Negotiation Tactics Research Articles

Second Level Coping Mechanism: A Study on Problem Solving Measures Taken by Street-Level Bureaucrats Concerning Agrarian Policy in Cipari, Cilacap

This article concerns the efforts carried out by lower level bureaucrats in order to implement their decisions. Prior studies generally describe the decision of street-level bureaucrats (SLBs) as decisions that have already been implemented. There have not been many studies describing the efforts of SLBs in realizing their decisions. Thus, this study intends to examine the efforts undertaken by the lowest level bureaucrats to implement the decisions they have made. The main reference used to analyze this phenomenon is by using the structural approach and the DNA of negotiation. To describe this phenomenon, the study explored a case of program implementation on land redistribution in the Cipari District, Cilacap Regency in 2010. Study results show that power, strategy, and distributive negotiation tactic, as well as personal values are key elements in implementing decisions. The results indicate that discretion is not always applicable since there are times when discretion is limited and thus it must be developed. Because this study relates to the success or failure of policy implementation, knowledge about ways of developing discretion becomes a substantial part in optimally developing public policy.

Agree or Disagree? On the Role of Negotiations for the Valuation of Business Enterprises

In the division of labor, economizing valuations require an appraisement of the structure of market prices of goods beforehand. Yet, investment decisions concerning the purchase of an entire business enterprise, for example, necessitate considerations beyond appraisement. An economizing valuation of businesses must be based upon both appraisement and a genuine investment appraisal which provides the valuing person with the marginal price he can barely accept. However, even though the computation of this marginal price is a necessary step towards an economizing investment decision, it is still not sufficient. In case of a company purchase, the price to be paid is unknown beforehand. Therefore, an economizing valuation of firms not only requires both appraisement and investment appraisal but also a negotiation of the final price to be paid. Because the corresponding negotiation process must be characterized as a terra incognita in Austrian economics, this paper investigates in depth the negotiation between the involved parties as the final step towards their economizing valuations and discusses purposive negotiation tactics.

Buyer and Seller Differences in Business‐to‐Business Negotiations

The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.

Why Social Threat Motivates Malevolent Creativity.

History is rife with examples of the dark side of creativity-ingenious weapons, novel torture practices, and creative terrorist attacks-yet its psychological origins are sparsely addressed and poorly understood. Building on work showing that social threat induces focused thinking as well as aggressive cognitions and readiness to fight, we propose that threats lead to more malevolent creativity and less creativity in threat-irrelevant domains. Prisoner's dilemma games were modified to evoke threat of exploitation. Participants then generated novel brick uses (Study 1, N = 113) or negotiation tactics (Study 2;N = 79). High (vs. low) social threat led to more "malevolent" creativity (e.g., using bricks as weapons; using intimidation as negotiation tactic). Social threat reduced nonthreat-related creative ideation only in Study 1. Study 2 showed that the increase of malevolent creativity was due to the motivation to defend and aggress, and emerged especially among individuals with a high need for cognition.

Negotiation as an interpersonal skill: Generalizability of negotiation outcomes and tactics across contexts at the individual and collective levels

As part of a program of research to develop and evaluate assessments of interpersonal skills, we developed a dyadic negotiation task that allows participants to select options and to communicate with each other through a chat window interface. Based on the New Recruit negotiation task, we developed an assessment of negotiation skills that included three negotiation issue types—distributive (zero-sum), integrative (trade-off), and compatible (aligned)--implemented in two tasks (Fundraiser and Robot) given to 84 participants in dyads. We found evidence for the generalizability of negotiation skill across tasks at both the individual (r = 0.62) and joint (r = 0.74) levels. Participants' chat turns were coded into 14 tactic categories (e.g., making a concession, stating a disagreement). Tactic use across tasks was consistent at both individual (average correlation was r = 0.52), and joint (r = 0.58) levels. Principal component analysis of tactics used identified four tactic types (cooperative, competitive, greetings, impasse). Greater use of cooperative tactics was associated with higher joint negotiation scores (i.e., sum of individual scores). This research contributes to an understanding of negotiation as a general individual and joint skill and suggests specific tactics associated with that skill. The research also highlights the value of an online platform for conducting such research that enables small-group interactive task performance in which participants communicate with each other using a text-based chat box.

Signals to Their Parliaments? Governments’ Use of Votes and Policy Statements in the EU Council

AbstractDoes parliamentary oversight of governments’ decisions in the international arena matter? This article finds that it does: governments with strong parliamentary oversight behave differently when negotiating policies at the EU level compared with governments with less powerful parliaments. Where parliaments have formal powers to oversee and restrict their government's positions we see a significantly higher use of opposing votes and formal policy statements by those governments. This behaviour intensifies depending on the governments' standing vis‐à‐vis other political parties at home. When governments are under pressure in their national parliaments they are more likely to go on record and take a stand against the majority in Brussels. These results make it clear that in EU legislative politics, governments not only consider their policy priorities and negotiation tactics with their European counterparts, but also make use of EU decision records to send signals to domestic audiences, including their national parliaments.

Ethically questionable negotiation tactics in the Austrian workplace

Purpose This study aims to generalize the research findings about the impact of individualism-collectivism, ethical idealism and inter-personal trust on ethically questionable negotiation tactics, such as pretending, deceiving and lying, in a Germanic culture, namely, that of Austria. Design/methodology/approach Survey questionnaires translated from English to German were collected from 304 respondents. A regression analysis was used to test the contribution of the independent variables to the explanation of negotiators’ attitudes towards questionable negotiation tactics. Findings The research empirically corroborated a classification of three groups of negotiation tactics, namely, pretending, deceiving and lying, in Austria. Austrian negotiators who scored high on vertical individualism tended to score high on the endorsement of the pretending tactic; those who scored high on horizontal collectivism tended to score low on the endorsement of the deceiving and lying tactics; those who scored high on vertical collectivism tended to score high on the endorsement of the deceiving and lying tactics; and those who scored high on inter-personal trust tended to score low on the endorsement of the pretending negotiation tactic. Idealistic negotiators tended not to endorse the use of pretending, deceiving and lying negotiation tactics. Research limitations/implications The study investigated the respondents’ perceptions, rather than their actual negotiation behavior. Findings are limited to Germanic culture. Practical implications The study provides negotiators in Austria with a tool that has the potential to predict the extent to which Austrian negotiators would use various ethically questionable negotiation tactics. Originality/value This is the first study to present a model of the antecedents of negotiation tactics in a Germanic cultural context, where negotiation studies are limited. This study validates in Austria three questionable negotiation tactics groups of varying severity, which had previously been studied only in non-Germanic cultures. This research significantly contributes to the generalization of a model of the antecedents of the endorsement of questionable tactics across cultures.

Hard‐Core Toughie: Donald Trump’s Negotiations for the United States Presidency

AbstractThis paper examines the negotiation tactics employed by Donald Trump in his 2016 presidential campaign. Drawing on data from multiple sources (interviews, debates, articles, books), our analysis begins with a brief overview of Trump’s personality and philosophy, which offers a basis for understanding his general negotiating approach. We then highlight six competitive tactics and four principles of persuasion that Trump employs, with specific examples of how he used them during the campaign with his primary negotiating counterparts – the other candidates, the Republican Party, the press corps, and the American electorate. Finally, we discuss some of the implications of his negotiating approach and preferred tactics in dealing with domestic and international issues as president of the United States.

Seeking Justice by Plea: The Prosecutor’s Ethical Obligations During Plea Bargaining

Canadian Crown prosecutors enjoy tremendous discretionary power. They can leverage this power during plea bargaining by structuring the terms of plea deals and by engaging in aggressive negotiation tactics, thereby exerting a disproportionate influence on plea bargaining processes and outcomes. This article considers how Crowns should wield their power to shape plea bargains in light of their ethical obligation to seek justice. In particular, it considers how Crowns should identify the just case outcomes they will pursue through plea bargaining and assesses which bargaining strategies they should employ or eschew in pursuit of those outcomes. In the process, the article addresses a few especially thorny questions, including: whether Crowns should ever strategically overcharge defendants to facilitate plea negotiations; how Crowns ought to balance the accuracy of criminal charges against the fairness of criminal sentences when the two are in tension; and how Crowns can strike an appropriate balance between plea bargaining fairness and efficient case management. The article offers several concrete policy recommendations aimed at helping Crowns satisfy their ethical obligation to seek justice in the context of plea bargaining.

DEVELOPING INTERCULTURAL NEGOTIATIONS SKILLS TO MEET CURRENT CHALLENGES OF DIVERSE EU BUSINESS ENVIRONMENT AS PART OF UNIVERSITY SOCIAL RESPONSIBILITY

Rapid internationalization of the European business environment requires development of international project and team management, intercultural internal and external communications, conflict management skills, etc. These skills, in their turn, involve negotiation process (strategical, tactical and ethical aspects) and cross-cultural proficiency. Development of such skills could be regarded as responsibility of the university. The purpose of the present study is to research MBA students’ attitude to different negotiation tactics depending on their cultural background. The tasks of the study are: (1) to establish the theoretical framework (theories, concepts, research paradigms); (2) to work out the research design and conduct the research; (3) to interpret empirical results and work out proposal – a free standing mini-module “Intercultural negotiation skills” for the university. The main research method applied is a survey using 5-point Likert scale. Using a questionnaire derived based on SINS scale (“Self-reported Inappropriate Negotiation Strategy Scale” created by R. J. Robinson, R. J. Lewicki and E. M. Donahue) 88 MBA students of the Latvian universities rated 16 negotiation tactics on a 5-point appropriate-inappropriate scale. Analyses of scale ratings yielded results that students’ evaluation of negotiation tactics did not depend on cultural background (the research was conducted among international students) in statistically significant way, though there were differences in responses within evaluation of certain statements. The article works out suggestions how to incorporate issues of intercultural negotiation strategies within courses. DOI: http://dx.doi.org/10.5755/j01.eis.0.12.21232

An Explanation for the Growing Institutional Capacity of the Arctic Council

The Northern Review 48 (2018): 51–80In 1996 the Arctic states—Canada, Denmark, Finland, Iceland, Norway, Sweden, Russia and the United States—created the Arctic Council as an institutionally weak body. It lacked bureaucracy to provide direction for the institution or a stable budget. The council had weak institutional capacity. In 2011, the council announced the creation of a permanent secretariat. In 2014, it announced the creation of a “project support instrument,” which is similar to a budget. Why did states support increasing the institutional capacity of the Arctic Council? The Arctic Council’s institutional capacity is growing because all states perceive that this is in their interest as it helps the institution carry out its expanded mandate; however, states have increased capacity in such a way as to ensure the council will not become overly powerful. In addition, effective negotiation tactics by the Nordic governments made the expansion of the council’s institutional capacity more likely. Most current literature explains that the council has weak institutional capacity and its expansion has been a natural evolution. This work contributes that the council’s expansion has been a political process, resulting from tactful political manoeuvre and negotiation. The method utilized is historical process tracing, drawing on council documents and interviews with key council decision-makers. Scholars who seek a stronger and more activist Arctic Council should consider its continued weakness.

South African children’s influence tactics: what works and when?

PurposeFamily consumption studies have been criticised for using an individualistic or dyadic approach to explore the types of influence strategies that children use to sway parental decisions. In this study, attention is refocused on the voices of South African families within twenty-first-century familial interactions. The purpose of this paper is to explore the prevalence of pester power in South Africa, and to understand the influence strategies used by children and the different categories of products that children attempt to influence the purchasing of. Parental responses to these strategies are also explored to determine their effectiveness.Design/methodology/approachAn exploratory research design using quantitative, but mainly, qualitative data, was used to draw insights from 135 families to understand intra-familial negotiation tactics within the context of family consumption and everyday family life. Thematic content analysis was used to extract themes from the responses.FindingsThe findings suggest that children use everyday family interactions as a resource to select successful pester and negotiation tactics. These children have a relatively deep understanding of how to influence their parents by using different tactics, such as emotional appeals, product requests, purchase justifications and bad behaviour. Children were found to have an awareness regarding the circumstances during which these tactics are more effective.Originality/valueThe contribution offered by this paper is first to build on calls for perspectives in the African context, when marketing to children and second, to add deeper understanding of the categories that children from South Africa influence, and the negotiating tactics that they use. This also contributes to an understanding of the intra-familial interaction processes leading to the eventual emergence of influence strategies and concomitant consumption behaviour.

PCN95 - How Does G-BA Decision Impact Oncology Drug Prices in Germany?

In Germany, drugs are freely priced between the date of launch until the final decision of the federal joint committee (G-BA). After the decision, drugs prices are re-evaluated. This study aimed to identify the potential relationship between the ranges of extent of added benefit and the price discount applied to the oncology products after price re-evaluation. Oncology drugs approved in Europe between 01/01/2015 and 02/02/2018 were identified from the European Medicines Agency website. G-BA decisions available for these drugs were downloaded from G-BA website. The ex-factory prices of oncology products available in Germany were extracted from IHS POLI database. Based on the prices history, the discounts between prices before-after GBA decision were calculated for each drug and ANOVA analysis was conducted to assess the impact of G-BA decision on the price. Twenty-five out of 42 approved oncology drugs were assessed and 18 out of the 25 products had a price available before and after G-BA final decision. Our results showed that the G-BA decision had a significant impact on the discount level of the first ex-factory price in Germany (p=0.003). The price of an oncology drug with no added benefit was discounted by almost 53%, whereas a drug with a considerable added benefit had a price discounted by 18% after negotiations with the manufacturer. When the G-BA could not decide on the extent of added benefit based on the submitted clinical data and issued a “non-quantifiable” added benefit, the prices were discounted by 27%. The added benefit set by GBA is a strong driver of price discount. However, negotiation tactics, the political climate, and other factors seem to play an increasingly influential role for the pricing of oncology drugs. Further research is needed to evaluate through multivariate analysis additional factors.

Explaining Differences in Men and Women's Use of Unethical Tactics in Negotiations

AbstractEmerging evidence suggests that competitiveness and empathy explain men's greater willingness to use unethical tactics in negotiations. We tested whether and how robustly they do with three distinct studies, run with three distinct populations. Simultaneous mediation analyses generally, but not completely, confirmed our expectations. In Study 1, only competitiveness mediated sex differences in unethical negotiation tactics among Chilean business students. Although empathy also explained willingness to use unethical negotiation tactics, the Chilean men and women did not differ in this regard. In Study 2, competitiveness and empathy both mediated sex differences in American business students’ intentions to lie to a client, but competitiveness explained greater variance. In Study 3, both factors explained sex differences in lying to bargaining partners for real stakes by working‐age Americans. Our findings suggest that competitiveness and empathy each explain sex differences in willingness to use unethical tactics, but the former does so more consistently.

Auditor–client negotiations over disputed accounting issues: Evidence from one of the Norwegian Big 4 firms

In this study we investigate data collected in an experiential survey from partners at one of the Norwegian Big 4 audit firms concerning 79 disputed accounting issues resolved by auditor–client negotiations. The study is designed to complement prior experimental findings on the auditors' use of negotiation strategies using a different research method (survey‐based retrospective recall). We first investigate which negotiation strategies and tactics audit partners use. We then test three hypotheses (one new and two others that extend prior findings) and find (i) the more precise the relevant accounting standard, (ii) the more general audit experience or task‐specific negotiation experience the auditor has, and (iii) the less positive the auditor–client relationship is that the more auditors agree that contending tactics were used in their own negotiation strategies. Finally, we test the relative importance of different context variables to the auditor's use of the contending strategy and the negotiated accounting outcome.

Client-identified auditor’s initial negotiation tactics: a social-identity perspective

PurposeThe purpose of this paper is to investigate the connection between the type of negotiation tactics auditors use when they ask their clients to make adjustments to their financial reports, focusing on three distributive and two integrative negotiation tactics, and whether the auditors identify with their clients.Design/methodology/approachA survey was used to capture 152 experienced Swedish audit partners’ perspectives on what type of negotiation technique they would use thinking about their largest client in a hypothetical situation.FindingsThe results show that the more auditors identify with their clients, the more likely they are to adopt two of the distributive negotiation tactics, conceding and compromising.Originality/valueBuilding on the findings in the accounting literature that auditors’ identification with clients constrains their judgments, this study finds that auditors’ identification with clients also has an impact on the auditors’ initial selection of negotiation tactics.

Critical Race Theory, Parenting, and Intimate Partner Violence: Analyzing Race and Gender

Purpose: This study sought to investigate similarities and differences among race, gender, parenting attitudes, and conflict negotiation tactics of perpetrators of intimate partner violence in a batterer intervention program. Method: This research utilized a nonequivalent, control group secondary analysis of 238 women and men. Results: Logistic regression indicated (1) an increased likelihood for scoring higher on the Conflict Tactics Scale (CTS-2) physical assault subscale and Adult-Adolescent Parenting Inventory-2 (AAPI-2) high-risk parenting group for those in the African American category compared to the White category; (2) African American women are more likely to be unemployed, score higher on the CTS-2 Physical Assault subscale, and in the high-risk AAPI-2 parenting group than African American men; and (3) White women are more likely to experience injury and score in the high-risk AAPI-2 group compared to White men. Conclusions: Critical race theory provides a necessary understanding of these findings within structural inequality in the United States. Further results and implications are discussed.

Negotiation model and tactics of manufacturing enterprise supply chain based on multi-agent

The negotiation between agent and multi-agent is an important method for solving the conflict and realizing the cooperation in the multi-agent system of manufacturing enterprise supply chain. In this article, we will take manufacturing enterprise supply chain as the research object, analyze negotiation process of multi-agent, study the negotiating model and tactics as well as the steps, and then an illustration is discussed for validating the negotiation model. The research can provide theoretical and operational methods for manufacturing enterprise supply chain management, is helpful to coordinate and control the manufacturing enterprise supply chain, and realize the efficient, flexible, and quick operation of manufacturing enterprise supply chain.

Navigating Ambiguity: Distributive and Integrative Negotiation Tactics in China

People usually view negotiations as either an integrative process in which both sides can gain (win-win) or a distributive struggle in which one side wins and the other loses (win-lose). Culture affects how people conduct negotiations, and the Chinese people can rely on a long civilizational tradition of both – highly refined integrative as well as smart and ruthless distributive negotiation styles. The coexistence of both styles may lead to ambiguous negotiation situations. The purpose of this study is to explore whether the relationship relevance influences the Chinese people’s choice of negotiation style. We investigated the research question by conducting ten in-depth interviews among European executives with long-term experience in China and analyzed the content of the transcripts by deductively building qualitative categories. The findings indicate that high relationship relevance influences the Chinese negotiation style towards a more collaborative integrative approach. By focusing on the relationship aspect of negotiations, we aim to contribute towards better understanding in an under researched field of relationship’s impact on negotiation.

Visual Negotiation: How Female Athletes Present Intersectional Identities in Photographic Self-Representations

ABSTRACT Extending Krane et al.’s (2010) research, 17 college female athletes created their own photo shoots and were interviewed about their self-representations. The images and interviews were analyzed through the lens of feminist cultural studies and intersectionality, and contextualized as post-Title IX and postfeminist creations. Four themes emerged: Being a Female Athlete highlights athletic identities; Being a Female Athlete reveals negotiations between femininity and athleticism; Being a Student-Athlete depicts negotiations of the “privileged athlete” stereotype; and Contested Choices further demonstrates tactics of negotiation, specifically with body art and parenthood. Female athletes exist in a complicated space, constantly negotiating social discourse about female athletes, femininity, sexuality, and stereotypes.