Relevant bibliographies by topics / Negotiation theories

Academic literature on the topic 'Negotiation theories'

Author: Grafiati
Published: 10 December 2022
Last updated: 28 January 2023

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Journal articles on the topic "Negotiation theories"

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Ghalayini, Latifa, and Dana Deeb. "Building an Automated win-win Negotiation Process Model." Information Management and Business Review 13, no. 1(I) (July 10, 2021): 33–46. http://dx.doi.org/10.22610/imbr.v13i1(i).3162.

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This paper builds an automated negotiation process model for integrative negotiations. The process model defines and automates the necessary phases and activities along with the integrative negotiation approach principles to create win-win outcomes that mutually satisfy negotiating parties. However, to realize this objective, the negotiation literature and theories are reviewed to determine the relevant theories for integrative negotiations that help to develop and form the basis of the process model. After investigation, it became evident that three main theories, which are Decision Theory, Rational Choice Theory and Mutual Gains Theory, contribute to building the integrative process model by setting its phases and components. The model is composed of five main phases with several sub-phases. Decision theory with mutual gains theory provides the robust process model through several phases, and rational choice theory with mutual gains theory ensures they are implemented in a fair, objective manner to come up with a satisfying win-win solution. Hence, automated negotiation processes when designed in a robust manner that is based on the theory that serves integrative approaches could lead to win-win negotiation outcomes. The foundation of the win-win negotiation process model contributes to designing win-win negotiation outcomes through structuring automated negotiation and setting its phases along with the integrative negotiation principles. It develops the negotiation field by integrating automation and the integrative approach principles in a process model.
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Sharaf al-Qudah, Muhammad, Akram Muhammad Nemrawi, and Faisal Ahmad Shah. "Negotiation Skills in the Sunnah: A Case Study on Hudaibiyah Peace Negotiationمهارات التفاوض في السنة النبوية: صلح الحديبية نموذجاً." Al-Bayān – Journal of Qurʾān and Ḥadīth Studies 12, no. 2 (February 20, 2014): 165–94. http://dx.doi.org/10.1163/22321969-12340012.

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This article deals with the issue of negotiation skills in the Sunnah which adopted Hudaibiyah peace negotiation as a case study where it manifested many negotiating skills. Through this research, many skills has been developed, highlighted and linked to the theories of modern negotiation management. This research began with discussing about the meaning of negotiation skills, the elements of the main negotiating, skills related to negotiator behavior, steps and different stages of negotiation, and application of these skills in the peace negotiation. The findings of this research proved the mastery of the Prophet Muhammad, peace be upon him in negotiating skills that led to the success of the peace negotiation. This remarkable peace negotiation honoured Muslims space in the propagation of Islam which also called as landslide conquest. The skills and negotiating tactics adopted by the Prophet Muhammad, peace be upon him now taught in the books of management science in general, and the books of negotiation in particular.
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Neves, Joao S., and Behnam Nakhai. "Negotiation Strategies under Sigmoid Preferences." International Journal of Strategic Decision Sciences 7, no. 3 (July 2016): 38–50. http://dx.doi.org/10.4018/ijsds.2016070102.

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The diminishing returns concept undergirds many economic theories and has led to the common assumption of concave preferences in the negotiation literature. Realizing that in practice negotiating parties are often confronted with very steep disagreements, negotiation researchers have investigated the impact of convex preferences on compromise and logrolling bargaining strategies. This article extends the previous work to the case of sigmoid preferences and examines the resulting possible shapes of the efficient frontier curve in two-party multi-issue negotiations. The implications for compromise and logrolling negotiation strategies are discussed.
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Trace, Karen. "The Art of Skilful Negotiating." Alberta Law Review 34, no. 1 (October 1, 1995): 34. http://dx.doi.org/10.29173/alr1099.

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This article is a comprehensive outline of the rationale behind and the skills involved in alternative dispute resolution. A discussion on the nature of conflict leads to the submission that convergent negotiation is a more efficient means of settling disputes, as opposed to the divergent negotiations that are typified by conventional adversarial negotiation. This is followed by a discussion of the various theories on negotiations. The processes and rationale involved in interest based negotiations are then reviewed. A condition precedent to the process is to get the parties to realize that they have a common problem that must be solved collectively, and not that one party must "win" at the expense of the other. The key skills and attributes of a successful interest-based negotiator are outlined: the negotiator must focus on the problem, use appropriate communication techniques, set the tone for mutual gain, prepare properly for negotiations and practice frequent self-evaluation. The article concludes with a complete framework designed to lead to successful negotiations.
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Kovalchuk, A. "Peculiarities of negotiating by a barrister during reconciliation within pre-trial investigation." Herald of criminal justice, no. 4 (2019): 147–53. http://dx.doi.org/10.17721/2413-5372.2019.4/147-153.

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So far, the current legislation provides the parties of the criminal proceedings for the right of reconciliation. Moreover, the Criminal and Criminal Procedure Codes provide for grounds, participants, stages of the reconciliation process. Nevertheless, the most crucial point for attainment of peace between the parties are direct negotiations of the victim and suspected person or defendant. It is logical that legislator doesn’t set limits and make recommendations upon negotiating process. The purpose of the article is to identify the main stages of negotiation with a view to reconciling the suspect and the victim in the pre-trial investigation and outlining known negotiation techniques that may be helpful to the lawyer in the process of communication between the parties in the context of reconciliation. It is stated, that the barrister is an irreplaceable member of the negotiating process during reconciliation within criminal proceedings. He can not only legally qualify the parties` interests, but also, based on his own experience and scientific awareness, can help achieve effective results of the negotiations. Meanwhile, the author justifies the necessity of additional awareness of the barrister with respect to negotiating and psychology aimed at speeding up of negotiations and establish contact with each party and between the parties. It is determined that the knowledge of classical communication techniques and the research of new communication techniques will increase the level of negotiation efficiency and, as a consequence, the successful resolution of conflicts. Given that reconciliation negotiations are often considered successful when satisfy the interests of all parties, development of communication skills based on the above mentioned techniques will help to reach consensus. The author seeks to analysis of the familiar negotiating techniques and making predictions about the implementation of theories within criminal procedural practice as well as illustration of the causal link between the lawyer's negotiating skills and the parties' possible reactions. The stage of the negotiation process is illustrated, taking into account the following categories: personal characteristics of the parties, the preparatory process, tactics and techniques of communication and feedback of the parties.
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Downie, Christian. "Toward an Understanding of State Behavior in Prolonged International Negotiations." International Negotiation 17, no. 2 (2012): 295–320. http://dx.doi.org/10.1163/157180612x651458.

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Abstract Many of the most significant international treaty negotiations take years, and sometimes decades, to conclude. The international climate negotiations, trade negotiations, and law of the sea negotiations are all examples. Yet, notwithstanding their common occurrence and importance, prolonged international negotiations are not well understood. In these negotiations, state preferences are not fixed, but fluid, as negotiating positions change. This temporal dimension of prolonged negotiations is insufficiently captured by existing theories of international negotiations, which, by virtue of their focus on individual negotiation outcomes at one point in time, tend to be static in their analysis. This article combines an analysis of existing theories of international negotiations with the findings of an empirical study of the climate change negotiations. It reveals a series of internal and external factors distinct to prolonged international negotiations, emphasizes the importance of the temporal dimension, and explains how and why the negotiating positions and the type of agreements states are prepared to sign change over time. Building on these variables, state behavior in prolonged international negotiations can be usefully conceived of as (at different points in time) either an immature or mature game, in which strategic opportunities arise at different phases of the game for networked actors to constructively influence state behavior. Eight strategies are suggested that traditionally weak actors can employ to steer prolonged international negotiations toward their preferred outcome.
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Murray, John S. "Understanding Competing Theories of Negotiation." Negotiation Journal 2, no. 2 (April 1986): 179–86. http://dx.doi.org/10.1111/j.1571-9979.1986.tb00351.x.

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De Moor, Aldo, and Hans Weigand. "Business Negotiation Support: Theory and Practice." International Negotiation 9, no. 1 (2004): 31–57. http://dx.doi.org/10.1163/1571806041262106.

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AbstractBusiness negotiation support systems (NSS) are slowly entering the market, although they lack a clear theoretical basis as of yet. Negotiation is a complicated process with many aspects that have only partially been described with the formal rigidity needed to build support systems. Most theories about negotiation are descriptive and not prescriptive, which, among other things, prevents their use as a basis for negotiation support systems. Complicating matters is that a negotiation process consists of several distinct stages, each with its own characteristics. Furthermore, there are many types of negotiations, depending on the domain. This suggests that we should not strive for one general negotiation support system, but for a set of domain-specific tools. To ground the development and application of these tools in different scenarios, we propose an integrated theoretical framework. After presenting an overview of existing negotiation support approaches, we construct a business negotiation support metamodel for NSS analysis. The metamodel is illustrated by analyzing the MeMo project, which concerns contract negotiations in small and medium enterprises in the European construction industry. The MeMo system is one of the first business NSS with an explicit international orientation.
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Williams, Stephen, and Lynda Williams. "Space Invaders: The Negotiation of Teenage Boundaries through the Mobile Phone." Sociological Review 53, no. 2 (May 2005): 314–31. http://dx.doi.org/10.1111/j.1467-954x.2005.00516.x.

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Drawing on interview data, this paper explores the area of child/parent negotiation. Specifically, we examine the increasing significance of the mobile phone in the way teenagers negotiate spatial boundaries with their parents. Utilising theories of time and space, especially Giddens’ concept of ‘distanciation’, we show how parents and their children use the mobile phone as a tool for negotiating curfews in public space, thus extending household discussion and negotiation outside of the home. We point out that parents are using the mobile phone to enter their children's time and space as an ‘absent Other’, and see this as a means of extending parental authority and control. Children, conversely, see themselves gaining a degree of empowerment from the mobile phone, as parents are more lenient with curfews if they posses one. The mobile phone, then, has become an important facilitator of negotiations between parents and teenagers regarding boundary setting. We conclude that the mobile phone has enabled teenagers to gain increased leverage in their negotiations with their parents, but underline that parents still hold control and authority by ‘invading’ their children's space.
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Tu, Yu-Te. "A Comparison on Business Negotiation Styles with Education." Information Management and Business Review 4, no. 6 (June 15, 2012): 317–31. http://dx.doi.org/10.22610/imbr.v4i6.986.

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Training and education is important in negotiation. For a trained negotiator, good results are the consequence of knowing when to follow to his/her instincts and when to employ negotiation theories or use a combination of them. As the economics within Greater China become more internally linked together, it becomes increasingly important to understand the nuances of each culture encompassed by this term. There is very little comparing the negotiation styles of Chinese who live in Taiwan, Hong Kong, and China among themselves. To fill the gap, the present research focuses on negotiations style comparison by education among Chinese in Taiwan, Hong Kong, and China. The population was chosen from public companies listed under the stock markets. Data was collected using an online survey technique. SPSS was used to conduct data analyses, and a variety of statistical measures were used, including descriptive statistics and MANOVA, and coefficient alphas was reported for modified instruments in order to address reliability and validity of the instrument. The results indicated that three dimensions-intuitive, normative, and analytical-had a significant relationship affected by education among the three regions. The researcher suggests that the negotiators still need to be trained in body language, strategies, temper control, international manners, and customs. A better knowledge of negotiation should be helpful in understanding business and in realizing which negotiation styles are most appropriate for a particular country. The appropriate negotiation skills can bring more competitive advantages and benefits.
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Dissertations / Theses on the topic "Negotiation theories"

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Tsang, Martin. "Con la Mocha al Cuello: The Emergence and Negotiation of Afro-Chinese Religion in Cuba." FIU Digital Commons, 2014. http://digitalcommons.fiu.edu/etd/1247.

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Between 1847 and 1874 approximately 142,000 Chinese indentured laborers, commonly known as coolies, migrated to Cuba to work primarily on sugar plantations following the demise of African slavery. Comprised of 99.97% males and contracted to work for eight years or more, many of those coolies that survived the harsh conditions in Cuba formed consensual unions with freed and enslaved women of color. These intimate connections between Chinese indentures and Cubans of African descent developed not only because they shared the same living and working spaces, but also because they occupied similar sociocultural, political, and economic spheres in colonial society. This ethnography investigates the rise of a discernible Afro-Chinese religiosity that emerged from the coming together of these two diasporic groups. The Lukumi religion, often described as being a syncretism between African and European elements, contains impressive articulations of Chinese and Afro-Chinese influences, particularly in the realm of material culture. On the basis of qualitative research that I conducted among Chinese and Afro-Chinese Lukumi practitioners in Cuba, this dissertation documents the development of syncretism and discursive religious practice between African and Chinese diasporas. I conceptualize a framework of interdiasporic cross-fertilization and, in so doing, disassemble Cuba’s racial and religious categories, which support a notion of “Cubanidad” that renders Chinese subjectivity invisible. I argue that Afro-Chinese religiosity became a space for a positive association that I call “Sinalidad”. I also argue that this religiosity has been elaborated upon largely because of transformations in Cuba’s social and economic landscape that began during Cuba’s Special Period. Thus, the dissertation uses religious practice as a lens through which I shed light upon another dimension of identity making, transnationalism and the political economy of tourism on the island.
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Azevedo, Denise Barros de. "Diálogos entre stakeholders em redes de organizações de agronegócios na busca da mitigação dos efeitos da mudança climática: o caso do Instituto do Agronegócio responsável - ARES." reponame:Biblioteca Digital de Teses e Dissertações da UFRGS, 2010. http://hdl.handle.net/10183/24508.

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O atual momento de incertezas induzidas pelas mudanças climáticas no agronegócio brasileiro tem-se mostrado oportuno para pesquisar as ações em torno das cadeias produtivas como um todo. Analisar como o agronegócio brasileiro está se preparando para se posicionar e agir diante das novas realidades climáticas é crucial tanto para a academia como para o futuro das atividades produtivas. As incertezas geradas por esse novo contexto associadas à ausência de diálogos e de diretrizes assim como a resistência a mudanças e a falta de confiança entre os stakeholders do agronegócio tornam-se problemas para o agronegócio,. Assim, a formação de redes entre stakeholders do agronegócios é fundamental para promover o conhecimento coletivo e propor convenções específicas para o momento atual e para o futuro. Nesse contexto, o conflito entre produção de bioenergia e alimentos é uma discussão central no agronegócio mundial e nacional. As questões levantadas nesta pesquisa são: como os diálogos entre stakeholders do agronegócio podem contribuir com os relacionamentos entre as organizações em rede? Qual o papel no agronegócio na discussão das mudanças climáticas no contexto do dilema da bioenergia? O objetivo da presente pesquisa é o de propor um framework para analisar a natureza dos diálogos entre stakeholders e os modelos criados para atuar nos conflitos da bioenergia e das oportunidades em redes voltadas para bioenergia com relação às mudanças climáticas no agronegócio brasileiro. Para isso, foram usadas as abordagens teóricas de Stakeholders, Redes, Negociação, Conflitos e Teoria das Convenções. Esta pesquisa classifica-se como de natureza exploratória e qualitativa, e o método adotado para a realização desta pesquisa é o de estudo de casos. Foram analisadas as organizações relacionadas com bioenergia participantes do Instituto ARES. O ARES é uma instituição inédita ligado ao agronegócio Brasileiro com intuito de promover o diálogo entre as cadeias produtivas.Os resultados da pesquisa mostram que o dilema de produção de bioenergia e alimento são aceitos seriamente pelos stakeholders, uma vez que estão dispostos a agirem em conjunto, criando bases para construção da confiança entre as diferentes cadeias produtivas; isto é, cadeias produtivas diferentes preocupando-se com outras cadeias. Esta visão permite a formação de redes, mesmo com os conflitos que existem entre elas, com negociações embasadas em confiança, coletividade, comunicação, interesses diversos com soluções únicas (estratégicas) em forma de convenções. A contribuição da pesquisa está relacionada as novas formas de análises teóricas entre os stakeholders do agronegócios.
The current moment of uncertainties induced by climate changes in the Brazilian agribusiness has been convenient for researching the actions related to the productive chains as a whole. Analyzing the way chosen by the Brazilian agribusiness to face the new climate realities is crucial both for the academy and the future of productive activities. The uncertainties generated by the new context associated to the absence of dialogues and guidelines as well as the resistance to changes and the lack of confidence among the agribusiness stakeholders have become a problem for the agribusiness. Then, it is fundamental the network formation among the agribusiness stakeholders to promote the collective knowledge and propose specific conventions for the current moment and the future. In this context, the conflict between bioenergy production and food is the central discussion of the national and international agribusiness. The issues raised in this survey are: How can the dialogues among the agribusiness stakeholders contribute to the relationships among the organizations of the network? What is the role of agribusiness in the discussion of climate changes within the bioenergy dilemma? The goal of this survey is to propose a framework to analyze the nature of dialogues among stakeholders and the models created to act in the conflicts of bioenergy and the opportunities in networks linked to bioenergy in relation to the climate changes in the Brazilian agribusiness. The theoretical approaches of Stakeholdes, Networks, Negotiation, Conflicts and Convention Theories were used to answer these questions. This survey is classified as exploratory and qualitative in nature and the method adopted is the case study. It was analyzed the organizations related to bioenergy participating in the Institute ARES. ARES is a new institution linked to the Brazilian agribusiness, aiming at promoting the dialogue among the production chains. The results of the survey show that the dilemma of bioenergy and food production are seriously considered by the stakeholders, since they want to act together, creating bases for the construction of confidence among the different productive chains; that is, different productive chains worried about other chains. This view allows the network formations, even with the conflicts existing among them, using negotiations based in trust, collectivity, communication and different interests related to exclusive solutions (strategies) used as conventions.The contribution of this survey is related to the new ways of theoretical analyzes among the stakeholders of agribusiness.
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Fors, Vaike. "The Missing Link in Learning in Science Centres." Doctoral thesis, Luleå : Luleå University of Technology, 2006. http://epubl.luth.se/1402-1544/2006/07.

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Schneider, Christina J. "Conflict, negotiation and European Union enlargement /." Cambridge : Cambridge University Press, 2009. http://aleph.unisg.ch/hsgscan/hm00256365.pdf.

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Hicks, Manda V. "Negotiating Gendered Expectations: The Basic Social Processes of Women in the Military." Bowling Green State University / OhioLINK, 2011. http://rave.ohiolink.edu/etdc/view?acc_num=bgsu1319580341.

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Watt, Diane P. "Juxtaposing Sonare and Videre Midst Curricular Spaces: Negotiating Muslim, Female Identities in the Discursive Spaces of Schooling and Visual Media Cultures." Thèse, Université d'Ottawa / University of Ottawa, 2011. http://hdl.handle.net/10393/19973.

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Muslims have the starring role in the mass media’s curriculum on otherness, which circulates in-between local and global contexts to powerfully constitute subjectivities. This study inquires into what it is like to be a female, Muslim student in Ontario, in this post 9/11 discursive context. Seven young Muslim women share stories of their high schooling experiences and their sense of identity in interviews and focus group sessions. They also respond to images of Muslim females in the print media, offering perspectives on the intersections of visual media discourses with their lived experience. This interdisciplinary project draws from cultural studies, postcolonial feminist theory, and post-reconceptualist curriculum theorizing. Working with auto/ethno/graphy, my own subjectivity is also brought into the study to trouble researcher-as-knower and acknowledge that personal histories are implicated in larger social, cultural, and historical processes. Using bricolage, I compose a hybrid text with multiple layers of meaning by juxtapositing theory, image, and narrative, leaving spaces for the reader’s own biography to become entangled with what is emerging in the text. Issues raised include veiling obsession, Islamophobia, absences in the school curriculum, and mass media as curriculum. Muslim females navigate a complex discursive terrain and their identity negotiations are varied. These include creating Muslim spaces in their schools, wearing hijab to assert their Muslim identity, and downplaying their religious identity at school. I argue for the need to engage students and teacher candidates in complicated conversations on difference via auto/ethno/graphy, pedagogies of tension, and epistemologies of doubt. Educators and researchers might also consider the possibilities of linking visual media literacy with social justice issues.
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Chen, Chin-Wei, and 陳志偉. "Transaction Costs, Coase Theorem, and Land-Use Control Techniques: Implications of Two Cases of Land-Use Variance Negotiations." Thesis, 1999. http://ndltd.ncl.edu.tw/handle/90875825162828842486.

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碩士
國立成功大學
都市計劃學系
87
Coase theorem indicates that when transaction costs is zero, negotiations among all parties can bring efficient allocations of land resources. The master plans of Taipei City and Kaohsiung City prescribe a mechanism of community participation. If the investors can have the consents of neighboring land owners through that mechanism, they can obtain land use variance which will allow them to set up their businesses legally. The prescriptions embody the application of Coase theorem to the real world. Transaction costs can be divided into six categories, i.e., search, information, bargaining, decision, policing, and enforcement costs. aim of this study is to clarify how the transaction costs will influence the validity of Coase theorem, to measure the percentages of the six categories in the total transaction costs, and to compare the two techniques of land use planning: governmental direct control and negotiations among the parties. Three models with different transaction costs are built to explain their effects on trade. A case study of the negotiation between a chain store and a community is analyzed. A simulated negotiation for a bowling alley following the prescription of the aforementioned mechanism of community participation is held. The findings of the study show that negotiations among the related parties can efficiently adjust the allocation of land resources as the need in land market arises. They also eliminate negative externalities. Although the transaction costs will always occur in the negotiations, it does not deter fulfilment of the negotiations. Six tendencies of transaction costs can be concluded from the two case studies. They offer valuable references for prescribing an institution of negotiation.
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Marzouk, Nabila. "Arab Migrant Women: Negotiating Memory and Creating Belonging in Diaspora." Thesis, 2021. https://vuir.vu.edu.au/43464/.

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This thesis explores, analyses and documents Arab women’s experiences of migration, and belonging in Australia. It does so by examining the role of memory in creating belonging and constructing identity. Arab migrant women in Australia are usually perceived as a homogenous group; therefore, this research project also studies the complexities and diversity of Arab identity. This study focuses on three main areas: Home and its memories for migrants, belonging, and Arab identity. These themes demonstrate how the women weave their narratives in relation to their experiences of migration while continuously negotiating their memories, navigating belonging, and constructing identities. The study uses the qualitative research methodology, namely semi-structured interviews. While the ten-first generation Arab women interviewed in this study proclaim Arab identity, they also come from diverse national background, religious background, age, life experience, education and professions. The interviews were analysed through the lens of feminist intersectionality theories. As a result of this research study, some significant conclusions can be drawn: memory of home is located at the heart of the belonging processes of migrants. Perceptions and understandings of the notion of home shape the women’s experiences in relation to their experiences of belonging. Moreover, home and its memories prove to also play a crucial role in the way women perceive their Arab identities, and construct narratives about their identities in Australia. Although migration is perceived to be practiced mainly by Arab men, lately this perspective has been challenged by the increasing number of the Arab women who have embarked in this journey, and for a variety of reasons. The findings of this thesis do not only emphasise the diversity of Arab women but accentuate the diverse understandings of Arab identity. Interrelated historical events and contextual factors that determine the women’s understanding of Arab identity. This constructed identity is continuously negotiated through all the chapters of this thesis and is highlighted by the extensively diverse experiences of how Arab women create belonging. Memory of the homeland, on the other hand, is the centrepiece of this study; and its role has proven to influence women’s practices in private as well as public life.
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Chiodo, Linda Nicole. "Exploring the Impact of Sociocultural Expectations on Young Women’s Negotiations of Normative Femininities." Thesis, 2018. https://vuir.vu.edu.au/37822/.

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The current sociocultural climate is increasingly characterised by postfeminist and neoliberal sentiment, which presents a complex and contradictory context for young women who are constructing their identities in this social terrain. Adopting a theoretical orientation of social constructionism and drawing on feminist poststructuralist theories, the current research aimed to contribute to knowledge concerning how young women ‘do’ gender and negotiate contemporary normative femininities. Specifically, how school-aged young women understand, interpret and perform sociocultural informed normative femininities was examined; including, how young women understand and position themselves in relation to broader issues of sexism and feminism. Additionally, this study sought to examine the ways in which the school environment and young women’s friends and peers inform their perceptions and performances of successful girlhood. The current ethnographic study was conducted in an all-girls Catholic non-government secondary school in Melbourne, Victoria. Participants included eleven young women and three teachers from this school. Multiple qualitative data collection methods were employed, including individual semi-structured interviews with young women and teachers, a focus group with young women, fieldwork and archival data. Data collected was analysed thematically and the findings were varied and complex. The extent to which this all-girls school environment was a safe or unsafe space (often simultaneously) for participants to develop their understandings of feminism and normative femininities was explored. Thus, it was found that this educational setting presented young women with many barriers as well as opportunities to challenge notions concerning customary schoolgirl femininities. Importantly, the young women in the current study were found to be in a state of hyper-vigilance with regards to their ability to manage and negotiate the numerous contradictions inherent in postfeminist and neoliberal representations of girlhood. In summary, young women’s negotiations of normative femininities were found to be primarily formed around wanting to do well in school, paired with the pressure of satisfying appearance related norms. It was established that through judgemental looking and talking, female peers were influential in informing participants’ performances of normative femininities. That is, it was evident in the current study that young women were often subjected to mistreatment by other female peers based on their gendered performances. Furthermore, the young women in the current research demonstrated varied levels of awareness regarding the different forms of sexism they and other young women experience; and expressed multiple and varied relationships to feminism. Overall, young women in the current research were found to be active in their diverse, fluid and complex negotiations of normative femininities; however, at times were unsatisfied with the avenues available to ‘do’ girlhood.
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Köksal, Berk. "Srovnávací vyjednávací analýza syrského mírového procesu." Master's thesis, 2020. http://www.nusl.cz/ntk/nusl-415158.

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Syrian Civil War has been occupying the international agenda since the year 2011. Despite the fact that most of the attention is paid to the conflict itself, peace processes are part of the international competition on Syrian arena, as well. For this reason, the thesis attempts to examine two major peace tracks: Astana and Geneva processes. The former is established among Russia-Turkey-Iran trio in late 2016 and functions as a regional mediation ground while the latter is led by the top world organization, the UN, as a ground for international actors with substantial interest in the Near East. Astana's relatively better performance in reaching certain outcomes is analyzed with hypotheses derived from three core International Relations theories: Realism, Liberalism and Constructivism. In this regard, those assumptions analyze actors that are involved in the conflict within the framework of their relevant peace track. According to the conducted analyses, findings indicate that realist hypothesis is better at explaining Astana's "fruitfulness" than the other assumptions- especially field-level agreements but not the broader cooperation among the Astana trio. Hence, Geneva track with higher level of international participation carries greater importance for an ultimate resolution to the conflict.
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Books on the topic "Negotiation theories"

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Lakos, Amos. International negotiations: Negotiation theories : a bibliography. Monticello, Ill: Vance Bibliographies, 1989.

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Pienaar, W. D. Negotiation: Theories, strategies, and skills. Kenwyn: Juta, 1991.

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Pienaar, W. D. Negotiation: Theories, strategies, and skills. 2nd ed. Kenwyn [South Africa]: Juta, 1996.

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The world of negotiation: Theories, perceptions and practice. New Jersey: World Scientific, 2015.

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Uhlich, Gerald R. Descriptive theories of bargaining: An experimental analysis of two- and three-person characteristic function bargaining. Berlin: Springer, 1990.

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1945-, Young H. Peyton, ed. Negotiation analysis. Ann Arbor: University of Michigan Press, 1991.

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Ito, Takayuki. Complex Automated Negotiations: Theories, Models, and Software Competitions. Berlin, Heidelberg: Springer Berlin Heidelberg, 2013.

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Ito, Takayuki, Minjie Zhang, Valentin Robu, and Tokuro Matsuo, eds. Complex Automated Negotiations: Theories, Models, and Software Competitions. Berlin, Heidelberg: Springer Berlin Heidelberg, 2013. http://dx.doi.org/10.1007/978-3-642-30737-9.

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Holler, Manfred Joseph. Ökonomische Theorie der Verhandlungen: Eine Einführung. München: R. Oldenbourg, 1985.

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M, Taylor Michelle, ed. Negotiating democracy: Transitions from authoritarian rule. Pittsburgh, Pa: University of Pittsburgh Press, 1996.

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Book chapters on the topic "Negotiation theories"

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Dignum, Frank. "Formal Theories of Negotiation." In Lecture Notes in Computer Science, 321–23. Berlin, Heidelberg: Springer Berlin Heidelberg, 2002. http://dx.doi.org/10.1007/3-540-45448-9_23.

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Sierra, Carles, Nick R. Jennings, Pablo Noriega, and Simon Parsons. "A framework for argumentation-based negotiation." In Intelligent Agents IV Agent Theories, Architectures, and Languages, 177–92. Berlin, Heidelberg: Springer Berlin Heidelberg, 1998. http://dx.doi.org/10.1007/bfb0026758.

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Waern, Annika. "Service Contract Negotiation – Agent-Based Support for Open Service Environments." In Multi-Agent Systems. Theories, Languages and Applications, 88–104. Berlin, Heidelberg: Springer Berlin Heidelberg, 1998. http://dx.doi.org/10.1007/10693067_7.

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Papaioannou, Ioannis, Ioanna Roussaki, and Miltiades Anagnostou. "Detecting Unsuccessful Automated Negotiation Threads When Opponents Employ Hybrid Strategies." In Advanced Intelligent Computing Theories and Applications. With Aspects of Artificial Intelligence, 27–39. Berlin, Heidelberg: Springer Berlin Heidelberg, 2008. http://dx.doi.org/10.1007/978-3-540-85984-0_4.

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Lai, K. Robert, Menq-Wen Lin, and Bo-Ruei Kao. "Developing a Negotiation Mechanism for Agent-Based Scheduling Via Fuzzy Constraints." In Advanced Intelligent Computing Theories and Applications. With Aspects of Artificial Intelligence, 682–92. Berlin, Heidelberg: Springer Berlin Heidelberg, 2007. http://dx.doi.org/10.1007/978-3-540-74205-0_72.

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Scheel, Tabea. "Definitions, Theories, and Measurement of Humor." In Humor at Work in Teams, Leadership, Negotiations, Learning and Health, 9–29. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-65691-5_2.

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Schut, Marc, Cees Leeuwis, Murat Sartas, Luis Alejandro Taborda Andrade, Jacob van Etten, Anna Muller, Thierry Tran, Arnaud Chapuis, and Graham Thiele. "Scaling Readiness: Learnings from Applying a Novel Approach to Support Scaling of Food System Innovations." In Root, Tuber and Banana Food System Innovations, 71–102. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-030-92022-7_3.

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AbstractScaling of innovations is a key requirement for addressing societal challenges in sectors such as agriculture, but research for development programs struggles to make innovations go to scale. There is a gap between new complexity-aware scientific theories and perspectives on innovation and practical approaches that can improve strategic and operational decision-making in research for development interventions that aim to scale innovations. To bridge this gap, Scaling Readiness was developed. Scaling Readiness is an approach that encourages critical reflection on how ready innovations are for scaling in a particular context for achieving a particular goal and what appropriate actions could accelerate or enhance scaling to realize development outcomes. Scaling Readiness provides decision support for (1) characterizing the innovation and innovation system; (2) diagnosing the current readiness and use of innovations; (3) developing strategies to overcome bottlenecks for scaling; (4) facilitating multi-stakeholder negotiation and agreement; and (5) navigating the implementation process. This chapter explains how Scaling Readiness was used in the CGIAR Research Program on Roots, Tubers and Bananas (RTB) and describes how Scaling Readiness informed the design and management of the RTB Scaling Fund, an instrument for identifying and nurturing scaling-ready innovations. We introduce the key principles and concepts of Scaling Readiness and provide a case study of how Scaling Readiness was applied for scaling a cassava flash dryer innovation in different countries in Africa and Central America. The chapter concludes with a reflection and recommendations for the further improvement and use of Scaling Readiness.
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Campbell, Fiona Kumari. "Tears of Shame: Sri Lankan Mothers Negotiating Experiences of Caregiving and Disability." In Rethinking Feminist Theories for Social Work Practice, 141–57. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-030-94241-0_8.

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Dodsworth, Jane. "Child Sexual Exploitation, Victim Blaming or Rescuing: Negotiating a Feminist Perspective on the Way Forward." In Rethinking Feminist Theories for Social Work Practice, 287–302. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-030-94241-0_16.

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Karlsen, Sidsel. "The Politics of Intercultural Collaboration in Higher Music Education: Challenges Seen from a Leadership Point of View." In The Politics of Diversity in Music Education, 203–14. Cham: Springer International Publishing, 2021. http://dx.doi.org/10.1007/978-3-030-65617-1_15.

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AbstractInternationally, various mandates and policy directives require higher music education institutions to engage in intercultural collaboration. These include fulfilling national policy demands for internationalization in higher education, providing students with experience of working internationally to increase their employability, and conducting proper diversity management so as to facilitate diversity-conscious and responsible interaction with employees, students, and the broader educational community. In this chapter, the topic of intercultural collaboration in higher music education is approached from a different starting point, asking what, from a leadership point of view, creates obstacles to such collaboration and what makes it challenging or difficult either at the levels of individual participants, administrators, or the institution. Twelve leadership representatives from three different institutions of higher music education were interviewed about their experiences with intercultural collaboration and the benefits and challenges of engaging in such interactions. From the interviewees’ experiences, their work of attempting to govern or manage situations of complex intercultural interaction while simultaneously negotiating between the different interests expressed within the frames of their respective institutions featured prominently in the empirical material. In this chapter, these negotiations and deliberations are theorized and discussed attending to perspectives borrowed from literature on intercultural competences, leadership in higher education, and new managerialism.
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Conference papers on the topic "Negotiation theories"

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Wei Juanli, Zhang Minchao, and Wang Liwen. "A negotiation interaction model between service agents." In 2010 IEEE Fifth International Conference on Bio-Inspired Computing: Theories and Applications (BIC-TA). IEEE, 2010. http://dx.doi.org/10.1109/bicta.2010.5645132.

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Sun, Tianhao, Qingsheng Zhu, Shuangqing Li, and Mingqiang Zhou. "Open, Dynamic and Continuous One-to-Many Negotiation System." In 2007 Second International Conference on Bio-Inspired Computing: Theories and Applications (BIC-TA). IEEE, 2007. http://dx.doi.org/10.1109/bicta.2007.4806425.

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Gwak, Jeonghwan, and Kwang Mong Sim. "Novel dynamic diversity controlling EDA and its application to automated bilateral negotiation." In 2010 IEEE Fifth International Conference on Bio-Inspired Computing: Theories and Applications (BIC-TA). IEEE, 2010. http://dx.doi.org/10.1109/bicta.2010.5645182.

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Hamida, Abdullah, and Yongsheng Jin. "Analysing Israel-Hamas Conflict Based on Game Theory Approach." In 8th Peace and Conflict Resolution Conference [PCRC2021]. Tomorrow People Organization, 2021. http://dx.doi.org/10.52987/pcrc.2021.001.

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ABSTRACT The Islamic Resistance Movement (AKA: Hamas) has taken control over Gaza Strip, Palestine, in 2007. Since then, the organization was in a continues hit-run conflict against the Israeli Defence Forces (IDF). The conflict is very resistant to any sort of resolution, and Hamas and Israel engage frequently in what it seems an endless cycle of resentment and violence. Despite numerous mediations by global and regional powers, this conflict appears to be further away than ever. This particular conflict can’t be addressed according to the common negotiation theories that based on rationality and hard politics, which seems not that functional. Instead, a model based on the game theory approach is presented in this study to explain this phenomenon. In this work, some facts about Israel - Hamas regional concerns are explained. Moreover, the study analyses the reasons behind Hamas enforcing calm in Gaza, even though Hamas considers Israel as its arch enemy. The presented model shows that whenever Israel and Hamas reach an agreement, both sides can collaborate in maintaining a state of calm. Moreover, results show that the proposed model is applicable to analyse a conflict in terms of actions, duration and terms of settlement. KEYWORDS: Israel; Israeli-Palestinian conflict; Hamas; Gaza strip; Game theory
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Djebri, Ahmed El Amine, Andrea G. B. Tettamanzi, and Fabien Gandon. "Linking and Negotiating Uncertainty Theories Over Linked Data." In WWW '19: The Web Conference. New York, NY, USA: ACM, 2019. http://dx.doi.org/10.1145/3308560.3317074.

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Sun, Chongren, and Siby Samuel. "Micro scenarios – A Theory-based Intervention to Alleviate Simulator Sickness for Older Drivers in Driving Simulators." In 13th International Conference on Applied Human Factors and Ergonomics (AHFE 2022). AHFE International, 2022. http://dx.doi.org/10.54941/ahfe1002479.

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Driving continues to be the fundamental way for people to transit in North America. For older adults with physical or cognitive comorbidities, automobiles remain the most suitable method to increase mobility, independence, and quality of life. However, research shows that elderly drivers are more likely to be involved in traffic accidents. For instance, drivers over 65 are overrepresented in crashes at signalized and unsignalized four-way intersections. Driving simulator-based training interventions are a safe way for training elderly drivers, particularly on effective ways to negotiate intersections. However, driving simulators result in simulator sickness or simulation adaptation syndrome (SAS). SAS can cause nausea, disorientation, vertigo, vomiting, and sickness in humans. The adverse effects of SAS are more pronounced in older drivers over 65 compared to their younger counterparts. Studies show that the dropout rates for older drivers from simulation experiments are much higher than those for younger or middle-aged drivers. Evidence from literature largely corresponds to the Motion Cue Conflict theory by Reason and Brand. It posits that the precipitating factor for SAS is the disconnect between the participants’ visual system (in motion) and their vestibular system (stationary). Several other theories may potentially explain the occurrence of SAS, such as Poison theory, the Postural Instability theory, and the Rest-frame Theory. Treisman’s Poison theory is an evolutionary theory that identifies nausea as a natural body response to complex symptoms that resemble poisoning. Riccio and Stoffgren’s postural instability theory offers an ecology-based perspective where our action and perception systems continually attempt to maintain postural stability in our environment. According to this theory, participants get sick trying to maintain stability in a new or unfamiliar environment, such as a driving simulator. Lastly, Prothero’s rest-frame theory identifies conflicting rest-frames instead of conflicting cues as the precipitator for SAS. Across the four theories, the amount of visual flow in the simulator and the time participants spend in a simulator are the common factors potentiating SAS. To alleviate SAS, several methods and approaches have been developed and evaluated. These include galvanized vestibular stimulations, galvanic cutaneous stimulation, appropriate visual background manipulations, virtual guiding avatars, and the use of alternative sensory conditions. However, none of the above interventions have improved older driver secondary glance behavior. The current paper proposes a novel methodological approach - micro scenarios, which can effectively reduce optical flow to target older driver SAS problems, especially in scenarios involving the negotiation of left turns at intersections. Micro scenarios specifically aim to decrease the total exposure time and increase the frequency of rest breaks while striving to retain the effectiveness of the training itself. Microscenarios are driven by the Postural Instability theory and the Motion cue conflict theory. Simulator-based evaluations of micro scenarios produced very low dropout rates, and participants reported very low levels of simulator sickness compared to typical scenarios. Practitioners may use these findings to train and assess at-risk populations on driving simulators.
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Vardouli, Theodora, and François Sabourin. "Performing Form: Judgement and Subjectivity in Algorithmic Architectural Design." In 2019 ACSA Teachers Conference. ACSA Press, 2019. http://dx.doi.org/10.35483/acsa.teach.2019.26.

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It is an oft-made claim that digital computers are changing architectural discourse and professional practice. These changes are plural, varied, and often prosaic. They do not fit one definition of “digital architecture”, nor one manifesto of “digital revolution.” While historians, theorists, and ethnographers of architectural practice are beginning to map the disciplinary valencies and professional effects of digital computers, architectural curricula grapple with questions about when, where, how, and why to introduce computers in an architecture student’s education.1 Professionally accredited architecture curricula negotiate a stifling demand for student proficiency in various kinds of commercial software, with the broader pedagogical possibilities that emerge from the many variances of computational design and making.2 In the parts of a curriculum that integrate a “digital” component, this negotiation usually manifests as a dilemma between training students in software skills and teaching computational processes of thinking, designing, and making architecture. In courses that teach software, computational techniques are often hidden, or “black boxed,” behind the screen. Students deploy them indirectly (through software interfaces) to produce drawings, output construction documents, simulate, and analyze a design’s various performances. Meanwhile, in courses that focus on computational thinking and making, rules and algorithms are out in the open and take on an active role in the creation of architectural space and form.These two approaches echo distinct attitudes toward design processes themselves that surrounded early work on design and computing. In a report on the first international conference of the Design Methods Group—a North American “coalition” of researchers working on “rational” theories and methods of environmental design,3 often through the use of digital computers—architect and urban designer Jonathan Barnett called these two attitudes “black box” and “glass box.”4 “Glass box” approaches were concerned with an analyti-co-mathematical rendition of the design process—asking the question of whether architectural design, or rather which parts of it, could be conceived as a kind of computation: a step-wise process amenable to logico-mathematical description and analysis. Examples of “glass box” work included systematic methods for “fitting” geometric form to functional goals and various methods for enumerating possible geo-metric configurations based on certain rules and constraints, broadly falling under the label of “generative design.” “Black box” approaches, on the other hand, aspired to enhance specific tasks that designers faced in a traditional process through the aid of new graphical and interactive technologies. “Black box” examples included computer aids of different kinds, from drafting tools to conversational interfaces that informed the designer about the impacts of their decisions. In other words, “glass box” approaches recast design as a kind of computation (a step-wise, algorithmic process), while “black box” approaches used computation as a tool for various familiar design tasks.
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