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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 (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 c

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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 (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 ne

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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 (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

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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 (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 (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 n

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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 (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 workin

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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

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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 (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 shar

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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 (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 e

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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 (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 work

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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.<br>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

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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, poster

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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

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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

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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 for

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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 contratuai

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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"

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

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

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

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The Swedish wage negotiation system. Dartmouth Pub. Co., 1991.

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

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

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Negotiating business equipment leases. 2nd ed. AMACOM, 1998.

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

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

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Kovrov, A. V. Psikhologicheskie aspekty vedenii︠a︡ peregovorov. 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. 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. 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. 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. 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. 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). 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. 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. 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. 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. 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 tenden

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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 devel

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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 Interoperab

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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, 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 i

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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, 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 sourc

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