Cooperative Negotiation Research Articles

Resolution of Interpersonal Conflicts in the Context of Methods and Strategies Applied in Dispute Resolution

Conflict is an inherent aspect of social life, presenting itself in various forms, which can be categorized into five types: relationships, data, interests, structural, and values. Relationship conflicts involve communication issues, intense emotions, stereotypes, and retaliation. Resolving relationship conflicts requires displaying respect for the other person. Data conflicts arise from lack of information or incorrect interpretation. Conflicts of interest occur when needs or goals cannot be satisfied. Structural conflicts result from limited access to necessary resources or efficient work tools. Values conflicts involve differences in values and rules. Conflicts within organizations arise due to resource allocation, differing positions, goals, or values. Negotiations are widely considered the most effective means of resolving conflicts. Negotiations involve interpersonal communication aimed at achieving mutually satisfying agreements. Negotiation strategies can be classified into win-lose, lose-win, lose-lose, and win-win approaches. Win-win strategies prioritize mutual benefits, while winlose and lose-win strategies focus on individual gains. Avoidance and rivalry strategies are examples of lose-lose approaches. Mediation is a conflict resolution method involving a neutral third party. It is useful when legislative or normative acts prevent resolution, or when confrontation is costly or dangerous. Mediation relies on cooperative negotiation and is effective when parties desire to maintain a future relationship, value confidentiality, or wish to avoid court proceedings. However, mediation is not suitable for criminal conflicts or cases involving incapacitated parties. In mediation, the parties make the final decision under the guidance of the mediator. The mediator facilitates understanding, agreement, and reconciliation between the parties. They help identify potential solutions and conditions for resolving the dispute. Mediators do not assess evidence or make binding decisions but aim to promote mutual understanding and acceptable resolutions.

Sense of Relational Entitlement and Couple Outcomes: The Mediating Role of Couple Negotiation Tactics

Previous research shows a link between the sense of relational entitlement and various couple outcomes. However, the mechanisms linking these variables are less discussed. With this study, the aim was to test the associations between individuals’ excessive and restricted sense of relational entitlement and their levels of couple satisfaction and conflict. In addition, it was tested whether the use of different negotiation tactics (cooperative and competitive) mediated the links. Six hundred and eighty-seven adults (55.2% women) participated in this study. Mediation analyses showed that a restricted sense of relational entitlement is associated with couple satisfaction and conflict through higher competitive negotiation use. Additionally, an excessive sense of relational entitlement is linked with couple satisfaction and conflict through lower cooperative negotiation use. This study has important implications for couples therapy addressing satisfaction issues, showing why and when educating couple interactions, especially those regarding negotiation, can improve relational functioning. Additionally, one’s relational well-being is strongly related to one’s mental health, and the applicability of the findings can be extended to all outcomes of the therapeutic process.

Influence of Benevolence and Credibility on Conduct of Integrative Negotiation Behaviours

This paper aims to determine the influence of benevolence and credibility on cooperative negotiation in the B2B markets between manufacturers and distributors using the dyadic methodology. The Principal Component Analysis (PCA) emphasizes the bi-dimensionality of trust, credibility, and benevolence by surveying 253 manufacturers and 53 distributors. Analyzing the perceptions of Producers and Retailers revealed the existence of a “perceptual convergence” between them. Moreover, the results from the dyadic analysis of the representative sample of the study showed a significant and positive impact of credibility on integrative and cooperative negotiation behavior. However, it also revealed an insignificant relation between cause and effect between benevolence and integrative and cooperative negotiation behavior. After using regression, benevolence as a dimension of trust positively impacts the integrative and cooperative negotiation behavior estimates reject. This research created a retailer and manufacturer integrative and cooperative negotiation behavior model for the B2B markets, adding to the greater knowledge of Marketing and Management. The proposed model shall aid manufacturers and retailers in effective integrative business negotiation. Retailers, who are more powerful than producers, benefit more from utilizing negotiation as a tool to exercise a better influence over producers/suppliers and, thus, reach better results. Nevertheless, the findings revealed that Trust impacts positively and directly integrative negotiation. Hence, it suggests building integrative and cooperative negotiations between producers and retailers depending on the degree of trust between them. Finally, the findings can be considered an evident aid for managers to accomplish effective negotiations better. It is worth mentioning that the results of the PCA of producers’ and retailers’ perceptions designate the insignificant relationship between benevolence and integrative negotiation.

‘중국특색’ 협상 전략에 관한 연구

This paper divides China’s negotiations into three major types: hostile negotiations, concession-type negotiations, and ‘collision and cooperation’. Hostile negotiations are negotiations that are conducted with the intention of distrusting one side, lack of goodwill. As an example of hostile negotiations, the text cites the armistice negotiations in the Korean War and the ambassador-level talks between China and the United States from 1955 to 1970 as examples. Concession negotiations are similar to tributary-typed negotiation. In other words, it is a type of negotiation in which economic interests are sacrificed for political gain. The economic deficit can be compensated by a political surplus. As an example of concession-type negotiations, this article mainly analyzes the 23 agreements signed between Taiwan and mainland China in the Ma Ying-jiu period (2008-2016) and the agreements signed by China with the Third World countries before open door policy. ‘Conflict and cooperative negotiation’ is a negotiation in which both sides have common interests and there is also a conflict of interest between the two sides. As an example of this type, this article focuses on the The Sino-British Joint Declaration and the 1972 Shanghai Communique between China and the US. This paper intend to derive a unique negotiation strategy to China that is distinct from negotiation with other countries. At the same time, This paper is to provide a useful reference for experts in various fields who will know China’s negotiating strategy and behavior, and will engage in negotiations with China.

무역협상 배경요인 및 협상전략이 한국 중소무역기업의 비대면 협상성과에 미치는 영향

Purpose – The purpose of this study is to analyze the relationship between background factors of business negotiation and negotiation outcome for Korean small and medium sized trading companies. Design/Methodology/Approach - By analyzing business negotiation factors such as culture, organization, knowledge on trade practice, individual characteristics, and negotiation process, a research model was derived, and research hypotheses were verified. Findings - The results of this study are as follows. Cross-cultural awareness, organizational support, trade practice knowledge, and individual characteristics had positive direct effects on negotiation outcomes, and negotiation outcomes also had a positive effect on negotiation profit, while cooperative negotiation strategy did not have a significant effect on negotiation outcomes. Research Implication - International trading companies increasingly rely on international trade negotiations for survival and growth. It was found that factors such as cultural difference, organizational support, individual characteristics, and cooperative strategy are important factors affecting positive negotiation outcomes. Therefore, it is essential that negotiators in small and medium trading companies need to understand the cultural differences of their counterparts, and the organization needs to provide direct support to negotiators. Based on the results of this study, strategic alternatives were suggested for trade negotiators to conduct efficient trade negotiations.

Cooperative negotiation in value-driven engineering and systems design: a technical note

The traditional practice of value-driven engineering and systems design is mainly based on net present values (NPVs). It is essentially enacted as a budgetary technique that neglects the future risk and strategic flexibility of a design project. Incorporating real options theory in value-driven decision models can improve the inability of NPV analysis in dealing with the upside potential of managerial flexibility and operational uncertainty over the design project life. This paper examines the critical issues and research opportunities for establishing a theoretical foundation of value-driven multiplayer game decision making in large complex engineering and systems design projects. This paper envisions a research framework for value-driven cooperative negotiation by synthesising the mathematical foundations of utility theory, real options theory and game theory into a coherent framework of design decision analysis. Fundamental issues and research directions are discussed to develop a variety of new methods for enhancing the formulation of value models for value-driven design with decision support to achieving equilibrium solutions with optimal value allocation among multiple decision agents involved in engineering and systems design.

Broker-based optimization of SLA negotiations in cloud computing

Cloud computing provisions and allocates resources, in advance or real-time, to dynamic applications planned for execution. This is a challenging task as the Cloud-Service-Providers (CSPs) may not have sufficient resources at all times to satisfy the resource requests of the Cloud-Service-Users (CSUs). Further, the CSPs and CSUs have conflicting interests and may have different utilities. Service-Level-Agreement (SLA) negotiations among CSPs and CSUs can address these limitations. User Agents (UAs) negotiate for resources on behalf of the CSUs and help reduce the overall costs for the CSUs and enhance the resource utilization for the CSPs. This research proposes a broker-based mediation framework to optimize the SLA negotiation strategies between UAs and CSPs in Cloud environment. The impact of the proposed framework on utility, negotiation time, and request satisfaction are evaluated. The empirical results show that these strategies favor cooperative negotiation and achieve significantly higher utilities, higher satisfaction, and faster negotiation speed for all the entities involved in the negotiation.

Looking for a Deal?

Whereas social visual attention has been examined in computer-mediated (e.g., shared screen) or video-mediated (e.g., FaceTime) interaction, it has yet to be studied in mixed-media interfaces that combine video of the conversant along with other UI elements. We analyzed eye gaze of 37 dyads (74 participants) who were tasked with negotiating the price of a new car (as a buyer and seller) using mixed-media video conferencing under competitive or cooperative negotiation instructions (experimental manipulation). We used multidimensional recurrence quantification analysis to extract spatio-temporal patterns corresponding to mutual gaze (individuals look at each other), joint attention (individuals focus on the same elements of the interface), and gaze aversion (an individual looks at their partner, who is looking elsewhere). Our results indicated that joint attention predicted the sum of points attained by the buyer and seller (i.e., the joint score). In contrast, gaze aversion was associated with faster time to complete the negotiation, but with a lower joint score. Unexpectedly, mutual gaze was highly infrequent and unrelated to the negotiation outcomes and none of the gaze patterns predicted subjective perceptions of the negotiation. There were also no effects of gender composition or negotiation condition on the gaze patterns or negotiation outcomes. Our results suggest that social visual attention may operate differently in mixed-media collaborative interfaces than in face-to-face interaction. As mixed-media collaborative interfaces gain prominence, our work can be leveraged to inform the design of gaze-sensitive user interfaces that support remote negotiations among other tasks.

Do Cultural Values Affect Negotiation Styles in Pakistan: The Mediatory Role of Cultural Intelligence

Culture assumes a significant job in deciding the way to deal with business matters, method of managing and gatherings with subordinates and associates, and different business correspondences and choices. Successful cross-cultural negotiation requires a good understanding of the differences in cultural values and Behaviors. The purpose of this study is to identify the association between the values that influence culture, different Negotiation styles, and the Cultural Intelligence in Pakistani Environment. For this, we apply Caputo et. al. (2019) framework on Pakistani employees. We hypothesize that cultural values such as Power Distance (PO), Uncertainty Avoidance (UN), Collectivism (CO), Long-Term Orientation (LTO), and Masculinity (MA), significantly affect the mode of negotiations i.e. Competitive (CN) or Cooperative (CON). Competitive negotiation styles involve the use of distributive or combative tactics, such as threats, false promises, misrepresentation of positions, bluffing, selective disclosure, and sometimes deception to force concessions from the other parties or the cooperative negotiation style that involves the use of tactics to increase cooperation and information exchange with the other party. Moreover, this relationship is mediated through Cultural Intelligence (CQ). CQ construct consisted of four elements: (i) metacognitive CQ (MCCI), (ii) cognitive CQ (CCI), (iii) motivational CQ (MCI) , and (iv) behavioral CQ (BCI). First, metacognitive CQ describes an individual's conscious awareness of the cultural interactions and, within such situations, the ability to identify their own and other people's thoughts and to strategize. Second, cognitive CQ reflects an individual's knowledge of a cultural group's values, beliefs, and norms. Motivational CQ, reflects an individual's interest, drive, directed energy, and willingness to learn about cultural differences. Finally, behavioral CQ is an individual's ability to choose the appropriate verbal and physical actions and thereby, to effectively accomplish her goals when interacting with people from different cultures. Empirical validity was established by conducting a survey using a close-ended questionnaire. Data were collected from 200 employees working in the educational, banking, and telecommunication sector, and analyzed using confirmatory factor analysis and structured equation modeling. The results indicate that Long-Term Orientation (LTO) has a significant and positive effect on most of the CQ dimensions i.e. BCI, MCCI, MCI, whereas Masculinity seems to have a negative and significant effect on all CQ dimensions. Power distance also seems to affect BCI and MCI negatively while Uncertainty Avoidance affected CCI positively. Surprisingly, Collectivism didn’t seem to be affecting any CQ. Moreover, All dimensions of CQ seems to affect Cooperative NS (CON) significantly, whereas Competitive (CN) was positively and significantly influenced by CCI and MCCI. Hence, investigating and evaluating the cultural values of an organization in consolidation with cultural intelligence and negotiation styles may lead to the practice of dealings.

Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research

Cross-Cultural-Negotiations are pivotal in global business. Research frequently approaches this topic using cultural dimensions as underpinning conceptual constructs. This paper provides a systematic review of the use of cultural dimensions in negotiation research of more than 30 years. Empirical Cross-Cultural-Negotiation literature has been systematically searched for findings obtained by the use of Hofstede or The Globe Study dimensional constructs and categorized them into four negotiation stages. Findings show that negotiation research lacks pluralism in the use of cultural dimensions: The majority of publications use Hofstede’s Individuality dimension as the main reference, whereas the remaining dimensions of Hofstede, and especially those of The Globe Study enjoyed little attention so far—A trend that continues to exist until 2017, including. This review also shows that the use of Hofstede’s Individuality dimension delivers contradictory findings in crucial research areas: Competitive versus Cooperative Negotiation Strategy, Integrative Information Exchange, Problem Solving Approaches and its reciprocation. Further, an analysis of research sub-categories reveals an unbalanced distribution, focussing mainly on negotiation strategies and is widely ignoring other areas of research. Implications of the findings and the use of alternative dimensional constructs of culture for future research are discussed.

Towards a Discourse-Based Understanding of Sustainability Education and Decision Making

Based on the indeterminate character of the sustainability concept, a procedural and discursive understanding of sustainability decision making and corresponding approaches for education for sustainability (EFS) is proposed. A set of criteria for teaching strategies to promote sustainability decision making, taking into account the demands of deliberative democracy theory, are presented. These criteria (such as reason, complexity management, critical thinking, etc.) are used to argue for an educational approach that involves the development, justification, and weighting of arguments in combination with an instructional tool called Target-Mat. According to a consequent process orientation, structures for arguing or defining sustainability are not given as authorized standards. Suggestions from previous social discourse are only introduced as controversial pairings—for example, different definitions of sustainability. Examples of student decision-making processes are given to demonstrate the potential of the approach to encourage student reflection and cooperative negotiation that engenders a successive deepening of their argumentation.

Decentralized path planning for cooperating autonomous mobile units

In various domains, e.g. robotics or autonomous driving, automated path planning for conflict-free movements of the participating vehicles, i.e. robots, cars or other mobile units is an essential task on the navigation level. Especially in crowded scenarios in which many vehicles share a common operation area together with other static or dynamic obstacles, finding a set of conflict-free paths for all vehicles is a challenging navigation task that is crucial for fully autonomous vehicles. In this work we propose a decentralized path planning algorithm for such scenarios which focuses on the cooperative negotiation of conflict-free paths. The path planning on navigation level is realized with an innovative graph search algorithm based on A* that incorporates dynamic obstacles (e.g. manually operated vehicles and other autonomous mobile units) and enables the autonomous vehicles to change speed. Furthermore, the framework suggests a decentralized approach, in which each vehicle performs its own path planning locally. Communication between the mobile units allows them to cooperatively negotiate conflict-free paths for all autonomous vehicles participating in the framework. The resulting iterative process of calculating new paths and negotiating a feasible solution set for all vehicles is designed to yield a deterministic solution within a finite number of iterations. We furthermore provide promising simulation results for this framework with test scenarios involving many autonomous vehicles and challenging obstacle formations.

Agent-based cloud service negotiation architecture using similarity grouping approach

Challenges and issues in the field of cloud service negotiation framework optimization have been an active area of research. During service level agreement, the probability of negotiation conflict between the service consumers and providers is high. This may arise due to aggressive behavior, selfish misperception, vague preferences and uncertain goals of the negotiating participants. One of the key challenges identified in negotiation framework is optimizing the negotiation conflict among the negotiators. In order to minimize such conflicts, existing frameworks group the negotiation pairs that contain similar and non-aggressive behavioral patterns by exploiting the distance, binary, context dependent and fuzzy similarity approaches. These approaches get better success rate only if the dimensionality of negotiator attributes is low. As emerging real-time cloud service negotiation applications are characterized by negotiation attributes of high dimensionality, the existing approaches are inappropriate for these applications. In addition, the existing approaches group the negotiation pairs using distances based measure in two-dimensional negotiation attribute, whose value will vary for high-dimensional attributes. In this work, an Angle-based Similarity Grouping (ASG) approach is proposed that appropriately groups the highly cooperative negotiation pairs and thereby increases the success rate and decreases communication overhead.

Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes

The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator dilemma and increases economic and relational outcomes. Six experiments comparing MESOs to a single package-offer revealed three effects. First, MESOs produced stronger anchors and better outcomes for the offerer because recipients perceived MESOs as a more sincere attempt at reaching an agreement (agreement sincerity). Second, MESOs yielded greater joint outcomes because they were probabilistically more likely to include an economically attractive starting point for recipients (initial recipient-value). Third, MESOs allowed the offerer to secure a cooperative reputation and created a more cooperative negotiation climate. Negotiators who offered MESOs were able to claim and create more economic and relational value. MESOs reduced the negotiator dilemma for offerers by also reducing it for recipients. Weblinks in the appendix give access to supplementary materials, analyses, and data.

A Study on Crisis Management and Negotiation Strategies for the Denuclearization of the Korean Peninsula

The purpose of this article is to examine what types of crisis management and negotiation strategies the Korean government should pursue in the denuclearization process of the Korean peninsula. The findings are as follows. First, it is necessary to make political and diplomatic commitments to the North Korean leader Kim Jong-un for the security of his regime. Second, North Korea sanctions should remain in place until complete denuclearization. Third, the US-South Korea military cooperation must be reinforced to put pressure on North Kore. Fourth, a ‘win-win’ cooperative negotiation strategy should be used, even if North Korea abandons its nuclear program. The implications of these findings include that South Korea needs to boost strategic and tactical responsiveness in the debates on the dismantlement of North Korea’s nuclear weapons and prepare for crisis management and negotiation strategies to ensure and maximize national interests.본 논문의 목적은 한반도 비핵화를 추진해 나가는 과정에서 한국정부가 어떤 위기관리 및 협상전략을 추구해 나가야 하는지를 고찰하는데 있다. 연구결과는 다음과 같다. 첫째, 북한의 김정은 위원장에게 체제보장에 대한 정치적 ·외교적 공약을 제시하는 것이다. 둘째, 북한에 대한 경제측면에서 봉쇄적 제재를 비핵화가 완성될 때까지 지속하는 것이다. 셋째, 한미 간의 군사 협력과 안보협력 강화를 통한 대북 군사적 압박을 하는 것이다. 넷째, 북한이 핵을 포기하더라도 상호 윈-윈(Win-Win)할 수 있도록 협력적 협상이 되도록 하는 것이다. 이런 연구결과의 시사점은 북핵 폐기를 위한 남북 및 북미 실무회담에서 전략적, 전술적 대응력을 강화하고, 최대의 국익을 보장하기 위한 위기관리 및 협상 전략을 마련할 필요가 있다는 것이다. 따라서 한국은 철저히 준비된 위기관리전략과 협상전략으로 북핵 폐기를 완성해야 할 필요가 있을 것이다.

Education for Technology Transition Restructures Energy Systems

Our present world calls for peaceful transitions, given the ruptures in political cultures and the massive global threat of climate change. A transition of the energy system will and must go hand in hand with a socio-political transition. Any design of learning procedures should hence take into account real-world projects, including projects on environment, climate change and energy. This chapter suggests that diverse patterns, lenses and metrics are taken into account when educating. Such an interparadigmatic approach means to focus on multiple perceptions from diverse stakeholders. Learners should be able to bridge different viewpoints by their capacity to integrate diverse values, perspectives, and views. As a concrete case study, the cooperative negotiation game “Surfing Global Change” is used to show how these educational values can be implemented. Further analyses of literature and data on didactics, climate change and economic transitions complement this chapter.

Concurrent and cooperative negotiation of resources in cloud computing: A game theory based approach

Concurrent and cooperative negotiation of resources in cloud computing: A game theory based approach

Cooperation in Negotiation Is the Way to Creativity: A Case from the Royal Commission Yanbu Colleges and Institutes

This research aims to find whether cooperative negotiation style impacts creativity, productivity, work commitment and socialization in organizations. The data were collected by a survey distributed to employees of The Royal Commission Yanbu Colleges and Institutes, Saudi Arabia. The number of participants is 103. The results show that cooperative negotiation style has an influence on creativity only. In addition, age and experience are not correlated with cooperative negotiation style or other variables. However, experience has an influence on productivity. The results add a significant aspect of cooperative negotiation style to the literature.

A cooperative negotiation embedded NSGA-II for solving an integrated product family and supply chain design problem with remanufacturing consideration

Product family design is a popular approach adopted by manufacturers to increase their product varieties in order to satisfy the needs of various markets. In recent years, because of increasing environmental concerns in societies and strict regulations of environmental protection, quite a number of manufacturers adopted remanufacturing strategy in their product development in response to the challenges. Remanufacturing of used products unavoidably involves a closed-loop supply chain system. To achieve the best outcomes, the supply chain design should be considered in product family design process. In this research, a multi-objective optimization model of integrated product family and closed loop supply chain design is formulated based on a cooperative game model for minimizing manufacturer’s total cost and maximize suppliers’ total payoffs. Since the optimization problem could be a large- scale one and involves mixed continuous-discrete variables, a new version of nondominated sorting genetic algorithm-II (NSGA-II), namely cooperative negotiation embedded NSGA-II (NSGA-CO), is proposed to solve the optimization model. Simulation tests are conducted to validate the effectiveness of the proposed NSGA-CO. The test results indicate that the proposed NSGA-CO outperforms NSGA-II in solving various scale of multi-objective optimization problems in terms of convergence. With the formulated optimization model and the proposed NSGA-CO, a case study of integrated product family and supply chain design is conducted to investigate the effects of environmental penalty, quantity of demand and marginal cost of remanufacturing on used product return rate, manufacturers’ and suppliers’ profits and joint payoff.

Inter and intra organizational negotiation during economic recession: An essay on the promotion of cooperation

The difficult economic environment in which we live has created a reality rich in conflict within and between organizations. The economic tension and the highly conflictual environment combination have resulted in an increase of competitive strategies in negotiation. This approach has increased the level of business environment complexity. This article defends the opinion that in such a context cooperative negotiation strategies might present a solution to ease the tension and create a powerful sustainable competitive advantage. In this article we try to explain why it is natural for competitive strategies to dominate in organizations today. We also try to explain why cooperation is shying away. Yet the focus of our work is to highlight the possible ways to promote cooperation in this same context.