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Dissertations / Theses on the topic 'International negotiation'

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Published: 4 June 2021
Last updated: 31 January 2023

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1

Lei, Lianghui. "Regional Chinese negotiation differences in intra- and international negotiations." Thesis, Loughborough University, 2013. https://dspace.lboro.ac.uk/2134/13784.

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As China emerges as a major player on the international business scene, it is becoming increasingly important for Western negotiators to understand how the Chinese negotiate business deals. Existing knowledge regarding the Chinese negotiation style is largely based on considering China as one single country and the Chinese as to negotiate in one homogeneous way. Regional differences in the Chinese negotiation style have traditionally been overlooked in the literature. Guided by a negotiation analysis approach, this thesis conducts an exploratory study of the diversity of the Chinese negotiation style from a regional sub-cultural perspective. It suggests four characteristics of the Chinese negotiation style based on the frameworks of international business negotiations and the Chinese cultural roots and values. This thesis investigates five research questions, which address the characteristics of regional negotiation styles and the consequences of these different styles in relation to Sino-Western negotiations. A case study research strategy is employed to study four regions in China, including the Northern, the Eastern, the Southern and the Central region. Each case was studied using three research methods: semi-structured interviews, secondary documents, and negotiation experiments. Interview data analysis focuses on the perceptions of the Chinese negotiators, the Chinese government official, and the foreign negotiators regarding regional negotiation styles, whereas the experiments examine the students cognitive information on regional differences. The results confirm that regional negotiation styles exist in China. The findings show that Northern and Central negotiators have the Chinese negotiation style in the literature. They place emphasis on relationship and face and show low time-sensitivity and risk-taking propensity. On the contrary, Eastern and Southern negotiators are extremely task-oriented and deal-focused, which means they place little value on relationship and face in negotiations. Differences also exist between the two groups of business-oriented negotiators as Southern negotiators have higher time-sensitivity and risk-taking propensity than Eastern negotiators. Differences in historical and geographical backgrounds are found to be the key drivers in the forming of these regional negotiation styles. Importantly, the experiment results show that, in contrast to the conventional idea, Western negotiators might find it easier to negotiate with the relationship-focused Chinese than with the deal-focused Chinese. This is because Northern and Central negotiators appear to be cooperative in Sino-Western negotiations, whereas Eastern and Southern negotiators tend to use a competitive approach. This thesis provides a number of contributions to the existing literature. First, it provides a better understanding of the overall picture of the Chinese negotiation behaviour and fine-tunes the Chinese negotiation style from a regional sub-cultural perspective. This regional approach to the study of culture is not only rare in Sino-Western negotiation studies, but also uncommon in the literature of international business negotiations. Second, this research highlights the fallacious assumption of cultural homogeneity with nations. It calls for academic attention to balance inter-cultural and intra-cultural diversity in the studies of international business. Third, a step is taken towards exploring the regional values and behavioural differences in China. The findings of this research provide directions for future regional studies on other managerial issues.
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2

Bülow, Anne Marie. "E-Mail in International Negotiation." Department für Fremdsprachliche Wirtschaftskommunikation, WU Vienna University of Economics and Business, 2009. http://epub.wu.ac.at/1136/1/document.pdf.

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This paper investigates the advantages and disadvantages of the use of e-mail to obtain agreement between two parties with overlapping but also conflicting interests. The literature on Media Richness suggests that e-mail is too lean to facilitate agreement; but all supporting evidence stems from homogenous populations. This paper, however, starts from the hypothesis that in connection with lingua franca interaction, the text format provides advantages for parties that need to think how to phrase an argument. However, the evidence provided from a negotiation task performed by international business students indicates that, while there is a distinct advantage in the feature of reviewability, the text format itself also poses a problem because it allows selective attention.
Series: WU Online Papers in International Business Communication / Series One: Intercultural Communication and Language Learning
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3

Galluccio, Mauro. "Cognition and emotion in international negotiation: a multidisciplinary perspective." Doctoral thesis, Universite Libre de Bruxelles, 2006. http://hdl.handle.net/2013/ULB-DIPOT:oai:dipot.ulb.ac.be:2013/210760.

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4

Thörnblom, Jonas. "Cultural Impact on International Business Negotiation." Thesis, Linköping University, Department of Management and Economics, 2002. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-1212.

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Background: The increasing global business competitiveness thoroughly intensifies the demand for improvements of communication and negotiation skills in order to adjust competence to successfully conduct the work of getting treaties of cooperation and business development to work everywhere. It is simply a matter of survival for an increasing amount of multinational companies operating in all kinds of different locations and businesses around the world. This state of nature also holds for Swedish and Spanish companies, that both heavily depend on foreign trade, and whose negotiating behavior is going to be the focus of this study. For every international company facing the challenges of developing new business in foreign cultures it should be of interest to find out what would improve their business interactions. The study is therefore investigating possible ways of how to deal with cultural implications that might appear in international business negotiations.

Purpose: To study and analyze the presence of cultural impact on international business negotiations, with a special emphasis on Swedish-Spanish business negotiators.

Method: Considering negotiations as a process-oriented phenomenon observed from empirical studies of individual cases and drawing conclusions thereof, the study takes a hermeneutic qualitative-inductive interaction approach. The frame of references are constitued by a thorough spectra of well established theories developed within the fields of communication, negotiation and intercultural studies.

Result: The study proves that the behavior of negotiators are influencing the outcome of the negotiation, particularly in international contexts where the parties have different experiences, historical and cultural backgrounds as well as different perspectives on life.

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5

Mohd, Hashim Hishamuddin. "International negotiation styles: A perspective of Malaysian diplomats." AUT University, 2010. http://hdl.handle.net/10292/993.

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Negotiation competency is an important focus of all countries as negotiation is a core event in international relations and diplomacy. Malaysia is no exception. Existing literature indicates that there has never been any research to study the Malaysian practice in international negotiations. As far as diplomatic negotiation is concerned, there is also a dearth of literature on what is going on at the negotiation table due to its secretive nature. Most of the research conducted on negotiation has originated from Western concepts of negotiation, and there is a lack of research concerning non-Western and specifically Malaysian notions of negotiation. A number of studies have been carried out to identify negotiation styles of some countries in Asia, and research on Malaysian negotiation is merely a descriptive explanation of Malaysians’ business negotiation behaviour. Furthermore, there is a growing need of research that employs varieties of methods in studying negotiation as most of the overseas studies were quantitative in nature. Thus, researching into the Malaysian practice of international negotiation will help to close the gaps in the literature because: (1) it will address the lack of research on Malaysian negotiating styles from the viewpoint of the public sector, as opposed to the business sector; (2) it will extend the work on non-Western perspectives on diplomatic negotiation by injecting Malaysian notions of international negotiation, as seen by Malaysians; (3) it will enrich the current literature on negotiating styles of countries in Asia; (4) it will add to the small amount of international scholarship on diplomatic negotiation and (5) this research will employ a mixed-method approach, and this will complement the need to employ varieties of research methods in negotiation research. The main aim of this research is to explore and highlight the key features of Malaysian negotiating practice in international negotiations from the perspectives and experiences of Malaysian diplomats. This research adopted a mixed-methods approach. An interpretive approach with some elements of phenomenology, symbolic interactionism and systems theory was the main paradigm adopted for the qualitative study while a questionnaire survey was employed for the quantitative study. Key-informant interviews with 22 former diplomats were conducted and a survey of 39 respondents amongst in-service Malaysian diplomats was successfully carried out. The research contributes to understanding of Malaysian negotiating practice in international negotiations and generates important insights for diplomatic training providers in setting-up relevant training modules. It also helps negotiators from different nations to comprehend the negotiation practice of Malaysia and helps to eliminate stereotyping and biases. In addition, since international negotiation is a universal phenomenon, the findings of this study are not only applicable to Malaysia but to other nations as well. Important key and relevant points that could contribute to international negotiation knowledge were identified and discussed. Finally, based on the research, policy recommendations were proposed to enhance negotiation competency in any international negotiation, and future research was identified and suggested for the benefit of international negotiation knowledge and scholarship.
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6

Sandin, Ronja, and Joshua Francis. "The Complexity of Executing International Negotiations while Maintaining Business Ethics - Developing the value-based International negotiation model from an ethical perspective - the Sanfran Ethical International Business Negotiation Model (SEIB NM) : An exploratory case study within the defence industry." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Företagsekonomi, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-39874.

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Background This thesis explores the role of ethics in negotiations within the international defence industry. Existing gaps in literature are identified by using two existing literature reviews: one concerning negotiations and one concerning ethics. The gaps in existing literature lead to the need for a number of areas of development: the need for new negotiation models; the need to include ethics in international negotiations; and the need for studies to included negotiation professionals, opposed to students. Methodology and Method The method used consists of a single-case study using interviews to gain insight from those responsible for negotiations and ethics at Saab, a Swedish International defence company. Theoretical Framework To explore the possibilities of an ethically based negotiation model, two existing models were examined. The first used is the Value-Based Negotiation Model (VBN) by Gan (2017) and establishes a negotiation framework. The second model by Erwin (2010) offers perspectives on the effectiveness of documents used to establish ethical foundations in organizations. Proposed Research Framework The research framework that is established is the Sanfran Ethical International Business Negotiations Model. The model incorporates the steps needed for successful integrative negotiations with aspects aimed at increasing ethical collaboration and to reduce the risk of unethical behaviour. Findings and further research. The research has fulfilled its two goals by adding to existing literature surrounding negotiations and by developing a conceptual framework to be used in international defence negotiations that uses ethical requirements as a foundation. Implications for theory and practice are discussed and future research directions are offered.
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7

Theodosiou, Ioannis E. "Essential elements in international contract negotiations." Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 2006. http://library.nps.navy.mil/uhtbin/hyperion/06Jun%5FTheodosiou.pdf.

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8

van, Wees Saskia A. "Negotiation and Policy-making in the Climate Regime." Ohio University / OhioLINK, 2009. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1258321917.

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9

Bulley, Daniel. "Ethics and foreign policy : negotiation and invention." Thesis, University of Warwick, 2006. http://wrap.warwick.ac.uk/3483/.

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To what extent can ethics and foreign policy be conceived as possible? Instead of answering within the implied dichotomy of possibility and impossibility, this thesis argues for a reconceptualisation of the dichotomy. Ethics and foreign policy are better understood on the basis of undecidability: neither simply possible nor impossible, but both at the same time. A deconstructive reading of British (1997-2006) and EU (1999- 2004) foreign policy, both of which make claims to ethics, reveals how the issue is beset by internal contradictions, paradoxes and aporias. The deconstruction is structured around the concepts of subjectivity, responsibility and hospitality, each of which constitutes an important point of undecidability within British and EU representations of their ethical dimension. The subject of ethics and foreign policy is always haunted and inhabited by its object, responsibility is necessarily irresponsible, and hospitality contains an irrepressible hostility. Thus, ethics and foreign policy is best conceived as undecidably im-possible. However, such undecidability cannot be used to justify abandoning the goal of an ethical foreign policy. Rather, a Derridean 'negotiation' is proposed. Negotiation seeks to remain loyal to the dual injunction of deconstruction, an undecidability which is the condition of ethics and politics, and a decision which decides, and closes to certain figures of otherness. It requires a permanent questioning, testing and invention of the promise of ethics and foreign policy. This produces a range of illustrative suggestions for the possible enactment of an ethico-political foreign policy, which would refer to and strive for an ultimately unrealisable ethical foreign policy. This research contributes a fundamental critique and questioning of the possibility of ethics and foreign policy. It provides a revealing exploration of British and EU foreign policy from the period, based around responsibility and hospitality. Finally, the thesis introduces the Derridean notion of negotiation to the discipline, seen as a way of moving through the potential paralysis brought by the undecidability arising from foundational questioning.
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Lin, Xiaofeng, Ran Yan, and Argiris Christakopoulos. "International business negotiation in the South and North China." Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-4444.

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AbstractData: 2008 –09 – 29Level: Bachelor Thesis in Business Administration, 15 hp,Title: International business negotiation in the South and North ChinaAuthors: Xiaofeng Lin, Ran Yan, Argiris Christakopoulos,Supervisor: Leif SannerProblem: Concurred with China's economic development, the commercial activitiesamong China and different countries have become more frequent. Manyscholars have come to realize that China's different cultural background hasbeen a great extent influenced by the international business activities, andmany articles have been described about how the Chinese unique culturalinfluence the international business negotiation. But because the cultures inthe South and north China have some great differences, therefore, when wereviewed those articles, we found that those descriptions in the articleswere not comprehensive. Some of the opinions were feasible and effectivein north of China in business negotiation, but perhaps were not suitable inthe South of China.Purpose: The purpose of this thesis is to get a better understanding of how the differentcultures from north and south China affect the international negotiationprocess.Method: We have developed the qualitative approach to fulfill our thesis purpose. Thisqualitative study was conducted by interviewing two managers from ChinaOcean Shipping Agency Fuzhou (south China) and JINAN XiaoYa CO.Ltd(north China). All the final results are derived from the analysis of thegathered empirical data and the theories presented.Result: By analyzing the connection between the collected empirical data and thepresented theories, the main conclusion we get is that in an internationalnegotiation process, the different cultures from south and north China mayhave an effect on different levels.

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11

Morgan, Tannis. "The negotiation of teaching presence in international online contexts." Thesis, University of British Columbia, 2008. http://hdl.handle.net/2429/1416.

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A particular interest of distance education researchers is the community of inquiry framework, which was developed for the purpose of taking a closer look at computer mediated communication in educational contexts (Garrison, Anderson, Archer, 2000). However, it is somewhat surprising that although the community of inquiry framework has been developed based on distance education contexts, it does not consider the complexities of the community’s global and local contexts, the potential linguistic demands of the teaching and learning contexts, and how power, agency, and identities are negotiated in these contexts. Through six cases of online instructors teaching in international contexts at the tertiary level, I explored the negotiation of teaching presence as viewed through the lens of cultural historical activity theory (Engeström, 1999, 2001). In this view, instructors are engaged in a dynamic process in which teaching presence is shaped through the mediating components of the activity system. This multi-case study employed cross case analysis drawing on data from interviews with students, program coordinators, and instructors, in addition to analyses of discussion forum transcripts, course documents, formative evaluations, student and instructor reflections, and researcher-participant observations. The linguistic challenges faced by both instructor and students for whom the language of instruction was a second or third language and instructors’ sociocultural identities, positioning, and conceptualization of the online interaction spaces were found to be important mediators in the negotiation of teaching presence.
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12

Clark, Margaret Lee. "Sea, space and ice : new frontiers in international negotiation /." The Ohio State University, 1988. http://rave.ohiolink.edu/etdc/view?acc_num=osu14875963073587.

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13

Lin, Xiaofeng Yan Ran Christakopoulos Argiris. "International business negotiation in the South and North China /." Eskilstuna : Mälardalen University. School of Sustainable Development of Society and Technology, 2008. http://www.diva-portal.org/smash/get/diva2:127352/FULLTEXT01.

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14

Alabbadi, Anas. "The role of culture in international negotiation| The Jordanian-Israeli peace negotiation as a case-study." Thesis, American University, 2014. http://pqdtopen.proquest.com/#viewpdf?dispub=1569368.

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The world is becoming more interdependent. Governments and diplomats negotiate across cultures every day. Some argue that negotiators are professionals and share the common diplomatic culture, therefore their cultural backgrounds are irrelevant to international negotiation and in result culture has no significant influence on the process. The author argues that culture does matter and it could influence the different negotiation elements: individuals, process, and outcome — the larger the cultural gap between the parties, the larger the cultural influence. To substantiate his argument, the author uses a case-study analysis of the Jordanian-Israeli peace negotiation that led to the 1994 peace treaty. The author conducted eight semi-structured interviews with negotiators from the two countries who actively participated in the negotiation — including the heads of the two delegations. From this work, the author concludes that culture in the Jordanian-Israeli negotiation was manifested, and influenced the negotiators, the process, and the outcome in six different ways — culture was an enabler.

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Colson, Aure´lien. "Secrecy and transparancy towards third-parties in negotiation : contribution to a historical study of international negotiation." Thesis, University of Kent, 2007. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.551105.

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This research studies the historical and political move from secrecy to transparency in international negotiation, and investigates to what extent the latter constitutes a political progress. • Exploring century-old texts on diplomatic practice, Chapter 1 shows how secrecy was constructed as the norm of international negotiations (from the Renaissance to the apex of absolute monarchy): both the negotiation process and outcome could be veiled. • Secrecy has then been contested by the principle of publicity, the philosophical roots of which are examined (from the Enlightenment to Wilson): negotiation process could remain secret, but it became generally agreed that its outcome should be made public (Chapter 2). • Chapter 3 introduces the concept of injunction of transparency: in contemporary times, secrecy is contested by a powerful demand for exposure, which gradually expands into negotiation arenas. Consequently, the negotiation process itself is under an increasing pressure to be made public. Simmel' s works on secret societies help analyse this evolution. It is then demonstrated, from the viewpoint of negotiation theories and techniques, that secrecy and transparency towards third-parties constitute a dilemma - or a tension, as the literature puts it - between efficiency of the process and legitimacy of the outcome. Chapter 4 builds two ideal-types of negotiations - totally secret or totally transparent towards third parties - to highlight their key characteristics. Extreme transparency dissolves the boundary between the negotiation table and "the rest of the world", enabling stakeholders to interfere. The original concepts of quasi-negotiator and quasi-multilateral negotiations are constructed. • Chapter 5 examines how the dilemma is handled in practice. Consideration is given to the "closed door diplomacy" model, followed by a discussion of partial secrecy, and temporal secrecy. The issue of asymmetry is addressed, in relation with the sustainability of secrecy over time. • In order to verify the previous findings, Chapter 6 provides a case study of the international negotiations on air services agreements, based on the 1944 Chicago Convention, and which feature the interplay between secrecy and transparency.
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Khakhar, Priyan P. "Examining the impact of power, negotiator characteristics and environmental factors on the international business negotiation process." Thesis, University of Manchester, 2007. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.594761.

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The increase in international business activity and the potential high losses deriving from unsuccessful negotiations highlights the importance of continued research within the international business negotiation discipline. The importance of international business negotiations within global business is reflected in the academic community by observing the growth in the number of publications and the increased reference to conceptual models of international business that capture a vast array of factors. Based on a thorough literature review the following research gaps were identified. First, insufficient empirical scrutiny regarding the use of international business negotiation models; and second the lack of statistical understanding of the association between 'important factors' and the negotiation process. The contribution to knowledge of the study is the empirical examination of the relationship between the 'negotiation process' and the 'important factors': 'power', 'environmental factors' and 'negotiators characteristics'. These three factors were identified as they are deemed important in international business negotiation models as well as negotiation literature in other disciplines. By examining the 'compositions' of the three factors and based on a comprehensive literature review, eleven variables and associated hypotheses encapsulating the above factors are suggested and tested. The number of negotiators in the sample was statistically determined and the survey was administered electronically (N=155). Testing of the hypotheses was conducted through a linear structural equation modeling methodology using LISREL i.e., a specialist software for the purposes of model testing. The main findings of the study are as follows. Six statistically significant results corresponding to six of the eleven hypotheses of the study were identified. These include information power, legitimate power, social harmony, political influence, team commitment and individual motivation with respect to competitive or cooperative negotiation processes. The academic contribution of this study relates to model exploration. It brings causal statistical objectivity to qualitatively developed concepts, as an essential step in development of knowledge. Both theoretical and managerial implications of the study are examined. Furthermore, directions for future research that build on the findings of the study are indicated.
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Karakas, Kivanc. "Development Of A Multi Agent System For Negotiation Of Cost Overrun In International Construction Projects." Master's thesis, METU, 2010. http://etd.lib.metu.edu.tr/upload/12611941/index.pdf.

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Multiagent systems (MAS) are systems consisting of several autonomous entities, called agents, which interact with each other to either further their own interests (competition) or in pursuit of a joint goal (cooperation). In systems composed of multiple autonomous agents, negotiation is a key form of interaction that enables groups of agents to arrive at a mutual agreement regarding some belief, goal or plan. The aim of this thesis is to develop a multiagent system that simulates the negotiation process between parties about sharing of cost overrun in international construction projects. The developed tool can be used to understand how the risks and associated costs are shared between parties under different scenarios related with the risk allocation clauses in the contract, objectives of parties and level of knowledge about actual sources of cost overrun. MAS can be utilized by decision-makers to predict potential outcomes of a negotiation process.
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Chen, Shang-chih. "Between negotiation and confrontation understanding China's Taiwan policy redirections in the 1990s /." Related electronic resource: Current Research at SU : database of SU dissertations, recent titles available full text, 2006. http://proquest.umi.com/login?COPT=REJTPTU0NWQmSU5UPTAmVkVSPTI=&clientId=3739.

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Deari, Hasim, Viktoria Kimmel, and Paola Lopez. "Effects of cultural differences in international business and price negotiation." Thesis, Växjö University, School of Management and Economics, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:vxu:diva-2215.

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The number of companies operating internationally is growing constantly. The world is opening up for foreign firms and new destinations in the company´ business are increasing. Because of high competition the companies operating abroad are faced with a much larger task then before.

When going international the challenges the company must handle are new and unfamiliar. Obstacles the firm never faced before are becoming crucial in the every day work. Culture is one of these obstacles and can affect the entire co-operation.

Culture can influence the business in different ways. Language problems, pricing difficulties and culture collisions are not uncommon, especially in the beginning. The company must be able to handle these difficulties in a way that is satisfying also for the other part. Mistakes can be difficult to correct and disrespect for the foreign culture can destroy the entire operation.

There are some general advices the company always must have in mind before and during a co-operation on the international market. It is important, even before entering the foreign country, to inform the personal about the manners and customs in that new culture. If the first impression becomes negative, this can be hard to shake. Foreign cultures have different ways of doing business, for example when it comes to planning ahead and keeping delivery times. Culture can be both a positive and negative influence and many companies are struggling in the new and foreign environment.

The important thing to always have in mind is that the foreign culture is not as we are used to at home and to be prepared before starting the new foreign operation. Respecting and understanding the new culture without forcing our own beliefs on people, are things that can be extremely helpful to consider. By learning the host country’s language, can respect and trust more easily be won, and competitive advantages can arise.

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Xie, Bin. "International jurisdictional rules in China : with reference to Hague Negotiation." Thesis, University of Macau, 2011. http://umaclib3.umac.mo/record=b2285488.

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Matos, Joana. "International Negotiation Competitions: Benefits and Adaptability to the Humanitarian Sector." Thesis, Uppsala universitet, Teologiska institutionen, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-354734.

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International negotiation competitions are not a new phenomenon. These competitionshave been growing in popularity worldwide and have several pedagogic benefits forthe participants. Unfortunately, so far have been targeted only to students from the lawor business fields excluding students from other fields, including the humanitarianstudents. These students are likely to follow a career where negotiations play a keyrole, nevertheless, they are not well prepared for it. The purpose of this thesis is toexplore these benefits and the transferability of these competition models to thehumanitarian sector. This thesis, therefore, seeks to answer the research question“What benefits can international negotiation competitions have for participants?” and“Could students in the humanitarian sector benefit from negotiation competitionsadapted to the challenges they are likely to face?”. The study comprises of bothquantitative and qualitative methodological approaches. An analysis of existingliterature was undertaken alongside a pre-study survey to humanitarian students, 15expert interviews and an online survey to participants to negotiation competitions.The thesis presents the opinions of a variety of experts and participants in negotiationcompetitions and reveals several benefits of participation in such events. Thesebenefits include: skill development, multicultural environment, simulation of realemotions, feedback from judges, networking opportunities and promotion of the field.The findings also suggest that the transferability of this model to humanitarian studentscould be not only possible but beneficial, yet some barriers could arise. Explanation ofpossible barriers to this implementation and possible solutions to mitigate them aredisclosed.
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Porto, João Gomes. "The role of conflict analysis in conflict resolution : reflections on international mediation : the case of Angola." Thesis, University of Kent, 2002. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.269092.

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Kikugawa, Tomofumi. "A theoretical analysis of the Law of the Sea negotiation in the context of international relations and negotiation theory." Thesis, University of Stirling, 1999. http://hdl.handle.net/1893/1521.

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The Law of the Sea negotiation, which was instigated as a response to increased human activities at sea, was an international law making process. The negotiation has been described as the longest, most techncally complex, continuous negotiation attempted in modem times. It was attended by almost all states in the world and contained a series of complex and overlapping issues. It was a remarkably successful process in that it concluded with an agreement, which protagonists with different interests and objectives succeeded in producing after 27 years. This thesis analyses international relations and negotiation theories that relate to the Law of the Sea negotiation, highlighting the strengths and weaknesses of each body of theory. The work goes on to examine the most importnt aspets of the Law of the Sea negotiation, including why the negotiation started, the core issues and principal actors of the negotiation, the process up until 1980 when the draft Treaty was devised, the American rejection of the Treaty and the process which led to the final agreement of 1994. The work then looks at these individual aspects of the negotiation in the context of the examination of international relations theory and negotiation theory that relates to the Law of the Sea. The thesis concludes by proposing a model that explains the Law of the Sea negotiation. The model questions existing theory on the meaning of the state and states' status in international society.
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Tingle, David. "Bargaining practice and negotiation failure in Russia-Ukraine gas relations." Thesis, McGill University, 2013. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=119627.

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What causes 'gas wars' between Russia and Ukraine? Answering this question, this paper argues, requires that we synthesize two prominent theories of international relations (IR), the bargaining model of war and practice theory. It applies these theoretical frameworks to the 2008-2009 Russia-Ukraine gas crisis using qualitative case study methods. Bilateral gas relations can be usefully modeled as crisis bargaining interactions — up to a point. Both Russia and Ukraine deploy crisis bargaining practices to secure natural gas supply and pricing contracts with each other. These practices are not, however, primarily aimed at revealing credible signals of resolve, as standard bargaining models would suggest. Rather, Russia and Ukraine use them to maintain political control over the negotiation process and flexibility over a range of potential outcomes. This tacit understanding poses difficulties when preferences shift such that signaling resolve becomes more important than maintaining political control and flexibility. In these situations, such as late fall 2008, both parties continue to deploy crisis bargaining practices that 'make sense' as ways to engage in negotiation but no longer fit their strategic goals for the process. The taken-for-granted means of practicing gas politics don't fit with the strategic ends sought; the result is a costly gas war despite strong incentives on both sides of the table to locate a compromise short of conflict.
Quelles sont les causes des conflits gaziers russo-ukrainiens? Cet article soutient que, pour répondre à cette question, il faut synthétiser deux grandes théories des relations internationales (RI) : le modèle de négociation de guerre et la théorie de l'action. L'article applique ces cadres théoriques à la crise du gaz de 2008-2009 entre l'Ukraine et la Russie, en se basant sur des études de cas qualitatives. Les relations gazières bilatérales peuvent être modélisées comme des interactions de négociation de crise - jusqu'à un certain point. La Russie et l'Ukraine ont tous deux recours à des pratiques de négociation de crise pour assurer leur approvisionnement en gaz naturel et pour obtenir des contrats l'un avec l'autre. Cependant, ces pratiques n'ont pas comme objectif principal la révélation de signaux crédibles de détermination, comme laisseraient à croire les modèles de négociation habituels. Au contraire, la Russie et l'Ukraine utilisent ces pratiques pour maintenir un contrôle politique sur le processus de négociation et pour préserver leur flexibilité par rapport à une gamme de résultats possibles. Cette entente tacite pose des difficultés lorsque les préférences changent et que la signalisation de la détermination devient plus importante que le maintien du contrôle politique et de la flexibilité. Dans de telles situations, comme le démontrent les événements de l'automne 2008, les deux parties continuent à utiliser des pratiques de négociation de crise qui seraient rationnelles si l'objectif principal était la négociation, mais qui ne correspondent plus à leurs objectifs stratégiques pour le processus. Les moyens habituels de faire de la politique gazière ne correspondent plus aux buts stratégiques visés. Le résultat est un conflit gazier coûteux, malgré les incitations fortes qui existent des deux côtés de la table à trouver une solution autre que le conflit.
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Jackson, Richard D. W. "Negotiation versus mediation in international conflict: Deciding how to manage violent conflicts." Thesis, University of Canterbury. Political Science, 1988. http://hdl.handle.net/10092/8905.

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The thesis is an attempt to fill the theoretical and empirical gap in current conflict management research, which has failed to examine methods of conflict management comparatively. Two dominant paradigms exist, neither of which is adequate to the task of comparing negotiation and mediation in the real world of international politics: the Psychology paradigm and the Third Party Intervention paradigm. An alternative theoretical framework, the Contingency framework of negotiation and mediation was therefore, constructed. This model suggests that negotiation and mediation are conceptually and empirically different, and specifies a series of contextual and process variables which are vital to any examination of conflict management. Utilising a unique data set of thousands of cases of negotiation and mediation coded according to the variables specified in the Contingency model, a general bivariate analysis, followed by a more in-depth multivariate analysis, revealed a number of important differences and similarities between the two methods. The results suggest that negotiation and mediation are different forms of conflict management, which are most likely to be successful under contrasting conditions in international politics. Negotiation is the most successful method overall, but tends to be limited to low intensity, interstate conflicts. Mediation tends to occur in the most intense, intractable, and primarily civil conflicts, and is useful under a number of onerous circumstances.
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Murphy, Ives Paula Marie. "Negotiating global change : trade in telecommunications and electronic commerce : the role of coercive pressure and integrative reframing in international negotiation." Thesis, University of Cambridge, 2001. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.621055.

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Bragg, Belinda Lesley. "When will states talk? Predicting the initiation of conflict management in interstate crises." Texas A&M University, 2006. http://hdl.handle.net/1969.1/4269.

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This research addresses the question of why some crises between states are resolved through negotiated agreements while others result in continued conflict or escalate to war. The model deviates from previous approaches to the study of conflict management in four key ways: 1) management is treated as a conflict strategy rather than an outcome; 2) costs, rather than calculation of the relative benefits of conflict over management, motivate the initiation of conflict management; 3) the conceptualization of costs is broadened to incorporate subjective factors; and 4) issue salience is proposed to determine the threshold at which an actor’s preference for conflict over management changes. The central question this conceptualization raises, therefore, is what factors influence actors’ strategy choices during a crisis. The theory proposes that, when it comes to the initiation of conflict management, it is costs that dominate the decision process. Or as Jackman (1993) so succinctly puts it; “for those confronted with a very restricted range of available alternatives extending from horrendous to merely awful, minimizing pain is the same as maximizing utility”. Both experimental and statistical methodologies are used to test the hypotheses derived from the theory. Original experimental data were collected from experiments run on undergraduate students at Texas A&M University. For the statistical analysis a data set of interstate crises and negotiation behavior was compiled using data from the SHERFACS and International Crisis Behavior data sets and data collected specifically for this research. This multi-method approach was chosen because of the nature of the questions being examined and in order to minimize the limitations of the individual methodologies. The experimental tests demonstrate that the expectations of the model are supported in the controlled environment of the experiment. The results from the empirical analysis were, within the restrictions of the data, consistent with both theoretical expectations and the experimental results.
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Garbers, Raquel Nikolette Carleton University Dissertation International Affairs. "When and why the weak beat the strong; prospect theory and international negotiation." Ottawa, 1995.

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29

Cecchi-Dimeglio, Paola. "Beyond traditional analysis of international franchise contracts : Interdisciplinary perspectives, from negotiation to dispute system design." Montpellier 1, 2008. http://www.theses.fr/2008MON10041.

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30

Yu, Fangfang. "Identity Construction and Negotiation of Chinese Students in Canada." Thesis, Université d'Ottawa / University of Ottawa, 2018. http://hdl.handle.net/10393/37949.

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Comparing to the aggressive growth of the Chinese student population on Canadian university campuses, their lived experience and identity issues deserve more attention that it already had. Using the theoretical framework combining social identity theory (Tajfel, 1974) and Ting-Toomey’s (1999, 2005) identity negotiation theory, this thesis investigated the identity construction and negotiation process of Chinese international students in Canadian universities. The study utilized a qualitative approach combining semi-structured interviews and a thematic analysis to examine the intercultural experiences of sixteen Chinese students in the Ottawa area through their own voices. Six themes were uncovered and future implications for international education practice were further discussed.
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31

Cunningham-Dunlop, Catherine. "The negotiation of meaning, an ethnography of planning in a non-governmental organization." Thesis, National Library of Canada = Bibliothèque nationale du Canada, 1997. http://www.collectionscanada.ca/obj/s4/f2/dsk3/ftp04/nq25037.pdf.

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32

Francis, Catherine Lee Carleton University Dissertation Sociology and Anthropology. "Bartering for Leviathan: the whale resource negotiations between the Inuit Circumpolar Conference and the International Whaling Commission; a case of cross-cultural negotiation." Ottawa, 1996.

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33

de, la Serna Ana X. "ACCULTURATIVE STRESS AND IDENTITY NEGOTIATION: A DYADIC EXPERIENCE." UKnowledge, 2018. https://uknowledge.uky.edu/comm_etds/71.

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Institutions of higher education in the United States have long been attractors for international students from all over the world. The number of international students had been constantly growing until the past couple of years. This is a concerning issue because international students play several important roles in higher education institutions. International students bring different points of view that enhance other students’ learning and institutions gain financial benefits from the presence of international students. Thus, it is important to understand how to improve the experience of international students. For the present study I used a phenomenological approach to explore the experiences of international students and their spouses. Participants in this study included 16.5 dyads from 12 different countries. The sample included both graduate international students and their spouses for various reasons. When studying acculturation, studies have traditionally focused on undergraduate students. The needs and experiences of undergraduate students are different from graduate students because they are usually in a different stage of life. It is also true that graduate students often relocate with their dependents, unlike undergraduate students, and therefore they have different challenges and responsibilities. It is important to include spouses because they are often an invisible population. Dependents have critical limitations such as the prohibition to work or study. This study was conducted through the lens of biographical disruption and participants’ accounts were analyzed to better understand the added communication work that they must manage. The findings showed that there was a relationship between acculturation categories and the amount and type of acculturation work. Finally, the study shows how international students and their dependents reconstruct their biographies by molding their identities. This study should be used to create new policies and services for international students and their dependents.
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Kozlova, Iryna. "Negotiation of Identities by International Teaching Assistants through the Use of Humor in University Classrooms." Digital Archive @ GSU, 2008. http://digitalarchive.gsu.edu/alesl_diss/2.

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Research on international teaching assistants (ITAs) often highlights that ITAs have at least two identities, an identity of a teacher and a student (e.g., Jenkins, 2000). Since American classrooms foster a variety of behaviors that are negotiated by instructors and students, ITAs may identify themselves with students during behavior negotiation when building rapport, especially by exchanging jokes (Unger-Gallagher, 1991). Making their student identity relevant may distort the teacher-student relationship, which ITAs might need to renegotiate. Little research has been done to show whether ITA student identity actually emerges and if does, then how. This study addresses the questions of what attributes of ITA's identities emerge during humorous exchanges with their students, how these attributes shape the teacher-student relationship, and what role humor plays in the identity negotiation process between the ITAs and their students in the university classroom. Four ITAs, all non-native English speakers, participated in this microethnographic study. This study informs research on social identity in that, most of the time, participants made the attributes of their teacher identity relevant, with teacher authority emerging as the most important attribute. While enacting their teacher identity through humorous exchanges, ITAs built rapport and created affiliation with their students. Although humor led to establishing good relationships, it did not lead to the emergence of ITA student identity. This study also contributes to research on humor in that it makes a distinction between the concepts of the target and the butt which allows for deeper understanding of how humor is used to negotiate identity. It also introduces the target switch, or a particular type of counter teasing, in which the initial target redirects humorous aggression to the teaser, thus making her/him the target and a potential butt of the tease. An optimistic finding for ITA research and research on the use of humor by non-native speakers is that even without extensive experience with American culture in general, ITAs can use humor rooted in the local context to negotiate different classroom behaviors and their identities with their students.
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Hubbard, Christopher. "From ambivalence to activism: Australia and the negotiation of the 1968 Nuclear Non-Proliferation Treaty." Thesis, Edith Cowan University, Research Online, Perth, Western Australia, 2001. https://ro.ecu.edu.au/theses/1517.

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This Dissertation presents a study of Australia's involvement in the negotiation and early interpretation of the 1968 Nuclear Non-Proliferation Treaty (NPT), an instrument which remains the most important global nuclear arms control measure in international law. Using data from recently released Australian government documents, the study analyses the process by which Australia was transformed from an ambivalent nuclear sceptic within the Western alliance, into a steadfast global campaigner against the spread of nuclear weapons. It concludes that Australia's urgent search during 1967 and 1968 for coherence in its policy on nuclear weapons acquisition, largely played out within sections of the Australian bureaucracy and political leadership, was not only the catalyst for that transformation, but also an important step in Australia's search for "middle power" status in both a regional and wider sense. The study uses an interdisciplinary theoretical model which asserts the complementary nature of international law and international relations theory in explanations of relations between states. That model proposes that each discipline is capable of enhancing the insights of the other, in order to account - more closely in concert than each does individually - for the rule-following behaviour of nation-states. Beginning in Chapter One with a critique of the NPT and the regime of institutions and understandings which surround it, the study moves, in Chapter Two, to a review of the domestic and international context in which Australia's nuclear weapons policy debate was conducted, while introducing the elements of division within the Australian federal bureaucracy which largely prosecuted that debate. Chapters Three and Four analyse the debate in detail, concluding that its inconclusive result induced Australia's refusal to agree to America's request for immediate accession to the NPT. This, in tum, resulted in Australia exercising, through its recalcitrance, disproportionate influence over the US on the interpretation of the terms of the treaty. Chapter Five moves analysis to the international arena, and the forum of the United Nations General Assembly, in which Australia finally found the limit of America's willingness to accommodate the concerns of a small but significant Western ally located in a region of strategic importance. Chapter Six examines the process by which Australia's influence over the US on the interpretation of the terms of the NPT was translated into guidance to other nuclear threshold states through the Western alliance. It also examines the level of influence exerted by Australia through its bilateral discussions with other states over the terms of the treaty. It concludes that Australia, mainly through the former process, could claim a significant role in the formulation of the world's most important multilateral nuclear convention through its insistence on interpretative clarity. Finally, the study draws general conclusions on the significance of Australia's nuclear weapons debate for its aspirations to "middle power" status. It concludes that its indisputable leadership role, after 1972, in global nuclear disarmament efforts of many kinds, is an example of that status. Its most important theoretical conclusion concerns the demonstrated utility of an interdisciplinary model for the study of relations between states.
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Wu, Winston Yu-Tsang. "Addressing maritime violence through a changing dynamic of international law-making : supplementation within evolution." Thesis, University of Edinburgh, 2018. http://hdl.handle.net/1842/28754.

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Violence at sea has long been a problem for the international community, although the nature and preponderance of incidents has evolved over time. This issue was dealt with in a cursory manner in the 1982 United Nations Convention on the Law of the Sea and therefore states have had to develop the legal framework through other instruments in order to address growing problems of maritime violence. This thesis examines mechanisms of change in the development of international law concerning maritime violence. It considers how international law has responded to this threat, and analyses a variety of different law-making techniques. This study observes that major international law-making activities concerning maritime violence in the recent decades have been in response to international incidents and crises, such as the Achille Lauro, the September 11 attacks, and the Somali piracy crisis. Counterfactually speaking, such law-making acts would not have taken place if these crises had not happened. The study also notes another shift of focus in making international rules aiming to tackle maritime violence away from customary international law and multilateral treaties towards an incremental dependence on United Nations Security Council resolutions, International Maritime Organization’s initiatives, regional cooperative measures, and treaty interpretation techniques for filling the gaps left in the United Nations Convention on the Law of the Sea. With this shift in law-making in mind, the thesis first explores gaps in law regarding piracy and terrorism at sea and reviews the negotiation of two major maritime terrorism treaties, i.e. the 1988 Convention for the Suppression of Unlawful Acts against the Safety of Maritime Navigation and its 2005 Protocol. Secondly, it then inspects the United Nations Security Council’s law-making activities in combating terrorism and piracy. Thirdly, it surveys the creation and evolution of the Proliferation Security Initiative and also scrutinises the United States-led bilateral ship-boarding agreements for combating transportation of weapons of mass destruction. Finally, it compares and contrasts the regional approaches across Asia, Africa and Europe in the fight against piracy and armed robbery at sea. The thesis contends that each of the law-making technique employed in fighting maritime violence is not alternative or optional to one another, but rather used in a supplementary fashion to the overarching framework of the law of the sea.
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Cuhadar, Cerag Esra Rubinstein Robert A. "Evaluating track-two diplomacy in pre-negotiation a comparative assessment of track-two initiatives on water and Jerusalem in the Israeli-Palestinian conflict /." Related electronic resource: Current Research at SU : database of SU dissertations, recent titles available full text, 2004. http://wwwlib.umi.com/cr/syr/main.

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Munton, Alexander J., and alexmunton@hotmail com. "A study of the offshore petroleum negotiations between Australia, the U.N. and East Timor." The Australian National University. Research School of Pacific and Asian Studies, 2007. http://thesis.anu.edu.au./public/adt-ANU20080103.103318.

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In this thesis I investigate the process of international negotiation to resolve a serious dispute between Australia and East Timor over offshore oil and gas, which arose after East Timor’s transition to independence in 1999. The central aim is to uncover and analyse the dynamics of the negotiations, and to explain how outcomes were determined. The question of negotiated outcomes is of special significance given the extent to which East Timor was able to move Australia beyond its preferred outcome. In this case, the seemingly weaker party was able to overcome a more powerful bargaining opponent. My aim in writing this thesis is to explain why that was possible and how it was achieved.
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Lindgren, Mathilda. "Peacemaking Up Close : Explaining Mediator Styles of International Mediators." Doctoral thesis, Uppsala universitet, Institutionen för freds- och konfliktforskning, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-300488.

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Scholarly work on international mediation suggests that how third parties mediate influences the resolution of armed conflicts. However, our understanding of what explains mediator style is limited. This dissertation addresses this gap by offering the first systematic study on explanations for mediator styles at the level of the individual. It explores the research question: what explains mediator styles of individuals mediating for peacemaking organizations in armed conflicts? Mediator style is studied as themes in goals and behaviors along two dimensions: directiveness and orientation. Directiveness covers a mediator's use of leverage and varies from non-directive to directive, while orientation covers a mediator's prioritized type of outcome and varies from relationship-oriented to settlement-oriented. The dissertation develops a theoretical framework on the effects of conflict context and mediator characteristics on mediator style. It formulates a set of theoretical expectations concerning how context in the form of conflict intensity, and characteristics such as the mediator's background profile and personality, influence mediator style. The framework is evaluated and developed based on the findings of a mixed-method design combining a survey experiment and 46 semi-structured in-depth interviews with a broad variety of IGO and NGO mediators. The results on context suggest that high-intensity conflicts make mediators on average more directive than low-intensity conflicts as a result of heightened humanitarian concerns. Furthermore, on characteristics, high-profile mediators are shown to be overall more settlement-oriented than low-profile mediators as a result of their views on conflict causes and mediator accountabilities. These findings are complemented with evidence for contingent relationships between conflict intensity, mediator personality and directiveness as well as conflict intensity, mediator profile and orientation. The study thus contributes with a refined understanding of the mediator styles of international mediators that both facilitates its further scholarly exploration and provides input to the practice of peacemaking.
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40

Nagatomo, Yuko. "Intercultural factors in business negotiation between Japanese and Americans." PDXScholar, 1988. https://pdxscholar.library.pdx.edu/open_access_etds/4055.

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This thesis is a review of relevant literature on business negotiation between Japanese and American and an analysis of cultural differences in negotiation from an intercultural perspective. The following four key issues are explored and analyzed with intercultural communication concepts: 1. major differences in approaches to the process of business negotiation between the United States and Japan; 2. potential friction between Japanese and Americans in business negotiation that is attributable to Japanese and American cultural differences; 3. the applicability and usefulness of an intercultural perspective in enhancing business negotiation skills; and 4. main factors affecting the use of an intercultural perspective in cross-cultural business negotiation and the degree to which they are manifested in the u.s.-Japan business negotiations.
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41

Steele, David A. "Role of the church as an intermediary in international conflict : a theological assessment of principled negotiation." Thesis, University of Edinburgh, 1992. http://hdl.handle.net/1842/27460.

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This thesis explores the interface between conflict resolution theory and the theology and praxis of the church. One purpose is to demonstrate the value of theological ethics in the development of conflict resolution theory. A second purpose is to select and examine a particular conflict intervention role and assess its applicability as a potential model for the functioning of the church as an intermediary in the resolution of international conflict. The particular theory selected comes from the problem solving school of conflict resolution. At the same time, principled negotiation, developed by the Harvard Negotiation Project of Harvard Law School, has a very pragmatic orientation. This theory's applicability for the church is first assessed by examining two case studies, both examples of nonofficial third party intervention in some aspect of East-West relations during the Cold War. The first case is one where the authors of principled negotiation act as third party interveners. The second case examines the role played by a religious group, the Quakers, in a similar context. The final section of the thesis develops a theology of conciliation with which to assess the applicability of principled negotiation for use by the church. The result is an affirmation of the model's general appropriateness for use by the church. However, various adaptations in both theory and practice are recommended, in order to reflect the theological context within which the church operates and in order to make a contribution to the general development of conflict resolution theory.
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42

Gillon, Kirstin Elizabeth. "The practical utility of international law in the negotiation and implementation of aboriginal self-government agreements." Thesis, National Library of Canada = Bibliothèque nationale du Canada, 1997. http://www.collectionscanada.ca/obj/s4/f2/dsk2/ftp04/mq29826.pdf.

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Gillon, Kirstin. "The practical utility of international law in the negotiation and implementation of aboriginal self-government agreements /." Thesis, McGill University, 1997. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=27451.

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The aim of this thesis is to evaluate the practical utility of international norms to indigenous peoples. In recent decades, indigenous peoples have looked increasingly to international fora to secure what they see as their rights. It becomes important, then, to evaluate the potential utility of these efforts. Two conclusions dominate my assessment of the role of international law. Firstly, the lack of enforceability of the norms means that international law is unlikely to achieve change in the face of state resistance. Secondly, the vagueness of the norms, coupled with the complexity of self-government regimes, severely limit the principles' ability in achieving specific change. Instead, the utility of international law is seen to lie in changing attitudes amongst the general public and governments, by establishing common standards of treatment to which all indigenous peoples are entitled, creating new channels of communication and broadening the context of indigenous disputes.
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Gerlach, Carina. "The EU, the WTO and trade in services : power and negotiation in the international political economy." Thesis, Loughborough University, 2008. https://dspace.lboro.ac.uk/2134/10873.

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For the European Union (EU), the field of trade policy is a main field in which the EU can assert its actorness and build its identity as an international actor. This "superpower" potential arises out of the EU's extensive resource equipment in trade policy and is driven forward by the EU's significant economic interests. To what extent, however, the EU has been able to use its resources to shape the rules of the international trade regime according to its own preferences has remained questionable. This thesis investigates the question of the EU's impact on and power utilisation in the international trade regime by analysing the EU's changing involvement in World Trade Organisation (WTO) negotiations. Drawing from the theoretical concepts of the "international regime" and "power", the thesis proposes an approach centred on the possession, mobilisation and impact of actors' power in international regimes. In particular, the thesis proposes a framework centred on five key elements: specification of the regime, its qualities and focus; the resources or 'underlying power' that actors bring to the regime; the resources derived by actors from the operation of the regime itself, or 'organisationally dependent capabilities'; the manifestation or deployment of resources and strategies by actors in negotiations; and outcomes defined in terms of actors' power over the regime itself. After an examination of the broad context of the WTO's development and the EU's involvement in the international trade regime, this framework is then explored through a detailed study of the EU's involvement in the negotiations over trade in services that took place in the WTO between 1995 and 2005, using evidence from a wide range of documentary sources and from interviews. On the basis of this exploration of trade in services, the thesis finds that despite the EU's outstanding resources, the WTO negotiations have become too complex for the EU to decisively influence them due to a power shift in the international trade regime. The special nature of the trade in services negotiations makes these particularly unmanageable and they do not seem to present the EU with a setting for achieving its preferences. A lack of cooperation among the WTO members in favour of the negotiations has made progress in the negotiations very hard to realise for the EU. At the same time, the erosion of the EU's resources by the shifting attitude in civil society towards trade policy, and an apparent Jack of business support, has increased the challenge for the EU of managing the international trade regime. Questions are therefore raised about the extent to which the EU has responded to change, mobilised its resources effectively and had a consistent impact on the international trade regime since the mid-1990s.
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Poster, Alexander O. "A Hierarchy of Survival: The United States and the Negotiation of International Disaster Relief, 1981-1989." The Ohio State University, 2010. http://rave.ohiolink.edu/etdc/view?acc_num=osu1274803652.

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46

Thompson, Sarah Anne-Elizabeth. "Is culture a "universal" right? three case studies of norm negotiation within international and transnational networks /." Connect to Electronic Thesis (CONTENTdm), 2009. http://worldcat.org/oclc/457162751/viewonline.

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47

Lee, Sohyun. "A step toward East Asian regionalism? : comparing the negotiation approaches of South Korea and Japan in their preferential trade agreements with ASEAN." Thesis, London School of Economics and Political Science (University of London), 2017. http://etheses.lse.ac.uk/3717/.

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In the early 2000s, Korea and Japan competitively initiated their preferential trade agreements (PTAs) with the Association of Southeast Asian Nations (ASEAN) in response to the unexpected progress of the China–ASEAN Free Trade Agreement (FTA) negotiations. In contrast with China, Korea and Japan initially preferred to negotiate PTAs with individual Southeast Asian countries, rather than with ASEAN. In 2003, however, Korea redirected its strategy and began the Korea–ASEAN FTA. Japan continued to emphasise a bilateral approach to negotiations but sought harmonisation of the individual PTAs through the ASEAN–Japan Comprehensive Economic Partnership. Sharing common international political and economic challenges, why did Korea and Japan take diverging negotiation paths? This research investigates the factors that shaped Korea and Japan’s respective negotiation methods with ASEAN by focusing on the interplay of domestic interests, institutions and ideas. The research findings suggest that Korea and Japan initially preferred bilateral PTAs because of their efficiency and to minimise the backlash of the agricultural sector. Japan had a greater incentive to promote bilateral strategy than Korea, not only to counter China’s move, but also to utilise its diplomatic leverages against ASEAN. The direct causes of the two countries’ divergence, however, came from ideas and institutions. The influence of ideas became evident when Korea’s and Japan’s initial emphasis on the East Asia-based PTAs began to head toward the different directions. Japan was path-dependent of its initial step-by-step strategy focused in East Asia. In contrast, Korea accommodated the new ideas that aimed at cross-regional PTAs, making the Korea-ASEAN FTA a stepping stone for cross-regional PTAs rather than East Asia-based PTAs. Institutional factors account for the supply side of PTA decision-making processes by demonstrating how the intra-democracy variations, combined by bureaucracy discretion, empowered relevant decision-makers, which led to the reversal of negotiation progresses between Korea and Japan. The empirical research findings significantly contribute to the international political economy literature by testing the applicability of the domestic level analysis. They provide an alternative perspective to the existing debate on the compatibility of bilateralism and regionalism in East Asia and thus to the political economy of trade policy in the region. The findings also shed light on the country-specific factors shaping the economic regionalism of East Asia.
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48

Skuna, Jiraphan. "International joint venture negotiation behaviour outcome : the role of bargaining power, culture and trust : qualitative case studies." Thesis, City University London, 2000. http://openaccess.city.ac.uk/8224/.

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Most of the literature on joint ventures (JVs) in developing countries has been viewed from the perspective of the foreign partners, ignoring the strategic imperatives and goals of the host country partners. Additionally, there has been very little research on international joint ventures (IJVs) in Thailand. Therefore, a study of the relationships between bargaining power, trust and culture affecting negotiation behaviour and outcomes (JV performance) could clarify and complement the results of past studies. It could lead foreign and Thai investors to better understand what they should do before and after entering into JVs, so as to achieve an effective performance (outcome), the success of IJV, cost minimization and profit maximization. This study examines the variables mentioned above in the context of service industries (e.g. construction, leasing, gas distribution), within the confines of joint venture theory and negotiation theory. The data was gathered using both questionnaires and in-depth interviews with a number of MDs and senior managers of JV firms. Both Thai and foreign parents were interviewed where possible. The result of the study shows that relationships between bargaining power, trust, culture, negotiation behaviour and performance (outcome) exist. A significant external factor affecting JV performance was also identified. Case studies were used as a research strategy for this study. 'Pattern matching logic' and 'explanation building' techniques were used for the analysis of data. In addition, data display technique was added to offer a clear understanding and picture of the results of the study. Regarding JV management and negotiation, this study demonstrated that each JV partner should pay attention and time to support the development of mutual trust and cultural understanding in order to avoid conflict and enhance a successful JV performance. This study also revealed the effect of bargaining power, trust and culture on JV performance mediated by negotiation tactics. This has received little attention in previous studies.
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Molthof, Mieke. "International Contact Groups in the Field of Peacemaking." Thesis, Uppsala universitet, Institutionen för freds- och konfliktforskning, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-324955.

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Despite the growing prominence of ‘international contact groups’ in the field of peacemaking, there is little academic attention for such ad hoc informal negotiating groups of third-party states. This study seeks to contribute to this understudied topic by investigating under what conditions contact groups are most likely to achieve negotiation success. Based on the framework of ‘recognition theory’, I argue that respect for each member as equal partner of the negotiating group helps to prevent obstructive behaviour. It is therefore hypothesised that ‘recognition for all members of the contact group enhances the likelihood of reaching agreement on a peacemaking strategy’. This is tested by means of a structured focused comparison in a most-similar cases design, studying two contact groups that operated during the 1999 conflict in Kosovo. I subsequently probe the generalisability of my findings by extending the analysis with a third case of contact group negotiations on Syria in 2012. The empirical findings provide support for the hypothesis and hint at the theory’s relevance in today’s context of increasingly dispersed power and mediation leverage. Nevertheless, further research is needed to establish with greater validity and reliability the effect of recognition and how it relates to other conditions for success.
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Lebowitz, David E. Biswas Bidisha. "Can this wait? Civil conflict negotiation and the content of ethnic identity /." Online version, 2010. http://content.wwu.edu/cdm-theses/item_viewer.php?CISOROOT=/theses&CISOPTR=328&CISOBOX=1&REC=17.

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