Teses / dissertações: "Negotiation"

1

Lim, Cheng Geok. "Intercultural business negotiations : negotiation and linguistic procedures". Thesis, Aston University, 1995. http://publications.aston.ac.uk/10819/.

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Hancerli, Suleyman. "Toward Successful Negotiation Strategies in Hostage-Ttaking Situations: Case Study Approach and Future Recommendations". Thesis, University of North Texas, 2005. https://digital.library.unt.edu/ark:/67531/metadc4811/.

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In the last four decades, hostage situations have rapidly increased in the world due to the threat of terrorism and other social problems. The goals of hostage takers are to achieve certain political, criminal, and/or social benefits through hostage situations. It is not only a police problem but also a governmental problem. Police apply either negotiation or tactical intervention in hostage situations to recover hostages without bloodshed or loss of life. Success in this endeavor is based on effective negotiation. The purposes of this study are to analyze the major actors and their roles in hostage situations, to identify effective negotiation strategies and tools, and to provide some future recommendations for governments, police agencies, and researchers for peaceful resolutions in hostage situations.

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3

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

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

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4

Gladding, Kevin. "NEGOTIATING PLACE: MULTISCAPES AND NEGOTIATION IN HARUKI MURAKAMI'S NORWEGIAN WOOD". Master's thesis, University of Central Florida, 2005. http://digital.library.ucf.edu/cdm/ref/collection/ETD/id/4057.

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In Murakami's Norwegian Wood, romance and coming-of-age confront the growing trend of postmodernity that leads to a discontinuity of life becoming more and more common in post-war Japan. As the narrator struggles through a monotonous daily existence, the text gives the reader access to the narrator's struggle for self- and societal identity. In the end, he finds his means of self-acceptance through escape, and his escape is a product of his attempts at negotiating the multiple settings or "scapes" in which he finds himself. The thesis follows the narrator through his navigation of these scapes and seeks to examine the different way that each of these scapes enables him to attempt to negotiate his role in an indifferent and increasingly consumerist society. The Introduction discusses my overview of the project, gives specifics about Murakami's life and critical reception and outlines my particular methodology. In the overview section, I address the cultural and societal tensions and changes that have occurred since the Second World War. Following this section, I provide a brief critical history of Murakami's texts, displaying not only his popularity, but also the multiple disagreements that arise over the Japanese-ness of his work. In my methodology section, I plot my eco-critical, eco-feminist, eco-psychological and deconstructive procedure for dissecting Murakami's text. The subsequent chapters perform a close reading of Murakami's text, outlining the different scapes and their attempts at establishing identity. Within these chapters, I have utilized subheadings as I felt they were needed to mark a change not on theme, but on character and emphasis. My conclusion reasserts my initial argument and further establishes the multiscapes as crucial negotiations, the price and product of which is self-identity.
M.A.
Department of English
Arts and Sciences
English

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5

Aykaç, Tayfun [Verfasser]. "Teams in Intercultural Business Negotiations : prioritization of negotiation issues, adaptation to culture-bound negotiation styles, and (un-)ethical behavior / Tayfun Aykaç". Berlin : ESCP Europe Wirtschaftshochschule Berlin, 2015. http://d-nb.info/1071074164/34.

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Parlamis, Jennifer D., e Lorianne D. Mitchell. "Teaching Negotiations in the New Millennium: Evidence-Based Recommendations for Online Course Delivery". Digital Commons @ East Tennessee State University, 2014. https://doi.org/10.1111/nejo.12047.

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Traditional methods for teaching negotiation have required both instructor and student to be physically present in the same location. With the advent of the Internet and associated technological advances, however, instructors may now transcend geographical barriers and effectively deliver the same content virtually. In this article, we present an exploratory study comparing two masters-level negotiation courses: one taught using a traditional in-person method and the other taught online. Results showed no significant difference in knowledge acquisition as quantified by objective measures, including mean grades. In addition, self-report data indicate that, although students' skill and mastery of negotiation improved in both courses, online students reported that they experienced less interaction and social engagement with their classmates and instructor. Several course development strategies and best practices are discussed.

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Nir, Dina. "The negotiational self identifying and transforming negotiation outcomes within the self /". E-thesis Full text (Hebrew University users only), 2008. http://shemer.mslib.huji.ac.il/dissertations/H/JMS/001478708.pdf.

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Lindborg, Alexander, e Anna-Carin Ohlsson. "Cross-cultural business negotiations : how cultural intelligence influences the business negotiation process". Thesis, Kristianstad University College, School of Health and Society, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hkr:diva-5833.

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Over the last 30 years, technology has made it possible for people to travel to other cultures in a cheaper and more efficient way. The increased traveling has made it possible for an increase in trade and as the trade flourishes the need for people that can handle the differences between the cultures in the world increase. Some people handle cross-cultural negotiations better than others; we want to know how Cultural Intelligence influences The Business Negotiation Process.

To find out how Cultural Intelligence influences The Business Negotiation Process we choose to conduct qualitative interviews with a few Swedish companies that have experiences of cross-cultural negotiations with China.

The findings indicate that Cultural Intelligence influences The Business Negotiation Process by different factors such as engagement, communication and understanding. The greater engagement and understanding the negotiator has of the different parts the more likely it is that the business negotiation process will have a positive outcome.

We studied as much literature as we could find about cultural intelligence and the business negotiation process. Out of our findings, we build a model, and this gave the opportunity to test the different parts of the model in our research.

Our contributions to the field are foremost the discovery of the two new dimensions: Structure and Power Dependency that can be added to both Cultural intelligence and The Business Negotiation Process. In future research, these two dimensions can be further researched and developed. In our research, statements from our respondents create a small practical guideline for cross-cultural business negotiations with China. The negotiators might have use for this guideline when negotiating with Chinese companies.

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Pegoraro, Francesco <1995&gt. "Cognitive Biases in Negotiation: a Two-Party Negotiation Experiment". Master's Degree Thesis, Università Ca' Foscari Venezia, 2021. http://hdl.handle.net/10579/20086.

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The purpose of this master thesis is to investigate the role of cognitive biases in negotiations. It is achieved through performing an experiment where a two-party negotiation is conducted. Following a predefined framework, two people have a limited amount of time to reach an agreement over a specific issue. An analysis of the results is operated to effectively find and interpret which biases have emerged and how different styles of negotiation can lead to different agreements between the parties. To better interpret the results of the aforementioned experiment, negotiation literature is previously reviewed. Specifically, negotiation definition, strategies and theories are addressed. Due to the fundamental role that cognitive biases play in this experiment, the most important ones are defined, described and illustrated. The thesis is thought to have used existing knowledge across the topics of negotiation and cognitive biases, while also suggesting future experiments and areas of research.

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Nardi, Nazly Katherine. "Negotiating with Dominicans: An Analysis of the Negotiation Style Used by Dominicans". NSUWorks, 2009. http://nsuworks.nova.edu/hsbe_etd/82.

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This dissertation examines the negotiating style of the Dominican negotiator. The research presented is of qualitative nature -a phenomenology study- which looks at a single country: the Dominican Republic. Two major research strategies used in this research are (a) in-depth interviews with negotiators and observers and (b) a cultural survey instrument of Dominican managers. Data has been collected from primary sources, through interviews of negotiators in the private and public sector and through surveys completed by managers and negotiators. After distilling the interview through horizonalization and other qualitative analyses methods, within-case and across-case analysis were done to determine key findings of each interview. This dissertation provides an insight into the cultural profile of Dominicans, as the foundation to create a descriptive profile of the Dominican negotiator.

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11

Jansson, Alexander. "Strategic conditions for negotiation progression". Thesis, Uppsala universitet, Institutionen för freds- och konfliktforskning, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-413153.

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This thesis investigates conditions for formal negotiation onset. The cases that are investigated are found in the overarching conflict between the Government of Colombia and the guerilla group, Ejército de Liberación Nacional (ELN). The thesis argues that ideology and ecological rationality set the framework for disputant negotiation strategies and that disputants decide whether to progress negotiations to an elevated stage based on their perceived relative strategic position. It is hypostasized, firstly, that the disputants go to formal negotiations when the guerilla perceives itself in a favorable entrapment position, and the government perceives that the guerilla is not in a favorable entrapment position. Secondly, it is hypothesized that disputants go to formal negotiations when there are no perceptions of opponent devious objectives. The findings show weak support for the hypotheses.

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Neufeldt, Reina Christine. "Assessing the impact of pre-negotiation training on negotiation outcomes". Thesis, National Library of Canada = Bibliothèque nationale du Canada, 1998. http://www.collectionscanada.ca/obj/s4/f2/dsk2/tape15/PQDD_0025/MQ33500.pdf.

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Turnbull, Timothea Vanessa. "Diplomacy in Context:Canada, New Zealand and Australia and humanitarian arms control treaty-making". Phd thesis, Canberra, ACT : The Australian National University, 2018. http://hdl.handle.net/1885/149500.

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Since the 1990s, states have negotiated three trail-blazing multilateral treaties on conventional weapons. The 1997 Mine Ban Treaty outlaws anti-personnel landmines. The 2008 Convention on Cluster Munitions bans cluster munitions. The 2013 Arms Trade Treaty regulates and increases transparency in arms exports and imports. The negotiating processes that produced these treaties broke new ground in a number of ways. First, they explicitly focused on minimising the humanitarian impact of weapons while pursuing the goal of disarmament. Second, small and medium countries made pivotal contributions. Third, they generated new forms of multilateralism, in which coalitions of states and civil society actors creatively adapted procedural design to combine substantive expertise with lived experiences to reach negotiated outcomes adopted by majorities of UN member states. This thesis examines the significant roles that Australia, Canada and New Zealand played in developing these treaties. In some instances, they helped to strengthen these humanitarian arms control regimes as part of a core group of states championing negotiations. At other times, they played a less engaged role. On occasion, they even slowed progress. The thesis interrogates two research questions that flow from the contributions these three countries made to the treaty-making processes that created these three treaties. First, why do states engage in treaty-making in humanitarian arms control? Second how do they shape negotiating processes? This thesis argues that a variety of factors determine why and how states shape conventional weapons negotiations. These include developments and dynamics in six distinct yet interlinked sites of diplomatic activity. The internal negotiating context draws in three strands of diplomatic activity, radiating out from the negotiating table to activity within negotiating rooms and extending to the corridors of diplomatic venues. Externally, treaty-making occurs against the backdrop of globalised, street-level activism, state-led advocacy by diplomats in multilateral forums, and policy-making in capital cities. In all three countries studied in this thesis, the “in capital” contextual layer proved to be the most significant driver for championing or blocking a conventional weapons negotiation process. Alignment between three dimensions is particularly important in determining a country’s negotiating trajectory, namely political priorities, policy objectives and alliance partners’ preferences. To understand why and how Canada, New Zealand and Australia shaped conventional weapons treaty-making, this inductive thesis adopts a comparative case study approach using process tracing. It analyses the treaty-making practice of each country in relation to the evolution of each treaty. This thesis explores how different layers of context have influenced engagement in treaty-making in these countries. It then focuses on the different diplomatic strategies and tactics that have led towards and away from treaty-making within these countries. Three case study chapters focus on cases of championing by each state, addressing the contextual elements that enabled championing and how this translated into diplomatic activity. The fourth case study chapter examines cases where these states did not champion treaties, identifying changes in contextual factors and in diplomatic activity.

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14

Csoti, George Paul. "Planners and negotiation". Thesis, University of British Columbia, 1988. http://hdl.handle.net/2429/28345.

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This thesis analyzes the role of negotiation theory and skills training in planning school curricula. This analysis is based on (1) a literature review focusing on planning, managing and negotiating and (2) a survey on negotiation and dispute resolution in North American planning schools. The literature review indicates that negotiation is a foundation skill for planners. Planning and managing are functions performed by planners. Both functions involve political decision making and political communication. Conflict situations are inevitable in political work environments, and negotiation is significant as a way to manage conflict. Hence, planners should have negotiating skills. However, very few planners have, at any stage of their development, been made aware of the range of negotiation theories, roles, strategies or tactics they might adopt. Prominent planning educators such as Baum, Forester, Schon and Susskind have raised a concern that many planners lack negotiating skills. They point to education as a solution. Based on the survey results, at least 25 percent of Canadian and 15 percent of American planning schools now offer one or more courses in these subjects. These courses began to emerge in 1981-1982. An analysis of the curricula materials collected indicates that these courses are based on the cooperative, problem solving approach advocated in two popular American books - namely: (1) "Getting to Yes" by Fisher and Ury and (2) "The Art and Science of Negotiation" by Raiffa. The main recommendation of this thesis is that planning educators recognize the need to equip planners with a basic level of negotiation theory and skill training. The development of negotiating skills depends on learning appropriate kinds of behaviour. Learning is facilitated by practice and exposure to simulated problem solving situations.
Applied Science, Faculty of
Community and Regional Planning (SCARP), School of
Graduate

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15

Metcalfe, David Nicholas. "Multiparty negotiation analysis". Thesis, University of Cambridge, 2001. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.621163.

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Gomes, Reinaldo Cézar de Morais. "Inter domain negotiation". Universidade Federal de Pernambuco, 2010. https://repositorio.ufpe.br/handle/123456789/1775.

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Made available in DSpace on 2014-06-12T15:52:19Z (GMT). No. of bitstreams: 2 arquivo3230_1.pdf: 3857855 bytes, checksum: 68166824b668991a7746113795017a33 (MD5) license.txt: 1748 bytes, checksum: 8a4605be74aa9ea9d79846c1fba20a33 (MD5) Previous issue date: 2010
Universidade Federal de Campina Grande
Nos últimos anos diversas tecnologias foram desenvolvidas com o objetivo de facilitar a interação entre os usuários e seus dispositivos e melhorar a comunicação entre eles, necessitando da interoperabilidade entre essas tecnologias e, consequentemente, a necessidade de uma nova infraestrutura de rede que permita uma melhor adaptação aos novos requisitos criados por esta diversidade de tecnologias. O modelo de comunicação entre redes também está sendo modificado, uma vez que é esperado que elas sejam criadas dinamicamente para facilitar a utilização da rede pelos usuários e permitir que diversas operações sejam realizadas automaticamente (endereçamento, descoberta de serviços, etc.). Essas redes devem estar presentes em diversos cenários de comunicação e um dos seus principais desafios é permitir que diversos tipos de tecnologias cooperem em ambientes com alto dinamismo e heterogeneidade. Estas redes têm como objetivo interconectar diferentes tecnologias e domínios oferecendo uma comunicação que aparente ser homogêneo para os seus usuários. Para a criação dessas futuras redes dinâmicas pontos chaves são a interconexão e a cooperação entre as tecnologias envolvidas, o que exige o desenvolvimento de soluções para garantir que novos requisitos sejam suportados. Para permitir que novos requisitos sejam corretamente suportados, um conjunto de mecanismos para controlar a descoberta automática de recursos e realizar a sua configuração é proposto, permitindo que redes sejam criadas e adaptadas de maneira completamente automática. Também é proposto um mecanismo de negociação de políticas inter-domínio responsável por descobrir e negociar novos recursos que dever ser usados pelas redes, o que traz um novo modelo de comunicação baseado na criação oportunista de redes e ao mesmo tempo permite a criação de novos acordos de comunicação entre domínios administrativos de maneira dinâmica e sem a intervenção dos usuários ou dos administradores das redes

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Hancerli, Suleyman. "Negotiation, communication, and decision strategies used by hostage/crisis negotiators". Thesis, University of North Texas, 2008. https://digital.library.unt.edu/ark:/67531/metadc6100/.

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By conducting this theory-based empirical study, gathering data from working negotiators in the US and Canada, I have determined what primary dynamic activities, communication skills, and negotiation tools are used by hostage/crisis negotiators. Negotiators implement their negotiation and decision strategies differently depending on whether the situations they deal with are instrumental or expressive. I have determined which elements of negotiations and factors affecting negotiations differ while handling instrumental and expressive hostage situations. I found that the collected data did not reveal any significant relationship between handling instrumental/expressive hostage situations differently and belief in the elements of Brenda Dervin's and Shannon-Weaver's theories. I have also determined that the belief in the elements of the Dervin's and Shannon-Weaver's theories is workable and practical for negotiators to use. Based on the above findings, the model suggested by this research adds the elements and directives of Dervin's and Shannon-Weaver's models to the common approach used by the negotiators. This revised model suggests that the negotiators pay attention to the dynamics of the interactions presented between the two parties: the negotiators themselves and hostage takers. The revised model also recommends that the negotiators focus on not only the hostage takers behavioral characteristics, psychological conditions, and criminal history but also on the meaning of the sent message and the interaction itself as performed between the two parties. This perspective enables the negotiators to look at the negotiation process as information and communication process. We are not ignoring the fact that hostage negotiation is a format of extreme information management. By looking at such an extreme case, we can add to our understanding of Dervin's and Shannon-Weaver's perspectives in order to see the hostage negotiation process from a wider perspective. The revised model is not an alternative approach to the common approach most negotiators use. Instead, the revised model uses the perspective and directives of the common approach and extends its meaning and content by also focusing on Dervin's sense making theory and Shannon-Weaver's communication model perspectives. The use of the perspective of this revised model is one more tool for the negotiators to use in order to promote new ways of looking at hostage negotiation resolutions.

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18

Sheng, Xiao-ling. "Cultural Influences and Negotiation: Chinese Conflict Resolution Preferences and Negotiation Behavior". TopSCHOLAR®, 1995. http://digitalcommons.wku.edu/theses/883.

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As international trade between China and the United States has increased markedly in recent years, negotiation behavior between Chinese and Americans has become a timely issue. Most research conducted in this area discusses the fundamental cultural differences between East and West, as well as the difficulties Westerners have in negotiating with the Chinese. Little was written on the actual negotiation behavior itself. This paper is focused on the negotiation behavior between Chinese and American business people. Following a review of relevant research, the author found that both Confucian philosophy and Taoistic philosophy continue to provide the foundations of Chinese cultural traditions and values, which influence Chinese perceptions and approaches to conflict resolution and thus affect Chinese negotiation behavior. Cultural values discussed include harmony, collectivism, conformity, holism-contextualism, time, face, shame, reciprocity, high context, friendship, and Guanxi. The author suggests that traditional Chinese cultural values influence Chinese people to be less openly assertive and emotional in conflict situations, which consequently lead Chinese negotiators to the adoption of high compromising and avoiding behaviors and a relatively low preference for competing and assertive postures in negotiations. Based on the cultural values and Chinese conflict preferences, the author offers recommendations for preparing, conducting, and concluding negotiations with Chinese people.

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Hadvabova, Jana. "Contentious Issues of Foreign Policy in EU Negotiations. : Merging Liberal Intergovernmentalism and Negotiation Theory". Thesis, Linköping University, Department of Management and Economics, 2006. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-5499.

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An elementary precondition for the EU Member States to act coherently in the field of foreign policy is to reach a common standpoint on particular issues of the CFSP. Due to the intergovernmental character of decision-making in the sphere of the CFSP, the Member States reach a common position primarily through negotiations. In this regard the thesis focuses on an analysis of the EC/U Member States negotiations about two politically highly controversial foreign policy issues – the Yugoslav recognition crisis of 1991 and the Iraqi crisis of 2002/2003.

Developing a theoretical model of analysis based on merging Moravcsik’s liberal intergovernmentalism and negotiation analysis the author seeks to examine and explain the outcomes of these negotiations, while emphasising the necessity to view negotiation as a process throughout which a variation in certain factors can occur and hence influence the outcomes of negotiation in a decisive way.

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Solomonov, Daniel. "Relationships between Hofstede's cultural dimensions and negotiation strategies : negotiations between Danish and Russian companies /". Aarhus : Institut for Økonomi, Aarhus Universitet, 2009. http://mit.econ.au.dk/Library/Specialer/2009/20040664.pdf.

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Lee, Lyndon Chi-Hang. "Negotiation strategies and their effect in a model of multi-agent negotiation". Thesis, University of Essex, 1996. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.336950.

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Blood, Kimberly S., e Joseph G. Garcia. "Support decision and negotiation in an internet environment : an experience with negotiator/I". Thesis, Monterey, California. Naval Postgraduate School, 1997. http://hdl.handle.net/10945/9043.

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Approved for public release; distribution is unlimited
The purpose of this thesis is to explore implementation of decision support on the Internet. In particular it discusses four traditional decision making models. The information collected from these models will be applied to the creation of an Internet-based DSS. These models are the decision making model, problem solving model, creative thinking model, and the negotiation model. From an implementation point of view, this thesis develops a prototype decision support system for negotiation using Java. Realization of the prototype suggests that a decision support system (DSS) can be implemented using Java provided the DSS meets certain design parameters.

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Morris, Cameron. "Browser-Based Trust Negotiation". Diss., CLICK HERE for online access, 2006. http://contentdm.lib.byu.edu/ETD/image/etd1238.pdf.

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Ding, Yishu. "Rationale based requirements negotiation". Thesis, University of Manchester, 2008. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.488980.

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Requirements negotiation, as a main activity in requirements engineering, unites stakeholders to discover and resolve conflicts among their declared requirements. Research into early requirements negotiation views conflicts as problems, resolves conflicts through a problem solving process, and recognises the significant role of stakeholders in the requirements negotiation.

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Luo, Yi. "Spatio-temporal negotiation protocols". Doctoral diss., University of Central Florida, 2011. http://digital.library.ucf.edu/cdm/ref/collection/ETD/id/4972.

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Canonical problems are simplified representations of a class of real world problems. They allow researchers to compare algorithms in a standard setting which captures the most important challenges of the real world problems being modeled. In this dissertation, we focus on negotiating a collaboration in space and time, a problem with many important real world applications. Although technically a multi-issue negotiation, we show that the problem can not be represented in a satisfactory manner by previous models. We propose the "Children in the Rectangular Forest" (CRF) model as a possible canonical problem for negotiating spatio-temporal collaboration. In the CRF problem, two embodied agents are negotiating the synchronization of their movement for a portion of the path from their respective sources to destinations. The negotiation setting is zero initial knowledge and it happens in physical time. As equilibrium strategies are not practically possible, we are interested in strategies with bounded rationality, which achieve good performance in a wide range of practical negotiation scenarios. We design a number of negotiation protocols to allow agents to exchange their offers. The simple negotiation protocol can be enhanced by schemes in which the agents add additional information of the negotiation flow to aid the negotiation partner in offer formation. Naturally, the performance of a strategy is dependent on the strategy of the opponent and the characteristics of the scenario. Thus we develop a set of metrics for the negotiation scenario which formalizes our intuition of collaborative scenarios (where the agents' interests are closely aligned) versus competitive scenarios (where the gain of the utility for one agent is paid off with a loss of utility for the other agent). Finally, we further investigate the sophisticated strategies which allow agents to learn the opponents while negotiating.; We find strategies can be augmented by collaborativeness analysis: the approximate collaborativeness metric can be used to cut short the negotiation. Then, we discover an approach to model the opponent through Bayesian learning. We assume the agents do not disclose their information voluntarily: the learning needs to rely on the study of the offers exchanged during normal negotiation. At last, we explore a setting where the agents are able to perform physical action (movement) while the negotiation is ongoing. We formalize a method to represent and update the beliefs about the valuation function, the current state of negotiation and strategy of the opponent agent using a particle filter. By exploring a number of different negotiation protocols and several peer-to-peer negotiation based strategies, we claim that the CRF problem captures the main challenges of the real world problems while allows us to simplify away some of the computationally demanding but semantically marginal features of real world problems.
ID: 029808814; System requirements: World Wide Web browser and PDF reader.; Mode of access: World Wide Web.; Thesis (Ph.D.)--University of Central Florida, 2011.; Includes bibliographical references (p. 128-131).
Ph.D.
Doctorate
Electrical Engineering and Computer Science
Engineering and Computer Science

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Abi, Haidar Diala. "Web services access negotiation". Télécom Bretagne, 2008. http://www.theses.fr/2008TELB0089.

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Nous présentons dans cette thèse une approche flexible de contrôle d'accès au niveau des services Web. De nos jours, le contrôle d'accès est basé sur des approches binaires où les décisions d'accès sont toujours Accès interdit ou Accès autorisé. Un demandeur d'accès ne sait pas nécessairement d'avance les informations requises pour accéder à une ressource ; il n'a pas connaissance de la politique de contrôle d'accès qui gère l'accès à cette ressource. Par conséquent, certaines des informations requises peuvent être omises de la requête induisant une non-applicabilité des règles de sécurité contrôlant l'accès à la ressource du côté du fournisseur. Certains demandeurs d'accès légitimes peuvent ainsi se trouver interdit d'accès à une ressource car ils n'ont pas fournis certaines informations les caractérisant. Nous proposons de pallier les limites des approches existantes de contrôle d'accès. Nous donnons la possibilité à un demandeur d'accès coopératif d'aboutir à une réponse positive à sa requête. Nous introduisons un processus de contrôle d'accès négociable basé sur la classification de ressources. Ce processus est mis en oeuvre par deux modules, le module de négociation et le module de gestion d'exception. Le premier intercepte les requêtes d'accès, collecte les informations requises et échange des politiques. Le module de gestion d'exception est appelé suite à une exception levée au niveau de la négociation. Une exception est une situation d'accès interdit non négociable ou une création de boucle dans le processus de négociation. Le module de gestion des exceptions propose, si possible, des alternatives en cas d'exceptions. Nous classifions les ressources selon la manière et le besoin de les négocier. Nous définissons des politiques de négociation, dérivées des politiques de contrôle d'accès, spécifiant les attributs requis pour accéder à une ressource négociable. Nous proposons un protocole et des stratégies de négociation utilisés au niveau du module de négociation. Notre protocole de négociation peut implémenter quatre stratégies de négociation différentes qui vont de la divulgation de la l'ensemble de la politique de négociation jusqu'`a la révélation d'une seule condition de cette politique. Notre approche négocie des attributs nécessaires `a l'activation de permissions. Par conséquent, nous définissons un algorithme de réécriture de politiques qui permet de générer des permissions à partir de politiques comportants aussi bien des interdictions que des permissions. Nous introduisons XeNA, une architecture de négociation et de contrôle d'accès basée sur l'architecture eXtensible Access Control Markup Language (XACML). Nous avons choisi le profil Role Based Access Control (RBAC) de XACML pour le contrôle d'accès dans XeNA. Nous étendons ce profil pour répondre à des exigences avancées de contrôle d'accès et exprimer dans XACML plusieurs modèles de contrôle d'accès. Enfin, un prototype est développé pour implémenter et tester XeNA.

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Peterson, Erika. "Majority influence in negotiation /". Thesis, Connect to this title online; UW restricted, 1996. http://hdl.handle.net/1773/9087.

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Farquhar, Lee Keenan. "Identity negotiation on Facebook.com". Diss., University of Iowa, 2009. https://ir.uiowa.edu/etd/289.

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This study examines identity presentations on the online social networking site, Facebook.com. The two-phase research design includes a period of participant observation of a sample of 346 college students and recent graduates followed by an interview period with a sample subset of 48 interviewees. The study analyzes key performance components on the site using a symbolic interaction perspective, to determine common characteristics of Facebook profiles, importance of performance components, and categories of identity performance. Identity performance components are broken into two general categories, static and dynamic. Dynamic components, those that are updated frequently and drive much of the activity online, are far more important in terms of identity performance. Dynamic components on Facebook found to be important in this study are status updates, use of bumper stickers and pieces of flair, giving gifts, and photos. Analysis of these components supports the symbolic interaction literature in general and the works of George H. Mead specifically. The Facebook news feed allows Facebookers to continually observe identity performances of others as well as to give and receive feedback on performances. This continual flow of information allows for the development of a generalized other, used as the basis for anticipating reactions from others to potential activity. Based on these anticipations, in an effort to reduce misinterpretations, Facebookers develop exaggerated performances that serve to distinguish in-groups from out-groups.

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Meurs, Nathalie van. "Negotiations between British and Dutch managers : values, approaches to conflict management and perceived negotiation satisfaction". Thesis, University of Sussex, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.398754.

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Van, Meurs Nathalie. "Negotiations between British and Dutch managers : cultural values, approaches to conflict management, and perceived negotiation". Thesis, University of Sussex, 2003. http://eprints.mdx.ac.uk/2883/.

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The present research investigates cultural values, approaches to conflict management, and perceived negotiation satisfaction in manager samples from the UK and the Netherlands. Three studies (total N = 412) were conducted, of which Study 1 and 2 pertained to the development of the measure and Study 3 was used to conduct the main analysis. The research focus centres around the following main objectives: a) refinement of conflict management models and instruments; b) profile analyses of Dutch and British conflict management approaches using Schwartz's (1992, 1994) Value Types to explain observed differences, and c) testing of a model describing interrelations between cultural values, approaches to conflict management, conflict context, and perceived negotiation satisfaction. Previous research on conflict management modeled conflict behaviour on the basis of a concern for self vs. concern for others matrix, which incorporated communication styles. The present research distinguishes between the underlying concerns, conflict management strategies, and communication styles to predict perceived negotiation satisfaction. Furthermore, conflict management dynamics are investigated by comparing the ratings of own vs. other team's conflict management approach. In-group vs. out-group differentiation was dependent on the social desirability of the conflict management approach in question. Dutch managers associated themselves less and British managers more with a concern for Inconvenience, Avoiding, and Indirect communication, whereas British managers associated themselves more and Dutch managers less with these approaches. Results for cultural values showed that the main difference between Dutch and British managers concerned a higher score for Dutch managers on Self Transcendence and a higher score on Self Enhancement for British managers. Self Enhancement mediated the effect for nationality for Dominating strategy. Furthermore, Self Transcendence predicted a concern for Clarity, a Problem Solving strategy, and a Consultative communication style. Nationality as predictor of Concern for Inconvenience, Avoiding strategy, and Indirect communication style was not mediated by Value Types. Suggestions are made for future research exploring the role of Uncertainty Avoidance at the individual level. Success and Comfort were predicted by own and other team's Conflict Management Approach, additional to cultural value types and contextual variables. National differences were observed for particular predictors of perceived negotiation satisfaction.

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Hanna, Lunding. "Negotiating for Transformation? : A case study of the negotiation process in the Cyprus conflict". Thesis, Linnéuniversitetet, Institutionen för samhällsstudier (SS), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-99773.

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The Cyprus problem has now been an ongoing dispute for 40 some years. The two main ethnic communities, Greek Cypriot and Turkish Cypriot, has since the unrest following independence in 1960, been separated both in space and mind. A military coup, supported by Greece, followed by a Turkish invasion, caused a violent division of the island in 1974, a division that remains today. The UN has facilitated dialog and negotiation between the communities since the establishment of UNFICYP in 1964.The objective of this study is to identify whether the parties have been and are aiming for long-term or short-term perspectives in negotiation. With the help of the theoretical framework of Conflict transformation, resolution and management the study aim to answer the question – What signs of conflict transformation could be identified within the high level peace negotiation process in Cyprus?The study will be done through a process tracing case study of the peace negotiations in the Cyprus conflict. The study aims at depicting the negotiation process from 1974 and onwards. This by exploring UN position papers, resolutions and reports together with descriptions and statements from the negotiating parties.The study found that the phases of negotiation have differed considerably over time and that a general shift from conflict management to conflict transformation did appear.

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Woodard, Paul B. (Paul Bonham). "To Negotiate or Not to Negotiate: an Evaluation of Governments' Response to Hostage Events, 1967-1987 and the Determinants of Hostage Event Frequency". Thesis, University of North Texas, 1997. https://digital.library.unt.edu/ark:/67531/metadc278633/.

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Ordinary Least Squares (OLS) regression analysis is applied to a cross-national data set to test two hypotheses concerning governments' hard-line response against terrorism: do hard-line responses cause more damage vis a vis event outcome and is the hard-line approach a deterrent? Six national factors are included in this analysis: economic development, economic growth rate, democratic development, leftist regime type, military regime type and British colonial legacy. Only the level of economic development, economic growth rate and leftist regime type demonstrated statistically significant relationships with the dependent variable "event frequency." Government response strength demonstrated a strong statistically significant relationship with event outcome, however, its relationship with event frequency was statistically insignificant.

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Jones, Peter Leslie. "Open Skies : a history of the negotiation and a case study of negotiation theory". Thesis, King's College London (University of London), 1995. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.307683.

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Afiouni, Einar Nour, e Leif Julian Ovrelid. "Negotiation for Strategic Video Games". Thesis, Norges teknisk-naturvitenskapelige universitet, Institutt for datateknikk og informasjonsvitenskap, 2013. http://urn.kb.se/resolve?urn=urn:nbn:no:ntnu:diva-23166.

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This project aims to examine the possibilities of using game theoretic concepts and multi-agent systems in modern video games with real time demands. We have implemented a multi-issue negotiation system for the strategic video game Civilization IV, evaluating different negotiation techniques with a focus on the use of opponent modeling to improve negotiation results.

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Dhanda, Meena. "The negotiation of personal identity". Thesis, University of Oxford, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.402758.

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Fuks, Hugo. "Negotiation using commitment and dialogue". Thesis, Imperial College London, 1991. http://hdl.handle.net/10044/1/46775.

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Castillo, Danielle C. "Suriname's identity construction and negotiation". Thesis, California State University, Long Beach, 2016. http://pqdtopen.proquest.com/#viewpdf?dispub=10147310.

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Located in South America, and being a post-colonial Dutch colony, Suriname has an ethnically diverse population of transplants. After its independence in 1975, Suriname underwent gruesome civil unrest while ruled by a Militia coup that killed specific ethnic groups for claiming their own identities, juxtaposed to its acceptance of ethnic diversity. The film, Suriname’s Identity Construction and Negotiation by Danielle Celeste Castillo, follows a select group of people who claim to be Surinamese and something else, as they reject or claim prescribed forms of identities further negating ethnicity and nationality’s relationship with a person’s internal and external selves. This project shows identity is fluid and also fixed depending on the context while also expanding anthropological, psychological and sociological works on ethnic and national identities.

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Catepillan, Tessi Jorge Francisco. "Auctions, Negotiation and Information Acquisition". Tesis, Universidad de Chile, 2010. http://repositorio.uchile.cl/handle/2250/102391.

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En esta tesis se estudian remates en los cuales los oferentes compiten por el derecho a negociar con un agente. Estos remates están presentes en adquisiciones deportivas y licitaciones con alto impacto en las comunidades con intereses particulares distintos al vendedor de los derechos. En particular, se estudia cómo afectan diferentes estructuras de remates al excedente social, la utilidad de los oferentes, de los agentes y los incentivos de los agentes a invertir en información. Se consideró un modelo con tres tipos de agentes: el rematador, los oferentes, y el agente con que el ganador de la subasta negocia. En una primera etapa a cada oferente se le revela una señal con información sobre cuanto valora los servicios del agente. Con esto se realizan las ofertas. Se anuncia el ganador y cuanto tiene que pagar de forma inmediata y cuanto en caso que la negociación con el agente sea exitosa. Después, al ganador se le revela su verdadera valoración (afiliada con la señal). El agente le hace una oferta al ganador y éste decide si aceptar o no. En caso de aceptar debe pagar lo acordado al agente, y de acuerdo a la reglas del remate, lo acordado al rematador. Para distintos remates se buscaron equilibrios simétricos en los cuales las funciones de oferta fueran crecientes en la señal recibida. Se demuestra que para cierta familia de remates se sigue cumpliendo el teorema de Equivalencia de Ingresos. Además, que para una familia amplia es posible ordenar los remates de acuerdo al excedente social y la utilidad del agente negociador. En efecto, es mejor en términos sociales que siempre pague su oferta al rematador a que sólo pague en caso de que la negociación sea exitosa. Por otro lado, para ciertas distribuciones de la señal y la valoración, se demuestra que las funciones de oferta en equilibrio son lineales, al igual que en un remate clásico con distribución uniforme. Por último, la tesis estudia los incentivos a adquirir información. En este modelo adquirir información tiene también un efecto negativo pues el agente puede extraer más renta del ganador del remate. Se demuestra que en ciertos ambientes no existe adquisición de información, aún cuando es socialmente óptimo hacerlo. Como futura investigación se plantea el estudio de la monotonía de las ofertas al aumentar el pago que se hace en forma inmediata, lo que implicaría un orden total en el excedente social. Además, explorar cuales son los supuestos que condicionan la existencia de equilibrio en este tipo de juegos, y por último, investigar la clase general en la cual el efecto negativo de adquirir información es mayor al positivo.

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Mitchell, Lorianne D., Noam Ebner e Jennifer D. Parlamis. "Teaching Negotiation Online: Getting Started". Digital Commons @ East Tennessee State University, 2013. https://dc.etsu.edu/etsu-works/8317.

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

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

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Smith, Raymond John. "Negotiation and Learning at work". Thesis, Griffith University, 2012. http://hdl.handle.net/10072/365626.

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The concept of negotiation is often used in contemporary sociocultural and constructivist perspectives and theories of adults’ learning in and for work. It is used to bring a range of meanings to the description and explanation of work learning as an interactive process of active participation in and with the resources that constitute work. At its most fundamental, that interaction is between the worker and their context, between the individual and their immediate situation. At its most complex, that interaction is multiply enacted and dynamically experienced as all the resources – the personal, social, cultural, historic, material, and ideational influences – that shape work and workers’ engagement. These resources are variously mediating how and in what ways workers’ interactions can be observed, interpreted, and understood as the constant flux of reality. Across all these momentary and lifelong interactions, whether as concrete as hammering a nail or as abstract as metaphysics, the concept of negotiation supports understanding workers’ activities as interdependent with and relational to all else that is happening for, by, and to them. This support comes from the broad range of meanings the concept carries, particularly those meanings that evoke notions of joint activity in search of solution and agreement as the means of moving forward from a base of difference. Such joint activity is evidence of needing each other and needing to interact to accomplish something. So, negotiation comes to be synonymous with interaction and co-participation and, thereby, generally descriptive and explanatory of learning in and for work as social activity.
Thesis (PhD Doctorate)
Doctor of Philosophy (PhD)
School of Education and Professional Studies
Arts, Education and Law
Full Text

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Hesni, Samia. "Normative discourse and social negotiation". Thesis, Massachusetts Institute of Technology, 2019. https://hdl.handle.net/1721.1/122428.

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Thesis: Ph. D. in Linguistics, Massachusetts Institute of Technology, Department of Linguistics and Philosophy, 2019
Cataloged from PDF version of thesis.
Includes bibliographical references.
This dissertation lies at the intersection of philosophy of language, social and political, and feminist philosophy. The first half of the dissertation is primarily about the ways language can be used to stereotype, denigrate, oppress, or otherwise harm. The second half is about how language can be used to resist and undermine those harms. In the four chapters of my dissertation, I examine the ways in which language can shape the social world. Language allows people to reinforce social norms and systems like sexism, racism, and oppression more broadly. But it also allows people to disrupt these systems. I argue that it is worth looking seriously at the linguistic mechanisms by which individuals can do both, and the social and political systems in place that enable such language use in the first place. Only by combining the two can we start to get the full story about language, oppression, and power.
Within this broad research program, I am specifically interested in implicit discourse: language that indirectly or implicitly communicates one thing while explicitly stating another. Implicit language is extremely important to understand various mechanisms of linguistic harm and oppression. Chapter 1 examines normative generics like 'boys don't cry,' whose utterances often carry with them an injunction that boys not cry, or a condemnation of crying boys. When someone utters a normative generic like 'women stay at home and raise families,' they are reinforcing a harmful social norm without explicitly using any evaluative terms like 'should, good, right.' In Chapter 2, I problematize philosophical views on silencing, and introduce a new concept of linguistic harm, illocutionary frustration, that occurs when a hearer treats a speaker as though she does not have standing to say what she is saying.
In Chapter 3, I give a meta-philosophical analysis of socially informed philosophy of language. In it, I argue that in the service of intellectual inquiry and social justice, we would do well to incorporate types of social situatedness into our methodological frameworks.. I end in Chapter 4 by reviewing the ways in which social scripts play pivotal roles in enabling interpersonal subjugation, and offer a way out.
by Samia Hesni.
Ph. D. in Linguistics
Ph.D.inLinguistics Massachusetts Institute of Technology, Department of Linguistics and Philosophy

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Winter, Robert, e Xinmei Weng. "Negotiation and auditing self-efficacy's effect on auditor objectivity : negotiation strategy functioning as a mediator". Thesis, Högskolan i Gävle, Avdelningen för ekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-19505.

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Aim: Auditor objectivity in the auditing process is an important part of the IASB and FASB framework as well as in the SOX act. It is unclear whether auditor’s self-efficacy through selection of negotiation strategy affect the auditor’s objectivity. The purpose of the study is to improve the understanding of what impacts auditor objectivity and as a result show new strategies on how to increase it. Method: Deductive approach with a literature review as secondary data and a web-based questionnaire carried out among 3,264 Swedish auditors as primary data. Analysis was done with partial least squares structural equation modeling (PLS-SEM) and reported in the SmartPLS and SPSS software. Result & Conclusions: Prior negative negotiation experiences have a detrimental effect on both distributive and integrative negotiation self-efficacy. Distributive negotiation self-efficacy and auditing self-efficacy increase objectivity mainly through the mediation of contending strategy. No relationship between integrative negotiation self-efficacy and negotiation strategy or auditor objectivity was found, possibly due to weak theoretical constructs. No causal claims are posed on these relations. Bandura’s four main sources of influence on self-efficacy can be considered as guides on how to shield the auditor from the detrimental effect of failures and build up self-efficacy to perform better in negotiation. Suggestions for future research: Develop stronger constructs for PNE, ISE and expanding-the-agenda-of-issues strategy. Using multiple imputation instead of mean replacement for missing data is highly recommended. Gather at least 400 responses in order to gain stronger statistical power. Introduce a prior auditing experiences construct for ASE to raise awareness of potential differences in how prior experiences affect DSE, ISE and ASE. Contribution of the thesis: This paper uniquely contributes to the literature on factors influencing auditor objectivity. Its main use to auditors, accounting legislators, researchers etc. at the moment is to add to the discussion about objectivity.

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Boza, Pró Guillermo, e Meza Ernesto Aguinaga. "Obligation of negotiation and facultative arbitration as part of constitutional law content on collective negotiation". Pontificia Universidad Católica del Perú, 2013. http://repositorio.pucp.edu.pe/index/handle/123456789/115917.

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This work studies constitutional bases of two essential institutions of Collective Labor Law: employer’s obligation to negotiate collectively and facultative arbitration. In relation to the first one, using tools provided bythe Theory of Law, it is argued that the section 28º of Peruvian Constitution establishes a collective negotiation concept as claim (not as permission) so, employers legal obligation of collective negotiation is constitutional. In theother hand, regarding facultative arbitration, it has constitutional support on state’s obligation to promote pacific ways to labor conflicts; even though, it is questioned that a «sub constitutional» rule has restrictively regulated this institution.
En este trabajo se estudian las bases constitucionales de dos instituciones centrales del derecho colectivo del trabajo: la obligación patronal de negociar colectivamente y el arbitraje potestativo. En lo que se refiere a la primera, utilizando las herramientas que proporciona la teoría del derecho, se sostiene que el artículo 28 de la Constitución consagra una concepción de la negociación colectiva como pretensión (y no como permiso), y por tanto, que es constitucional el deber legal de los empleadores de negociar colectivamente. En cuanto al segundo, se afirma que este encuentra sustento constitucional en la obligación estatal de promover formas pacíficas de solución de los conflictos laborales, aunque se cuestiona que la normativa infraconstitucional haya regulado esta institución de forma restrictiva.

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Szabó, Tomáš. "Analýza správania sa neskúsených vyjednávačov v priebehu vyjednávania". Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-196542.

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This thesis attempts to map out the negotiation strategies used by unskilled negotiators and among these, to identify those strategies which prevent such negotiators from achieving the most effective outcome. In highlighting such incorrect negotiating strategies, the thesis aims to steer academics away from using such strategies as part of their future teaching material on negotiation strategies. The theoretical aspect of this work describes the theory behind negotiating strategies and maps the features, styles and negotiation procedures which are used during negotiation. The practical part of the thesis interprets results gained from the research which was carried out. This research, which was conducted in the winter semester of the 2013/2014 academic year, involved the staging of bargaining games that were held over five separate sessions as part of the subject "Introductory training of social and management skills".

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Sonmez, Haci Mehmet. "Negotiation Techniques In Turkish Foreign Policy: Wto Doha Round Negotiation Process And Its Implications For Turkey". Master's thesis, METU, 2010. http://etd.lib.metu.edu.tr/upload/2/12612094/index.pdf.

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This thesis analyzes World Trade Organization Doha Round negotiation process and its implications for Turkey&rsquo
s relations with its neighbors. The thesis mainly focuses on two pillars of negotiating package, namely agricultural and non-agricultural products (NAMA) negotiations. Both segments of negotiations have different dimensions due to Turkey&rsquo
s regional and multilateral obligations. As a developing country, Turkey&rsquo
s position in agriculture is more in line with other developing countries
in NAMA however it defends more liberal policies because of its Customs Union with the EU. Results of Doha Round will affect not only Turkey but also Turkey&rsquo
s neighbors and these effects will be more dramatic in some of them. Chapter I is Introduction Chapter. Chapter II evaluates Doha Round in detail
Chapters III and IV examine agriculture and NAMA negotiations and their implications for Turkey. Chapter V evaluates other negotiation topics such as services, trade facilitation, environment and rules. Chapter VI analyzes Turkey&rsquo
s Customs Union with the EU and its bilateral trade arrangements. The last Chapter is the Conclusion.

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

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

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

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

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Sakurai, Yuki. "Conflict negotiation as an interactional process: starting and ending the performance of conflict negotiation in Japanese". The Ohio State University, 2001. http://rave.ohiolink.edu/etdc/view?acc_num=osu1392305866.

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Rhee, Hyeun-Suk. "A study on the impact of a negotiation support system on the negotiation process and outcomes". Connect to resource, 1993. http://rave.ohiolink.edu/etdc/view.cgi?acc%5Fnum=osu1263045995.

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