Integrative Negotiation Research Articles

Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining.

The present research investigates how the number of issues affects the quality of outcomes in terms of joint gains and impasse rates in integrative negotiations. In the literature, two opposing positions exist reflecting a complexity dilemma regarding the number of negotiation issues: One position suggests that complex negotiations involving higher numbers of issues offer more trade-off opportunities, thereby providing negotiators with greater structural flexibility in reaching mutually beneficial agreements, which improves outcome quality. The opposite position emphasizes that the greater information load inherent in negotiating more issues impedes outcome quality. We propose a third, intermediate position: Negotiating more issues may only improve outcome quality up to a threshold, above which adding further issues results in deteriorated outcomes. We tested these propositions using a quasi-meta-analytic technique by examining the associations between the number of issues, joint gains, and impasse rates across multiple empirical studies on integrative negotiations using various negotiation tasks with different numbers of issues (N = 38,063/21,271 negotiations for joint gains/impasse rates). Moreover, we investigated whether factors related to how negotiators subjectively deal with the increased complexity associated with higher numbers of issues moderate the number-of-issues effect on joint gains. Multilevel analyses revealed no significant number-of-issues effect on joint gains up to a threshold of 3 issues but a negative effect for negotiations involving more than 3 issues. By contrast, we did not find a number-of-issues effect on impasse rates. Moreover, we did not obtain evidence for moderation effects. Findings are discussed with respect to their theoretical and practical implications. (PsycInfo Database Record (c) 2024 APA, all rights reserved).

The influence of negotiation approaches on supplier relationship management in Zimbabwe’s fast-food industry

Abstract Supplier Relationship Management (SRM) has become a cornerstone of business success since the transformation of the procurement function to supply chain management. Extant literature has documented various predictors of vibrant supplier relationships. However, missing in the extant literature is the potential of negotiation approaches to cultivation of healthy supplier relationships. This study therefore sought to determine the influence of negotiation approaches on SRM. A sample of 150 dyadic transactions in the fast-food restaurant industry was surveyed. The broad dichotomous categorisation of negotiation methods into distributive and integrative approaches was used. SRM was operationalised using dimensions such as commitment, trust, communication, adaptation, and satisfaction. After conducting a Multivariate Analysis of Variance (MANOVA) the results revealed that the distributive strategy was weakly linked to supplier relationship, while a strong supplier relationship was observed in the use of integrative negotiation strategy. It was therefore recommended that procurement practitioners must employ integrative negotiation strategies and tactics in order to create sustainable supplier relationship management.

Active Listening in Integrative Negotiation

Active listening is a promising communication technique to positively affect interactions and communication outcomes. However, theoretical propositions regarding its direct effects on interactions have rarely been empirically investigated. In the present research, we studied the role of naturally occurring active listening in the context of videotaped and coded integrative negotiations. Lag sequential analyses of 48 negotiations with 17,120 thought units show that active listening follows offers that comprise two or more issues (i.e., multi-issue offers) above chance level. These multi-issue offer—active listening patterns in turn promoted integrative statements (e.g., further multi-issue offers) and inhibited distributive statements (e.g., single-issue offers). Moreover, multi-issue offer—active listening patterns (and neither multi-issue offers nor active listening alone) also positively related to the achieved joint economic outcomes in the negotiation. Contrary to common expectations, we did not find evidence that active listening promotes the understanding of the other party or rapport between negotiators.

MANAGING CONFLICT TO INCREASE ORGANIZATIONAL EFFECTIVENESS

Conflict is an unavoidable element of human interactions. Within the framework of business organizations, the ability to effectively resolve conflicts remains pivotal to preserving a pleasant and productive work environment. The present work looks at the definitions of conflict that enlist its key factors and shows how conflict is inherent in human interaction in their workplaces. This paper highlights the common types of conflict usually exhibited in organizations and examines the sources and causes of conflict. This study considers in detail six theories on managing conflict, including Thomas-Kilmanns Conflict Mode Instrument (TKI), Integrative Negotiation Theory, Interest-Based Theory (Fisher & Urys Principled Negotiation), Mediation and Third-Party Interventions, Conflict Transformation Theory, and Cultural Intelligence and Cross-Cultural Conflict Resolution Theory. Towards the end, some steps and strategies have been shared to resolve conflicts and increase organizational effectiveness, as suggested by various researchers. KEYWORDS: conflict, theories of conflict management, organizational effectiveness, strategies for managing conflicts.

Giving Spoilers the Space : How Transparency Efforts Doomed the Trans-Atlantic Trade and Investment Partnership (ttip)

Abstract The Trans-Atlantic Trade and Investment Partnership (ttip) underwent three years of negotiations by the EU and US, both experienced and capable negotiators, yet the negotiations failed, raising questions. This article delves into the factors that caused ttip’s demise by examining the negotiation structure, the impact of secrecy versus transparency, and the disruptive influence of spoilers. The change in negotiation structure caused a cascading effect, enabling disruptive actors to flourish, and causing the negotiators to switch from an integrative negotiation strategy into a distributive strategy. To enhance the chances of success and avoid similar pitfalls, this article presents recommendations: (1) maintaining a consistent negotiation structure, (2) coordinating any structural changes with the negotiation partner, (3) expanding the agreement’s scope to garner more internal political support, and (4) establishing political backing before commencing negotiations. By addressing these issues, future negotiations can mitigate risks and improve their chances of achieving desired outcomes.

Democratic education and the epistemic quality of democratic deliberation

This article examines the challenges that an epistemic account of deliberative democracy, according to which democratic deliberation has ‘truth-tracking’ capacities, encounters in contemporary polarized societies, and then discusses how these challenges could be addressed through democratic education. The focus of the article is especially on two phenomena indicated by recent empirical research: the increasing public distrust in experts and motivated reasoning that affects citizens’ belief-formation. The article suggests that some of the idealizing core assumptions of epistemic democracy make it difficult to recognize and address these phenomena as serious challenges to the epistemic quality of public deliberation. With these challenges in view, the article then addresses the question how the deliberative model of education should be revised or complemented for it to prepare students for epistemically good-quality public deliberation. The article proposes two pedagogical approaches: (1) fostering students’ epistemic trust through a ‘realistic’ account of science education, and by familiarizing students with adequate criteria for recognizing trustworthy experts, and (2) teaching integrative negotiation, which focuses on examining and explicating students’ interests and needs in situations in which motivated reasoning prevents them from meaningfully engaging with educationally and epistemically productive practices.

Conflicting and complementary policy goals as sectoral integration challenge: an analysis of sectoral interplay in flood risk management

The paradigmatic shift from traditional flood defense toward integrated flood risk management has widened the sectors and policies affected and has spurred a growing interest of scholars to understand cross-sectoral flood policy integration. In this paper we argue that the cross-sectoral goal relationship—ranging from complementary to conflictual policy goals—is a useful conceptual framework to understand (1) the policy integration challenge at hands and (2) in particular the unfolding policy integration from a processual perspective. For our empirical analysis we identify three policy subsystems that are highly important for sectoral interplay in flood risk management: agriculture, hydropower generation, and spatial planning. Using Austria as a case study we illustrate the goal relationships and sectoral policy integration challenges in each of these fields of interaction. Based on 45 expert interviews in the selected policy sectors we provide useful insights into the current processes of flood policy integration. The empirical findings from our case studies show that sectoral goal relationships and the nature of the policy integration challenge drive flood policy integration. More pronounced land use conflicts are more strongly reflected in different actor interests, policy frames, policy goals, and the choice of policy instruments. Sectoral goal relationships are an important factor to explain the unfolding policy integration process. Complementary policy goals result in rather informal, harmonious integrative negotiations on strengthening synergies by using soft policy instruments. On the contrary, conflictual policy goals lead to more formal negotiations among the affected sectors relying on hard, regulative instruments.

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.

Multicriteria negotiation model for selecting sustainable suppliers’ problem in the agribusiness

Paper aims The objective of this research is to propose a multicriteria negotiation model for selecting a sustainable packaging supplier in the food industry. The model aims to minimize the environmental, social and economic impacts of the production process of plastic while ensuring the operational criteria of packaging. Originality Despite the high number of scientific research using multicriteria decision-making suggested to select a supplier, the proposed negotiation model is innovative as it includes green manufacturing as a criterion for negotiation, alongside price and delivery time, to promote sustainable supply chain management. Research method The research method involves three stages: pre-negotiation, negotiation (based on FITradeoff), and post-agreement. The proposed model is illustrated using a case study of a Colombian slaughterhouse that needs to select a sustainable packaging supplier for the next two years. Main findings The main findings indicate that the proposed model that uses the FITradeoff for negotiation solves the problem of selecting sustainable packaging suppliers while promoting sustainable supply chain management in the agribusiness sector. Implications for theory and practice The model has implications for both theory and practice. It encourages interdependent companies to collaborate and enhances efficiency in greener terms for supply chains, buyer and seller firms. The proposition of an original integrative negotiation protocol for selecting sustainable suppliers in agribusiness can provide enterprises with a set of negotiation parameters to achieve successful sustainable supply chain management.

ANALYSIS THE ROLE OF NEGOTIATION AS COMMUNICATION SKILLS IN CONFLICT MANAGEMENT

Negotiation is not a new term. This negotiation is one form of communication. This negotiation becomes one of the means for both parties or more who experience disputes in an effort to achieve their respective goals. Moreover, in everyday life, there are conflicts and differences in interests that are very common. This study aims to analyze the role of negotiation as a communication skill in conflict management. This study refers to the literature review as a source of information that will then be reviewed, studied, understood, and interpreted on the data and information obtained from the reference sources used. The results of this study indicate that negotiation, especially integrative negotiation, has an essential role as a peaceful conflict resolution in conflict management, both parties can communicate directly and seek mutual agreement. Good communication skills really help the negotiation process achieve maximum results even from negotiations will be able to create good business opportunities. The important role of this negotiation is not only used in resolving business conflicts but in other aspects so that problems can be resolved wisely and fairly without harming either party.

Status of Peace Club Activities in Public Secondary Schools within Kisumu County, Kenya

The occurrence of student unrest has been on the rise in Kenya and beyond. This has prompted the introduction of Peace Clubs in Kenyan schools. However, despite these efforts, many schools still experience student unrest. This study, therefore, sought to examine the status of Peace Club activities in schools. The study used a theoretical framework informed by contingency theory and integrative negotiations, and peer mediation theory. The study applied a descriptive survey research design with a sample size of 584 respondents. The researcher used focus group discussions, interviews, and questionnaires to collect primary data, while reviewed publications and reports from the County Director of Education office were used to obtain secondary data. The study applied to content and face validity checks to ascertain the relevance of the research data collection instruments, while reliability was ascertained using the split-half method. The data were then cleaned and coded using descriptive statistics, and the results were presented using frequency distribution tables, percentages, pie charts, and bar graphs. The study found that Peace Club activities didn't exist in most of the schools; most students didn't know about Peace Club activities. In schools where they existed, most of them were not active. It was concluded that the nonexistence and/or inactivity of Peace Clubs activities contributed to the student unrest experienced in schools. The study recommended a modification of the existing policy on the creation of Peace Clubs in schools and the conduction of regular supervision to ensure full implementation of Peace Clubs in schools.

Impact of Negotiation Strategies on the Effectiveness of Communication: A Mediating Approach from Digital Public Relation

Recently, negotiation, as an integrated management and communication discipline, has obtained a huge influence on communication effectiveness that ultimately prompt the public relations in government organizations. The current study prime goal is to fill in the research gap by examining the impact of negotiating strategies on the effectiveness of communication among e-Government users in Oman. In addition to that another prime goal of this study is to investigate the mediating role of digital public relations between negotiating strategies and effectiveness of communication. This proposed theoretical framework is based on the negotiation theory. This study was based as quantitative. The GPOWER analysis was conducted to determine the sample size, which was 153 and however, to avoid any complication related to data analysis arising from a small sample size, this study intended to collect data from 250 representatives of government services in Oman. After collecting the data, preliminary several tests were conducted such as reliability and validity perspectives before conducting PLS-SEM approach using SPSS AMOS. This study has found negotiation strategies (structural negotiation strategies, behavioural negotiation strategies, concession exchange negotiation strategies and integrative negotiation strategies) have a direct and significant positive effect on digital public relations and communication effectiveness among the government services in Oman. This study also confirmed a direct, positive and significant effect of digital public relations on the effectiveness of communication among the government services in Oman. However, digital public relation is found to not significantly mediate the relationship between a dimension of negotiation strategies (strategic negotiation strategies) and communication effectiveness of the Omani government services. The results of this study could be used to promote the development of significant policies by the national and state governments in Oman and other comparable nations about the use of successful negotiation strategies that generate positive and effective communication. The prime contribution of this study is to add literature to the existing domain by further developing the theory of social presence and negotiation theory. By creating a theoretical framework linking negotiation strategies, digital public relations, and communication effectiveness within the premises of the theory of social presence and negotiation theory, supported and validated by data, and supported by robust statistical analyses, the study has achieved its objectives that will accelerate the Omani governmental communication policy.

Integrative Negotiation Framework Case Study: “RUMAH DINAS TNI-AD-SBSN 2021 Project in CIRACAS”

WIKA WG KSO is a joint company between PT. WIKA and PT. WEGE, which is engaged in the construction sector, is a temporary limited liability company that was deliberately built to complete the TNI-AD RUMDIS project which is located in 36 areas in Indonesia. One of the project areas is in Ciracas, East Jakarta, which was chosen by the author as the research subject. The location of the research project is in a residential area, so the construction process is carried out in the same place as the community’s activity and mobility area, which in turn raises several issues and criticisms. The purpose of this research is to analyze the problem solving conducted by PT. WIKA WG KSO, the process taken, until the results obtained from solving problems that have been carried out, as well as to identify alternative methods that can be carried out by PT. WIKA WG KSO to get the best results. The author proposes the interactive negotiation method as a recommendation to achieve a win-win solution that is fair for both parties. Based on the research that has been done, the authors conclude that there are several methods of integrative negotiation that can be carried out by PT. WIKA WG KSO to achieve a fair and profitable end result for PT. WIKA WG KSO and local residents affected by the TNI-AD RUMDIS development project.

Integrative Negotiation Framework Case Study: "RUMAH DINAS TNI-AD-SBSN 2021 Project in CIRACAS"

Integrative Negotiation Framework Case Study: "RUMAH DINAS TNI-AD-SBSN 2021 Project in CIRACAS"

UPAYA PENYELESAIAN POLEMIK RANCANGAN UNDANG-UNDANG KESETARAAN DAN KEADILAN GENDER (RUU KKG) DI INDONESIA

The issue of gender equality is an important study in international relations. In Indonesia itself, the issue of gender equality is still rife. Rancangan Undang-Undang Kesetaraan dan Keadilan Gender (RUU KKG) is an initial draft of the government's efforts to enforce gender equality and justice in Indonesia, and this draft law still requires input from the public. RUU KKG has received various responses from the public, ranging from supportive responses to responses against the bill. RUU KKG has urgency considering that in Indonesia there are still frequent acts of gender discrimination, especially against women. This study aims to provide information about the polemics that occur in the Draft Law on Gender Equality and Justice in Indonesia. This study uses a qualitative method in the form of descriptive analysis techniques. The analysis of this research uses a conceptual approach. The result of this research is that information was found regarding the presence of the RUU KKG in Indonesia which later reaped many pros and cons and became a polemic. The polemic of RUU KKG was then based on those who said they were pro on the grounds of the positive influence brought by the RUU KKG and those who were against it, especially the Muslim group, on the grounds that there were articles in RUU KKG that contradicted religion. This polemic of the RUU KKG certainly requires an integrative negotiation effort to find a resolution that can be agreed upon by various parties.

Are Negotiation Strategies Worthwhile for Digital Public Relations and Effectiveness of Communication? A Conceptual Paradigm

Negotiation strategies are the backbone of effective communication, also prompted by digital public relations. This study aims to develop a conceptual framework based on the relationship between negotiation strategies, digital public relations, and communication effectiveness. Past empirical works and industrial insights catalyzed the proposed paradigm in the post-Covid-19 era, where digital public relations mediated the negotiation strategies-communication effectiveness relationship. This paradigm complemented the negotiation theory, which described the correlation between negotiation strategies, digital public relations, and communication effectiveness. Rigorous scientific methodologies were incorporated from the social science domain for model development. Based on the study finding, a paradigm on communication effectiveness was associated with negotiation strategies. Academic and industry stakeholders would benefit from this model by thoroughly analyzing the implications of negotiation strategy types (structural negotiation strategies, strategic negotiation strategies, behavioral negotiation strategies, concession exchange negotiation strategies, and integrative negotiation strategies) in emerging technologies. In terms of study novelty, the recommended paradigm corroborated with the digital public relations mediation relationship while simultaneously considering the post-pandemic environment.

Integrative Negotiation Strategy to Fulfill Consumer Rights at PT. Ebad Alrahman Tourism Juanda Sidoarjo

This research aims as a means of information related to integrative negotiation strategies in the fulfillment of consumer rights during the cancellation of hajj departures in two thousand and twenty-one years. Researchers use this type of qualitative research. In the process of qualitative data collection, researchers use phenomenological methods and inductive data analysis. Researchers used four research sources, namely: customer service, hajj handling, hajj administration, and hajj sales marketting. The results proved that integrative negotiation strategies have a significant influence on the fulfillment of consumer rights at the time of cancellation of hajj departures in two thousand and twenty-one years. Pilgrims can find a resolution to the conflict with PT. Ebad Alrahman Wisata Juanda Sidoarjo through three concepts of integrative negotiation strategies. Two negotiators take three approaches to integrative negotiation strategies: steps, methods, and success factors. The account sheet is the result of an integrative agreement between hajj pilgrims and PT. Ebad Alrahman Wisata Juanda Sidoarjo. PT. Ebad Alrahman Wisata Juanda Sidoarjo emphasized communication as a success factor in integrative negotiation strategies. PT. Ebad Alrahman Wisata Juanda Sidoarjo uses four online digital applications, such as: whatsapp, instagram, facebook, and the official website of www.ebadwisata.com.

INDONESIA EFFORTS IN ACHIEVE RESOLUTION ON FEMALE PEACEKEEPERS IN THE UNITED NATIONS YEAR 2020

The United Nations (UN) has scheduled the involvement of women in world defense defense missions. However, the fact is that the number of women's participation in world peacekeeping forces is still minimal and continues to decline every year. Departing from this problem, Indonesia initiated the adoption of the Female Peacekeepers Resolution in 2020. This study looks at how Indonesia's efforts to resolve the female peacekeepers resolution through integrative negotiation theory with dimensions of expand pie and dual concern. This study uses qualitative research methods with data collection methods library analysis. The result of this research is an integrative negotiation effort through expansion stages including how Indonesia became a non-permanent member of the UN Security Council, an agenda that focuses on increasing the role of women through the submission of peacekeeping resolutions. Then in the dual concern stage, Indonesia submitted a draft resolution, garnered support from other countries to participate in submitting the resolution, informal negotiations and the voting process. So that the draft was approved by all member states of the security council which was later adopted into a new one with number 2538 of 2020.

Bringing the Social Back into Sustainability: Why Integrative Negotiation Matters

Although economic and environmental paradigms of sustainability in organizations are highly researched, more work is needed to understand the mechanisms concerning the impact of social factors. Given the importance of social sustainability in current organizational contexts, we explore how gender dimensions (diversity, equality) and social capital dimensions (embeddedness, cohesion) can lead to the betterment of socially driven, sustainable outcomes. Our conceptual framework and propositions are centered on how negotiation—particularly in its integrative form—is likely to promote social sustainability. Our study contributes to the ongoing research on the latest socially driven trends of sustainability in organizations.

Peace linguistics and traditional ways of conflict resolution in Terver Udu’s Ikyav Saan Aga Saan and Sam Patrick Terngu’s Adezungwen

Conflicts occur between people, institutions, tribes and nations and cold be resolved when language and dialogue are effectively used. Peace linguistics and traditional ways of conflict resolutions in Terver T. Udu’s Ikyav Saan Aga Saan and Sam Patrick Terngu’s Adezungwen examines the causes of conflicts, explores the language of hate speech and states traditional ways of resolving conflicts in the select texts. This study adopts Coleman’s (2006) Human Relations Paradigm (HRP) for conflict resolution. The model emphasises the prominent roles that human social interactions play in resolving conflicts. The model uses mediation, integrative negotiation and constructive controversy as parameters for conflict resolution. Methodologically, this study used purposive sampling technique. The choice of the two select texts was deliberate hence the texts are laced with conflicts and how they were amicably resolved using traditional methods. The study used primary and documentary sources. The primary sources are Udu’s Ikyav Saan Aga Saan and Terngu’s Adezungwen while the documentary sources are journal articles, theses, glossary and textbooks. As data analysis, the select texts were read, data relating to causes, language of hate speech and resolution of conflicts were grouped and translated into English and then analysed. It was revealed that domestic conflicts could be resolved using human relation mechanism and nonviolent communication. This study has presented Tiv culture where the voices of the elders are respected and their decisions were unanimously accepted. Finally, peace repairs broken relationships and enhances progress. Traditional rulers should apply the solutions proffered by Terver Udu and Sam Paddy Terngu in their fictional texts to resolve conflicts in their domains.