Negotiation Framework Research Articles

Facilitating Student argumentation around socioscientific issues through productive discourse and negotiation toward consensus

ABSTRACT Controversial topics that arise in science classrooms, especially those of social relevance (e.g. the climate crisis), provide opportunities to help students learn about and discuss contradictory ideas they may encounter in their everyday experiences. Such topics may also be challenging to teach, but scaffolding may facilitate effective instruction. We describe 1 type of instructional scaffolding, the Model-Evidence Link (MEL) activity, that supports students’ reasoning when evaluating connections between lines of evidence and competing explanations about phenomena. We have developed and tested these activities in middle and high school classrooms, and empirical studies have shown that they help shift students’ thinking toward a more scientific stance via group discourse and collaborative argumentation. We developed a Negotiation Framework for productive discourse to facilitate students’ conversations toward consensus. This Negotiation Framework may be particularly effective in supporting argumentation and learning about topics in which scientific explanations compete with popular, but nonscientific, alternatives.

Концептуализация экологической политики: анализ российского и зарубежного законодательства в контексте обеспечения экологической безопасности в Арктике

The Arctic has become an area of heightened interest for many nations, with environmental issues in the region remaining a critical subject of discussion. Countries such as China, the EU, and the USA have expressed their interest in shaping the environmental agenda in the Arctic. To prevent environmental conflicts and find mutually acceptable solutions, it is essential to study the distinctive features of the environmental policies adopted by these major global players. This article presents the results of a study aimed at identifying differences in the environmental security policies embedded in the current legislation of Russia, China, the USA, and the European Union. These entities declare their fundamental interests in the Arctic and position themselves as key players in the region, making it necessary for Russia to engage with them in various capacities. The study employs a comparative analysis of the environmental policies of the selected nations. A hierarchical framework was used for comparison, analyzing the content of environmental legislation in terms of concepts, objectives, policy directions, and implementation mechanisms. The novelty of the approach lies in its consideration of the socio-cultural factors underpinning the environmental concepts that shape each nation’s environmental policy. The study uncovered significant differences in the regulatory frameworks for environmental policy across Russia, China, the USA, and the EU, largely stemming from differences in worldviews and values. However, it also revealed substantial alignment in policy directions influenced by the global environmental agenda. A key feature of Russia’s environmental policy is its emphasis on placing the individual at the center of environmental considerations, coupled with strict, scientifically grounded regulation of emissions and pollutant discharges. The findings of this study can inform the development of a negotiation framework for the Russian Federation, incorporating environmental imperatives that reflect the unique characteristics of the Arctic. This framework can support Russia’s efforts in fostering international cooperation in the region.

THE IMPACT OF COLLECTIVE BARGAINING ON ACADEMIC STAFF WELFARE IN FEDERAL UNIVERSITIES IN SOUTH WEST, NIGERIA

Objective: This study aims to investigate the impact of collective bargaining on the welfare of academic staff in federal universities located in South West Nigeria, focusing on six selected institutions. Theoretical Framework: The research is framed within the context of labour relations theory, exploring how collective bargaining as a mechanism influences various welfare dimensions of academic staff. Method: A quantitative research approach was adopted, utilizing a descriptive research design. The study's population comprised academic staff from the six universities, with a sample size of 377 participants determined through the Taro Yamane formula. Data were collected using structured questionnaires and analysed using statistical techniques to assess the relationship between collective bargaining and staff welfare. Results and Discussion: The results indicate a significant negative impact of collective bargaining on academic staff welfare (β=-0.494, p<0.05). Contrary to its purpose, collective bargaining has not adequately addressed welfare issues, potentially worsening existing challenges faced by academic staff in the studied universities. The discussion emphasizes the need for improved bargaining strategies to promote staff well-being. Research Implications: The study's findings highlight the importance of developing more effective and collaborative collective bargaining processes. These are critical for enhancing welfare outcomes and addressing systemic challenges within federal universities. Originality/Value: This research contributes to the literature on collective bargaining by providing empirical evidence from the Nigerian higher education sector, revealing its counterproductive effects on academic staff welfare. It offers practical insights for policymakers and unions in designing more strategic negotiation frameworks.

A Comparative Analysis of International Drug Price Negotiation Frameworks: An Interview Study of Key Stakeholders.

In 2022, Congress passed the Inflation Reduction Act, which allowed Medicare, for the first time, to begin negotiating the prices for certain high-cost brand-name prescription drugs. Many other industrialized countries negotiate drug prices, and we sought to compare and contrast key features of the negotiation process across several health systems. We focused, in particular, on the criteria for selecting drugs for price negotiation, procedures for negotiation, factors that influence negotiated prices, and how prices are implemented. We included four G7 countries in our analysis (Canada, France, Germany, and the United Kingdom [England]), two Benelux countries (Belgium and the Netherlands), and one Scandinavian country (Norway) with long-established frameworks for drug price negotiation. We also analyzed the Veterans Affairs Health System in the United States. For each system, we gathered relevant legislation, government publications, and guidelines to understand negotiation frameworks, and we reached out to key drug price negotiators in each system to conduct semistructured interviews. All interviews were recorded, transcribed, and coded, and data were analyzed based on an internal assessment tool that we developed. All eight systems negotiate the prices of brand-name prescription drugs soon after approval and rely on formal clinical assessments that compare newly approved drugs with existing therapies. Systems in our study differed on characteristics such as whether the body performing clinical assessments is separate from the negotiating authority, how added health benefit is assessed, whether explicit willingness-to-pay thresholds are employed, and how specific approaches for priority disease areas are taken. High-income countries around the world adopt different approaches to conducting price negotiations on brand-name drugs but coalesce around a set of practices that will largely be absent from the current Medicare negotiation framework. US policymakers might consider adding some of these characteristics in the future to improve negotiation outcomes.

EU – UKRAINE NEGOTIATIONS: UNDERWATER STONES

The article discusses the circumstances of the decision to start negotiations between the EU and Ukraine on membership in the union, the prospects and difficulties of the new and, as it is commonly believed, the final stage of Ukraine’s accession to this interstate union. The proposed and adopted framework of negotiations does not provide a clear answer to the main question of interest to Ukraine about the timing of accession and the EU’s readiness for it. The author believes that despite the fact that accession for the first time in an official EU document is named as the ultimate goal of the relevant policy, the proposed path to it does not differ much from those offered to the candidate countries earlier. The EU statement and the negotiating framework do not adequately reflect the size and importance of the country in question, as well as the changed context in which the negotiations are to be conducted. Although the main focus of the parties is on the legal aspects of the problem, the pace and, most importantly, the outcome of the negotiations will largely depend on economic and political circumstances. In the author’s opinion, this implies a rethinking and adjustment of the EU enlargement processes in general and Ukraine’s accession in particular.

Practice Briefing: A comprehensive negotiation framework for real estate professionals (Part II)

Practice Briefing: A comprehensive negotiation framework for real estate professionals (Part II)

UN Peacekeeping Forces and Peace Negotiations in Africa

Abstract The aim of this article is to identify the factors underlying the success of peace negotiations in Africa, with particular emphasis on the role of UN peacekeepers. We analyze African Peace Processes (APP) data over the period 1989–2019 using the binary logistic model. Our results show that the deployment of UN peacekeepers is associated with the success of mediation efforts, both in intra-state and non-state conflicts. On the other hand, the presence of peacekeepers is detrimental to the success of bilateral negotiations. These results thus highlight that the ambiguity surrounding the effectiveness of UN forces in the peaceful management of conflicts depends on the presence or absence of a mediator. Consequently, political decision-makers should combine the deployment of peacekeeping forces with mediation initiatives to achieve peaceful conflict management. On the other hand, this should not be envisaged within the framework of bilateral negotiations, at the risk of producing opposite effects.

Rethinking climate agreements: self-enforcing strategies for emission reduction through sanctions

Although climate change is expected to cause significant negative impacts, climate treaties give hope for reducing greenhouse gas (GHG) emissions, potentially leading to less severe climate change. However, climate change is a public bad: If each country aims to maximize its own benefit, some countries might free ride and continue to emit GHGs. Consequently, climate treaties have seen limited success, and a central question is how future treaties can achieve GHG emission reduction and also be ‘self-enforcing’—where participating countries have no incentive to withdraw or modify their contributions. Here we examine a dynamic negotiation process involving multiple countries, each deciding whether and when to join the agreement and whether to penalize non-participants. In particular, we distinguish between (1) indirect punishment, in which countries invest less in emission reduction in response to non-compliance of other countries, and (2) direct punishment, in which countries impose sanctions, such as punitive tariffs, against countries that do not comply. We analyze the negotiation process using evolutionary game theory. We show that how the two types of punishment are implemented greatly affects the agreement’s outcome. In particular, an efficient combination of the punishments could lead to more desirable self-enforcing agreements. These findings indicate that integrating punitive measures with an effective negotiation framework could result in more desirable climate agreements.

Collective Self-Reliance: Restarting the Concept in the Sahel in the Context of a Multipolarizing World Order

This article is devoted to restarting the concept of “Collective Self-Reliance” (CSR) taking into account the emergence of a multipolar world. Particular attention is paid to the attempts of African countries to get out of the center-periphery model of dependent development through the implementation of this concept. The theoretical foundations of the CSR concept, enshrined in the Arusha Declaration of 1967, the Arusha Program for Collective Self-Reliance and Framework for Negotiations of 1979, and in a number of documents of the Organization of African Unity (OAU) and the African Union (AU), are presented. The attitude towards CSR is shown in the works of Western experts, scholars from the USSR and Russia, as well as contemporary researchers from the former republics of Yugoslavia. Interpretations of the concept are given, based on the works of Johan Galtung, Samir Amin, and German experts. The practice of applying the concept in Burkina Faso and the neighboring countries, as well as in Tanzania, is shown. A critical analysis of the results of the implementation of the concept and the possibilities of its implementation in the modern realities of global capitalism was carried out. Particular attention is paid to the levels of implementation of the concept as well as the theory and practice of delinking – a temporary decoupling of economic ties with the countries of the “collective West”. It is concluded that, in the 2020s, multi-level implementation of the CSR concept (local, country level, Alliance of Sahel States level, “World Majority” level) seems even more realistic than at the time of its development. This is facilitated by the dominance of non-Western economies in the global framework, macrohistorical processes of decoupling, as well as the key role of the “World Majority” countries in the current economic ties of the Sahel countries. A limiting factor in this is the large-scale flow of Western aid to the region.

Review of Intelligent Methods and Their Potential Use towards a Smart Grid Negotiation Framework

Review of Intelligent Methods and Their Potential Use towards a Smart Grid Negotiation Framework

Home support for vulnerable older people: from shared decision-making to negotiation: A qualitative pilot study

Shared decision-making allows older people to discuss and change their care with informal caregivers and healthcare professionals. When opinions differ, an older person's decision-making ability can be compromised by many factors. The objective of this qualitative pilot study was to study the dynamics of shared decision-making in home care support for vulnerable older people. Observations were carried out at the older people's homes during appointments with the network's healthcare professionals. Semi structured interviews were then conducted with older people, caregivers and healthcare professionals observed. When opinions differ, negotiation dynamics then develop between older people, caregivers and healthcare professionals. Using a dedicated negotiation framework, we identified four types of negotiation between the stakeholders in home care decision-making, influenced by various articulations of individual, collective and environmental factors.

On sustainable land rent

IntroductionThis paper introduces the concept of Sustainable Land Rent (SLR), providing a comprehensive, multidimensional exploration anchored in the dynamics of its origin, separability, mobility, valuation, and the imperative for equitable distribution. SLR capitalizes on the economic mobility of land’s value to enhance community welfare and promote environmental sustainability. Advocating for the systematic institutionalization of SLR, the research tackles the complex challenge of distinguishing land value from improvements.MethodsEmploying traditional Price, Cost, and Income (PCI) methods as practiced in North America, the study addresses the technical challenge of inseparability by estimating and integrating the SLR value within each of these methods. The methodology clarifies the valuation process and establishes an objective framework for resource allocation and negotiation between public and private sectors.Results and discussionFurthermore, our findings highlight SLR’s vital role in advancing public revenue generation and underscore its function as an innovative catalyst for integrating sustainability into economic valuation models and practices in real estate development and urbanization.

Who to engage in HIV vaccine trial benefit-sharing negotiations? An empirical proposition of a framework

BackgroundA morally sound framework for benefit-sharing is crucial to minimize research exploitation for research conducted in developing countries. However, in practice, it remains uncertain which stakeholders should be involved in the decision-making process regarding benefit-sharing and what the implications might be. Therefore the study aimed to empirically propose a framework for benefit-sharing negotiations in research by taking HIV vaccine trials as a case.MethodsThe study was conducted in Tanzania using a case study design and qualitative approaches. Data were collected using in-depth interviews (IDI) and focus group discussions (FGD). A total of 37 study participants were selected purposively comprising institutional review board (IRB) members, researchers, community advisory board (CAB) members, a policymaker, and HIV/AIDS advocates. Deductive and inductive thematic analysis approaches were deployed to analyze collected data with the aid of MAXQDA version 20.4.0 software.ResultsThe findings indicate a triangular relationship between the research community, researched community and intermediaries. However, the relationship ought to take into consideration the timing of negotiations, the level of understanding between parties and the phase of the clinical trial. The proposed framework operationalize partnership interactions in community-based participatory research.ConclusionIn the context of this study, the suggested framework incorporates the research community, the community being researched, and intermediary parties. The framework would guarantee well-informed and inclusive decision-making regarding benefit-sharing in HIV vaccine trials and other health-related research conducted in resource-limited settings.

Practice Briefing: A comprehensive negotiation framework for real estate professionals (Part I)

PurposeThe purpose of this briefing is to highlight the critical importance of negotiation skills in the everyday lives of real estate professionals. It delves into how negotiators must improve their negotiations skills given the negotiation-intensive nature of real estate. It also helps to handle common pitfalls and challenges in negotiations, particularly in the increasingly volatile, uncertain, complex and ambiguous (VUCA) reality of the real estate industry. The briefing offers strategic insights for preparation and negotiation aimed at improving any real estate negotiator’s average performance.Design/methodology/approachThe expert opinion piece combines a literature review on negotiation strategies with practical insights. It addresses the observed under appreciation of negotiation theory and skill, reflecting on real-world real estate negotiations. The goal is to enhance the use and recognition of negotiation theory in the real estate industry. The approach merges theoretical analysis with practical application, offering actionable recommendations to improve negotiation outcomes.FindingsThe negotiation-intensive real estate industry and the transformative impact of VUCA challenges on real estate professionals’ ability to adapt and continuously negotiate successful deals clashes with many real estate’s professional or fixed mind-set over negotiation historically being an art or a talent and mostly being stuck with win-lose strategies. Instead, negotiation is a science that can be learned and deliberately improved to counter stress-induced or fear-based responses that lead negotiators toward suboptimal negotiation strategies, such as win-lose or naive win-win. However, these dynamics are preventable. Well-equipped and well-prepared value win-win negotiators can adopt a growth mind-set, study modern negotiation advice and frameworks to thrive in the negotiation-rich real estate industry and convert even VUCA challenges into an amazing source of value.Practical implicationsReal estate professionals can become more aware of which and how current obstacles and poor choices negatively contribute to their negotiation performance. It contrasts win-lose and win-win strategic frameworks to enable real estate professionals to become more sophisticated when choosing their negotiation strategies. The briefing also helps real estate professionals expand their negotiation repertoire towards improved strategic flexibility when managing the evolving real estate profession reality and challenges.Originality/valueThe originality and value of the briefing lie in its comprehensive approach to addressing the negotiation challenges faced by real estate professionals. It offers a holistic view of real estate negotiation, advocating for a paradigm shift from traditional win-lose tactics to a collaborative, value win-win approach. The briefing integrates modern negotiation theory and emphasises ethical practices, providing practical strategies and best practices for professionals to improve their skills and adapt to industry changes. By empowering real estate professionals with knowledge and tools to navigate negotiations effectively, the briefing contributes to the overall success and professionalism of the industry.

Residents’ peer-to-peer accommodation hosting intentions: constraints, negotiation and learned helplessness

Purpose Peer-to-peer accommodation (P2PA) has witnessed remarkable growth across the globe recently. However, acceptance of P2PA among residents in developing economies is still fraught with several challenges. The paper aims to extend the constraint–negotiation framework to examine the motivations, perceived constraints, negotiation strategies and the role of learned helplessness of local residents to host tourists. Design/methodology/approach The data was collected through a self-administered questionnaire by using cluster random sampling technique. In total, 454 usable questionnaires were collected through on-site research. The structural model was tested by using survey data by applying PLS-SEM 4.0. Findings The results suggest that while perceived constraints can inhibit residents from hosting, negotiation strategies can reduce helplessness and encourage residents to host tourists. Practical implications Theoretically, this study advances P2PA literature by integrating learned helplessness in the constraint–negotiation framework and it offers insights for the P2PA providers as well as policymakers. Originality/value This is a pioneering study to examine the role of learned helplessness using constraint–negotiation framework in the context of P2PA, thus paving the way to advance P2PA-related research from the residents’ perspective.

Decentralized multi-agent path finding framework and strategies based on automated negotiation

This paper introduces a negotiation framework to solve the Multi-Agent Path Finding (MAPF) Problem for self-interested agents in a decentralized fashion. The framework aims to achieve a good trade-off between the privacy of the agents and the effectiveness of solutions. Accordingly, a token-based bilateral negotiation protocol and two negotiation strategies are presented. The experimental results over four different settings of the MAPF problem show that the proposed approach could find conflict-free path solutions albeit suboptimally, especially when the search space is large and high-density. In contrast, Explicit Estimation Conflict-Based Search (EECBS) struggles to find optimal solutions. Besides, deploying a sophisticated negotiation strategy that utilizes information about local density for generating alternative paths can yield remarkably better solution performance in this negotiation framework.

Improvement of Strategic Negotiation on Collective Labor Negotiation Process at PT. Layar Berkembang Indonesia

Collective Labor Agreement Negotiation process is a mandatory for employers and workers in Indonesia as stipulated under Labor Law No:13 Year 2003 and further regulated under Ministry of Manpower Regulation (PERMENAKER) No:28 Year 2014. Through this Collective Labor Agreement process, unions continue to fight for the intrinsic rights of worker’s welfare such as salary increase, better medical health facility, transport allowance, meal allowance, terms of employment, and safety policies, ways to balance work and family, and more. From the employers’ perfective, Collective Labor Agreement negotiation process is very crucial process as the ‘failed negotiation’ could lead to a strike and cessation of company production. The author conducted gap and data analysis by assessing the current process by referring to prevailing regulations. The author used SWOT analysis to identify the current weaknesses (internal factors) and un-structured negotiation strategy of PT. LAYAR BERKEMBANG Indonesia. External Analysis also being carried out by using PESTLE analysis to support the strategy improvement from different aspects and factors. To support the implementation of new Negotiation Framework, management of PT. LAYAR BERKEMBANG must take a series of actions and involve all leadership team in this improvement initiatives. HR Department must take lead in this process and align with other stakeholders for the implementation of this new framework so that the next Collective Labor Negotiation process is accountable and align with prevailing regulations in Indonesia.therefore author recommend this method compared to the current simple moving average method.

Digitalni samit Zapadnog Balkana - ka delotvornom upravljanju procesom digitalizacije u regionu

The digital revolution is leading to structural changes in the system of global relations and shaping a new and different environment in which diplomacy unfolds. Technological innovations have opened up new possibilities that point to one of the fundamental roles of diplomacy in the digital age: "the creation of networks, embracing a range of state and non-state actors focusing on the management of issues that demand resources over which no single participant possesses a monopoly" (Hocking 2006). The changed constellation of global relations promised to present an opportunity to initiate positive economic, political, and social changes in the world. Nevertheless, the digitalization process is characterized by unevenness because it is influenced by broader economic and socio-political factors. That explains why not all regions possess the potential for digital transformation. The global challenge of the digital divide is a reality in many parts of the world. The same applies in the Western Balkans. However, the Western Balkans are trying to reduce the digital gap through regional cooperation in digitalization. This multilateral process was initiated in 2017 through the Berlin process. This led to the establishment of a Digital Summit framework for consultations, negotiations, and deliberation on challenges and perspectives of digitalization and digital transformation. From 2018 to 2023, the Western Balkans Digital Summit was held six times in the capitals of the Western Balkan Six. Within this research, Digital Summit is thoroughly analyzed as a specific case of "multistakeholder summitry" (West 2006) reflecting the crucial role of diplomacy as an activity of the creation of networks that Hocking pointed out. The research question is whether the Western Balkans Digital Summit, as a new dimension of regional cooperation, contributed to a more effective digitization process of regional governance. The empirical research showed positive results. Although the digital gap is still a reality, not only in the Western Balkans but also in all parts of the world, it is smaller compared to the period before the start of the Digital Summit. This is shown by the abolition of roaming charges in the region and the initiation of price reductions in comparison with equivalent services in the European Union. The process of digitalization is accelerated, not only as a result of the Digital Summit process but also a combination of various circumstances. Nevertheless, the regional approach of the multistakeholder summit is a significant contribution to global digitalization governance. The Western Balkans Digital Summit contributed to more effective regional digitalization governance. Consequently, it represents an example of good practice of regional cooperation in global issues, as well as one that preserves continuity and highlights the importance of digital transformation, including each region into global flows.

An Efficient Trajectory Negotiation and Verification Method Based on Spatiotemporal Pattern Mining

In trajectory-based operations, trajectory negotiation and verification are conducive to using airspace resources fairly, reducing flight delay, and ensuring flight safety. However, most of the current methods are based on route negotiation, making it difficult to accommodate airspace user-initiated trajectory requests and dynamic flight environments. Therefore, this paper develops a framework for trajectory negotiation and verification and describes the trajectory prediction, negotiation, and verification processes based on a four-dimensional trajectory. Secondly, users predict flight trajectories based on aircraft performance and flight plans and submit them as requested flight trajectories to the air traffic management (ATM) system for negotiation in the airspace. Then, a spatiotemporal weighted pattern mining algorithm is proposed, which accurately identifies flight combinations that violate the minimum flight separation constraint from four-dimensional flight trajectories proposed by users, as well as flight combinations with close flight intervals and long flight delays in the airspace. Finally, the experimental results demonstrate that the algorithm efficiently verifies the user-proposed flight trajectory and promptly identifies flight conflicts during the trajectory negotiation and verification processes. The algorithm then analyzes the flight trajectories of aircrafts by applying various constraints based on the specific traffic environment; the flight combinations which satisfy constraints can be identified. Then, based on the results identified by the algorithm, the air traffic management system can negotiate with users to adjust the flight trajectory, so as to reduce flight delay and ensure flight safety.

A sustainable NEV manufacturer-retailer system under the Nash bargaining framework: considering the impact of the COVID-19 epidemic under the CVaR criterion

Suppose a new energy vehicle (NEV) manufacturer-retailer system where the wholesale price and the order quantity are determined through a negotiation procedure. Considering the impact of the COVID-19 epidemic, the manufacturer and the retailer are both assumed to be risk averse with Conditional Value-at-Risk (CVaR) as their performance measure. With the uniform distribution assumption, we derive the equilibrium solutions as well as the players’ profit shares in the Stackelberg game and Nash bargaining framework. We quantitatively address the impacts of the players’ confidence levels and government subsidy on the equilibrium order quantity, wholesale price and profit allocation in both negotiation frameworks. We find that, in both negotiation frameworks and considering the impact of the COVID-19 epidemic, a more risk-averse (i.e., with lower confidence level in CVaR model) manufacturer or retailer tends to occupy a higher profit share. On the other hand, a higher government subsidy aiming at offsetting the epidemic’s impact leads to a higher profit share for the manufacturer and a lower one for the retailer. A quantitive comparison of the equilibriums in the two negotiation frameworks indicates that more NEVs are ordered by the retailer and a higher system profit is generated in the Nash bargaining framework than the Stackelberg game. Thus, we analytically prove that the Nash bargaining framework is superior to the Stackelberg game for the NEV manufacturer-retailer system in terms of both quantity and profit with consideration of the epidemic impact. In addition, a series of numerical experiments is carried out to illustrate the effects of some significant parameters on the equilibrium order quantity and the system profit allocation in different negotiation frameworks. These numerical experiments also further demonstrate the superiority of the Nash bargaining framework for either NEV player—no matter how the epidemic trend and the government subsidy vary—and provide a quantitative scope for the retailer’s bargaining power to sustainably maintain the win-win cooperation between the NEV manufacturer and retailer in the superior Nash bargaining framework within the epidemic environment. From the perspective of policy, the government should increase subsidy within the epidemic environment to offset the negative effect and can degenerate subsidy when the epidemic dissipates. Furthermore, as the subsidy degenerates, both model results and numerical experiments show that the manufacturer suffers a more unfavorable effect, so the government can preferentially support the manufacturer by adjusting the subsidy to a higher level to alter players’ relative powers and profit shares.