Bargaining Strategy Research Articles

Evaluating the Effectiveness of Managing Workplace Conflict Management in Nigerian Universities

This study assesses the effectiveness of managing workplace conflicts in Kogi State University, Anyigba, Nigeria. A mixed-methods approach and survey design was employed, combining quantitative and qualitative data collection and analysis methods. The main objective of the study is to assess the effect of collective bargaining on workplace conflict management in Nigeria Universities, focusing on Kogi State University Anyigba The population considered for this study is the Academic Staff Union of Universities (ASUU) members, the Non-academic staff union (NASU), and the Senior Staff Association of Nigerian Universities (SSANU) from the Kogi State University Anyigba. Summing them up therefore the total number of these individuals is 4013. Hence 4013 constituted the total population of this study. This study employed the “Modern Management Theory," theory propounded by Mary Parker Follet who believed that management was "the art of getting things done through people. The result of hypothesis one shows that the p-value is 0.000 at 5% significance level; this means that the Null Hypothesis is rejected and the study concludes that Collective bargaining has a significant effect on conflict management in Kogi State University Anyigba. The result of hypothesis two shows that the p-value is 0.000 at 5% significance level this means that the Null Hypothesis is accepted and the study concludes that the collective bargaining strategy is not effective in workplace conflict management at Kogi State University Anyigba. The study recommends that the University should re-evaluate its current collective bargaining strategies to ensure they are more effective in managing workplace conflicts. This might include involving more diverse stakeholder groups in the bargaining process to improve effectiveness. The University should implement conflict resolution training programs for both academic and non-academic staff to enhance their capacity to engage in constructive bargaining and negotiations.

AN ASSESSMENT ON CONFLICT MANAGEMENT STRATEGIES IN ORGANIZATIONAL PERFORMANCE: A CASE STUDY OF A SELECTED MANUFACTURING COMPANY IN ABUJA, NIGERIA

This study examines the impact of conflict management strategies on the attainment of organizational goals in selected manufacturing companies in Abuja. The study adopted a descriptive research design with two research questions raised and two research hypotheses. The study investigates conflict management strategies in nine manufacturing companies in Abuja, including 7up Bottling, Coca-Cola, Nigerian Breweries, Glasco Plastic Company, Ero Table Water, Alpha Ceramics and Aslo Glass. The research aims to establish the relationship between management strategies and organizational goal attainment. The study has limitations, such as its focus on a few selected firms and the small sample size, which may limit the generalizability of the findings. Data were generated through the use of a validated structured questionnaire. Descriptive and inferential statistics were employed to analyze data collected from the respondents. The study used Spearman correlation analysis as a methodology tool. The results showed a significant positive relationship between conflict management strategies (collective bargaining, compromise, and accommodation) and organizational goal attainment. Non-integrative strategies (competition, domination and avoidance) had a negative effect. Collective bargaining strategy had the highest positive correlation with goal attainment. The study recommends an inclusive and collaborative conflict management strategy, involving unions in strategic decisions, to avoid conflict insurrection. Conflict is unavoidable in organizations and can affect goal attainment depending on the chosen conflict management strategies.

Small States of Europe in International Negotiations (Case of Benelux Countries)

With a multicentric world forming and stratification of resource potential taking place, as well as with more small states in Europe and the world and emerging big multinationals here, small states receive more and more researchers’ attention: there appear papers analyzing activities of small states in Europe in the international arena in general and in international negotiations in particular. This article answers the following research question: What strategies and tactics allow small European states to strengthen their positions in negotiations (based on the case of the Benelux countries)? The strategies used by small countries in negotiations to compensate for limited resources is of scientific and practical interest as it can be applied by other states, namely Russia. Theoretically, the study is based on constructivist methodology as negotiation tactics effectively (re)formulate the issue, changing it through the use of a different context and/or lexical units, as well as on structural invariants of activity in negotiations. Discourse analysis and case study are used as research methods. The analysis identified the limitations that small European states, in particular the Benelux countries, face at each stage of international negotiations. The authors conclude that the types of behavior small European states demonstrate in international negotiations can be divided into those (1) aimed at increasing the “weight” of the state (e.g., interaction within international institutions, with NGOs and lobbies, organizing side events, etc.) and (2) focused on influencing the course of negotiations: tactics within the bargaining strategy (coalition-building, bargaining, etc.) and tactics based on persuasion ((re)framing, appealing to one’s own “example”, etc.). For small European countries, namely the Benelux countries, persuasion tactics are most typical, although other tactics are also used.

Dynamic neural reconfiguration for distinct strategies during competitive social interactions

Information exchange between brain regions is key to understanding information processing for social decision-making, but most analyses ignore its dynamic nature. New insights on this dynamic might help us to uncover the neural correlates of social cognition in the healthy population and also to understand the malfunctioning neural computations underlying dysfunctional social behavior in patients with mental disorders. In this work, we used a multi-round bargaining game to detect switches between distinct bargaining strategies in a cohort of 76 healthy participants. These switches were uncovered by dynamic behavioral modeling using the hidden Markov model. Proposing a novel model of dynamic effective connectivity to estimate the information flow between key brain regions, we found a stronger interaction between the right temporoparietal junction (rTPJ) and the right dorsolateral prefrontal cortex (rDLPFC) for the strategic deception compared with the social heuristic strategies. The level of deception was associated with the information flow from the Brodmann area 10 to the rTPJ, and this association was modulated by the rTPJ-to-rDLPFC information flow. These findings suggest that dynamic bargaining strategy is supported by dynamic reconfiguration of the rDLPFC-and-rTPJ interaction during competitive social interactions.

Multi Agent System Based Risk Allocation Model for Public-Private-Partnership Type Projects (RAMP3)

The performance of the Public Private Partnership (PPP) projects depends on the efficiency of the risk allocation strategies between the public and private parties. Therefore, a multi agent system-based Risk Allocation Model for PPP projects (RAMP3) was developed to determine the proper risk allocation decisions between the public and private parties within the study. The methodology of RAMP3 involves i) identification of risks by agents, ii) assessment of each risk’s importance and impact, iii) communication of agents to negotiate on risk allocation decision and iv) determination of strategies and utility functions to be used in negotiation process. Focus of the study is presenting the steps of negotiation process of agents using economic theory and Zeuthen bargaining strategy. RAMP3 was validated on two real PPP projects and results show that the higher risk value of an agent gets, agent’s utility due to counter agent in that concession round lowers. Preliminary findings also show that risk is allocated to the party that has a higher risk acceptability in negotiation process. The RAMP3 will enable project parties to determine the appropriate risk allocation strategies by considering the effects of emerging risks in terms of time delay, cost overrun and conflict and provide contract success. The model can also be used as a decision support system by public partner for performing an efficient and accurate risk allocation.

제조업체와 복수의 유통업체 간의 다자간 협상전략 분석

Recently, distribution companies have shown market dominance that has grown so much that they have comparative advantage in negotiating delivery prices with manufacturers in some items. Considering the ever-growing market dominance of distribution companies, the question of how manufacturers should negotiate delivery prices with distribution companies is considered one of the important decisions made by manufacturers. In this paper, we study the bargaining strategy of a manufacturer who sells a product through multiple distribution companies with a difference in distribution market dominance and bargaining power with the corresponding manufacturer. To do this, we derive and analyze the equilibrium solutions for both simultaneous and sequential bargaining games. The result can be summarized as follows: (1) For the manufacturer, it is more advantageous to conclude delivery negotiations with both distribution companies than to sign a supply contract with a specific distributor and abandon the rest; (2) If there is a difference in control of the distribution market between distribution companies, it is disadvantageous to manufacturers, but it works in favor of distributors.; (3) Simultaneous negotiation method has always been found to be advantageous to manufacturers

Nuclear disarmament as a catalyst for Ukrainian-American relations

The article analyzes the process of building relations between Ukraine and the USA in the first years of Ukrainian independence, trends in their development, agenda and contradictions. It is determined that the development of bilateral relations in the first half of the 1990s was marked by the sporadic political dialogue of the countries, the multidirectionality of interests and asymmetry of relations, and their agenda was limited to three main areas – political dialogue, nuclear disarmament and economic assistance. Both the administration of D. Bush Sr. and the administration of B. Clinton in the first years in office followed a Moscow-centric policy in the post-Soviet space, which left little room for Ukrainian diplomacy. The need to develop contacts with official Kyiv during this period for Washington was dictated solely by its interest in solving the nuclear issue. In turn, for the young Ukrainian state, both in the times of Leonid Kravchuk and after the second President Leonid Kuchma came to power, the American direction became one of the main foreign policy priorities. The complex process of solving the problem of nuclear disarmament of Ukraine, which became the central topic of Ukrainian-American relations in 1991–1994, is covered in detail. At the same time the approaches of the Republican and Democratic administrations to solving this problem were different. The position of the Bush administration in this matter was reduced to tough pressure and ultimatum rhetoric in order to achieve Kyiv's renunciation of nuclear weapons, which eventually led to its failure and lack of progress in the negotiations. The administration of Democrat B. Clinton, which came to power in the United States in 1993, rethought the policy towards Ukraine, offering more flexible approaches to the dialogue with Kyiv – expanded the bilateral agenda, expressed readiness to increase economic aid and discuss the provision of security guarantees. Official Kyiv in the negotiations on nuclear disarmament, despite the discussions in the Ukrainian politics, chose a bargaining strategy, seeking to extract as many economic and political dividends as possible from the United States. The interaction of flexible approaches of the USA to the nuclear issue and Ukrainian bargaining strategy resulted in the signing of the Budapest Memorandum on December 5, 1994.

Efficient Rate Splitting Multiple Access Scheme Based Cooperative Bargaining Solutions

Due to the increasingly new communication technologies and growing traffic demands, dy-namic spectrum allocation method becomes insufficient to guarantee the satisfaction of main wireless com-munication requirements such as spectrum and energy efficiency. In order to meet different requests, rate splitting multiple access (RSMA) has been recently presented as a generalized multiple access technique. In this study, we design a novel RSMA resource management scheme based on the cooperative bargaining game theory. According to the fundamental ideas of pessimistic utilitarian and optimistic max-min bargaining so-lutions, we can leverage a mutual consensus among different network users to improve the total system per-formance. Based on our interactive bargaining approach, the proposed scheme adaptively controls the spec-trum and power resources in the RSMA system. To get a desirable fair-efficient solution, our bargaining strategy can make control decisions in a coordinated manner while ensuring the relevant trade-off between conflicting criteria. Under the diverse RSMA traffic scenario, the numerical simulation results demonstrate the efficiency of our proposed scheme over the existing state-of-the-art protocols. Finally, some open issues are spotted to shed lights on the need for further studies and future research efforts.

Conflict Management Strategies: Its Impact on Organization’s Goal Attainment on Selected Manufacturing Firms in Abuja

The aim of the study is to examine Conflict Management Strategies: Its Impact On Organization’s Goal Attainment on Selected Manufacturing Firms in Abuja. Respondents comprised 145 employees across selected manufacturing through the use of stratified random sampling technique. Data were generated through the use of validated structured questionnaire. Descriptive and inferential statistics were employed to analyze data collected from the respondents. The study used Spearman correlation analysis as methodology tool. Findings indicated that there is a significantly positive relationship between conflict management strategies (collective bargaining, compromise, and accommodation) and organizational goal attainment. Non-integrative conflict management strategies (competition, domination and avoidance) had a negative statistically determinate effect on organizational goal attainment. The result also indicated that collective bargaining strategy displayed the highest significant positive correlation with organizational goal attainment. The study recommended that management should adopt an inclusive and collaborative strategy of conflict management as well as involving unions in making key strategic decisions to avoid conflict insurrection in the organization. The study concluded that conflict is unavoidable in organization and could make or man organizational goal attainment depending on the conflict management strategies adopted.

Informal and Private: Bargaining and Veto Threats over the Freedom of Information Act

The president’s formal role in lawmaking comes through the veto power, although Neustadt noted the informal power of persuasion through bargaining. Building from Azari and Smith’s work on information institutions, this research demonstrates how bargaining and veto threats function as an informal institution operating within the formal rules and constraints of the legislative development process, as there are no formal rules to govern presidential bargaining with Congress. The president’s power to persuade becomes contextual and situational to the issue, individual, and moment in time. Using the development of the Freedom of Information Act (FOIA) and the first amendment to the bill, I examine how and why presidents will choose to employ a private versus public bargaining strategy based on the context in which they find themselves. Using the same policy issue across three administrations – Lyndon Johnson, Richard Nixon, and Gerald Ford - provides consistency in the political contexts allowing for an in-depth examination of a single policy issue. The informal nature of presidential engagement on legislation highlights the motivations and constraints presidents face in choosing a private or public strategy. Original archival research was conducted to provide the context-rich examination of the internal White House conversations along with the conversations between the president and Congress.

Diversifying relationships: Russian policy toward GCC

The interaction between Russia and Gulf countries represents the story of ups and downs, severe conflicts and sharp warmings that can largely be explained by the permanently changing role and place of each of these players at the global and Middle Eastern political arenas. After Russia's “return” to the Middle East in 2012–2015, Moscow's foreign policy towards the Gulf can be explained in terms of a bargaining strategy. On the one hand, Russia is trying to underline its importance and relevance to the GCC by putting forward diplomatic and political initiatives. The Kremlin uses its direct or indirect presence in the key regional conflicts such as the Syrian, Libyan and Yemeni civil wars as well as the Israeli-Palestinian conflict and Iran’s nuclear issue. On the other hand, Russia is interested in building up stronger economic cooperation with the GCC, drawing bigger volumes of investments from the Gulf to Russia’s broken economy, as well as coordinating efforts with Saudi Arabia in the global oil market. While, in the near future, the qualitative evolution of Russia’s relations with the GCC is hardly possible, there are still options for their deepening within the current level of interaction between Moscow and the Gulf.

Bargaining strategies in bilateral electricity trading based on fuzzy Bayesian learning

Bilateral electricity trading is a general transaction mode in electricity market, market subjects’ trading strategies will influence social welfare of the market. This study aims to explore effective bargaining strategies promoting the realization of Nash bargaining solution in bilateral electricity trading. The non cooperative bargaining models with preferences in incomplete information and the fuzzy Bayesian learning are combined to optimize the trading strategies. The results show that: (1) the bargaining strategy considering the preferences of both parties to balance the utility maximization and the acceptance of offers is equal allocation of benefits, and it promotes the formation of equilibrium close to social welfare maximization; (2) fuzzy Bayesian learning can accelerate the bargaining process; (3) compared with simultaneous offers bargaining, in alternating offers bargaining, the convergence to equilibrium is faster and parties have first-mover advantage.

A dynamic model for deteriorating products in a closed-loop supply chain

The products that lose their initial value after a time period are known as deteriorating products and need more appropriate decisions for optimization in a closed-loop supply chain. The studied closed-loop supply chain consists of a manufacturer and a distributing center that are producing and distributing a deteriorating product to customers. The deteriorating products are collected from distribution center and made available by the producer. This closed-loop supply chain, which consists of four main sub-systems, is simulated using the system dynamic. The effects of three strategy groups on the main performance indicators of the model have been simulated: bargaining, better warehousing and change collection rules. Some scenarios are designed in each group and the model is simulated based on them. Total cost, total sale and total disposal are considered as the main performance indicators of the closed-loop supply chain. The results show that the best performance of these indicators is in better combining warehousing conditions and more frequent collections. In the bargaining strategy, constant rates and supply shortages also performed better.

In from the socialist “cold,” but burned by the capitalist “heat”? The dynamics of political revolution and economic transformation in Eastern Germany after 1990

This article examines the crisis-ridden path from planned to market economy in Eastern Germany after the fall of the Berlin Wall in 1989. By analyzing the history of the highly debated Treuhandanstalt—the so-called Trust Agency and the main actor of the economic reconstruction—the discussion sheds light on the political modes of decision making in the East and especially its long-term effects. The focus is on the negotiations carried out at the Central Round Table in early 1990, the first free elections in March 1990, the deliberations between Federal and East German governments in summer 1990, the discrete bargaining strategy of the Treuhand in 1991‒1992, and the massive public debates and scandals connected to the Treuhand in 1993‒1994. The organization is interpreted as an exceptional regime of economic experts that managed the socioeconomic “shock” of economic reconstruction as a kind of “shield of protection” for the political system, but at the same time it was unable to buffer the dramatic sociocultural consequences of closures and mass unemployment: Recent debates and election campaigns in 2019 highlight the fact that the Treuhand is still present as a negative myth or “bad bank” of East German memory culture open for populist campaigning.

Employment casualisation and trade union survival strategies in the beverage sector in Lagos, Nigeria

Previous studies have largely interrogated the challenges of workforce casualisation in Nigeria with sparse attention to the reactions of the trade unions to this work arrangement. The paper, therefore, explores the survival strategies of trade union to employment casualisation in the Nigerian beverage sector. It explores the narratives of trade union relevance amidst increased informalisation, and the efficacy of its strategies. The Marxist conflict theory was employed as a theoretical leaning to understand labour unions' position in contending with management exploitations in the workplace. A total of 12 trade union officials were selected for interviews through purposive and convenient sampling. The study found a diminishing trade union relevance with the increasing spate of informalisation, while the collective bargaining strategy of the union was hardly utilised in addressing employment casualisation, although education and (re)training programmes show a positive outlook. The study takes the position for a review of the Nigerian labour laws, specifically the Trade Union Act of 2005 as amended, as no provisions in this legislation give recognition to casual employment, an act that is further hampering trade unions' strategic effort in ensuring a decent workplace for all.

TINDAK TUTUR ILOKUSI DALAM INTERAKSI JUAL BELI DI PASAR TEMPUREJO, JEMBER

Tempurejo Market is a traditional market mostly visited by people who live in Tempurejo Village and its surroundings to varying the speech acts used. Sellers and buyers have an interesting narrative method or strategy so that they achieved a deal. The speech acts that are often used in buying and selling interactions at Tempurejo Market are illocutionary speech acts and bargaining strategies so that the research problem is how illocutionary speech acts and bargaining strategies are used between sellers and buyers in Tempurejo Market, Jember Regency. This study describes illocutionary speech acts and bargaining strategies in buying and selling interactions at this market. The method used in this research is descriptive and equivalent. The second method is used to match the data with illocutionary speech act theory. The results showed five kinds of illocutionary speech acts: assertive, directives, expressive, commissives, and declarative. Illocutionary speech acts often used in buying and selling interactions at Tempurejo Market are assertive speech and expressive speech. The bargaining strategies used in the buying and selling interactions at Tempurejo Market offer strategy, bargaining strategy, the bid approval strategy, and the seller strategy to reject the offering. The bargaining strategy often used in buying and selling interactions at Tempurejo Market is the offering strategy.

Annelerin Emzirmeye İlişkin Instagram’da Paylaştıkları Görsellerin Heteronormatif Cinsiyet Kalıpları Açısından Değerlendirilmesi | Evaluation of the Visuals Shared By Mothers on Instagram About Breastfeeding from the Point of Heteronormative Gender Patterns

Bir taraftan bebek besleme pratiği, diğer taraftan toplumun ahlâki normlarının merkezinde yer alan bir davranış olarak görülen emzirme, kadının bedenine ilişkin deneyimini şekillendirmektedir. Kültürel bağlamda, “iyi, veya “yeterli” anne olmanın önemli bir ön koşulu olarak, halk sağlığı tartışmalarında merkezî bir yerde olan ve tıbbi bir gereklilik olarak sunulan emzirme, kamusal mekânlarda kullanımında tabusal bir konu olarak görülmektedir. Özellikle, kadın memesinin çoğu kültürde cinsel bölge olarak tanımlanarak erotize edilmesi emzirmeyi gözden uzak yapılması gereken bir meseleye dönüştürmektedir. Gözden uzak tutulan ve kamusal mekânlardan dışlanan emzirmeye karşı geliştirilen farklı aktivist eylem pratikleri, kadınların ataerkil ideolojinin dayattığı bedensel normlara ve emzirmenin ahlâki olarak yargılanmasına karşı bir hareketi temsil etmektedir. Bunlardan biri de son dönemde yeni ilişki biçimlerine ve aktivist yöntemlere mekânsal bir imkân tanıyan sosyal medyada annelerin emzirirken fotoğraflarını paylaşmasıdır. Bu çalışmanın amacı, emzirme fotoğraflarını Instagram’da paylaşan “emzirmenin yeri yok akımının” emzirmeye ilişkin var olan tabulara ve toplumsal beklentilere yönelik bir direneme stratejisi olarak okunup okunmayacağına ve söz konusu paylaşımlara yapılan yorumların hangi ideolojik formları içerdiğine yönelik bir söylem analizi yapmaktır. Yapılan paylaşımlar bir yandan bedene karşı var olan ön yargılara, kadınlık kimliği üzerinden yaratılan ahlaki baskıya karşı bir direnme stratejisini oluşturmakta, öte yandan heteronormatif düzenin yarattığı ve kadınlık kimliğini annelik kimliği üzerinden kutsayan / işlevsel kılan düşünceye karşı bir pazarlık stratejisini de ifade etmektedir. Yorumların analizi ise hem kız kardeşliğin yeni bir formunu hem de destekleyenler/karşı duranlar bağlamında annelik savaşlarının ideolojik temelini görmemize olanak sağlamaktadır.

Negotiating Brexit: The Cultural Sources of British Hard Bargaining

AbstractThough the UK is weaker than the EU on key metrics of bargaining power, the British approach to the first phase of the Brexit negotiations has been characterized by hard bargaining. Efforts to explain this puzzle have focused on constraints at the domestic level, but have not engaged with the cultural sources of bargaining style highlighted by constructivist scholars. Drawing on a series of interviews, this article suggests a number of cultural factors have influenced the UK's decision to adopt a hard bargaining strategy, including the country's majoritarian institutional culture, its weak socialization into the EU, overstated perceptions of its own capabilities, the prevailing conservative political ideology, and a longstanding preference for ‘divide and rule’ diplomatic strategies. Our findings suggest not only that the UK's choice of negotiating strategy is sub‐optimal but also that theories of bargaining need to pay attention to cultural factors predisposing actors to particular strategies.

Nonmarketization Bargaining and Actual Compensation Level for Land Requisition: A Qualitative Comparative Analysis of China’s Land Requisition Conflict Events

In the land requisition market in China, two very different compensation levels for land requisition can be seen in the real world: one is the highly rigid official compensation level for land requisition and the other is a fuzzy actual compensation level for land requisition. In order to uncover the determinants of the actual compensation level for land requisition in China, this paper adopts Qualitative Comparative Analysis (QCA) to analyze the causal relationship between nonmarketization bargaining factors, like land-losing farmers’ bargaining ability, bargaining strategy, external intervention, etc., and the actual compensation level for land requisition by taking 70 land requisition conflict events occurring from 2002 to 2017 as the point of departure. The results of the empirical analysis show that if land-losing farmers have a relatively strong bargaining ability, forgo a radical bargaining strategy, and use a relatively gentle bargaining strategy instead, they can effectively force local governments to make concessions and compromises on the compensation level for land requisition. This paper not only enriches the existing research on the structure of social power, but it also has significance for the ongoing reform of the land requisition system.

THE ITALIAN WAY TO INTERNAL DEVALUATION AND SOCIAL ACTORS’ STRATEGIES AGAINST AUSTERITY AND THE FLEXIBILIZATION OF THE LABOUR MARKET

Introduction: the Italian way to internal devaluation; 1.a Precarization of labour and weakening of trade union action at company level (amendment of dismissal law); 1.b Circumvention of the CCNL by means of exceptional employment contracts; 1.c Downward competition on labour costs by means of outsourcing and value chains; 1.d Promotion of decentralized collective bargaining and its power to derogate from the law and freezing of collective bargaining in the public sector; 2. The trade union(s) strategies; 2.a Bargaining strategy; 2.b Judicial strategy; 2.c Confrontational strategy; 3. New challenges for workers and new challenges for their organization(s); 3.a Italian trade unions’ strategies; 3.b Alternative experiences of (and in favour of) precarious workers; 4. Anti-austerity protests: the involvement of trade unions and social movements; 5. Concluding remarks; Bibliography.