Dissertations / Theses: '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.
Contesse

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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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Drake, Ruth. "Epilepsy and its behavioural consequences : negotiating adolescence." Thesis, University of East London, 2002. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.532515.

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Ma, Zhenzhong 1972. "All negotiations are not perceived equal : the impact of culture and personality on cognitions, behaviors, and outcomes." Thesis, McGill University, 2005. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=85186.

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Culture and personality have been two of the most-studied factors in negotiation research, yet only limited evidence has been provided for their impact on negotiation behaviors and outcomes. This dissertation first reviews the development of negotiation research and explores an emergent body of negotiation studies that integrate cognitive and social factors into the examination of the negotiation process (Bazerman, Curhan, Moore, & Valley, 2000). A mental model of dyadic negotiation is proposed to incorporate the principles from social cognition research, whereby negotiation is seen as a cognitive decision-making process with involved parties defining what are appropriate objects of the dispute and what are acceptable behaviors and tactics. Within this framework, negotiator's cultural background, personality, and interpersonal relationship with counterpart jointly determine negotiator's cognitions, which further determine negotiation process (Barry & Friedman, 1998; Thompson, 1990, 1998).
A laboratory experiment is then designed to explore the effects of culture and personality on: (1) negotiator cognitions---the mental representations of the negotiation situation, issues, and negotiation partners, (2) competitive, collaborative, and yielding negotiation behaviors, and (3) economic and affective negotiation outcomes.
Three important negotiator cognitions, win-lose orientation, face-saving, and trust, are empirically tested in this study. Results suggest that negotiator cognitions do mediate the impact of personality and culture on negotiation process. Similarly, the impact of negotiator cognitions on negotiation outcomes is mediated by negotiation behaviors manifested during negotiation. Specifically, final results show that individualistic negotiators tend to perceive negotiation as a win-lose process and agreeable negotiators are more likely to trust their counterparts. Results also show that extraversion, long-term orientation, and collectivism are predictors of face-saving. Moreover, face-saving predicts competitive behavior that leads to higher individual profits while trust determines the level of collaboration that often leads to higher satisfaction. Practical implications and future research are discussed in the final chapter.

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Davis, Rachel N. "Types of and Negotiation of Connection Rituals in Newlywed Couples." DigitalCommons@USU, 2006. https://digitalcommons.usu.edu/etd/2562.

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The purpose of this study was to examine the types of connection rituals and negotiation patterns that newlywed couples use in their marriage. Past research has shown that rituals can have a positive effect on marital satisfaction . Five research questions guided the study: (1) Who initiates rituals and the frequency in which the rituals are performed? What process does the couple go through to negotiate them? (2) What percentage of rituals do newlywed couples take from their family of origin? (3) Are women the "kin keepers" in their fami ly/relationship? (4) Are there certain factors newlyweds take into consideration when negotiating? and (5) Are there some rituals more important to marital satisfaction? The research questions were tested with data from twenty newlywed couples who completed a survey designed specifically for this study. Results found that women initiate rituals more frequently in newlywed couples, verbal communication was the highest reported process couples go through to negotiate, family of origin practices are more often taken from the wife's family, and there are connection rituals both for husbands and wives that aid to their marital sati satisfaction. Implications and suggestions for future research are also presented.

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Burns, Katie L. "The influence of social and affective information on ultimatum bargaining behavior /." view abstract or download file of text, 2005. http://wwwlib.umi.com/cr/uoregon/fullcit?p3201676.

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Thesis (Ph. D.)--University of Oregon, 2005.
Typescript. Includes vita and abstract. Includes bibliographical references (leaves 190-201). Also available for download via the World Wide Web; free to University of Oregon users.

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Kwitonda, Jean Claude. "Lay Negotiation of Hygienic Haircare: Formative Assessment of Information, Motivation and Behavioral Skills." Ohio University / OhioLINK, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1533730466748872.

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Dunskus, Bertram V. "Single Function Agents and their Negotiation Behavior in Expert Systems." Digital WPI, 1999. https://digitalcommons.wpi.edu/etd-theses/1079.

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"A Single Function Agent (SiFA) is a software agent, with only one function, one point of view, and one target object on which to act. For example, an agent might be a critic (function) of material (target) from the point of view of cost. This research investigates the possibilities and implications of the SiFA concept, and analyzes the definition language, negotiation language and negotiation strategies of the agents. After defining a domain-independent set of agent types we investigated negotiation, analyzing which pairs/groups of agents have reason to communicate, and what the information passed between them should be, as well as what knowledge was needed to support the negotiation. A library for the CLIPS expert system shell was built, which allows development of SiFA based expert systems from domain independent templates. We will present two such systems, one as implemented for the domain of ceramic component material selection and the other (in development) for simple sailboat design. The effect of negotiation on the design process and the results are discussed, as well as directions for future research into SiFAs."

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Frascatore, Mark R. "Optimal tenure choice and collusive behavior in contract negotiation models." Diss., Virginia Tech, 1994. http://hdl.handle.net/10919/38560.

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he assumption of a purely self-interested supervisor in a three-tier hierarchy (a principal-supervisor-agent framework) gives rise to the possibility of supervisor-agent collusion which lowers the principal's profits. It has also been shown that the transfer of information in side contract negotiations between the supervisor and the agent may hinder collusion and maintain high principal profits. In chapter 2, I show that imposing "credible" updating of type beliefs during negotiations can guarantee one of two outcomes that are Pareto superior for the supervisor-agent coalition. I further refine the equilibria by endogenizing the decision of who makes the side contract proposal, and a unique collusive equilibrium results. In allowing the principal to form a collusion-proof incentive contract, I find that the only plausible solution is for the principal to ignore the supervisor. It is clear that there is no value at all to the principal in hiring a self-interested supervisor. This casts doubt on the validity of the assumption that the supervisor is self-interested, and I discuss some possible alternatives. Chapter 3 studies job matching inefficiencies under two-sided uncertainty. I examine these inefficiencies in a setting of a single-stage, simultaneous-offer bargaining situation, where the applicant does not know his productivity with the firm, and the employer does not know the applicant's reservation wage. I compare linear bid strategy equilibria between the cases where the applicant is uninformed of his productivity and where he is informed. I find that the payoff to the applicant is higher if he is informed. He is thus willing to collude with an informed person within the firm, paying him up to the difference in payoffs to obtain his productivity information. It is noteworthy that the collusive equilibrium is always more efficient than the non-collusive equilibrium, and that most types of employer prefer the applicant to have the knowledge. In the cases that the employer does not wish the applicant to possess the information, I examine possible reward schemes for the employer to use to deter collusion. I find, however, that a successful reward scheme is too costly to the employer, and coalition formation always occurs in equilibrium. Chapter 4 studies the strategic choice of job tenures to maximize lifetime earnings. A worker's salary typically increases with tenure, and the possible net starting salary at a new job depends on such factors as search costs, training period duration, rate of human capital accumulation, and experience. The worker thus wishes to choose appropriate tenures considering the levels of these factors for the industry in which he works. I set up a general framework for the problem, and solve using specific functional forms for salary increments and the new starting salary. I find that these factors are important in determining the optimal number of jobs to work, and the optimal distribution of tenures among the jobs. It is easy to see how variations in these factors across industries can help explain variations in turnover rates and tenure choices of individuals at different points in their working lifetimes. Also, we see how realistic variations in these values over the course of a worker's lifetime yield results consistent with empirical findings.
Ph. D.

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Yang, Zhijian Kevin. "Role and behavior of interpreters : an exploratory study in American-Chinese business negotiations." PDXScholar, 1991. https://pdxscholar.library.pdx.edu/open_access_etds/4277.

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The purpose of this study is to identify the roles and behaviors of interpreters. The context of this research is American-Chinese business negotiations. The focus of this study is on the roles and behaviors of interpreters by means of revealing the perspectives of interpreters and American negotiators.

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Francis, June N. P. "WHEN IN ROME... : the effects of adaptive behaviors on intercultural buyer/seller negotiations /." Thesis, Connect to this title online; UW restricted, 1989. http://hdl.handle.net/1773/8762.

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Matlock, Alena, and University of Lethbridge Faculty of Arts and Science. "Negotiating social space in vervet monkeys." Thesis, Lethbridge, Alta. : University of Lethbridge, Dept. of Psychology, c2013, 2013. http://hdl.handle.net/10133/3454.

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This study explores the effect of changing ecological conditions on female social organization among free-ranging vervet monkeys (Cholorocebus aethiops pygerythrus) in the Klein Karoo, South Africa. Comparison was made between a previous study conducted during a period of drought in 2009, and my own study conducted when conditions were much wetter and hence, less ecologically stressful. In addition, animals in the present study also experienced conditions of low demographic stress. Compared to 2009, females displayed lower rates of competition and aggression, did not compete for access to grooming partners, and did not preferentially groom those of high rank, nor did they do so more frequently. Females did, however, preferentially associate spatially with those they groomed most; a finding in contrast to the previous study. Females did not groom those of adjacent ranks more frequently, nor was there any relationship between rank difference and spatial association. In addition, there were rank differences in vigilance were found between females, and vigilance costs overall were affected by total group size. Overall, these findings support some aspects of the socioecological model used to predict group structure in primates, but other aspects of social organization remain puzzling, and may reflect larger overall group sizes in the Samara population, which changes patterns of engagement between females in ways not fully captured by current models.
xi, 122 leaves ; 29 cm

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Solda, Alice. "Overconfidence as an interpersonal strategy." Thesis, Lyon, 2020. http://www.theses.fr/2020LYSE2010.

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Les modèles économiques standard supposent que les individus collectent et traitent l'information d'une manière qui leur donne une perception relativement précise de la réalité. Cependant, cette hypothèse est souvent remise en question. Les données montrent que les individus forment souvent des préjugés positifs à leur égard, ce qui peut avoir des conséquences économiques néfastes. Cette thèse vise à expliquer la persistance de la surconfiance dans les interactions sociales en montrant l'existence d'avantages stratégiques de la surconfiance qui compensent son coût social.À l'aide d'une série d'expériences en laboratoire, cette thèse montre que (i) la surconfiance se manifeste principalement lorsqu'elle procure un avantage dans les interactions sociales (chapitre 2) et (ii) identifie les situations dans lesquelles la surconfiance est susceptible de nuire à la société (chapitres 3 et 4). Cette thèse contribue à la littérature en améliorant notre compréhension des déterminants situationnels de la surconfiance dans les interactions sociales et posent les bases pour améliorer les politiques visant à prévenir ou à limiter les effets négatifs
Standard economic models assume that individuals collect and process information in a way that gives them a relatively accurate perception of reality. However, this assumption is often violated. Data shows that individuals often form positively biased beliefs about themselves, which can have detrimental economic con-sequences. This thesis aims to explain the persistence of overconfidence in social interactions by showing the existence of strategic benefits of being overconfident that offset its social cost.Using a series of laboratory experiments, this thesis shows that (i) overconfidence emerges primarily when it provides an advantage in social interactions (Chapter2) and (ii) identify situations in which overconfidence is likely to be socially detrimental (Chapter 3 and 4). This thesis contributes to the literature by enhancing our understanding of the situational determinants of overconfidence in social interactions and lay the foundations to improve policies intended to prevent or limit its negative effects

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Jarrah, Moath. "An Automated Methodology For Negotiation Behavior in Multi-Agent Engineering Applications." Diss., The University of Arizona, 2008. http://hdl.handle.net/10150/193528.

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The ability to manage and exploit geographically distributed systems of service providers is rather limited in today engineering solutions. Existing techniques suffer from three main problems: first, current techniques cannot provide brokering in managing loosely coupled service providers. Second, the engineering design of existing management tools does not provide enough expressive capabilities for varying user behaviors or when different domains are encountered. Third, lack of interaction between different requestors and providers yields inefficient and very costly agreements. In this thesis, we will present an automated Domain-Independent Marketplace architecture that allows user agents to interact with provider agents using two simple and yet powerful negotiation protocols which define the rules of interactions in multi-agent environments. Having a trusted third party marketplace supports privacy and transparency among collaborative agents and service providers. Service providers have different capabilities depending on the domain of interest. Such providers can be radar sensors as in oceanography surveillance systems, print servers in distributed printing jobs community, or they can be online stores providing products on the web in the E-commerce domain. In order to provide negotiation in different domains, a dynamic message structuring capability is needed. A key role to support such an expressive power is to design an ontology that contains specialization relations between the different domains of interest. The automation of integrating the Domain-Dependent message structure Ontology with the Domain-Independent marketplace architecture gives the designer a powerful tool in which systems can be tailored based on the operational purposes and objectives.The System Entity Structure (SES) methodology, which is a formalism to define hierarchical relations among entities, is used to build the required message structures Ontology automatically through the creation of SES natural language. The architecture design of the Marketplace suggests different phases and functionalities which are mapped and implemented using the Discrete Event System Specifications (DEVS). DEVS/Service Oriented Architecture (DEVS/SOA) is used to validate our system and show a proof of the concept by deploying models of printing jobs in a web-services multi-server environment for printing server domain.

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Ratsep, Linda, and Kerry M. Kartchner. "American perspectives on the vagaries of Soviet negotiating behavior." Thesis, Monterey, California: U.S. Naval Postgraduate School, 1987. http://hdl.handle.net/10945/22601.

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Coppersmith, Abbie L. "Negotiating Wardrobe: Preadolescent Girls and their Mothers." Ohio University / OhioLINK, 2011. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1307127716.

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Dias, Suzana Wayand. "Estilos de negociação nas transações comprador-vendedor: uma aplicação do instrumento TKI®." Universidade de São Paulo, 2008. http://www.teses.usp.br/teses/disponiveis/96/96132/tde-29042009-161446/.

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O principal objetivo desta dissertação é identificar os perfis de comportamentos dos executivos que realizam transação do tipo comprador-vendedor em cursos de educação continuada de São Paulo, utilizando-se de um instrumento denominado TKI®. A amostra foi composta de 145 entrevistas com escolha por conveniência da autora. Cada um dos executivos respondeu a dois questionários contendo: caracterização do perfil do executivo e o instrumento TKI®, versão oficial do distribuidor no Brasil. Os resultados constatam a presença do estilo evitando para os grupos de compradores e vendedores, o que causou surpresa dada a natureza da atividade da profissão. Compradores concedem menos do que os vendedores e são mais competitivos. O estilo conciliando predomina em ambos os grupos com maior freqüência de respostas da amostra.
This study aimed at identifying and evaluating the negotiation styles among buyer-seller transactions in training programs of universities of São Paulo state, using the Thomas-Kilmann (TKI®) instrument. The sample was composed by 145 respondents with interviews among students of MBAs. Each executive answered two questionnaires: the TKI® instrument and perception questionnaire. Surprisingly it was found high frequency for avoiding style both for buyers and sellers. Buyers are less accommodating and more competing than sellers. Compromising style is predominant in both samples of buyers and sellers.

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Cooper, Margaret. "Stigma and the Negotiation of Identity by Rural and Small-Town Lesbians." TopSCHOLAR®, 1990. http://digitalcommons.wku.edu/theses/1921.

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Fifteen women who identify themselves as lesbians were located through snowball sampling. These women participated in confidential taped interviews and assigned pseudonyms. They were questioned on topics which included growing up gay, family, work relations and friendship associations. It was assumed that life experiences may differ on the basis of social environments. This study focused on the unique experiences of rural lesbians. Erving Goofman’s book, Stigma, provided the theoretical framework utilized in the analysis of lesbian identity management. It also allowed for a discussion of stigma and its effect on lesbians. The women in the study experiencing homosexual feelings during prior to adolescence. Their reactions to these feelings related directly to the amount of stigma that they had internalized. All women in the study developed maintenance strategies that prevented disclosure of their lesbianism. It was found that lesbians often suffer great consequences when their sexuality is disclosed.

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Costa-Gomes, Miguel A. "Essays on behavior and cognition in experimental game theory /." Diss., Connect to a 24 p. preview or request complete full text in PDF format. Access restricted to UC campuses, 1998. http://wwwlib.umi.com/cr/ucsd/fullcit?p9907666.

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Goertz, Johanna Maria Margarethe. "Essays on behavior and incentives in institutions." Columbus, Ohio : Ohio State University, 2006. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1155585842.

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Renderos, Hugo. "The Role of Negotiations and Organizational Behavior in the Implementation of El Salvador's Peace Accords." University of Akron / OhioLINK, 2011. http://rave.ohiolink.edu/etdc/view?acc_num=akron1321325370.

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Dorough-Lewis, James. "Exploring Identity and Negotiation among Women Military Interrogators through Interpretative Phenomenological Analysis." NSUWorks, 2017. http://nsuworks.nova.edu/shss_dcar_etd/55.

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Post-modern feminist security studies explore how our discourse about gender and war affects the construction of security as a concept. Military narratives valorizing the masculine over the feminine have long marginalized women warriors. In recent years, images of the torture and abuse of detainees have appropriated the representation of women interrogators during the Global War on Terrorism in particular. This research applied interpretative phenomenological analysis to the narratives of women interrogators in order to challenge the silence concerning their lived experiences by addressing how women interrogators understand their experiences both as woman and as interrogators, and how they negotiated socially constructed contradictions between these identities. Based on an analysis of semi-structured interviews with eight participants, the findings produced seven, interrelated themes. First, the findings explored the integration of gender with other markers of identity. Next, the findings demonstrated women interrogators recognize gender as a context-dependent role negotiated within the military institution through the development and demonstration of technical prowess. Then, the findings described interrogation as a complex adaptive system in which women interrogators harnessed to achieve their goals. Finally, the findings determined that the intersection of women interrogators’ identities and their interactions in the context of interrogation operations generated the perception of women interrogators as non-threatening. Women interrogators learned to exploit the meaning of this emergent phenomenon through introspection and the development of self-awareness.

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Beninger, Anna. "Ask for it: the impact of self-esteem, situational characterization, and gender on the propensity to initiate negotiation." Claremont McKenna College, 2009. http://ccdl.libraries.claremont.edu/u?/stc,45.

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This study analyzes the impact of self-esteem (high vs. low), situational characterization ("negotiate" vs. "ask"), and gender (men vs. women) on the likelihood an individual initiates negotiation (n = 140). Self-esteem was primed with a prompt and the participants were told they could either "negotiate" or "ask" for more money after completing two tasks. A main effect of situational characterization was found such that negotiation was more likely in the "negotiate" condition than in the "ask" condition. Neither self-esteem nor gender produced significant results. A significant interaction showed that men were more likely to negotiate in the "ask" condition, but there were no gender differences in the "negotiate" condition. Finally, gender differences in anticipated future earnings were found. Men held considerably higher expectations for average salary 5 years after graduating from college than women. These results have important implications for training students to negotiate for the salaries they deserve and moving closer to closing the gender wage gap.

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Jang, Dooseok. "Two Essays of Other-Regarding Preferences' Influence on Social Decision Making." Diss., The University of Arizona, 2015. http://hdl.handle.net/10150/556837.

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This paper investigates the influence of two representative other-regarding preferences on specified issues. The first chapter studies the preferred tax rate and labor supplies of voters in the presence of income inequality aversion in a two-stage redistribution game. The two-stage redistribution game consists of a first stage in which voters vote for a flat tax rate on income with the revenues redistributed evenly and a second stage in which workers, who are also voters, provide the labor supplies with the tax rate given. I specify inequality aversion preferences into two ways: The payoff inequality aversion represents people's preference to divide their material payoff evenly, and the income inequality aversion represents people's preference to divide their income evenly without considering their efforts to earn that income. In conclusion, payoff inequality-averse workers provide the same labor supplied as a worker who does not have any inequality aversions (a standard worker) but prefers a higher tax rate to a standard worker. The income inequality-averse workers, first, provide their labor supply considering their positions in a skill distribution and, therefore, adjust their labor supply such that the income curve becomes flatter. High-skilled workers tend to earn less income, while low-skilled workers tend to earn more income. Second, the income share of the richest decreases with the degree of inequality aversion up to a point. Third, inequality-averse workers do not necessarily prefer a higher tax rate to a standard worker, mainly because some level of income inequality is already self-adjusted in the second stage. The second chapter looks at how reciprocal preferences influence coalition size in international environmental agreements. Reciprocal preferences represent how a decision maker gains an additional positive utility when it responds to a kind action with a kind action or to an unkind action with an unkind action. I incorporate reciprocal preferences in a two-stage game that predicts the decision of each government to participate in an agreement that decreases pollutant emissions. The main result shows that bigger coalition forms than the standard preference does not include reciprocal preferences. Reciprocal governments that participate in the treaty (signatories) suffer from unkindness based on pollution by non-signatories so that the threat to retaliate by polluting becomes credible. Then, free-rider governments (non-signatories) on the margin surrender to the implicit threat and participate in the treaty. Furthermore, including reciprocity reverses the usual result that there is an inverse relationship between the marginal benefit and coalition size. In other words, the size of coalition increases with the marginal benefit of abatement in an equilibrium when the reciprocal sensitivity is sufficiently high. Signatories are more likely to retaliate against non-signatories because the benefit to non-signatories of refraining from decreasing emissions aggravates the unkindness to signatories.

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Sugiyama, Keimei. "Taking Inclusion Home: Crossing Boundaries and Negotiating Tensions to Become an Includer." Case Western Reserve University School of Graduate Studies / OhioLINK, 2019. http://rave.ohiolink.edu/etdc/view?acc_num=case1554471360906382.

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Harper, Brian R. "The role of cognitive attributions of causality in the maintenance of conflict negotiation behavior." Thesis, University of British Columbia, 1989. http://hdl.handle.net/2429/29110.

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This study was based upon the general thesis that individual performance expectations, attributions of causality and actual performance outcome interact to affect the maintenance and generalization of performance demonstrated during training. It compared the relative effectiveness of a management skill training program which included specific negotiation skills and "attribution structuring" components (designed to affect both expectations and causal attributions) with a similar program that included skill training only. "General Performance Orientation", a hypothesized cognitive structure, comprising "efficacy" prediction and causal attribution, was operationally defined to include four levels: i) success - internal; ii) success - external; iii) failure -internal; and iv) failure - external. A questionnaire which measured locus of control and required respondents to predict their success or failure on a hypothetical negotiation task was distributed to all students in an administrative management program at a technical training school. One hundred and four volunteers from this population were classified into three groups (one cell was empty as no subjects predicted success with an external causal attribution). Equal numbers of subjects from each group were then randomly assigned to each of the training programs. During the course of training all subjects engaged in a simulated negotiation task and completed a post-task questionnaire which (i) measured their locus of control; (ii) assessed their evaluation and attribution of causality for their performance on the task; and (iii) asked them to predict their performance in a similar future situation. The simulation task was repeated in a "non-training setting" four weeks after completion of the training program. Subjects' performance on the post-training simulation task was expected to be affected by an interaction between initial performance expectations, type of training experienced, and the type of causal attribution employed in explaining their performance during training. The relationships among measured locus of control, performance expectations, and causal attributions were investigated: i) prior to performance, ii) in reference to actual cause of performance effectiveness, and iii) post-performance. Analysis of scores on the negotiation task four weeks following completion of training revealed that the experimental training group scores were significantly higher than those of the traditional training group. There was not a significant difference between group scores on the negotiation task at the final training session. The data were also supportive of the hypothesized interaction among locus of control, causal attributions, and performance expectations. The hypothesized relationship between locus of control and successful performance was not supported.
Graduate and Postdoctoral Studies
Graduate

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Mao, Wen. "Essays on bargaining theory and voting behavior." Diss., Virginia Tech, 1994. http://hdl.handle.net/10919/38561.

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Zitzelsberger, Sonja [Verfasser]. "Human behavior and public goods provision : empirical evidence from the laboratory and international climate negotiations / Sonja Zitzelsberger." Kassel : Universitätsbibliothek Kassel, 2020. http://d-nb.info/121666613X/34.

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Halla, Amanda Leigh Fry. "Assessment of the need for cultural competency training within crisis negotiation training in the State of Arizona." Scholarly Commons, 2014. https://scholarlycommons.pacific.edu/uop_etds/251.

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Crisis negotiators in Arizona work with very diverse populations. In addition to large populations of Whites, Hispanics, Native-Americans, and Asians, there are growing refugee populations from over twenty nations. Considering this, there is a surprising lack of information on negotiating with people from different cultures in the literature written for the field. The purpose of this thesis is to determine the attitudes of crisis negotiators in Arizona on the role of culture in negotiating with people who are different from themselves. It seeks to answer this by interviewing crisis negotiators from diverse law enforcement agencies in Arizona. The following questions will be answered: 1) Do crisis negotiators perceive that culture effects their negotiations? 2) Do they currently receive cultural competency training? 3) Do they have a desire for/ or need for cultural competency training? 4) What kind of cultural competency training would be beneficial for them? Based on the responses from the negotiators, I will make recommendations on future training or research that meets their needs and desires in the area of negotiating with those who are culturally different from themselves.

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Soliman, Sarah A. "SACRED SOCIAL SPACES: FINDING COMMUNITY AND NEGOTIATING IDENTITY FOR AMERICAN-BORN CONVERTS TO ISLAM." UKnowledge, 2014. http://uknowledge.uky.edu/geography_etds/24.

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This thesis examines the religious experiences of American-born converts to Islam. The social nature of religion has been long ignored in research on the lives of religious people. A review of research on Muslim identities reveals an emphasis on immigrants, women, and youth in the British context. However, there is little to no research on the unique constituency of converts to Islam and the importance of social aspects of faith for establishing a sustainable and transformative practice of Islam. This research closes this gap through a case study of the religious experiences of American-born converts to Islam. Through in-depth interviews with converts and community leaders, and sustained engagement with the Cincinnati Muslim community, I examine the extent to which social interaction (understood as both site and process) shapes convert identities and their understanding of religious belief and practice. My research suggests that religion not only occupies a variety of everyday lived spaces for converts, but that Islam can be understood as a way of being in the world. Since understanding of religious belief and practice is multifaceted and diverse, I explore the influence of social interaction and community on converts’ spiritual modalities. I argue that spaces not deemed officially sacred (e.g. places of worship or pilgrimage sites) are just as influential in shaping the religious identities of converts, and help converts develop a religious way of being that is self-transformative and sustainable in the American context.

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Zarankin, Tal G. Wall James A. "Calling the shots in negotiations the effects of self-efficacy, cognitive style, goal orientation, information about past performance, and opponents' behavior on negotiators' risk taking /." Diss., Columbia, Mo. : University of Missouri--Columbia, 2009. http://hdl.handle.net/10355/6165.

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Title from PDF of title page (University of Missouri--Columbia, viewed on Feb 17, 2010). The entire thesis text is included in the research.pdf file; the official abstract appears in the short.pdf file; a non-technical public abstract appears in the public.pdf file. Dissertation advisor: Dr. James A. Wall Jr. Vita. Includes bibliographical references.

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Zempter, Christina M. "Community, Culture, and Change: Negotiating Identities in an Appalachian Newsroom." Ohio University / OhioLINK, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1534324628842816.

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Akiri, Agharuwhe Anthony 1950. "A Quasi-Experimental Study of Behavior in the Professional Negotiation Process: An Analysis of the Nigerian Setting." Thesis, North Texas State University, 1986. https://digital.library.unt.edu/ark:/67531/metadc331910/.

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The problem investigated by this study was that of understanding types of behaviors exhibited by participants in negotiations processes and impact of behaviors on collective bargaining in Nigeria. The study's three purposes were to describe the nature and extent of interpersonal conflict that occurs in collective bargaining, to determine the consequences that stem from such conflict, and to suggest the behaviors and performances during the face-to-face negotiations that should exist to enhance labor-management relations in Nigerian public education. This study examined behavior in negotiations by using simulation, i.e., a quasiexperimental method. Four outcomes of negotiations--time required to reach agreement, terms of agreements, verbal behavior exhibited during negotiations, and satisfaction derived by negotiators in negotiations—were examined.

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Lituchy, Terri Robin. "International and intranational negotiations in the United States and Japan: The impact of cultural collectivism on cognitions, behaviors and outcomes." Diss., The University of Arizona, 1992. http://hdl.handle.net/10150/186117.

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This dissertation explores the determinants of integrative outcomes in intranational and international negotiations between Americans and Japanese. A laboratory study was conducted to test the effects of cultural collectivism on (1) empathic concern towards, and trust in the negotiating partner, (2) competitive, cooperative and maximizing joint profit behaviors and (3) the integrativeness of the outcomes between Japanese and Americans. Individuals from collectivist cultures, such as the Japanese, behave differently towards members of their ingroup than with members of outgroups. An ingroup is defined as a group whose norms and values shape the behavior of its members. Results of an experiment involving 98 Japanese and 92 American students found that two Japanese negotiating together reached more integrative outcomes than either two Americans or an American and Japanese negotiating together. Japanese individuals behave in such a way as to satisfy the needs and goals of the entire ingroup. When negotiating with Japanese partners, Japanese negotiators behaved cooperatively and reached integrative outcomes. With American partners, however, the Japanese behaved competitively and reached distributive outcomes. People in individualist cultures, such as Americans, are interested in satisfying their own needs and compete with others, (regardless of their negotiating partners), to get what they want. In this negotiation exercise, the Americans reached distributive outcomes. Two cognitions that have an effect on the integrativeness of the outcome were examined in this dissertation. They are trust in and empathy towards one's negotiating partner. Japanese negotiators tend to have trust in and empathy towards members of Japanese partners, but not American partners. American negotiators tend to have less trust in and empathy towards their negotiating partners. Practical implications and future research are discussed.

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Wapner, Jonathan Guy. "Designing the proper function, form and scope of the experimental use mechanism under patent law." Thesis, Brunel University, 2014. http://bura.brunel.ac.uk/handle/2438/13828.

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How should the experimental use mechanism be designed in order to maintain the proper balance between the rights of patent holders and the rights retained by the public? The work explores various approaches towards the experimental use exemption in influential regions, such as US UK Germany Japan as well as in international treaties. In each of these systems some degree of vulnerability is found. Either exemption is too narrow or too broad and lacking a dynamic dimension. Therefore, the work sets out to design a dynamic and multi-step experimental use mechanism. The work proposes to view the experimental use mechanism as a right provided to the public and in turn as a duty imposed on the patent holder to suggest path/s of exploration with regard to the patented invention. This approach significantly strengthens the experimental use mechanism as it becomes part of the bundle of requirements that an inventor needs to comply with in order to obtain a patent grant. The scope of the experimental use mechanism will be determined by a three step process. In the first stage the positions and interests of the inventor, invention and researcher will be taken into account in order to determine the incentives needed to cause inventors to stay within the patent system and at the same time prevent researches from migrating to other regions. In the second stage the scope of the experimental use mechanism will be impacted by the determination whether either party adopted anticompetitive behavior. The final step will inquire whether the invention or the research is geared at improving public health. In these instances there will be a tendency to increase the scope of the experimental use mechanism due to the internationally recognized right to health and its global importance. The work incorporates concepts from different legal fields such as competition law and health policy as well as from other disciplines including economics and psychology The three step process has the potential of designing a dynamic and robust experimental use mechanism which may prove to be useful in other patent settings such as the holdup problem or blocking patents. Incorporating a flexible experimental use mechanism may diminish the attempts of patent holders to act opportunistically and curtail the rights of the public. Thus, the work contributes to the current state of the experimental use debate and towards achieving the proper balance between the rights of the patent holder and the rights of the public.

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Sydor, Anna Marguerite. "The lived experiences of young men addressing their sexual health and negotiating their masculinities." Thesis, University of South Wales, 2010. https://pure.southwales.ac.uk/en/studentthesis/the-lived-experiences-of-young-men-addressing-their-sexual-health-and-negotiating-their-masculinities(ed7396f3-14ef-4bff-bfd2-424d841e2b51).html.

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This thesis examines the lived experiences of young men, addressing their sexual health using Interpretative Phenomenological Analysis (IPA). It is known that young men do not access sexual health services in the same numbers as young women (Pearson, 2003a) and their masculinities are posited as a contributory factor to this. IPA was used to analyse data, collected using semi-structured interviews. Participants were young men, aged 16-20 years (n=7), recruited through local authority leisure centres; convenience sampling was used. Six semi-structured interviews were used as two participants were interviewed jointly. Interviews were conducted exclusively by the researcher, a young woman. The study aimed: • To discover young men’s lived experiences of addressing, or failing to address, their sexual health. • To discover young men’s experiences of negotiating masculinities, relating to their sexual health. Young men were found to have little knowledge of sexual health and sexually transmitted infections and asserted their wishes about sex over their partners. Women were characterised as the source of sexually transmitted infections and the young men sought to ‘protect’ themselves from their partners. However, contraception was seen as the preserve of women, despite unplanned pregnancy being a great concern for the young men. Young men’s ideals of masculinities often did not correspond to their personal ideals; in order to preserve their masculinities, the young men explained the compromises they made. In this way, they negotiated their masculinities with themselves and society. The study has contributed new knowledge and understanding about young men’s negotiation of their masculinities when considering their sexual health. A contribution to knowledge about methodology of interviewing young men has also been made, as the researcher was a young woman who was successful in eliciting rich data about a sensitive subject from young men.

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Eriksson, Giwa Sebastian. "Procedural justice, social norms and conflict : human behavior in resource allocation." Doctoral thesis, Stockholm : Economic Research Institute, Stockholm School of Economics (EFI), 2009. http://www2.hhs.se/efi/summary/810.htm.

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Curtin, Karen. "Negotiating politeness in PCA Intermediate Japanese language classes: A microethnographic constructionist exploration of Japanese politeness behaviors." The Ohio State University, 2016. http://rave.ohiolink.edu/etdc/view?acc_num=osu1471865933.

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Ugaz, Olivares Mauro, and Véliz Rosa Valeria Osorio. "The Heterocomposicion of Collective Labor Negotiations: Analysis of Facultative Arbitration in the last few years." IUS ET VERITAS, 2016. http://repositorio.pucp.edu.pe/index/handle/123456789/123145.

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This article addresses the issue about the application of Facultative Arbitration and its effect on the redirection of negotiable behaviors of business and gremials organizations in order to achieve some previous agreement before they submitted to an arbitral tribunal. Furthermore, the authors compare the effects of the strike concept variation on the qualification of this like legal or illegal and its relationship with the emergence of Facultative Arbitration that, as an exceptional measure, complement the collective negotiation.
El presente artículo trata sobre la aplicación del Arbitraje Potestativo y su efecto en la redirección de las conductas negociales de las organizaciones gremiales y empresariales a fin de que logren un acuerdo previo antes de someterse a un tribunal arbitral. Asimismo, los autores comparan los efectos de la variación del concepto del derecho a la huelga en la calificación de esta como legal o ilegal y su relación con la aparición del Arbitraje Potestativo que, como medida excepcional, complementa la negociación colectiva.

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Kozlova, Iryna. "Negotiation of Identities by International Teaching Assistants through the Use of Humor in University Classrooms." Digital Archive @ GSU, 2008. http://digitalarchive.gsu.edu/alesl_diss/2.

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Research on international teaching assistants (ITAs) often highlights that ITAs have at least two identities, an identity of a teacher and a student (e.g., Jenkins, 2000). Since American classrooms foster a variety of behaviors that are negotiated by instructors and students, ITAs may identify themselves with students during behavior negotiation when building rapport, especially by exchanging jokes (Unger-Gallagher, 1991). Making their student identity relevant may distort the teacher-student relationship, which ITAs might need to renegotiate. Little research has been done to show whether ITA student identity actually emerges and if does, then how. This study addresses the questions of what attributes of ITA's identities emerge during humorous exchanges with their students, how these attributes shape the teacher-student relationship, and what role humor plays in the identity negotiation process between the ITAs and their students in the university classroom. Four ITAs, all non-native English speakers, participated in this microethnographic study. This study informs research on social identity in that, most of the time, participants made the attributes of their teacher identity relevant, with teacher authority emerging as the most important attribute. While enacting their teacher identity through humorous exchanges, ITAs built rapport and created affiliation with their students. Although humor led to establishing good relationships, it did not lead to the emergence of ITA student identity. This study also contributes to research on humor in that it makes a distinction between the concepts of the target and the butt which allows for deeper understanding of how humor is used to negotiate identity. It also introduces the target switch, or a particular type of counter teasing, in which the initial target redirects humorous aggression to the teaser, thus making her/him the target and a potential butt of the tease. An optimistic finding for ITA research and research on the use of humor by non-native speakers is that even without extensive experience with American culture in general, ITAs can use humor rooted in the local context to negotiate different classroom behaviors and their identities with their students.

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Kim, Chung-Hwan. "Political Personality and Foreign Policy Behavior : A Case Study of Kim Jong-Il and North Korea’s Negotiating Behavior Regarding the Nuclear Issue." Thesis, Södertörn University College, School of Social Sciences, 2006. http://urn.kb.se/resolve?urn=urn:nbn:se:sh:diva-737.

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The aim of this paper is to analyze the North Korean leader Kim Jong-Il’s personality and its influence on North Korea’s negotiating behavior regarding the nuclear issue. Through the theory of social identity shaping and personality disorder, this study has generated a hypothesis by the operationalization of the theoretical framework. By using these analytical methods the following conclusions have been drawn:

Kim Jong-Il had experienced a sense of loss and damaged self-esteem in his childhood. He had tried to compensate for these feelings through the film industry (which served as an ideological tool) in order to regain his father’s affection, and he succeeded in becoming recognized for his political ability. However, he overcompensated for these feelings of low self-esteem by removing his potential political enemies. The experiences made him acquire an idiosyncratic character and personality disorder. This study has found that North Korea’s nuclear negotiations with the United States since 1993 have reflected Kim Jong-Il’s personality.

The model of the study can be used as a basis for further academic studies in the practical exploration of the correlations between a country’s foreign policy and its leader’s personality.

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Samiphak, Sara. "Liver Fluke Infection and Fish Consumption in Khon Kaen, Thailand| A Case Study on Negotiating the Middle Ground between Western Science and Eastern Culture." Thesis, University of California, Berkeley, 2014. http://pqdtopen.proquest.com/#viewpdf?dispub=3640627.

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This research investigates why typical strategies for promoting health, prolonging life, and preventing disease do not work in many communities. I use the liver fluke infection endemic in Khon Kaen, Thailand to explore the middle ground between Western science and Eastern culture. Prior work on the O.viverrini infection in Khon Kaen, Thailand has focused almost exclusively on developing effective medical treatment for the liver fluke infection. This dissertation employs a case study designed to explore the conditions that created and perpetuate the problem in the first place. In concrete terms, I analyze how the worldviews of local villagers shape their attitudes toward life (and death), which in turn determine if they engage in the high-risk behavior – eating undercooked fish – that makes them vulnerable to the infection. My research focuses on these people in-situ over a three-month period, and includes data from participant-observation, interviews, and video-recordings. This work seeks to illuminate how people’s thinking and reasoning skills, and personal/cultural identities affect their abilities to learn and act on new health concepts. This potentially provides a window into future educational strategies in a complex world.

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Dissertations / Theses on the topic 'Behavioral negotiations'

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