Negotiation Styles Research Articles

Assessment of negotiation styles in higher education through a game-based assessment tool

Assessment of negotiation styles in higher education through a game-based assessment tool

Inequity in International Climate Change Negotiations

The adoption of international climate agreements requires thorough negotiation between parties. This study aims to analyse the inequities between developed and developing countries in climate negotiations. This was done through a scrutiny of the main stages of these negotiations from the Rio Conference to the advent of the Paris Agreement. Our analysis has shown pervasive inequities along the climate negotiations over time. The UNFCCC made a qualitative separation between developed and developing countries in the principle of common but differentiated responsibility. Furthermore, the Kyoto Protocol emphasized this with the commitment of developed countries to reducing their greenhouse gas emissions by at least 5%. The Kyoto Protocol by introducing flexibility mechanisms such as the Clean Development Mechanism (CDM) contributed to increase inequalities. The Paris Agreement has increased inequity by requesting each country to submit nationally determined contributions (NDCs) even though the global emission of developing countries remains very low. The negotiation style of developing countries is mostly limited to compromise and accommodation to the desires of the powerful states, as is the case in most international cooperation. The reality of the climate change negotiations mirrors the inequalities between developed and developing nations.

Research on the differences and Countermeasures of Sino U.S. economic and trade negotiations

In the modern business environment of the highly globalized economy, the frequency of Chinese and American businessmen meeting in bargaining of various scales has greatly increased. There are huge differences between China and the United States in business negotiations alone. These differences are partly due to cultural factors left over by history and partly based on their respective development history. We can not simply divide differences into good or bad, but can only be called whether they fit with another negotiation style. Our main focus is to find the most consistent point between the two countries in business negotiations and expand it. However, it is extremely difficult for an individual or a country to change its inherent habits. Therefore, as an objective analyst, the outsiders cannot criticize excessively, finding the most effective way to conclude the negotiation peacefully. The win-win situation for the two influential powers means that the two countries can jointly create more opportunities in the political and economic fields in the future. Consistently, no matter what means are used, they must be carried out on the premise of equality.

Research on Effects of Covid-19 in Chinese Business Negotiation

As the COVID-19 pandemic hit the whole world unexpectedly, the connection between people was cut, and people had to adopt a new method to interact. This paper focuses on techniques used to conquer obstacles due to the pandemic and how Chinese businessmen preserved their culture at the same time. Combining the traditional way of negotiation with the new methods is also a topic worth negotiating. The whole world can see how Chinese businessmen rapidly adapt to the new environment. Since this is an unprecedented crisis and topic to discuss, the theme of this paper is not found in much research. Hopefully, the findings in the paper will guide negotiators throughout the world. A pause button has been pushed on the global economy; China was also estimated to suffer a plunge in the economy. However, this paper offers an alternative guess that China is overgrowing after COVID-19 is mainly under control. There is little research done on this abstract topic of negotiation after the pandemic. Thus, this paper primarily cites articles from before the pandemic as an introduction to the Chinese negotiation style and uses qualitative first-hand from the survey. Representatives in the survey have abundant experience in negotiation and conducting business in China. The survey results suggest positive expectations from businessmen in China, and the younger the group surveyed, the more likely they are to adapt to the new ways to negotiate. The findings in this paper can be a lighthouse for future study in acceptance and application of the use of novel methods developed during the pandemic.

Does Gender Play a Moderating Role in the Relationship between Ethics and Sustainable Negotiation Style?

Purpose: This study explores three dimensions of how gender and ethics may affect negotiation styles and measures the relationship between gender and ethics. Design/methodology/approach: This study applied Structural Equations Modelling that focused on the GreTai Security Market to test the effects and differences of gender on negotiation styles. Findings: The results revealed that gender and ethics significantly affect negotiation styles, and gender significantly affects ethical behaviors. Originality/value: Current transactions are more complex than they were ever before. Information is asymmetric, and expectations differ between the sides. Therefore, an effective negotiation becomes quite crucial to reaching a win-win result. Different countries have different cultural environments; hence numerous different negotiations styles which merit further studies. However, most prior studies in the field are focused on a single factor used to measure another variable that may not consistently capture how gender and ethics affect negotiation styles and the relationships between gender and ethics Implications: This study helps multicultural negotiators and companies find the most competent design for improving the efficiency of negotiations in business and other endeavors. Educators and curriculum designers should consider cultural issues as an integral part of their curriculum in their future designs.

Reframing Best alternatives to negotiated agreements in Representative Negotiations in Sports

The paper starts with differentiating between the positional and interest-based negotiation styles for reaching the Best Alternative to a Negotiated Agreement (BATNA). It outlines the main problems of positional bargaining and the role of agents in representative negotiations in sports. The paper aims at specifying negotiation styles and tactics/games that could produce optimal win-win solutions in sports. It focuses on the need of tactical flexibility, timing, collaboration, issue-linkage and leverage creation that could possibly reframe BATNAs for reaching mutual gain agreements and optimal win-win solutions. The paper aims is to propose solutions for reaching agreements in representative negotiations in sports. The methodology’s starting point is BATNA. The analytical framework includes both choosing the appropriate negotiation style (positional or interest-based) and tactics (negotiation games) to end up with a given strategy. Principled negotiation and mutual gain approach are suggested as solutions. The results of the analysis could be summarized in four categories. The first is the importance of considering the specifics of sports negotiations, especially the advantages and disadvantages of using agents as representatives. Here short versus long-term interests have to be weighed. The second is the advancement of issue linkages, creative alternatives for win-win solutions, leverage and appropriate bargaining style. The third is the focus on the process of reframing BATNAS as a process of evaluating alternatives, seeking leverage but maintaining credibility and flexibility. The fourth is the application of the mutual gain approach to expand the frontier of possibilities. Here the most important is the brainstorming session and the concept of the next best solution.

Family-Friendly Policy and Work-Family Conflict Mitigation: The Role of Work-Family Boundary Negotiation

Family-friendly policy is impossible to fit all working individuals. The circumstance has been revealed in work-family literature which relationship between the policy use and the work-family conflict mitigation has been found inconsistent. Little focus is given in the past studies to ensure the human resource policy is truly useful in meeting individuals’ needs. Work, family or both work and family life could be important to individuals. The distinctive life centrality requires individuals to negotiate with the significant others who have influence on their work and family life arrangements to access and use the preferred and needed family-friendly policy. Boundary management practices seem to be useful for working individuals to reduce work-family conflict. This conceptual paper aims to propose work-family boundary negotiation to buffer the relationship of family-friendly policy use and work-family conflict. Boundary theory is the underlying theory embedded to explain the phenomena. Boundary negotiation style that could be employed for accessing the policy and managing work-family boundary effectively is identified. Future directions and implications for research on negotiation in dealing with work-family issue are discussed.

The Moderating Role of Gender in the Relationship between Ethics and Negotiation Style

The Moderating Role of Gender in the Relationship between Ethics and Negotiation Style

Historical forms of the journalistic communication style in Slovakia

The work is based on the presumption that the journalistic (publicistic or newly mass communication) style is an integral part of the communication universe of people in the 21st century, and its importance has increased in direct proportion with the rise of the influence of media. In the specific conditions of Slovakia, the evolution of journalism was closely related to the issue of language emancipation of the Slovaks and the strengthening of their national awareness. In later phases, it was considered partially a hybrid style of public communication that was created by a mixing of the official (also referred to as the administrative style and the negotiation style in the past) and the scientific style as well as the belles-lettres style with the aim to not only inform, but also educate, influence or persuade dispersive, heterogeneous addressees in regard to the most current events having a broader social meaning. In the current era that is influenced by the massive use of information and communications technologies, the stylistic characteristics of texts in media significantly changes prevalently towards colloquialisation which is closely related to the deprofessionalisation of the journalistic profession and the creation of citizen journalism.

О социально-психологическом аспекте медиации

The definition of mediation as a process or procedure prevails in the scientific literature. Consideration of the socio-psychological aspect of meditation is rarely found in the works of foreign and domestic researchers. A hypothesis was put forward about the existence of socio-psychological features of the mediator's professional activity, which are manifested in the socio-psychological features and social orientations of mediators and their clients. 198 people were surveyed, including 98 mediators and 100 mediation clients. We measured: personality profiles of social orientations; use of mediation approaches; negotiation style in mediation; level of subjective success of the mediator's professional activity. Data processing: frequency analysis, correlation analysis using the t-test for independent samples, Pearson's Chi-square, and Spearman's r-square. Results: among mediators, people who tend to dominate are more common, while clients who use the services of mediators have a tendency to lead behavior. There are differences in the mutual assessment of personality profiles and social orientations of mediators and their clients. Each mediation approach and negotiation style is characterized by its own set of relationships with the characteristics of the personality profile of the mediator's social orientations, features and self-assessment of his work.

Powering hydrodiplomacy: How a broader power palette can deepen our understanding of water conflict dynamics

The present contribution argues for taking power in hydrodiplomacy seriously and claims that the hydrodiplomacy literature is too focused on the ‘puzzling’ of diplomacy at the expense of the ‘powering’. Legitimate rule needs a combination of hard (coercion) and soft power (consent). We posit that different styles can be distinguished in negotiation by focusing on the use of power resources. With this understanding, negotiations can be analysed with greater clarity. To transpose the ‘powering’ and ‘puzzling’ from the policy sciences to diplomacy, we will draw on the main schools of International Relations theory: Realism, Institutionalism, Constructivism, and Critical theory. Each of them brings insights relevant to different uses of power and in order to understand the negotiations in practice we need all four perspectives. We combine this approach with insights from a particular power typology, and various aspects of time, including uncertainty and path dependency. To exemplify our approach, we draw on a transboundary example involving state and non-state actors (dispute over the use of the Scheldt between The Netherlands and Belgium) and a local example of hydro-political interactions (irrigation system in Yemen). While the Scheldt case appears a good example of a move to common institution building over time, a closer look reveals the influence of “back tables”, popular movements and decision-making supported by crises, past traumas and future uncertainties, highlighting the time factor. The Yemeni case illustrates likewise that institutions and better arguments do not necessarily win out while different sources of power are mobilised. We conclude that a focus on institutions, as in the dominant literature, does not tell the whole story in hydrodiplomacy. Our approach enables us in a structured manner to identify additional insights about preferred styles of negotiation.

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

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

Challenging the Euro: The politics of anti-Euro parties in Italy during the first Conte government

ABSTRACT The first Conte government, which led Italy from 2018 until early September 2019, was the first government in the EU to express a negative attitude to the Euro. Both parties that formed the government (the Lega and the Movimento 5 Stelle) opposed the Eurozone and the common currency and repeatedly proposed to take Italy out of the Euro or at least to consult Italian citizens about this possibility. Although anti-Euro proposals disappeared from the Government’s programme, EU institutions and the financial markets perceived a concrete risk of Italexit. The fear of Italexit and the confrontational approach to the EU institutions adopted by the new government generated financial tension and a rise in the spread on Italian government bonds, thereby contributing to internal conflict within the Italian government and its final collapse. This article analyses the rise of anti-Euro sentiments in Italy, their role in shaping the European policy of the first Conte government, and the reasons for the changing attitudes of the Movimento 5 Stelle to the Euro and Italexit during its period in office. This article also demonstrates the relevance of external constraints and the prudent but firm negotiation style adopted by the EU Commission to frustrate the ambitions of radical anti-Euro campaigners. Finally, the article considers the implications the Italian experience will have in the event that other anti-Euro governments take office in Italy or in other Eurozone member states, in particular in those countries where support for anti-Euro parties is growing quickly.

Contract Negotiation Skills: A Workshop for Women in Medicine.

IntroductionContract negotiation is a high-stakes interaction, yet most physicians are never taught negotiation skills. Studies suggest that women, as compared with men, display a lower propensity to initiate negotiations and negotiate less competitively, highlighting a need for training to help level the playing field for female physicians.MethodsWe devised a learner-centered workshop for female physicians that included a mini-didactic on negotiation principles, a question-and-answer time with a lawyer, an interactive role-play on contract negotiation style, and guided reflection. The workshop was intended for women in medicine from the level of medical student to full professor. The workshop was evaluated by pre- and postworkshop surveys with quantitative questions assessing perceived comfort with and knowledge of negotiation skills and strategies, as well as qualitative questions assessing lessons learned and areas for improvement.ResultsAfter the workshop, participants (n = 34) reported significantly improved comfort with contract negotiation (p < .01) and with negotiation skills and strategies (p < .01). Through qualitative evaluation, we discovered that participants gained an appreciation for the self-advocacy in negotiation, as well as a better understanding of negotiation logistics. We also received positive feedback from participant comments, with most learners reporting that the topic was useful and worthwhile.DiscussionWe believe that this workshop fills a gap in the literature regarding contract negotiation training for physicians while also helping to level the playing field with regard to female physicians and the gender pay gap.

Variables Associated With Negotiation Effectiveness: The Role of Mindfulness.

Negotiation is the main mean of conflict resolution. Despite its capital importance, little is known about influencing variables or effective interventions. Mindfulness has shown to improve subjects’ performance in different settings but until now, no study has shown its impact in negotiation. The aim of this study is to analyze which variables are associated with effectiveness and to determine if meditators are more effective in negotiation. A cross-sectional descriptive study was carried out. The study variables were: socio-demographic variables, negotiation effectiveness (Negotiation Effectiveness Questionnaire), mindfulness (Five Facets of Mindfulness Questionnaire), emotional intelligence (Trait Meta-Mood Scale Questionnaire), personality (NEO-FFI personality inventory), motivation (McClelland Questionnaire), and negotiation style (Rahim Organizational Conflict Inventory-II). A correlational study and a multivariate model were developed. Negotiation effectiveness was associated with age, mindfulness, emotional intelligence, extraversion, openness, conscientiousness, achievement motivation, integrating, dominating, and compromising negotiation styles and inversely correlated toward neuroticism. The effectiveness of the negotiation is explained by the variables clarity, age, conscientiousness, dominating, and compromising style. Meditators were found to be more effective than non-meditators.

VALIDATING THE MEDIATING EFFECT OF NEGOTIATION STYLE BETWEEN PROBLEM-SOLVING STRATEGIES AND COMMUNICATION STYLE ON MARITAL SATISFACTION AMONG NIGERIAN

This study validating the mediating effect of negotiation style between problem solving strategies and Communication style on Marital Satisfaction among Nigerian. To achieve the purpose a cross-sectional survey design was adopted with a sample of 385 married couples in Kwara state Nigeria. The instruments used tagged ‘Problem-Solving Strategies, Communication and Negotiation styles on Marital Satisfaction Scales’ contained 80 items spread among the 16 sub-constructs, 4 Likert’s type was adopted throughout the scale. The data collected were entered into Microsoft Excel 2016 and SPSS 20 for data cleaning and were filtered to the SmartPLS 3. The data was check for normality using two indicators of Skewness and Kurtosis. The data analysis was conducted using Partial least square structural equation modeling approaches with SmartPLS 3 software. The measurement construct was evaluated by items loading, composite reliability (CR) and average variance extracted (AVE). The results revealed that the measurement construct assessed in this study showed acceptability with validity and reliability test results presented in the preceding sections. The indicator reliability, convergent validity examined through the factor loadings. Thus with the effect of all the measurement requirements, it can be concluded that the mediating effect of negotiation style between Problem-Solving Strategies and Communication style on Marital Satisfaction can be used to the resolved marital problem among the couples as an alternative option for marital counselor ministry of social welfare and the religious leaders.

Along the Academe‐Policy Frontier: A Tribute to Aileen S.P. Baviera

Along the Academe‐Policy Frontier: A Tribute to Aileen S.P. Baviera

Direct Effect of Problem-Solving Strategies, Communication, and Negotiation Styles towards Marital Satisfaction among Secondary School Teachers in Nigeria

Direct Effect of Problem-Solving Strategies, Communication, and Negotiation Styles towards Marital Satisfaction among Secondary School Teachers in Nigeria

Negotiation styles between Pakistan and USA: A comparative study

Negotiation styles between Pakistan and USA: A comparative study

Komunikacja w negocjacjach

The article presents the concepts of communication and negotiation. Verbal communication was analysed by dividing verbal messages into functions such as: information, evaluations, and meta-messages. The most important techniques during the negotiation process have also been considered: paraphrasing, the ability to ask questions and clarification. Non-verbal communication has been characterised by describing the human personal space zones and the types of non-verbal communicative acts. The main negotiation styles have also been demonstrated. In this regard, the soft approach, the hard approach and the matter-of-fact approach have been discussed.