Negotiation Decision Research Articles

Athletic Trainers' Experiences With and Perceptions of Salary Negotiation Decision-Making During the Hiring Process.

Appropriate salaries for athletic trainers (ATs) have been a contentious topic for decades. Although professional advocacy efforts to increase ATs' salaries have gained traction, little is known about ATs' experiences with negotiation during the hiring process. To explore the reasons, influences, and factors influencing ATs' negotiation decisions. Qualitative study. Individual video interviews. Twenty-eight ATs who participated in a previous study and indicated a willingness to participate in the qualitative follow-up were interviewed (17 women, 10 men, 1 nonbinary individual; age = 37.8 ± 8.9 years, athletic training experience = 15.1 ± 8.3 years). Of the 28 participants, 18 did negotiate, whereas 10 did not. An individual video conference interview was conducted with each participant. After transcription, data were analyzed into themes and categories following the consensual qualitative research tradition. To ensure trustworthiness of the findings, we confirmed accuracy through member checks, triangulated the data using multianalyst research teams, and confirmed representativeness by including an external auditor. Four parallel themes emerged during data analysis: factors for determining salary negotiation, reasons for negotiating/not negotiating, negotiation influencers/deterrents, and experiences with negotiation/impact of not negotiating. Negotiators used a variety of data sources to support their requests, and their decisions were motivated by their own known value, the area's cost of living, and their current financial or employment situations. Negotiators relied on previous experiences to guide negotiations and provided successes and regrets from their negotiation experience. Nonnegotiators also used a variety of data types but were deterred by fear of not knowing how to negotiate, of losing the offer, or of offending those involved. Nonnegotiators highlighted a lack of confidence in their ability to negotiate and provided the financial consequences and personal regrets from not negotiating. More training, education, and publicly available data are needed to assist ATs in future negotiation attempts.

AI-powered decision-making in facilitating insurance claim dispute resolution

AbstractLeveraging Artificial Intelligence (AI) techniques to empower decision-making can promote social welfare by generating significant cost savings and promoting efficient utilization of public resources, besides revolutionizing commercial operations. This study investigates how AI can expedite dispute resolution in road traffic accident (RTA) insurance claims, benefiting all parties involved. Specifically, we devise and implement a disciplined AI-driven approach to derive the cost estimates and inform negotiation decision-making, compared to conventional practices that draw upon official guidance and lawyer experience. We build the investigation on 88 real-life RTA cases and detect an asymptotic relationship between the final judicial cost and the duration of the most severe injury, marked by a notable predicted $${R}^{2}$$ R 2 value of 0.527. Further, we illustrate how various AI-powered toolkits can facilitate information processing and outcome prediction: (1) how regular expression (RegEx) collates precise injury information for subsequent predictive analysis; (2) how alternative natural language processing (NLP) techniques construct predictions directly from narratives. Our proposed RegEx framework enables automated information extraction that accommodates diverse report formats; different NLP methods deliver comparable plausible performance. This research unleashes AI’s untapped potential for social good to reinvent legal-related decision-making processes, support litigation efforts, and aid in the optimization of legal resource consumption.

Experiences of seeking and accessing medical care among persons with major depression: A qualitative descriptive study of persons with depression in China.

A large number of people in China are affected by depression, yet tend to delay seeking treatment. This study aims to explore persons living with depression and their journey of diagnoses and seeking professional medical help in China. Semi-structured interviews were conducted with 20 persons who visiting physicians to be diagnosed and receive professional help from a large mental health center in Guangzhou, Guangdong province, China. Individual interviews were conducted and data were analyzed using content analysis. Three themes were identified from the findings: (1) "noticed something was wrong"; (2) negotiated decisions with their own narratives and the personal suggestions of others; and (3) gave new meaning to their experiences of depression, whereby they sought medical treatment. The findings of the study indicated that the impact of progressive depressive symptoms on the participants' daily lives was a strong motivation for them to seek professional help. The obligation to care for and support their family prevented them from initially disclosing their depressive symptoms to family members, but eventually prompted them to seek professional help and persist in follow-up treatment. Some participants experienced unexpected benefits (e.g., relief at no longer feeling "alone") during their first visit to the hospital for depression or when they were diagnosed with depression. The results suggest a need to continue to actively screen for depression and provide more public education to prevent negative assumptions and reduce public and personal stigmatization of those with mental health problems.

Dare to ask in front of others? Women initiating salary negotiations

Previous research has shown that gender pay differences in the labor market may be caused by women’s reluctance to initiate salary negotiations, which is often influenced by gender-related social norms and self-perceived gender identity. In the real world, others in work environments can know “who has asked.” In a laboratory experiment, we manipulated whether the decision to initiate salary negotiations was publicly observable. We found that in a context in which negotiation is not costly, women and men showed no difference in initiating salary negotiations. When asked to publicly express their willingness to negotiate salaries, a moderately lower number of women stepped up, an effect that was not significant for men. Furthermore, women tend to tie salary negotiation decisions to their self-perceived performance even when pay raises are not bound to performance. In contrast, men were not impacted by this factor.

Neural Networks in the Covid-19 Era

Objective. From the review of the theories of the cycle of violence, gender violence and the social construction of masculine and feminine identities.Methodology. Carried out a non-experimental, exploratory and descriptive study with a nonrandom selection of students a public university with the aim of establishing a balance and a prospective expectation of violence.Results. The results show that of synaptic weights are explained by incoming, and outgoing latent layers on the pre-contemplation of violence, contemplation of aggressive relationships and personal change. Conclusion. Lines alluding to the kind of relationship research, negotiation and consensus decision making to warn couple conflicts.

Exploring women's bargaining power in Haitian agricultural households

In farming households in Haiti, women's critical role in maize production is underresearched yet vital to the growth of the sector. This article explores factors that may increase women's bargaining power in negotiated decisions about production practices and income use in male-headed households. We find that women's participation in market activities is positively associated with greater input on decisions related to maize production. However, household economic status is more important for adoption of best practices and has a positive relationship with women's input on income use. Results point to various pathways for engaging women in new market opportunities.

How Can China Resolve the NIMBY Dilemma in a Network Society? Government and Society-Negotiated Decisions Based on Evolutionary Game Analysis

Infrastructure, such as waste incineration infrastructure, is entangled in the “not in my back yard” (NIMBY) dilemma. Consequently, the closed public decision-making model has difficulty adapting to the increasingly strong public-participation needs. Thus, a new mode of negotiated decision making is urgently required. This paper focuses on the negotiation problem, considers the government and society as game players, builds an evolutionary game model of negotiated decisions based on the bounded rationality hypothesis, and simulates the process and results of the evolution of the players’ strategy. The study concludes that the stable state of system evolution depends on the initial state of the dual populations and the comparative relationship between changes in revenue and cost, and the sufficient and unnecessary condition for the government and society to both agree on the given strategy. Taking the waste incineration projects in Yuhang and Chaonan as examples, the negotiated decision-making practice of NIMBY facilities is analysed, and it is found that it takes less time for the system to reach equilibrium in the latter. Finally, optimisation strategies for decision making regarding NIMBY facilities are systematically proposed.

Are we ready for a rational discussion? The existence of biases in construction dispute negotiation

Embedded in a network constellation of multi-stakeholders with various professional backgrounds and differing goals, the construction industry is featured with adversarial relationships and inevitable disputes. Therefore, high quality communication and negotiation among the parties are essential in achieving speedy and less costly dispute resolution. As rational evaluation underpins quality negotiation decisions, are construction disputing parties rational as they assumed? Are there any biases that could possibly prohibit them from making prudent judgement? This study seeks to understand the existence and impact of bias in construction dispute negotiation (CDN). The existence of four types of bias in CDN were discussed: preconception, self-affirmation, optimism and interest-oriented. Three categories of de-biasing strategy were also suggested to support the efficient settlement of construction dispute. Vast resources would be saved and amicable relationship among the collaborating parties could be developed when the impact of bias was curbed. Stepping into the digital era, construction dispute resolution professionals should develop the capabilities needed to harness the benefits of technologies for innovative ways of designing a bias-free dispute resolution mechanism.

How cognitive issue bracketing affects interdependent decision-making in negotiations

In this article, we extend theorizing on how actors in individual decision-making situations deal with multiple choices (choice bracketing) in an important joint, interdependent decision-making context—that is, negotiations. Based on the insights on choice bracketing, we posit that parties handle the complexity of multi-issue decision-making by cognitively grouping issues into separate subsets (issue bracketing). To systematically investigate this issue-bracketing process and elucidate its effects on interdependent parties' perceptions, behavior, and the quality of their agreements, we made competing propositions as to how parties would deal with varying numbers of negotiation issues: When facing a higher number of issues, parties may (1) bracket few(er) issues into more subsets, thereby resulting in (a) inadvertent scattering of integrative issues across issue subsets, (b) impaired exploration of integrative potential, and (c) a lower quality of joint decision outcomes. In stark contrast, parties could (2) bracket more issues into few(er) subsets, thereby resulting in (a) pooling of integrative issues within issue subsets, (b) facilitated exploration of integrative potential, and (c) higher-quality outcomes. We tested these predictions in one non-interactive and three interactive experiments (Ntotal = 815) using statistical and experimental mediation analyses. Results consistently revealed that negotiators facing more issues bracketed few issues into more subsets rather than more issues into fewer subsets. In turn, this narrow issue bracketing resulted in a scattering effect of the integrative issues and ultimately a lower integrative quality of decision outcomes. Findings are corroborated via an internal meta-analysis, and their theoretical and applied implications are discussed.

Managing data quality of cooperative information systems: Model and algorithm

The low data quality of a cooperative information system (CIS) causes cooperative organizations to recollect data frequently rather than use the data already in the system. In this paper, a method based on source control is proposed to reduce the data quality problem of CIS. It emphasizes improving the data quality of CIS by controlling the data quality of subsystems rather than by screening data. Further, we develop two optimization models for the scenes of independent and negotiated decisions. Compared with the independent decision model, the negotiation decision model considers the impact of the game behavior between the manager of the CIS and the manager of each subsystem on the data quality optimization. The results of the models provide an optimal strategy for allocating capital to minimize the data quality problem of a CIS. To solve the models, we propose an improved artificial bee colony algorithm that enhances the exploration ability by modifying the behaviors of bees. A CIS of a government is used to illustrate the application process of the models and the superiority of the algorithm. The results show that, in all cases, the optimal strategy provided by the negotiation decision model is not worse than that offered by the independent decision model, and the result obtained by the proposed algorithm is better than other comparative algorithms.

Intuitive and Deliberative Decision-Making in Negotiations

Abstract This study departs from common conjecture by challenging the preference for deliberation or intuition, or both, in negotiations. In contrast to prior negotiation studies considering judgment precision, this study builds on underlying personality traits. Therefore, the findings are valid beyond the experimental context. This study conceptualizes and experimentally tests the impact of preference for intuitive and deliberate decision-making during negotiations in Chinese, German, and Polish cultures. Contrasting an emotional with a neutral setting, the paper evaluates the impact preference for intuition and deliberation have on negotiation outcome. The results challenge the frequent assumption made in negotiation analysis: Deliberative negotiators are superior.

Modeling and Implementation of a New Negotiation Decision Support System for Conflict Resolution Under Uncertainty

Modeling and Implementation of a New Negotiation Decision Support System for Conflict Resolution Under Uncertainty

Negotiation Inaction Inertia: A Dynamic Model of the Impact of Missed Opportunities on Negotiation Decisions in Multi-issue Disputes

Abstract Negotiations aimed at resolving international disputes often end in deadlock. In the current article, we focus on deadlocks triggered by missed opportunities. The consequences of missing an advantageous opportunity have been studied extensively in the field of psychology within the context of the inaction inertia effect. The concept was recently introduced into the negotiation literature. Forgoing an attractive action opportunity creates vulnerability to regret and increases the likelihood of forgoing subsequent inferior opportunities, even if they still have positive value. The current article deepens the applicability of inaction inertia to international negotiations, by adopting a new multi-step multi-issue paradigm, which better approximates real-life negotiations. Using the new platform, we demonstrate the inaction inertia effect in a dynamic negotiation setting and link an individual’s inertia mindset to the experience of regret. The methodology and analysis presented will help researchers and practitioners explain inertia-induced deadlocks, and facilitate interventions that expedite successful resolutions.

From Farm to Cup: A Coffee Supply Chain Negotiation Role‐Play*

ABSTRACTThis paper introduces a novel supply chain role‐play activity designed to improve ethical awareness and pricing negotiation decisions in business capstone courses. Participants negotiate prices between five levels of an international coffee supply chain: Farmers, Processors, Importers, Roasters, and Retailers/Cafés. Using results from 141 participants, data analysis supports the conclusion that this role‐play significantly increases self‐reported mastery of supply chain management, business ethics, and negotiations. In this manuscript, we also introduce the concept of bounded ethicality and how it is incorporated into the role‐play scenario debrief phase. Self‐reported scores reflecting ethical awareness significantly increase after participation in the role‐play activity. While statistically significant results are discussed, we also generalize about the advantages of this type of experiential education. Methodology and details of the role‐play itself are shared.

A Negotiation Protocol for Fine-Grained Accountable Resource Provisioning and Sharing in e-Science

With the increasing demand for dynamic and customised resource provisioning for computational experiments in e-Science, solutions are required to mediate different participants’ varied demands for such resource provision. This paper presents a novel negotiation protocol based on a new collaboration model. The protocol allows e-Scientists, the manager of an e-Scientist’s collaboration, and resource providers to reach resource provisioning agreements. By considering the manager of an e-Scientist collaboration for negotiation decisions, the protocol enables fine-grained accountable resource provision on a per job basis for e-Scientist collaborations, without binding the e-Scientist collaboration to resource providers. A testbed built with the protocol is also presented, making use of a production e-Science gateway, use cases, and infrastructures. The testbed is experimentally evaluated, via designed scenarios and comparison with existing production tools. It demonstrates that the proposed negotiation protocol can facilitate accountable resource provision per job, based on resource sharing rules defined and managed by e-Scientist collaborations.

The Target-Side Acquisition Process: Active Boards and Value-Enhancing Negotiation Decisions

The acquisitions literature often portrays target-side board of directors as largely passive thereby ignoring its potentially important role in shaping decisions during the acquisition negotiation ...

An interactive group decision model for selecting treatment schemes for mitigating air pollution.

Air pollution has caused huge losses of life and property. So, how to choose a practically effective scheme to m.itigate air pollution is of great significance. However, such a selection problem of treatment schemes represents really a group negotiation process of many decision makers (DMs), involving a variety of fuzzy information and preferences. To successfully address this selection problem, this paper proposes a novel group negotiation decision model by jointly employing various approaches, such as hesitant fuzzy set, grey target, grey incidence analysis, and graph model for conflict resolution (GMCR). Then, this model is used to determine the equilibrium schemes for treating air pollution. It is expected that this work provides a method for Chinese government to introduce programs to target air pollution control.

Negotiation Decision between Manufacturer and System Operator on the Electric Energy Demand Response Program

In the electricity market, the imbalance issues between the demand and supply have been an ongoing challenge, especially during the on-peak period. Generally, the system operator adopts the demand response programs: the price-based and incentive-based program, to promote the manufacture decrease the demand during the on-peak period. However, as the manufacturer’s consumption pattern varies from the load curtailment strategy to the load deferral strategy, the system operator should set appropriate price or rebate levels to face the manufacturer’s different choices. The manufacturer announces the portion of on-peak demand for demand response program as well as the choice of the energy consumption patterns in advance. Moreover, the system operator (she) decides the price or rebate level accordingly. To analyze the negotiation process, we formulate a Stackelberg game, where the manufacturer, acting as the leader and the system operator is the follower. The results show that the incentive-based program is more useful to promote the manufacturer to provide a higher portion to the demand response program. However, no dominated program ensures higher profit for the system operator or the less cost for the manufacturer. So, it is the unit shifting cost and customer’s sensitivity to the rebate level that determines the system operator’s preference.

Perceptions of patient participation in symptom management: A qualitative study with cancer patients, doctors, and nurses.

To explore people with cancer, doctors', and nurses' understanding of and attitudes toward, patient participation in symptom management. In health service policies worldwide, patients are recognized as the important members of the treatment care team. The concept of patient participation can be understood from a variety of perspectives, reflecting the limited conceptual clarity and poor congruence between patients' and clinicians' understanding. A qualitative study conducted using individual interviews. Forty one people with cancer, five doctors, and seven nurses were recruited from two oncological medical units of a cancer specialized hospital in Shanghai, China between November 2013 - March 2014. Individual interviews were semi-structured. Data were analysed through framework analysis. Patient participation was perceived as a mutual interaction requiring contribution from both patients and clinicians. Three main themes were uncovered: (a) information exchange is the key to patient participation; (b) negotiated decision-making can be achieved in various ways; and (c) patients' self-management can be a form of patient participation. Patient participation was recognized by both patients and clinicians as an important component of cancer care, however concerns relating to patients' limited knowledge and their ability to negotiate treatment decisions existed among most of the patients, doctors, and nurses. This study identified the wide range of activities where patient participation can occur in the context of cancer care. Positive recognition of patients' roles in treatment and care should be advocated among both patients and clinicians to facilitate patients' participation in their own care and enhance clinicians' skills in involving patients.

Activities of the pan-Canadian Pharmaceutical Alliance: An Observational Analysis.

The pan-Canadian Pharmaceutical Alliance (pCPA) was established in 2010 to negotiate confidential prices for drugs coming forward from Canada's centralized health technology assessment (HTA) agency reviews, on behalf of the participating public drug plans. To analyze the activities of the pCPA, to determine: alignment of HTA agency recommendations and pCPA negotiation decisions; the role of health economics in pCPA activities; and patterns of implicit prioritization. The analysis was based on the archive of drugs handled through the pCPA, as posted on its website. The period of observation was from inception to August 31, 2017. HTA recommendations were sourced from the websites of the Common Drug Review (CDR) and the pan-Canadian Oncology Drug Review. Descriptive and statistical analyses were conducted. The dataset contained 206 drug-indication pairings. There was close but imperfect alignment between HTA agency recommendations and the pCPA's decisions to negotiate; deviations occurred only with CDR-reviewed drugs. The median incremental cost-effectiveness ratio of negotiated drugs was $168K/QALY for oncology drugs, but $70K/QALY for non-oncology drugs. The time to initiate negotiations was dramatically shorter for oncology versus non-oncology drugs (mean 54 versus 263 days), and also differed between therapeutic areas at CDR. The time required for PCPA activity was surprisingly similar for drugs recommended without a price condition and for those conditional on a price reduction. These findings revealed a strong alignment between HTA recommendations and pCPA negotiations, an implicit prioritization favouring oncology drug negotiations, and an evolving role for health economics in Canada's reimbursement process.