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Artículos de revistas sobre el tema "Trust negotiation"

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Autor: Grafiati

Publicado: 4 de junio de 2021

Última modificación: 21 de febrero de 2023

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1

Espinoza, Francisco A. y Norma E. Velasco. "Ethical Negotiations". International Journal of Responsible Leadership and Ethical Decision-Making 1, n.º 1 (enero de 2019): 13–24. http://dx.doi.org/10.4018/ijrledm.2019010102.

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Negotiators assess the trust-worthiness of their counterparts in a variety of ways. One way is to define the integrity of a negotiation by how much buyers or sellers can be trusted: “Are they lying? Do they overpromise or under-deliver?” Despite this initial assessment, negotiators cannot accurately predict business outcomes, such as actual risks, quality or satisfaction with end products/services. Therefore, trust is a key element to facilitate the negotiation process in the early stages of deliberation. In this chapter, we will explore the application of ethical values as a trust-building formula to aid in international negotiations. Furthermore, we propose a role-based, trust-building, ethical approach tailored to the negotiator's needs. Only within an ethical framework, can trust become the cornerstone of a relationship that will genuinely service both negotiating parties and society.

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2

Maresch, Daniela, Ewald Aschauer y Matthias Fink. "Competence trust, goodwill trust and negotiation power in auditor-client relationships". Accounting, Auditing & Accountability Journal 33, n.º 2 (22 de noviembre de 2019): 335–55. http://dx.doi.org/10.1108/aaaj-02-2017-2865.

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Purpose The purpose of this paper is to investigate how competence trust (i.e. trust regarding the ability of the counterpart) and goodwill trust (i.e. trust regarding the benevolence and integrity of the counterpart) affect the probability that the auditor or the client stand up to the respective negotiation partner’s position in situations of disagreement in the auditing relationship. Design/methodology/approach Two experiments were conducted, one with 149 auditors and one with 116 chief financial officers (CFOs). Both auditors and CFOs had to indicate the likelihood that they stand up to the other party’s preferred position in a disagreement on the materiality of unrecorded liabilities. The data derived from these experiments were analyzed using hierarchical OLS. Findings The results indicate that both auditors and CFOs who take their respective negotiation partner in the audit for highly competent are less likely to stand up to them in situations of disagreement. Interestingly, goodwill trust appears to be irrelevant for the negotiation outcome. Practical implications The findings are highly relevant for regulators, because they inform about the crucial importance of competence trust for the auditing negotiation outcome and thus put the so-called “trust-threat” into perspective. Originality/value The study adds to the literature on the role of the context for auditor-client negotiations by exploring the role of two distinct forms of trust on the outcome of these negotiations.

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3

Scheffel, Tara-Lynn. "Who Am I? Who Are You? – Negotiating a Researcher Identity". Language and Literacy 13, n.º 2 (1 de septiembre de 2011): 54. http://dx.doi.org/10.20360/g26k53.

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This article examines the process of negotiating a researcher identity with teachers and students during an ethnographic case study that explored literacy engagement in a grade two classroom. I consider the tensions presented and the negotiations undertaken during the study and conclude that the rhythm of negotiation is of critical importance to establishing trust in qualitative research.

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4

Grindsted, Anette. "Negociación y el manejo de riesgos". HERMES - Journal of Language and Communication in Business 21, n.º 41 (28 de agosto de 2017): 125. http://dx.doi.org/10.7146/hjlcb.v21i41.96817.

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The article defends the position that it is the construction of interpersonal relations that determines the zone of possible agreements in a negotiation rather than ‘economic’ considerations. It is assumed that negotiation is a communicative activity that implies risk and that to be able to initiate negotiations it is a precondition that a certain degree of trust has been established between the parties. Two different ways of conceptualizing trust are described, and two e-mail negotiations that give empirical support to these conceptualizations are analyzed. One reaches a dead-lock, the other does not.

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5

Lewicki, Roy J. y Maura A. Stevenson. "Trust Development in Negotiation". Business and Professional Ethics Journal 16, n.º 1 (1997): 99–132. http://dx.doi.org/10.5840/bpej1997161/2/311.

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6

Fells, R. E. "Developing Trust in Negotiation". Employee Relations 15, n.º 1 (enero de 1993): 33–45. http://dx.doi.org/10.1108/01425459310024910.

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7

Hess, Adam, Jason Holt, Jared Jacobson y Kent E. Seamons. "Content-triggered trust negotiation". ACM Transactions on Information and System Security (TISSEC) 7, n.º 3 (agosto de 2004): 428–56. http://dx.doi.org/10.1145/1015040.1015044.

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8

Bachkirov, Alexandre A. y Salem AlAbri. "Islamic values and negotiator behavior". International Journal of Islamic and Middle Eastern Finance and Management 9, n.º 3 (15 de agosto de 2016): 333–45. http://dx.doi.org/10.1108/imefm-08-2015-0094.

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Purpose The purpose of this study is to examine whether and how the fundamental Islamic values of Arab Muslim business negotiators influence their views of the negotiation process and negotiation behavior. Design/methodology/approach The study is based on an interpretive qualitative approach. The data were obtained by semi-structured interviews. The participants were managers whose role entails negotiations as an essential component of their job. Findings For Arab Muslim negotiators, the use of knowledge is associated with a moral imperative of being truthful and using knowledge responsibly. The virtues of honesty, transparency, trust, integrity, fairness, peace, respect and concern for the counterpart’s negotiation outcomes emerged as important considerations for Arab Muslim negotiators. Research limitations/implications All the research participants were from an Arab Islamic country. Empirical data obtained from non-Arab Islamic respondents can provide further insights into how religious beliefs shape negotiation behavior of Muslim negotiators. Practical implications The international negotiation practitioners involved in cross-cultural negotiations in the Arabian Gulf should consider their counterpart’s behavioral patterns and expectations shaped by the Islamic faith. Appreciating what matters to an Arab Muslim negotiator will increase the probability of a positive negotiation experience and the likelihood of attaining negotiation goals. Originality/value The study contributes to the literature on innovative management practices by emphasizing the need to broaden the knowledge of a cultural perspective of management innovation. Innovative interventions in intercultural negotiations should include a consideration of the counterparts’ religious beliefs in both intra- and inter-firm bargaining situations.

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9

Krzywda, Joanna. "Remote Negotiations during the COVID-19 Pandemic and Its Impact on Interorganisational Relations of Small and Medium-Sized Enterprises". European Conference on Knowledge Management 23, n.º 1 (25 de agosto de 2022): 662–68. http://dx.doi.org/10.34190/eckm.23.1.455.

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Abstract: Theoretical considerations show that negotiation is a very important element of interorganisational relations. According to the relationship model by P. S. Ring and A. H. van de Ven (1994), which is still valid today, negotiation is, besides the formation of commitments and their implementation, one of the 3 stages in the formation of interorganisational relationships. Efforts at the negotiation stage are often necessary to provide participants with an opportunity to assess the uncertainty involved in the transaction, the nature and substance of each participant's roles, the trust that can be placed in the other party, the rights and responsibilities of the participants in the transaction and the possible efficiency and equality of outcomes. This paper will attempt to answer the question of how the pandemic has changed the way business negotiations and talks are conducted and what impact this has on business relationships. To this end, with reference to the aforementioned business relationship model, research questions were formulated, the core of which was to reveal how remote negotiations affect the trust in the relationship and how the fact that remote negotiations affects the dynamics of the relationship, compared to face2face negotiations. The answers to the questions posed in this way were obtained by conducting a survey of Polish managers who are involved in negotiation on a daily basis and who have shifted their activities to online platforms during the pandemic.

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10

Peng, Xin Guang, Yan Ru Feng y Min Li. "Automated Trust Negotiation for Web Services". Applied Mechanics and Materials 55-57 (mayo de 2011): 1085–90. http://dx.doi.org/10.4028/www.scientific.net/amm.55-57.1085.

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The application of Automated Trust Negotiation in web service needs to solve two problems. One is the protection of sensitive information, and the other is the determination of negotiation policy. In this paper, the Trust-Serv model is used to manage Automated Trust Negotiation, and explores the further solutions to the two problems above. The introduction of Trusted Computing provides security support for Automated Trust Negotiation.

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11

Bulakhtin, M. A. "THE RUSSIAN NEGOTIATION CULTURE THROUGH THE EYES OF FOREIGNERS". Вестник Удмуртского университета. Социология. Политология. Международные отношения 6, n.º 2 (27 de junio de 2022): 217–30. http://dx.doi.org/10.35634/2587-9030-2022-6-2-217-230.

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Foreign negotiators’ observations represent a valuable source of understanding the Russian negotiation culture. They pay attention to the duality and inconsistency of the Russian character, significant fluctuations in the mood of Russians, which determine the unpredictability of their behavior. However, foreign observers also point a significant experience of rational behavior within the Russian negotiation. Researchers notice the special attention that Russians pay to the issues of national security and their respect for “power” and “strength” (that sometimes is explained as “imperial thinking”). Also, Russian negotiators are persistent in defending their position, they demonstrate desire to realize it as fully as possible, they struggle for equal partnership relations and sometimes these efforts bring unilateral advantages for them. Russians want to play a leading and even dominant role during negotiations, they prefer to set the agenda and try to hide their weaknesses in aim to prevent a counterpart from taking advantage that may cause damage. Such approach explains the reluctance of Russians to make compromises, which they perceive as a manifestation of weakness. Russians trust and cooperate primarily with members of their community (“intracultural negotiations”) and demonstrate less openness to foreign colleagues who represents the “alien” group (“intercultural negotiations”). Western negotiators note the decisive role of opinions made by delegation heads rather than experts. The fear of making mistakes and consequently the fear of punishment holds the Russians back from risky negotiating behavior and deviations from their instructions. The Russian negotiators are taken very seriously by their foreign colleagues. Nevertheless, some experts recommend that exaggerating the “threatening” and “overwhelming” power of the Russian partners should be avoided. They advise to be firm dealing with Russians, to strive to establish trust and good personal relations, and to prove reliability in their eyes for gaining benefits from negotiations.

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12

LI, Jian-Xin. "Research on Automated Trust Negotiation". Journal of Software 17, n.º 1 (2006): 124. http://dx.doi.org/10.1360/jos170124.

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13

Zhao, Yi-zhu, Yan-hua Zhao y Hong-wei Lu. "History-based trust negotiation model". Journal of Shanghai University (English Edition) 13, n.º 2 (abril de 2009): 150–54. http://dx.doi.org/10.1007/s11741-009-0212-1.

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14

Bhargav-Spantzel, Abhilasha, Anna C. Squicciarini y Elisa Bertino. "Trust Negotiation in Identity Management". IEEE Security and Privacy Magazine 5, n.º 2 (marzo de 2007): 55–63. http://dx.doi.org/10.1109/msp.2007.46.

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15

Winsborough, William H. y Ninghui Li. "Safety in automated trust negotiation". ACM Transactions on Information and System Security 9, n.º 3 (agosto de 2006): 352–90. http://dx.doi.org/10.1145/1178618.1178623.

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16

Brett, Jeanne M. y Tyree Mitchell. "Searching for trustworthiness: culture, trust and negotiating new business relationships". International Journal of Conflict Management 31, n.º 1 (12 de agosto de 2019): 17–39. http://dx.doi.org/10.1108/ijcma-05-2019-0085.

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Purpose This study aims to address three important but under-researched questions in the trust and negotiation literature: What do negotiators do to determine the trustworthiness of a potential business partner? What trust criteria motivate their search and help them interpret the information their search reveals? Whether there are systematic cultural differences in search and criteria, and if different, why? Design/methodology/approach This study used qualitative methodology. The data are from interviews with 82 managers from 33 different national cultures in four regions of the world identified by cultural levels of trust in negotiation and tightness-looseness. Interviews focused on how negotiators determined the trustworthiness of potential business partners in intracultural negotiations. Findings Analyses revealed four search activities negotiators use to gather information about a potential business partner: due diligence, brokerage, good will building and testing; and five criteria for determining the trustworthiness of a new business partner: respect, mutual values, competence, openness and professionalism. Quotes illustrate how these search activities and criteria manifest in different cultures. Research limitations/implications This study used multiple cases to build a longitudinal picture of the process. It did not follow a single case in depth. The study focused on identifying cultural central tendencies at the same time recognizing that there is always variability within a culture. Practical implications Knowing what is culturally normative allows negotiators to anticipate, interpret and respect their counterpart’s behavior. Such knowledge should facilitate trust development. Originality/value This study provides an in-depth understanding of cultural similarities and differences in the process of trust development in negotiating new business relationships.

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17

Maulana, Reza. "Komunikasi Politik GAM-RI pada Perundingan Helsinki". Jurnal Studi Komunikasi (Indonesian Journal of Communications Studies) 2, n.º 3 (4 de noviembre de 2018): 369. http://dx.doi.org/10.25139/jsk.v2i3.1096.

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This study purposes to find out how political communication that occurs between GAM-RI negotiation in Helsinki on 2005. Helsinki negotiation is a phenomenon of political communication which is reached an agreement. The theory used is empathy and homophile. The research method uses a qualitative approach with descriptive research. Data collection tools in this study of semi-structured interviews and documentation study. Informant selection technique used is purposive technique. Based on the results of data processing in an interactive, results are obtained that negotiation built through six stages: preparation; The first contact; confrontation; conciliation; solutions; and post-negotiation. In the negotiations the two sides have similarities that can make both sides mutual trust and the creation of an effective political communication. The similarities among ethnic and organizational background. Effective use of empathy and homophile greatly affect the process and outcome of the negotiations.

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18

Moon, Kwangsu, Jieun Eom y Shezeen Oah. "The influence of opportunity and type of wage negotiation on the pay satisfaction and trust in management". Korean Journal of Industrial and Organizational Psychology 28, n.º 3 (31 de agosto de 2015): 301–30. http://dx.doi.org/10.24230/kjiop.v28i3.301-330.

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The studies about negotiation have been conducted in the various research fields. However, despite of its importance of employees’ concern, the number of studies for wage negotiation was few. Specifically, there have been no empirical studies directly examined the influence of participation of wage negotiation on the employees’ pay satisfaction and trust in Korea. The purpose of this study was to examine the influence of the opportunity and type of the wage negotiation on the pay satisfaction and trust in management. Data were collected from 315 workers employed in a variety of organizations in Korea and hierarchical multiple regression and MANCOVA were conducted to test hypothesis. The results of regression analysis indicated that the providing opportunity of wage negotiation have positive influence on the level of pay satisfaction and trust in management. Also, union negotiation rather than individual negotiation have positive influence on the level of pay satisfaction and trust in management. In addition, the results of MANCOVA was similar with that of regression analysis, however, there was no significant difference for trust in management and satisfaction of pay policy and management between union negotiation and individual negotiation.

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19

Lam, Maria Lai-Ling. "Developing High Affect-Based Trust in U.S.-China Business Negotiations". International Journal of Applied Management Theory and Research 3, n.º 1 (enero de 2021): 1–13. http://dx.doi.org/10.4018/ijamtr.2021010101.

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Through an empirical study of 60 Chinese executives in the U.S. and Hong Kong, Chinese executives hired by American corporations are found to develop high affect-based trust with their Chinese counterparts through appropriate monitoring processes and four key tactics according to their shared interdependent self-concepts. They seldom transfer their affect-based trust to the relationships between American and Chinese negotiators unless they perceive themselves as having more power over the entire negotiation process and more accountability for the implementation of the project after the negotiation. These executives prefer to compartmentalize themselves and develop high cognitive-based trust with their American teammates. American corporations must understand the importance of establishing affect-based trust through appropriate monitoring processes according to the interdependent self-concepts. They must expect to change their routine American practices that are grounded in independent self-concepts if they want to see higher levels of success in U.S.-China business negotiations.

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20

Pikulkaew, Tangtisanon y Hiroaki Kikuchi. "Perfect Privacy-preserving Automated Trust Negotiation". Journal of Information Processing 19 (2011): 451–62. http://dx.doi.org/10.2197/ipsjjip.19.451.

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21

WANG, Ying-long. "Rule-based automated trust negotiation model". Journal of Computer Applications 28, n.º 1 (10 de julio de 2008): 80–81. http://dx.doi.org/10.3724/sp.j.1087.2008.00080.

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22

Li, Jiangtao, Ninghui Li y William H. Winsborough. "Automated trust negotiation using cryptographic credentials". ACM Transactions on Information and System Security 13, n.º 1 (octubre de 2009): 1–35. http://dx.doi.org/10.1145/1609956.1609958.

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23

Skogsrud, Halvard, Hamid R. Motahari-Nezhad, Boualem Benatallah y Fabio Casati. "Modeling Trust Negotiation for Web Services". Computer 42, n.º 2 (febrero de 2009): 54–61. http://dx.doi.org/10.1109/mc.2009.56.

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24

Bonatti, Piero, J. L. De Coi, Daniel Olmedilla y Luigi Sauro. "A Rule-Based Trust Negotiation System". IEEE Transactions on Knowledge and Data Engineering 22, n.º 11 (noviembre de 2010): 1507–20. http://dx.doi.org/10.1109/tkde.2010.83.

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25

Ma, Yao, Hong Wei Lu y Yi Zhu Zhao. "Building a Risk-Aware Adaptive Trust Negotiation Framework". Advanced Materials Research 171-172 (diciembre de 2010): 7–10. http://dx.doi.org/10.4028/www.scientific.net/amr.171-172.7.

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In the uncertain environment, trust and risk are both key elements for making trust-based decisions. Risk is regarded as a supplement to trust or even omitted in the most existing trust models, which will lead to one-sided or subjective decisions. To solve the issues, a risk-aware adaptive trust negotiation framework is proposed in this paper. According to the specific negotiation context, the framework analyzes the potential risks and adapts dynamic access control levels appropriately with risk management methods. The use case results indicate that this framework can identify the potential risk and adapt access control polices according to the specific entity and transaction, which avoid risks and provides more efficient trust negotiation services.

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26

Elahee, Mohammad y Charles M. Brooks. "Trust and negotiation tactics: perceptions about business‐to‐business negotiations in Mexico". Journal of Business & Industrial Marketing 19, n.º 6 (octubre de 2004): 397–404. http://dx.doi.org/10.1108/08858620410556336.

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27

Horwitz, F., R. Hemmant y C. Rademeyer. "Chinese business negotiations: South African firm experiences and perspectives". South African Journal of Business Management 39, n.º 1 (31 de marzo de 2008): 1–13. http://dx.doi.org/10.4102/sajbm.v39i1.551.

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South African business joint ventures in China are increasing. Successful negotiations are a key component when establishing a gateway into the Chinese market. This research is undertaken to establish South African business negotiators’ understanding of Chinese business negotiation styles and behaviours and determinants of cross-cultural negotiation. Primary data was obtained through quantitative ranking style questionnaires and semi-structured interviews with selected South African business people who have had business negotiations with Chinese firms. The research revealed that perceptions held by South African business negotiators do not differ substantially from that of Westerners with regards to aspects such as trust relationships, hierarchical decision making, long-term decision making, networks and the concept of ‘face’.

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28

Naquin, Charles y Gaylen Paulson. "Establishing Trust via Technology: Long Distance Practices and Pitfalls". International Negotiation 9, n.º 2 (2004): 229–44. http://dx.doi.org/10.1163/1571806042403027.

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AbstractGlobal negotiators often depend upon communication technologies to convey information and strike deals. Unfortunately, negotiations conducted via more "lean" media (e.g., e-mail, telephone) have been associated with low levels of trust and difficulties in reaching agreements. We explore two approaches to building trust while communicating via the internet. Derived from the literature on interpersonal trust, negotiators were asked to adopt one of two strategies. The first was to build personal rapport. The second was to discuss ground rules and procedures for the negotiation. Negotiators who spent time building rapport reported greater levels of trust, and were more confident and satisfied with their outcomes. These perceptions were evident even though outcomes were comparable across conditions. The most negatively perceived negotiations were those that included rules discussions without the benefit of rapport. Implications of these findings for theory and practice are discussed.

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29

Puhakka, Hannu. "Acquisition negotiation: the influence of accounting on trust development". Management Research: Journal of the Iberoamerican Academy of Management 15, n.º 1 (10 de abril de 2017): 12–27. http://dx.doi.org/10.1108/mrjiam-11-2015-0621.

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Purpose This study aims to explore the influence of accounting on trust development in the context of an acquisition negotiation process at the pre-merger stage. Design/methodology/approach This study adopted a case study research method. Data have been gathered from an acquisition process of two Finnish companies through 18 semi-structured field interviews with the seller’s, the buyer’s and the merged companies’ top management and external advisors who participated in the process. Findings The study shows how accounting operated as a trust-building mechanism and served as a substitute for personal-based trust. Accounting assisted the negotiators to surface their initial positive beliefs about the acquisition outcome. Progressively, these positive beliefs outweighed negotiators’ initial negative beliefs regarding the acquisition process. Additionally, accounting enabled the negotiators to show risky behaviors via escalating commitment to the acquisition through ad hoc calculations and continuous discussions. Originality/value This study adds to the limited prior research examining interfirm trust and the influence of accounting on trust development during acquisition negotiations.

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Meerts, Paul y Raymond Cohen. "The Evolution of International Negotiation Processes". International Negotiation 13, n.º 2 (2008): 149–56. http://dx.doi.org/10.1163/157180608x320171.

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AbstractThis article looks at the evolution of international negotiation. The practice of negotiation between sovereigns goes back at least 4,500 years. Detailed cases are found in the royal archives of Mari from the time of the Babylonian lawgiver Hammurabi and in the el-Amarna archives of the pharaohs. Though the protocol and substance of negotiation have changed over time, there is striking continuity of structure and process. Argumentation has not changed much. The study of well-documented historical examples can therefore deepen and enrich our understanding of negotiating. In modern European history we can detect, alongside recognizable and constant features of negotiation, elements that have evolved over time. We identify four features of the international system that have impacted the evolution of international negotiation in recent centuries: technological development, international regime change, growing trust and transparency, and the enhanced, autonomous role of small powers.

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Allouzi, Maha Ali y Javed I. Khan. "Advanced Authentication Protocol for Software-Defined Networks". International Journal of Semantic Computing 12, n.º 03 (septiembre de 2018): 361–71. http://dx.doi.org/10.1142/s1793351x18400160.

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Software-Defined Networking (SDN) is being widely implemented by critical infrastructure networks, however providing security features still a challenge. In this work, we present SafeFlow an Automatic Trust Negotiation Protocol for SDN, a first line of defense and fine-grained authentication protocol, in order to deny the access of OpenFlow switches without valid digital credentials. Traditional security approaches based on identity or capabilities do not solve the problem of establishing trust between strangers. One alternative approach to mutual trust establishment is Trust Negotiation, the bilateral exchange of digital credentials to establish trust gradually. The proposed protocol describes Trust Negotiation in OpenFlow protocol, probable extension to the OpenFlow handshake protocol. In this paper, we describe the implementation of SafeFlow. The proposed protocol ensures the security of the infrastructure itself, as there are also other proposals for developing security application on OpenFlow network infrastructure.

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32

Zhang, Bo, Zhenhua Huang y Ziming Zheng. "Self-Organized Service Negotiation for Collaborative Decision Making". Scientific World Journal 2014 (2014): 1–18. http://dx.doi.org/10.1155/2014/814065.

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This paper proposes a self-organized service negotiation method for CDM in intelligent and automatic manners. It mainly includes three phases: semantic-based capacity evaluation for the CDM sponsor, trust computation of the CDM organization, and negotiation selection of the decision-making service provider (DMSP). In the first phase, the CDM sponsor produces the formal semantic description of the complex decision task for DMSP and computes the capacity evaluation values according to participator instructions from different DMSPs. In the second phase, a novel trust computation approach is presented to compute the subjective belief value, the objective reputation value, and the recommended trust value. And in the third phase, based on the capacity evaluation and trust computation, a negotiation mechanism is given to efficiently implement the service selection. The simulation experiment results show that our self-organized service negotiation method is feasible and effective for CDM.

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Sofyan, Absherina Zahira, Cecep Safaatul Barkah y Nurillah Jamil Achmawati Novel. "ANALISIS NEGOSIASI DALAM PROSES AKUISISI LUCASFILM LTD. OLEH THE WALT DISNEY COMPANY". JURNAL LENTERA BISNIS 11, n.º 1 (26 de enero de 2022): 1. http://dx.doi.org/10.34127/jrlab.v11i1.444.

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<p>Business acquisition is one of the steps taken by the company in its business expansion strategy, as did by the Walt Disney Company by acquiring production company, Lucasfilm Ltd. In the business acquisition process, negotiation is an inherent thing and becomes one of the stages that must be carried out during the process. Therefore, good negotiation techniques and strategies need to be applied to get a profitable agreement. This study was conducted to determine the negotiation process and the strategy used by Disney in the Lucasfilm acquisition process. The method used in this research is literature study with sources derived from books, scientific articles, reports, and media publications. The results of this study indicate that in the Lucasfilm acquisition process an integrative negotiation approach was applied. Disney applies a negotiation strategy, namely by fostering trust from the opposing party and providing mutual benefits. From the negotiations, an agreement was obtained that provided value for both parties and can be concluded as mutually beneficial.<strong></strong></p><p><strong>Key words:</strong> Acquisition, Negotiation, Integrative Negotiation</p>

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34

LIAO, Zhen-Song. "Automated Trust Negotiation and Its Development Trend". Journal of Software 17, n.º 9 (2006): 1933. http://dx.doi.org/10.1360/jos171933.

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35

Skogsrud, H., B. Benatallah y F. Casati. "Model-driven trust negotiation for web services". IEEE Internet Computing 7, n.º 6 (noviembre de 2003): 45–52. http://dx.doi.org/10.1109/mic.2003.1250583.

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36

Chuang, Po Jen y Ming Yu Ni. "On access control policy assignments and negotiation strategies in automated trust negotiation". International Journal of Security and Networks 9, n.º 2 (2014): 104. http://dx.doi.org/10.1504/ijsn.2014.060744.

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37

Khoury, Nadim. "Plotting stories after war: Toward a methodology for negotiating identity". European Journal of International Relations 24, n.º 2 (7 de junio de 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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Zhang, Jian-Dong, Leigh Anne Liu y Wu Liu. "Trust and Deception in Negotiation: Culturally Divergent Effects". Management and Organization Review 11, n.º 1 (marzo de 2015): 123–44. http://dx.doi.org/10.1111/more.12028.

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ABSTRACTWe investigate how trust reduces the tendency to use deception in negotiations from a culturally contextual perspective. We find culturally divergent patterns across Chinese and American negotiators. Specifically, for Chinese negotiators, cognition-based trust decreases the approval of using negative emotional and informational deception, whereas affect-based trust increases the approval of using informational deception. For American negotiators, affect-based trust decreases the approval of using negative emotional deception. We discuss theoretical and practical implications on the need for culturally specific strategies in managing deceptions in negotiations.

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39

URZICĂ, ANDREEA, ANDREI-HORIA MOGOŞ y ADINA MAGDA FLOREA. "A REPUTATION BASED NEGOTIATION MODEL FOR BARTER TRANSACTIONS BETWEEN SOFTWARE AGENTS". International Journal on Artificial Intelligence Tools 20, n.º 06 (diciembre de 2011): 1001–20. http://dx.doi.org/10.1142/s0218213011000504.

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The interactions between parties within large open systems are driven by trust. A major component in building trust is represented by reputation. When the trust value of a target agent, computed by its partner based on previous experience, and the reputation it has been assigned are different, an agreement is reached by negotiation. This paper describes a normative multiagent system and proposes a negotiation model where reputation represents the leverage that ensures norm enforcement. The negotiation framework is comprised of a marketplace using barter exchanges. Based on this model, the paper shows how self-interested agents manage to establish cooperation relationships in order to accomplishing their goals, being aware of the influence that reputation has on the costs of future transactions.

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40

Fiala, Roman, Martin Prokop y Iva Živělová. "The relationship between inter-organizational trust and performance". Acta Universitatis Agriculturae et Silviculturae Mendelianae Brunensis 60, n.º 4 (2012): 89–98. http://dx.doi.org/10.11118/actaun201260040089.

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The article deals with an investigation of the relationship between inter-organizational trust and performance. Using data obtained in a questionnaire survey in 373 organizations with more than 20 employees with their seat in the Czech Republic, we found the relationship between inter-organizational trust and supplier performance, mediated by the level of conflict. Also, the statistically significant negative relationship between inter-organizational trust and costs of negotiation and the statistically significant positive relationship between supplier performance and perceived performance were confirmed. The hypothesis on the statistically significant relationship between inter-organizational trust and negotiating costs was not confirmed. The structural equation modelling technique was used in the calculations. The calculated model fit indices (CFI, NFI, NNFI) with values over 0.9 demonstrate a very good quality of the model.

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41

Šaučiūnas, Marius y Albertas Čaplinskas. "Pasitikėjimo užtikrinimo metodai automatiniu būdu sudarant elektronines pasaulinio saityno paslaugų gavimo sutartis". Informacijos mokslai 56 (1 de enero de 2011): 108–18. http://dx.doi.org/10.15388/im.2011.0.3146.

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Straipsnyje aptariamos pasitikėjimo problemos, su kuriomis susiduriama derantis programiniams agentams dėl pasaulinio saityno paslaugų gavimo elektroninių sutarčių sudarymo. Derybų metu iš paslaugų teikėjų, teikiančių visus kitus reikalavimustenkinančias paslaugas, reikia pasirinkti tokį, kuriam galima atskleisti savo konfidencialius duomenis. Pasitikėjimas turi būti abipusis, nes tai dažnai aktualu ir paslaugos teikėjui. Abipusis pasitikėjimas įgyjamas derybų būdu, palaipsniui vienas kitam atskleidžiant savo konfidencialius duomenis. Taigi derybos turi būti reglamentuojamos taisyklėmis, nustatančiomis, kokia informacija kokiomis sąlygomis gali būti atskleista. Straipsnyje analizuojamos abipusio pasitikėjimo įgijimo uždavinio detalės, svarbiausi to uždavinio sprendimo metodai. Išryškinami šių metodų pranašumai ir trūkumai, aptariami dar neišspręsti klausimai. Pasitikėjimo problemų požiūriu vertinamas vienas iš plačiai pripažintų derybų proceso koncepcinių modelių, parodyta, kad šis modelis neužtikrina pasitikėjimo problemų sprendimo, ir pasiūlyta, kaip jį tobulinti. Pagrindinė darbo išvada yra ta, jog šiuo metu aktualiau ne kurti naujus pasitikėjimo metodus, bet kritiškai ir eksperimentiškai analizuoti jau pasiūlytus metodus ir idėjas, juos apibendrinti, integruoti ir rengti rekomendacijas, kaip jais pasinaudoti praktikoje.Automated eContract Negotiation in Web Service Environment: Trust Management AspectsMarius Šaučiūnas, Albertas Čaplinskas SummaryThe paper addresses trust management problems in automated eContract negotiation among software agents in the web service environment. From the point of trust management, the aim of the negotiation process is to choose the most trustworthy providers from those who provide services that satisfy certain functional and other requirements. In order to negotiate about the trust, the negotiation process should provide some mechanisms to reason about requesters’ policies, specifying who and under what conditions nay access private information (Kagal et al., 2004) and to guarantee that no legal norms would be violated in the contract. The paper familiarizes with details of the trust negotiation problem and with the approaches that have been proposed to solve this problem. It presents also a critical analysis of the proposed approaches and summarizes their challenges and drawbacks. The author analyses also one of the more advanced conceptual frameworks of negotiation process from the trust modelling perspective, highlights its drawbacks and proposes how to improve this framework.

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42

Liu, Bailing, Feng Xiao y Ke Deng. "Resolving conflicts between negotiation success and sensitive information protection in automated trust negotiation". Frontiers of Computer Science in China 5, n.º 2 (14 de enero de 2011): 135–47. http://dx.doi.org/10.1007/s11704-011-9307-7.

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43

Butler, John K. "Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency". Group & Organization Management 24, n.º 2 (junio de 1999): 217–38. http://dx.doi.org/10.1177/1059601199242005.

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44

LEACH, WILLIAM D. y PAUL A. SABATIER. "To Trust an Adversary: Integrating Rational and Psychological Models of Collaborative Policymaking". American Political Science Review 99, n.º 4 (31 de octubre de 2005): 491–503. http://dx.doi.org/10.1017/s000305540505183x.

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This study explores how trust arises among policy elites engaged in prolonged face-to-face negotiations. Mirroring recent evidence that citizens' procedural preferences (as opposed to policy preferences) drive trust in government, we find thatinterpersonaltrust among stakeholders in consensus-seeking partnerships is explained by the perceived legitimacy and fairness of the negotiation process more so than by the partnership's track record of producing mutually agreeable policies. Overall, hypotheses derived from social psychology do as well or better than those based on rational-choice assumptions. Important predictors of trust include small and stable groups, generalized social trust, clear decision rules, political stalemate, congruence on policy-related beliefs, and absence of devil-shift (the belief that one's opponents wield more power than one's allies). Surprisingly, null or negative correlations exist between trust and network density, measured by membership in voluntary associations. The study illustrates the value of behavioral models that integrate institutional, rational, and psychological explanations.

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45

WANG, Kai, Hong-qi ZHANG y Zhi-yu REN. "Cyclic policy interdependency detection in automated trust negotiation". Journal of Computer Applications 32, n.º 3 (1 de abril de 2013): 686–89. http://dx.doi.org/10.3724/sp.j.1087.2012.00686.

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46

YAO, Hui. "Dynamic programming-based strategy for automated trust negotiation". Journal of Computer Applications 28, n.º 4 (20 de abril de 2008): 892–95. http://dx.doi.org/10.3724/sp.j.1087.2008.00892.

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47

Cho, Hyun-Sug y Bong-Hwan Lee. "RBAC-based Trust Negotiation Model for Grid Security". KIPS Transactions:PartC 15C, n.º 6 (31 de diciembre de 2008): 455–68. http://dx.doi.org/10.3745/kipstc.2008.15-c.6.455.

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48

Gunia, Brian C., Jeanne M. Brett, Amit K. Nandkeolyar y Dishan Kamdar. "Paying a price: Culture, trust, and negotiation consequences." Journal of Applied Psychology 96, n.º 4 (2011): 774–89. http://dx.doi.org/10.1037/a0021986.

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49

Liu, Xinxin, Shaohua Tang, Qiong Huang y Zhiwen Yu. "An ontology-based approach to automated trust negotiation". Computer Standards & Interfaces 36, n.º 1 (noviembre de 2013): 219–30. http://dx.doi.org/10.1016/j.csi.2013.03.003.

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50

Zhang, Bo, Yang Xiang, Peng Wang y Zhenhua Huang. "A novel capacity and trust based service selection mechanism for collaborative decision making in CPS". Computer Science and Information Systems 8, n.º 4 (2011): 1159–84. http://dx.doi.org/10.2298/csis110225049z.

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Cyber-physical system (CPS) provides more powerful service through combining software service and physical device. It is an effective solution to organize various CPS services to realize collaborative decision making (CDM). In CPS, finding out the most competent participators for CDM sponsor is a core problem. To solve this problem, we propose a novel capacity and trust computation based CPS service selection mechanism in intelligent and automatic manners. It comprises three phases, including capacity evaluation, trust computation and negotiation selection. In the first phase, CDM sponsor describes formal semantic of decision task and computes the capacity evaluation values according to participator instructions. In the second phase, we design a novel trust computation method to calculate the values of activity trust, subjective belief, objective reputation, physical trust and recommended trust respectively. In the third phase, service selection is achieved through a negotiation mechanism according to capacity evaluation and trust computation.

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