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Relevant bibliographies by topics / Industrial negotiation

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Academic literature on the topic 'Industrial negotiation'

Author: Grafiati

Published: 4 June 2021

Last updated: 21 February 2023

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Journal articles on the topic "Industrial negotiation"

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Eklinder-Frick, Jens Ola, and Lars-Johan Åge. "Relational business negotiation – propositions based on an interactional perspective." Journal of Business & Industrial Marketing 35, no. 5 (January 24, 2020): 925–37. http://dx.doi.org/10.1108/jbim-04-2019-0169.

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Purpose Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to challenge these four assumptions and propose an alternative view on the negotiation process. The purpose of this paper is to contrast how aspects of business negotiations are commonly conceptualized with the industrial marketing and purchasing (IMP) perspective and develop propositions that will contribute to future research by offering guidelines for the development of business negotiation literature. Design/methodology/approach To contribute to a discussion on the relation between conceptualization and research results, definitions within the existing literature regarding business negotiation are contrasted with similar definitions of concepts from the IMP perspective. Findings Four propositions have been formulated that further the conceptual understanding of business negotiation. Moreover, a need for future methodological deliberations is demonstrated, and suggestions for future research in the field are offered. Originality/value Introducing a relational perspective into the conceptually rather underdeveloped stream of research would help to develop the existing critique within the business negotiation literature of its transactional, linear and dyadic focus.

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Fleming, David E., and Jon M. Hawes. "The negotiation scorecard: a planning tool in business and industrial marketing." Journal of Business & Industrial Marketing 32, no. 4 (May 2, 2017): 519–24. http://dx.doi.org/10.1108/jbim-06-2015-0120.

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Purpose Given the ever-increasing complexity of business-to-business exchange, success is contingent on being able to adapt to any given situation. However, there is little in the way of guidance for how to adapt when it comes to negotiations. This paper aims to help business and industrial marketing professionals “get it right” by introducing a new tool which can be used to determine the appropriateness of using a distributive or an integrative approach for a given negotiation interaction. Design/methodology/approach To develop this tool, the authors identify key situational factors in the negotiating context that serve as indicators of the appropriate orientation (integrative or distributive) that should be applied based on the extant negotiation literature. From this, they develop a framework to guide negotiators in their selection of an orientation for a particular interaction to achieve the best possible outcome. Findings The tool developed from the literature review and termed the “Negotiation Scorecard” enables business-to-business marketers to better gauge the negotiation context and develop an interaction style consistent with that situation. This can lead to better deals and/or enhanced long-term relationships within business and industrial marketing channels. Originality/value This tool is the first of its kind to provide negotiators with a structured and quantifiable metric to guide their planning for future negotiation interactions and offers proscriptive guidance as to the types of strategies and tactics they should plan to use and that they should expect to encounter.

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Herbst, Uta, Birte Kemmerling, and Margaret Ann Neale. "All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package." Journal of Business & Industrial Marketing 32, no. 4 (May 2, 2017): 580–86. http://dx.doi.org/10.1108/jbim-12-2015-0251.

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Purpose While industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly, negotiating at a package level can tax the cognitive capacity of the involved parties at some point. Therefore, this study aims to analyze the impact of the number and type of issues that should be negotiated simultaneously to leverage the package strategy efficiently and effectively in multi-issue buyer-seller negotiations. Design/methodology/approach The authors conducted and analyzed negotiation simulations with 676 students from 2 public universities. Findings The authors’ results suggest that negotiating three out of six issues simultaneously is the least efficient but most effective strategy in multi-issue buyer-seller negotiations. Moreover, they found that bundling distributive and integrative issues is more efficient and effective than only bundling distributive or integrative negotiation issues in a package offer. Originality/value Past research has examined the impact of negotiating a package as compared to each issue separately; however, little empirical attention has been directed toward understanding how to apply a package strategy in complex multi-issue negotiations.

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Perdue, Barbara C., Ralph L. Day, and Ronald E. Michaels. "Negotiation styles of industrial buyers." Industrial Marketing Management 15, no. 3 (August 1986): 171–76. http://dx.doi.org/10.1016/0019-8501(86)90026-x.

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Walker, Esther. "Union Complaints in Industrial Relations Negotiations." HERMES - Journal of Language and Communication in Business 6, no. 11 (July 29, 2015): 87. http://dx.doi.org/10.7146/hjlcb.v6i11.21535.

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This paper details the design features of a potentially highly confrontational sequence of activities which is found in formal, industrial relations negotiations: a union complaint followed by a management defence. It is observed that the complaint is accomplished implicitly and that that implicitness is a joint accomplishment of all the participants; they collaborate to ensure that the talk constitutes and facilitates cooperative discussion, thereby avoiding confrontation. Through the description of this phenomenon, the author builds an account of how the participants' orientation to 'doing negotiation' inheres in the design of the talk.

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Piya, Sujan, Mohammad Miftaur Rahman Khan Khadem, and Ahm Shamsuzzoha. "Negotiation based decision support system for order acceptance." Journal of Manufacturing Technology Management 27, no. 3 (April 4, 2016): 443–68. http://dx.doi.org/10.1108/jmtm-04-2015-0023.

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Purpose – The purpose of this paper is to develop a mathematical model of a make-to-order manufacturing company simultaneously negotiating multiple contingent orders that possess conflicting issues in order to achieve order acceptance decisions (OADs). Design/methodology/approach – The paper developed a mathematical model by incorporating probabilistic theory and some theories of negotiation in the OAD problem. The model helps to harness the relationship between the manufacturer and customers of contingent orders on conflicting issues. A numerical example is enumerated to illustrate the working mechanism and sensitivity of the model developed. Findings – In the negotiation-based OAD system, if more than one customer is willing to negotiate on the offer of manufacturer, rather than engaging in one-to-one negotiation, the manufacturer has to negotiate with all the customers simultaneously to maximize the expected contribution and acceptance probability from all the orders. Also, the numerical example illustrates that, sometimes, rejecting an order/orders from the order set gives better results in terms of the expected contribution than continuing negotiations on them. Originality/value – Through continuing research efforts in this domain, certain models and strategies have been developed for negotiation on a one-to-one basis (i.e. negotiation by the manufacture with only one customer at a time). One-to-one negotiation will neither help companies to streamline their production systems nor will it maximize the expected contribution. To the best of the author’s knowledge, so far, this is the first instance of research work in the domain of a joint OAD and negotiation framework that attempts to develop a simultaneous negotiation method for arriving at OADs.

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Pang, Liyuan, Yangmin Zhou, and Yingjing Chu. "Research on Integrated Learning of Industrial Clusters in Self-Created Districts." Wireless Communications and Mobile Computing 2021 (September 14, 2021): 1–8. http://dx.doi.org/10.1155/2021/8925688.

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Under the premise of coordinated procurement bilateral and multi-issue negotiation, adaptive negotiation strategy has become an essential factor for multiagent conflict resolution. This paper studies an adaptive negotiation strategy based on selective integrated learning, which effectively improves negotiation. First, take the suppliers and purchasing companies in the cluster supply chain as the research objects and analyze the characteristics of multilateral negotiation of collaborative procurement. Secondly, the support vector machine algorithm performs adaptive learning for each evaluation data set to estimate the concession range. On this basis, remove the few submodels that perform poorly, recombine the calculation weights, and establish a multiagent clustered supply collaborative procurement negotiation model. The simulation experiment proves the feasibility of the adaptive negotiation strategy and the effectiveness of the adaptive coordination strategy based on selective ensemble learning proposed in this paper from the aspects of concession range prediction error rate, prediction accuracy rate, and negotiation utility.

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Chen, Xu, Xiaojun Wang, Xiaoqiang Zhu, and Joseph Amankwah-Amoah. "To share or withhold? Contract negotiation in buyer–supplier–supplier triads." Industrial Management & Data Systems 120, no. 1 (November 26, 2019): 98–127. http://dx.doi.org/10.1108/imds-07-2019-0374.

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Purpose This paper seeks to fill the literature gap that lacks of exploring negotiation strategy with competing partners under asymmetric production-cost information. The purpose of this paper is to examine firms’ optimal contract negotiation strategies in buyer–supplier–supplier triads where there are concurrent negotiations between the retailer and two competing manufacturers. Design/methodology/approach The authors consider a two-echelon supply chain, in which the retailer has the option of segmented or unified negotiation policy, whereas the two competing manufacturers can withhold or share production cost information in the negotiation. Based on game theory, the authors derive the manufacturers’ optimal wholesale prices and the retailer’s optimal retail prices with eight possible scenarios. Optimal strategic choices and operational decisions are then explored through the comparative analysis of equilibriums of eight possible scenarios. Findings The authors find that the retailer will adopt different negotiation strategies depending on manufacturers’ decisions on sharing or withholding their production-cost information. When both manufacturers share their production-cost information, the retailer will adopt a unified negotiation policy. The high-efficiency manufacturer should adopt the same information-sharing strategy as the low-efficiency manufacturer in order to gain more profit. Originality/value The modelling helps to bring further clarity in supply chain contract negotiation by offering a conceptual framework to enhance our understanding of the effects of information-sharing strategy and negotiation policy in the negotiation process form the perspectives of all engaging parties. Managerial insights derived from the research will enable retailers and manufacturers to make informed and better strategic and operational decisions to improve market competitiveness.

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Atze, Emilie, and Gérard Vallery. "Social skills based approach in the workplace during a union negotiation process: methodological development in an industrial environment." JOURNAL OF SOCIAL SCIENCE RESEARCH 12, no. 2 (September 8, 2018): 2764–82. http://dx.doi.org/10.24297/jssr.v12i2.7577.

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The present research focuses on social skills in a workplace. In this article, we propose an elaborate way to identify and collect social skills observed in situ in the innovative context of labor-union negotiations. This methodological system includes the creation of specific tools, observations in real situations, films and some interviews such as self-confrontations. Results demonstrate that the proposed method dynamically integrates various steps designed to expose the existence of social skills in a developmental context with challenging and sometimes conflicting issues. Identifying the essential social skills in labor-union negotiation allows consideration of the place of vocational training in the development of these skills in negotiation situations and, more widely, in the field of social dialogue.

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Mahinda, Wamuyu. "Influence of Team Negotiations on Collaborative Value within Ashoka Fellows' Organizations in Africa." Journal of Human Resource and Leadership 7, no. 2 (November 11, 2022): 20–34. http://dx.doi.org/10.47604/jhrl.1693.

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Purpose: The study sought to determine the influence of team negotiations on collaborative value within Ashoka Fellows' Organizations in Africa Methodology: The study applied pragmatism philosophy to offer several ways to bridge dichotomies in mixed methods approaches to social science. Explanatory sequential mixed-method research design consisting of two distinct phases, namely quantitative and qualitative, was adopted. Both qualitative and quantitative study methods were adopted. In the quantitative study, the target population constituted all the 154 Ashoka Fellows' Organizations working in 19 countries in Africa. Data was collected using a structured questionnaire administered online to the founders (Ashoka Fellows) or the Ashoka Fellows' Organizations' CEOs. One hundred responded by filling out the questionnaire, which translated to a 64.9% response rate. Additionally, qualitative data applied purposive sampling and selected six Ashoka regional team leaders in Africa for in-depth interviews. They all were available for the interviews translating to a 100% response rate. Data analysis techniques combined descriptive and inferential statistics. Statistical Package for Social Sciences and SmartPLS 3 software were used to analyze the collected data. Findings: The study results revealed that team negotiation significantly influences collaborative value within Ashoka Fellows’ Organizations in Africa. Team Negotiations have a significant influence on collaborative value with an R2 = 0.214, chi-square X2 (10, N=100) = 72.319, p<.05, SRMR=0.090, Rms-theta=0.234, and NFI=0.773. The null hypothesis was rejected. Unique Contribution to Theory, Practice and Policy: The study recommends that negotiating teams should ensure that they know as much as possible about the other side of the negotiation. The teams' perception is vital in the negotiating team's preparedness as they should be aware of what is necessary at every stage of the negotiating process. When negotiating, the focus should be on looking for alternative ways of dealing with the problem before finding a solution that satisfies all members. The evaluation of options during team negotiations should be objective. At large, the negotiating teams should ensure that all members feel comfortable with the solution to the problem raised before making the steps to implement the solution.

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Dissertations / Theses on the topic "Industrial negotiation"

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Leung, Chun-wai David, and 梁俊偉. "An agent-based negotiation framework for supply chain management." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2003. http://hub.hku.hk/bib/B26651129.

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Truter, Hendrieka. "Effective personality profiles in negotiation according to the Myers-Briggs type indicator." Thesis, Stellenbosch : Stellenbosch University, 2001. http://hdl.handle.net/10019.1/52254.

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Thesis (MA)--University of Stellenbosch, 2001.
ENGLISH ABSTRACT: This explorative study set out to investigate the effectiveness of different personalities in negotiation. The research problem originated as result of the search through literature aimed at developing a negotiation skills program for the South African Army. Many authors were found to refer to the importance of personality on the process and outcome of negotiation, but that existing research focus mainly on single personality traits and often indicated inconclusive results. These findings stirred curiosity to explore the possibility that certain personality types, according to a more comprehensive theory of personality, may prove to be more effective than others. The Myers-Briggs Type Indicator Form G self-scoring and two separate role-plays were used to gather data for this research. The role-plays placed similar boundaries on the participants in terms of the type of agreement that could be reached as well as the financial terms involved. The MBTI results were used as continuous scores and the eight subscales as separate groups and also according to a number of combinations of the subscales. The possible influence of a number of variables were taken into account namely, age, gender, military rank, level of formal education and ethnicity. Though the majority of these variables were found to be possible covariates of personality they appear not to have influenced the outcome of the research. This was because no significant correlations appeared to exist between the outcome of the negotiation role-plays and the various scales and subscales of the MBTI. According to these results, and within the confinement of this research it would appear that the various personality types do not differ in terms of the effectiveness in negotiation.
AFRIKAANSE OPSOMMING: Hierdie studie het ten doel gehad om die doeltreffendheid van verskillende persoonlikhede in onderhandeling te ondersoek. Die navorsingprobleem het voortgespruit uit 'n literatuursoektog wat daarop gemik was om 'n kursus in onderhandelingsvaardigheid vir die Suid Afrikaanse Leër te ontwikkel. Tydens hierdie soektog is bevind dat verskeie skrywers na die belangrikheid van persoonlikheid verwys, synde 'n invloed op die proses en uitkoms van die onderhandeling te hê. Daar is ook bevind dat bestaande navorsing hoofsaaklik gebruik maak van enkele persoonlikheidstrekke en dat hierdie benadering dikwels nie afdoende bevindinge tot gevolg gehad het. Die gedagte het gevolglik ontstaan om ondersoek in te stel na die moontlikheid dat sekere persoonlikhede, gebaseer op 'n meer omvattende teorie, dalk groter sukses in onderhandeling mag behaal as ander. Ten einde die navorsingsprobleem op te los is besluit om die "Myers-Briggs Type Indicator" vorm G en twee afsonderlike rolspele te gebruik om data in te samel. Die rolspele is spesifiek vir die navorsing ontwerp om ooreenstemmende beperkinge op die deelnemers te plaas in terme van die soort ooreenkoms wat bereik moet word, asook die finsiële terme betrokke. Die resultate van die MBTI is gebruik in die vorm van kontinuë data, as aparte stelle subskale en ook volgens 'n verskeidenheid kombinasies van die subskale. Die moontlike invloed van 'n verskeidenheid veranderlikes is in berekening gebring, naamlik ouderdom, geslag, militêre rang, vlak van formele opvoeding en etniese groep. Alhoewel daar bevind is dat die meerderheid van die veranderlikes moontlike kovariate mag wees wil dit voorkom asof dit nie die bevindinge van die navorsing beïnvloed het nie. Die rede daarvoor was dat geen beduidende korrelasie gevind is tussen die resultate van die rolspele en die verskillende skale en subskale van die MBTI nie. Volgens hierdie bevindinge en binne die beperkings van hierdie navorsing wil dit voorkom dat persoonlikheidstipes nie verskil in terme van die sukses in onderhandeling nie.

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Choi, Inyi. "Organizing negotiation and resistance : the role of Korean union federations as institutional mediators /." Diss., Connect to a 24 p. preview or request complete full text in PDF format. Access restricted to UC IP addresses, 2005. http://wwwlib.umi.com/cr/ucsd/fullcit?p3161969.

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Silveira, Eujacio Roberto. "São Paulo 1917-1921, aprendendo a ser patrão: \'o fazer-se\' da fração industrial da burguesia paulista." Universidade de São Paulo, 2016. http://www.teses.usp.br/teses/disponiveis/8/8137/tde-14022017-094227/.

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Este estudo contribui para a compreensão da formação da fração industrial da burguesia de São Paulo. Procuramos examinar a atuação da patronal da indústria a partir dos conflitos e negociações ocorridos desde este acontecimento, buscando apreender a experiência de coesão e organização do empresariado industrial de São Paulo. Nossa hipótese principal é de que, tal como o operariado, a patronal industrial também passou a se organizar e se mobilizar de forma mais consciente e programática. O que se pode inferir na análise de sua atuação nas greves gerais de 1919 e 1920. Em ambas as greves, posteriores a 1917, notamos uma atuação coesa no processo de negociação, com destaque para a forma organizacional das entidades patronais, tais como o Centro Industrial de Fiação e Tecelagem de São Paulo e a Associação Paulista das Indústrias Mecânicas e Metalúrgicas.
This study contributes to the compreehension of the establishing of the industrial fraction of the bourgeosie of Sao Paulo. We seek to examine the Sao Paulo industry employers actions from conflicts and negotiations that have occured since this event, trying to understand their experience of organization and cohesiveness. Our main hypothesis is that, as well as the working class, the industrial employers also began to organize and mobilize themselves in a more consciously and programmatically way. What can be inferred from the analysis of their action in the general strikes of 1919 and 1920. In both strikes, subsequent to 1917, we observed a cohesive representation in the negotiation process, highlighting the organizational form of the employers, such as the Spinning and Weaving Industrial Center of Sao Paulo and the Metallurgical and Mechanical Industry Association of Sao Paulo.

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Rittau, Yasmin. "Regional Labour Councils and Local Government Employment Generation: The South Coast Labour Council 1981-1996." University of Sydney. Business, Discipline of Work and Organisational Studies, 2004. http://hdl.handle.net/2123/574.

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The thesis examines the role of regional labour councils in local employment generation. It specifically analyses the case of an Australian regional labour council, the South Coast Labour Council (SCLC), between 1981 and 1996. The Illawarra region was the centre of SCLC activity. It was an industrialised region that experienced high levels of unemployment in the period. These were greater than the State and national averages, which reflected a geographical concentration of unemployment in certain regions in Australia. The SCLC attempted to address this issue, as it was part of the union structure that was specifically focused on the regional level and on regional concerns. The study argues that the SCLC developed a local employment generation strategy and it examines how and why this was adopted and pursued. It finds that the SCLC was well placed at the regional level and was well resourced with a capacity to influence the external environment through its utilisation of both political and industrial methods in a period of agreeable internal relations. The research identifies the development of its local employment generation strategy. Sometimes the SCLC pursued its strategy in a manner of ad hoc decision-making and muddling through, while at other times it involved characteristic and distinctive regular patterns. The thesis concludes by evaluating the SCLC�s strategy of local employment generation and by exploring the applicability of the general trade union literature on methods and strategy to regional labour councils.

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Rittau, Yasmin. "Regional Labour Councils and Local Government Employment Generation: The South Coast Labour Council 1981-1996." Thesis, The University of Sydney, 2001. http://hdl.handle.net/2123/574.

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The thesis examines the role of regional labour councils in local employment generation. It specifically analyses the case of an Australian regional labour council, the South Coast Labour Council (SCLC), between 1981 and 1996. The Illawarra region was the centre of SCLC activity. It was an industrialised region that experienced high levels of unemployment in the period. These were greater than the State and national averages, which reflected a geographical concentration of unemployment in certain regions in Australia. The SCLC attempted to address this issue, as it was part of the union structure that was specifically focused on the regional level and on regional concerns. The study argues that the SCLC developed a local employment generation strategy and it examines how and why this was adopted and pursued. It finds that the SCLC was well placed at the regional level and was well resourced with a capacity to influence the external environment through its utilisation of both political and industrial methods in a period of agreeable internal relations. The research identifies the development of its local employment generation strategy. Sometimes the SCLC pursued its strategy in a manner of ad hoc decision-making and muddling through, while at other times it involved characteristic and distinctive regular patterns. The thesis concludes by evaluating the SCLC�s strategy of local employment generation and by exploring the applicability of the general trade union literature on methods and strategy to regional labour councils.

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Esteves, Egeu Gómez. "Sócio, trabalhador, pessoa: negociações de entendimentos na construção cotidiana da autogestão de uma cooperativa industrial." Universidade de São Paulo, 2004. http://www.teses.usp.br/teses/disponiveis/47/47134/tde-11032005-104138/.

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A pesquisa visa compreender como os cooperados da UNIWIDIA Cooperativa Industrial de Trabalhadores em Ferramentas de Metal Duro negociam interesses e entendimentos no processo cotidiano de construção da autogestão de sua cooperativa. No trabalho de campo foi realizada observação etnográfica do cotidiano de trabalho na cooperativa, bem como realizadas entrevistas com seis cooperados. Os resultados apresentam: a cooperativa, o histórico da cooperativa, o cotidiano de trabalho, os interesses em disputa e os processos formais e informais de negociação. O estudo identifica que os cooperados formularam ao menos três importantes regras sobre seu funcionamento coletivo: todos são iguais; todos são responsáveis e todos estão no mesmo barco. Tais regras são utilizadas pelos cooperados para manter a simetria de poder na cooperativa, cobrar atitudes uns dos outros e manter a coesão do grupo. A cada regra enunciada corresponde uma característica psicossocial destes cooperados: eles se preocupam com a cooperativa; controlam os demais cooperados e se sentem membros da cooperativa. A pesquisa conclui que os cooperados alternam posições e interesses, ora se posicionam como sócios favoráveis à cooperativa, ora como trabalhadores em prol dos cooperados e ora como pessoas em busca de uma vida melhor. Entretanto, conclui também que os cooperados desejam e trabalham para que estes interesses coincidam.
This project tries to understand how the workers affiliated with UNIWIDIA - the cast and die workers cooperative - bargain in the every day process of the self-management of their cooperative. We have done the ethnographic observation of the day to day working of the cooperative and we have also interviewed six workers who were members of the cooperative. The results are: the cooperative, the work day of the members, the goals fought over and the formal and informal bargaining processes. This project concludes that the cooperative members drew up at least three important rules about their collective functioning: everybody is equal, everybody is responsible, and everybody is in the same boat. These rules are used by the members to maintain a certain symmetry of power in the cooperative, to demand correct attitudes from each other and to maintain group cohesion. Each one of the rules corresponds to a psychosocial characteristic of the members: they are concerned about the cooperative, they control the other members, and they feel that they belong to the cooperative. We conclude that the members of the cooperative oscillate between their positions and interests: sometimes they are members in favor of the cooperative, sometimes they are workers in favor of the members of the cooperative, and sometimes they are workers looking for a better life. We conclude too that the members of the cooperative desire and strive for the coincidence of these three interests.

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Yee, Katia. "Transferência de tecnologia nos institutos de pesquisas públicos no Brasil, México e Uruguai: aspectos de propriedade industrial nos contratos." Universidade de São Paulo, 2017. http://www.teses.usp.br/teses/disponiveis/84/84131/tde-14062017-130948/.

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Mundialmente a inovação é um dos principais assuntos das agendas políticas e econômicas. Por meio da inovação, as empresas adquirem vantagens competitivas sustentáveis, e alavanca o desenvolvimento econômico do país ou de sua região. A fim de minimizar os custos e adaptar as exigências do mercado interno e externo, a participação do instituto público de pesquisa (IPP) é fundamental para dar mais agilidade no desenvolvimento de novos produtos e processos, pois foca na pesquisa aplicada. Assim, uma integração harmônica deveria ocorrer entre o setor produtivo e o IPP, porém há entraves contratuais e burocráticos que podem, inclusive, prejudicar um projeto de inovação entre estes entes. A partir do problema apresentado, surge a questão: como negociar os aspectos da formalização da transferência de tecnologia por meio de um instrumento contratual entre o IPP e o setor produtivo? Para tanto, este trabalho faz uma revisão bibliográfica sobre a pesquisa, definição e características do IPP, a transferência de tecnologia e os aspectos de propriedade intelectual, bem como a negociação contratual. Propõe a revisitar o conceito de transferência de tecnologia, das suas formas de contratação, bem como da propriedade intelectual e dos aspectos pertinentes na negociação dos instrumentos contratuais. A metodologia de pesquisa utilizada foi de estudo exploratório e qualitativo com estratégia de pesquisa de casos em 04 (quatro) IPPs de países localizados na América Latina, do Brasil, México e Uruguai. Verificou-se que em todos os IPPs são negociados caso a caso os aspectos de propriedade industrial que incidem nos contratos de transferência de tecnologia, porém diferem em razão da legislação de seu país ou de suas diretrizes institucionais. Recomenda-se para trabalhos futuros a ampliação deste escopo para os demais IPPs localizados nos países que compõem a América Latina, bem como nos Estados Unidos, Japão, e Europa, a fim de aprimorar a negociação dos aspectos, tornando mais ágil a contratação dos IPPs junto ao setor produtivo.
Innovation is one of the main issues of political and economic globally agendas. Through innovation, companies acquire sustainable competitive advantages, and leverage the economic development of the country or its region. In order to minimize costs and adapt the requirements of the internal and external market, the participation of the public research institute (PRI) is fundamental to give more agility in the development of new products and processes, as it focuses on applied research. Thus, a harmonic integration should occur between the productive sector and the PRI, however there are contractual and bureaucratic barriers that can even harm an innovation project between these ones. From the problem presented, the question arises: how to negotiate aspects of formal technology transfer through a contractual instrument between the PRI and the productive sector? To do so, this work makes a bibliographic review about research, definition and characteristics of PRI, technology transfer and intellectual property aspects, as well as contractual negotiation. Proposes to revisit the concept of technology transfer, its forms of hiring, as well as intellectual property rights and relevant aspects in the negotiation of contractual instruments. The research methodology used was an exploratory and qualitative study with a strategy to investigate cases in four (4) PRIs from countries located in Latin America, such Brazil, Mexico and Uruguay. It has been found that in all PRIs negotiate case-by-case aspects of industrial property that deal with technology transfer contracts, but differ according to the legislation of their country or their institutional guidelines. It is recommended to further work of this scope enlargement to others PRIs located in others Latin America countries, as well as in the United States, Japan and Europe, in order to improve the trading aspects, making it more agile hiring of PRIs by productive sector.

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Zhaoxian, Xu. "Chinese petroleum industry analysis and entry strategies." CSUSB ScholarWorks, 2001. https://scholarworks.lib.csusb.edu/etd-project/2260.

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This comprehensive project introduces the past and present of the Chinese petroleum industry, conducts industry analysis using Michael Porter's Five forces model, and discusses the changes made in recent years and the business oppurtunities for foreign companies. In order to effectively enter the chinese petroleum market, four commonly used entry strategies are introduced. Key issues, weaknesses and strengths, as well as implications of each entry strategy are discussed in detail.

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Rasatapana, Nattakan. "Communication and management in a traditional Chinese/Thai poultry company." CSUSB ScholarWorks, 2003. https://scholarworks.lib.csusb.edu/etd-project/2182.

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In Thailand a Chinese poultry company employs a traditional Chinese management style which is a didactic syle of leadership. While the company has dramatically grown in the last twenty years, the management structure has not changed to accomodate the organization's growth. The company is experiencing increased turnover and high absenteeism. The purpose of this study is to identify the threats and weaknesses facing the company in terms of decision making, job descriptions, and communication and management structure.

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Books on the topic "Industrial negotiation"

1

Fells, R. E. The industrial relations negotiation process. Nedlands, WA: Dept. of Industrial Relations, University of Western Australia, 1985.

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Holdsworth, W. J. Advocacy and negotiation in industrial relations. 3rd ed. Sydney: Law Book Co., 1987.

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Tustin, Charles. Labour relations: The psychology of conflict and negotiation. 2nd ed. Cape Town: Oxford University Press Southern Africa, 2000.

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The Swedish wage negotiation system. Aldershot, Hants: Dartmouth Pub. Co., 1991.

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Gould, J. Sutherland. The negotiator's problem solver. New York: Wiley, 1986.

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C, Parker Robert, ed. Beyond negotiation: Redeeming customer-supplier relationships. Chichester [England]: Wiley, 1989.

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Negotiating business equipment leases. 2nd ed. New York: AMACOM, 1998.

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Contino, Richard M. Negotiating business equipment leases. New York: McGraw-Hill, 1995.

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Grieco, Peter L. The world of negotiations: Never being a loser. Palm Beach Gardens, FL: PT Publications, 1991.

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Kovrov, A. V. Psikhologicheskie aspekty vedenii︠a︡ peregovorov. Moskva: Berator-Press, 2003.

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Book chapters on the topic "Industrial negotiation"

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Fernandes, João M., and Ricardo J. Machado. "Requirements Negotiation and Prioritisation." In Lecture Notes in Management and Industrial Engineering, 119–36. Cham: Springer International Publishing, 2015. http://dx.doi.org/10.1007/978-3-319-18597-2_6.

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Foster, Lawrence W. "Barriers to Trade Negotiation Harmony: Cultural Contradictions." In Economic, Industrial and Managerial Coordination between Japan and the USA, 11–26. London: Palgrave Macmillan UK, 1992. http://dx.doi.org/10.1007/978-1-349-22445-6_2.

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Gelfand, Michele J., C. Ashley Fulmer, and Laura Severance. "The psychology of negotiation and mediation." In APA handbook of industrial and organizational psychology, Vol 3: Maintaining, expanding, and contracting the organization., 495–554. Washington: American Psychological Association, 2011. http://dx.doi.org/10.1037/12171-014.

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Tanimizu, Yoshitaka. "Supply Chain Network Design with Dynamic Scheduling and Cooperative Negotiation." In Advanced Mechanical Science and Technology for the Industrial Revolution 4.0, 263–69. Singapore: Springer Singapore, 2017. http://dx.doi.org/10.1007/978-981-10-4109-9_27.

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Yan, Jian-fen, Yong-gui Shi, and Shi-meng Ma. "Analysis of Countermeasures Negotiation Process Based on Resource Acquisition." In Proceedings of the 22nd International Conference on Industrial Engineering and Engineering Management 2015, 781–90. Paris: Atlantis Press, 2016. http://dx.doi.org/10.2991/978-94-6239-177-2_80.

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Gong, Qian-sheng. "Emergency Decision-supporting System Based on Multi-Agents Negotiation." In Proceedings of the 5th International Asia Conference on Industrial Engineering and Management Innovation (IEMI2014), 49–53. Paris: Atlantis Press, 2015. http://dx.doi.org/10.2991/978-94-6239-100-0_9.

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Bi, Hua-ling, Xiang Jia, Fu-qiang Lu, and Min Huang. "Schedule Risk Management of IT Outsourcing Project Using Negotiation Mechanism." In Proceedings of the 23rd International Conference on Industrial Engineering and Engineering Management 2016, 29–33. Paris: Atlantis Press, 2017. http://dx.doi.org/10.2991/978-94-6239-255-7_6.

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Mukhopadhyay, Lekha, and Bhaskar Ghosh. "Land Acquisition and Land Diversion for Mining Towards Industrial Growth: Interest Conflict and Negotiation Game for Sustainable Development." In Knowledge Systems of Societies for Adaptation and Mitigation of Impacts of Climate Change, 443–64. Berlin, Heidelberg: Springer Berlin Heidelberg, 2013. http://dx.doi.org/10.1007/978-3-642-36143-2_26.

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Rudgard, Frances, and Phloeun Prim. "Negotiating cultural industries." In Routledge Handbook of Cultural and Creative Industries in Asia, 362–71. New York : Routledge, 2019.: Routledge, 2018. http://dx.doi.org/10.4324/9781315660509-27.

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Rousseau, Denise M. "3. Changing Psychological Contracts: Implications for Human Resource Management and Industrial Relations." In Negotiations and Change, edited by Thomas A. Kochan and David B. Lipsky, 37–53. Ithaca, NY: Cornell University Press, 2019. http://dx.doi.org/10.7591/9781501731686-005.

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Conference papers on the topic "Industrial negotiation"

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Kallel, Omar, Ines Ben Jaafar, Lionel Dupont, and Khaled Ghedira. "Mutli-agent negotiation of fair contracts." In Industrial Engineering (CIE-40). IEEE, 2010. http://dx.doi.org/10.1109/iccie.2010.5668295.

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Karpova, Svetlana, and Olga Ustinova. "TRANSFORMATION OF CONSUMER BEHAVIOR IN THE INDUSTRIAL MARKET IN THE CONTEXT OF DIGITALIZATION." In III International Conference Technology & Entrepreneurship in Digital Society. Real Economy Publishing House, 2021. http://dx.doi.org/10.17747/teds-2020-28-32.

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Intense competition in industrial markets leads to constant changes in consumer behavior. Difficult pricing negotiations and abuse of power make it difficult for participants to interact in sales management. Taking these facts into account, it should be noted that for the sales manager, price becomes an indicator of success in the end result of negotiations. At the same time, surveys of heads of sales departments in the industrial sector show that, among other important elements of negotiations, are the duration of the business relationship, the reputation of the supplier. Despite these tendencies, questions remain about other factors that can consciously or unconsciously influence the negotiation situation, both in a positive and negative direction. The research results were carried out in accordance with the order of the Financial University under the Government of the Russian Federation of March 20, 2020 No. 0564 / o "On the organization of the implementation of the second stage of fundamental research works carried out within the framework of the state assignment in 2020." on the topic "Theory of consumer behavior in the modern economy".

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Coutinho, Carlos, Adina Cretan, Carlos Agostinho, and Ricardo Jardim-Goncalves. "Negotiation in Collaborative Working Environment for the Next Generation of Product Design." In ASME 2015 International Mechanical Engineering Congress and Exposition. American Society of Mechanical Engineers, 2015. http://dx.doi.org/10.1115/imece2015-52378.

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Negotiation in collaborative manufacturing environments drive new ways to perform interoperability between industrial companies. The networks of SMEs are a novel segment in a highly competitive area, supported by numerous partners and applications which need to collaborate and to be interoperable. Particularly, the subcontracted small and medium enterprises (SMEs) need to be flexible towards the changes that are imposed by the major contractors, doing so at the lowest cost. This paper proposes a framework which advocates negotiations as a pillar mechanism to support innovation during the development of services in industrial collaborative working environments, and reflects the results of the European research project H2020 C2NET.

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An, Bo, Zhiqi Shen, Chunyan Miao, Lianggui Tang, and Daijie Cheng. "Fuzzy Constraint Based Negotiation Under Time Pressure." In 2006 IEEE International Conference on Industrial Informatics. IEEE, 2006. http://dx.doi.org/10.1109/indin.2006.275797.

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Ting-ting, Dong, and Feng Yu-qiang. "An Argumentation-Based Negotiation System." In 2010 International Conference on Information Management, Innovation Management and Industrial Engineering (ICIII). IEEE, 2010. http://dx.doi.org/10.1109/iciii.2010.232.

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Coutinho, Carlos, Ricardo Jardim-Goncalves, and Adina Cretan. "Sustainable Interoperability of Negotiation of Manufacturing Robotic Machining Processes." In ASME 2013 International Mechanical Engineering Congress and Exposition. American Society of Mechanical Engineers, 2013. http://dx.doi.org/10.1115/imece2013-64891.

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The rise of new service-oriented technologies drives new ways to perform interoperability between manufacturing companies, even in areas not directly connected to the manufacturing enterprise core business. The aerospace segment is a highly competitive area, supported by numerous partners and applications which need to collaborate and be interoperable. Particularly, the subcontracted small and medium enterprises (SMEs) need to be flexible towards the changes that are imposed by the major contractors, doing so at the lowest cost. This paper proposes a framework based on Model Driven Interoperability (MDI) and service orientation principles, which advocates negotiations as a pillar mechanism towards the achievement of sustainable interoperability in manufacturing organisations acting in the same industrial market, using a service-oriented platform. The framework encompasses a set of tools that implement the business modelling and negotiation rules, including a reference ontology, and supported by a set of cloud-based services deployed in a cloud infrastructure. The underlying complexity is to model the dynamic environment where multi-attribute and multi-participant negotiations are racing over a set of heterogeneous resources. The evolution of the negotiations is performed through the use of the metaphor Interaction Abstract Machines (IAMs). This framework is then illustrated by the case study of the European Space Agency – Concurrent Design Facility (ESA-CDF) department, which performs feasibility studies for space missions.

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Bryan Tsong Jye Ng, Li Qun Zhuang, Jing Bing Zhang, and Yi Zhi Zhao. "Consortium based negotiation for distributed multi-equipment execution control." In 2004 IEEE International Symposium on Industrial Electronics. IEEE, 2004. http://dx.doi.org/10.1109/isie.2004.1571901.

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Wang, Gong, T. N. Wong, and Xiaohuan Wang. "An adaptive ontology-mediated approach to organize agent-based supply chain negotiation." In Industrial Engineering (CIE-40). IEEE, 2010. http://dx.doi.org/10.1109/iccie.2010.5668193.

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Cibo, Zhou. "Negotiation of Teaching Methods in ELT Classroom." In 2011 International Conference on Information Management, Innovation Management and Industrial Engineering (ICIII). IEEE, 2011. http://dx.doi.org/10.1109/iciii.2011.244.

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Utomo, Christiono, Nenny Krisnawaty, and Yani Rahmawati. "Automated negotiation for non-producing management decision." In 2015 International Conference on Advanced Mechatronics, Intelligent Manufacture, and Industrial Automation (ICAMIMIA). IEEE, 2015. http://dx.doi.org/10.1109/icamimia.2015.7508026.

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Reports on the topic "Industrial negotiation"

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Just, Richard E., Eithan Hochman, and Sinaia Netanyahu. Problems and Prospects in the Political Economy of Trans-Boundary Water Issues. United States Department of Agriculture, February 2000. http://dx.doi.org/10.32747/2000.7573997.bard.

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The objective of this research was to develop and apply a conceptual framework for evaluating the potential of trans-boundary bargaining with respect to water resource sharing. The research accomplished this objective by developing a framework for trans-boundary bargaining, identifying opportunities for application, and illustrating the potential benefits that can be gained thereby. Specifically, we have accomplished the following: - Developed a framework to measure the potential for improving economic efficiency considering issues of political feasibility and sustainability that are crucial in trans-boundary cooperation. - Used both cooperative and non-cooperative game theory to assess feasible coalitions among the parties involved and to model potential bargaining procedures. - Identified empirically alternative schemes of cooperation that both improve upon the economic efficiency of present water usage and appease all of the cooperating parties. - Estimated the potential short-run and long-run affects of water reallocation on the agricultural sector and used this information to understand potential strategies taken by the countries in bargaining processes. - Performed case studies in Israeli-Jordanian relations, the relationship of Israel to the Palestinian Authority, and cooperation on the Chesapeake Bay. - Published or have in process publication of a series of refereed journal articles. - Published a book which first develops the theoretical framework, then presents research results relating to the case studies, and finally draws implications for water cooperation issues generally. Background to the Topic The increase in water scarcity and decline in water quality that has resulted from increased agricultural, industrial, and urban demands raises questions regarding profitability of the agricultural sector under its present structure. The lack of efficient management has been underscored recently by consecutive years of drought in Israel and increased needs to clean up the Chesapeake Bay. Since agriculture in the Middle East (Chesapeake Bay) is both the main water user (polluter) and the low-value user (polluter), a reallocation of water use (pollution rights) away from agriculture is likely with further industrial and urban growth. Furthermore, the trans-boundary nature of water resources in the case of the Middle East and the Chesapeake Bay contributes to increased conflicts over the use of the resources and therefore requires a political economic approach. Major Conclusions, Solutions, Achievements and Implications Using game theory tools, we critically identify obstacles to cooperation. We identify potential gains from coordination on trans-boundary water policies and projects. We identify the conditions under which partial (versus grand) coalitions dominate in solving water quality disputes among riparian countries. We identify conditions under which linking water issues to unrelated disputes achieves gains in trans-boundary negotiations. We show that gains are likely only when unrelated issues satisfy certain characteristics. We find conditions for efficient water markets under price-determined and quantity-determined markets. We find water recycling and adoption of new technologies such as desalination can be part of the solution for alleviating water shortages locally and regionally but that timing is likely to be different than anticipated. These results have been disseminated through a wide variety of publications and oral presentations as well as through interaction with policymakers in both countries.

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Jones, Emily, Beatriz Kira, Anna Sands, and Danilo B. Garrido Alves. The UK and Digital Trade: Which way forward? Blavatnik School of Government, February 2021. http://dx.doi.org/10.35489/bsg-wp-2021/038.

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The internet and digital technologies are upending global trade. Industries and supply chains are being transformed, and the movement of data across borders is now central to the operation of the global economy. Provisions in trade agreements address many aspects of the digital economy – from cross-border data flows, to the protection of citizens’ personal data, and the regulation of the internet and new technologies like artificial intelligence and algorithmic decision-making. The UK government has identified digital trade as a priority in its Global Britain strategy and one of the main sources of economic growth to recover from the pandemic. It wants the UK to play a leading role in setting the international standards and regulations that govern the global digital economy. The regulation of digital trade is a fast-evolving and contentious issue, and the US, European Union (EU), and China have adopted different approaches. Now that the UK has left the EU, it will need to navigate across multiple and often conflicting digital realms. The UK needs to decide which policy objectives it will prioritise, how to regulate the digital economy domestically, and how best to achieve its priorities when negotiating international trade agreements. There is an urgent need to develop a robust, evidence-based approach to the UK’s digital trade strategy that takes into account the perspectives of businesses, workers, and citizens, as well as the approaches of other countries in the global economy. This working paper aims to inform UK policy debates by assessing the state of play in digital trade globally. The authors present a detailed analysis of five policy areas that are central to discussions on digital trade for the UK: cross-border data flows and privacy; internet access and content regulation; intellectual property and innovation; e-commerce (including trade facilitation and consumer protection); and taxation (customs duties on e-commerce and digital services taxes). In each of these areas the authors compare and contrast the approaches taken by the US, EU and China, discuss the public policy implications, and examine the choices facing the UK.

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