Negotiation Experiment Research Articles

Personality and Integrative Negotiations: A Hexaco Investigation of Actor, Partner, and Actor–Partner Interaction Effects on Objective and Subjective Outcomes

The present study sought to expand the literature on the relations of major dimensions of personality with integrative negotiation outcomes by introducing the HEXACO model, investigating both effects of the negotiators’ and their counterparts’ personality traits on objective and subjective negotiation outcomes, and investigating two interactions between the negotiators’ and counterparts’ personalities. One hundred forty–eight participants completed the HEXACO–100 measure of personality. Participants then engaged in a dyadic negotiation task that contained a mix of distributive and integrative elements (74 dyads). Measures of subjective experience and objective economic value were obtained, and actor–partner interdependence models were estimated. Personality was generally a better predictor of subjective experience than objective economic value. In particular, partner honesty–humility, extraversion, and openness predicted more positive negotiation experiences. An actor–partner interaction effect was found for actor–agreeableness by partner–honesty–humility on economic outcomes; agreeable actors achieved worse (better) economic outcomes when negotiating with partners that were low (high) on honesty–humility. © 2018 European Association of Personality Psychology

Ritualised Talk of English Premier League Football among Informal Market Vendors in Eldoret, Kenya

ABSTRACTThis article is based on an ethnographic study of a market vendors’ community in Eldoret. It examines their use of English Premier League (EPL) football as a resource to perform identities. It argues that the subject of EPL football is preferred among the participants because public demonstration of knowledge about this topic is perceived as a symbol of social prestige. This is a result of context-specific experiences with media technology. EPL football was introduced in Kenya through satellite television, which at the time belonged to the category of commodities of conspicuous consumption. These circumstances have since changed, and EPL football has been absorbed into popular culture. In this article, the focus is on how market vendors use football talk as social currency in the context of everyday life and also to perform identities during ritualistic sessions. The researcher utilised interviews as well as participant and non-participant observation. Data were collected through audio recording, note taking, and photography. Data interpreting was done using performance theories of social identity with analytical emphasis on the perceived role of football talk on the negotiated experience of performing identities. It is concluded that the market vendors’ EPL football talk is a signification practice constituted in the process of local re-interpretation of global football consumption.

Think twice before using door-in-the-face tactics in repeated negotiation

PurposeThe purpose of this paper is to examine the detrimental effects of the door-in-the-face (DITF) tactic in repeated negotiation. A more complete understanding of its negative consequences is essential to make an informed decision about its use.Design/methodology/approachThis paper is the product of two between-subjects scenario-based negotiation experiments involving university students in Hong Kong (Study 1) and professionals in the UK with negotiation experience (Study 2).FindingsBoth the studies herein showed that detecting opponents using this tactic reduced the degree to which negotiators found their counterparts trustworthy. It also increased the likelihood of negotiators switching to an alternative partner in a collaborative project. This relationship is mediated by perceived trustworthiness. Negotiators who had detected opponents’ use of DITF made higher offers and obtained better outcomes in a subsequent negotiation. These findings indicate that negotiators who benefitted from DITF considered its use ethical, while those who suffered because of its use by others found it unethical.Practical implicationsBefore using DITF, users should be wary of the likelihood they and their counterpart will negotiate again and/or will collaborate in a future project.Originality/valueThis paper presents a new perspective from which the use of DITF may backfire in a subsequent negotiation, in terms of both objective and subjective outcomes. This is, to the best of the authors’ knowledge, the first paper to address how user and victim judge the ethicality of DITF tactics. The findings offer a building block for future research on other compliance techniques in repeated negotiations.

Growing up on the sidelines: identity negotiations of Palestinian youth from ‘collaborating’ families relocated to Israel

ABSTRACTBy examining the experiences of the children of Palestinian collaborators whose families have relocated to Israel, this study explores how youth negotiate self within the context of marginalisation and cultural dislocation. Due to the actions of their parents, the research participants have become outsiders and outcasts in their Palestinian communities of origin, outsiders in Israel, and outsiders among Israeli-Arabs. Based on qualitative, in-depth interviews with 11 Palestinian male youths, we describe and analyse the experience of identity negotiation in the context of fear and their families’ past deceit. Our findings highlight that the youths’ identities are negotiated by engaging in a dialogue of self on belonging and not belonging that is based on visions of their past, present and future selves. This is accompanied by a forced dialogue with others, explaining who they are in order to fit in with the ‘audience’, a presentation that is then acted out.

How to Overcome the Gap in Perception Between the Ideal Implementation of Trans–catheter Aortic Valve Replacement and the Reality? Experience of Negotiations for Establishing a Guideline for Monitoring Trans–catheter Aortic Valve Replacement

Objective: Trans–catheter aortic valve replacement (TAVR) has been widely adopted as a reasonable alternative to treat severe aortic stenosis in high-risk or inoperable patients. The efficacy and safety analysis of TAVR in most countries have been based on outcomes that followed their practice guidelines and monitoring protocols. The purpose of this paper is to share our experience regarding the process for establishing guidelines and monitoring protocols for treating patients in Korea in the hope that it may be helpful to others undergoing a similar process in their own countries.

Reproductive Desires and Disappointments

ABSTRACTIn this introduction we consider how people who have difficulties achieving “natural” parenthood seek to form families, and their experiences of reproductive negotiations and losses in this pursuit. We highlight gaps in the literature on infertility and loss globally, and identify how the special edition addresses the dearth of research in this field with men, with non-elites and on loss. We consider the key insights drawn from studies conducted in divergent geographical, cultural, socioeconomic and political contexts, including perspectives from Ghana, Indonesia, Romania, Spain, the United Kingdom, and the United States. In these contexts we explore both high tech and no tech reproductive strategies, encompassing assisted reproductive technologies, third party donation, surrogacy, as well as intra-family and transnational adoption. We illuminate how people attribute meaning to their lived experiences of reproductive disappointments ranging from failed conception (primary and secondary infertility), miscarriage, stillbirths, neonatal death, and failed adoption. We reflect on both local and transnational practices embedded in family making, highlighting the complexity and dynamism of reproductive opportunities, and how these opportunities are embedded in multifarious power relations. We articulate a range of important themes for the anthropology of reproduction, including: the sociality of reproductive desires and disappointments; gender sexuality and emergent masculinities; migration, practices of belonging, and kinship; reproductive stratification and leveling; and reproduction and relationality.

A Place for Digital Storytelling in Teacher Pedagogy

Traditional school subjects are challenged by the acceleration of access to knowledge in the new age of media available to both teachers and students. Teachers who are socialized into existing traditional practices are now encouraged to introduce technology into their pedagogy. This Paper explores a particular way in which teachers can creatively introduce a new and useful technology known as Instructional Digital Storytelling (IDS), guided by the Technological, Pedagogical and Content framework (TPACK) developed by Mishra and Koehler [1]. It illustrates how, through narrative inquiry, teacher experience of both the creation and use of Digital Storytelling for instructional purpose in a Secondary School setting, highlighted challenges, rewards, accelerated learning and developed a community of practice across subject disciplines. The focus is on the reconstruction of the experience of creating a Digital Story on four levels: a) Internal structures of blending voice over, imagery and sound to create a successful IDS; b) Experience of challenges and negotiations in crafting the story; c) Experience of sharing with students; d) Recognition of themes and patterns which may have emerged among the participants.

Evaluating the methodology of the studies that dealt with the Palestinian-Israeli negotiations: تقييم منهجية الدراسات التي تناولت المفاوضات الفلسطينية الإسرائيلية

The Palestinian-Israeli negotiating experience has attained the researchers' attention, because of the specificity of the conflict first, and because of the long period of time it has consumed without reaching an acceptable solution to both parties. There is a fair amount of studies, which have dealt with the negotiating experience mentioned, and through which it has tried to explore the reasons that pushed the process into deadlock, in an attempt to reach a correct perception helps to analyze the Palestinian-Israeli negotiation experience. This study aims at evaluating the previous studies, which have dealt with the Palestinian-Israeli negotiating process, through focusing on the methodology those studies used to assess and analyze the negotiating experience, using a hypothesis considers that the analytical method adopted by those studies suffers a clear deficiency. The study draws its methodology through highlighting the factors addressed in previous studies, and was considered a reason for the negotiation process to reach to a deadlock, and again highlighting other factors that critically affect the outcomes of the negotiating process, but have been neglected by Previous studies. In light of this, the study attempts to explore whether the methodology adopted by previous studies to assess and analyze the Palestinian-Israeli negotiating experience was adequate or not.

The Xinjiang Class: Multi-ethnic Encounters in an Eastern Coastal City

AbstractThe Xinjiang Class (Xinjiang neidi ban, or Xinjiangban) has far-reaching implications for Beijing's governance of ethnic minorities in Xinjiang. Existing literature has focused primarily on the Uyghur–Han dichotomy, with limited attention being paid to the actual multi-ethnic interactions that constitute the situated dynamics of policy implementation. Utilizing the notions of the space of prescription and the space of negotiation to develop an analytical framework, this paper argues that social relations in the Xinjiangban are ongoing constructions borne by everyday experiences of domination and negotiation, and that space is constitutive of this situated dynamic. Based on nearly four years of research at a Xinjiangban, we make a case for the fluidity and incoherence of the implementation of the Xinjiangban policy. Those who implement it at the school level produce a space of prescription that deploys specific spatial–temporal arrangements to manage expressions of ethnic identity. Driven by the need to achieve upward mobility, minority students are open-minded about the Han- and patriotism-centred education. However, they use innovative and improvised tactics to create spaces of negotiation to re-assert their ethnicities. In the Xinjiangban, minority students do comply with spaces of prescription, but they simultaneously keep their ethnic and religious practices alive.

Digital Storytelling in a Flipped Classroom for Effective Learning

Conclusive empirical evidence on whether virtual classrooms result in higher performance, satisfaction, or an improvement in problem solving skills when compared with traditional face-to-face lecturing does not exist. Various studies point in different directions. However, blended learning outperforms the traditional classroom in student performance and satisfaction. A flipped classroom is one type of blended learning. For more than 20 years, this approach has been used at a European executive MBA (EMBA) program delivering online content combined with six residential weeks where students collaborate and reflect upon their online learning. Our research examined the overall setup of this program, and assessed one course in depth. As part of the course—International Management—an intercultural negotiation project was chosen to highlight the integration of online and offline activities. The flipped classroom is a demonstration of the reform-based teaching approach. The power of reform-based learning in executive education is the engaging combination of practice and theory, which improves the performance of executives. The participants considered the flipped approach exciting, dynamic, and insightful. The emphasis on a negotiation process involving classmates from around the world increased their global understanding. Beginning with a negotiation experience in the digital story project gave them a better appreciation of the relevant theories, techniques, and applications. Focusing on the practice of international negotiation and a cross-cultural analysis with reflection on cultural intelligence improved the competencies of the participants both during the course and after it.

‘An error is feedback’: the experience of communication error management in crisis negotiations

A range of studies have examined what should be said and done in crisis negotiations. Yet, no study to date has considered what happens when an error is made, how to respond to an error, and what the consequences of errors and responses might be on the negotiation process itself. To develop our understanding of errors, we conducted 11 semi-structured interviews with police crisis negotiators in the Netherlands. Negotiators reported making errors of three types: factual, judgment, or contextual. They also reported making use of four types of response strategy: accept, apologize, attribute, and contradict. Critically, the negotiators did not perceive errors as solely detrimental, but as an opportunity for feedback. They advocated for an error management approach, which focused on what could be learned from another person’s errors when looking back at them. Suggestions for improvement of the communication error management experience in crisis negotiations are discussed.

Work, Remuneration, and Negotiation for Pay in Early Adolescence: Exploring Early Causes of Gender Pay Inequity

Work and negotiation experiences were examined among early adolescents (12–15 years) through a survey (N = 157) and follow-up interview (N = 89) conducted in two Canadian cities. Key findings, based on a mixed-method research approach, were (a) gifts were the primary income source; (b) females completed more chores than males, and younger adolescents received payment for chores more than older adolescents; (c) discussion of negotiation rarely occurred between participants and parents or peers; (d) neither age nor gender impacted absence of negotiation; (e) those who had negotiated for more money reported satisfaction; (f) gender differences in negotiation strategies were present; and (g) age differences in beliefs about negotiator qualities were found. Consistencies and changes from extant literature were discussed.

ГИБРАЛТАР, СЕУТА И МЕЛИЛЬЯ: ТЕРРИТОРИАЛЬНЫЕ ПРОБЛЕМЫ ИСПАНИИ

The article is dedicated to one of the most important problems of Spain's foreign policy – territorial, namely the problem of two Spanish enclaves located on the territory of Morocco – Ceuta and Melilla, as well as Gibraltar. The historical and legal provisions form the basis of arguments of Spain, Morocco and Great Britain substantiating their claims to these disputed territories. A comparison is made between the problems of Ceuta/ Melilla and Gibraltar. Particular attention is paid to the question of whether Ceuta and Melilla are covered by NATO's security guarantee. Morocco is using the issue of Ceuta and Melilla as an instrument to exert pressure on Spain in order to get benefits in other areas, including immigration, trade and fishing as well as to change its position on the Western Sahara. It is emphasized that illegal immigration mostly from sub-Saharan countries is one of the main problems in Spanish-Moroccan relations, complicating the situation in Ceuta and Melilla. This problem is far from being resolved. The Anglo-Spanish dispute over Gibraltar is determined by its important strategic position and the presence of the NATO naval base. The necessity to respect the rights of an absolute majority of its population is empathized. For the UK, the question of Gibraltar is primarily associated with the challenge of maintaining its military-strategic position in the Mediterranean, for Spain – with the problem of its sovereignty and territorial rights. Currently, there is a process of “natural integration” between Gibraltar and adjacent Spanish territory. Spanish experience in resolving the territorial dispute over Gibraltar is important as a practical experience of long-term and complex negotiations. Its final solution must be sought through development of integration processes in Europe. The main task of the Western countries regarding Spanish territorial problems is the maintenance of stability in the region, which perfectly meets the interests of Spain. Madrid's efforts are focused primarily on prevention of such development of political and economic situation, which would force the country to strengthen its southern border by military means. This strategic objective has become particularly relevant in the context of recent events in North Africa.

Creative Pluralism in Indian and Romanian Accounts of Transnational Migration

Abstract The paper offers a comparative perspective on transmigrant cultural identities as illustrated in the works of two contemporary South Asian American and Romanian American authors, Jhumpa Lahiri and Aura Imbăruș. The comparison involves Gogol, a South Asian American character, and Aura, the author of the memoir Out of the Transylvania Night. Although Gogol is a fictional character and Aura is an actual transmigrant, their comparative assessment relies on the assumption that both narratives are inspired by the authors’ background of relocation. Despite their different cultural origins, both authors share thematic aspects related to the dynamics of cultural identity in the context of migration. This paper aims to provide a starting point for an enlarged framework of comparative analysis, in order to foreground intersections between different experiences of cultural negotiation in the context of displacement. Born and raised in America, Gogol is challenged by his cultural multiplicity and strives to suppress elements of his Indian identity. After years of rebelling against his parents’ norms, Gogol shifts to the Bengali model, when his father dies. Once he accepts the relevance of his cultural roots, Gogol is able to plunge into a dimension situated beyond his Bengali and American selves. His transcendent strategy is illustrated by his decision to plunge into a third space of redefinition, suggested by the Russian literature which is appreciated by Gogol’s father. Aura Imbăruș offers the example of a first generation Romanian transmigrant who undergoes voluntary relocation to the United States. Fascinated by the American world, Aura is eager to take over norms of material success and consumerism, overlooking the relevance of her cultural roots. When she undergoes a personal family crisis, Aura eventually reassesses the value of her Romanian background, aiming to reconcile her source culture with her Americanised self. In a manner similar to Gogol’s, Aura manages to integrate American norms of success, while forging enduring bonds with the Romanian American community in California.

Islamic values and negotiator behavior

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

User Experience and Care Integration in Transitional Care for Older People From Hospital to Home: A Meta-Synthesis.

This meta-synthesis aimed to improve understanding of user experience of older people, carers, and health providers; and care integration in the care of older people transitioning from hospital to home. Following our systematic search, we identified and synthesized 20 studies, and constructed a comprehensive framework. We derived four themes: (1) 'Who is taking care of what? Trying to work together"; (2) 'Falling short of the mark'; (3) 'A proper discharge'; and (4) 'You adjust somehow.' The themes that emerged from the studies reflected users' experience of discharge and transitional care as a social process of 'negotiation and navigation of independence (older people/carers), or dependence (health providers).' Users engaged in negotiation and navigation through the interrogative strategies of questioning, discussion, information provision, information seeking, assessment, and translation. The derived themes reflected care integration that facilitated, or a lack of care integration that constrained, users' experiences of negotiation and navigation of independence/dependence.

The Dangers of Limited Member Treaties: The ACTA Case

In the context of the initiative for Upgrading the Single Market, the Commission has put forward a re-evaluated approach to trade – Trade for All. The EU prioritises a return to global trade negotiations and puts forward a three-prong strategy for re-invigorating the World Trade Organisation’s role in trade negotiations. The first two prongs – the WTO to play a central role and single issue focused negotiations – are fairly straight-forward. However the third prong – letting subsets of nations advance particular agendas, with others to follow later – raises some concerns. While the Trade Facilitation Agreement appears to be a successful example of this, the ill-fated Anti-Counterfeiting Trade Agreement (ACTA) is another story. The European Commission was a strong advocate of this proposed treaty, but it was roundly rejected by the European Parliament. This paper reviews the experience of the ACTA negotiations to identify important lessons if the EU is to pursue limited membership treaties with greater success.

Building Your Licensing and Negotiation Skills Toolkit

The advent of electronic resources brought about the need for license agreements between libraries and publishers. Many librarians today are new to licensing and negotiating with publishers, or have received limited training and education. Based on her years of licensing and negotiation experience, Clair Dygert of the Florida Virtual Campus (FLVC) provided librarians with practical advice and tools for working with licenses and negotiating with publishers, as well as encouragement for entering into these new areas. She included examples taken directly from FLVC’s licensing guidelines and negotiation proposals and encouraged attendees to use those documents in creating their own local documents. She also drew on the book Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury to describe principled bargaining as the most effective and constructive method of negotiation.

When Procedural Legitimacy Equals Nothing: Civil Society and Foreign Trade Policy in Brazil and Mexico

Non-state actors contribute with inputs to the elaboration of the national interest in trade negotiations, thus enhancing its legitimacy. Nevertheless, does the participation of those actors necessarily equal influence on the part of all segments of civil society on policymaking? To answer the question, I argue that procedural legitimacy should be evaluated not only in relation to the inputs society provides to the State, but should also consider whether officials actually analyse societal contributions in decision-making. I demonstrate the empirical application of the model based upon Brazil's experience in multilateral trade negotiations during the 2000s, using Mexico as a shadow case. I conclude that foreign trade policymaking can only be democratised if, in procedural legitimacy, the State attributes equal weight to contributions from all types of societal actors, including civil society organisations and organised social movements, which tend to have less material resources and power than interest groups such as business associations and labour unions.

ISRAEL AND PALESTINE: NEGOTIATION PROCESS TESTING ("OSLO-1" AND "OSLO-2" CASES)

The article focuses on the review of the practical experience of foreign policy negotiations, Israel and Palestine, which deserves special attention, as this analogue in the history of international relations, in particular the Arab-Israel conflict, no. Examine the current state of the Arab-Israel conflict is unthinkable without the experience of I. Rabin, who most vividly demonstrates the evolution of Israel foreign policy, his openness and readiness for dialogue, first of all, to a real compromise. This does not imply that all can be repeated. Experience frequent repetition of a repetition error usually. At the same time it said that the search for common programs relative parties were extremely complex Arab- Israel conflict task, because between them there was a deep split that has paralyzed the foreign policy dialogue and led to a sharp demarcation of positions both within the country and abroad. We would like to emphasize the fact that the further advancing the foreign policy talks, the more he helped outbreaks of violence, intensified them, caused his return character, rather than weakened. As a result, the Israel-Palestinian conflict as an integral part of the Arab-Israel conflict increases the number of Arabs who are ready to die in a protracted historical conflict with Israel. The paper focuses on the relation of social forces to the idea of the world, desperately sought for him, and the results of the agreements reached in the course of which the hopes and disappointments of successive. It is said that the parties have not been able to overcome the aggressive perceptions of each other, while in captivity their traditional ideas and prejudices that inevitably dooms the conflict on false interpretation. It is obvious that the lack of consensus, balancing on the verge of war and peace, creates confusion and confusion in the minds of people who make their own history and the circumstances that they themselves have chosen. We tend to assume that in the history of international relations of the Arab-Israel conflict, which today are concentrated and integrated into the key challenges, needs, and the Middle East risks – the most protracted, complicated and provocative international conflict, more unsolvable, which for a long period of time is among his participants absolute opposition to all the contradictory and competing with each other issues ‒ territory, religion, settlements, etc. So expect a quick fix to resolve it is not worth it, especially at the cost of unacceptable unilateral concessions. The more that an effective method or ready universal solutions to resolve it while nobody came up with.