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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Acosta Zapata, Sebastián, and Luciana Manfredi. "INSTITUTIONAL CHALLENGES AND OBSTACLES FOR THE ECONOMIC INTEGRATION: SOUTH KOREA LATIN AMERICA." Análisis Político 28, no. 83 (January 1, 2015): 5–18. http://dx.doi.org/10.15446/anpol.v28n83.51640.
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This study aims to analyze institutionalization from the perspective of negotiation processes that foster the economic integration agreement that have served Colombia, South Korea and Mercosur as they integrate economically with other regions, considering bilateral negotiations or bloc negotiations. The present research is based in two main theories: new-institutionalism and constructivism, that serve as foundation to explain the main research question: How does the level of institutionalization impact the strategies of negotiation and design of agreements? Finally, is it better to negotiate bilaterally or as a bloc? Therefore, this paper accounts with two kinds of studiesa qualitative and a quantitative one.
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Piya, Sujan, Mohammad Miftaur Rahman Khan Khadem, and Ahm Shamsuzzoha. "Negotiation based decision support system for order acceptance." Journal of Manufacturing Technology Management 27, no. 3 (April 4, 2016): 443–68. http://dx.doi.org/10.1108/jmtm-04-2015-0023.
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Purpose – The purpose of this paper is to develop a mathematical model of a make-to-order manufacturing company simultaneously negotiating multiple contingent orders that possess conflicting issues in order to achieve order acceptance decisions (OADs). Design/methodology/approach – The paper developed a mathematical model by incorporating probabilistic theory and some theories of negotiation in the OAD problem. The model helps to harness the relationship between the manufacturer and customers of contingent orders on conflicting issues. A numerical example is enumerated to illustrate the working mechanism and sensitivity of the model developed. Findings – In the negotiation-based OAD system, if more than one customer is willing to negotiate on the offer of manufacturer, rather than engaging in one-to-one negotiation, the manufacturer has to negotiate with all the customers simultaneously to maximize the expected contribution and acceptance probability from all the orders. Also, the numerical example illustrates that, sometimes, rejecting an order/orders from the order set gives better results in terms of the expected contribution than continuing negotiations on them. Originality/value – Through continuing research efforts in this domain, certain models and strategies have been developed for negotiation on a one-to-one basis (i.e. negotiation by the manufacture with only one customer at a time). One-to-one negotiation will neither help companies to streamline their production systems nor will it maximize the expected contribution. To the best of the author’s knowledge, so far, this is the first instance of research work in the domain of a joint OAD and negotiation framework that attempts to develop a simultaneous negotiation method for arriving at OADs.
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Lempp, Frieder. "A new agent-based simulation model of bilateral negotiation." International Journal of Conflict Management 31, no. 1 (October 7, 2019): 115–48. http://dx.doi.org/10.1108/ijcma-07-2019-0118.
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Purpose The purpose of this paper is to introduce a new agent-based simulation model of bilateral negotiation based on a synthesis of established theories and empirical studies of negotiation research. The central units of the model are negotiators who pursue goals, have attributes (trust, assertiveness, cooperativeness, creativity, time, etc.) and perform actions (proposing and accepting offers, exchanging information, creating value, etc). Design/methodology/approach Methodologically, the model follows the agent-based approach to modeling. This approach is chosen because negotiations can be described as complex, non-linear systems involving autonomous agents (i.e. the negotiators), who interact with each other, pursue goals and perform actions aimed at achieving their goals. Findings This paper illustrates how the model can simulate experiments involving variables such as negotiation strategy, creativity, reservation value or time in negotiation. An example simulation is presented which investigates the main and interaction effects of negotiators’ reservation value and their time available for a negotiation. A software implementation of the model is freely accessible at https://tinyurl.com/y7oj6jo8. Research limitations/implications The model, as developed at this point, provides the basis for future research projects. One project could address the representation of emotions and their impact on the process and outcome of negotiations. Another project could extend the model by allowing negotiators to convey false information (i.e. to bluff). Yet another project could be aimed at refining the routines used for making and accepting offers with a view to allow parties to reach partial settlements during a negotiation. Practical implications Due to its broad scope and wide applicability, the model can be used by practitioners and researchers alike. As a decision-support system, the model allows users to simulate negotiation situations and estimate the likelihood of negotiation outcomes. As a research platform, it can generate simulation data in a cost- and time-effective way, allowing researchers to simulate complex, large-N studies at no cost or time. Originality/value The model presented in this paper synthesizes in a novel way a comprehensive range of concepts and theories of current negotiation research. It complements other computational models, in that it can simulate a more diverse range of negotiation strategies (distributive, integrative and compromise) and is applicable to a greater variety of negotiation scenarios.
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Anum, Adelina, Sigit Apriyanto, and Yunika Triana. "Cross-culture Negotiation of Indonesian Students." Scaffolding: Jurnal Pendidikan Islam dan Multikulturalisme 4, no. 1 (April 12, 2022): 405–13. http://dx.doi.org/10.37680/scaffolding.v4i1.1382.
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Indonesian students studying both at home and abroad, especially those taking the political negotiation course, are very much interested, but they do not understand the many cultural factors that must be taken into account when negotiating with other people from different backgrounds. This study aims to provide an overview of the understanding of Indonesian students of negotiation in intercultural settings. This study presents a literature review with primary data on articles, magazines, reports, and theories. This study indicates that a good cross-cultural understanding can increase the percentage of success in the research negotiation process. Cultural barriers such as the lack of foreign language skills in communication, a sense of ethnocentrism, and prejudice can hinder the study negotiation process.
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Cheng, Qing, and Yeli Shi. "The Promoting Effects of Psychology in Business Negotiation." Journal of Language Teaching and Research 10, no. 4 (July 1, 2019): 832. http://dx.doi.org/10.17507/jltr.1004.21.
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with the prosperity of the world economy, each country gradually converts its priority of the development to the economic growth. Economic activities such as import and export are more frequent than before. In this process, business negotiation is indispensable. On the study of business negotiation, scholars at home and abroad have put relentless efforts and have made tremendous contributions to the success of business transactions. However, in practical business negotiations, although negotiators have mastered a certain level of knowledge of business negotiation, they still encounter some problems. These problems, to some extent, can be solved by the employment of psychological knowledge. In this paper, psychological theories such as Attribution Theory, Intergroup Conflict Theory, Maslow’s Hierarchy of Needs, and Foot-in-the-Door Technique are applied and analyzed to help negotiators achieve the most important goal in business negotiations.
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Lun, Janetta, Sarah Lyons, Michele J. Gelfand, and Garriy Shteynberg. "Descriptive Norms as Carriers of Culture in Negotiation1." International Negotiation 16, no. 3 (2011): 361–81. http://dx.doi.org/10.1163/157180611x592914.
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AbstractResearch on culture and negotiation is critical for expanding theories of negotiation beyond Western cultures and for helping people to manage their interdependence in a world of increasing global threats and opportunities. Despite progress of understanding cultural influences on negotiation, research is limited in that it portrays a static and decontextualized view of culture and ignores cultural dynamics. The almost exclusive focus on main effects of culture in negotiation has its roots in a subjectivist approach to culture which has prioritized the study of values, or trans-situational goals. In this article, we discuss the descriptive norms approach to culture and its promise for the study of culture and negotiation. A descriptive norms approach highlights the dynamics of culture in negotiation (i.e., the conditions under which culture effects become amplified, reduced, or even reversed), it identifies new empirical mediating mechanisms for cultural effects, and it sheds new light into understanding cultural competence in intercultural negotiations.
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Adamus-Matuszyńska, Anna. "Heuristics and biases as sources of negotiators’ errors in the pre-negotiation phase. Review of literature and empirical research." Optimum. Economic Studies, no. 3(101) (2020): 79–90. http://dx.doi.org/10.15290/oes.2020.03.101.07.
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Purpose – Heuristics and biases are simplifying strategies that people (in the analysed issue – negotiators) use in the decision-making process, even when they can take advantage of supporting tools (e.g. Negotiation Support System), which will allow them to make the optimal choice [Wachowicz, 2006]. Many empirical studies have found that decision makers use heuristics and are biased [Bateman, Zeithaml, 1989; Jackson, Dutton, 1988; Kahneman et al. 1982; Zajac, Bazerman, 1991]. Therefore, the question should be asked: are negotiators, like managers (whose decisions were examined), instead of consciously and intentionally using tools supporting decision-making during negotiations, subject to heuristics and cognitive errors? As a consequence of this general question one may ask the specific research questions: (1) What heuristics do the negotiators undergo? (2) How do heuristics influence the decision-making process? (3) How can the impact of heuristics and biases be minimized by taking advantage of negotiation support tools? Research methods – The article is a review of psychological, sociological and management sciences theories, concepts and empirical researches on heuristics and biases. The review was made according to the following categories: (a) theories that recognize the inevitability of heuristics in the decision-making process, (b) theories that attempt to identify opportunities to minimize or even reduce the impact of heuristics on decisions, and (c) those that offer alternative solutions. Results – The summary highlights those heuristics which might occur in the decision-making process in the pre-negotiation phase. Originality/value – There is no research exploring the role of specific heuristics and biases in particular stages of negotiations.
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Paquin, Stéphane. "Means of Influence, the Joint-Decision Trap and Multilevel Trade Negotiations: Ontario and Québec and the Renegotiation of NAFTA Compared." Journal of World Trade 56, Issue 5 (October 1, 2022): 853–78. http://dx.doi.org/10.54648/trad2022035.
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Trade negotiations address issues that are increasingly pertinent to substate governments, leading many to insist on being included in trade negotiations. The increasingly multilevel nature of trade negotiations and the influence of substate governments in the negotiation process is beginning to attract theoretical attention. The Canadian case is interesting here as it allows us to test two recent theories about the role of substate governments in trade negotiations. Canadian provinces are increasingly included in trade negotiations despite the fact that they do not have veto power and the Senate of Canada does not represent their interests. The Canadian case demonstrates that, contrary to the means-of-influence theory, inclusion in the negotiation process is more important than formal constitutional powers. Moreover, contrary to a recent theory that questions the joint-decision trap perspective, in the case of the NAFTA renegotiation, granting veto power to the provinces would likely have been a major problem for Canadian negotiators. This article compares the role Ontario and Québec played in the NAFTA renegotiations with their role in CETA and Comprehensive and Progressive Agreement for Trans-Pacific Partnership (CPTPP) negotiations. Trade negotiation, federalism, means of influence, joint-decision trap, Canadian provinces, Ontario, Québec, NAFTA renegotiations, CETA, CPTPP
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Khoury, Nadim. "Plotting stories after war: Toward a methodology for negotiating identity." European Journal of International Relations 24, no. 2 (June 7, 2017): 367–90. http://dx.doi.org/10.1177/1354066117711743.
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Identity is an important factor in international conflicts. As it is a crucial part of the problem, some scholars argue, national identity should be an important part of the solution. Parties to the conflict, they recommend, should negotiate their national identities so as to reach a “narrative equilibrium” that will allow them to overcome national stereotypes, build trust, and sustain peaceful relations in the future. This article evaluates not the merits of these negotiations, but the tools that social scientists have employed to analyze them. Its main purpose, therefore, is methodological. It argues that attempts to theorize the negotiation of identity fall short of their goal because they focus heavily on the notion of negotiation and very little on the concept of identity. To remedy this shortcoming, the article turns to the structural theories of narrative to conceptualize the negotiation of identity as a negotiation of literary plots. It argues that the negotiation of identity is the attempt to move away from two mutually exclusive romantic plots, and toward tragic, comic, or satiric plots in counterpoint. The introduction of plots, the article concludes, provides important insights that help theorize the negotiation of identity in post-conflict scenarios.
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Toosi, Negin R., Shira Mor, Zhaleh Semnani-Azad, Katherine W. Phillips, and Emily T. Amanatullah. "Who Can Lean In? The Intersecting Role of Race and Gender in Negotiations." Psychology of Women Quarterly 43, no. 1 (September 26, 2018): 7–21. http://dx.doi.org/10.1177/0361684318800492.
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Research on gender disparities in negotiation often does not address the intersectional influence of other demographic categories. We tested the hypothesis that race intersects with gender to play a role in constraining assertive behavior in negotiations. In two studies, we examined White non-Latinx and Asian/Asian American women and men’s phrasing of requests for higher salaries (Study 1) and the amounts they requested (Study 2) in hypothetical salary negotiation scenarios. White women reported less confidence and less assertiveness in their salary requests and proposed lower first offers than did White men; Asian and Asian American participants did not show gender differences in these measures. Negotiation backlash, measured by the amount that participants felt they could request without being punished for being too demanding, mediated the relation between demographic factors and first offers. We explored outcomes in light of intersectionality theories and the status incongruity hypothesis of backlash. These results indicate that differences in negotiation are shaped not only by gender but also by racial category membership.
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Zaripova, Zebiniso. "comTHE CONSTRUCTION OF NEGOTIATING SPACE IN MODERN AFGHAN CONFLICT." INTERNATIONAL JOURNAL OF CONSENSUS 2, no. 2 (February 28, 2021): 45–56. http://dx.doi.org/10.26739/2181-0788-2021-2-6.
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The article is devoted to analysis of all content in the process of construction the agenda of negotiation in current afghan conflict. Through the prism of conflict transformation theories, we offer the variants of changing context, structure of participants and the variants of proposals for discussion. The ending of this conflict will become real if all parties want to do it.Keywords: Negotiation space, the transformation theories, USA, Taliban, the Government of IRA, position of parties, agenda for negotiation
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Zaripova, Zebiniso. "comTHE CONSTRUCTION OF NEGOTIATING SPACE IN MODERN AFGHAN CONFLICT." INTERNATIONAL JOURNAL OF CONSENSUS 2, no. 2 (February 28, 2021): 45–56. http://dx.doi.org/10.26739/2181-0788-2021-2-6.
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The article is devoted to analysis of all content in the process of construction the agenda of negotiation in current afghan conflict. Through the prism of conflict transformation theories, we offer the variants of changing context, structure of participants and the variants of proposals for discussion. The ending of this conflict will become real if all parties want to do it.Keywords: Negotiation space, the transformation theories, USA, Taliban, the Government of IRA, position of parties, agenda for negotiation
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Pickering, Jonathan. "Deliberative Ecologies: Complexity and Social–Ecological Dynamics in International Environmental Negotiations." Global Environmental Politics 19, no. 2 (May 2019): 61–80. http://dx.doi.org/10.1162/glep_a_00506.
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Theories of complex systems can yield valuable insights for understanding the increasingly intricate networks of actors, institutions, and discourses involved in international environmental negotiations. While analysis of regimes and regime complexes has shed light on macro-level structures and relationships in global environmental politics, systemic analysis has gained less traction in making sense of micro-level interactions—such as communicative exchanges among participants—that occur within the sites of negotiation and how those interactions shape (and are shaped by) the broader dynamics of governance systems. This article shows how the conceptual lens of “deliberative ecologies” can bridge these levels of analysis by integrating theories of deliberative systems with ideas from complexity theory and social–ecological systems analysis. Drawing on evidence from United Nations climate change and biodiversity conferences between 2009 and 2018, I show how methods such as discourse analysis and process tracing can help to apply a deliberative ecologies perspective and thereby advance understanding of how discourses and deliberative practices diffuse through negotiating sites and how deliberation interacts with the social–ecological dynamics of those sites.
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Zisk, Kimberly Marten. "Soviet Academic Theories on International Conflict and Negotiation." Journal of Conflict Resolution 34, no. 4 (December 1990): 678–93. http://dx.doi.org/10.1177/0022002790034004005.
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Forester, John. "Challenges of Deliberation and Participation." Les ateliers de l'éthique 1, no. 2 (April 18, 2018): 19–25. http://dx.doi.org/10.7202/1044678ar.
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The future of sustainability is tied to the future of our ability to manage interconnectedness and interdependence, and thus to our abilities to engage in cooperative, value-creating public deliberations and negotiations. To understand these issues, we need a better understanding of the micro-politics of planning and public participation, the relationships between our received theories and our practices, and in particular, the work of public dispute resolution and its implications for democratic deliberation and governance. We need better to understand the differences between dialogue, debate, and negotiation, as well as the corresponding work of facilitating a dialogue, moderating a debate, and mediating an actual negotiation. Contrasting processes and practical attitudes of dialogue, debate, and negotiation can teach us, in the context of creating a sustainable future, that we must devise discursive and conversational political processes and institutions that explore possible commitments so that we not only know the right things to do but actually bring ourselves and one another to do those right things.
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Estaswara, B. Helpris. "Strategic Communication dalam Perspektif Ilmu Komunikasi." CoverAge: Journal of Strategic Communication 11, no. 2 (March 17, 2021): 79–90. http://dx.doi.org/10.35814/coverage.v11i2.2028.
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Strategic communication is a new study and beginning to develop and it is concern to many parties. However, many writings in international journals have not been identified as including communication concepts and theories. This article attempts to explain strategic communication from the perspective of communication science. The method used in this research is literature review, considering that many strategic communication thinkers have initiated their writings using literature reviews. The result, from the four definitions, found that strategic communication is built on actors, then action, interaction and negotiation, and the last is meaning. Actors in strategic communication are not only single actors, but multiple actors. With multiple actors, strategic communication will be more important and relevant. Whereas action, interaction and negotiation, in strategic communication, it is not only action, but interaction and negotiation are the discussion. Finally, meaning in strategic communication is a process from multiple actors, where they simultaneously carry out actions, interactions and negotiations.
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Demkina, Alesya V. "FUNDAMENTALS OF THE THEORY OF PRE-CONTRACTUAL LIABILITY." Vestnik Tomskogo gosudarstvennogo universiteta. Pravo, no. 40 (2021): 148–61. http://dx.doi.org/10.17223/22253513/40/13.
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The article deals with the relatively new rules of Art. 434.1 the Civil Code of the Russian Federation on the conduct of negotiations. Taking into account the current wording of the said rule and the experience of foreign legislation on pre-contractual liability, the article argues for different theories justifying the nature of pre-contractual legal relations and liability and gives different positions of the authors on this issue. Proceeding from the doctrinal concept of obligation and characteristics of pre-contractual relations themselves the conclusion is made that these relations, firstly, are regulated by law and, secondly, they are not simply a legal relation but an obligation. It is based on certain actions of the negotiating partners that give rise to such an obliga-tion. As such, any action that is sufficiently certain (in some cases it may be required by law) and expresses the intention of the person to regard himself as negotiating with the addressee, who will in return perform the same sufficiently certain action, can be regarded as such. The specified characteristics of an action allow us to conclude that, from the point of view of classification of legal facts, this action is an act (because it is performed with a certain in-tention evident to other participants of civil turnover) and, moreover, it is also a transaction. Special rules of the Civil Code of the Russian Federation stipulate that the actions performed to enter into negotiations (for example, if the conclusion of a contract is binding on one party) or the actions of both partners entail legal consequences - the obligation to negotiate in good faith. The analysis of these legal relationships identifies three stages in their development, charac-terises them and attempts to answer more precisely the question of who can be a participant in the negotiation process depending on the stage of the negotiation process. The subject matter of an obligation arising during pre-contractual contacts will be actions aimed at negotiating and concluding a contract. The content of the obligation arising in the course of pre-contractual contacts, based on Art. 434.1 of the Civil Code will be the obligation to negotiate in good faith (paragraph 2 of the above rule). Assuming that the legislator provides an indicative list of actions that should fall within the scope of bad faith conduct, an indicative list of the "standard" of good faith conduct at the negotiation stage is given. This includes the obligation to provide full and truthful information to a party, including the reporting of circumstances that, due to the nature of the contract, must be brought to the attention of the other party (e.g. in a sale, all encumbrances on the subject of the contract must be reported). In addition, persons are obliged to negotiate only if they intend to conclude a contract, not to terminate negotiations suddenly and unjustifiably, and to take into account the rights and legitimate interests of the other party to the negotiation. The obligation under this obligation may also include a requirement not to disclose infor-mation obtained during the negotiation of the contract.
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Timura, Christopher T. "International Negotiation Pedagogy." International Negotiation 15, no. 2 (2010): 155–61. http://dx.doi.org/10.1163/157180610x506938.
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AbstractThis collection of articles on international negotiation pedagogy compares and contrasts a range of training methods and theories employed by scholars who teach international negotiation from different disciplinary backgrounds and in diverse institutional settings. Notwithstanding this variation, the contributors share a focus on enabling students to engage in negotiation and conflict analysis by teaching a set of core heuristics, to better understand interpersonal behavioral dynamics and learning certain interpersonal skills, and to practice negotiation and conflict analysis through the use of role plays and simulations. The contributors make different observations about the impact of students’ personal knowledge and experiences on their ability to learn negotiation skills, and have developed different ways of incorporating student backgrounds in their approaches to negotiation training. The development of more complex simulations is one way instructors are beginning to leverage student knowledge and experience to achieve pedagogical goals.
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Lempereur, Alain Pekar. "Leading Successful Negotiations on Behalf of Europe: An Analysis of the European Commission High-Ranking Officials’ Practices." European Review 17, no. 3-4 (October 2009): 541–68. http://dx.doi.org/10.1017/s1062798709000945.
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Permanent dialogue, steered by continual negotiation, was the driving force behind the construction of Post-War Europe. In this context, the countries of the European Union have extended the mandate of the European Commission (EC) to negotiate an increasing number of topics, giving the EC’s high-ranking officials a pre-eminent role of agents in the process. It is, then, urgent and useful to investigate these negotiators’ practices, to list a number of recurrent features, and to compare them with current negotiation theories. In 2004, at the request of the EC, 15 in-depth interviews were conducted with high-ranking EC officials, from different directorates, in charge of top-level negotiations. An interview guide was drawn up to address the five following points:•the success factors in negotiation,•the reasons for failure,•the management of people, relationships, cultural aspects, the mandate, and the stakeholders’ map,•the management of substantive issues and their solutions, including the use of justification criteria,•the management of the process, agenda, multilateral mechanisms, and communication.Following the interviews, a report was submitted to the EC’s General Administration Directorate. The report highlights a number of features that may favour the success of European negotiators. In what follows, some keys to success are linked to three dimensions of negotiation: process, people, and problem.
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Forslid, Torbjörn, Jon Helgason, Lisbeth Larsson, Christian Lenemark, Anders Ohlsson, and Ann Steiner. "Att förhandla litterärt värde." Tidskrift för litteraturvetenskap 43, no. 3-4 (January 1, 2013): 121–34. http://dx.doi.org/10.54797/tfl.v43i3-4.10801.
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Negotiating Literary Value. The Case of Sami Said.
This article aims to highlight how literary value is constructed today: how it is created and negotiated. It seeks to develop a perspective that considers the manifold and complex value-negotiation process. In accordance with Barbara Herrnstein Smith, the article argues that literary value is generated by a constant and continuous series of negotiations between production and sale: the institutions, groups of readers, and individuals who are part of the value-making process. A number of different values circulate among different stakeholders – trade, educational, aesthetic, personal, and so on – and the negotiations take place in accordance with the dictates of the respective needs, interests, and resources of these stakeholders. While Barbara Herrnstein Smith’s theories on literary value remain influential, they have rarely been tested empirically. The basic premise of the article is that the process of value creation has to be discussed from new perspectives based on empirical research.
The article presents a case study of the Swedish author Sami Said’s literary debut – the critically acclaimed Väldigt sällan fin – and the negotiation process before and after its publication. The fact that Said was unknown at the time of his debut most likely foregrounded the visible negotiation of literary value in his case, but we believe that the process can be seen as an example of a continual and on-going practise in the literary sphere as a whole. The analysis shows that different agents claimed values and positions both in relation to the book and to each other. For example, marketing and publishing paratexts emphasised values of knowledge, institutionalised literary criticism valued the aesthetic qualities of the novel, while readers writing on the Internet took a more emotional and subjective position. The valuation also went back-and-forth between reading the novel as expressing a particular, non-Swedish experience with biographical overtones, and understanding it as manifesting universal existential values.
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Xu, Qiang, Yong Yuan, and Feng Zhang. "Research on the Application of Co-Evolutionary Algorithms in Automated Negotiation." Advanced Materials Research 532-533 (June 2012): 1522–26. http://dx.doi.org/10.4028/www.scientific.net/amr.532-533.1522.
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Automated negotiation based on co-evolutionary algorithms is an emerging research field in recent years. This paper introduced the basic ideas of evolutionary and co-evolutionary algorithms, and discussed the main theories and approaches in the research of automated negotiation based on co-evolutionary algorithms. The five key elements in simulation of negotiation experiments are also presented in detail. Finally, the future work and research directions are pointed out.
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Peleckis, Kęstutis, Valentina Peleckiene, and Kęstutis Peleckis. "Comparison of The Possibilities of Application of Spectrum and Gaming Theories in Modelling Market Economy Negotiations." SHS Web of Conferences 92 (2021): 09011. http://dx.doi.org/10.1051/shsconf/20219209011.
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Research background: In negotiations, in modelling decision-making at both the individual and market levels, it is important to understand and be able to assess important aspects of economic behaviour. The theory of spectrum is proposed to be applied in modelling decision making. The object of the research is the possibilities of application of spectrum and game theories. Classical economic theory does not define subjective parameters of economic behaviour, therefore, when modelling market negotiation strategies, it is difficult to identify and evaluate appropriate parameters of economic behaviour required for decision-making in market negotiations. The spectrum theory approach can be used to model the economy, both at the individual and market levels, which is especially relevant in international business negotiations, where the modelling of solutions and various operations presents opportunities to assess subjective parameters. Purpose of the article: The aim of the paper is to investigate and compare the application of spectral decay and gambling theories in modelling market economy negotiations. Research methods: Scientific literature analysis, comparative, logical analysis and synthesis, comparative and generalization methods, game theory, quantum cognition methods. Findings & Value added: The article examines the basic principles of behavioural economics: the functions of assessing the psychological value and uncertainty of monetary gain or loss, how both theories take these principles into account: game and spectrum.
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Ivanova, Elena N., and Nadezhda V. Petrova. "Theoretical basics of mediative-negotiation technologies of conflict resolution." Vestnik of Saint Petersburg University. Philosophy and Conflict Studies 38, no. 4 (2022): 581–93. http://dx.doi.org/10.21638/spbu17.2022.412.
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The actual issues of theoretical conceptualization of mediation and negotiation implementation experience in our country and abroad are discussed in the article. The authors note the controversial character both of the issue of necessary developing theoretical basis for these alternative methods of conflict and significance of theory for resolution of the problems related to their essence and specialists’ efforts integration in this sphere. They analyze the sources of disagreements on many issues in the sphere of different school mediators’ activities. They reveal the principal similarities and key differences between negotiation and mediation technologies, and their peculiarities. They also propose to use the complex notion of “mediativenegotiation technologies”. The authors reveal the essence of this notion and its understanding based on objectivity, valuelessness and mutual profitability of these technologies for conflicting parties. The article studies technological constituents uniting accomplishments of original components. These are such instruments as single informational field creation, differentiation of emotional and cognitive aspects, dividing people and problems, transition from positional bargaining to interest-based collaboration and others. The authors show advantages of integrative technologies compared with separate using of their components - negotiation between parties and negotiating with neutral mediator’s assistance. The article discovers the role of mediative-negotiation technologies and the sphere of their implementation including possibility of mediation practice wider spreading. The authors develop the concept of “builtin mediator” based on integrative technologies. They emphasize conflictology’s interdisciplinary character from which the necessity to use theoretical resources from different scopes of knowledge follows. The authors propose the number of criteria for theories’ classification based on these technologies and reveal the roles of different types of theories in mediators’ community problems resolving. The authors note the benefits of integrative mediation model as the essence of professional standard to be used in the process of specialists’ preparation in different spheres of conflict management. They provide examples of positive experience of this theoretical approach implementation and reveal its potential for mediative-negotiation technologies development and spreading.
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Söderberg Kovacs, Mimmi. "A Matter of Faith? Negotiations with Boko Haram in Nigeria." International Negotiation 25, no. 3 (July 23, 2020): 435–62. http://dx.doi.org/10.1163/15718069-bja10002.
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Abstract Why are armed conflicts involving warring parties with an Islamist agenda more difficult to resolve through negotiations? In previous research, two main explanations have been put forward; one that highlight the religious element of the parties’ conflict issue and one that emphasis the organizational character of these conflicts, in particular their transnational nature. Yet we still do not know which of these explanations that carry the most explanatory power. The purpose of this article is to test the empirical relevance of these theories through an in-depth study of five negotiation attempts between the government of Nigeria and the group known as Boko Haram during the time period 2011 to 2016. By doing so, this article both addresses one of the key theoretical debates in the scholarly field of religious conflicts and conflict resolution, and presents novel empirical material on a case not well covered in previous negotiation literature.
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Dusi, Nicola. "Intersemiotic translation: Theories, problems, analysis." Semiotica 2015, no. 206 (August 1, 2015): 181–205. http://dx.doi.org/10.1515/sem-2015-0018.
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AbstractThis paper draws on Jakobson’s tripartite division of the notion of translation, and Eco’s discussion of the terms in his book on translation, Mouse or Rat? Translation as Negotiation (2003b). It focuses specifically on the issue of intersemiotic translation, questioning and showing what it means to “translate” from one “language” to another, such as from the novel to the medium of film, and to what extent the term translation is used metaphorically or whether it is semantically extended to include a broader notion of translation than that between natural languages.
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Harendita, Monica Ella. "MAKING PEACE AMONG CONFLICTING IDENTITIES: AN AUTOETHNOGRAPHY." International Journal of Humanity Studies (IJHS) 1, no. 1 (September 14, 2017): 56–62. http://dx.doi.org/10.24071/ijhs.v1i1.672.
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Autoethnography has gained more popularity in qualitative research. Putting the researchers personal narratives at the centre, authoethnography can present one way to vocalize her voice without diminishing the significance of theories. By connecting lived experiences with the framework, autothnography can serve as a powerful tool in meaning makings. Drawn upon my experiences when I was pursuing my masters in Australia, this autoethnography portrays my struggle on identity negotiation as a Javanese woman and a student in Australia. As I was trying to uncover my experiences and look at them mainly using Halls (1993, 1997) theories as the framework, I came into a better understanding on my multiple and multilayered identities. Negotiating those identities is the key to make peace among them.DOI: https://doi.org/10.24071/ijhs.2017.010106
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Laatikainen, Katie Verlin. "Conceptualizing Groups in un Multilateralism: The Diplomatic Practice of Group Politics." Hague Journal of Diplomacy 12, no. 2-3 (February 1, 2017): 113–37. http://dx.doi.org/10.1163/1871191x-12341359.
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Political groups permeate the diplomatic process across the United Nations (un) system, from conference diplomacy to annual sessions of the deliberative bodies, yet they remain poorly understood and under-appreciated. This article approaches groups from a conceptual and theoretical perspective, providing a typology to differentiate clearly the various groups that are active in un processes, from electoral groups to regional organizations and single-issue coalitions. The article also examines how theories of multilateralism, global governance and international negotiation largely exclude group and inter-group dynamics. Theories of global governance and multilateralism operate at the systemic level of analysis, while theories of negotiation and coalitions reflect assumptions of individual agency; both levels of analysis obscure the operation of political groups and group politics in un multilateralism. The emerging theories of diplomatic practice provide a meso-level approach that reveals the pervasive practice of group politics and politicized diplomacy in un multilateralism.
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Friedman, Raymond A., Robin L. Pinkley, William P. Bottom, Wu Liu, and Michele Gelfand. "Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity." Negotiation and Conflict Management Research 13, no. 2 (May 2020): 127–50. http://dx.doi.org/10.1111/ncmr.12166.
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Barrea, Jean. "Une approche synoptique des théories de la décision, de la puissance et de la négociation." Études internationales 12, no. 2 (April 12, 2005): 251–67. http://dx.doi.org/10.7202/701194ar.
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Assuming that the synoptic reading of partial theories is of use in the building of cumulative theories, the author seeks to establish common points between theories of the decision-making process in foreign policy and theories of power and egotiation at the international level. This paper seeks as well to complement these latter two types of theory with the findings of decision theory. After having justified his undertaking by the relations existing between observed phenomena - that is, decision, power and negotiation - and by the absence of a theory taking these three phenomena into account, the' author sets out the plan of his reflection in function of the distinctions between the approaches and factors emphasized by the various decision theories. The text considers the defining elements of the most important contributions of the specialists on the question. To conclude, the author provides a synoptic table of the main observations of his analysis. This table, which in the author's opinion is able to account for specific situations that are not explicitly described therein, demonstrates that the paradigms of theories of power and negotiation may only be established by reference to the decision paradigm.
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O'Neill, Barry. "International Negotiation: Some Conceptual Developments." Annual Review of Political Science 21, no. 1 (May 11, 2018): 515–33. http://dx.doi.org/10.1146/annurev-polisci-031416-092909.
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Negotiation is a central activity in international affairs, but it tends to be studied indirectly through particular cases. Considering it as a subject in itself brings out some important principles. The general literature on negotiation falls into five categories: advice from practitioners, studies of particular cases or contexts, statistical tests of data, psychological theories with experiments, and game theory models. Each approach complements the others, but there has been too little interaction among them. Game models, in particular, are important for the international context, which involves more planning and more experienced actors. They resist the generalizations to which other approaches are prone, often showing that whether a move is well-advised or mistaken depends on some easy-to-overlook detail.
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Snyder, C. R., and Raymond L. Higgins. "Reality Negotiation: Governing One's Self and Being Governed by Others." Review of General Psychology 1, no. 4 (December 1997): 336–50. http://dx.doi.org/10.1037/1089-2680.1.4.336.
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Self-theories are posited along 2 related cognitive dimensions. First, the valence of an act varies from negative to positive. Second, the linkage to an act reflects the degree (ranging from none to high) to which one is perceived as being the causal agent for that act. Plotting these 2 dimensions, with valence reflecting the ordinate (negative at the bottom to positive at the top) and linkage reflecting the abscissa (no linkage at the left to high linkage at the right), most people have a positive self-theory regression line linking themselves most strongly to positive valence acts. A minority, however, have negative self-theories showing decreasing linkage to positive valence acts. Reality negotiation strategies are psychological mechanisms used to preserve self-theories when confronted with theory-discrepant information. These strategies are detailed, and it is shown how they ultimately foster societal control over the person.
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Cornelio, Dawn M. "New possibilities for translation." Translation and Translanguaging in Multilingual Contexts 3, no. 3 (October 16, 2017): 291–303. http://dx.doi.org/10.1075/ttmc.3.3.02cor.
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Abstract Pioneered by feminist ethicist and psychologist Carol Gilligan in her 1982 work In a Different Voice, care theory rests, according to philosopher Rita Manning, on four key elements: Moral Attention, Sympathetic Understanding, Relationship Awareness, and Harmony. Combined with the notion of voice present in Gilligan’s title, each of these components represents a key portion of the translator-text-author relationship, particularly when translation is seen as negotiation. In this contribution, after examining the notion of translation as negotiation as Eco describes it, I will offer an overview of the psycho-sociological theory of care, with the aim of presenting it as a framework for ethical decision-making in negotiating the act of translation. The importance of translaboration will become evident through the theories of Ricoeur and an emphasis on the cooperative nature of ethically negotiated decisions; i.e., ‘trans’ and its insistence on moving across, beyond, through; and ‘laboration’ and its insistence on the continuing and ongoing process of working.
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BOCALE, Paola. "HOW ARE LANGUAGES LEARNED? THEORIES ON THE PROCESS OF FOREIGN LANGUAGE ACQUISITION." Ezikov Svyat volume 18 issue 2, ezs.swu.v18i2 (June 30, 2020): 7–13. http://dx.doi.org/10.37708/ezs.swu.bg.v18i2.1.
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is work discusses theories on teaching, learning and acquiring foreign languages. The input hypothesis has drawn attention to its role and importance in language acquisition. On the other hand, however, empirical research has emphasized the role that output and interaction play in acquiring and improving language skills. In most communicative acts, there are factors that jeopardise the process of communication, such as lack of lexical knowledge and speech too fast for the listener to understand, causing different comprehension problems. These occur between native speakers and non-native speakers, inside and outside the classroom. Negotiation of meaning can be only defined within an interactive process as the mutual collaboration between speakers and listeners in order to clarify a language misunderstanding using different linguistic strategies such as, for example, word repetition, simplified structures and clarification questions. From one point of view, negotiation of meaning is a communicative exchange and a step towards achieving communication goals. Learners and tutors are involved in communication to solve a problem whose clarification allows conversation to be carried on. From the other point of view, negotiation of meaning is an effective way of expanding the knowledge of learners, because some of the explanations can be internalised and added to their target language repertoire. Learning can be effective only if interaction is included in the overall language aquisition process.
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Daoudy, Marwa. "Asymmetric Power: Negotiating Water in the Euphrates and Tigris." International Negotiation 14, no. 2 (2009): 361–91. http://dx.doi.org/10.1163/157180609x432860.
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AbstractThis article addresses the conflict over the Euphrates and Tigris waters from the perspective of negotiation theories, by examining the role of power in upstream/downstream negotiations. Conceptual and empirical links are established between water, negotiation (structure, process), power (asymmetries, coalition dynamics, strategies, development of alternatives) and security (direct/indirect interests such as national security, border security, territorial claims, economic development and environmental concerns). The study concludes that asymmetries in power have favored upstream/downstream interactions towards bilateral if not basin-wide arrangements. The framework shows that traditional elements of power, such as upstream positions, military and economic resources, do not constitute the only sources of power. Bargaining power can also determine the dynamics between respective riparians. Time constitutes an important source of power, and interests vary over time when political settings and security concerns shift. Downstream or more vulnerable riparians can invert situations of power asymmetry by acting on the basin-dominant riparian's interests and thus reduce its alternatives. Syria's use of 'issue-linkage' in its interactions with Turkey over water and wider security issues serves as the primary example.
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Zakaria, Mohamad. "Knowledge management and global climate change regime negotiations." Foresight 17, no. 1 (March 9, 2015): 53–62. http://dx.doi.org/10.1108/fs-11-2013-0066.
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Purpose – The purpose of this paper is to discuss some of the important factors that negotiators and policy-makers need to take into account while putting their strategies to negotiate global climate change regimes. Design/methodology/approach – This paper is based on qualitative research using the deductive approach. Integrating the theoretical and empirical material in the analysis is used to enhance the readers’ value and interest in the paper. Findings – Without deep understanding of why some international negotiations related to climate change have previously failed, it is difficult to successfully negotiate them in the future. Flexibility and openness during negotiations and to consider the views and concerns of all global actors in finding optimum solutions and cooperation are among the many essential factors that bring the world leaders into a compromise agreement and a global climate change regime. Knowledge management including taking into account the discussed factors may help the negotiators and public to be more prepared to understand the obstacles that may complicate negotiating the international climate change regimes. Research limitations/implications – This paper is not intended for those who have years of experience in climate change negotiations nor for those seeking deep theoretical knowledge about this topic. Practical implications – This paper has practical implications as it combines the theories of international relations with practical evidences from previous Conference of the Parties of the United Nations Framework Convention on Climate Change. Social implications – This paper is an essential read to students and young scientists, as well as to young policy-makers within the environmental politics. Originality/value – The paper deals with a very important and current issue and little has been published on the process of preparation for negotiating climate change negotiation. It covers some critical issues and determining factors in such negotiations.
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Ghalayini, Latifa, and Dana Deeb. "Utility Measurement in Integrative Negotiation." Information Management and Business Review 13, no. 1(I) (July 10, 2021): 1–15. http://dx.doi.org/10.22610/imbr.v13i1(i).3153.
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This paper develops an adjustment to utility measurement in integrative negotiation where the negotiation information context is incomplete. The developed function reveals not only win-win outcomes but also deceptive practices where negotiators accept a win-lose deal and then compensate their loss in a deceptive way and greedy practices where negotiators realize their strong competitive position and try to extremely maximize their gains. However, to realize the objective, the utility measurement function literature and theories are reviewed to determine the relevant function structure and the necessary attributes that reveal the desired outcome in an incomplete information context. After examination, relationship measurement is added to the function under two utilities: Decision Utility and Experienced Utility. The foundation of the utility measurement function contributes to revealing satisfying win-win outcomes in an incomplete information negotiation context. Therefore, it develops the negotiation field by designing win-win deals that are beneficial and satisfying in which the advantage is distributed between the negotiators.
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Eliashberg, Jehoshua, Stephen A. LaTour, Arvind Rangaswamy, and Louis W. Stern. "Assessing the Predictive Accuracy of Two Utility-Based Theories in a Marketing Channel Negotiation Context." Journal of Marketing Research 23, no. 2 (May 1986): 101–10. http://dx.doi.org/10.1177/002224378602300202.
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The results of the study show the robustness of two utility-based negotiation theories—group decision theory and Nash's bargaining solution—in accurately predicting outcomes of a marketing channel laboratory simulation in which power and information conditions were varied. Both theories significantly outperformed the predictions of a random model. Nash's theory performed better than group decision theory.
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Fernandes Matsubara, Patrícia Gomes. "Dealing with software estimates distortions from the perspective of negotiation theories." ACM SIGSOFT Software Engineering Notes 44, no. 3 (November 14, 2019): 22. http://dx.doi.org/10.1145/3356773.3356794.
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Brown-Leonardi, Carol J. "Notions of property: traditional land use and boundaries in the Deh Cho region." Polar Record 48, no. 3 (May 16, 2012): 249–54. http://dx.doi.org/10.1017/s0032247412000150.
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ABSTRACTThe Deh Cho Dene have been negotiating territorial land since early European settlement. This paper argues that the changing needs of Deh Cho Dene society has changed their concept of property and this transformation has evolved with a responsibility to conserve cultural practice and ecological balance in Deh Cho Dene territorial lands. The article considers how the changing need of European society addresses property and ownership in the context of basic human rights and consumer interests. It uses the theories of Macpherson, Locke, and Marx to construct a model to understand the property relations that exist in the Deh Cho Dene region. Accordingly, the paper addresses oral narratives to give historical insight into the relations between neighbouring tribal groups and their understanding of territorial boundaries. An account of present day negotiations highlights the various initiatives taken to protect traditional interests and uphold historical claim to the territory. The negotiation of joint ventures and property ownership has evolved with concerns over ecological sustainability and the protection of a subsistence lifestyle, which is critical for the social and economic interests of Deh Cho Dene culture, and is closely connected to the land.
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Arifin, Zainal, Emi Puasa Handayani, and Saivol Firdaus. "Penyelesaian Perundingan Perjanjian Kerja Bersama (Pkb) Yang Tidak Menemui Kesepakatan (Studi Kasus di PJT I Malang)." ADHAPER: Jurnal Hukum Acara Perdata 6, no. 1 (July 16, 2020): 147. http://dx.doi.org/10.36913/jhaper.v6i1.106.
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The Collective working Agreement (PKB) is regulated in Article 1601 of the Civil Code (Civil Code), which is an agreement between two parties, an employee or laborer and a company, both bound together. Workers commit themselves to employers for a certain time. A bond to do work by receiving wages. Another understanding of collective working agreements is regulated in Law Number 13 of 2003 concerning labor. Working agreements are agreements between employers and employees, or laborers who have conditions of employment, rights and obligations of both parties. There are two research questions, fi rst what is the meaning of the settlement of collective bargaining agreements that do not meet the agreement and, how do we formulate a joint working agreement negotiation solution without finding a deal. The method used to answer research questions is a type of normative and empirical legal research. Theories used are certainty theory, hierarchical theory of law and distributive justice theory. The results achieved. First, the meaning of the deadlock negotiation agreement to formulate a co-operation agreement. Two, settlement of collective working agreement negotiations that did not meet the agreement, can be completed with three mechanisms. The fi rst is done through bipartite negotiations, through conciliation and mediation mechanisms.fi nally the dispute mechanism can be carried out in industrial relations courts.