Chinese and Canadian Negotiations: Frequency, Duration and Impact." In Hawaii International Conference on System Sciences. Hawaii International Conference on System Sciences, 2019. http://dx.doi.org/10.24251/hicss.2019.059.

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Mell, Johnathan. "Human-Like Agents for Repeated Negotiation." In Twenty-Sixth International Joint Conference on Artificial Intelligence. California: International Joint Conferences on Artificial Intelligence Organization, 2017. http://dx.doi.org/10.24963/ijcai.2017/754.

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Virtual agents have been used as tools in negotiation—from acting as mediators to manifesting as full-fledged conversational partners. Virtual agents are a powerful tool for teaching negotiation skills, but require an accurate model of human behavior to perform well both as partners and teachers. The work proposed here aims to expand the current horizon of virtual negotiating agents to utilize human-like strategies. Further agents developed using this framework should be cognizant of the social factors influencing negotiation, including reputation effects and the implications of long-term repeated relationships. A roadmap of current efforts to develop agent platforms and future expansions is discussed.
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Peleckis, Kestutis, Valentina Peleckienė, Giedrė Lapinskienė, and Gitana Dudzeviciute. "PRINCIPLES OF EFFECTIVE COMMUNICATION AND PERSUASION IN BUSINESS NEGOTIATIONS." In Business and Management 2016. VGTU Technika, 2016. http://dx.doi.org/10.3846/bm.2016.48.

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In business communication and negotiations communicating sides are trying to convince each other in their views, positions justice. For this purpose using a variety of measures starting with scientifically sound principles, logic diagrams and ending in various appeals, speculations, sophistries. Language persuasiveness is very important the negotiators’ competence. Nothing can replace the suggestibility of a live word. Only directly communicating, negotiating, submitting proof, arguments, counter-arguments, controverting negotiators can move quickly to the overall objective of the agreement. Persuasion aims to change the behavior of the opponent, interviewer. Persuasion can bring positive and negative results.
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Fang, Fang, Ye Xin, Xia Yun, and Xu Haitao. "An Opponent's Negotiation Behavior Model to Facilitate Buyer-seller Negotiations in Supply Chain Management." In 2008 International Symposium on Electronic Commerce and Security. IEEE, 2008. http://dx.doi.org/10.1109/isecs.2008.93.

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Sudo, Yasuhiro, Keisuke Kasiwase, and Michiko Matsuda. "Verification of Scheduling Efficiency of an Autonomous Assembly System Using the Multi-Agent Manufacturing Simulator." In ASME/ISCIE 2012 International Symposium on Flexible Automation. American Society of Mechanical Engineers, 2012. http://dx.doi.org/10.1115/isfa2012-7231.

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This study is an examination of the effect of agent-based autonomous production scheduling, using the virtual factory on multi-agent simulation system. In the autonomous manufacturing system, a production plan is generated autonomously and dynamically, using communication and negotiation between agents that correspond to factory components. As infrastructure software for agent based manufacturing, the artisoc(c) is used as multi-agent simulator system. In this virtual factory, three types of agents are equipped. Users can operate a configuration such as input new jobs, adjusting a machine setting, etc, with monitoring conditions of agents. Additionally, this simulator has capability of input and output files such as assembly process schedules and logs of practical operations. As a result, by adjustment of the agent’s behavior with factory floor detail, the assembly schedule becomes more effective. The experiment was carried out to show that local negotiations contribute to global optimization when resources in the factory are effectively distributed and shared.
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Zick, Yair, Kobi Gal, Yoram Bachrach, and Moshe Mash. "How to Form Winning Coalitions in Mixed Human-Computer Settings." In Twenty-Sixth International Joint Conference on Artificial Intelligence. California: International Joint Conferences on Artificial Intelligence Organization, 2017. http://dx.doi.org/10.24963/ijcai.2017/66.

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Despite the prevalence of weighted voting in the real world, there has been relatively little work studying real people's behavior in such settings. This paper proposes a new negotiation game, based on the weighted voting paradigm in cooperative games, where players need to form coalitions and agree on how to share the gains. We show that solution concepts from cooperative game theory (in particular, an extension of the Deegan-Packel Index) provide a good prediction of people's decisions to join a given coalition. With this insight in mind, we design an agent that combines predictive analytics with decision theory to make offers to people in the game. We show that the agent was able to obtain higher shares from coalitions than did people playing other people, without reducing the acceptance rate of its offers. These results demonstrate the potential of incorporating concepts from cooperative game theory in the design of negotiating agents.
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Gal, Ya'akov, and Avi Pfeffer. "Predicting people's bidding behavior in negotiation." In the fifth international joint conference. New York, New York, USA: ACM Press, 2006. http://dx.doi.org/10.1145/1160633.1160699.

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Hao-hao, Cui, Feng Lei, Qin Long, and Yin Quan-jun. "Organization Restrained Negotiation Behavior in CGF." In 2011 International Conference on Intelligent Human-Machine Systems and Cybernetics (IHMSC). IEEE, 2011. http://dx.doi.org/10.1109/ihmsc.2011.112.

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Rodrigues, Sergio Assis, and Jano Moreira de Souza. "A Web Tool to Analyse Negotiation Behavior." In 2011 IEEE/FTRA International Conference on Multimedia and Ubiquitous Engineering (MUE). IEEE, 2011. http://dx.doi.org/10.1109/mue.2011.68.

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Reports on the topic "Behavioral negotiations"

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Li, D., D. Ceccarelli, and L. Berger. Link Management Protocol Behavior Negotiation and Configuration Modifications. RFC Editor, March 2013. http://dx.doi.org/10.17487/rfc6898.

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Yang, Zhijian. Role and behavior of interpreters : an exploratory study in American-Chinese business negotiations. Portland State University Library, January 2000. http://dx.doi.org/10.15760/etd.6161.

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