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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
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.<br>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.
3
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.<br>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.<br>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.<br>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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Castro, Mariana Dourado. "Aspectos da negociação entre designer e usuário em ateliês de moda : os mecanismos utilizados pelos designers em momentos de conflitos no processo de projeto." Universidade do Vale do Rio dos Sinos, 2017. http://www.repositorio.jesuita.org.br/handle/UNISINOS/6454.
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Previous issue date: 2017-03-14<br>Nenhuma<br>Esta dissertação apresenta uma pesquisa a cerca da negociação no design de moda sobmedida, tendo como objetivo analisar os mecanismos usados pelos designers em momentos de conflitos durante o processo de projeto que envolve a participação do cliente. Para tanto é apresentado referencial teórico em dois capítulos. Onde inicialmente, são discorridos os conceitos de design, aspectos referentes aos processos e modelos de projetos de design, para por fim descrever o processo característico dos projetos de moda sobmedida. Segue-se a abordagem conceitos relativos a conflito e negociação, importância da negociação e meios para a solução de conflitos. A investigação em caráter exploratório com abordagem qualitativa foi realizada por meio a entrevistas semiestruturadas, buscando a visão dos designers, que foram submetidas à Analise de Conteúdo. Após apresentação dos resultados obtidos, são dispostas as discussões ampliando os conhecimentos sobre a compreensão de como designers de moda agem ao enfrentar momentos de conflito junto a seus clientes em projetos exclusivos. A pesquisa contribuiu para a discussão do tema, bem como foi esclarecedora em relação à prática de projeto de moda envolvendo os clientes.<br>This dissertation presents a research about the negotiation in custom-made fashion design, having as obtectives to analyse the mechanisms used by designers to solve conflicts during the design prosses involving the participation of the client. For this purpose, the theoretical reference is presented in two chapters, where it is discussed the concepts of design, aspects related to processes of the designers and tools for conflict resolution. It was carried out the exploratory research with qualitative approach through semi-structured in-depth interviews, seeking the view of designers who were submitted to the Content Analysis. After the presentation of the results obtained, it is presented the discussions, increasing the knowledge on the understanding of how fashion designers act when facing moments of conflict with their clients in exclusive designs . The research not only contributed for the discussion of the theme but was also illustrative as to the practice of fashion design involving clients.
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Walker, Esther. "Negotiating work." Thesis, University of York, 1994. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.387170.
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Grech, Lisa Marie. "The effect of culture on cross-cultural conflict resolution behaviors." CSUSB ScholarWorks, 2002. https://scholarworks.lib.csusb.edu/etd-project/2331.
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This study attempted to investigate whether there were differences in the conflict behaviors chosen for members of the same culture versus members of a different culture when accounting for Chinese cultural value conservation.
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Krueger, Paula Kay. "China and the USA: An analysis of intercultural training methods in the corporate environment." CSUSB ScholarWorks, 2004. https://scholarworks.lib.csusb.edu/etd-project/2563.
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This project presents the cultural significance of establishing and maintaining business relationships with Chinese counterparts. It includes sample training modules to provide intercultural training for all firms engaged in business with China.
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Murray, John Condon. "Speech and power negotiations in industrial novels from 1849 to 1866 /." View online ; access limited to URI, 2007. http://0-digitalcommons.uri.edu.helin.uri.edu/dissertations/AAI3277000.
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Llovera, Gonzalez M. (Margarita). "Use of simulation games to learn negotiations in project business." Master's thesis, University of Oulu, 2015. http://urn.fi/URN:NBN:fi:oulu-201504021276.
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Negotiation and negotiation skills have an important role in project business, therefore it’s essential to teach the future project management professionals in order to achieve the skills and be prepared to the actual globalizing world. The purpose of this thesis is to create a simulation game in order to be able to teach these negotiation skills in a classroom environment.
The approach of this research is use the literature review about the effectively of using games for teaching and how to design a game with educational purposes in order to create a useful and motivating game. In addition, the negotiation analysis approach and all the qualities that a negotiator need in the different phases of the project are studied. Based on the results of the literature review, a definition and implementation of a project simulation game is created.
The results of this thesis present a way to effectively teach the skills that a negotiator need through a simulation game. The game can be used in project management educators, and the process of designing the game can be repeated for other subjects besides project negotiation.
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Warner, Helen. "'Perfect fit' : industrial strategies, textual negotiations and celebrity culture in fashion television." Thesis, University of East Anglia, 2010. https://ueaeprints.uea.ac.uk/32253/.
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Massey, James. "Essays on the use of commitment and tough negotiation tactics in bargaining." Thesis, University of Warwick, 2014. http://wrap.warwick.ac.uk/67175/.
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This thesis analyses the role of commitment in bargaining. Chapter 1 looks at how players could use finite length commitment to affect the bargaining model in a multiperiod model. The idea of this is to complement the existing literature on infinite length commitment. In line with the infinite commitment literature, a rational player can mimic a commitment type to gain a considerable advantage, although, as will be seen, there are key differences. Chapter 2 analyses whether one should take the opportunity to commit oneself when the opponent does not perfectly observe the decision taken. Logically, if one’s opponent sees no difference between a bluff and actual commitment then one may as well bluff, since the opponent acts the same and committing is a needless sacrifice of freedom. When the opponent may discover a bluff as such, the situation is far less clear and this Chapter analyses when a commitment outcome is likely to prevail. Chapter 3 takes a rather different approach and analyses how hard one should negotiate when there are other parties who may enter the deal. The general finding is that one should follow the crowd and act the same way as everyone else. All three chapters heavily use the mathematical tool of game theory. However, while Chapter 1 uses non-cooperative game theory, the analysis of Chapters 2 and 3 primarily use evolutionary game theory.
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O'Connor, Helen. "Agricultural protectionism and multilateral trade negotiations in the GATT." Thesis, University of Nottingham, 1994. http://eprints.nottingham.ac.uk/14302/.
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The 7 year long GATT Uruguay Round (UR) of trade negotiations saw the first concerted attempt to reform world trade in agricultural products which was badly distorted by government policies to support domestic fanners. From the outset agriculture was the single most divisive issue on the 15 point agenda, with conflicts between the USA and the EC severely hampering the reform process. This study provides a review, and analysis, of the alternative strategies proposed by the main participants in the UR, and the final UR settlement, agreed in December 1993; it also provides an examination of the policy options open to governments wishing to support farm incomes with minimal distortions to world markets. The main participants accepted relatively early in the Round that an Aggregate Measure of Support (AMS) would be needed to quantify the existing level of internal support and then monitor reductions in it. Differences of opinion as to the calculation of such an AMS existed until 1990 when the main participants proposed that the AMS be based on the DECO Producer Subsidy Equivalent (PSE), but adjusted for differing policy coverage and the method of measuring market price support. Therefore, the PSE and the changes to the PSE suggested by the major participants in the UR are examined, giving the un surprising conclusion that by 1990 the USA and Cairns Group (CG) of exporting countries were calling for a far greater reduction in agricultural support than the EC. In addition, the USA and CG required that there be separate reductions in border protection and export subsidisation while the Ee contended that an AMS should capture all agricultural policies so that separate commitments would not be required. A partial equilibrium, dynamic, stochastic simulation model, covering 7 main trading areas, for wheat is developed to examine this contention; using the EC's 1990 proposals for reform, it is found that a reduction in the AMS does lead to a commensurate fall in import tariffs, but not in export subsidisation. The final UR agreement is analysed, using the model developed previously to determine whether the commitments in each of the 3 areas (internal support, border protection and export subsidisation) are compatible, in the sense that the different targets can be met simultaneously. The conclusions of this analysis are that the EC and USA are likely to have considerable difficulty in meeting the commitment to reduce the quantity of subsidised exports if the current agricultural policies are continued. Finally, it is acknowledged that although a significant aim of the agreed UR programme is raising world prices above what they would otherwise have been, it also has the effect of limiting the policy options of governments wishing to provide income support to fanners. The analysis suggests that the need to meet the UR commitment on export subsidisation will force the USA to cut expenditure on the Export Enhancement Program, and the EC to reduce intervention prices further and increase the amount of effective set aside. In addition, the cost of the compensatory payments policy is likely to result in continued budgetary crises after 1996.
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Ratliff, Jimmy D. "Professional Negotiations and Perceived Need Deficiencies of Secondary Teachers in Tennessee (workers, Industrial, Organizations, Maslow, Herzberg)." Digital Commons @ East Tennessee State University, 1985. https://dc.etsu.edu/etd/2968.
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The purpose of this study was to determine if significant differences existed in the perceived need deficiencies of secondary teachers who engaged in professional negotiations as compared to those who did not. In addition, attempts were made to determine if significant differences existed in the perceived need deficiencies of male and female secondary teachers, urban and rural secondary teachers, various age groups of secondary teachers, and various experience groups of secondary teachers. Further analysis of the data was conducted to determine if significant differences existed in the perceived need deficiencies of secondary teachers as compared to industrial, governmental and retail workers. The sample included 200 secondary teachers who engaged in professional negotiations and 200 who did not. Respondents included seventy-one secondary teachers who negotiated and another seventy-one who did not. The total number of respondents included 142 secondary teachers, which represented 35.5 percent of the entire sample. The instrument used to collect the data was the "Work Motivation Inventory" which was designed to assess the physiological, safety, love and belonging, ego-status, and self-actualization needs of individuals in the work setting. No significant differences were found in twenty-four of twenty-five null hypotheses. A significant difference was found in the safety needs of secondary teachers who negotiated as compared to those who did not. Additional findings not related to the original twenty-five hypotheses, resulted in significant differences being found in the physiological, safety, belonging, ego-status, and self-actualization needs of secondary teachers when compared to workers from major organizations. The findings indicated that secondary teachers who negotiated had significantly higher safety needs than secondary teachers who did not. Additional findings indicated that secondary teachers had significantly higher physiological, safety, and belonging needs when compared to workers from major organizations. Also, secondary teachers had significantly lower ego-status and self-actualization needs when compared to workers from major organizations. Recommendations were included for future research.
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Winkler, Klaus. "Negotiations with asymmetrical distribution of power : conclusions from dispute resolution in network industries /." Heidelberg New York Physica-Verl, 2006. http://deposit.d-nb.de/cgi-bin/dokserv?id=2834394&prov=M&dok_var=1&dok_ext=htm.
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May, Thomas Alexander. "Negotiating marginality : young men's post-industrial transitions in the context of a sports-based intervention project." Thesis, Durham University, 2015. http://etheses.dur.ac.uk/11176/.
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This thesis is about two socio-culturally and economically distinct urban locales undergoing an ongoing evolution into post-industrial neighbourhoods, and how the young men who inhabit them are exploring and constructing new identities in attempts to transcend the exclusionary logic of post-industrial living. In expanding this argument, this thesis has also comparatively considered the ways in which sports-based interventions (SBIs) approach the popular manifestations of local-global transformations (i.e., unemployment, criminal behaviour, and social exclusion) and seeks to alleviate them, and has detailed how my participants experience SBIs and whether they offer a sufficient form of intervention to address the aforementioned symptoms of post-industrial change. Ultimately, this thesis has explained the ‘lived experiences’ of young men residing in the post-industrial inner city and their inevitable attempts at adapting to changes in the socio-cultural economy via their use of an SBI. The young men described in this thesis are therefore considered cultural products of the changes occurring in the post-industrial metropolis, adapting and responding to macro-sociological changes. Hence, this thesis has uncovered that contemporary, post-industrial youth identities are varied, diverse, and heterogeneous across populations, shaped and fashioned by global social, political, and economic transformations, and the embedded habitus that operate in two distinct post-industrial locales. Youthful experiences of unemployment are therefore not singular or homogeneous across the UK, and neither is there a standardised or consistent youthful subjectivity within these post-industrial neighbourhoods and communities. In detailing the transformations and evolving practices of young working-class men, this thesis does three things. First, this thesis demonstrates that there is no ‘standardised’ progression through SBIs and beyond. This is because the divergent groups of young men that ‘make use’ of SBIs and the differing cultural contexts, labour markets, and habitus of the de-industrialised urban areas in which they reside results in deviating and opposing post-SBI pathways. Second, the identification of four contrasting ‘types’ of young men means that diverse modalities of SBI work are likely to be more effective for different young men at different stages in their unemployment ‘careers’. Hence, a ‘one-size-fits-all’ approach to SBI policy is hopelessly idealistic and destined to fail in making a considerable impact on structural unemployment. Finally, I conclude that to address the issue of contemporary urban marginality and worklessness, a radical overhaul of SBI work is required. Instead of functioning as a conventional educational arena in which young men are socialised and recalibrated into a preordained social world without consultation, SBIs need to become a transformative context in which its participants recognise and respond to structural impediments and become empowered citizens, ready to challenge and transform society.
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Linnskog, Leif. "Technological Change in an International Industrial System." Doctoral thesis, Mälardalen University, School of Business, 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-245.
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<p>Industrial systems resist change, more often, because heavy production facilities and industrial constructions are expensive and have long economic lives, but also because people tend to defend ingrained conceptions of how things are and how activities ought to be performed. Starting out from the question: “How does technological change come about in an international, industrial system?” the thesis investigates the interplay between technological, social, and economic factors. Empirically the work is located to the steel and metals industries and covers business exchange within and between several economic entities performing international business operations.</p><p>It is shown that technological change is driven by strategic intention, but that it also occurs as a result of chance or “necessity”, or follows on everyday enterprise operations. In an attempt to realize strategic intentions actors involve in games of negotiation while referring to different power bases. Backed by organizational role (hierarchic level/managerial position), personal “luminosity” (charisma/leadership), or control over critical resources (that other actors are interested in) various arguments are put to the test on “the arena for negotiations and change”. While involving in negotiations actors may relate to existing business and/or social relations for support or they may take advantage of full-blown coalitions.</p><p>Constrained by the games of negotiation, which unfold in an institutional environment, the process of technological change adopts evidently evolutionary characteristics, and it follows implicitly that the single actor has at its disposal only limited possibilities to determine the process outcome. Technological change as an evolutionary process consists of three underlying sub-processes, viz. innovation, interaction, and institutionalization, it is argued.</p>
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Lecoester, Agathe. "De l'analyse de l'activité à la conception organisationnelle négociée : le cas d'un projet industriel." Thesis, Lille 3, 2015. http://www.theses.fr/2015LIL30051/document.
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Cette thèse s'inscrit dans le champs de la conception organisationnelle. L'organisation du travail est un objet de conception particulier dans la mesure où elle recouvre plusieurs dimensions d'une situation de travail. Effectivement, elle concerne à la fois la structure prescrite, symbolique et matérielle, offrant un cadre à l'activité des salariés mais aussi l'activité des salariés et le système de régulations qu'ils mettent en place pour la rendre performante. Au regard de cette définition de l’organisation du travail, nous définissons la conception organisationnelle comme tout processus collectif qui permet de (re)concevoir, de façon formelle ou informelle, les composantes de la structure prescrite pour favoriser une activité performante et acceptable du point de vue de l'ensemble des acteurs de ce processus. Pour concevoir une structure prescrite efficace, pertinente et efficicente, nous sommes convaincue qu'un compromis acceptable par tous les acteurs de l'organisation du travail passe par la prise en compte du travail réel des salariés. Cette condition nécessite une certaine structuration de l'activité de conception organisationnelle. Dans le cadre de l'accompagnement d'un projet industriel d'automatisation de machines de production couplée à une réduction d'effectif, nous avons analysé les dialogues des concepteurs lors des réunions de conception organisationnelle. Cette analyse montre que :- d'une part, la simulation organisationnelle récemment développée en ergonomie est une ressource pour structurer une conception qui se base sur un dialogue centré sur le travail réel et,- d'autre part, l'acculturation à l'analyse de l'activité des concepteurs permet de négocier la conception organisationnelle sur la base de connaissances sur le travail réel.Par ailleurs, les résultats mettent en évidence que les sujets de négociation concernent davantage l'obtention de marges de manœuvre.Ainsi, spécifier les objets de négociation, les critères de conception et les choix organisationnels permet de mieux comprendre la conception organisationnelle afin de mieux l'outiller. En outre, cette thèse a pour objectif d'apprécier la fonction de l'ergonome au sein de la conception organisationnelle. Enfin, en plus d'apporter des éléments méthodologiques pour la conception organisationnelle, cette recherche propose une définition originale de l'organisation du travail sous l'angle de la négociation<br>This thesis concerns the organizational design. Work organization is a special object because it recovers several dimensions of a situation of work. Indeed, at the same time, it relates to the prescribed, symbolic and material structure, offering a framework to the employees activity but also the activity of the employees and the system of regulations which they set up to make it effective. Taking into consideration this definition of the work organization, we define the organizational design as any collective process which makes possible to (re)conceiving, in a formal or abstract way, the components of the prescribed structure to support an acceptable and successful activity from the point of view of the whole of the actors of this process.To conceive a prescribed structure, we are convinced that an acceptable compromise by all the actors of the organization of work passes by the taking into account of the real work of the employees. This condition requires a certain structuring of the activity of the organizational design. Within the framework of the accompaniment of an industrial project of automation of production machine tools coupled to a reduction of manpower, we analyzed the dialogues of the originators duriing organizational design meetings. This analysis shows that :- the organizational simulation recently developed in ergonomics is a resource to structure a design which is based on a dialogue centered on rela work and,- the acculturation to the analysis of the activity of designers, thanks to the intervention of the ergonomist and his tools, can negotiate organizational design based on knowledge of the actual work.Furthermore, the results schow tat subjects of negotation relate more acquisition of room for maneuver.To specify the objects of negotiation and the crieria of design is to better understand the organizational design in order to equip best. Moreover, this thesis aims to appreciate the function of ther ergonomicist within the organizational design. Lastly, besides bringing methodological elements for the organizational design, this research proposes a definition of the organization of work under the angle of the negotiation
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Alt, Yvette Camilla. "Negotiating European trade policy : industrial influence, diplomatic constraints and bureaucratic behaviour in the 1995 EU-Israel Association Agreement." Thesis, London School of Economics and Political Science (University of London), 2003. http://etheses.lse.ac.uk/1726/.
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This thesis explores the role of Government negotiations, industrial pressure and private interests in the development of European Union (EU) trade relations with Israel, focusing on the 1995 EU-Israel Association Agreement. Employing a two-level metaphor, it discusses the evolution of the EU's ability to negotiate and ratify trade agreements, the history of European-Israeli political and commercial relations, and Israel's political economy. This thesis posits that trade policy can be used to further ideological foreign-policy goals, but that the content of trade policy is ultimately shaped less by "high political" considerations than by developing linkages at the domestic levels. In evaluating the ability of commercial and scientific communities to sway the progress of the Association Agreement negotiations, this thesis finds that the existence of some types of links between Israel and EU member states allowed Israeli interests to gain domestic "allies" in Europe, and thus to secure additional trade concessions. A further consideration developed in this paper is the existence of at least two "domestic" arenas within the Community: at the transnational EU level, within the member states, and increasingly at the regional level. This thesis discusses the way in which both negotiators and private interests recognised these tensions and exploited traditional political relations at the national and occasionally the regional levels in order to further affect negotiation and ratification capabilities of the Community. The thesis thus argues for a more complex rendering of the traditional multi-level analytical model, which assumes a discrete "level one". Instead, it puts forward a multilevel model, in which the ability of domestic communities to constrain negotiators is applied not only to the Community's own procedures, but also to its sub-units.
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Gingembre, Mathilde. "Being heard : local people in negotiations over large-scale land deals : a case study from Madagascar." Thesis, University of Sussex, 2018. http://sro.sussex.ac.uk/id/eprint/76093/.
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This thesis examines local people's voices and influence in negotiations over large-scale land deals. Drawing on ethnographic work on a case study from southern Madagascar, it highlights the variety of agropastoralists' responses to, and experienced outcomes of, the implementation of an agribusiness project on their land. The purpose of this research was to understand the conditions under which certain local people get heard, and others silenced, in the context of corporate land access and the processes by which some of these local voices manage to influence the terms and conditions of the deal. It looked at how horizontal and vertical power dynamics interface with situated moral economies and contentious politics to inform variations in local people's perspectives over, engagement with and experienced outcomes of the land deal. I argue that local voices and opportunities for influence in the context of land transactions in Madagascar are constructed at the intersection of national and village politics. I draw attention to the practices and discourses through which local state officials produce ‘powers of exclusion' and ‘powers of compliance' in their mediation of land deals. I show that, in socially-differentiated local populations, formal compliance with dispossession reflects processes of different natures: “compliance as acquiescence” for some, but also “constrained hope”, and potential challenging of local structures of domination or “compliance as resistance” for others. I explore the moral economies that underpin perspectives on corporate land access as well as choices to express, or suppress, subversive voices and observe a resistance, across social divides, to the “demoralising of land deals”. I show how the vulnerability of state authorities to social movements combined with competition for the resources of patronage and of authority associated with the control of corporate land access open interstices for influence. In a context of institutional bias however, only those who manage to activate key alliances with state officials and to unify village voices beyond inter and intra-class differences stand a chance of being heard.
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Day, Allyson L. "The Ability Contract The Ideological, Affective, and Material Negotiations of Women Living with HIV." The Ohio State University, 2014. http://rave.ohiolink.edu/etdc/view?acc_num=osu1395399748.
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De, Flore Emilie Roxane. "À la (con)quête des sols : micro-logiques et stratégies foncières dans la production des corridors industriels de Chennai, Inde." Thesis, Paris Est, 2015. http://www.theses.fr/2015PESC1167/document.
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Cette thèse s'intéresse à l'interaction des transactions dans le montage opérationnel de grands projets immobiliers et industriels. Depuis deux décennies à Chennai (capitale du Tamil Nadu, Inde), les pouvoirs publics font la promotion des Corridors de développement économique, qui transforment des hectares de terre, voire des villages entiers. Si les politiques publiques, la gestion des organisations ou les conflits qu'entraîne l'émergence de ces projets impliquant des acteurs multiples et exogènes sont étudiés, peu de travaux s'attachent à décomposer les mécanismes anticipés, les multiples formes de négociations et les contextes historiques dans lesquels s'inscrivent ces projets. En étudiant la rencontre de la localité avec le projet et les reconfigurations de la société locale qu'elle implique, nous changeons de perspective : nous donnons à voir comment les forces locales s'approprient ces vecteurs de croissance pour asseoir ou défendre leur position sociale. A travers l'étude ethnographique de villages, nous décrivons et renseignons les représentations associées au sol et les pratiques d'acquisition foncière afin d'éclairer les micro-logiques : ces processus fragiles et incertains dans lesquels les acteurs s'impliquent de façon coordonnée ou non. Cette approche soulève les paradoxes dans la concrétisation des projets, qui malgré leur planification, découlent tant de rapports de forces que de compromis. Elle rend également compte de la production d'innovations foncières qui articulent les normes juridiques, les jeux politiques, les croyances et appartenances sociales qui s'imposent<br>This thesis examines the interactions of transactions entailed in the process of setting up residential and industrial Mega-Projects. In Chennai (capital of Tamil Nadu, India), the regional government has been promoting Economic Development Corridors, which, for over two decades, have been transforming hectares of private agricultural lands, public lands and even entire villages. Although research on public policies, foreign private investment or land conflicts is well documented, little attention has been paid to the upstream mechanisms, the multiplicity of negotiations and the historical context in which those projects develop. By studying the interaction between villages and projects and the social and spatial local transformation taking place, this work presents a new perspective : how do local actors appropriate those vectors of growth to strengthen and defend their social position? Using ethnographic methodology, we describe and examine the meaning of land and land acquisition practices in order to bring to light the "micro-logics": fragile and uncertain processes in which actors implement non-linear and flexible strategies. This approach allows highlighting the paradoxes inherent in the process of project concretisation and which result from power relationships and compromises. In addition, it allows to unpack "land innovations processes" which emerge from legal norms, the interplay of political forces, beliefs and social roles
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Farmer, Eilunid. "Negotiating the edge : resolving the conflicts and potentials between endogenous and exogenous environments in peri-urban settlement by creating a condition for a narrative between the two extremes." Diss., University of Pretoria, 2014. http://hdl.handle.net/2263/45279.
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In Mabopane’s core, designers have, in an idealistic, static and utopian fashion, created environments for a society that does not exist, which has resulted in a tension between formal environments and informal activities. Because of the nature of formal institutions, informality (which is the backbone of identity of place) is suffering and being encroached upon by formal developments. In reality, in all formality lies some informality, and vice
versa. The intention is not to formalise the informal or informalise the formal, but rather to create a hybrid space where the two extremes (which are dependent on each other for survival) can co-exist and form a symbiotic relationship. How does one create this landscape of co-dependence? The answer is firstly sought in a programmatic approach .
An apprenticeship workshop inherits current site activities and forges a new relationship between the two extremes by sourcing the by-products of retail from the formal structure (i.e. the shopping centre) and utilising the evident resource effi ciency of the community in order to solve a series of urban problems. The programme consists of two branches: the larger product manufacturing (where a current modular housing system with added recycled insulation is produced); and the smaller workshops (where fi ner crafts are practised, such as sewing and mending). These spaces are aimed at creating social,
economic and knowledge-exchange environments. The programme is used as a vessel to illustrate the concept that three types of spaces are required: the necessary, the optional and the spontaneous. The programme is designed in such a way that it compliments existing activities, introduces new ones where necessary and capitalises on established networks. The built form is thus required to create a hybrid landscape of exchange. In order to create this landscape, a visual language is extracted from the context, deciphered and applied to the proposed site and activities. The designer is only capable of creating the formal and not in control of the informal, but one can learn from the fabric by deciphering some of the visible patterns on how to create successful space. This understanding of “anonymous architecture” aims to stimulate the narrative between the two extremes. By examining the context, understanding what works and why it works in that specifi c way, a decision on what formal intervention is needed, could be supported to compliment and refl ect the dynamic properties of the context. This familiarity of form is used to create an architecture that is region specifi c in its message and use.<br>Dissertation (MArch(Prof))--University of Pretoria, 2014.<br>Architecture<br>MArch(Prof)<br>Unrestricted
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Søilen, Klaus Solberg. "Wirtschaftsspionage in Verhandlungen aus Informationsökonomischer und Wirtschaftsetischer Perspektive : eine Interdisziplinäre Analyse." Doctoral thesis, Karlskrona : Blekinge Institute of Technology, 2004. http://urn.kb.se/resolve?urn=urn:nbn:se:bth-00295.
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The dissertation examines a case of industrial espionage by one of the parties involved in a forthcoming international negotiation. We want to know what consequences a burglary has for the actual negotiation. The dissertation consist of five hypothesis, of which the three first were empirically tested. The discussion of thesis four and five is supported basically by research literature, but have also found indirect support in the empirical study. A game theoretical model of four information sets is used. Thesis 1: Pay-offs do not change significantly from one information set to the other. confirmed Thesis 2: Behavior do not change significantly from one information set to the other. confirmed Thesis 3: The perception of fairness do not change significantly from one information set to the other. confirmed Thesis 4: International negotiations is socially so complex that it only makes sense to study the phenomena from an interdisciplinary angle. confirmed Thesis 5: A descriptive evolutionary approach can be an alternative to neoclassical economic theory in understanding the study of international negotiations. confirmed The study also confirms that economic theory is correct in excluding the ethical dimension from their models, as these factors have little influence on the end price. Fairness plays only a minor role in international negotiations. **<br><p>Forskarens hemsida: http://www.bth.se/iem/kss.nsf Disputerat vid Universität Leipzig, Wirtschaftswissenschaftliche Fakultät, http://www.uni-leipzig.de/ Avhandlingen utgiven av BTH.</p>
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Solberg, Søilen Klaus. "Wirtschaftsspionage in Verhandlungen aus Informationsökonomischer und Wirtschaftsetischer Perspektive : Eine Interdisziplinäre Analyse." Doctoral thesis, Blekinge Institute of Technology, School of Management, Karlskrona, Sweden, 2004. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-18032.
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The dissertation examines a case of industrial espionage by one of the parties involved in a forthcoming international negotiation. We want to know what consequences a burglary has for the actual negotiation. The dissertation consist of five hypothesis, of which the three first were empirically tested. The discussion of thesis four and five is supported basically by research literature, but have also found indirect support in the empirical study. A game theoretical model of four information sets is used.Thesis 1: Pay-offs do not change significantly from one information set to the other. confirmedThesis 2: Behavior do not change significantly from one information set to the other. confirmedThesis 3: The perception of fairness do not change significantly from one information set to the other. confirmedThesis 4: International negotiations is socially so complex that it only makes sense to study the phenomena from an interdisciplinary angle. confirmedThesis 5: A descriptive evolutionary approach can be an alternative to neoclassical economic theory in understanding the study of international negotiations. confirmedThe study also confirms that economic theory is correct in excluding the ethical dimension from their models, as these factors have little influence on the end price. Fairness plays only a minor role in international negotiations.
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Botiveau, Raphaël. "Negotiating union South Africa’s National Union of Mineworkers and the end of the post-apartheid consensus." Thesis, Paris 1, 2014. http://www.theses.fr/2014PA010332.
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Cette thèse de doctorat s’intéresse au principal syndicat sud-africain, le National Union of Mineworkers (NUM), fondé en 1982. Partant de ses premières années, au cours de la dernière décennie du régime d’apartheid, elle retrace sa trajectoire, en tant qu’organisation syndicale, dans l’après apartheid. L’industrie des mines emploie aujourd’hui près d’un demi-million de travailleurs en Afrique du Sud et cette recherche, entamée à l’automne 2009, a été marquée par les grandes grèves de mineurs qui ont débuté en janvier 2012. Plusieurs mines de platine visitées avant et, pour certaines, après ces conflits, ont été affectées et, notamment, celle où a été perpétré le « massacre de Marikana ». Le 16 août 2012, des unités de la police antiterroriste ont ouvert le feu sur les grévistes et tué 34 mineurs. Cette répression étatique d’une violence inégalée depuis l’apartheid n’a pas pour autant mis un terme aux grèves qui ont atteint leur paroxysme au cours du premier semestre 2014<br>Based on a case study of South Africa’s largest union – the National Union of Mineworkers (NUM), this dissertation puts the current mining crisis in historical perspective. Beyond mining, it proposes keys to understand South Africa’s “negotiated” transformation from apartheid to democracy. It concludes that this country currently experiences what one can call the “end of the post-apartheid consensus”; a moment in which shared elitist conceptions of political and socioeconomic change developed during South Africa’s 1990s transition are starting to be decisively challenged. Departing from the NUM’s early years, in apartheid’s last decade, it analyses the union’s trajectory as a mineworker’s organisation after the end of while minority rule. Questioning NUM representations, in traditional struggle iconography, as a militant and revolutionary organisation, it argues that this union was also historically developed into a disciplined union, structured by and around strong core leadership. In other words, the main questions raised here here are : how are we to understand, in time, tensions between militancy on the one hand, and organisation on the other hand? How are we to accound in non-linear terms for the build up to 2012 Marikana strike and massacre, in a democratic context in which labour relations has supposedly become less adversarial and more workers friendly? What, in the NUM’s organisational ethos, can help us understand what happened, not as if Marikana was the expression of fundamental and untenable contradictions – class betrayal by another name, but as the result of sometimes unintended consequences of a nevertheless conscious and deliberate process aimed at organisation building and development? The main hypothesis that is put to work here is that NUM founders strategically built a centralised and efficient organisation, in order to survive in the mines’ repressive environment. This, in turn, generated tensions, which were to remain, between the grassroots and the top the organisation. In order to fulfil its organisational goals, the union also crucially invested in leadership development, at the expense of membership development. While claiming to be a socialist union that produced professional organisers and revolutionaries, the NUM nevertheless gave birth to professional negotiators who were more inclined towards negotiation than conflict. If the NUM achieved tremendous gains for workers through collective bargaining, the 2012 strikes and their aftermath have shown that mineworkers still aspire to militancy at the grassroots, and that they are ready to fight in order to transform the mining industry. This implies that the workers’ bread and butter demands are also rooted in more structural claims, which have gradually brought the “post-apartheid consensus”, which until 2012 prevailed as a shared narrative of how mining was to be democratised, into question<br>La presente tesi di dottorato si interessa del principale sindacato sudafricano il National Union of Mineworkers (NUM), fondato nel 1982. Partendo dai primi anni della sua creazione, che corrispondono all’ultimo decennio del regime dell’apartheid, ne ripercorre la traiettoria in quanto organizzazione sindacale nel postapartheid. L’industria mineraria impiega all’incirca mezzo milione di lavoratori in Sudafrica e la presente ricerca, avviata nell’autunno del 2009, si è svolta in parte durante gli importanti scioperi di minatori iniziati a gennaio 2012. Diverse miniere di platino visitate prima e, in alcuni casi, dopo le manifestazioni sono state protagoniste di questi eventi. Un esempio fra tutti è la miniera in cui si è perpetrato il “massacro di Marikana”. Il 16 agosto 2012, alcune unità della polizia antiterroriste hanno aperto il fuoco sui manifestanti e ucciso 34 minatori. Nonostante una repressione statale di tale violenza non si fosse più verificata dai tempi dell’apartheid, gli scioperi sono proseguiti e la situazione ha raggiunto il suo parossismo nel corso del primo semestre 2014
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Shane, Rachel. "Negotiating the creative sector understanding the role and impact of an artistic union in a cultural industry : a study of Actors' Equity Association and the theatrical industry /." Columbus, Ohio : Ohio State University, 2006. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1158512076.
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Fehmel, Thilo. "Staatshandeln zwischen betrieblicher Beschäftigungssicherung und Tarifautonomie." Universitätsbibliothek Leipzig, 2016. http://nbn-resolving.de/urn:nbn:de:bsz:15-qucosa-208318.
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In demokratischen politischen Systemen haben staatliche Akteure darauf zu achten, die legitimatorische und die ökonomische Basis ihres Handelns stabil und miteinander vereinbar zu halten. Dieses Interesse des politischen Systems an sich selbst wird damit zur Grundlage all seiner Steuerungsbemühungen. Aufgrund der strukturellen Abhängigkeit des Staates von einer funktionsfähigen Ökonomie ist staatlichen Akteuren auch an der Steuerung der industriellen Beziehungen gelegen – zumindest dann, wenn sie in Rezessionsphasen das Handeln der Tarifverbände als dysfunktional bewerten. Unmittelbarer staatlicher Intervention und Steuerung steht aber das grundgesetzlich verankerte Konstrukt der Tarifautonomie entgegen. Das bedeutet jedoch nicht, dass dem Staat alle Steuerungsmöglichkeiten genommen sind. Am Beispiel der staatlichen Forcierung betrieblicher Bündnisse für Arbeit wird gezeigt, dass der Staat über den Umweg der indirekten, diskursiven Steuerung in der Lage ist, gesellschaftliche Akteure zur Selbststeuerung anzuregen. Im Ergebnis lässt sich eine Transformation der Strukturen der industriellen Beziehungen beobachten, die zu einem wesentlichen Teil nicht von den Tarifverbänden, sondern vom Staat ausgeht<br>In political systems that are liberal and democratic state actors must keep the legitimating and economic basis of their actions stable and compatible with each other. This interest of political systems in themselves becomes the basis of all their intervention policies. Due to the structural dependency of the state from a functioning economy state actors also attempt to regulate industrial relations; at least during periods of recession in which free collective bargaining is regarded as dysfunctional. Direct state intervention and regulation are restricted by the right of free collective bargaining, which is guaranteed by the German constitutional law. Notwithstanding this does not mean that the state has lost all its possibilities of regulation and control. The example of the state’s demand, and to a certain extent enforcement, of internal alliances for jobs shows that the state is very well in the position to stimulate collective actors to self-regulation. This stimulation takes place through a discursive, indirect intervention. As a result of these shifts and changes a structural transformation of industrial relations takes place, which, to a great extent, is not initiated by employers’ and employee’s associations, but by the state
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Spadafore, Annemarie Michaela. "Excess Baggage: Weighing the Contribution of Political and Corporate Interests in the W.T.O. Cases over Commercial Aircraft Subsidies." Oxford, Ohio : Miami University, 2008. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=miami1218774986.
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Guers, Constance. "Analyse de la régulation de la sécurité : le cas d’un chantier de construction." Thesis, Paris Sciences et Lettres (ComUE), 2017. http://www.theses.fr/2017PSLEM072.
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À partir de l’analyse des relations interentreprises dans le secteur du bâtiment, cette thèse interroge les difficultés de coopération et de création de règles communes sur un chantier de construction.Ce travail porte sur un sujet important, au regard à la fois du poids économique de l’objet de recherche empirique et des enjeux contemporains du travail en réseau, du recours à la sous-traitance et à des travailleurs détachés. Cette thèse propose une lecture originale de la sécurité au travail, en déplaçant le regard de la conception duale de la sécurité réglée et gérée vers un processus de sécurisation des actions. Son principal apport est de montrer ce qu’est « agir en sécurité » : il ne s’agit pas seulement d’appliquer des procédures affichées ou de respecter des règles mises en action mais surtout de régulation entre une pluralité de sources normatives.Ce travail s’appuie sur la théorie de la régulation sociale. Initialement conçus pour analyser des organisations de type taylorienne, ces outils conceptuels se sont révélés pertinents pour étudier des organisations en réseau de sous-traitance. Ainsi, nous avons décrit les relations de travail, en particulier la sous-traitance et la cotraitance et les effets de ces relations sur la coopération au travail en matière de sécurité. L’objectif est de proposer une réflexion sur les transformations de l’organisation des régulations de la sécurité du et au travail et sur la place de la sous-traitance dans ce processus. Autrement dit, c’est uneréflexion sur la forme des liens sociaux qui participent à la sécurité, à l’action collective en situation de travail en réseaux<br>This thesis addresses the difficulties of cooperation and the elaboration of common rules between multiple firms that work on a same construction yard.This work focuses on an important topic, considering both the economic approach brought by of the empirical research subject and the contemporary issues with network firms, outsourcing organizations and posted workers.This thesis proposes an original approach of workplace safety, by shifting the focus from the dual concept of regulated and managed security to a process of safety control actions.The main contribution of this study concerns the process of "acting safe": which is not only about applying and creating procedures or rules but also about control between a set of normative bodies. This thesis relies on the theory of social regulation and control. This theory was originally built to analyze Taylorist-type organizations, and it has proved its effectiveness in studyingnetworked outsourcing organizations. These conceptual tools have proved to be relevant for studying network firms and outsourcing organizations.Thus, we have described the work coordination and cooperation, between firms that are related with subcontracting and co-contracting commitment. The target is to evaluate safety.The purpose is to propose a system thinking approach of safety control at work within a set outsourcing company.In other words, this study aims to describe forms of social links that contribute to safety at a workplace
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Vaňkátová, Petra. "Vybrané problémy liberalizace světového obchodu průmyslovými výrobky." Master's thesis, Vysoká škola ekonomická v Praze, 2008. http://www.nusl.cz/ntk/nusl-12289.
Full textAbstract:
This thesis deals with the current events in the World Trade Organization concerning about non-agricultural (industrial) products. It describes negotiations procceding cca from the year 2006 till now. The problems that I have chosen correspond to the chapters and comprises formula for tariff cutting and its coefficients, flexibilities, non-tariff barriers, sectoral negotiations and recently added members. Just as the problems I have chosen also the countries - Brazil, China, India, the European Union and the United States of America. They could be classified as the key and most active players in non-agricultural market access negotiations. I was concentrating on their opinions, attitudes, reaction and especially proposals.
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Alvarado, Adrian. "La Russie en Arctique occidental : strategies d'Etat et interactions des acteurs." Thesis, Lyon, 2016. http://www.theses.fr/2016LYSE2109.
Full textAbstract:
Au cours de la première décennie du XXIe siècle l'Arctique a fait l’objet d’une attention croissante de la part des chercheurs, des politiciens et des multinationales. En effet, les problématiques liées au changement climatique, et le regain d’interêt politique et économique des Etats côtiers et non côtiers, a peu à peu fait apparaître cette région comme un endroit stratégique sur l'échiquier des grandes puissances. Depuis 2001, la Fédération de Russie a entrepris plusieurs actions afin de garantir ses intérêts nationaux dans ce qu'elle considère comme l’Arctique russe, un espace qui comprend environ 22600 kilomètres de littoral avec l'océan Arctique. Or, le changement climatique, les développements socio-économiques et les impératifs stratégiques ont conditionné cette politique pour l’Arctique. Les oblasts de Mourmansk et d’Arkhangelsk jouent, de nos jours, un rôle majeur dans la mise en œuvre de la stratégie russe pour la région arctique. Ce travail évaluera donc les défis majeurs de stratégie et de sécurité nationale russes en Arctique occidental au regard des récents changements du modèle politique et économique russe, du rôle émergent d'acteurs privés et étrangers ainsi que des spécificités des régions arctiques et sous-arctiques. Dans une première partie de notre travail nous essayerons de souligner l’importance stratégique et économique de l’Arctique Occidental pour la Fédération de Russie. Une approche historique nous permettra de mieux comprendre le rôle actuel des oblasts de Mourmansk et d’Arkhangelsk tandis que l’analyse de l’évolution démographique, industrielle et commerciale de ces régions nous fera apprécier son potentiel socio-économique. Enfin, une analyse de l’adaptation des industries énergétiques et du complexe militaro-industriel aux marchés internationaux sera entreprise ainsi qu’une évaluation des risques liés au changement climatique et à la pollution industrielle. Dans une deuxième partie, nous analyserons les principales problématiques rencontrés par les acteurs étatiques et privés en Arctique occidental. Afin d’identifier les principaux enjeux, nous avons transposé des théories des relations internationales à la géopolitique (Waltz, Keohane, Putnam). Tout particulièrement, nous utiliserons pour cette analyse les modèles conceptuels de Graham Allison et son approche sur les intérêts nationaux<br>During the first decade of the XXIth century, the Arctic has received growing attention from scholars, policymakers and multinational corporations. Climate change as well as renewed political and economical interests from coastal and non-coastal States had repositioned this region as a prospective theater in the Great powers chessboard. Since 2001, the Russian Federation has taken several international and domestic actions to guarantee its national interest in what it considers as the Russian Arctic, a space that comprises about 22 600 kilometers of national coastline with the Arctic Ocean. But climate change, historical socio-economic developments and strategic imperatives have conditioned this engagement.The Murmansk and Arkhangelsk oblasts plays nowadays a leading role in the implementation of a cross-domain Russian strategy for the Arctic region. This dissertation will then assess the central challenges of Russian National Security and Strategy in the Occidental Arctic taking in consideration recent changes in the Russian Federation political and economical model, the emerging role of private and foreign actors and the specificity of Arctic and sub-Arctic regions.The first part of this dissertation will try to underline the past/current strategic and economical relevance of the Occidental Arctic for the Russian Federation. A historical approach will allow us to better understand the current role of Murmansk and Arkhangelsk oblasts while we will appreciate its socio-economic potential thanks to the analysis of demographic, industrial and commercial developments of these regions. Finally, a study on defense and energy industries adaptation to international markets will be conducted as well as a regional risk-assessment concerning climate change and industrial pollution.In a second part, our main objective is to demonstrate the strategic and economical importance of the Murmansk and Arkhangelsk oblasts for the Russian Arctic policy. This will lead us to analyse core issues in the Occidental Arctic for state and industry actors. The methodology applied to identify the main trends in these issues is a combination of the French school of geopolitics with relevant theories of international relations (Waltz, Keohane, Putnam). Graham Allison’s conceptual models and his approach on national interests will be applied in the analysis
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Ibrahim, Mohamad. "Le contrat de service pétrolier." Electronic Thesis or Diss., Paris 2, 2020. http://www.theses.fr/2020PA020009.
Full textAbstract:
Le contrat de service, dernière génération des contrats pétroliers upstream, est apparu dans les années 70 lors de la révolution des pays pétroliers sur les contrats de concession. Depuis cette période, sa propagation dans le monde comme son évolution sont continues. Considéré comme l’un des contrats les plus complexes, son entrée en vigueur est précédée d’une période précontractuelle plus longue que celle d’un contrat classique et suivie d’une période contractuelle qui dure plusieurs décennies. La période précontractuelle est celle de l’étude, de la planification et des procédures de négociation. Elle aboutit à la conclusion d’un contrat conforme aux attentes des parties. C’est lors de la période contractuelle qu’apparaissent les effets du contrat sur les parties mais également sur l’environnement. Les droits et obligations issus du contrat doivent être exécutés conformément aux textes ; le cas échéant, un arbitrage est envisagé<br>The service contract, the latest generation of upstream petroleum contracts, appeared in the 70s during the revolution in petroleum countries on concession contracts. Since this period, its spread in the world as its evolution are continuous. Considered one of the most complex contracts, its entry into force is preceded by a pre-contractual period longer than that of a classic contract and followed by a contractual period which lasts several decades. The pre-contractual period is that of study, planning and negotiation procedures. It results in the conclusion of a contract that meets the expectations of the parties. It is during the contractual period that the effects of the contract appear on the parties but also on the environment. The rights and obligations arising from the contract must be executed in accordance with the texts; if necessary, arbitration is envisaged
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勉, 三吉, та Tsutomu Miyoshi. "個別化する労使関係と企業別労働組合の対応". Thesis, https://doors.doshisha.ac.jp/opac/opac_link/bibid/BB13059535/?lang=0, 2017. https://doors.doshisha.ac.jp/opac/opac_link/bibid/BB13059535/?lang=0.
Full textAbstract:
日本企業の職場において個別化された仕事・労働条件決定のルールの構造を記述するフレーム、そして青木昌彦が展開した組織アーキテクチュアとコーポレートガバナンスの分析枠組みを労使関係・労働組合機能の分析に活用できるよう詳細化したフレームを提起し、企業別労働組合が個別化する労働条件決定における合意形成に向けてどのような役割を果たしているのかを賃金制度の労使協議・労働時間決定・経営参加の事例を展開した上で明らかにした。<br>博士(産業関係学)<br>Doctor of Philosophy in Industrial Relations<br>同志社大学<br>Doshisha University
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Fleming, James. "The Moral Economy of Swedish Labour Market Co-operation and Job Security in the Neoliberal Era." Thesis, Uppsala universitet, Institutionen för kulturantropologi och etnologi, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-447536.
Full textAbstract:
In the neoliberal era, there has been a global trend towards increased labour market insecurity and inequality, even in countries traditionally emblematic of union strength and socio-economic security such as Sweden. In this study, I present the first ethnographic research conducted in anthropology of negotiations between the central Swedish union and employer peak bodies (known as the ‘labour market partners’). These negotiations were conducted in 2020 against the background of a political crisis and political pressure to modernise and liberalise longstanding and fundamental job security protec- tions in the Employment Protection Act (LAS). Through the lens of these negotiations, I investigate the role of the labour market partners in moderating neoliberal trends and how the partners see their relationship and role in society. I investigate, for example, why Swedish employers support unions and a system that ostensibly curbs their own power. I employ the notions of moral economy and em- bedding to look beyond economic self-interest, to the moral and institutional norms that help explain the partners’ co-operation over time and the role they see themselves as playing as guardians of the social peace. I also incorporate interview material describing diverse workers’ experiences of the current job security protections under LAS. I argue that workers’ voices and experiences reveal a parallel moral economy, where current job security protections are revealed to be important but inadequate, and that job security is a highly nebulous, ambivalent and contextual phenomenon. I argue the moral economy of job security is one of entangled reciprocity between employer, worker and the state, and I consider the proposed reforms in this context. The study shows that even in the context of increasing market- isation of labour and society, reciprocity and cooperation both at the workplace and during the LAS negotiations serve to de-commodify labour and embed the economy in various moral norms. In this way, the research contributes to the anthropological literature on embeddedness and moral economy. It also contributes to both an ethnographic and theoretical understanding of job security.
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賀仲民. "The effect of negotiation attitudes and strategies on the industrial relationship negotiation－A case study on the Parking Management, Taipei City Government." Thesis, 2006. http://ndltd.ncl.edu.tw/handle/83940429567823606810.
Full textAbstract:
碩士<br>國立交通大學<br>管理學院碩士在職專班經營管理組<br>94<br>Research and inspiration of management strategy of labor-capital relations in official department—Discuss from communication mode and structure factor between industrial labor union and labor at Parking Management Office, Taipei City Government
Researcher：Zhong-Ming, HE Supervisor：Professor Feng-Dai, ZENG
Operational management group, vocation master class, Department of Management Science, National Chiao Tung University
Abstract
What exactly are the observation and viewpoints from Taipei of the reversal upon labor and capital after globalization（Will cheap labor cost able to generate good service industry?）What is the structure factor behind it？ Take the confrontation between the industrial labor union and capital in Parking Management Office at Taipei City Government for example, the recognition of the administrative right of manpower and labor right is different, it should not only follow the two society shocking reports from media which make the public consume on negative news of “Dry body incident of eight months dead car owner in the parking place of Da-An Forest Park(retraction after outsourcing expiration) ”and “Discipline corruption incident of outsource bid of parking place”（people involved are prosecuted for 15 years of prison as the division chief was record a demerit and transferred from the position！）, but discuss the real structure factor profoundly. The research adopts the participation observation , conducts the purpose related involving operation and analyzes deficiency, good and bad and the structure reason behind it（duration of involved observation is near to 3 years）,as the conclusion and suggestion are obtained at the end.
The final research results indicate that, 1. Inappropriate negotiation strategy will lead to worse vicious circles（inspiration from the labor-capital dispute of the case）.2.The rough and labor disrespectful one way outsource policy results in the revenue lost of more than 1.936 billion NT dollars for unable collection of parking alongside the road for Taipei citizens, the amount of insufficient manpower and concurrent control of surface parking place is 0.418 billion NT dollars, even the request of administrator recruitment from the labor union is accepted（with the budget predication of 50 thousand NT dollars per person）,after deduction of the personnel cost, the profit lost of the Taipei City Government will highly achieve 1.141 billion NT dollars which not even includes external cost such as disorder of un-controlled parking, encouragement of the bid-winning manufacturers for unregulated operation and City Government image influence of abuse occurred.3.The price paid for indifference and underestimation of requests from labor class and adoption of class advantages to battle with the labor union has always been really huge, tolerance and compassion should be used to cautiously sympathize the uneasy emotions behind the labors.
It is like what Mr. Guo-Xiong, XIE said:” The way to treat the labor is ---“mutuality””—which is concise and pithy, offered for the governors in superior position to ponder deeply.
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Ferreira, Pedro Miguel das Neves. "Negotiation for the middle east: a comparative study of cultures and the construction of a negotiation framework for portuguese in Kuwait." Master's thesis, 2017. http://hdl.handle.net/10071/15806.
Full textAbstract:
The amount of ambiguity present in real life negotiations is intolerable towards the possibility of
perceiving the negotiation scenario as a competitive and castrating process for one of the party's.
The temptation to find one-size-fits-all prescription of unerring steps towards the negotiation
success, offers this process no more than a romantic character or maybe, one relieving mirage of
the required multiple factors that the negotiation scenario demands. This dissertation’s objective
is based on the identification and analysis of the cultural dimensions that impact specifically,
business negotiations that take place between a Kuwaiti and a Portuguese party in the attempt to
build a negotiation framework for Portuguese professionals negotiating in Kuwait. We used a
multiple case design and analyzed 17 bilateral negotiation situations. The main source of evidence
was in-depth and semi-structured interviews and the results are shown in cognitive mapping
format. We adapted the interview script and mind map from Falcão (2008) to collect and interpret
the data and we used the Dimensions of Culture Questionnaire from House, Hanges, Javidan,
Dorfman and Gupta (2004) and grouped the impacting data collection into five blocks:
Preparation, People, Partie, Process, Cultural Perception. We believe that we have made
contributions to the study of the negotiation process and it's cross-cultural influence in Kuwait,
that has one of the world’s fast-growing economies and most powerful currency. There are not
many specific studies available for Kuwait negotiation reality. The size of the sample reflects the
number of Portuguese negotiating in Kuwait but at the same time, limits the study. There are areas
of study to be developed in the future namely, communication (verbal and non-verbal), leadership
(individual and teams) and feedback.<br>A ambiguidade que encontramos presente em negociações na vida real não é compatível com a
possibilidade de entender a negociação como um cenário único de competição entre duas partes.
A tentação de procurar um receituário infalível de passos a dar em direcção ao sucesso negocial
não oferece mais do que um carácter romântico ou uma breve miragem do que o processo negocial
exige. O objectivo da presente dissertação prende-se com a identificação e análise das dimensões
culturais que influenciam o processo negocial entre uma parte Kuwaitiana e uma parte Portuguesa
e a construção de um framework negocial para Portugueses no Kuwait. Utilizámos múltiplos casos
de estudo e analisámos 17 situações negociais. Adaptámos o guião de entrevista de Falcão (2008),
usámos o questionário de dimensões culturais de House, Hanges, Javidan, Dorfman and Gupta
(2004) e conduzimos entrevistas semi-estruturadas. Concretizámos os resultados em mapas
mentais dentro de cinco blocos: Preparação, Pessoas, Partes, Processo e Percepção Cultural.
Procurámos contribuir para o processo informativo bilateral da negociação no Kuwait, um país
que tem uma das mais fortes economias mundiais. Existe pouca investigação específica para a
realidade negocial no Kuwait. O tamanho da amostra reflecte o número de Portugueses a realizar
negociações no Kuwait mas limita o estudo realizado. Existem áreas de estudo com interesse a
desenvolver no futuro nomeadamente, comunicação (verbal e não verbal), liderança (individual e
de equipas) e feedback.
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Pagé-Bissonnette, Julie. "La négociation mixte : observation de la négociation d’une convention collective." Thèse, 2010. http://hdl.handle.net/1866/3717.
Full textAbstract:
Dans le domaine des relations industrielles, on a vu apparaître, ces dernières années, différents changements au niveau des relations du travail, notamment en matière de négociation collective. En effet, de nouvelles formes de négociation ont vu le jour en réponse aux changements qui se sont produits sur le marché du travail. De façon plus précise, les théoriciens se sont penchés, d’une part, sur des méthodes de négociation moins conflictuelles et les acteurs concernés par la négociation collective ont su les mettre en pratique, d’autre part.
Cependant, bien que certains aient tenté de substituer ces méthodes plus coopératives à la négociation traditionnelle de façon intégrale, les théoriciens et praticiens se sont aperçus qu’il était plutôt difficile de les adopter à l’état pur et ce, de façon alternative à la négociation traditionnelle. Afin d’optimiser les gains mutuels lors de la négociation d’une entente, les négociateurs vont plutôt opter pour un usage combiné des méthodes plus traditionnelles et des nouvelles formes dites plus coopératives; on parle alors de négociation mixte.
Toutefois, peu d’études portant sur la négociation mixte ont été conduites. Nous croyons néanmoins que cette forme de négociation est plus appropriée, notamment en raison de la nature des enjeux traités à l’occasion d’une négociation collective.
S’insérant dans ce contexte, l’objet de notre recherche est donc l’étude, par l’entremise d’un cas particulier, de la négociation mixte. De façon plus précise, nous cherchons à évaluer la méthode de négociation adoptée lors de la négociation collective ayant eu lieu entre le Centre de la petite enfance Pomme Soleil (CPE) et le Syndicat des intervenantes en petite enfance de Montréal (SIPEM) – CSQ en 2005.
Afin d’y parvenir, nous avons vérifié les propositions et hypothèses suivantes : (1) la nature du climat des négociations précédentes a une influence sur la méthode de négociation de type mixte adoptée par les parties au cours de la négociation de la convention collective, (2) la nature du climat des relations industrielles a une influence sur la méthode de négociation de type mixte adoptée par les parties au cours de la négociation de la convention collective, (3) le passage du temps a un effet de transition sur la méthode de négociation de type mixte qui manifeste une dominante intégrative dans les étapes initiales de la négociation et une dominante distributive dans les étapes finales, (4) les négociateurs ayant reçu une formation à la négociation basée sur la résolution de problèmes ou basée sur les intérêts adoptent une méthode de négociation de type mixte à dominante intégrative, (5) l’expérience des négociateurs patronal et syndical a une influence sur la méthode de négociation de type mixte adoptée par les parties au cours de la négociation de la convention collective, (6) la stratégie de négociation initiale adoptée par les parties a une influence sur la méthode de négociation de type mixte au cours de la négociation de la convention collective et (7) la négociation des clauses à incidence pécuniaire donne lieu à une méthode de négociation de type mixte à dominante distributive.
Grâce aux résultats que nous avons recueillis par l’entremise de l’observation de la négociation collective entre le CPE Pomme Soleil et le SIPEM, mais principalement par le biais des entrevues, nous sommes en mesure d’affirmer que, conformément à notre question de recherche, la négociation fut mixte, à dominante intégrative. Cependant, la question salariale, bien qu’elle ne fut pas abordée à la table de négociation mais avec le gouvernement provincial, prit une tangente distributive. En ce sens, nous pouvons dire que la négociation fut mixte et ce, de façon séquentielle.<br>In the field of industrial relations, we saw appearing, these last years, various changes in work relations, particularly in collective bargaining. Indeed, new forms of negotiation were born in answer to the changes which occurred in the labor market. In a more precise way, the theorists bent, on one hand, over less conflicting methods of negotiation and the actors concerned by the collective bargaining knew how to put them into practice, on the other hand.
However, although some tried to substitute these more cooperative methods for the traditional negotiation, the theorists and the practitioners noticed that it was rather difficult to adopt them in a pure state, in an alternative way to the traditional negotiation. To optimize the mutual earnings during the negotiation of an agreement, the negotiators will rather opt for a combined use of the more traditional methods and the new cooperative forms; we speak then about mixed negotiation.
However, few studies concerning the mixed negotiation were driven. We believe nevertheless that this kind of negotiation is more suited, in particular because of the nature of the stakes handled on the occasion of a collective bargaining.
Fitting into this context, the object of our research is thus the study, by the observation of a particular case, of mixed negotiation. In a more precise way, we try to evaluate the method of negotiation adopted during the collective bargaining that took place between the Centre de la petite enfance Pomme Soleil (CPE) and the Syndicat des intervenantes en petite enfance de Montréal (SIPEM) – CSQ in 2005.
To reach there, we verified the propositions and the following hypotheses: (1) the nature of the climate of the previous negotiations has an influence on the method of mixed negotiation adopted by the parties during the negotiation of the collective agreement, (2) the nature of the climate of the industrial relations has an influence on the method of negotiation of mixed type adopted by the parties during the negotiation of the collective agreement, (3) the passage of time has an effect of transition on the method of mixed negotiation which shows an integrative dominant in the initial stages of the negotiation and a distributive dominant in the final stages, (4) the negotiators who have received a training in interest-based negotiation adopt a method of mixed negotiation with an integrative dominant, (5) the experience of the employer’s and labor-union’s negotiators has an influence on the method of mixed negotiation adopted by the parties during the negotiation of the collective agreement, (6) the initial strategy of negotiation adopted by the parties has an influence on the method of mixed negotiation during the negotiation of the collective agreement and (7) the negotiation of clauses with pecuniary incidence give place to a method of mixed negotiation with distributive dominant.
Thanks to the results which we collected by the intervention of the observation of the collective bargaining between the CPE Pomme Soleil and the SIPEM, but mainly by means of the interviews, we are capable of asserting that, according to our research question, the negotiation was mixed, with an integrative dominant. However, the wage question, although it was not approached at the table of negotiation but with the provincial government, took a distributive tangent. In this way, we can say that the negotiation was mixed in a sequential way.
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"A study on the perception of Chinese and American on US-China business negotiation in the electronic industry." Chinese University of Hong Kong, 1994. http://library.cuhk.edu.hk/record=b5888037.
Full textAbstract:
by Ho Hin-shun.<br>Includes questionnaire in Chinese.<br>Thesis (M.B.A.)--Chinese University of Hong Kong, 1994.<br>Includes bibliographical references (leaves 81-84).<br>ABSTRACT --- p.iii<br>ACKNOWLEDGMENTS --- p.v<br>TABLE OF CONTENTS --- p.vi<br>LIST OF TABLES --- p.viii<br>Chapter<br>Chapter 1. --- INTRODUCTION --- p.1<br>Chapter 2 . --- THE MANAGEMENT PROBLEM --- p.7<br>Chapter 3. --- LITERATURE REVIEW --- p.13<br>Chapter 4. --- RESEARCH OBJECTIVES --- p.19<br>Chapter 5. --- SAMPLE DATA AND METHODOLOGY --- p.22<br>Chapter 5.1. --- Sample Data --- p.22<br>Chapter 5.2. --- Questionnaire Construction --- p.23<br>Chapter 5.3. --- Administering the Questionnaire --- p.25<br>Chapter 6. --- RESULTS AND ANALYSIS --- p.27<br>Chapter 6.1. --- Sample Characteristics --- p.27<br>Chapter 6.2. --- Results of Questionnaire --- p.29<br>Chapter 6.3. --- Results of MANVOA --- p.29<br>Chapter 6. 4 --- .Multiple Regression --- p.39<br>Chapter 7. --- MANAGEMENT IMPLICATIONS --- p.52<br>Chapter 7.1. --- Satisfaction on US-China business negotiation --- p.53<br>Chapter 7.1.1 . --- American Point of View --- p.53<br>Chapter 7.1.2 . --- Chinese Point of View --- p.54<br>Chapter 7.2. --- Efficiency on US-China business negotiation --- p.54<br>Chapter 7.2.1 . --- American Point of View --- p.54<br>Chapter 7.2.2. --- Chinese point of view --- p.55<br>Chapter 7.3. --- Future in US-China Business --- p.56<br>Chapter 7.3.1 . --- American Point of View --- p.56<br>Chapter 7.3.2. --- Chinese Point of View --- p.57<br>Chapter 7.4. --- Short term expectation in trade and investment --- p.57<br>Chapter 7.4.1 . --- American Point of View --- p.57<br>Chapter 7.4.2. --- Chinese Point of View --- p.58<br>Chapter 7.5. --- Long term expectation in trade and investment --- p.58<br>Chapter 7.5.1. --- American Point of View --- p.58<br>Chapter 7.5.2. --- Chinese Point of View --- p.59<br>Chapter 7.6. --- Strategic Implications --- p.59<br>Chapter 7.6.1. --- Suggestions to American --- p.60<br>Chapter 7.6.2. --- Suggestions to Chinese --- p.62<br>Chapter 7.6.3. --- Research Implications --- p.63<br>Chapter 8. --- CONCLUSIONS --- p.64<br>APPENDIX 1 --- p.73<br>QUESTIONNAIRE IN ENGLISH ( THREE PAGES ) --- p.73<br>APPENDIX 2 --- p.77<br>QUESTIONNAIRE IN CHINESE ( THREE PAGES ) --- p.77<br>BIBLIOGRAPHY --- p.81
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Lomba, Carlos Manuel Fonseca. "ABC retail: caso pedagógico de negociação comercial." Master's thesis, 2014. http://hdl.handle.net/10071/9419.
Full textAbstract:
Este texto apresenta um caso pedagógico relativo à negociação comercial. A negociação é,
essencialmente, um processo de tomada de decisão conjunta num contexto de interação
estratégica ou de interdependência com vista ao sucesso empresarial.
O presente caso pedagógico pretende incentivar os alunos e os profissionais da área da
negociação a dominar todos os processos da negociação com grande profundidade, para que a
sua eficácia negocial se torne superior. Procura-se também contribuir para reforçar a
consciência da importância do domínio do processo negocial para o sucesso dos resultados das
empresas. Tal implica treinar as ferramentas estratégicas e táticas que permitam esse domínio
aos leitores.
Com esse objetivo desenvolveu-se um caso pedagógico assente em empresas reais que servirá
de ferramenta de treino para estudantes e profissionais procurando torná-los mais eficazes na
prossecução das vendas, profissionalizando a negociação.
Para isso, analisou- se a influência de um conjunto de características individuais e
organizacionais nos estilos de negociação, bem como a concretização de um caso pedagógico
baseado num caso real entre duas empresas, que serão denominadas ficticiamente (ABC e
XXX), que estão relacionadas com a indústria do Tabaco em Portugal. A situação descrita é
meramente exemplificativa de um modelo de aplicabilidade universal. Posteriormente este caso
pedagógico será aplicado em contexto sala de aula.<br>Business Negotiation is essential to achieve good management performances. Negotiation is
essentially a process of joint decision-making in a context of strategic interaction or
interdependence.
The aim of this dissertation is to evaluate the relationship of negotiation styles and negotiation
effectiveness and above all to enhance the awareness of the importance of the negotiation
process in the success of company results.
To achieve this goal a training tool for students and professionals was conceived.
In this context, the influence of a set of individual and organizational characteristics was
analyzed concerning the negotiation process, as well as the implementation of a teaching case
based on a real story between two companies, which will be called notionally ABC and XXX
that are related to the Tobacco industry in Portugal. The situation described is merely
illustrative of a pedagogical model universally applicable.
Later on, this case will be applied in the classroom context.
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Tsai, Tsung-Chang, and 蔡宗昌. "Cross-cultural Conflict and Negotiation of Strike – A Case Study of Taiwanese Furniture Industries in Vietnam." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/04579136029710969165.
Full textAbstract:
碩士<br>亞洲大學<br>國際企業學系碩士在職專班<br>99<br>Now, workers ‘strike is the most serious challenge when the business
investment in Vietnam. According to statistics, 424 occurred in 2010 in the case of strikes, a foreign-funded enterprises accounted for 79.95 %( 339). Strike events continue happened.
This study analysis the furniture industries of strike of Taiwan investment in Vietnam. Undertake an in-depth interview for the purpose of analysing the industrial relations among Vietnam workers, and Taiwanese enterprises. We discovered that Vietnam workers’ most concern was wages, welfare and management. It is necessary to establish a coordination mechanism between workers and capital in Vietnam.
48
Bensabat, Remonda R. "The Mexican private sector's role in the North American Free Trade Negotiations implications for business-state relations /." 1995. http://catalog.hathitrust.org/api/volumes/oclc/38273300.html.
Full text
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Rodrigues, Artur Rafael de Azevedo. "SEEDS SA: caso pedagógico de negociação comercial." Master's thesis, 2014. http://hdl.handle.net/10071/9151.
Full textAbstract:
Este Caso Pedagógico tem como principal objectivo, detalhar as fases que constituem uma
negociação através da sua aplicação prática, recorrendo a um processo negocial que se insere
na Indústria Portuguesa de Gestão de Activos.
O processo negocial desde a sua preparação até à implementação do acordo, as estratégias e
tácticas negociais bem como os perfis dos negociadores, são abordados no Caso.
A Negociação de Objectivos Comerciais, que ocorre anualmente, entre a Sociedade Gestora
de Fundos de Investimento - Seeds SA e o seu principal cliente - Banco Green, constituirão a
base de aplicação dos conceitos analisados ao longo da revisão de literatura, construída
através de artigos científicos, livros publicados por autores nacionais e internacionais que se
debruçaram sobre o estudo da negociação comercial.<br>This Case Study has its main purpose to detail the steps that constitute the negotiation process
through its practical application, in the Portuguese Asset Management Industry.
The negotiating process from preparation to implementation of the agreement, negotiation
strategies and tactics as well as the profiles of the negotiators, are covered in the case.
The negotiation of Business goals, that occurs every year, between the Asset Management
Company - Seeds SA and its main client - Green Bank, provides the basis for applying the
concepts discussed throughout the literature review that was built with scientific articles and
books written by portuguese and international authors who have study commercial
negotiation.
50
Gauvin, Kristine. "L'effet de l'allongement de la durée des conventions collectives sur les relations du travail locales en entreprise." Thèse, 2014. http://hdl.handle.net/1866/11703.
Full textAbstract:
Cette recherche s’intéresse au phénomène qu’est l’allongement de la durée des conventions collectives. Avant juin 1994, la durée maximale d’une convention collective était fixée à trois ans. La venue de la mondialisation a chamboulé les entreprises qui, elles, pour s’adapter et survivre à cette nouvelle réalité et demeurer compétitives, ont dû procéder à des investissements majeurs, des restructurations, miser sur des relations de partenariat avec les syndicats, etc. (Boivin, 1998). Pour ce faire, elles devaient s’assurer d’obtenir une stabilité et une paix industrielle (Grant et Paquet, 1998). C’est à ce moment que nous avons vu l’apparition d’ententes qui visaient à prolonger la durée maximale des conventions collectives, fixées à trois ans, sans contrevenir aux différentes dispositions du Code du travail (L.R.Q. c.C-27). Ces « contrats sociaux » devaient compter différentes caractéristiques particulières. C’est le 10 mai 1994 que le législateur québécois a déplafonné la durée des conventions collectives (Mayer, 1999). Tel qu’établi, les transformations au niveau de l’environnement ont poussé les acteurs à revoir leurs façons de faire. Cela a mené à une déconflictualisation des relations du travail (Jalette, Bourque et Laroche, 2008). Les acteurs ont adopté des stratégies de négociation de plus en plus coopératives, ils ont eu un recours accru à la concertation, et ont développé une relation de partenariat (Maschino et coll., 2001). Nous observons en parallèle à une tendance à l’allongement de la durée des conventions collectives. Nous nous questionnons à savoir ce qui a principalement motivé autant les syndicats à négocier ce type d’entente et ainsi, renoncer à leur droit de grève, et aussi quels sont les avantages ou inconvénients pour les employeurs de négocier de telles ententes. De manière plus spécifique, notre question de recherche est la suivante : Quels sont les effets de l’allongement de la durée des conventions collectives sur les relations du travail locales en entreprise? Notre analyse vise à vérifier six propositions de recherche : 1- Les relations du travail sont transformées par la durée d’une convention collective de travail, laquelle est influencée par l’environnement. 2- L’allongement de la durée des conventions collectives de travail amène les parties à davantage recourir à des stratégies de négociation intégrative. 3- L’allongement de la durée des conventions collectives de travail contribue à diminuer le nombre de conflits de travail 4- L’allongement de la durée des conventions collectives de travail change la nature des manifestations du conflit sur le marché du travail. 5- L’allongement de la durée des conventions collectives transforme le contenu des conventions collectives de travail par l’intégration de clauses nouvelles. 6- L’allongement de la durée des CCT diminue le rapport de force du syndicat. Dans le but de répondre à ces différents questionnements, nous avons utilisé une méthodologie qualitative de recherche et plus précisément, l’étude de cas. Cette dernière fut conduite en trois étapes : la préparation, la collecte de données et l’interprétation (Merriam, 1998). Les données de notre étude ont été colligées durant l’été et l’automne 2010. Tout d’abord, nous avons effectué des entretiens semi structuré à l’aide d’une grille d’entrevue. Cette grille d’entrevue fut adaptée en fonction des acteurs rencontrés, et surtout de la partie qu’ils représentent. Nous avons interrogé les acteurs tant patronaux que syndicaux, c’est-à-dire : du côté patronal, nous avons rencontré les responsables des relations du travail oeuvrant au siège social ainsi que les conseillers en relations du travail en charge de négocier ou d’appliquer la convention collective des différents établissements couverts par l’étude. Du côté syndical, nous avons rencontré les conseillers syndicaux en charge également de négocier la convention collective et de veiller à son application. Au total, nous avons mené onze entretiens. En guise de comparaison, nous avons aussi procédé à une analyse de contenu de 139 conventions collectives du secteur de l’alimentation. Nous cherchions à savoir si les conventions collectives de longue durée avaient tendance à comporter majoritairement une plus grande présence de clauses en lien avec les 7 caractéristiques des « contrats sociaux » mentionnées par Mayer (1999). Ces caractéristiques sont les suivantes : transparence économique et de gestion, participation à la gestion, programme de qualité totale, formation, flexibilité dans l’organisation du travail, stabilité de l’emploi et mécanismes de gestion de l’entente. Mots clés : allongement, durée, conventions collectives, relations du travail, loi 116, déplafonnement des conventions collectives, NBI et concertation.<br>Our research examines a recent phenomenon: the lengthening of the duration of collective agreements. The maximum duration of a collective agreement used to be three years. With the advent of globalization, all has changed drastically. In order to survive and remain competitive, businesses have had to adjust to this new paradigm by investing massively, restructuring, building on renewed partnerships with the unions and the like (Boivin, 1998). To succeed, it was imperative that they foster a climate characterized by stability and industrial peace (Grant and Paquet, 1998). Thus, they started to sign agreements seeking to extend the maximum duration of collective contracts (usually three years), while abiding by the provisions of the Code du travail (L.R.Q. c. C-27). These so-called « social covenants » had to embody various specificities. Then, on May 10, 1994, the Québec government lifted the ceiling on the duration of collective agreements (Mayer, 1999). As previously mentioned, increased globalization, with its attending changes, spurred all stakeholders to modify their ways of doing business. Labor relations were no longer a major source of conflict (Jalette, Bourque and Laroche, 2008). Negotiation strategies were increasingly steeped in cooperation and consensus-building, and the negotiating parties developed a relationship akin to a partnership (Maschino et al., 2001). At the same time, the duration of collective agreements has started increasing. We will examine what motivated the unions to negotiate such agreements, thus surrendering their right to strike and also whatever benefits – or drawbacks – such a trend held in store for the employers. More specifically, we will endeavor to find out: What are the effects of increasing the duration of collective agreements on local labor relations? For the purpose of our analysis, we have formulated the following research hypotheses: 1. Labor relations undergo transformations as a result of the duration of a collective agreement being increased; said duration hinging on the business climate. 2. With longer-term collective agreements, negotiating parties apply better co-operative strategies. 3. Longer-term collective agreements reduce the number of labor conflicts 4. Longer-term collective agreements change the way these conflicts play out in the workplace. 5. Longer collective agreement periods transform collective agreement contents by the addition of new provisions. 6. Longer-term collective agreements weaken the unions negotiating position. While aiming to address the aforementioned hypotheses, we have opted for a qualitative research methodology, namely the case study. The process involved three steps: data preparation, collection and interpretation (Merriam, 1998). The data we used were collected over the summer and fall of 2010. First, we conducted semi-structured interviews using a specific interview grid, which we adjusted according to individual respondents and, first and foremost, the parties they represented. Thus, we interviewed stakeholders from both sides, unions and employers. On the employers’ side, we met labor relations specialists working out of head offices as well as labor relations consultants responsible for negotiating or enforcing the collective agreements in force in various organizations covered by our study. On the union side, we met with union representatives who were also responsible for negotiating or enforcing the collective agreements. Eleven interviews were conducted in total. As a means of comparison, we also analyzed the content of 139 collective agreements in the food sector. We wanted to determine if most long-term collective agreements tended to include a greater amount of provisions related to the seven elements typical of the « social covenants » mentioned in Mayer, 1999. These are: economic and managerial transparency, shared management, total quality programs, training, work-planning flexibility, employment stability and collective agreement management processes. Key words: long-term agreements, duration, collective agreements, labor relations, Bill 116, IBN (interest-based negotiation) and consensus-building.