Journal articles: 'Industrial negotiation'

1

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

2

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

3

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

4

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

Full text

APA, Harvard, Vancouver, ISO, and other styles

5

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

6

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

7

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

8

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

9

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

10

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

Full text

Abstract:

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

APA, Harvard, Vancouver, ISO, and other styles

11

Ramirez, Bruno C. "Industrial Conflict and Industrial Relations in Italy : New Perspectives." Relations industrielles 28, no. 3 (April 12, 2005): 617–28. http://dx.doi.org/10.7202/028423ar.

Full text

Abstract:

The author traces the changes which have occurred in Italy's industrial relations systems as a result of the great wave of strikes of 1969. Special emphasis is placed on the emergence of new structures of workers' representation at the plant level, and on the effect these have had on the method of negotiation.

APA, Harvard, Vancouver, ISO, and other styles

12

Kim, Jung Suk, Bomin Ko, Yoon Heo, and Jee Hoon Lee. "Reshaping institutional arrangements for TPP ratification in Korea." Journal of Korea Trade 20, no. 2 (June 6, 2016): 167–85. http://dx.doi.org/10.1108/jkt-04-2016-0010.

Full text

Abstract:

Purpose – The purpose of this paper is to assess the current state of Korea’s internal negotiation system and the role of domestic policy factors in the process of Korea’s joining the mega FTAs such as Trans-Pacific Partnership (TPP). Design/methodology/approach – Along with Putnam’s three determinants of win-set size, the authors analyze a new set of policy factors – including Trade Adjustment Assistance (TAA), the FTA Domestic Planning Division, and the Trade Procedure Act – to examine the institutional arrangements available for the ratification of the TPP in Korea. Findings – To minimize the social cost of the internal negotiation process of the trade, better understanding of the role of domestic policy factors is essential. The paper proposes some important policy suggestions which will scale up the benefit of the trade. Research limitations/implications – The very same analysis can be easily extended to examine the domestic reactions for future FTA negotiation, especially for Mega FTA negotiation. Practical implications – The authors propose six policy suggestions: a Master Process Manual; measures to diagnose domestic reactions; emphasizing non-economic issues; strengthening human resources; considering the strategic role of the Trade Procedure Act; and reshaping TAA, to ensure that a tranquil environment exists for domestic negotiation and confirmation and the authors believe these policies can be implemented widely in trade negotiations. Originality/value – This paper contributes to the existing literature in at least three respects. First, the authors made the first attempt to integrate the domestic policy tools with the domestic determinants of trade negotiation outcomes. Second, the policy proposals can be extended to other countries’ cases with a minor adjustment. Finally, the analysis is based on the assumption that international trade negotiations are multi-level frameworks where domestic influences play a vital role in the aftermath of bilateral FTAs.

APA, Harvard, Vancouver, ISO, and other styles

13

BANKOLE, Akanji Rafiu, and Michael Adekunle ODERINDE. "COLLABORATIVE NEGOTIATION STRATEGY: A PANACEA FOR SUSTAINABLE INDUSTRIAL PEACE IN THE EDUCATIONAL SECTOR OF NIGERIA." LASU Journal of Employment Relations & Human Resource Management 1, no. 1 (December 1, 2018): 328–33. http://dx.doi.org/10.36108/ljerhrm/8102.01.0163.

Full text

Abstract:

The persistent occurrence of industrial conflict in Nigeria educational sector particularly at tertiary level has apparently impacted negatively on the standard of education in the country. Past studies had traced the frequency of industrial actions in tertiary institutions to the type of negotiation strategy often employed by both labour leaders and management representatives. This study therefore examined the available negotiation strategies with a view to identifying the appropriate one and subsequently suggests what could be done for the two parties to voluntarily embrace the negotiation strategy considered appropriate and effective to achieve sustainable industrial peace. Using the archival method, the study observed that competing negotiation strategy was predominantly used in the tertiary institutions in Nigeria. And due to the confrontational and judgemental nature of the strategy, it could not stem the tide of incessant incidences of industrial action. Also, the study observed that the choice of competing negotiation strategy by both parties was probably due to their negative perception about each other and their behavioural orientation that is grossly defective. Based on the observation and the theoretical framework, it was suggested that training programme on some identified Behaviour Modification Skills (BMS) be organized for both parties. It is anticipated that by acquiring the skills, both parties would consciously change their negative perception to positive and their behavioural orientation would equally be enhanced. Thus, both parties would be willing to apply voluntarily the collaborative negotiation strategy considered appropriate and effective to attain sustainable industrial peace in our tertiary institutions.

APA, Harvard, Vancouver, ISO, and other styles

14

Bankole, Akanji Rafiu, and Michael Adekunle Oderinde. "COLLABORATIVE NEGOTIATION STRATEGY: A PANACEA FOR SUSTAINABLE INDUSTRIAL PEACE IN THE EDUCATIONAL SECTOR OF NIGERIA." LASU Journal of Employment Relations & Human Resource Management 1, no. 1 (December 1, 2018): 246–51. http://dx.doi.org/10.36108/ljerhrm/8102.01.0162.

Full text

Abstract:

The persistent occurrence of industrial conflict in Nigeria educational sector particularly at tertiary level has apparently impacted negatively on the standard of education in the country. Past studies had traced the frequency of industrial actions in tertiary institutions to the type of negotiation strategy often employed by both labour leaders and management representatives. This study therefore examined the available negotiation strategies with a view to identifying the appropriate one and subsequently suggests what could be done for the two parties to voluntarily embrace the negotiation strategy considered appropriate and effective to achieve sustainable industrial peace. Using the archival method, the study observed that competing negotiation strategy was predominantly used in the tertiary institutions in Nigeria. And due to the confrontational and judgemental nature of the strategy, it could not stem the tide of incessant incidences of industrial action. Also, the study observed that the choice of competing negotiation strategy by both parties was probably due to their negative perception about each other and their behavioural orientation that is grossly defective. Based on the observation and the theoretical framework, it was suggested that training programme on some identified Behaviour Modification Skills (BMS) be organized for both parties. It is anticipated that by acquiring the skills, both parties would consciously change their negative perception to positive and their behavioural orientation would equally be enhanced. Thus, both parties would be willing to apply voluntarily the collaborative negotiation strategy considered appropriate and effective to attain sustainable industrial peace in our tertiary institutions.

APA, Harvard, Vancouver, ISO, and other styles

15

Zhou, Hua, Dong Wei, Yinglong Chen, and Fa Wu. "Promoting mutual adaptation in haptic negotiation using adaptive virtual fixture." Industrial Robot: the international journal of robotics research and application 48, no. 2 (January 18, 2021): 313–26. http://dx.doi.org/10.1108/ir-07-2020-0142.

Full text

Abstract:

Purpose To promote the intuitiveness of collaborative tasks, the negotiation ability of humans with each other has inspired a large amount of studies aimed at reproducing the capacity in physical human-robot interaction (pHRI). This paper aims to promote mutual adaptation in negotiation when both parties possess incomplete information. Design/methodology/approach This paper introduces virtual fixtures into the traditional negotiation mechanism, locally regulating tracking trajectory and impedance parameters in the negotiating phase until the final plan integrates bilateral intentions well. In the strategy, robots convey its task information to humans and offer groups of guide plans for them to choose, on the premise of maximizing the robot’s own profits. Findings Compared with traditional negotiation strategies, humans adapt to robots easily and show lower cognitive load in the method, while the satisfied plan shows better performance for the whole human-robot system. Originality/value In this study, this paper proposes a novel negotiation strategy to facilitate the mutual adaptation of humans and robots in complicated shared tasks, especially when both parties possess incomplete information of tasks.

APA, Harvard, Vancouver, ISO, and other styles

16

Jumiati, Agatha, and Dahlia Dahlia. "DISPUTE SOLVING IN INDUSTRIAL RELATIONS BASED ON ACT NUMBER 2 YEAR 2004." Wacana Hukum 27, no. 1 (February 28, 2021): 84–92. http://dx.doi.org/10.33061/1.wh.2021.27.1.3990.

Full text

Abstract:

Industrial relations dispute solving that managed in Act No.2 Year 2004 On Industrial Relations Dispute Solvingcan be solved by bipartite negotiation, conciliation, arbitration, mediation, and industrial relations dispute court. The principle of this matter is by putting negotiation first prior to other ways. As managed in Act No.2 Year 2004On Industrial Relations Dispute Solving everyone concerned are supposed to solve it in fast, fair, and cheap ways.

APA, Harvard, Vancouver, ISO, and other styles

17

Antonenko, E. V. "Negotiation Transaction Costs Estimation Of An Industrial Enterprise." Bulletin of Ural Federal University. Series Economics and Management 15, no. 1 (2016): 62–78. http://dx.doi.org/10.15826/vestnik.2016.15.1.04.

Full text

APA, Harvard, Vancouver, ISO, and other styles

18

Benson, John. "Book Reviews : Advocacy and Negotiation in Industrial Relations." Journal of Industrial Relations 30, no. 3 (September 1988): 466–67. http://dx.doi.org/10.1177/002218568803000310.

Full text

APA, Harvard, Vancouver, ISO, and other styles

19

Klein-Bernard, Pablo. "The Cushioned Negotiation: The Case of WTOs Industrial Tariff Liberalization." Journal of World Trade 46, Issue 4 (August 1, 2012): 847–77. http://dx.doi.org/10.54648/trad2012026.

Full text

Abstract:

This article is about the World Trade Organization's Doha Round negotiation on industrial tariffs - i.e., WTO law making process. We make a number of observations on the most recent negotiating text, the December 2008 modalities, based on simulations of its implementation for different types of WTO members. The imports of developed countries and advanced developing countries, which represent one third of the WTO membership but 95% of world trade, are liberalized to a small degree. The other two thirds of the WTO membership are covered under a complex web of special categories and exceptions that calls into question their future participation in the international trading system. Moreover, the tariff reductions are to be achieved in a highly differentiated manner across WTO members. All the different cases and carve outs in the text are like cushions that members use to avoid undertaking a more significant trade liberalization, but in doing so they also defeat the Doha mandate in terms of the degree of ambition required.

APA, Harvard, Vancouver, ISO, and other styles

20

Fells, Ray. "Settlement Process or Tactical Opportunity? Mediation in Industrial Relations." Journal of Industrial Relations 41, no. 4 (December 1999): 594–611. http://dx.doi.org/10.1177/002218569904100407.

Full text

Abstract:

Mediation is often suggested as an alternative method of resolving industrial disputes. However, the precise nature of mediation in the industrial relations context is not clear, and although the emphasis is on a facilitative approach, the evidence from two case studies suggests that a more interventionist approach may be more typical. The case studies also suggest that mediation will be used tactically during the course of a negotiation as well as being a means of bringing the dispute to an end. This opportunity for a tactical recourse to mediation is increased where the legislation seeks to guide or control the conduct of negotiations, as in the case of the proposed amendments to the Workplace Relations Act 1996. Some implications that arise from this tactical opportunity are explored, including tbe development of a motivational perspective to mediation.

APA, Harvard, Vancouver, ISO, and other styles

21

Mojalefa, Mamoeletsi Limakatso. "Union Strategies of Addressing Conflicts at the National University of Lesotho." Business Management and Strategy 12, no. 1 (May 25, 2021): 183. http://dx.doi.org/10.5296/bms.v12i1.18617.

Full text

Abstract:

This paper discusses the strategies that are used by the unions to address industrial conflict at the National university of Lesotho (NUL). Content analysis was undertaken to understand the interviewee’s responses and the NUL policy documents. The strategies are analyzed within the policy context, pre-industrial action, industrial action and post-industrial action. The study also shows that unions at the higher education institutions consult with other unions in the sector and, where other strategies have failed, they resort to either industrial action or legal process to resolve conflicts at the workplace. The findings further show that unions employ widespread communication between their members to share new development in the negotiation process. The findings reveal that strategies which unions normally adopt at NUL are: constant consultations and joint decision making, strikes/industrial action, work to rule, negotiations, collective bargaining, taking legal process and communication of possible ideas and solutions.

APA, Harvard, Vancouver, ISO, and other styles

22

Hightower, Chelsea D., John-Luke McCord, Michael Hay, Brian G. Doyle, and Jason L. Harman. "I-O Psychology Has an Important Role to Play in Gender Differences in Negotiation." Industrial and Organizational Psychology 11, no. 3 (September 2018): 398–403. http://dx.doi.org/10.1017/iop.2018.89.

Full text

Abstract:

A major goal of Gardner, Ryan, and Snoeyink (2018) was to determine what steps are needed moving forward in examining gender representation in industrial and organizational (I-O) psychology. Specifically, on the topic of pay differences, we highlight that gender differences in pay are in part due to differences in negotiation behaviors and/or experiences. Prior research demonstrates that female negotiators receive greater backlash than male negotiators—a possible explanation to why men tend to negotiate more often and more successfully than women (Bowles, Babcock, & Lai, 2007). Based on this evidence, one next step in moving forward should involve providing resources and knowledge to improve negotiation skills and practices specifically aimed at eliminating differences between women and men in both propensity to negotiate and the evaluation/consequences of negotiating.

APA, Harvard, Vancouver, ISO, and other styles

23

Alhasani, Yousuf Rashid Mohammed, and Noor Awanis Bte Muslim. "Are Negotiation Strategies Worthwhile for Digital Public Relations and Effectiveness of Communication? A Conceptual Paradigm." Journal of Hunan University Natural Sciences 49, no. 7 (July 30, 2022): 66–82. http://dx.doi.org/10.55463/issn.1674-2974.49.7.8.

Full text

Abstract:

Negotiation strategies are the backbone of effective communication, also prompted by digital public relations. This study aims to develop a conceptual framework based on the relationship between negotiation strategies, digital public relations, and communication effectiveness. Past empirical works and industrial insights catalyzed the proposed paradigm in the post-Covid-19 era, where digital public relations mediated the negotiation strategies-communication effectiveness relationship. This paradigm complemented the negotiation theory, which described the correlation between negotiation strategies, digital public relations, and communication effectiveness. Rigorous scientific methodologies were incorporated from the social science domain for model development. Based on the study finding, a paradigm on communication effectiveness was associated with negotiation strategies. Academic and industry stakeholders would benefit from this model by thoroughly analyzing the implications of negotiation strategy types (structural negotiation strategies, strategic negotiation strategies, behavioral negotiation strategies, concession exchange negotiation strategies, and integrative negotiation strategies) in emerging technologies. In terms of study novelty, the recommended paradigm corroborated with the digital public relations mediation relationship while simultaneously considering the post-pandemic environment.

APA, Harvard, Vancouver, ISO, and other styles

24

Pogodina, T. V., and O. E. Ustinova. "MODEL OF CONSUMER BEHAVIOR IN THE INDUSTRIAL MARKET IN THE CONDITIONS OF DIGITALIZED PURCHASING MANAGEMENT." Bulletin of Udmurt University. Series Economics and Law 30, no. 6 (December 28, 2020): 830–37. http://dx.doi.org/10.35634/2412-9593-2020-30-6-830-837.

Full text

Abstract:

Intense competition in industrial markets leads to a constant change in customer behavior. Tight price negotiations and abuse of power make it difficult for participants to interact in sales. Taking these facts into account, it should be noted that for a sales Manager, the success rate is the final result of negotiations and is determined by the price. Surveys of sales managers in the industrial sector show that another important element of negotiations is the length of the business relationship. Despite these trends, questions remain about other factors that can consciously or unconsciously influence the negotiation situation, both in a positive and negative way. This article examines the behavior of industrial market participants in purchasing activities, on the basis of which a model is proposed. The article was carried out as part of the second stage of fundamental research works on the state task in 2020 on the topic “Theory of consumer behavior in the modern economy”: Order of the financial University under the government of the Russian Federation dated 20.03.2020 No. 0564/o “On the organization Of the second stage of fundamental research works performed under the state task in 2020”.

APA, Harvard, Vancouver, ISO, and other styles

25

DAVIS, CHRISTINA L. "International Institutions and Issue Linkage: Building Support for Agricultural Trade Liberalization." American Political Science Review 98, no. 1 (February 2004): 153–69. http://dx.doi.org/10.1017/s0003055404001066.

Full text

Abstract:

This article explains how the institutional context of international negotiations influences their outcomes. I argue that issue linkage counteracts domestic obstacles to liberalization by broadening the negotiation stakes. Institutions bolster the credibility of the linkage to make it more effective. I test the argument in the agricultural sector, which has been among the most difficult sectors for governments to liberalize. Statistical analysis of U.S. negotiations with Japan and the EU from 1970 to 1999 indicates that an institutionalized linkage between agricultural and industrial issues encourages agricultural liberalization in both Japan and Europe. Through case studies of key negotiations, I first examine why countries choose to link issues, then show how the linkage changes interest group mobilization and shifts the policy process to promote liberalization.

APA, Harvard, Vancouver, ISO, and other styles

26

Mezgebe, Tsegay Tesfay, Hind Bril El Haouzi, Guillaume Demesure, and Andre Thomas. "A Negotiation-based control approach for disturbed industrial context." IFAC-PapersOnLine 51, no. 11 (2018): 1255–60. http://dx.doi.org/10.1016/j.ifacol.2018.08.360.

Full text

APA, Harvard, Vancouver, ISO, and other styles

27

Samiee, Saeed, and Patrik Anckar. "Currency Choice in Industrial Pricing: A Cross-National Evaluation." Journal of Marketing 62, no. 3 (July 1998): 112–27. http://dx.doi.org/10.1177/002224299806200308.

Full text

Abstract:

In this article, the authors explore the antecedents of currency choice in export transactions by U.S., Swedish, and Finnish firms. Using a framework adapted from exporting literature and negotiation theory, the authors examine relationships between the transaction currency and three sets of constructs, predicated in negotiation and bargaining literature, as well as performance measures. Results indicate a strong relationship between currency choice and process-related and firm characteristic measures. However, situational constraint factors do not exert much influence on transaction currency. The logistic regression model confirms these results with 83% correct classification. The authors demonstrate that the use of foreign currencies is related positively to export volume and transaction value but inversely affects export profit margin.

APA, Harvard, Vancouver, ISO, and other styles

28

Bachkirov, Alexandre A., James Rajasekar, and Maithe Paula da Silva. "Industrial buyer-seller interactions: negotiating in the Arabian Gulf." Review of International Business and Strategy 26, no. 1 (March 7, 2016): 33–49. http://dx.doi.org/10.1108/ribs-10-2013-0109.

Full text

Abstract:

Purpose – The purpose of this study is to explore the key cultural factors that shape the Arab style of buyer-seller negotiations in the industrial goods sector; formulate propositions predicting behaviors of empowered buyers, avoidant buyers and deciders in an expensive industrial purchase situation; and develop a model of communication structure in an industrial buyer firm in the Arabian Gulf. In addition, the study advances propositions concerned with the bargaining style of Arab industrial buyers and the relationships between industrial sales effectiveness and negotiation tactics. Design/methodology/approach – The study draws on literature in the domains of industrial buying behavior, influence tactics in industrial buyer-seller negotiations and communication in industrial buyer-seller bargaining interactions. Findings – The more expensive an industrial purchase is the more empowered buyers will tend to anticipate the wishes of and seek the endorsement of powerful stakeholders, the more avoidant buyers will tend not to take responsibility for the purchase and the more decision makers will tend to rely on unwritten and formal rules and consult with influencers, subordinates and peers. Aggressive bargaining is unlikely to be used by Arab industrial buyers, who prefer a problem-solving approach. Sales effectiveness will be higher when industrial vendors incorporate tactics of ingratiation and inspirational appeal to influence Arab industrial buyers. Originality/value – The study offers a systematic examination of industrial purchasing characteristics through the lens of Arab culture. It synthesizes several literature streams, develops eight original research propositions and proposes a new conceptual model of the communication structure in an industrial buyer firm in the Arabian Gulf.

APA, Harvard, Vancouver, ISO, and other styles

29

Karassavidou, Eleonara, and Yannis Markovits. "The Evolution of Dispute Resolution, Negotiation, and Mediation in Greece." Articles 51, no. 2 (April 12, 2005): 357–90. http://dx.doi.org/10.7202/051099ar.

Full text

Abstract:

In this paper, a four-phase theory of industrial relations evolution is formulated so as to obtain a deeper understanding of contemporary deuelopments in industrial relations, as well as to situate the pattern of Greek industrial relations prior to 1990. Greece initiated a "U-turn " in its industrial relations system in the 1990s. The institutionalization of free collective bargaining, third party intervention on a voluntary basis, and the establishment of the Organization of Mediation and Arbitration (OMED) form the core of the new status quo in employee-employer relations in Greece. A general evaluation of the three years' experience of OMED indicates that a gradual, positive change in the atmosphere of the Greek industrial relations appears to have taken place. However, the transition from a long-standing low-trust and authoritarian industrial relations pattern requires the diffusion of new knowledge and experience, changes in cultures and support from multiple sources.

APA, Harvard, Vancouver, ISO, and other styles

30

Francis, David W. "Some structures of negotiation talk." Language in Society 15, no. 1 (March 1986): 53–79. http://dx.doi.org/10.1017/s0047404500011647.

Full text

Abstract:

ABSTRACTThe paper applies the methods of conversational analysis to investigation of the social organisation of industrial negotiation. The activities of negotiators are viewed as “locally managed,” and the paper shows how constituent entities of the negotiation setting, such as “issues” and “parties,” are interactionally accomplished in and through talk. Two dimensions of negotiation talk are focussed upon: the organisation of topicality and the production of “team” talk. It is shown that the methods by which negotiators manage the tasks of talking topically and talking as a team are context-specific modifications of the methods by which “ordinary conversation” is accomplished. (Conversational analysis, organizational settings, British English)

APA, Harvard, Vancouver, ISO, and other styles

31

Fells, Ray. "Enterprise Bargaining and the Process of Negotiation: A Case Study." Journal of Industrial Relations 37, no. 2 (June 1995): 218–35. http://dx.doi.org/10.1177/002218569503700202.

Full text

Abstract:

Although industrial relations in Australia are undergoing a significant transition towards an enterprise-based System, there has been little research into the man agement-union negotiation process. This paper describes how an employer and two unions reached an enterprise agreement, and examines the choice and inter action aspects of negotiation to explore why and how this was done. The case study demonstrates the characteristics of genuine negotiation and suggests that strong motivation to reach agreement and inherently competitive interaction can have results that meet the needs of the parties.

APA, Harvard, Vancouver, ISO, and other styles

32

Smith, Michael Lee. "Planning Your Negotiation." Journal of Management in Engineering 8, no. 3 (July 1992): 254–60. http://dx.doi.org/10.1061/(asce)9742-597x(1992)8:3(254).

Full text

APA, Harvard, Vancouver, ISO, and other styles

33

Cheung, Sai On, Kenneth T. W. Yiu, and Henry Suen. "Construction Negotiation Online." Journal of Construction Engineering and Management 130, no. 6 (December 2004): 844–52. http://dx.doi.org/10.1061/(asce)0733-9364(2004)130:6(844).

Full text

APA, Harvard, Vancouver, ISO, and other styles

34

Fells, Ray. "Managing Deadlocks in Negotiation." Employee Relations 8, no. 2 (February 1986): 2–7. http://dx.doi.org/10.1108/eb055067.

Full text

APA, Harvard, Vancouver, ISO, and other styles

35

Fells, R. E. "Developing Trust in Negotiation." Employee Relations 15, no. 1 (January 1993): 33–45. http://dx.doi.org/10.1108/01425459310024910.

Full text

APA, Harvard, Vancouver, ISO, and other styles

36

Ariﬁn, Zainal, Emi Puasa Handayani, and Saivol Firdaus. "Penyelesaian Perundingan Perjanjian Kerja Bersama (Pkb) Yang Tidak Menemui Kesepakatan (Studi Kasus di PJT I Malang)." ADHAPER: Jurnal Hukum Acara Perdata 6, no. 1 (July 16, 2020): 147. http://dx.doi.org/10.36913/jhaper.v6i1.106.

Full text

Abstract:

The Collective working Agreement (PKB) is regulated in Article 1601 of the Civil Code (Civil Code), which is an agreement between two parties, an employee or laborer and a company, both bound together. Workers commit themselves to employers for a certain time. A bond to do work by receiving wages. Another understanding of collective working agreements is regulated in Law Number 13 of 2003 concerning labor. Working agreements are agreements between employers and employees, or laborers who have conditions of employment, rights and obligations of both parties. There are two research questions, ﬁ rst what is the meaning of the settlement of collective bargaining agreements that do not meet the agreement and, how do we formulate a joint working agreement negotiation solution without ﬁnding a deal. The method used to answer research questions is a type of normative and empirical legal research. Theories used are certainty theory, hierarchical theory of law and distributive justice theory. The results achieved. First, the meaning of the deadlock negotiation agreement to formulate a co-operation agreement. Two, settlement of collective working agreement negotiations that did not meet the agreement, can be completed with three mechanisms. The ﬁ rst is done through bipartite negotiations, through conciliation and mediation mechanisms.ﬁ nally the dispute mechanism can be carried out in industrial relations courts.

APA, Harvard, Vancouver, ISO, and other styles

37

Adekola, Adetola Adeniyi, Busuyi Francis Olowo, and Olugbenga Timothy Ajadi. "ACADEMIC STAFF UNION VERSUS GOVERNMENT NEGOTIATION STRATEGIES: A VERITABLE TOOL FOR SUSTAINING INDUSTRIAL HARMONY IN ONDO STATE SECONDARY SCHOOLS, NIGERIA." IJIET (International Journal of Indonesian Education and Teaching) 5, no. 1 (January 27, 2021): 71–82. http://dx.doi.org/10.24071/ijiet.v5i1.2760.

Full text

Abstract:

The study assessed negotiation strategies adopted by ASUSS and government for sustaining industrial harmony in Ondo State secondary school, Nigeria. The study adopted the survey research design using quantitative approach. The population for the study comprised 300 Principals, 600 Vice-Principals and 13,000 teachers from the 300 secondary schools in Ondo State. The sample was made up of 1500 respondents which comprised 90 principals, 180 vice-principals and 1,230 teachers using multistage sampling procedure. An instrument was use to gather data. The data collected were analysed using descriptive statistics. The findings of the study established that the causes of industrial disharmony between ASUSS and Ondo State Government were inadequate teaching and infrastructural materials (96.1%), unfavourable salary structure applicable in the State (97.3%), undue interference of government in union leadership and Government non-implementation of concluded agreements between ASUSS and Ondo State Government (93%). The findings also showed that the causes of the industrial disharmony have made ASUSS and Ondo State Government to have frequent disharmony annually (76.9%), every five years (76.7%), and biennially (76.7%). The results also indicated that the various negotiation strategies that have been adopted by ASUSS and government which include mediation (88.10%), conciliation (62.20%), arbitration (53.6%), formal Inquiry (99%) and reference to the National Industrial Court (99.10%). The results equally showed that the most effective strategies that frequently used in enhancing industrial harmony were board of inquiry (52%) and collective agreement (93,7%). The study concluded that mediation, conciliation, arbitration, formal inquiry and reference to the National Industrial Court were the ASUSS and Ondo State Government negotiation strategies as a means of ensuring industrial harmony in Ondo State secondary schools

APA, Harvard, Vancouver, ISO, and other styles

38

Remen, Omon, Endeh Suhartini, and Ani Yumarni. "DISPUTE SETTLEMENT OF INDUSTRIAL RELATION OF PT. HAENGNAM SEJAHTERA INDONESIA IN THE MEDIATION STEP OF DINAS TENAGA KERJA OF KABUPATEN BOGOR." DE RECHTSSTAAT 4, no. 1 (March 1, 2018): 63–79. http://dx.doi.org/10.30997/jhd.v4i1.1240.

Full text

Abstract:

Importance of law development Indonesia especially about law of labor will bring a positive issue for industriaI people. Industry as a one of economic center should have regulation to resolve conflict happens within production process. This research is to know the solution of industrial relation conflict which is done by labor union, based on Law No. 2 of 2004 about Industrial Relation Dispute Settlement, to advocate dispute The method for this research is by using normative empirical approach towards Laws and regulation, or literatures and field study to one of the private companies in Kabupaten Bogor. Conclusion of this research is that procedures to settle the dispute of industrial relation done by labor union in accordance with Law No 21 Tahun 2004 are: 1) Bipartite negotiation. 2) Authorized institution of manpower (mediation, conciliation, and (arbitration). 3). Industrial Relation Courts

APA, Harvard, Vancouver, ISO, and other styles

39

Wood, Jacob. "An Industrial Sector Analysis of the Factors Influencing FTA Negotiation Outcomes." Global Business Review 18, no. 4 (May 8, 2017): 895–910. http://dx.doi.org/10.1177/0972150917692240.

Full text

Abstract:

This study examines the way in which economic and non-economic factors impact the outcome of international FTA negotiations from an industrial sector perspective. This study demonstrates that the result of negotiations, as measured by the share of duty free tariff lines, is significantly affected by both non-economic and economic factors. The results from the study showed that five of the eight variables tested were statistically significant, of which two were non-economic (union membership and ruling party ideology) and three were economic (import penetration, industrial sector unemployment rate and the most favoured nation rate of duty free tariff lines) in nature. This empirical study also draws a number of conclusions as to the implications of these findings.

APA, Harvard, Vancouver, ISO, and other styles

40

Fells, R. E. "Managing the Process of Negotiation." Employee Relations 8, no. 1 (January 1986): 17–22. http://dx.doi.org/10.1108/eb055065.

Full text

APA, Harvard, Vancouver, ISO, and other styles

41

Shen, Jie. "An Analysis of Changing Industrial Relations in China." International Journal of Comparative Labour Law and Industrial Relations 22, Issue 3 (September 1, 2006): 347–68. http://dx.doi.org/10.54648/ijcl2006018.

Full text

Abstract:

Abstract: This paper explores changing industrial relations in China by reviewing the existing literature and analysing a recent industrial relations survey conducted by the Shanghai Municipal Trade Union Council. During the transition from a planned economy to a quasi-market one, a harmonic relationship has been replaced by widespread labour disputes between enterprise management and workers. The growing violations of workers? rights are mainly due to diversity of ownership, a lack of regulations for human resources management, extended management power over employment relations, inadequate social security, surplus labour supply and weak unions. In order to achieve social stability the Chinese government is keen to establish a system of protection of workers? rights. The current system is centred on labour arbitration that is accompanied by tripartite negotiation, collective (regional) agreements and labour courts. Unions play no more than a role of mediation, organising meetings in tripartite negotiation. Consequently, local labour bureaux or (government) industry bureaux have a strong tendency to interfere in and influence industrial relations. ?Rival? regional unions or workers? congresses set up by the union council to represent workers in their regions are emerging. However, they have not yet played an active role in solving labour disputes. Strengthening labour arbitration is the key to developing labour dispute management strategies in China given that independent unions are not possible in the near future.

APA, Harvard, Vancouver, ISO, and other styles

42

Glaser, Stan. "The value of the manager in the value chain." Management Decision 44, no. 3 (March 1, 2006): 442–47. http://dx.doi.org/10.1108/00251740610656304.

Full text

Abstract:

PurposeIt is argued that the management of the diverse commercial imperatives of the participants in the value chain is partly achieved by negotiation. Seeks to describe the mechanism by which negotiation achieves satisfactory outcomes, capturing ome of the strategic financial impacts by the cash conversion coefficient and its derivative, the velocity of money.Design/methodology/approachAn analysis of the ways in which negotiation contributes to the mutual benefit of partners in the value chain.FindingsIt is demonstrated, using the metric of money, that both parties can be better off, and shows the “value” they bring to the partnership.Originality/valueA demonstration of why market‐based, negotiated outcomes leave both parties to a transaction better off. Inter alia introduces the concept of the velocity of money in an industrial context.

APA, Harvard, Vancouver, ISO, and other styles

43

Jain, Kamal K. "Decoding the strike at Bajaj Auto's Chakan plant: a negotiator's framework." Emerald Emerging Markets Case Studies 4, no. 4 (October 1, 2014): 1–6. http://dx.doi.org/10.1108/eemcs-12-2013-0230.

Full text

Abstract:

Subject area Negotiation, Human Resource Management. Study level/applicability Graduate and post graduate level course in Human Resource Management, Industrial Relations, and Negotiation. Case overview The present case unfolds sequence of events in the wake of collective bargaining between the union and the management of Bajaj Auto for settling the issue of wage revision. Since no agreement could be reached between both the parties, the workers' union called for a strike. This was the first case of strike in the plant in its 16 years of existence. Bajaj Auto is India's second-largest motorcycle manufacturer in the country, having its manufacturing plants at Chakan (Pune, Maharashtra), Pantnagar (Uttrakhand), Waluj in Aurangabad, Maharashtra. The Chakan plant, set up in 1999, has an installed capacity of over 3,000 units a day. The present case relates to workers' strike at its Chakan Plant which lasted for more than 50 days. The case is analysed from the negotiation point of view. Expected learning outcomes To understand basic principles/rules of negotiation; to explain the framework that can be used to assess the relative strength of power of the parties involved in negotiation; and to understand various power moves used by parties involved in negotiation. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

APA, Harvard, Vancouver, ISO, and other styles

44

Gallois, Cindy, Peta Ashworth, Joan Leach, and Kieren Moffat. "The Language of Science and Social Licence to Operate." Journal of Language and Social Psychology 36, no. 1 (August 20, 2016): 45–60. http://dx.doi.org/10.1177/0261927x16663254.

Full text

Abstract:

Social licence to operate (SLO) is an informal agreement that infers ongoing acceptance of an industrial or energy project by a local community and the stakeholders affected by it. Negotiation of SLOs centrally implicates language and communication, including scientific language and concepts. We first review the literature about the definition and communicative features of SLOs, and their relation to scientific communication. We describe communication accommodation theory and the ways that it can help understand (un)successful SLO negotiation, and describe examples of texts that show accommodative or nonaccommodative language around SLOs. We summarize some results which help indicate different ways of accommodating communities in the negotiation of SLOs. Finally, we describe a research agenda on communication accommodation and SLOs, in the service of improving their impact on energy, the environment, and the transfer of science.

APA, Harvard, Vancouver, ISO, and other styles

45

Wang, Shiyong, Chunhua Zhang, Chengliang Liu, Di Li, and Hao Tang. "Cloud-assisted interaction and negotiation of industrial robots for the smart factory." Computers & Electrical Engineering 63 (October 2017): 66–78. http://dx.doi.org/10.1016/j.compeleceng.2017.05.025.

Full text

APA, Harvard, Vancouver, ISO, and other styles

46

Liu, Jian Chang, Yu Lian Jiang, Shu Bin Tan, and Ping Song Ming. "Review on Application Research of Multi-Agent Theory in Industrial Process Control." Applied Mechanics and Materials 214 (November 2012): 635–39. http://dx.doi.org/10.4028/www.scientific.net/amm.214.635.

Full text

Abstract:

The paper provides a review of application research of multi-agent theories in industrial process control. Firstly, we introduce characteristics of industrial process control. Then, a comprehensive description of some research achievements for multi-agent theory problems, such as the architecture, algorithm, coordination, cooperation, negotiation, and communication, applied in industrial process control, is introduced to identify main research lines. Further multi-agent theories and applications in industrial process control are discussed in detail, and their significance is revealed, which applies directions for the further research and improvement.

APA, Harvard, Vancouver, ISO, and other styles

47

Moon, Yongma, Tao Yao, and Sungsoon Park. "Price negotiation under uncertainty." International Journal of Production Economics 134, no. 2 (December 2011): 413–23. http://dx.doi.org/10.1016/j.ijpe.2009.11.019.

Full text

APA, Harvard, Vancouver, ISO, and other styles

48

Zhang, Li Xin, and Liang Wang. "Industrial Monitoring Wireless Sensor Network Routing Algorithm and Simulation." Advanced Materials Research 457-458 (January 2012): 1149–54. http://dx.doi.org/10.4028/www.scientific.net/amr.457-458.1149.

Full text

Abstract:

Aiming at the routing protocol in an industrial monitoring system, this paper analyzes the demand of the industrial monitoring wireless routing protocol, proposes a region adaptive routing protocol, and provides the algorithm, procedure and data structure of the route protocol in the industrial monitoring system. Simulation results show that the result of quantitative description compared energy consumption with time delay, this protocol is superior to orientation spreading, sensor protocols for information via negotiation(SPIN) and passing more energy protocols in both aspects, this algorithm can replace the all existing route protocols in the field of industrial monitoring area.

APA, Harvard, Vancouver, ISO, and other styles

49

Li, Li. "Research on negotiation-based partner selection approach." Chinese Journal of Mechanical Engineering (English Edition) 15, no. 01 (2002): 15. http://dx.doi.org/10.3901/cjme.2002.01.015.

Full text

APA, Harvard, Vancouver, ISO, and other styles

50

McCarthy, Terry. "Book Reviews : Negotiation: Readings, Exercises and Cases." Journal of Industrial Relations 29, no. 2 (June 1987): 262–64. http://dx.doi.org/10.1177/002218568702900218.

Full text

APA, Harvard, Vancouver, ISO, and other styles

Journal articles on the topic 'Industrial negotiation'

Create a spot-on reference in APA, MLA, Chicago, Harvard, and other styles