Context Of Negotiations Research Articles

Psychological Techniques in Crisis Negotiation

Aim: Crisis negotiation is a very effective police tool for the successful and peaceful resolution of various types of crisis interventions, with different types of interventions being the focus of this review. Materials and Methods: One of the most effective communication skills negotiators use is active listening. Active listening involves focusing attention on what the person is saying without judging, while non-verbally and verbally letting the person know that he is being listened to. In the negotiation context, it calms the perpetrator, encourages him to talk, enables rapport building between the negotiator and the perpetrator, and encourages a change in the perpetrator’s behaviour. Results: Techniques that are most effective in crisis negotiation are paraphrasing, mirroring, “I” messages, minimal encouragements, pause, open-ended questions and emotion labelling. The paper also describes important factors for the effective use of active listening in crisis negotiation. Conclusion: Important factors for the effective use of active listening in crisis negotiation are non-judgmental acceptance, rapport building, maintaining dignity, authenticity, and empathy.

Asking for less (but receiving more): Women avoid impasses and outperform men when negotiators have weak alternatives.

Both research and conventional wisdom suggest that, due to their relational orientation, women are less likely than men to engage in agentic and assertive behaviors, leading them to underperform in zero-sum, distributive negotiations where one party's gain is equivalent to the other party's loss. However, past research tends to neglect the costs of reaching impasse by excluding impasses from measures of negotiation performance. Departing from this convention, we incorporate the economic costs of impasses into measures of negotiation performance to provide a more holistic examination of negotiation outcomes. In so doing, we reveal a reversal of the oft-cited male performance advantage when obtaining an impasse is especially economically costly (as is the case when negotiators have weak negotiation alternatives). Specifically, we predicted that female negotiators would make less assertive first offers than men due to their more relational orientation and that these gender differences in offer assertiveness should result in women avoiding impasse more often than men. Since avoiding impasses should improve negotiation performance when negotiators are able to obtain a deal that is more valuable than their negotiation alternative, women's tendency to avoid impasses should improve their performance when negotiators have weak (vs. strong) alternatives. These predictions were supported in eight studies (three preregistered) across various negotiation contexts, comprising data from the television show Shark Tank (Study 1), four incentive-compatible negotiation simulations (Studies 2 and 3, Supplemental Studies), and a multistudy causal experimental chain (Supplemental Studies 4a-c). (PsycInfo Database Record (c) 2024 APA, all rights reserved).

The Tension within Norms: Agency and Risks in Pursuit of Global Climate Justice

Abstract How can IR theory capture both the possibilities of agency for historically underrepresented groups and the limitations that different social struggles present for them? This paper proposes a framework based on relational approaches, decolonial perspectives, and the concept of “tension” between possibilities and risks of agency to analyze the dynamics of norm emergence and circulation. It builds on, but moves beyond, constructivist analyses of the norm life cycle and adopts a relational and decolonial lens in order to probe normative agency and its consequences within the context of international negotiations. Focusing on constructivist theories of socialization with multiple feedback effects, the paper calls for a fourth agentic turn in the study of norms and their genealogy and offers an analytical and empirical roadmap to chart a more complex scenario of co-constitution for norms. The paper refers to the case of climate justice to illustrate, empirically, the importance of employing the concept of tension to unveil agentic moments in norm circulation, while also highlighting, theoretically, the risks and limitations that are present in meanings that continue to reinforce colonial legacies.

The Social Representation of Sustainable Mobility: An Exploratory Investigation on Social Media Networks

This paper analyzes the social representation (SR) of sustainable mobility as it emerges from social media networks. The role of social media (SM) as contexts of creation, negotiation, and diffusion of a mobility culture worldwide is discussed, together with the results of an empirical investigation that explored the contents and structure of the discourse on “sustainable mobility” as it emerges from the posts published (in English) on two highly used social media (Facebook and TikTok) platforms during the years 2022 and 2023. First of all, the results confirm the relevance of social media as an indicator of ongoing trends in the evolution of mobility culture and the usefulness of S. Moscovici’s theory of social representations as a theoretical framework for analyzing such trends. In particular, several new trends in the SRs of sustainable mobility were identified. These include, for example, the decline in skeptical views and the rise of more optimistic ones, regarding the feasibility of changing people’s mobility styles worldwide. Such views appear to be fostered by the positive perception of new technological innovations (electric vehicles), as well as by their endorsement by both the business sector and governmental institutions. Practical implications and theoretical indications for future research are also outlined.

When Women Ask, Does Curiosity Help?

This research examines the potential social benefits of displaying curiosity during a negotiation. Past research has found women who ask directly in distributive agentic settings can suffer negative social consequences and obtain worse objective outcomes compared to men. In three experiments (N = 600) using different negotiation contexts, we found men and women who approach negotiations with curiosity reap the same economic benefits of asking directly but without incurring a social cost. We also found that perceived warmth partially accounts for the positive effects of curiosity (vs. asking directly) on negotiators’ social outcomes. Finally, our results reveal women feel more comfortable conveying curiosity compared to using a direct approach in their negotiations. We discuss the implications of these findings in enhancing negotiation effectiveness for both women and men.

Breve história da formação do espaço e da administração do Instituto Oscar Freire de Medicina Legal (1923-1938)

This article uses historiographical references and institutional documentation to observe the history of the Oscar Freire Institute of Legal Medicine (IOF) as the fabrication of a social space and an specialized bureaucracy, among regulations, positions, laws and hierarchies, during the years of 1923 to 1938. To this end, two interconnected historical processes are overviewed and exposed in two separate topics during the article: the first relating to the assembly of the legal and administrative entity of the IOF and the second focused on the production of the institution's physical space. Both topics demonstrate the organization of a network of texts and agents that contributed to the institutionalization of the Legal Medicine in São Paulo and determined the position of dominance of the institute as an administrative machinery, specialized in forensic practice and teaching. Along this path, it becomes clear how intra and inter-institutional mechanisms became entangled in the configuration of the IOF in São Paulo, both inseparable from the historical context of disputes and negotiations surrounding Forensic Medicine institutionalization.

State embeddedness and public-private dynamics in central American coffee leaf rust management

This paper examines how differences in state's ‘embedded autonomy’ (i.e., the historical relationship between farmers and the state, public institutions, and state capacity) in El Salvador, Honduras, and Nicaragua shaped the management of the 2012 coffee leaf rust (CLR) epidemic, resulting in differential responses. We conducted 80 interviews with key coffee-sector actors and six focus groups representing 20 farmer organizations and 19 technical assistance providers to understand these divergent responses. We first examined the dynamic, historical, and relational contexts of contradictions, contestation, and negotiation in agri-food networks influencing each response. We then explored how the role of the state and agrarian structures in each country affected farmers' performance and access to different support systems for renovating and rehabilitating coffee plantations in response to the CLR epidemic. In El Salvador and Nicaragua, oligarchic control, weak state relationships with small coffee farmers and fragmented bureaucracies hindered effective CLR crisis response and recovery. Although farmers' organizations, NGOs, and the private sector attempt to fill the gap using market or ‘user pay’ mechanisms for CLR management, they cannot fully compensate for the state's shortcomings. In contrast, Honduras, which is closest to a ‘developmental state’ in the coffee sector, performed better. This is attributed to its more pro-smallholder development path since the 1970s, which bolstered state institutional structures and fostered social ties and dynamism within smallholder organizations in the coffee sector. However, decentralization and clientelist relations limited the country's ability to propose long-term CLR management strategies. We argue that a state's ‘embedded autonomy’ is critical in determining its approach and effectiveness in managing CLR crises and collaborating with and supporting coffee farmers. Finally, we highlight the importance of considering both conjunctural factors (such as meteorological and economic conditions) and the state's historical capacity and embeddedness in analyzing CLR outbreaks and their effects across different countries.

HARDER THAN SAID: GETTING PAST «WAR OF ALL AGAINST ALL» IN THE NEGOTIATION LEARNING

The purpose of the article was to study students' stereotypes regarding the negotiation process. The use of projective methods helped understand whether students taking specialized courses on negotiations tended to adhere to classical economic provisions and how prevalent this mindset was. The study's results confirmed the frequent presence of simplified ideas about the roles of participants in negotiations, the nature of the process itself, and the perception of other participants, among other aspects. Interestingly, even the newest concepts, presented through textual and multimodal representations, often fell victim to traditional logic in students' interpretations. Most notably, negotiations were still predominantly associated with money conversations, rather than considering the interests of all participants. The dynamic visual images chosen by students as representations of real negotiations demonstrated the persistent influence of stereotypes over innovation in the negotiation context. Particularly, the stereotype regarding the rationality of negotiations was clearly evident. Addressing this challenge in specialized teaching and learning, the authors proposed a realistic approach that incorporates practical experience.

Makespan estimation in a flexible job-shop scheduling environment using machine learning

ABSTRACT A production plan gives the quantity of products to release on the shop floor in each period, where a period may represent a week or a month. The plan is the basis for negotiating order acceptance and delivery dates with customers and suppliers. The production plan must respect the available capacity on the shop floor, as underloading the shop floor leads to a loss of opportunity, and thus, a loss of competitiveness for the company. To properly manage the production capacity while negotiating with suppliers and customers, the production planners need a tool to accurately estimate the capacity consumption in each period. The computation of capacity consumption requires creating a detailed production schedule which is a complex task. Algorithms that find close to optimal schedules in a complex manufacturing environment are often time-consuming, which is impractical in a negotiation context. We investigate machine learning models to predict capacity consumption. We consider a flexible job-shop as commonly encountered in practice, and proposed several machine learning models. Namely, several variants of linear regression, decision trees, and artificial neural networks. Numerical experiments showed that our models outperform those found by both an exact approach and dispatching rules when computation time is short.

Performing blackness: a composite counterstory of direct-to-consumer genetic ancestry testing

ABSTRACT The industry of genetic ancestry testing (GAT) uses biotechnology to generate new performances of genetic, cultural, and ethnoracial identity. Based on interviews and focus groups with Black GAT customers, this composite counterstory narrates the familial, institutional, and political contexts of Black GAT identity negotiation. This article highlights how conceptions of Blackness are constrained and enabled by the everyday nature of racism, the omnipresence of anti-Black data surveillance, familial narratives, and the allure of institutional racial reconciliation attached to commercialized genomics. This counterstory illustrates the salience of narrative in the construction of the racial and genetic self.

Artificial Theory of Mind in contextual automated negotiations within peer-to-peer markets

With the advent of the sharing economy (eBay, Airbnb, Uber) and peer-to-peer electricity markets, negotiation agents become key to automate trading between prosumers. To be competitive, agents need to develop models of their opponents’ strategic behavior depending on contextual circumstances. However, existent approaches do not account for others’ ways of reasoning about how the context influences opponents’ strategies. In this work, negotiation agents are endowed with artificial Theory of Mind (aToM) to represent mental states of others. Those states include their strategies, beliefs, the context influencing beliefs and the beliefs they may have about the beliefs others have about themselves depending on the context. From prior knowledge that relates private and contextual states with opponent’s plausible strategies, agents build models of different orders of aToM using weighted Gaussian Processes with heteroscedastic noise and adapt their strategies. During a negotiation episode, each agent selects the order of aToM that best accounts for its opponent’s counteroffers based on Bayesian surprise. To assess the proposed approach, a benchmark Smart Grid is used, where energy prosumers negotiate on a peer-to-peer basis to compensate for their energy deficits and sell their surpluses. Results obtained highlight that low orders of aToM increase social welfare at least in a 54% despite the selfish nature of prosumers. Also, more sophisticated aToM abilities increase the individual competitiveness of agents. This is the first work in the related literature that adds aToM abilities to negotiation agents while considering the negotiation context.

Everything is negotiable, but not for everyone: The role of disability in compensation.

Although research has examined the role of disability in the employment cycle, the compensation stage of this process has remained nascent. Drawing on the bias literature and expectancy violation theory, disability within the context of salary negotiation is examined across three consecutive studies. Study 1, a vignette experiment, found that fictitious job candidates with disabilities received similar initial salary offerings relative to fictitious job candidates without disabilities. Our finding of a pay similarity in the initial salary offering phase of the compensation process raises additional questions of whether those with disabilities ultimately receive lower wages than those without disabilities. To address this question, Study 2 used a computer-simulated negotiation to determine if pay differences among those with and without disabilities originate during the negotiation process. As expected, participants with disabilities negotiated lower salaries, and this effect was exacerbated when perceptions of disability discrimination were higher rather than lower. Finally, in an effort to better advise organizations and employees, Study 3 sought to understand if employees with disabilities experience different outcomes when negotiating salary. Using a vignette experimental design, we found that those with disabilities were offered lower final salaries than those without disabilities and that differences in both social and economic outcomes occur through a lower perceived likelihood that the job candidate will negotiate. Collectively, this research offers novel theoretical insights into the role of disability in the negotiation process and provides recommendations to those with disabilities and organizations on how to approach the compensation process. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

Nine Degrees of Uncertainty in Negotiations

Joint decision‐making processes such as negotiations play a vital role in diverse societal contexts spanning from business and politics to sustainability‐related negotiations. One of the most prominent examples of how negotiations play an important role in overcoming societal challenges was the COVID‐19 vaccine supply negotiations. These negotiations have put the spotlight on an aspect of joint decision‐making that always has been of great interest to both negotiation researchers and practitioners yet remains empirically understudied—the effect of uncertainty. In the present article, we develop a framework of uncertainty in negotiation using the COVID‐19 vaccine supply negotiations between the European Union and pharmaceutical companies as an example. More specifically, we categorize different kinds of uncertainty based both on mathematical considerations (i.e., differentiation between risk, ambiguity, and uncertainty) as well as on more circumstantial factors. To do so, we adapted the nine kinds of uncertainty in environmental governance proposed by Dewulf and Biesbroek to the more general context of negotiations. We first differentiate between three natures of uncertainty (i.e., lack of knowledge, unpredictability, and interpretations) and three objects of uncertainty (i.e., issue‐based, strategy‐based, and context‐based). Second, we illustrate the psychological barriers that negotiators face when handling uncertainty, before concluding with proposals for practitioners on how to manage different kinds of uncertainty. Overall, we aim at stimulating investigations of the effects of uncertainty in mixed‐motive decision‐making while simultaneously helping negotiation teachers and practitioners better cope with the additional demands created by specific kinds of uncertainty.

ЕТИЧНІ ДИЛЕМИ СУЧАСНОГО ПОЛІТИЧНОГО ПОСЕРЕДНИЦТВА: АДАПТАЦІЯ ДО СУЧАСНИХ ВИКЛИКІВ

In the contemporary global context, the role of political mediation is increasingly pivotal in resolving conflicts at every stratum, from the local to the global arena. However, amidst rapid global transformations, ethical dilemmas in mediation processes become more pronounced and demand urgent attention. This article focuses on a comprehensive examination of current ethical conundrums in political mediation. It pays particular attention to the mediator’s responsibility, the selection of strategies and methodologies that foster trust and dialogue, and a critical analysis of mediation examples that demonstrate a diversity of approaches and outcomes. The piece thoroughly investigates the broad spectrum of challenges associated with the application of ethical principles in mediation processes and attempts to discern how modern global trends and challenges affect conventional political mediation methods. It also provides a historical perspective, scrutinizing the evolution of academic perspectives on ethical dilemmas in politics through various historical epochs. The study observes that the ethical issues in contemporary political mediation and its adaptation to new challenges often remain outside the scope of scholarly discourse. This lack of adapted concepts and methodologies necessitates further academic efforts and scrutiny of ethical issues within the context of current political negotiations and mediation. The author suggests additional research into the impact of global trends, such as globalization, technological innovations, and an increase in political mediation actors, on the ethical dimensions of this sphere.

Unethical choice in negotiations: A meta-analysis on gender differences and their moderators

Based on role congruity theory, this preregistered meta-analysis examines whether women negotiate less unethically than men. We predicted that moderators related to the person (negotiation experience) and the negotiation context (e.g., advocacy, cultural gender-role inequality) influence the proposed gender difference. We conducted a Bayesian three-level meta-analysis to test our predictions on a sample of 116 effect sizes from 70 samples (overall N = 14,028, including employees, MBA students, undergraduate students). As predicted, women negotiated less unethically than men (Hedges’ g = 0.25). The gender difference held for unethical judgements (Hedges’ g = 0.29), unethical intentions (Hedges’ g = 0.21), and unethical behaviors (Hedges’ g = 0.17). The gender difference decreased when parties negotiated for others as compared to for themselves, when parties strategically used positive affect, and tended to decrease when parties were experienced as compared to inexperienced negotiators. We discuss implications for theory and research.

How Justice Becomes Part of the Deal: Pre-Conditions for the Inclusion of Transitional Justice Provisions in Peace Agreements

ABSTRACT∞ In which negotiation contexts are transitional justice provisions included in peace agreements? Today, many peace agreements include transitional justice provisions, but their inclusion differs based on conflict and negotiation characteristics. While context thus seems to be relevant for the choice of transitional justice provisions agreed on by the warring parties, very little is known about the context clusters that enable transitional justice. Using data on 58 full peace agreements signed between 1989 and 2018, a crisp-set Qualitative Comparative Analysis (QCA) investigates the combinations of conflict intensity, rebel group strength, type of conflict, third-party support and civil society participation that led to the inclusion of transitional justice provisions. The result of this exploratory study suggests four context settings that are identified as being empirically relevant for the inclusion of transitional justice provisions. Choices of justice are thus the result of an overall negotiation environment characterized by multiple interrelated context factors.

The Labor Board Crew: Remaking Worker-Employer Relations from Pearl Harbor to the Reagan Era

The Labor Board Crew: Remaking Worker-Employer Relations from Pearl Harbor to the Reagan Era

The 1980s ‘debt crisis’ in the Middle East and North Africa: framing regional dynamics within the international stage at UNCTAD

The article reviews the positions and policies of Middle Eastern and North African states towards the external ‘debt crisis’ of the 1980s within the context of contemporary debates and negotiations held at regional and international levels. MENA countries shared many commonalities with their developing partners across the postcolonial world and participated actively in the debates within multilateral organizations, such as the United Nations Conference on Trade and Development (UNCTAD). Because standard borrowing in the MENA was public, bilateral and closely tied to politics, the article argues for the relevance of regional factors in shaping the course of the debt crisis in the MENA region, and challenges the common visions for which Western creditors could manage external debt as an effective ‘lever’ for introducing neoliberal policies: oil endowment, armed conflicts and alliances shaped the timing and results of the debt crisis in the MENA. The research is based on an extensive review of regional and international literature coupled with documents and proceedings from the UN organizations.

Türkiye’s Climate Policy: Aligned with International Climate Politics

The aim of this article is to assess Türkiye’s national climate policy framework within the context of international climate change negotiations. Türkiye, as an emerging economy and developing country, has implemented a number of climate actions and measures and has ratified significant multilateral climate agreements, such as the United Nations Framework Convention on Climate Change (UNFCCC), the Kyoto Protocol, and the Paris Agreement.

Auditors’ self-actualization and ability to resist client pressure: Evidence from Canada

This paper investigates the relationship between auditors’ self-actualization, their commitment to independence, and their resistance to client pressure in a situation involving auditor-client negotiation. This is the first study to examine auditor self-actualization in an auditor-client negotiation context. It is based on a mail survey of Canadian Big Four audit partners with a final sample of 136 partners. The results show a relationship between auditors’ self-actualization, their independence commitment, and their resistance to client pressure. This study contributes to the literature by identifying the mediating role of auditor independence commitment in the relationship between auditor self-actualization and auditor resistance to client pressure. These findings may encourage audit firms to find ways to improve employee self-actualization through better work conditions and work-life balance. The study also finds that auditors have a strong commitment to independence.