Negotiation Process Research Articles

The Role of Business Negotiation in Business Cooperation--Analysis Based on Cultural Differences

In the context of economic globalization, the cooperation of enterprises is becoming more and more extensive and important. At the same time, based on cultural diversity, different cultural backgrounds and negotiation customs will have an impact on the outcome of negotiations. This paper analyzes the influence of different regional cultural backgrounds on their negotiation habits and illustrates the importance of paying attention to cultural differences. This paper argues that business negotiation plays a great role in bridging cultural differences in corporate cooperation. Based on this, the following suggestions are put forward in this article. Enterprises should pay attention to the importance of cultural differences, respect each other's cultural and language customs, and be fully prepared. In addition, it is necessary to do a good job of professional plan formulation before negotiation, flexibly adjust communication strategies during the negotiation process, and take the initiative while respecting the other party. At the same time, enterprises should focus on providing professional training for relevant personnel to improve their negotiation skills.

Careers as Social-Symbolic Work: Civilian Criminal Investigators’ Struggle for Legitimacy

The nexus between work and social categories is known to have an impact on how people develop in their careers. The purpose of this study was to examine the conditions for career work undertaken by civilian criminal investigators (CIs) who are currently entering police organizations, complementing police officers in criminal investigations. The empirical study encompassed 71 interviews conducted with both civilian and police CIs in the Swedish police. The conditions for career work were analyzed through a social-symbolic lens, recognizing the impact of both resource distribution and agency in a network of different actors. Furthermore, the contextual nature of career work was examined, highlighting tensions between civilian and police CIs, influenced by gender dynamics and cultural factors. The situatedness and cultural characteristics of the workplace, involving gender and academic and professional background, have divergent outcomes in career work. This research discusses the multifaceted nature of career development among civilian CIs, providing an extended understanding of career as a socially negotiated process and unraveling the mutual influence of organizational dynamics, cultural norms, and resource distribution in shaping individual career trajectories.

POLITICAL CONFLICT AND COMPROMISE IN THE JOB CREATION BILL DISCUSSION

Regulatory reform by amending various provisions in dozens of laws into a single Omnibus Law on Job Creation has been rejected because it is considered to eliminate protection for workers/labourers, and expand the dominance of employers. The wave of rejection continues to strengthen, raising questions about the process of political communication, conflict and negotiation, and political compromise between political forces in the DPR (Parliamentary Institutions). With a constructiveist paradigm and case study method, and supported by several theories from political science, political communication, negotiation theory, conflict theory, as well as several concepts regarding political compromise, the results showed that political communication in the discussion of the Job Creation Bill took place systematically by placing the authority of political parties as decision makers. Political conflict occurs due to inflexible negotiations. Political negotiations carried out through a principle-based negotiations approach, although it can accelerate the discussion process, is unable to guarantee the effectiveness of political compromise. The Job Creation Bill comes as an orthodox legal product and was declared unconstitutional by the Constitutional Court. Four things that become the findings of this research are (1) the dynamics of political communication are strongly influenced by the presidential-multiparty political system that produces majoritarian power, so that it has consequences for political alignments; (2) political conflicts that arise due to polarisation of political support have presented inflexible political communication, (3) principle-based political negotiations are pragmatically able to accelerate discussions but do not guarantee resistance/rejection by the public; and (4) political compromise through the stages of strategy development, relationship management, and decision making, cannot be a form of agreement that can accommodate all parties

Assessing the viability of virtual structured democratic dialogue

AbstractThe paper examines the impact of virtual rendering of the Structured Democratic Dialogue (SDD) process. The authors discuss the implications of implementing each process stage virtually and suggest necessary adaptations to the relevant practices. They provide recommendations for improving the overall quality of online sessions and propose qualitative and quantitative indicators that can be used to compare and evaluate face‐to‐face and hybrid or virtual implementations. Pertinent indicators include financial cost, completion time, cost of required resources, number of factors generated, Spreadthink, extent, depth and quality of discussions during clustering and mapping stages, number of dimensions identified, number of factors included in the influence map, number of connections in the influence tree, situational complexity indices and degree of agreement on how to move forward. The authors propose that further research and additional case studies can help systems scientists and practitioners converge on reliable and validated criteria and metrics to allow solid assessment of possible quality loss associated with rendering each stage of the SDD process virtual.

Teacher positioning within the figured world(s) of urban school science

AbstractAlthough research has highlighted the challenges of teaching in urban settings, particularly for science teachers, it has paid less attention to the development of science teaching identities in urban settings. This paper situates science teaching identity within societal discourses of science, education, and teaching to explore the ways in which macro‐level discourses influence the positions available to science teachers in urban schools. Using questionnaire data from 64 teachers, discourse analysis is used to demonstrate how participants reinscribe or disrupt prominent macro‐level discourses, including the elitism of science, accountability, and deficit views of urban areas, and the resulting positions that are created by this negotiation process. The findings include possible positions relative to science, education, and teaching as well as a consideration of differences between elementary and secondary teachers and between beginning and experienced teachers. Although many participants successfully disrupted damaging discourses of science as elite and disconnected, as well as discourses of accountability and the role of standardized testing, they were not able to disrupt deficit discourses that resulted in positioning themselves as outside of their students' worlds, often as saviors. The findings demonstrated the strong influence of deficit discourses on teachers' descriptions of their experiences as science teachers and the need to support teachers in understanding the historical and cultural contexts of urban education to identify and disrupt deficit discourses and create teacher positions based on asset and justice‐based views of students, schools, and communities.

Conflicts in the Negotiations Between China and Britain on the Return of Hong Kong

Hong Kong became a British colony in 1840. In the 1980s, the PRC government took the opportunity that Britain sent officials to sound out China’s attitude towards the Hong Kong issue to introduce “one country, two systems” policy. Because the British government, led by Margaret Thatcher, repeatedly made difficulties against China on treaty and sovereignty issues, the negotiation process was challenging. After three changes of attitude in negotiation, the British government gradually realized the tough position of the Chinese government and agreed to return Hong Kong’s sovereignty. However, Hong Kong has encountered the dramatically changing of world pattern over these 40 years. Anti-China movements in Hong Kong have colluded with overseas organizations, repeatedly set off riots and conflicts. Under such conflicts, the restoration of social order and economic development in Hong Kong need to re-examine the government organizations and policies within it, as well as the “one country, two systems”. This paper takes the Sino-British negotiations as the starting point, makes a detailed analysis of the game between the two sides in the negotiations. By relating them with the actual situation of Hong Kong society, especially the 2019 riots, the paper analyzes the Hong Kong problem and examines the roots of the ongoing conflicts in Hong Kong.

Adapting Amidst Vulnerability: An Interpretative Phenomenological Analysis Study on Gay Men Living With HIV.

HIV represents a "biographical disruption", interrupting the continuity of life and fostering a sense of vulnerability. The transition of HIV into a chronic condition, coupled with extended life expectancy, necessitates significant lifestyle adjustments, making adaptation and navigation through uncertainties essential. Interpretative phenomenological analysis was used to investigate the lived experiences and adaptation processes of gay men in Greece who are living with HIV. Semi-structured interviews were conducted with seven HIV-positive gay men, recruited from two Greek NGOs that support individuals living with HIV. Investigator triangulation was used to interpret textual material, heightening credibility and reducing bias, thereby enhancing the findings' reliability. The analysis identified a superordinate theme, "Being Vulnerable Enough: Negotiating Uncertainties and Adapting in the HIV Experience", which encompasses three themes: "The Moment of Division: Fear, Uncertainty, and Vulnerability after an HIV Diagnosis", "Grief and Negotiation: Navigating Daily Life Through the Lens of Loss", and "Reclaiming Self: Shaping 'My HIV Identity' to Fit on My Terms". The initial shock of HIV diagnosis introduces a sense of vulnerability, with participants confronting fear, despair, and grief over the loss of health and the disruption of their anticipated life flow. Being vulnerable enough enables individuals to adapt to life with HIV by managing uncertainties through creating certainties with small daily decisions, in a non-linear, ongoing process of negotiation and reassessment, without the need to eliminate all uncertainties.

Transpacific rehabilitations: Yamaguchi Yoshiko’s 1950 Sacramento concert and post-incarceration Japanese American cultural memory

Focusing on a recently discovered collection of private recordings of Japanese singers in concert in Sacramento, California, in 1950, this article examines the audio record of the performance by Yamaguchi Yoshiko, previously known as Ri Kōran (Li Xianglan), as an instance of the emergence of new maritime routes of circulation for popular music in the early Cold War period. In the light of the supposed need for both Yamaguchi and her audience of Japanese Americans to seek ‘rehabilitation’ for their wartime activities, including incarceration of the latter in internment camps, the article traces a complex process of negotiation between performer and audience as each seeks to manage the tensions and contradictions of their shifting historical positions. The article also explores other recordings from the same collection, including those by Misora Hibari, Hattori Ryōichi, Watanabe Hamako, Kouta Katsutarō and the Akireta Boys, and provides an account of who made the recordings and how they were unearthed in 2008.

Against abstract universalisms in fashion theory: For a dialogical process of interpretation and translation

Criticism on the Eurocentric character of the concept of fashion has been raised already for almost four decades within fashion studies. Yet, the growing entanglement with globalization studies and postcolonial and decolonial theories has accelerated an epistemological turn within fashion studies. The epistemological turn not only fostered new research on the empirical level, it also challenged the theoretical framework of the discipline. Even the concept of fashion itself, entrenched as it is in modernization theories, has gradually come under attack. The concept of fashion has been held accountable for defining only ‘modern’ western fashion as its research object, while side-lining, even erasing, other ‘traditional’ sartorial systems. In order to redress the Eurocentric character of fashion theory and the exclusionary effects it engenders, fashion has been redefined as a ‘universalism’. Although this view became quite mainstream, in its turn it also became gradually criticized. It has been rightly argued that redefining fashion as a universalism is only another way of re-inscribing fashion scholarship in the hegemonic western ‘modern/colonial’ way of knowledge production. Studying sartorial practices positioned outside the western capitalist fashion system through the lens of fashion obscures an understanding of their own specific characteristics. In this article, I will turn more specifically towards the question of which methodologies we can mobilize if we, scholars versed in western modern knowledges and modern knowledge production, are committed to a multiplicity of sartorial worlds in as well as outside ‘the West’. The article proposes a hermeneutic–dialogical method of interpretation and translation as an epistemological as well as an ethical tool towards a more adequate understanding of ‘other’ ways of wearing, making, feeling, thinking of and living through clothes. Finally, this article offers a tentative analysis that shows what this dialogical approach might entail.

한국 언론에서 본 대만 2·28 사건 - 『경향신문』·『동아일보』의 관련 기사를 중심으로

The 1947 February 28 Incident, which resulted in more than 10,000 casualties, is a seminal event in Taiwan’s modern history. The sharp internal and external divisions that were expressed during the event and its aftermath became the prototype for modern Taiwan’s social conflicts. The Incident also attracted the attention of not only Taiwan but also Korea, which had just been liberated, and Korean media outlets reported the causes and background of the Incident in light of their own experience of colonization. Therefore, an understanding of the narrative and causes of the February 28 Incident can serve as a mirror for understanding the immediate post-liberation situation in East Asian countries with colonial experiences. To this end, this article focuses on Korean media coverage of the February 28 Incident, analyzing the sources, context of the coverage, and perspectives expressed in the commentary. This article explains that the KMT’s misguided policies and responses played a crucial role in the escalation of the incident to the rest of Taiwan, and that internal conflicts and divisions within the KMT contributed to the difficulties in the negotiation process. As commentary in the Korean and Western media has shown, the February 28 Incident cannot be viewed simply as a result of internal contradictions in Taiwanese society, but also provides clues to understanding the effects of Japanese colonial rule, the state of the KMT, and economic insecurity.

IDENTITY AND INFINITY: ALTERNATE MODES OF SCRIBING THE SELF: A COMPARISON OF MARIO VARGAS LLOSA’S AUNT JULIA AND THE SCRIPTWRITER AND YANN MARTEL’S LIFE OF PI

An active engagement with the notion of the ‘self’ in modes of confrontation, contestation and conjuration has been an important tropological concern of fictional narratives, especially of an autobiographical intent and tone. Any coherent and significant concept of the ‘self’ entails a conglomeration of conscious and subconscious indices of subjectivities, intellectual sensibility, emotional drives and epistemological orientations, all of which are ideally conducive to artistic or material creativity. And, in life as well as in literature, it inevitably determines the ways and the extent to which the individual is capable of transcending the ‘personal’ to connect with the ‘other’ in varying degrees of empathetic identification. Literature is a terrain where one can encounter, on the one hand, protagonists who cross the confines of their self and feel one with the whole cosmos, and on the other, those who fail miserably in transcending the anxieties and fears of the personal, and recede into self-imposed reticence and insularity. The former is usually seen undertaking a self-chosen or imposed journey in which their inner psychic resources are unearthed and are ultimately traced to the vast eternity of cosmic energies. The latter is representative of the tragic consequences of the ruthless encroachment of normative social forces upon the personal space and the resultant subjugation of the individual self. There is also an in-between category of individuals who can strike a fine balance between their self and the social mores, through an ironic process of competitive negotiation. They consolidate their selves through the calibrated transgressions they perform upon the rules and rigours of social institutions and ethics, only to be re-inducted after a brief interregnum of ostracized animation.

Impact of Microfinance Institutions Lending on SMEs Growth in Zimbabwe

This study investigated on the impact of microfinance lending on Small to Medium enterprises (SMEs) growth. This study adopted pragmatism philosophy wherein both positivism and interpretivism approaches were deployed. This study also adopted descriptive and explanatory research designs; the explanatory design for quantitative research and the descriptive survey for qualitative research. Proportionate stratified random sampling was used to select respondents that participated in questionnaires and judgemental sampling to select respondents who participated in interviews. Data was collected through the use of questionnaires with closed ended questions and interview guide instruments. Data was analyzed using Statistical Package for Social Sciences (SPSS), Thematic Approach, Microsoft Excel, and Microsoft Word packages. The study found that MFIs sell financial and non-financial products to clients. MFIs provide basic business skills, help with capital investment decisions, general business management and risk management. This finding extends the current body of knowledge on microfinance institutions lending impacts on SME growth. The study recommends that leadership strategy is one of the important strategies that can be embraced by MFIs to enable them survive competition in the market. MFIs need to increase flexibility, use holistic and innovative financing, employ research, take advantage of technology and make lending personal to SMEs. Because the transactions are frequently small and the clients are mostly from difficult-to-reach locations, most formal financial institutions regard the poor as high risk and high cost. Microfinance institutions must break these barriers. This allows low-income families (SMEs) to stabilize their income flows and save for future needs. MFIs need to keep on providing their services to SMEs. MFIs also need to keep providing business training to equip SMEs with requisite skills in savings mobilization and micro enterprise investment options. Policymakers and other social partners must develop and implement strategies to boost SME growth in their respective countries. To build a knowledge base for SME growth, authorities at the local, national, and regional levels must conduct evidence-based analysis to feed social dialogue and policymaking processes.

Between Tradition and Modernity: Dynamics of Krobo Marriage Rites in the Eastern Region of Ghana

Purpose of the Study: This research delves into the dynamic evolution of marriage rites within the Krobo community in Eastern Ghana, focusing on the 'la-pomi' and 'fia' ceremonies. Methodology: Employing a qualitative approach, the study utilized narrative analysis to capture the intricate perspectives surrounding the 'la-pomi' and 'fia' marriage rites. Twenty-four participants from Krobo-Odumase and its environs, aged between 20 to 60 years, were purposively sampled and interviewed in two phases. Main Findings: The study unveiled a significant transformation in the Krobo marriage rites, from highly structured ceremonies to more adaptable forms blending traditional elements with modern practices. Key factors driving this evolution include urbanization, the influence of Western education, and the interplay with legal frameworks, all contributing to the rites' ongoing adaptation. Despite these changes, a strong commitment to preserving cultural identity remains evident among the Krobo people, showcasing their resilience and innovative approaches to sustaining cultural traditions. Applications of this Study: By highlighting the adaptive strategies employed by the Krobo community, this research contributes to broader discussions on cultural sustainability, identity, and social cohesion in the face of global changes. Novelty/Originality: This research underscores the complex negotiation process between preserving cultural heritage and embracing change, offering a unique perspective on the resilience and dynamism of Krobo cultural practices in a rapidly changing world.

더 나은 기술수업 만들어가기를 위한 실행연구 - 노마드 중학교 사례를 중심으로 -

This study aimed to understand what constitutes better technology classes in middle school technology education and to uncover the essence of quality technology education. Employing the action research method, with the teacher assuming the role of a researcher, the study explores the process of planning, implementing, reflecting on, and re-implementing lessons for class improvement. Conducted at G Nomad Middle School, a public alternative education specialized middle school, from March 2022 to December 2023 across four semesters, the study collected and analyzed data such as class recordings, student interviews, teacher's reflective journals, and class outputs to understand the essence of better technology classes. Key findings of the study are as follows: First, as an initial step in understanding the field to create better technology classes, the researchers gained insights into how students at Nomad Middle School perceived technology classes, which were described as playful classes, uninteresting classes, and classes where only some students participate. Second, the process for creating better technology classes was categorized into themes such as inviting students to participate in class through dialogue, providing opportunities for reflection through online portfolio writing, connecting class with students' lives, providing customized assignments and assistance to students, teaching classes that reflect students' preferences, incorporating career-related aspects into classes, and providing time and space for technological activities. Third, implementation resulted in observable changes in the classes, transforming them into classes that connect text and context, classes that foster immersion through reflective thinking, and classes that recognize each other's existence. Fourth, the educational significance of creating better technology classes was discussed within the context of three educational essences: interpretive interaction between learning and teaching, existential orientation towards better human formation, and dialectical dialogue process. This study offers valuable insights for technology teachers striving to enhance their classes and researchers exploring the essence of effective technology classes.

Navigating Identity Negotiation and Cultural Adaptation in 'American Fever': A Critical Discourse Study

The current study aims to analyze the discursive construction and representation of the processes of cultural adaptation and identity negotiation among Pakistani students in America in Dur e Aziz Amna's novel American Fever (2022). The study utilizes Homi K. Bhabha’s concepts of hybridity and mimicry (1994) to unveil students' strategies during their stay in America. Fairclough’s three-dimensional model (1992) was also employed to examine linguistic choices underpinning power and resisting strategies used by the protagonist to establish her position in society. The findings indicate that Pakistani students adapt to American norms, contrasting their native culture. Power dynamics play a significant role in identity negotiation, as Islamophobia and the Pakistani identity of the students affect their power position in American society. The author has used evocative language, metaphors, intertextual references, and code-switching to render the complexities of cultural adaptation and manifest her resistance to prevailing ideologies, including Islamophobia and gender norms.

Visualizing Farewell: A Jewish Soldier’s Return to Postwar Germany through Private Photography

ABSTRACT This article explores the experience of German-Jewish refugees who joined the U.S. Army and returned to Germany wearing uniforms through an examination of their private photographs. Focusing on two case studies of images taken by soldiers in 1945–6, the study uncovers their complex dynamics of identity and belonging as they confronted their traumatic past. These photographs reveal a profound detachment from sites of Jewish trauma, enabling the soldiers to bid farewell to their old Heimat on their own terms. By shedding light on their struggles, the analysis provides insights into the process of identity formation and memory negotiation.

Focusing on Actors, Scaling-Up, and Networks to Understand Co-Production Practices: Reporting From Berlin and Santiago

In different policy agendas, such as the New Urban Agenda and the Sustainable Development Goals, co-production is introduced as a desirable urban planning practice to validate the engagement and inclusion of diverse actors/networks. Nevertheless, some scholars argue (e.g., Watson, Robinson) that the Western planning approach faces difficulties incorporating rationalities beyond the Global North–South division. In this context based on the research project DFG-KOPRO Int for the German Research Foundation on Chilean and German cases and the local context, this article seeks to explore how local groups are undertaking co-production, which means of legitimacy are used, and which socio-spatial results develop. In doing so, the research focuses firstly on the negotiation processes (governance) between stakeholders by undertaking network analysis and, secondly, on understanding the impulse for urban development by analysing the project’s socio-spatial material patterns. Chile’s neoliberal context and the case studies showcase diverse cooperative forms that try to close governance gaps within strong political struggles. In the German context, actors from different areas, such as cultural institutions, universities, and private actors undertake diverse mandates for testing regulatory, persuasive, or financial instruments. As different as local realities are, the overall results show that co-production occurs mostly in highly contested fields such as housing projects and highlights a three-part constellation of actors—state, private, and civil society—in urban development. However, negotiation processes take place, ranging from conflictive to cooperative. Hence, co-production challenges prevailing social and political structures by providing an arena for new forms of collective and pluralistic governance.

‘Why Didn’t You Allocate This Task to Them?’ Negotiation-Aware Task Allocation and Contrastive Explanation Generation

In this work, we design an Artificially Intelligent Task Allocator (AITA) that proposes a task allocation for a team of humans. A key property of this allocation is that when an agent with imperfect knowledge (about their teammate's costs and/or the team's performance metric) contests the allocation with a counterfactual, a contrastive explanation can always be provided to showcase why the proposed allocation is better than the proposed counterfactual. For this, we consider a negotiation process that produces a negotiation-aware task allocation and, when contested, leverages a negotiation tree to provide a contrastive explanation. With human subject studies, we show that the proposed allocation indeed appears fair to a majority of participants and, when not, the explanations generated are judged as convincing and easy to comprehend.

Mentoring in Salary Negotiation for Female Sport Management Students

Female professors continue to make less than their male counterparts. In traditionally male dominated fields, such as sport management, the pay gap can be even greater. To gain further insight into the salary negotiation process, the specific role of mentoring was examined utilizing qualitative research, and specifically semi-structured interviews conducted with female sport management professors. Open-ended coding was employed to analyze the data. Female participants reported they had limited mentoring for the salary negotiation process and felt there were barriers that influenced if mentoring took place. Participants did indicate informal mentoring occurred, and some reported the development of meaningful relationships specifically with major advisors who intentionally provided advice and mentoring related to the salary negotiation process. Being cognizant of gender roles and utilizing mentoring strategies is critical to addressing salary and the continued gap in salary amongst female and male professors in sport management.

The process of implementation of the EU acquis in the national legislation of Ukraine

The article summarizes the process of implementing the EU acquis into the national legislation of Ukraine, as well as the obligations undertaken within the framework of the Association Agreement. Thus, as part of the negotiation process, Ukraine's commitments are grouped into six clusters, which in turn contain 34 chapters. It was found that 80 state authorities assessed the approximation of Ukrainian legislation to EU legislation (self-screening) within six months. According to the results of the inspection, several EU acts do not require implementation into Ukrainian legislation, some acts are subject to further full or partial incorporation, and some of the acts have already been fully implemented into Ukrainian legislation. It was also analysed that the largest number of EU acquis acts, which Ukraine has already fully incorporated into its legislation, relate to the sections «Customs Union», «Statistics», «External Relations», «Food Safety, Veterinary and Phytosanitary Policy» and «Protection of Consumer Rights and Health Care». However, under such sections as «Transport Policy», «Food Safety, Veterinary and Phytosanitary Policy», «Freedom of Movement of Goods», «Freedom of Entrepreneurship and Provision of Services» there is still work to be done in terms of the implementation of EU norms in the internal legislation of Ukraine. In addition, the article also defines the state of implementation of the EU acquis in Ukraine. In addition, the activities of government bodies during 2023 in the process of implementing EU legislation were also analysed. It was found that Ukraine also fulfilled all seven recommendations of the European Commission, which it received during the granting of candidate status. It was also determined that Ukraine, on its way to European integration, continues to fulfill its obligations under the Association Agreement. During the period from 2015 to 2022, Ukraine fulfilled 72% of its obligations.