Articles de revues sur le sujet « Context negotiations »
Pour voir les autres types de publications sur ce sujet consultez le lien suivant : Context negotiations.
Créez une référence correcte selon les styles APA, MLA, Chicago, Harvard et plusieurs autres
Consultez les 50 meilleurs articles de revues pour votre recherche sur le sujet « Context negotiations ».
À côté de chaque source dans la liste de références il y a un bouton « Ajouter à la bibliographie ». Cliquez sur ce bouton, et nous générerons automatiquement la référence bibliographique pour la source choisie selon votre style de citation préféré : APA, MLA, Harvard, Vancouver, Chicago, etc.
Vous pouvez aussi télécharger le texte intégral de la publication scolaire au format pdf et consulter son résumé en ligne lorsque ces informations sont inclues dans les métadonnées.
Parcourez les articles de revues sur diverses disciplines et organisez correctement votre bibliographie.
1
Crump, Larry. « Negotiation Process and Negotiation Context ». International Negotiation 16, no 2 (2011) : 197–227. http://dx.doi.org/10.1163/138234011x573011.
Texte intégralRésumé :
AbstractThis article examines how external events grounded in a negotiation’s relevant environment (i.e., negotiation context) influence negotiation process and outcome. Multilateral, regional and bilateral environments are examined through linkage theory to gain understanding about the impact of external events or context on negotiation process and outcome. Linkages between a negotiation and its context are examined through five trade negotiations: the WTO Doha round (multilateral-global); the Free Trade Area of the Americas (multilateral-regional); EU‐Mercosur (bilateral-regional); EU‐Chile (bilateral); and US‐Chile (bilateral). In addition to developing greater understanding about the strategic relationship between a negotiation and its context this article establishes a theoretic framework that defines the known universe of linkage dynamics. The impact of multilateral environments on the regional negotiation process and outcome is of particular interest, as is the strategic use of bilateral environments in seeking to achieve multilateral geopolitical ends.
2
Altschul, Carlos. « Internal Coordination in Complex Trade Negotiations ». International Negotiation 12, no 3 (2007) : 315–31. http://dx.doi.org/10.1163/138234007x240655.
Texte intégralRésumé :
AbstractComplex trade negotiations call for elaborate internal coordination and adept negotiating actors. In successful cases, these actors develop reciprocal dependent behaviors. Recent business and trade negotiation experiences testify to the development of process mechanisms in a variety of settings that demonstrate the capacity of the negotiators' role to expand. Constraints are acknowledged, essentially, the fact that the negotiator is a mandated agent and acts within a timebound context. Still, as drivers, negotiators practice their trade creatively to promote internal coordination, restructure the context, reframe and help solve micro-negotiation conflicts, and create conditions for the observance of reciprocating behaviors. The French term endroit is used to describe the venue in which collaborative negotiation is conducted.
3
Fang, Tony, Josephine Schaumburg et Daniella Fjellström. « International business negotiations in Brazil ». Journal of Business & ; Industrial Marketing 32, no 4 (2 mai 2017) : 591–605. http://dx.doi.org/10.1108/jbim-11-2016-0257.
Texte intégralRésumé :
Purpose The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to acquire a better understanding of the nature of international business negotiations in Brazil. Design/methodology/approach The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view of the Brazilian negotiator. The Strategic Trinity Model was developed to assess the behavior of the Brazilian negotiator in agreement with three metaphors: “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior”. Findings The three roles “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior” comprised similar as well as contradicting characteristics. The Brazilian negotiator chose naturally and even paradoxically from these role features, effectively negotiating any given situation, context and time. During the pre- and post-negotiation phases, traits of the “African Capoeirista” and “Indigenous Warrior” were the most salient. During the formal negotiation phase, however, the characteristics of the “African Capoeirista” and “Portuguese Bureaucrat” dominated. Research limitations/implications International business negotiations in Brazil call for an in-depth comprehension of the paradoxical roles that local negotiators take on to achieve better negotiation outcomes. Originality/value The present study unveiled the contradicting Brazilian negotiating style in international business negotiations, thus acquiring a better understanding of the negotiation process in the Brazilian market.
4
Bowles, Hannah Riley, Bobbi Thomason et Inmaculada Macias-Alonso. « When Gender Matters in Organizational Negotiations ». Annual Review of Organizational Psychology and Organizational Behavior 9, no 1 (21 janvier 2022) : 199–223. http://dx.doi.org/10.1146/annurev-orgpsych-012420-055523.
Texte intégralRésumé :
A person's gender is not a reliable predictor of their negotiation behavior or outcomes, because the degree and character of gender dynamics in negotiation vary across situations. Systematic effects of gender on negotiation are best predicted by situational characteristics that cue gendered behavior or increase reliance on gendered standards for agreement. In this review, we illuminate two levers that heighten or constrain the potential for gender effects in organizational negotiations: ( a) the salience and relevance of gender within the negotiating context and ( b) the degree of ambiguity (i.e., lack of objective standards or information) with regard to what is negotiable, how to negotiate, or who the parties are as negotiators. In our summary, we review practical implications of this research for organizational leaders and individuals who are motivated to reduce gender-based inequities in negotiation outcomes. In conclusion, we suggest future directions for research on gender in organizational negotiations.
5
Elgström, Ole. « Negotiating with the LDCs : Situation and Context ». Cooperation and Conflict 22, no 3 (septembre 1987) : 135–51. http://dx.doi.org/10.1177/001083678702200301.
Texte intégralRésumé :
In this article I introduce and analyze some characteristic features of bilateral foreign aid negotiations, as compared to other types of negotiations between states. A first typical trait is the apparent asymmetry of power between the negotiating actors. According to bargaining theory, this would predict also an asymmetry of outcome. Such a conclusion is challenged, however, by other distinguishing features of aid negotiations. The normative aspect, stating the existence of moral obligations, the repetitive nature of most aid negotiations, the existence of asymmetries of attention and resolve, and some tactical characteristics of such negotiations: all these aspects might be interpreted as creating more promising conditions for the weaker actor. To understand and explain foreign aid negotiations — their processes and outcomes — it is not enough, however, to study the negotiatory situation as such. An analysis of extra-negotiatory contextual factors is also needed. I distinguish between three categories: relations between the actors outside of the aid negotiations, relations between the actors and other actors, and the domestic contexts of both actors.
6
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.
Texte intégralRésumé :
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.
7
Jönsson, Christer. « Relationships between Negotiators : A Neglected Topic in the Study of Negotiation ». International Negotiation 20, no 1 (17 mars 2015) : 7–24. http://dx.doi.org/10.1163/15718069-12341294.
Texte intégralRésumé :
Negotiation can be seen as a dynamic social process. Perspectives emphasizing the social context and dynamics of negotiations have been largely neglected in the negotiation literature. This article addresses the question of why social relations have received such scant attention, reviews the existing literature on negotiation as a social process, and spells out some ingredients of a social contextual approach. Finally, by way of illustration, such an approach is applied to international negotiations. Whereas ideas about social dynamics emanate from a focus on individuals, international negotiations take place at a level of aggregation and representation most remote from the individual level. Yet, even at this macro level, social context matters in negotiations.
8
Najam, Adil. « Dynamics of the Southern Collective : Developing Countries in Desertification Negotiations ». Global Environmental Politics 4, no 3 (1 août 2004) : 128–54. http://dx.doi.org/10.1162/1526380041748100.
Texte intégralRésumé :
This paper seeks to understand how the collective South, as institutionally represented by the Group of 77 (G77), manages its unity as a negotiating collective despite its many internal differences and in the face of external pressures. Negotiations leading to the United Nations Convention to Combat Desertification (CCD) are used as an empirical case study. This is a particularly interesting case because a) it was manifestly South-driven, b) it saw uncommonly intense South-South bargaining within the context of a global environmental negotiation, and c) it also saw intense North-South differences. In focusing on how the G77 managed its internal (South-South) as well as external (South-North) negotiations, the paper uses a negotiation analytical framework to derive generalizable lessons about the collective negotiating behavior of the developing countries' caucus in global environmental politics.
9
Peleckis, Kęstutis. « Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies : Case of Wholesale Trade ». International Letters of Social and Humanistic Sciences 65 (décembre 2015) : 1–15. http://dx.doi.org/10.18052/www.scipress.com/ilshs.65.1.
Texte intégralRésumé :
Recently businesses need to find the new ways to ensure business growth and competitiveness in the international market. Cultural diversity of international business brings new challenges in the development and implementation of negotiation strategies of businesses, in cooperation with foreign partners. At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. New challenges in international business negotiations are caused by formation of common cultural and information space in a global scale, the new demands for information technology progress in development of international competition and accelerating innovation processes. International business negotiation strategy development and implementation are setting the essential features and causal relations and is relevant in practice by creating in each negotiation case the unique negotiation strategy, focused on maximizing the effectiveness of the international business with the aim of more efficient use of business negotiation potential – the negotiating power. In scientific problem solving it is necessary to offer such instruments, which would take into account bargaining power of participants in negotiations, and would allow real implementation of business strategies and constitute an appropriate contribution to their development. The article aims - to design a theoretical model for preparing and implementing strategies of international business negotiations, based on evaluations of bargaining powers and to verify experimentally its relevance and applicability.
10
Crump, Larry, et Christian Downie. « Understanding Climate Change Negotiations : Contributions from International Negotiation and Conflict Management ». International Negotiation 20, no 1 (17 mars 2015) : 146–74. http://dx.doi.org/10.1163/15718069-12341302.
Texte intégralRésumé :
Climate change is the largest and most complicated interdependent issue the world has confronted. Yet there is little negotiation and conflict management knowledge within the climate change context. To address this gap, this theoretical article reviews the sparse extant literature and provides a brief overview of the science of climate change public policy. This review establishes a foundation for examining negotiation and conflict management research questions that emanate from current and future climate change negotiations. Such questions are considered for climate change mitigation negotiations and climate change adaptation negotiations. This article demonstrates how the negotiation and conflict management field can make important contributions to the study of interdependency in a context of climate change.
11
Mansour, Camille. « Toward a New Palestinian Negotiation Paradigm ». Journal of Palestine Studies 40, no 3 (2011) : 38–58. http://dx.doi.org/10.1525/jps.2011.xl.3.38.
Texte intégralRésumé :
Against a background of prolonged stalemate, this essay provides a detailed examination of two decades of Palestinian-Israeli negotiations with a view to identifying deficiencies in the Palestinian negotiating approach and drawing lessons of use to future Palestinian negotiators in the context of power imbalance. After outlining possible conditions for resuming and conducting negotiations (making the decision and timing tactical rather than strategic), the author advocates a shift in the Palestinian negotiating paradigm that considers negotiations as one diplomatic tool among others in the long Palestinian struggle to achieve their national program, and places the negotiations in the context of priorities for the coming period.
12
Kumar, Manish, Himanshu Rai et Surya Prakash Pati. « An Exploratory Study on Negotiating Styles : Development of a Measure ». Vikalpa : The Journal for Decision Makers 34, no 4 (octobre 2009) : 37–50. http://dx.doi.org/10.1177/0256090920090404.
Texte intégralRésumé :
Negotiation study as a tool in conflict management has been in vogue since long and spans the disciplinary boundaries. The outcome of business negotiations depends on bargainer characteristics, situation, and the negotiation process, which also drive the style adopted by a negotiator. Negotiation as a universal phenomenon does not have a universal style as the notion of consistent improved results for an individual�s business value has multiplicity of measures. Also, when it comes to negotiation style studies, they have either been packaged with other constructs or have been confused with them. For the clarity of the construct therefore it is essential that separation needs to be maintained between the definition of negotiating style as a construct and other closely related constructs. It is therefore proposed that works in negotiation need to be broadly divided into three types, involving the constructs of: Negotiating style Negotiating ability Negotiating strategy. Literature review suggests that the researchers are divided regarding the number of dimensions of negotiating style. In most of the studies, the proposed dimensions range from one to five. Also, no scale on negotiating style has been validated. In recent years, there has been an increased recognition of need to look at negotiations in Asia-Pacific context. Therefore we developed a scale to measure negotiating style of people and tested it in the Indian context. The sample included a cross-section of working executives and management students and the research design for the exploratory study included item generation, scale development, and assessment of scale�s psychometric properties. On analysis, the scale showed robust psychometric properties. Based on the results obtained, there are four types of negotiation style adopted by people: Analytical Equitable Amicable Aggressive. The findings can be used as a diagnostic tool to evaluate the extent to which one would like to have an attribute on a particular kind of negotiating style as well as a tool to enable in bridging the gap in the value systems.
13
Kersten, Gregory, Rudolf Vetschera et Sabine Koeszegi. « National Cultural Differences in the Use and Perception of Internet-based NSS : Does High or Low Context Matter ? » International Negotiation 9, no 1 (2004) : 79–109. http://dx.doi.org/10.1163/1571806041262070.
Texte intégralRésumé :
AbstractIn this article, we apply an extended technology acceptance model (TAM) to explore whether national culture influences a user's perception and use of Internet-based negotiation support systems (NSS). In particular, we are interested in whether different preferences for communication patterns, as we find them for low-context and high-context cultures, influence the use and perception of different NSS support tools. The Web-based system Inspire, which provided data for our analysis has been used by over 2000 entities worldwide in experimental negotiations. Our results show that, based on the need to establish a social context in computermediated negotiations, users from high-context cultures exchange significantly more messages and offers during negotiations than users from low-context cultures. Analytical negotiation support is valued significantly higher by users from low-context cultures than by users from highcontext cultures as this problem-solving approach is more compatible with their preference for direct and task-oriented communication.
14
PELECKIS, Kęstutis. « INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT : THE CASE OF ATTRACTING INVESTMENTS ». Journal of Business Economics and Management 17, no 6 (21 décembre 2016) : 882–900. http://dx.doi.org/10.3846/16111699.2016.1233511.
Texte intégralRésumé :
At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. The purpose of the research is to provide a theoretical model for developing and implementing international business negotiation strategies, based on bargaining power assessment, as well as to conduct an experiment and test the suitability and adaptability of the developed model in an international business negotiation situation – in case of attracting investments. Research methods – scientific literature analysis, comparative, logical analysis and synthesis, comparative and generalisation methods, mathematical and statistic data analysis methods. According to the results, the developed model can be used to reinforce international business negotiations and electronic business negotiations, as an independent systemic unit of the negotiation process (a measure that is autonomous or requires only partial intervention of the negotiator).
15
Mesgar, Mahsa, Diego Ramirez-Lovering et Mohamed El-Sioufi. « Tension, Conflict, and Negotiability of Land for Infrastructure Retrofit Practices in Informal Settlements ». Land 10, no 12 (28 novembre 2021) : 1311. http://dx.doi.org/10.3390/land10121311.
Texte intégralRésumé :
Tension and conflict are endemic to any upgrading initiative (including basic infrastructure provision) requiring private land contributions, whether in the form of voluntary donations or compensated land acquisitions. In informal urban contexts, practitioners must first identify well-suited land for public infrastructure, both spatially and with careful consideration for safeguarding claimed rights and preventing conflicts. At the same time, they need to defuse existing tensions over land ownership and land use rights while negotiating for the potential use of a unit of land for infrastructure. Even in the case of employing participatory methods, land negotiations are never tension-free. Despite the extensive literature on linkages between urban poverty, inefficient land management systems, and land disputes, in both rural and urban settings, land negotiations for community-scale infrastructure retrofit projects (e.g., neighbourhood roads, water and sanitation infrastructure) are yet to be fully explored. Drawing on a case study of a live green infrastructure retrofit project in six informal settlements in Makassar, Indonesia, we establish links to exchange theory, collective action, and negotiation theory to build a reliable analytical framework for understanding and explaining the land negotiations in small-scale infrastructure retrofit practices. We aim to describe and assess the fundamental conditions for land negotiations in an informal urban context and conclude the paper by summarising several key strategies developed and used in the case study area to forge land agreements.
16
Sigurdardottir, Aldis Gudny, Anna Ujwary-Gil et Marina Candi. « B2B negotiation tactics in creative sectors ». Journal of Business & ; Industrial Marketing 33, no 4 (8 mai 2018) : 429–41. http://dx.doi.org/10.1108/jbim-10-2016-0232.
Texte intégralRésumé :
Purpose The purpose of this study is to examine the negotiation tactics used in business-to-business (B2B) negotiations in creative sectors and to shed light on some of the characteristics of creative sectors that might drive these behaviors. Design/methodology/approach This is a multiple-case study involving interviews with 18 creative sector negotiators engaged in B2B negotiations. Findings The findings suggest that negotiators in B2B firms in creative sectors use a variety of negotiation tactics to reach agreement, but that there are some differences compared with other sectors. One group of tactics, not represented in existing taxonomies, is identified and termed closure-seeking tactics, referring to tactics intended to speed up the negotiation process and reach agreement as quickly as possible. The reasons for creative sector negotiators’ choice of closure-seeking tactics might stem from their desire to expedite the start of new projects to enable them to fulfill their creative drive. Research limitations/implications In addition to the identification of group of tactics observed in creative sectors, but not anticipated by existing research, the findings indicate that negotiators in creative sectors seem to lack interest in, and expertise for, negotiating and might be driven more by the desire to get on with the creative process than by concerns over monetary gains when negotiating. This could reflect unique characteristics of creative sectors and the people who work in these sectors. Practical implications This work offers new insights and understanding about tactics used in B2B negotiations in creative sectors. These findings have important implications for both practitioners in creative sectors, who might be too eager to reach closure quickly, and practitioners negotiating with firms in creative sectors, who need to understand the unique characteristics of these firms. Originality/value The originality of this work lies in its consideration of tactics used in B2B negotiations in the under-studied context of creative sectors and investigation of the reasons that drive the choice of tactics.
17
Aleksieieva, Tetiana, et Hoang Thi Kieu Trinh. « PSYCHOLOGICAL FEATURES OF THE NEGOTIATION PROCESS IN THE 21ST CENTURY ». Three Seas Economic Journal 2, no 4 (30 novembre 2021) : 8–12. http://dx.doi.org/10.30525/2661-5150/2021-4-2.
Texte intégralRésumé :
The aim of the article is to study psychological characteristics in the context of the negotiation process as one of the mechanisms of diplomacy in the XXI centu-ry. Research is based on an understanding of the main psychological factors of the participants and their influence on the results of negotiations. The success of the negotiation process depends on understanding the goal that the participants set for themselves, their general model of behavior, and the technology of negoti-ation. Methodology. The study used the methodology of interdisciplinary science. The authors used methods such as analysis and synthesis. An analysis of infor-mation from various sources based on psychological aspects of the negotiation process was conducted. The results of the analysis of psychological features of negotiations show that the psychology of participants is one of the integral fac-tors influencing the results of conflict resolution and the negotiation process itself. Negotiators may view negotiations as a means of winning or treat them as a means of analyzing a problem together with a partner and finding ways to solve it. From the psychological point of view, it is very important to take into account the fact that at the preparatory stage of negotiations there are already certain ide-as (stereotypes) about partners, connected with cultural and/or ethnic features. Careful preparation for negotiations and the study of the characteristics of the participants in terms of their psychology will allow for a successful conclusion of the negotiation process. Future negotiations can only be successful if the parties carefully analyze the situation. Misunderstandings between the parties can lead to a breakdown in negotiations or an unfavorable result. Practical implications. The results of the analysis of the psychology of participants in the negotiation pro-cess and identification of their characteristics can be used as a theoretical com-plement to the research in the context of psychological communication, causes and ways to resolve conflicts through negotiations. Value/originality. The study of psychological peculiarities allows us to better understand the partners in nego-tiations in order to complete them successfully with the most favorable condi-tions for all participants in the negotiation process.
18
Zartman, I. William, et Bertram I. Spector. « Post-Agreement Negotiating within Multilateral Regimes ». International Negotiation 18, no 3 (2013) : 325–32. http://dx.doi.org/10.1163/15718069-12341259.
Texte intégralRésumé :
Abstract This thematic issue of the journal revisits the thesis introduced ten years ago in the book, Getting It Done: Post-Agreement Negotiation and International Regimes, that regimes are recursive negotiations and not merely one-off settlements that turn next to ratification. Seven cases are presented in the issue and discussed in this article that develop a number of reasons why regimes are marked by post-agreement negotiations. They examine the dimensions of these different types of encounters, all negotiations to be explored by established negotiation analysis but incomplete and incomprehensible without the context of the previous agreement, which then they complement.
19
POP-FLANJA, Delia. « CHALLENGES IN INTERNATIONAL NEGOTIATIONS : CULTURAL BACKGROUND AND CONTEXT ». Review of the Air Force Academy 13, no 3 (16 décembre 2015) : 173–78. http://dx.doi.org/10.19062/1842-9238.2015.13.3.30.
Texte intégral
20
Cheng, Junjun, Yimin Huang et Yong Su. « Culturally varied relationality in buyer-supplier negotiations : a multi-session simulation ». International Journal of Conflict Management 29, no 1 (12 février 2018) : 47–69. http://dx.doi.org/10.1108/ijcma-03-2017-0018.
Texte intégralRésumé :
Purpose The purpose of this paper is to empirically examine the role of relationality in buyer–supplier negotiations and how it varies across cultural settings. Design/methodology/approach Using a multisession simulation design, this study recruited research participants (n = 82) from diverse cultural backgrounds to play the role of either buyer or supplier for two negotiation tasks. Regression analyses were used to test the relationships among relational constructs as well as the moderating role of relational culture. Findings Results show that negotiators’ relational self-construal enhances their relational commitment to the ongoing negotiations, which leads to a higher level of relational capital accumulated at the end of negotiations. The impact of relational self-construal on relational commitment and that of relational commitment on counterparts’ relational capital are stronger for negotiators from a high (as opposed to low) relational cultural background. Furthermore, intercultural negotiation context, when compared with intracultural context, weakens the impact of relational commitment on relational capital. Originality/value This research is among the first to empirically examine the culturally varied relationality in negotiations. The findings offer important theoretical and practical implications regarding how relationality, when interacting with cultural factors, has varying impacts on business negotiations.
21
Robertson, Kirsten M., Brenda A. Lautsch et David R. Hannah. « Role negotiation and systems-level work-life balance ». Personnel Review 48, no 2 (4 mars 2019) : 570–94. http://dx.doi.org/10.1108/pr-11-2016-0308.
Texte intégralRésumé :
Purpose The purpose of this paper is to examine the processes underlying a systems perspective on work–life balance (WLB), with a particular focus on the tensions and role negotiations that arise within and across work and non-work roles. Design/methodology/approach The authors employed a qualitative methodology, conducting 42 interviews with lawyers at large law firms, which is a context notorious for long work hours. Findings While a cornerstone of a systems view is that balance is social in nature, and that negotiations occur among stakeholders over role expectations, the process through which this happens has remained unexamined both theoretically and empirically. The authors learned that negotiating around work and non-work role expectations are often contested, complex and fluid. The authors contribute to the literature by elaborating on how these negotiations happen in the legal profession, describing factors that inhibit or facilitate role negotiation and exploring how interdependencies within work systems and across work and non-work systems shape these negotiation processes. Originality/value The findings offer a more nuanced conceptualization of the system-level perspective on WLB, and in particular an enriched explanation of work and non-work role negotiation. The authors encourage employers who are interested in promoting WLB to ensure that their employees feel empowered to negotiate their roles, particularly with others in their work systems.
22
Gottlieb, Owen. « Minecrafting Bar Mitzvah : Two Rabbis Negotiating and Cultivating Learner-Driven Inclusion through New Media ». Journal of Religion, Media and Digital Culture 9, no 2 (23 octobre 2020) : 185–206. http://dx.doi.org/10.1163/21659214-bja10019.
Texte intégralRésumé :
Abstract In 2013, a boy with special needs used the video game Minecraft to deliver the sermon at his bar mitzvah at a Reform synagogue, an apparently unique ritual phenomenon to this day. Using a narrative inquiry approach, this article examines two rabbis’ negotiations with new media, leading up to, during, and upon reflection after the event. The article explores acceptance, innovation, and validation of new media in religious practice, drawing on Campbell’s (2010) framework for negotiation of new media in religious communities. Clergy biography, philosophy, and institutional context all impact the negotiations with new media. By providing context of a set of factors influencing a particular negotiation and validation of a ritual and educational innovation using new media, the article intends to demonstrate the importance of clergy narrative for understanding new media negotiations in religious settings, and in particular in progressive religious communities
23
Masnina, N. A. « Brexit negotiations : internal British context ». Post-Soviet Issues 5, no 4 (15 décembre 2018) : 429–38. http://dx.doi.org/10.24975/2313-8920-2018-5-4-429-438.
Texte intégral
24
Singh, J. P. « Trade Negotiations at the (Possible) End of Multilateral Institutionalism ». International Negotiation 25, no 1 (3 février 2020) : 31–52. http://dx.doi.org/10.1163/15718069-23031166.
Texte intégralRésumé :
Abstract Multilateral negotiations are often facilitated through international organizations, but are not coterminous with them. This essay advances a few ‘mid-level’ propositions with respect to the negotiation structure that provides an overall context and the negotiation process where tactics guide the exchange of concessions. In terms of negotiation structure, a stable institutional structure is giving rise to a transitional one resulting in system spoilers in international negotiations leading to deadlocks and no-agreements. The bargaining phases are marked with games of chicken and grand-standing making it hard to effectively practice common negotiation tactics such as coalition-building, trade-offs and linkages. The article provides examples from the Uruguay Round and the breakdown of the Doha Round of trade negotiations through the World Trade Organization. The essay’s propositions address the breakdown of existing multilateralism through international organizations, but also document the continuation of underlying multilateral principles.
25
Аlеksiеiеvа, Tеtiаnа, et Lie Khyonh Ti. « THE ETHNIC PECULIARITIES OF THE NEGOTIATION PROCESS ». Three Seas Economic Journal 2, no 4 (30 novembre 2021) : 13–17. http://dx.doi.org/10.30525/2661-5150/2021-4-3.
Texte intégralRésumé :
The purpose of the article is to determine the influence of ethnic and cultural characteristics on the successful outcome of the negotiation process. The study is based on an understanding of the cultural component of the negotiation process, national, ethnic stereotypes and the formation of national style on their basis. An important aspect to consider is the influence of cultural sensitivities on the course of negotiations, which should lead to a positive end result. Methodology. The paper used the methodology of general scientific and interdisciplinary research. The authors of the article applied methods of analysis and synthesis, research, and description. A number of scientific works on intercultural negotiations and the influence of ethnic and cultural characteristics on the negotiation process were analyzed. The result of the analysis of the cultural factor in negotiations showed that culture as a social category, covering the mentality, habits, traditions of a particular social group, directly affects the behavior and motivation of the partic-ipants in the negotiation process. In this context, national stereotypes (the gener-alized image of representatives of a particular nation) are of great importance in the parties' perception of each other. These collective traits can be both positive and negative, but more often the stereotypes are negative. Therefore, it is im-portant for participants in intercultural negotiations not only to study, but also to understand the ethnic and national characteristics of their partners, to be able to change their perception of the other culture and not to base their attitudes and actions on purely national stereotypes. Although cultural differences can make joint decision-making difficult, this factor can also have a positive impact on the end result of negotiations. More attention is paid to common interests, and as a result, the likelihood of reaching consensus is higher when the parties have strong cultural differences. In addition, an important factor influencing the conduct and outcome of negotiations is the interpreters, whose role should be not only lan-guage skills, but also the cultural context of the negotiations. Practical meaning. Cultural analysis of the negotiation process is an important element in the train-ing of negotiators and can be the key to success in achieving mutually beneficial results. Value/originality. Learning and understanding ethnic and national char-acteristics and styles is an important factor in successful negotiations and in cre-ating favorable decision-making conditions that can satisfy all parties to the ne-gotiation process.
26
Вербицкий, А. А., et В. В. Данилочкина. « Theoretical and Empirical Research of the Impact of Psychological Context Effects on Participants of Short-term Business Negotiations ». Психолого-педагогический поиск, no 2(58) (9 juillet 2021) : 208–20. http://dx.doi.org/10.37724/rsu.2021.58.2.019.
Texte intégralRésumé :
В статье излагается впервые предпринятая попытка подойти к исследованию психологических особенностей процесса ведения переговоров с позиций контекстного подхода и смыслообразующей категории «контекст». Дается описание теоретико-эмпирической модели изучения смыслообразующего психологического контекста деятельности участников краткосрочных деловых переговоров, которая состоит из системы индивидуально-психологических характеристик, участвующих в формировании смысла и значения аспектов переговорной деятельности и переговорной ситуации в целом, позволяющих с большей вероятностью добиваться или не добиваться успеха в переговорах. В качестве таких характеристик рассматриваются эмоциональный интеллект, уровень рефлексивности, социальные ценности и переговорная ориентация. В процессе анализа результатов 52 переговоров, в которых участвовали 104 опытных переговорщика, с применением методов анкетирования было установлено, что успешные переговорщики обладают более широким смыслообразующим психологическим контекстом, то есть могут вовлекать в свое семантическое поле большую психологическую информацию, касающуюся своего оппонента по переговорам; лучше понимают эмоции другого человека и управляют этими эмоциями, ориентируются на ценность «любовь», имеют больше корреляций между уровнем рефлексивности, ценностями и эмоциональным интеллектом. Это проявляется в процессе переговоров в поведении, направленном не только на себя, но и на собеседника и обеспечивает успех в быстром достижении договоренностей. Неуспешные переговорщики обладают более узким смыслообразующим психологическим контекстом, в котором психологическая информация ориентирована на самого переговорщика, а не на его собеседника; хуже понимают эмоции своего оппонента, ориентированы на ценность «свобода», обладают меньшим количеством корреляций между ценностями и эмоциональным интеллектом, что проявляется в ситуации переговоров в поведении, ориентированном только на себя и свои интересы. Результаты анализа гендерных особенностей участников краткосрочных деловых переговоров показали, что успешные переговорщики мужского и женского полов обладают более схожим смыслообразующим психологическим контекстом, в отличие от неуспешных. По мнению авторов, результаты данного исследования могут стать основой для формирования программ повышения квалификации опытных переговорщиков, которые ведут переговоры в условиях ограниченного временного ресурса. The article is the first attempt to research psychological peculiarities of negotiation holding through the prism of contextual approach and the notion of context. The article presents a theoretical and empirical model of the investigation of the notion of psychological context and its effects on participants of short-term business negotiations. The model encompasses a system of individual and psychological characteristics which shape various aspects of the negotiation process and negotiation situation and enable one to hold effective negotiations. The aforementioned characteristics encompass emotional intellect, level of reflexivity, and negotiation orientation. The analysis of a survey investigating the results of 52 negotiations with the participation of 104 experienced negotiators shows that successful negotiators are highly familiar with wide psychological context and can analyze the semantic environment and collect psychological information associated with their opponents; they are good at understanding other people’s emotions, they fully appreciate the concept of love, their reflexivity, emotional intellect and values are highly interrelated. In the process of negotiations, they seek to satisfy both their needs and the needs of their opponent, which enables them to successfully achieve negotiation goals. Unsuccessful negotiators work with a narrower psychological context and fail to collect psychological information associated with their opponents, they fail to fully understand the emotions of their opponents, they appreciate the value of freedom, their reflexivity, emotional intellect and values are not interrelated; their behaviour during negotiations is selfish, they focus solely on their interests. The investigation of gender characteristics of the participants of short-term business negotiations shows that unlike unsuccessful negotiators, successful negotiators (both male and female) function within similar psychological contexts. According to the authors of the article, the results of the investigation can be used as a basis for the implementation of professional development programs for experienced negotiators participating in short-term negotiations.
27
Gökmen, Aytaç. « Intercultural Negotiations in Global Business ». International Journal of Sustainable Economies Management 8, no 2 (avril 2019) : 1–9. http://dx.doi.org/10.4018/ijsem.2019040101.
Texte intégralRésumé :
The world has globalized much more than ever before and businessmen from different geographies do business with each other. Globalization refers to ongoing integration and interconnectedness of the global affairs as well as declining trade barriers. The more the trade barriers decrease, the more the world is globalized and businessmen from different nations and cultures do business. The aim of this article is to analyze the global business negotiations with respect to a cultural framework and propose a negotiation process to do and finalize global negotiations resting on credible international publications. Moreover, the aim of this article is to reflect an overview of global business negotiations based on cultural context and present an overview of it.
28
Tsaoussi, Aspasia, et Andreas Feidakis. « Competitiveness, Gender and Ethics in Legal Negotiations : Some Empirical Evidence ». International Negotiation 14, no 3 (2009) : 537–70. http://dx.doi.org/10.1163/138234009x12481782336302.
Texte intégralRésumé :
AbstractThe role of gender in negotiation has been extensively explored and documented in a now rich body of literature. A main strand of empirical evidence suggests that women, largely due to their gender socialization, tend to be weaker negotiators relative to men and consequently, less effective in pursuing their economic, social or family interests in diverse bargaining settings. We present findings from a Greek setting that paint a different picture, in which gender does not have a strong impact on the negotiating process when the negotiating parties are members of a competitive profession. We selected three different groups (Greek attorneys-at-law, Greek business students and a control group comprised of young employees in public and private organizations) and distributed self-assessment questionnaires to test for negotiating style and gender-specific negotiation behavior. Our findings suggest that differences which may be attributed to gender are less pronounced for Greek legal practitioners. Stronger determinants of successful outcomes in negotiations are negotiators' individual characteristics (competitive negotiating style, persuasion, social and emotional intelligence) and the conformity of Greek lawyers of both sexes to the competitive group norms of their profession. Therefore, the shared norms and values of professional culture play a critical role in how lawyers negotiate. We discuss these findings in the context of a larger social setting, especially by reference to the changing hierarchies and shifts in power in a legal profession increasingly populated by women.
29
Meunier, Sophie. « What Single Voice ? European Institutions and EU–U.S. Trade Negotiations ». International Organization 54, no 1 (2000) : 103–35. http://dx.doi.org/10.1162/002081800551136.
Texte intégralRésumé :
The member states of the European Union (EU) have transferred their sovereignty over trade policymaking to the supranational level. When entering into trade negotiations with third countries, they must first reach a common bargaining position among themselves and later defend that position with a “single voice” at the international table. How do the institutional rules, through which the fifteen different voices are aggregated into a single one, affect international outcomes? Differentiating between a “conservative” and a “reformist” negotiating context, I argue that voting rules and negotiating competence in the EU determine both the probability that the negotiating parties conclude an international agreement and the substantive outcome of the negotiations. The recent EU–U.S. trade negotiations on agriculture, public procurement, and open skies are all evidence that, for a given distribution of preferences, internal EU institutional mechanisms affect the outcomes of international trade agreements.
30
Downie, Christian. « Three Ways to Understand State Actors in International Negotiations : Climate Change in the Clinton Years (1993–2000) ». Global Environmental Politics 13, no 4 (novembre 2013) : 22–40. http://dx.doi.org/10.1162/glep_a_00196.
Texte intégralRésumé :
Different theoretical perspectives ask different questions about state behavior in international negotiations. For example, are governments moved by domestic political pressures? Are transnational networks influencing state behavior? Or do international regimes affect state decisions? However, these questions are almost always considered in the context of an individual negotiation outcome. Indeed, very little work has been undertaken on how these factors vary over time (the temporal dimension of international negotiations). This article addresses the temporal dimension by considering the role of the US across almost a decade of the international climate change negotiations. Drawing on an empirical data set based on elite interviews, this article suggests three factors that need to be taken into account by existing theoretical frameworks in order to capture the observed fluctuations in the behavior of state actors in a prolonged international negotiation, and explains why they matter.
31
Schmeier, Susanne. « International Water Law Principles in Negotiations and Water Diplomacy ». AJIL Unbound 115 (2021) : 173–77. http://dx.doi.org/10.1017/aju.2021.21.
Texte intégralRésumé :
International water law (IWL) principles are often called upon to address disagreements and conflict between riparian states to a shared watercourse, with various parties invoking them to guide states’ behavior towards cooperative solutions that benefit the water resources as well as broader regional cooperation and peace. This essay argues that it is particularly important to acknowledge the role IWL principles play in negotiation processes, that is, in an ex ante and non-judicial function, providing a framework for cooperation and contributing to lawmaking, which makes them important tools of international relations and water diplomacy. First, IWL principles are particularly relevant in negotiation processes. IWL principles are thus not only relevant to legal adjudication or enforcement, but are also tools of international relations and diplomacy. Additionally, in their ex ante role, in the context of negotiations or other non-judicial interactions between riparian states, IWL principles can pose an inherent dilemma, as they can both provide a framework for negotiations and be the focus of negotiations, each dimension having implications for the effectiveness of negotiations and the likelihood of negotiated compromise outcomes. Third, in spite of this inherent dilemma and its possible negative repercussions on negotiation outcomes, the use of IWL principles in negotiations has a lawmaking function, contributing to the further development and strengthening of the overall legal regime for governing shared watercourses.
32
Biryukova, O. V. « Joint Initiatives Instead of Multilateralism : A New Reality for the WTO ? » MGIMO Review of International Relations 14, no 5 (1 novembre 2021) : 167–86. http://dx.doi.org/10.24833/2071-8160-2021-5-80-167-186.
Texte intégralRésumé :
The article examines the complexities of the negotiation function of the WTO, in which consensus in decision-making plays an important role. The author systematizes the possibilities and limitations for incorporating the results of plurilateral negotiations (i.e., with a limited number of participants) held within the framework of the so-called joint statement initiatives into the organization's law. The article also analyzes the prospects for integrating specific joint initiatives (internal regulation in services, simplification of investments in development, e-commerce) into the WTO system. The article emphasizes that despite standard features, all initiatives are unique in their content, format, and history and are at different stages of readiness, for Russia, which takes an active part in these joint initiatives, bringing the negotiations to a conclusion. The article criticizes joint initiatives from their primary opponents (India and South Africa), who insist that plurilateral initiatives' participation ignores existing multilateral mandates reached by consensus. Thus, they destroy the multilateral system.The purpose of the article is to review conceptual and practical approaches to forming new trade rules in the WTO system in the context of the multilateral crisis. The author concludes that plurilateral agreements can become a way out of the crisis in the negotiation function of the WTO, as well as the basis for future trade agreements in the system of organization. However, for plurilateralism to be effective and sustainable, it must be linked to multilateral norms and principles. Any plurilateral approach must allow flexibility in forming the basis for negotiating trade rules at multilateral level. It seems that if in the near future the WTO does not take decisive actions to adjust the rules and procedures for the new agreements, the prospects for advancing negotiations and maintaining the relevance of the leading institution of the international trading system will become even bleaker.
33
Schmidt, Klaus M., et Axel Ockenfels. « Focusing climate negotiations on a uniform common commitment can promote cooperation ». Proceedings of the National Academy of Sciences 118, no 11 (8 mars 2021) : e2013070118. http://dx.doi.org/10.1073/pnas.2013070118.
Texte intégralRésumé :
International cooperation on the reduction of greenhouse gas emissions, disarmament, or free trade needs to be negotiated. The success of such negotiations depends on how they are designed. In the context of international climate change policy, it has been proposed [e.g., M. L. Weitzman J. Assoc. Environ. Resour. Econ. 1, 29–49 (2014)] that shifting the negotiation focus to a uniform common commitment (such as a uniform minimum carbon price) would lead to more ambitious cooperation. Yet, a proof-of-concept for this important claim is lacking. Based on game theoretical analyses, we present experimental evidence that strongly supports this conjecture. In our study, human subjects negotiate contributions to a public good. Subjects differ in their benefits and costs of cooperation. Participation in the negotiations and all commitments are voluntary. We consider treatments in which agreements are enforceable, and treatments in which they have to be self-enforcing. In both situations, negotiating a uniform common commitment is more successful in promoting cooperation than negotiating individual commitments (as in the Paris Agreement) and complex common commitments that tailor the commitment to the specific situation of each party (as attempted with the Kyoto Protocol). Furthermore, as suggested by our model, a uniform common commitment benefits most from being enforced.
34
Maaravi, Yossi, Asya Pazy et Yoav Ganzach. « Winning a battle but losing the war : On the drawbacks of using the anchoring tactic in distributive negotiations ». Judgment and Decision Making 9, no 6 (novembre 2014) : 548–57. http://dx.doi.org/10.1017/s1930297500006410.
Texte intégralRésumé :
AbstractIn two experiments, we explored the possible drawbacks of applying the anchoring tactic in a negotiation context. In Study 1, buyers who used the anchoring tactic made higher profits, but their counterparts thought their own results were worse than expected and thus were less willing to engage in future negotiations with them. Study 2 showed that using the anchoring tactic in a market decreased accumulated profits by increasing the rate of impasses and prolonging the negotiations. The implications of these findings are discussed.
35
Bennett, Andrew A., et Aydin S. Oksoy. « Football Stadium Expansion : A Multiparty Negotiation Exercise ». Management Teaching Review 5, no 2 (7 février 2019) : 115–32. http://dx.doi.org/10.1177/2379298119826268.
Texte intégralRésumé :
Multiparty negotiations are a unique context in which three or more parties have different issues, priorities, and underlying interests. The Football Stadium Expansion is a four-person negotiation exercise that reinforces distributive and integrative negotiation skills (e.g., recognizing priorities, making concessions) as well as introduces three negotiation skills necessary for a multiparty context: coalition forming, decision agreement rules, and straw votes. Using a setting familiar to both students and community members—an expansion of a campus football stadium—this exercise is ideal for classes or trainings with a 50- or 75-minute limit.
36
Putnam, Linda. « Discourse Analysis : Mucking Around with Negotiation Data ». International Negotiation 10, no 1 (2005) : 17–32. http://dx.doi.org/10.1163/1571806054741083.
Texte intégralRésumé :
AbstractThis article focuses on qualitative research methods in negotiations, particular textual and discourse analyses. It defines discourse analysis and reviews the ways that researchers have used conversational, pragmatics, and rhetorical analyses to study negotiations. It discusses types of texts available for discourse analysis and the role of research questions in guiding the selection of texts and discourse units in bargaining. Discourse analysis helps researchers unpack the developmental and contextual features of negotiation; link micro patterns of talk to political, legal, and organizational processes; and uncover new concepts that extend the knowledge of negotiation. The final section of the article provides helpful hints for conducting discourse analysis and for interpreting the bargaining context.
37
Ott, Hermann, Frederic Rudolph, Dagmar Kiyar, Florian Mersmann, Christof Arens, Urda Eichhorst, Tilman Santarius, Wolfgang Sterk et Rie Watanabe. « Pit Stop Poznan. An Analysis of Negotiations on the Bali Action Plan at the Stopover to Copenhagen ». Journal for European Environmental & ; Planning Law 6, no 1 (2009) : 75–96. http://dx.doi.org/10.1163/161372709x457710.
Texte intégralRésumé :
AbstractThis paper analyzes the international climate negotiations that took place at the 14th Conference of the Parties to the UNFCCC (COP) and the 4th Meeting of the Parties to the Kyoto Protocol (CMP) held in Poznan, December 1–12, 2008. It works out the main issues at stake in the negotiations, contrasts divergences in interests amongst negotiating Parties, and summarizes the main results achieved in Poznan. Furthermore, it contextualizes the Poznan negotiations within the broader political and economic context, which has shaped climate policy making throughout 2008. The paper ends with an outlook on the tasks ahead in 2009, until the next COP/CMP in December 2009 in Copenhagen.
38
Derong, Chen, et Guy Olivier Faure. « When Chinese Companies Negotiate with Their Government ». Organization Studies 16, no 1 (janvier 1995) : 27–54. http://dx.doi.org/10.1177/017084069501600103.
Texte intégralRésumé :
Drawing on case study material, this paper analyzes a complex negotiation between a Chinese company and local government. It highlights the main char acteristics of such a negotiation and describes the rationale and outcomes of the process. Observations made in a Chinese context may provide insights for negotiators working in other cultural contexts when they address the question of resolving universal difficulties in government-organization negotiations. Lessons are drawn on matters such as the logic implemented in order to deal with power within an asymmetric setting or some workable approaches used in conflict handling, especially in case of deadlock. Finally by emphasizing three cultural dimensions — national—ethnic, organizational and profes sional — this study analyzes some key features of negotiated management in the Chinese context.
39
Butler, Michael J. « Searching for an Exit : The Effects of Context, Process and Structure on Crisis Negotiation ». International Negotiation 24, no 3 (6 août 2019) : 371–406. http://dx.doi.org/10.1163/15718069-24031184.
Texte intégralRésumé :
Abstract By virtue of their defining criteria, international crises would seem unlikely candidates for conflict management and resolution. However, negotiations among crisis protagonists are not uncommon. Such behavior may reflect a desire to ‘exit’ the crisis dynamic. This article takes up the question of when and in what circumstances actors engaged in crisis situations turn to negotiation. Through an empirical analysis of over 1000 cases of foreign policy crises occurring between 1918 and 2015, this research examines a set of potential contextual, processual and structural correlates of crisis negotiation. The results of this analysis indicate that negotiation is less likely to occur in complex, high stakes, and especially violent crises, suggesting that negotiation is an unlikely and perhaps ill-suited response to more intense and severe crises.
40
Terris, Lesley G., Noya Lishner-Levy et Orit E. Tykocinski. « Negotiation Inaction Inertia : A Dynamic Model of the Impact of Missed Opportunities on Negotiation Decisions in Multi-issue Disputes ». International Negotiation 26, no 2 (23 juillet 2020) : 269–88. http://dx.doi.org/10.1163/15718069-bja10004.
Texte intégralRésumé :
Abstract Negotiations aimed at resolving international disputes often end in deadlock. In the current article, we focus on deadlocks triggered by missed opportunities. The consequences of missing an advantageous opportunity have been studied extensively in the field of psychology within the context of the inaction inertia effect. The concept was recently introduced into the negotiation literature. Forgoing an attractive action opportunity creates vulnerability to regret and increases the likelihood of forgoing subsequent inferior opportunities, even if they still have positive value. The current article deepens the applicability of inaction inertia to international negotiations, by adopting a new multi-step multi-issue paradigm, which better approximates real-life negotiations. Using the new platform, we demonstrate the inaction inertia effect in a dynamic negotiation setting and link an individual’s inertia mindset to the experience of regret. The methodology and analysis presented will help researchers and practitioners explain inertia-induced deadlocks, and facilitate interventions that expedite successful resolutions.
41
BADALOV, Shahriyar. « ECONOMIC FACTORS AS ONE OF INTERCULTURAL FEATURES NEGOTIATING IN INTERNATIONAL MANAGEMENT ». Annals of Spiru Haret University. Economic Series 18, no 2 (29 juin 2018) : 161–71. http://dx.doi.org/10.26458/1828.
Texte intégralRésumé :
Cultural varieties between negotiators are constant in international business negotiation processes. In our modern world, there is a rapid development of international connections in all kind of spheres of human activity. The major aim of this study is to analyse and develop knowledge on the characteristics of intercultural negotiation that will give opportunities to the national representatives to be determined to their particular types of cultures, as well as to endow the characteristics of different countries in some business spheres.On a regular basis, in order to manage the expectations of the other party to the negotiations, it is important to discover the values of the associated partner at the supply stage and to try to manage all the information in the negotiation process, understanding the values and context of the other party involved in the negotiation process in the right place in order to make somewhat useful expectations from the other side, which would help to escape new conflicts in various business bargaining processes.In general, is notable from everyone that culture impacts the time, the style, and the course of the negotiation process. If prevented, cross-cultural connections may weaken an organization’s position in the market, protect it from fulfilling its purposes and eventually lead to reverse of negotiation. The research paper is focused in the scientific discussion part on the impact of intercultural negotiations on the international business environment, it can ensure inspiration and guidance for entrepreneurs, as well as helping them to understand the complexity of economic factors as one of the intercultural negotiating features which is of more interest for the students who are working on cultural diversity and its impact on business. This research thoroughly connects the characteristics of various national cultures with different areas of international business and tries to show the relationship and complexity of international negotiation issues in different contexts. The article should be useful resource for experts, students and researchers who are conducting more research in this sphere.
42
Smith, Philip, Laurie Weingart et Mara Olekalns. « Markov Chain Models of Communication Processes in Negotiation ». International Negotiation 10, no 1 (2005) : 97–114. http://dx.doi.org/10.1163/1571806054741038.
Texte intégralRésumé :
AbstractMarkov chain analysis provides a way to investigate how the communication processes in dyadic negotiations are affected by features of the negotiating context and how, in turn, differences in communication processes among dyads affect the quality of the final settlement. In Markov models, the communication process is represented as a sequence of transitions between states, which describes how tactics are used and how they are reciprocated during the course of a negotiation. This article provides an introduction to Markov chain analysis and shows, using simulated data, how Markov chain models may be analyzed using widely-available loglinear modeling software. Model selection, assessment of the order of a chain, analysis of residuals, and sample size are discussed.
43
Trötschel, Roman, Joachim Hüffmeier et David D. Loschelder. « When yielding pieces of the pie is not a piece of cake : Identity-based intergroup effects in negotiations ». Group Processes & ; Intergroup Relations 13, no 6 (28 octobre 2010) : 741–63. http://dx.doi.org/10.1177/1368430210374608.
Texte intégralRésumé :
The present research intends to shed light on an identity-based intergroup effect in negotiations by demonstrating that the mere perception of the negotiation as an instance of intergroup interaction suffices to impair the negotiation process and to deteriorate its outcomes. It was predicted that negotiators’ salient group identities increase their competitive perceptions, reduce their concession behavior, and consequently lead to inferior negotiation outcomes. Study 1 revealed that solo negotiators with salient group identities achieved lower joint outcomes than negotiators with salient individual identities. Study 2 systematically explored the underlying mechanisms of this identity-based intergroup effect by analyzing negotiators’ concession-making behaviors over the course of the negotiation. The results of the second experiment replicate the findings of the first study and further show that the detrimental effect of an identity-based intergroup context will occur in distributive as well as integrative negotiations. The findings of the present research are discussed with respect to their contribution to future research on intergroup negotiation.
44
DAVIS, CHRISTINA L. « International Institutions and Issue Linkage : Building Support for Agricultural Trade Liberalization ». American Political Science Review 98, no 1 (février 2004) : 153–69. http://dx.doi.org/10.1017/s0003055404001066.
Texte intégralRésumé :
This article explains how the institutional context of international negotiations influences their outcomes. I argue that issue linkage counteracts domestic obstacles to liberalization by broadening the negotiation stakes. Institutions bolster the credibility of the linkage to make it more effective. I test the argument in the agricultural sector, which has been among the most difficult sectors for governments to liberalize. Statistical analysis of U.S. negotiations with Japan and the EU from 1970 to 1999 indicates that an institutionalized linkage between agricultural and industrial issues encourages agricultural liberalization in both Japan and Europe. Through case studies of key negotiations, I first examine why countries choose to link issues, then show how the linkage changes interest group mobilization and shifts the policy process to promote liberalization.
45
Engvall, Anders, et Isak Svensson. « Peace Talks and Valid Spokespersons : Explaining the Onset of Negotiations in Southern Thailand ». International Negotiation 25, no 3 (17 août 2020) : 495–518. http://dx.doi.org/10.1163/15718069-25131248.
Texte intégralRésumé :
Abstract There have been several attempts to find negotiated solutions to the armed conflicts in Southern Thailand. Yet, these attempts of accommodation and mediated peace negotiations were aborted without any concrete results, with the exception of a formal peace process being officially launched in 2013. What explains the readiness of the parties to the conflict to enter negotiations at this stage, but not at earlier attempts? We argue that the political context can help to explain why some negotiation attempts result in negotiations, whereas others do not. We analyze the factors behind the readiness of the two sides – the Thai state and the Patani separatist insurgency – to sit down for official peace negotiations, focusing on the presence of valid spokespersons, which is an understudied element of ‘ripeness’. This case demonstrates that the problem of finding valid spokespersons may be an obstacle for peace processes especially in religiously defined conflicts.
46
Davydova, Tatiana. « The Transcaucasia on the Way to Independence : Negotiations with the Ottoman Empire ». ISTORIYA 13, no 2 (112) (2022) : 0. http://dx.doi.org/10.18254/s207987840019617-7.
Texte intégralRésumé :
This article examines the political situation in the Transcaucasus that developed in the year of the end of the First World War. Based on the analysis of the documents of the foreign policy of the Transcaucasia, the author concludes, that the region, being in a war situation, strove for an early cessation of hostilities, which required it to make independent decisions, including the negotiation process. One of the states with which the Transcaucasia entered into peace negotiations was the Ottoman Empire. Discussion of the Brest-Litovsk peace treaty was at the center of the negotiations. The relevance of the article is due to the importance of the negotiation process in the context of gaining independence by the new state entity and in a conflict-prone region.
47
Peleckis, Kęstutis. « BARGAINING POWER IN THE SYSTEM OF NEGOTIATIONS STRATEGY : ESSENCE, CONCEPTION, ELEMENTS / DERYBINĖS GALIOS DERYBŲ STRATEGIJOS SISTEMOJE : ESMĖ, KONCEPCIJA, ELEMENTAI ». Mokslas – Lietuvos ateitis 6, no 1 (20 février 2014) : 72–82. http://dx.doi.org/10.3846/mla.2014.10.
Texte intégralRésumé :
In order to manage effectively the process of formulation negotiation strategy and its implementation it is necessary to know, understand and reveal the powers of negotiating parties. Scientific analysis of literature sources enabled to present the concept of bargaining power, to describe the basic elements and principlesof bargaining power. The analysis demonstrated that scientific literature contains a number of researches devoted for investigations of power in negotiations, internal relations of organisations, human social relations. This article presents the definition of negotiation power, analyses the nature of negotiation power, its resources, elements and their relationships. Negotiating power is essential in shaping the negotiating strategy. Analysis of bargaining power definitions in the scientific literature suggests that the content of powers definition varies in dependance on its application context. In order to reach better cognition of the bargaining power, a comprehensive overview of the researches of the bargaining powers in recent decades is necessary. The article also provides recommendations for further research. Siekiant efektyviai valdyti derybų strategijos formavimo ir įgyvendinimo procesą būtina įvertinti, suprasti ir atskleistibesiderančių pusių derybines galias. Remiantis mokslinės literatūros šaltinių analize pateikiama derybinių galių koncepcija,apibūdinami pagrindiniai derybinių galių elementai ir jų taikymo principai. Mokslinėje literatūroje aprašyta nemažaityrimų, skirtų galioms derybose, organizacijų vidaus santykiuose, žmonių socialiniuose santykiuose nagrinėti. Straipsnyje pateikiamasderybų galios apibrėžimas, nagrinėjama derybų galios kilmė, jos šaltiniai, elementai ir jų tarpusavio sąsajos. Derybųgalia esminė formuojant derybų strategiją. Nustatyta, kad derybų strategijos formavimo išeities taškas yra derybinių galių identifikavimasir priemonių, leidžiančių tas galias panaudoti, numatymas. Išanalizavus derybinių galių apibrėžimus mokslinėjeliteratūroje galima teigti, kad galių apibrėžimo turinys priklauso nuo jų taikymo konteksto. Siekiant geriau pažinti derybinesgalias, apžvelgti̇̀ pastarųjų dešimtmečių derybinių galių moksliniai tyrimai. Straipsnyje išsamiau analizuojami šie klausimai:derybinių galių apibrėžimas, jų tipologija, galių esmė ir prigimtis, galių ir derybų rezultatyvumo tarpusavio sąsaja. Pateikiamatolesnių mokslinių tyrimų rekomendacijų.
48
Hatfield, Richard C., Richard W. Houston, Chad M. Stefaniak et Spencer Usrey. « The Effect of Magnitude of Audit Difference and Prior Client Concessions on Negotiations of Proposed Adjustments ». Accounting Review 85, no 5 (1 septembre 2010) : 1647–68. http://dx.doi.org/10.2308/accr.2010.85.5.1647.
Texte intégralRésumé :
ABSTRACT: This study reports the result of an experiment examining two aspects of the audit context that auditors likely do not suspect can influence audited account balances: the magnitude of an audit difference and the presence of a prior client concession. Negotiation theory shows that negotiators’ initial positions (e.g., clients’ unaudited balances) as well as feelings of reciprocity created by prior negotiations serve to create expectations for the current negotiation and, in turn, affect the outcomes of such negotiations. Our results show that the magnitude of an audit difference involving an estimate (i.e., difference between client’s account balance and the auditor’s independent estimate) as well as the presence of a prior client concession influence auditors’ negotiation expectations. Specifically, auditors proposed smaller adjustments when the magnitude of the audit difference was high and when the client conceded on an audit issue prior to resolving the difference in estimates. These manipulations similarly influence the negotiated outcome, and this influence is fully mediated by the auditor’s initial negotiation position.
49
Friedman, Ray. « Studying Negotiations in Context : An Ethnographic Approach ». International Negotiation 9, no 3 (2004) : 375–84. http://dx.doi.org/10.1163/1571806053498823.
Texte intégralRésumé :
AbstractEthnographic research offers an alternative approach which can provide insights into the types of complex situations that negotiators really face. This approach is not easy – it can be more time consuming, costly, and difficult than other research methods – but the payoff comes from the way these in-depth studies challenge scholars to develop new ideas and theories, based on what really happens in negotiations rather than on the logical next step in a series of experiments.
50
Kingshott, Brian F. « Profiling in the Context of Crisis Negotiations ». Journal of Police Crisis Negotiations 5, no 2 (6 septembre 2005) : 5–36. http://dx.doi.org/10.1300/j173v05n02_02.
Texte intégral