Journal articles: '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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Dandekar, Suyog Ravindra, and Angara V. Raja. "Economic Analysis of Pre-trial Negotiations: A Behavioral Approach." Asian Journal of Law and Economics 6, no. 1 (January 1, 2015): 1–21. http://dx.doi.org/10.1515/ajle-2014-0009.

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AbstractThe paper provides a behavioral approach to analysis of pre-trial negotiations. This paper differs from earlier studies in that the most likely outcome forms the basis on which the parties assess their benefits and costs. This is based not on precise calculations of expected values, but on the expectations of the parties which depend on assessment of relative strengths of their case. This is modelled as an outcome of an imperfect cognitive process which is characterized by coherence based reasoning and insensitivities to actual probabilities, and legal discovery. Furthermore, the paper identifies factors which affect bargaining power and how bargaining power affects settlement amounts.

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FILZMOSER, MICHAEL, JESUS RIOS, STEFAN STRECKER, and RUDOLF VETSCHERA. "THE IMPACT OF ANALYTICAL SUPPORT AND PREFERENCE DETERMINATION ON CONSISTENCY IN E-NEGOTIATIONS — A NEW METHOD AND PRELIMINARY RESULTS." International Journal of Information Technology & Decision Making 09, no. 05 (September 2010): 673–94. http://dx.doi.org/10.1142/s0219622010004068.

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This paper explores whether the decisions made by a negotiator during negotiations are consistent with her preferences. By considering the entire set of offers exchanged during a negotiation, the measures of consistency developed in this paper provide a compact representation of important behavioral characteristics throughout the negotiation process. The consistency measures developed in this paper are validated with data from an experimental study in which the impact of two factors on negotiation processes is studied: the availability of analytical support and imposed vs. elicited preferences. We find that negotiators behave more consistently when preferences are assigned to them by the experimenters than when their preferences are elicited. On the other hand, an impact of analytical support is only found when preferences are elicited. These results shed light on both the design of negotiation experiments and the development of negotiation support systems.

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Xian, Rachel. "Conditioning Constructs: A Psychological Theory of International Negotiated Cooperation." International Negotiation 26, no. 2 (April 5, 2021): 319–56. http://dx.doi.org/10.1163/15718069-bja10025.

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Abstract Political psychology and social constructivism exist in an “ideational alliance” against realism; however, both have overlooked behavioral conditioning, the basis of animal learning. Through six stages situated in international negotiation behaviors, the theory of Conditioning Constructs shows how behavioral conditioning can take parties from specific to diffuse reciprocity, rationalist to constructivist cooperation, and crisis to durable peace. In stages 1, 2 and 3, parties use negotiated agreements to exit prisoner’s dilemmas, continuously reinforce cooperation during agreement implementation, and satiate to rewards as initial implementation finalizes. In stages 4, 5 and 6, parties receive fresh rewards with new negotiations, undergo intermittent reinforcement with periodic agreements thereafter, and finally attribute cooperative behavior to actor constructs. Conditioning Constructs demonstrates that agency is possible in socially constructed structures through willful participation in conditioning through negotiation; and that, while Anatol Rapoport’s tit-for-tat strategy is suited to initial cooperation, intermittent reinforcement better preserves late-stage cooperation.

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Burchill, Frank. "Walton and McKersie, A Behavioral Theory of Labor Negotiations (1965)." Historical Studies in Industrial Relations, no. 8 (September 1999): 137–68. http://dx.doi.org/10.3828/hsir.1999.8.7.

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Donohue, William, and Paul Taylor. "Testing the Role Effect in Terrorist Negotiations." International Negotiation 8, no. 3 (2003): 527–47. http://dx.doi.org/10.1163/1571806031310789.

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AbstractThis article examines the effects of role on terrorists' use of power and affiliative strategies in negotiation as a function of terrorist ideology, incident type, and the outcome that is achieved. Data were scores on eight behavioral scales designed to reflect the dynamics of 186 terrorist negotiations, as reported in detailed chronological accounts. Results supported the hypothesized one-down effect with terrorists' use of power-oriented strategies complemented by authority's use of affiliation-oriented strategies. The extent to which terrorists used aggressive strategies was related to the resolution of the incident, with attenuated outcomes more likely for those using more aggressive strategies. These dynamics differed across incident type, with aerial hijackings involving more overt power strategies than barricade-siege incidents, which were more likely to involve bargaining for certain outcomes. Finally, terrorist ideology and the associated identity concerns magnified the one-down effect, with religious fundamentalists engaging in more violence and less compromising strategies than terrorists with other ideological backgrounds.

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Thomas, Stephanie, Jacqueline Eastman, C. David Shepherd, and Luther Trey Denton. "A comparative assessment of win-win and win-lose negotiation strategy use on supply chain relational outcomes." International Journal of Logistics Management 29, no. 1 (February 12, 2018): 191–215. http://dx.doi.org/10.1108/ijlm-10-2016-0238.

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Purpose The purpose of this paper is to study the relational impact of using win-win or win-lose negotiation strategies within different types of buyer-supplier relationships. Design/methodology/approach A multi-method approach is used. Qualitative interviews with supply chain managers reveal that relationship-specific assets and cooperation are important relational factors in buyer-supplier negotiations. Framing interview insights within the social exchange theory (SET), hypotheses are tested using a scenario-based behavioral experiment. Findings Experimental results suggest that win-lose negotiators decrease their negotiating partner’s commitment of relationship-specific assets and levels of cooperation. In addition, the use of a win-lose negotiation strategy reduces levels of relationship-specific assets and cooperation more in highly interdependent buyer-supplier relationships than relationships that are not as close. Research limitations/implications Buyer-supplier relationships are complex interactions. Negotiation strategy choice decisions can have long-term effects on the overall relationship. As demonstrated in this study, previous research focusing on one side “winning” a negotiation as a measure of success has oversimplified this complex phenomenon. Practical implications The use of a win-lose negotiation strategy can have a negative impact on relational outcomes like cooperation and relationship-specific assets. For companies interested in developing strong supply chain relationships, buyer and suppliers should choose their negotiation strategy carefully as the relational impact extends beyond the single negotiation encounter. Originality/value Previous research predominantly advocates for the use of a win-win negotiation strategy within interdependent relationships. This research offers evidence that the use of a win-lose strategy does have a long-term relational impact.

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Syarvia, Syarvia. "RANCANGAN PROGRAM PELATIHAN UNTUK MENINGKATKAN SELF EFFICACY NEGOSIASI PADA SISWA SMK." Psympathic : Jurnal Ilmiah Psikologi 1, no. 1 (February 9, 2016): 78–86. http://dx.doi.org/10.15575/psy.v1i1.469.

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This research aimed to develop a training design to increase self-efficacy on negotiation for students of vocational school. Research subjects were 18 students of the SMK 1 Bandung class of 2011 marketing majoring. The design of the training program was conceived and developed with reference to the strength aspect of self-efficacy and negotiation, by applying the model of experiential learning. The training material organized into two main activities to improve selfefficacy in negotiation namely our business and making a profit. The effectiveness of the training is measured by the increase of self-efficacy category by using an instrument on negotiation selfefficacy, behavioral observation and evaluation of training. This study used a quasi-experimental method with the untreated control group pretest and posttest sample dependent design. T-Test results showed there’s no significant improvement in the category of self-efficacy negotiations after the training program. Quantitatively and observations during training showed an increase in self-efficacy negotiation in aspects of communication, strategy and relationships, as well as a decrease in the emotional aspects among training participants.

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Lu, Wenxue, Lihan Zhang, and Yongcheng Fu. "Improving Subjective Value in Construction Claim Negotiations: Role of Behavioral Primers." Journal of Management in Engineering 32, no. 4 (July 2016): 05016005. http://dx.doi.org/10.1061/(asce)me.1943-5479.0000428.

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Tracy, Lane, and Richard B. Peterson. "A Behavioral Theory of Labor Negotiations-How Weil Has It Aged?" Negotiation Journal 2, no. 1 (January 1986): 93–108. http://dx.doi.org/10.1111/j.1571-9979.1986.tb00340.x.

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Zartman, I. William. "Negotiation Pedagogy: International Relations." International Negotiation 15, no. 2 (2010): 229–46. http://dx.doi.org/10.1163/157180610x506965.

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AbstractNegotiation is less taught than might be expected in International Relations (IR) programs. Yet an upper-level university course is needed to address three audiences: future citizens, diplomats, and scholars. Since there is no single theory of negotiations, such a course needs to address the various conceptual approaches, grouped as Behavioral, Processual, Integrative, Structural, and Strategic. Conceptual presentations need to be supplemented with practitioners’ testimonies, simulations, and case studies, the latter using participants’ accounts as well as analyses. Games and a sample syllabus are presented.

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Encarnation, Dennis J., and Louis T. Wells. "Sovereignty en garde: negotiating with foreign investors." International Organization 39, no. 1 (1985): 47–78. http://dx.doi.org/10.1017/s0020818300004860.

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Governments must choose between general policies and individual negotiations to reach agreements with foreign investors. General policy leaves nothing to be negotiated. But once negotiation is selected, governments face difficult choices over how to conduct ne otiations. No single choice of organizational structure or administrative process is optimal for all countries or for all industries. Each organizational choice carries a range of economic and political costs and benefits that are valued differently by the domestic and foreign interests affected by the negotiation's outcome. Interviews with government officials in four Asian countries and corporate executives in four industries, all involved in international business negotiations between 1978 and 1982, demonstrate that different governments should and do choose different approaches to negotiating with foreign firms. Even single countries use different approaches at different times and with different industries. Moreover, the managerial choices of structure and process are not random. Rather, they are influenced by a government's general strategy toward foreign investment, the “political salience” of a given investment, and the degree of competition among countries for a specific investment. Ultimately, a government's management of international business negotiations shapes its effectiveness in negotiating with foreign firms and in competing for foreign investment.

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Maréchal, Michel André, and Christian Thöni. "Hidden Persuaders: Do Small Gifts Lubricate Business Negotiations?" Management Science 65, no. 8 (August 2019): 3877–88. http://dx.doi.org/10.1287/mnsc.2018.3113.

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Gift-giving customs are ubiquitous in social, political, and business life. Legal regulation and industry guidelines for gifts are often based on the assumption that large gifts potentially influence behavior and create conflicts of interest, but small gifts do not. However, scientific evidence on the impact of small gifts on business relationships is scarce. We conducted a natural field experiment in collaboration with sales agents of a multinational consumer products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter. On average, sales representatives generate more than twice as much revenue when they distribute a small gift at the onset of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales agents meet for the first time, suggesting that the nature of the business relationship crucially affects the profitability of gifts. This paper was accepted by John List, behavioral economics.

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Strauss, George, Richard E. Walton, and Robert B. McKersie. "A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System." Industrial and Labor Relations Review 46, no. 1 (October 1992): 192. http://dx.doi.org/10.2307/2524749.

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Bloch, Brian J. "A Behavioral Theory of Labor Negotiations: Its Impact on Faith-Based Conflict Resolution." Negotiation Journal 31, no. 4 (October 2015): 447–49. http://dx.doi.org/10.1111/nejo.12125.

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Mok, Wilson Wai Ho, and R. P. Sundarraj. "Learning algorithms for single-instance electronic negotiations using the time-dependent behavioral tactic." ACM Transactions on Internet Technology 5, no. 1 (February 2005): 195–230. http://dx.doi.org/10.1145/1052934.1052941.

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Godard, John. "Strikes as Collective Voice: A Behavioral Analysis of Strike Activity." ILR Review 46, no. 1 (October 1992): 161–75. http://dx.doi.org/10.1177/001979399204600112.

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This paper outlines a “collective voice” approach for examining the behavioral determinants of variation in strike activity at the organizational level. The author argues that strikes should be viewed primarily as expressions of worker discontent rather than a result of imperfect or asymmetrical information. An analysis of survey data collected from 112 Canadian firms in 1980–81 indicates that managerial practices, operations size and technology, product market structure and conditions, union politics, and various other factors that influence the behavioral context of negotiations are significantly related to days lost due to strike activity. These findings are generally consistent with predictions from the collective voice approach.

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Vahina, V., and V. Yurenkova. "Socio-Psychological Training for Professional Communication of Negotiating Staff." Scientific Research and Development. Socio-Humanitarian Research and Technology 9, no. 3 (September 21, 2020): 3–6. http://dx.doi.org/10.12737/2587-912x-2020-3-6.

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The problem of formation of socio-psychological competence in the process of professional psychological training is considered. The article considers the essence and functions of social and psychological training of professional communication in the context of forming partnerships with citizens. Psychologically based ways and means of mastering the skills of effective interaction by employees of internal Affairs bodies are revealed. In order to improve the training process for ATS employees, a new training program has been developed, which should be used with different categories of students in various forms of training: full-time, distance, and interactive. The program is used by students of educational organizations at the initial stage of preparation, in order to improve skills of interpersonal interaction in various legally significant situations. Conducting classes is carried out in person, as a result, the motivation to achieve success increases, confidence increases; social responsibility, in particular, compliance with the law when making a decision. So far, the following have been advocating for the development of employee negotiation competence: readiness to display the knowledge and skills inherent in negotiation competence (value-motivational component); possession of knowledge of the content of negotiation competence (cognitive component); ability to contact and interact with subjects of negotiations (communicative and behavioral components); emotional flax-volitional I regulation in the negotiation process (emotional flax-volitional component).

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Eising, Rainer. "Policy Learning in Embedded Negotiations: Explaining EU Electricity Liberalization." International Organization 56, no. 1 (2002): 85–120. http://dx.doi.org/10.1162/002081802753485142.

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Taking the example of the liberalization of the electricity supply industy, I analyze member-state negotiations in the European Union (EU). Confronting central tenets of the intergovernmental approach, I suggest that member-state executives act within the limits of bounded rationality and do not always hold clear and fixed preferences. I focus on the large member states Germany, France, and the United Kingdom and identify four institutional mechanisms that support outcomes above the least common denominator: (1) the role of norms that constrain strategic action and frame the negotiations, (2) the empowerment of supranational actors, (3) the decision routines of the Council of the European Union that provide standardized mechanisms for resolving conflicts and induce policy learning and preference changes, and (4) the vertical differentiation within the Council system that can unblock issue-specific controversies. Even if as a result of these techniques EU legal acts contain several flexibilization elements, they can trigger behavioral changes that clearly surpass their regulatory content.

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LEACH, WILLIAM D., and PAUL A. SABATIER. "To Trust an Adversary: Integrating Rational and Psychological Models of Collaborative Policymaking." American Political Science Review 99, no. 4 (October 31, 2005): 491–503. http://dx.doi.org/10.1017/s000305540505183x.

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This study explores how trust arises among policy elites engaged in prolonged face-to-face negotiations. Mirroring recent evidence that citizens' procedural preferences (as opposed to policy preferences) drive trust in government, we find thatinterpersonaltrust among stakeholders in consensus-seeking partnerships is explained by the perceived legitimacy and fairness of the negotiation process more so than by the partnership's track record of producing mutually agreeable policies. Overall, hypotheses derived from social psychology do as well or better than those based on rational-choice assumptions. Important predictors of trust include small and stable groups, generalized social trust, clear decision rules, political stalemate, congruence on policy-related beliefs, and absence of devil-shift (the belief that one's opponents wield more power than one's allies). Surprisingly, null or negative correlations exist between trust and network density, measured by membership in voluntary associations. The study illustrates the value of behavioral models that integrate institutional, rational, and psychological explanations.

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Ramirez-Marin, Jimena Yolanda, and Saïd Shafa. "Social rewards: the basis for collaboration in honor cultures." Cross Cultural & Strategic Management 25, no. 1 (February 5, 2018): 53–69. http://dx.doi.org/10.1108/ccsm-10-2016-0180.

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Purpose The purpose of this paper is twofold: first, to define social rewards, as acts and expressions which specifically signal respect, courtesy and benevolence to the other party, based on cultural scripts found in honor cultures. Second, to explore whether social rewards mitigate competitive aspirations and foster collaboration in competitive settings, with honor values being a culturally relevant mechanism for this effect. Design/methodology/approach This paper reports on two experiments assessing high-honor and low-honor culture participants’ aspirations and behavioral decisions. In study 1, participants described a personal situation where they were praised by close others (social reward) or praised themselves (control condition), before responding to a buyer/seller negotiation scenario. In study 2, participants were either complimented (social reward) or not complimented (control condition), before engaging in live competition with a confederate for monetary outcomes. Findings Both studies indicate that social rewards diminish competitive aspirations and offers among high-honor culture participants, but not among low-honor culture participants. Results of study 1 indicate that endorsement of honor values mediates this effect. In conclusion, social rewards can improve interactions with members of honor cultures. Research limitations/implications These studies advance our understanding of cultural differences in negotiations and provide insight into social rewards as one of the mechanisms necessary to successfully manage intercultural negotiations and collaboration. Future research should address the effect of social rewards on self-worth and empowerment. Originality/value This research is the first to shed light on the relevance and importance of social rewards as a device to facilitate social interactions in honor cultures.

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Jackson, Jesse. "Making Sense of the Senseless: Fifty Years after Selma andA Behavioral Theory of Labor Negotiations." Negotiation Journal 31, no. 4 (October 2015): 459–60. http://dx.doi.org/10.1111/nejo.12128.

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Skjærseth, Jon Birger, Olav Schram Stokke, and Jørgen Wettestad. "Soft Law, Hard Law, and Effective Implementation of International Environmental Norms." Global Environmental Politics 6, no. 3 (August 2006): 104–20. http://dx.doi.org/10.1162/glep.2006.6.3.104.

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The article compares the interplay between soft law institutions and those based on hard law in international efforts to protect the North Sea, reduce transboundary air pollution, and discipline fisheries subsidies. Our cases confirm that ambitious norms are more easily achieved in soft law institutions than in legally binding ones, but not primarily because they bypass domestic ratification or fail to raise concerns for compliance costs. More important is the greater flexibility offered by soft law instruments with respect to participation and sectoral emphasis. Second, ambitious soft law regimes put political pressure on laggards in negotiations over binding rules, but this effect is contingent on factors such as political saliency and reasonably consensual risk and option assessment. Third, hard-law instruments are subject to more thorough negotiation and preparation which, unless substantive targets have been watered down, makes behavioral change and problem solving more likely. Finally, although most of the evidence presented here confirms the implementation edge conventionally ascribed to hard law institutions, the structures for intrusive verification and review that provide part of the explanation can also be created within soft law institutions.

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Walton, R. E., and R. B. McKersie. "Overview of a Behavioral Theory of Labor Negotiations by R. E. Walton And R. B. Mckersie, 1965." Journal of Organizational Behavior 13, no. 3 (May 1992): 275. http://dx.doi.org/10.1002/job.4030130308.

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Robin, Ron. "Behavioral Codes and Truce Talks: Images of the Enemy and Expert Knowledge in the Korean Armistice Negotiations." Diplomatic History 25, no. 4 (October 2001): 625–46. http://dx.doi.org/10.1111/0145-2096.00289.

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Styles, Chris, and Lisa Hersch. "Executive Insights: Relationship Formation in International Joint Ventures: Insights from Australian–Malaysian International Joint Ventures." Journal of International Marketing 13, no. 3 (September 2005): 105–34. http://dx.doi.org/10.1509/jimk.13.3.105.

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Many international joint ventures are unsuccessful, and managers partly blame the “softer” issues related to partner relationships. The authors study these relational (behavioral) aspects of the formation process using seven international joint ventures involving Australian and Malaysian firms. During the five stages of formation (i.e., need determination, partner search, partner selection, negotiations, and operations), four dimensions of trust (i.e., personal, competence, contractual, and goodwill) and three dimensions of commitment (i.e., intentions based, contractual, and affective) play prominent roles. Managers need to focus on these dimensions during the five stages of formation to improve chances of success.

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Dittmann, Iwona. "Setting Offer Prices by Housing Developers - Selected Issues in the Light of Literature Review." Real Estate Management and Valuation 22, no. 4 (February 6, 2015): 17–26. http://dx.doi.org/10.2478/remav-2014-0033.

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Abstract This paper deals with selected theoretical issues pertaining to the setting of asking prices by housing developers. Determinants of the buyer’s and seller’s reservation prices have been identified. The advantages and disadvantages, in terms of behavioral economics, of the pricing strategies practiced by housing developers have been indicated. The strategy based on fixing an asking price roughly equal to the estimated market value of the property was compared with the strategy based on offering an inflated asking price (with the assumption of price negotiations). A second comparison concerned the strategy of price disclosure compared with the strategy of price non-disclosure. The reflections contained within the article were based on behavioral economics and marketing theory. The discussion was based largely on foreign articles, observed examples of pricing policy carried out by housing developers in Poland, and information obtained from housing developers and real estate brokers who are active on the primary market.

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Nagler, Amy M., Dale J. Menkhaus, Christopher T. Bastian, Mariah D. Ehmke, and Kalyn T. Coatney. "Subsidy Incidence in Factor Markets: An Experimental Approach." Journal of Agricultural and Applied Economics 45, no. 1 (February 2013): 17–33. http://dx.doi.org/10.1017/s1074070800004557.

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Laboratory market experiments are used to estimate the incidence of a stylized subsidy in factor market negotiations with university student and agricultural professional subjects. In separate sessions with both groups, prices converged approximately four and a half tokens higher when a 20-token per-unit subsidy was paid to buyers; this equates to 44% of the predicted 10-token split. A proportional market incentive treatment clarifies this subsidy effect. Discrepancies between predicted and observed incidence are similar to previous empirical estimates of subsidy incidence in agricultural land rental markets. A behavioral anomaly as well as buyer-buyer market competition may contribute to experimental results.

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Strauss, George. "Book Review: Labor-Management Relations: A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System." ILR Review 46, no. 1 (October 1992): 192–94. http://dx.doi.org/10.1177/001979399204600116.

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Robertson, Kirsten M., Brenda A. Lautsch, and David R. Hannah. "Role negotiation and systems-level work-life balance." Personnel Review 48, no. 2 (March 4, 2019): 570–94. http://dx.doi.org/10.1108/pr-11-2016-0308.

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Purpose The purpose of this paper is to examine the processes underlying a systems perspective on work–life balance (WLB), with a particular focus on the tensions and role negotiations that arise within and across work and non-work roles. Design/methodology/approach The authors employed a qualitative methodology, conducting 42 interviews with lawyers at large law firms, which is a context notorious for long work hours. Findings While a cornerstone of a systems view is that balance is social in nature, and that negotiations occur among stakeholders over role expectations, the process through which this happens has remained unexamined both theoretically and empirically. The authors learned that negotiating around work and non-work role expectations are often contested, complex and fluid. The authors contribute to the literature by elaborating on how these negotiations happen in the legal profession, describing factors that inhibit or facilitate role negotiation and exploring how interdependencies within work systems and across work and non-work systems shape these negotiation processes. Originality/value The findings offer a more nuanced conceptualization of the system-level perspective on WLB, and in particular an enriched explanation of work and non-work role negotiation. The authors encourage employers who are interested in promoting WLB to ensure that their employees feel empowered to negotiate their roles, particularly with others in their work systems.

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Pablo, Amy L., Sim B. Sitkin, and David B. Jemison. "Acquisition Decision-Making Processes: The Central Role of Risk." Journal of Management 22, no. 5 (October 1996): 723–46. http://dx.doi.org/10.1177/014920639602200503.

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This paper builds upon the work of organizational and strategic management scholars who have conceptualized acquisitions as decision-making processes, We suggest that behavioral concepts of risk, specifically decision-maker risk perceptions and propensities, are key to understanding the process by which acquisition candidates are selected, the characteristics of pre-acquisition evaluation and negotiations, and approaches to post-acquisition integration. By drawing upon past work concerning the effects of these risk-related variables in other decision-making contexts, we develop propositions that conceptualize their impact on acquisition decision processes. Incorporation of risk as a key variable in process theories of acquisitions provides a stronger theoretical grounding for these theories, and suggests some important practical implications for managers.

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Mojašević, Aleksandar, and Branko Radulović. "Contrast effect and dispute resolution: An experimental study." Zbornik radova Pravnog fakulteta, Novi Sad 54, no. 2 (2020): 651–64. http://dx.doi.org/10.5937/zrpfns54-27338.

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The subject of this paper is the contrast effect in negotiations from the behavioral economics perspective. We conducted an experimental study using a "divorce litigation game" with complete information about payoffs aimed at testing whether participants are prone to context-dependent decisions. The sample was created by 100 law students from the Faculty of Law of the University of Niš. In a "between subjects" design 100 different participants were tested in the control and treatment group. The main finding is that there is a statistically significant difference between the two groups, thus confirming the presence of the contrast effect. The study opens the door to further real experiments with an emphasis on other subjects, such as lawyers, checking if they are so "rational"

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Simosi, Maria, Denise M. Rousseau, and Laurie R. Weingart. "Opening the Black Box of I-Deals Negotiation: Integrating I-Deals and Negotiation Research." Group & Organization Management 46, no. 2 (March 5, 2021): 186–222. http://dx.doi.org/10.1177/1059601121995379.

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Individualized work arrangements (“i-deals”) negotiated by employees are increasingly common in contemporary employment. Existing research largely focuses on phenomena emerging after the creation of i-deals, particularly their consequences for employees and organizations. This focus overlooks the fundamental processes associated with negotiating i-deals in the first place. I-deals research originating in the last two decades can benefit from the more advanced body of research on negotiations, particularly in its attention to negotiation preparation and the bargaining process. We examine how negotiation research and theory inform our understanding of the dynamics operating in the creation of i-deals. In doing so, we identify key features of negotiation research that apply to i-deal formulation and use these to develop an agenda for future research on i-deals.

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Ellemers, Naomi, Susan T. Fiske, Andrea E. Abele, Alex Koch, and Vincent Yzerbyt. "Adversarial alignment enables competing models to engage in cooperative theory building toward cumulative science." Proceedings of the National Academy of Sciences 117, no. 14 (March 13, 2020): 7561–67. http://dx.doi.org/10.1073/pnas.1906720117.

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Crises in science concern not only methods, statistics, and results but also, theory development. Beyond the indispensable refinement of tools and procedures, resolving crises would also benefit from a deeper understanding of the concepts and processes guiding research. Usually, theories compete, and some lose, incentivizing destruction of seemingly opposing views. This does not necessarily contribute to accumulating insights, and it may incur collateral damage (e.g., impairing cognitive processes and collegial relations). To develop a more constructive model, we built on adversarial collaboration, which integrates incompatible results into agreed-on new empirical research to test competing hypotheses [D. Kahneman,Am. Psychol.58, 723–730 (2003)]. Applying theory and evidence from the behavioral sciences, we address the group dynamic complexities of adversarial interactions between scientists. We illustrate the added value of considering these in an “adversarial alignment” that addressed competing conceptual frameworks from five different theories of social evaluation. Negotiating a joint framework required two preconditions and several guidelines. First, we reframed our interactions from competitive rivalry to cooperative pursuit of a joint goal, and second, we assumed scientific competence and good intentions, enabling cooperation toward that goal. Then, we applied five rules for successful multiparty negotiations: 1) leveling the playing field, 2) capitalizing on curiosity, 3) producing measurable progress, 4) working toward mutual gain, and 5) being aware of the downside alternative. Together, these guidelines can encourage others to create conditions that allow for theoretical alignments and develop cumulative science.

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Poulsen, Lauge, and Michael Waibel. "Boilerplate in International Economic Law." AJIL Unbound 115 (2021): 253–57. http://dx.doi.org/10.1017/aju.2021.33.

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Boilerplate treaty provisions are identical or nearly identical terms that reflect settled legal language in treaties with different states parties. They are often taken from model treaties or templates and reflect non-negotiated “default rules” or rules that emerged in international practice, rather than individually tailored provisions adapted to the circumstances of the specific contracting parties. Although widespread in international economic law, boilerplate provisions have not been subject to much scrutiny, unlike their distant cousins in contract law. This essay highlights drivers and functions of boilerplate in international economic law along with core expectations from rationalist and behavioral approaches. Boilerplate can provide efficient solutions to international economic problems, for instance by reducing contracting costs, and provide bargaining leverage in asymmetric negotiations. Yet boilerplate can also result in unintended and unwanted consequences, such as when drafters fail to carefully consider “default” provisions or have an excessive preference for the status quo.

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N. Schmidt, Regan, and Britney E. Cross. "The effects of auditor rotation on client management's negotiation strategies." Managerial Auditing Journal 29, no. 2 (February 3, 2014): 110–30. http://dx.doi.org/10.1108/maj-03-2013-0836.

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Purpose – The purpose of this paper is to examine how audit partner rotation impacts the negotiation strategies client management intends to use to resolve a financial reporting issue. Design/methodology/approach – An experiment that manipulates between participants on whether the audit partner rotates from the prior fiscal year (rotation versus non-rotation) is conducted to test the theoretical implications of rapport. Participants with a high level of business and managerial experience indicate their intended use of 25 reliable negotiation tactics that client management may use to resolve a financial reporting issue with the external auditor. These tactics underlie three distributive (contending, compromising, conceding) and two integrative (problem solving, expanding the agenda) negotiation strategies. Findings – The results of the study indicate that client management is less contentious and more concessionary (i.e. accommodating) to a newly rotated audit partner, as compared to an audit partner that has established rapport with client management. Further, client management is more willing to intend using integrative and compromising (i.e. co-operative) negotiation strategies when negotiating with an audit partner with established rapport in contrast to a newly rotated audit partner. Research limitations/implications – These findings underscore the merits and costs of audit partner rotation in auditor-client management (ACM) negotiations and document that partner rotation affects not only auditor behaviour, but also the behaviour of client management. Originality/value – This paper is the first that considers how developing and maintaining rapport impacts ACM negotiations. The study provides empirical evidence to further inform debates over auditor rotation.

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Cutcher-Gershenfeld, Joel, and Thomas A. Kochan. "Book Review: Editorial Essay on the 50th Anniversary of Richard E. Walton and Robert B. McKersie’s A Behavioral Theory of Labor Negotiations." ILR Review 68, no. 4 (July 10, 2015): 955–60. http://dx.doi.org/10.1177/0019793915587284.

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Tarnopolsky, Oleg. "Expanding and Improving the English Language and Culture Education of Ukrainian Tertiary Students Majoring in English." International Letters of Social and Humanistic Sciences 87 (May 2019): 32–40. http://dx.doi.org/10.18052/www.scipress.com/ilshs.87.32.

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The article discusses an innovative course taught to students majoring in English at Ukrainian universities. The course called “Specific Features of the English Language and English-Speaking Nations’ Cultures in the Context of International Communication” was designed to eliminate the lack of a number of issues that must be included in the curriculum of English language and culture studies to be learned by such students but which are ordinarily not included there because each of them cannot make the subject matter of a separate university course and does not fit into the traditionally taught courses. The issues in question embrace: the specific (global or planetary) role of English among other languages of international communication; World Englishes, International English and English as a lingua franca and how to choose the variety of English to be taught as a foreign language; the specifics of business negotiations in English in intercultural contexts, business presentations in English, and business telephoning in English in such contexts; communicative behavioral etiquette (verbal and non-verbal) in intercultural communication in English; lifestyle communicative behavioral patterns of the English-speaking nations. The paper shows how teaching these issues enriches and improves the English language and culture education of English major students expanding that education and relevant practical training to fit much better the international and intercultural contexts of communication in English.

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Fells, R. E., and R. M. Skeffington. "How Pervasive is the “Going Rate”? Some Behavioural Insights into the Process of Enterprise Bargaining." Economic and Labour Relations Review 3, no. 2 (December 1992): 131–47. http://dx.doi.org/10.1177/103530469200300207.

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This paper examines the significance of information about “going rates” in the resolution of issues by negotiation. In addition to the strategic factors which negotiators must consider this paper identifies a behavioural factor, the mutually prominent alternative, which also has the effect of drawing negotiators towards the going rate as a settlement for their own negotiations. The results of research based on an experimental negotiation confirm the importance of going rate information on negotiation outcomes. This finding, and its explanation in terms of the going rate adopting the characteristics of a mutually prominent alternative, has significance in the context of enterprise bargaining; it would suggest that outcomes negotiated at the enterprise level may not be as egocentric as some advocates of a deregulated labour market might suggest.

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Gates, Steve. "Time to take negotiation seriously." Industrial and Commercial Training 38, no. 5 (August 1, 2006): 238–41. http://dx.doi.org/10.1108/00197850610677689.

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PurposeThe aim of this paper is to provide an overview of the skills needed for successful negotiations. It seeks to identify the benefits of training key staff in negotiations skills, including the difference it can make to a company's bottom line. It also aims to look at the risks to business of not developing these skills.Design/methodology/approachThe paper uses a mixture of case studies, examples, quotes and opinion.FindingsThe paper finds that only 5 per cent of the UK's training budget is spent on negotiations skills development. However, developing negotiation skills makes a significant difference to the performance of all staff, both in internal and external negotiations. Many big companies now appreciate the value of negotiation skills development and are leading the way in developing all staff in this way.Practical implicationsAll businesses should think about investing in negotiation skills development. Otherwise they are at risk of costing their company a significant margin.Originality/valueThis paper looks for the first time at the skills gap in UK businesses in terms of negotiation skills development. It will be of value to anyone involved in internal and external negotiations, including sales and buying teams, Human Resources staff and senior managers and directors. It will be of value in helping them decide how to make the best use of training.

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Austin, Victoria I., Justin A. Welbergen, Alex C. Maisey, Meghan G. Lindsay, and Anastasia H. Dalziell. "Destruction of a conspecific nest by a female Superb Lyrebird: evidence for reproductive suppression in a bird with female-only parental care." Behaviour 156, no. 15 (2019): 1459–69. http://dx.doi.org/10.1163/1568539x-00003574.

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Abstract Reproductive suppression, whereby individuals decrease the reproductive output of conspecific rivals, is well-studied in mammals, but while it is suspected to be widespread in birds, evidence of this phenomenon remains rare in this class. Here we provide compelling evidence of reproductive suppression in the Superb Lyrebird (Menura novaehollandie), with the first audio-visual documentation of the destruction of one female’s nest by another. We propose that nest destruction may be a strategy that females use in protracted territorial negotiations spanning multiple breeding seasons, and discuss how reproductive suppression could explain puzzling nesting behaviours in this species, such as the construction of multiple unfinished nests in each breeding season. More broadly, these results reveal high intra-sexual competition among female lyrebirds, and thus may provide an explanation for their elaborate vocal displays.

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Journal articles on the topic 'Behavioral negotiations'

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