Negotiation Situations Research Articles

Modeling Negotiating Abilities in the Construction Sector: A Proposed Mathematical Model Using the Confirmatory Factor Analysis Method

This study aims to develop a mathematical model for evaluating the objective abilities needed for negotiation and to provide a tool that companies can use to select a negotiation team. The model was constructed using a Likert pentagonal scale, where numbers from 5 to 1 represented the level of agreement or disagreement, and seven objective abilities were considered, including analytical ability, economic knowledge, legal knowledge, linguistic ability, psychological understanding, normative understanding, and general knowledge. The model was tested using a structured interview (sixteen interviews) with experts and specialists in the construction industry as a case study and then validated by quantitative data analysis method using first-order confirmatory factor analysis (CFA) with a sample of consultants (220 responses) from companies and offices related to the construction sector. The study found that the model is valid for use in the construction industry and can be useful for selecting negotiators. The developed model can be used, adapted, and modified according to the needs of different negotiation situations. This research is the first of its kind to develop a mathematical model for evaluating negotiating abilities and can be used as a model for similar research studies.

Anchoring: The Underestimated Manipulation of Decisions

“Anchoring” is a tactic used to manipulate negotiation outcomes. It exploits the fact that people base their estimates of unknown quantities on initial values. If they are given these initial values, their estimations are influened by them. We will address whether there is a rational justification for people to be manipulated by anchoring. We will also look at how to recognize in a negotiation situation whether the anchor effect is being used against you, how to use the anchor effect to your benefit, or at least how to defuse it if it is being used against you.

The Present Situation and Trend of Negotiations on the Iranian Nuclear Issue

After Iran and the United States and Europe disagreed on the “final text” put forward by the European Union in early August, the Iranian nuclear talks once again reached an impasse and have continued to this day. The main contentious points that deadlocked the negotiations are: “guarantee problem” “problem of lifting of sanctions” “safeguard problem” and so on. At present, the Iranian nuclear issue is in a state where there are no formal negotiations but secret indirect communication, although there is a lot of progress, there are still major obstacles and although no agreement has been reached, there is no crisis. As far as the trend of Iranian nuclear negotiations is concerned, it is an inevitable trend to restart negotiations, and when to restart negotiations is affected by accidental factors. The form of resumption of negotiations is more likely to be the form of indirect talks between the United States and Iran mediated by the European Union. In fact, the goal of the negotiations will no longer be to return to the 2015 agreement but to reach a new one. Even if the talks are resumed, it will still be difficult to reach an agreement. The long-term failure to reach an agreement in the Iranian nuclear negotiations will increase the risk of nuclear proliferation in the Middle East, affect peace and stability in the region, and at the same time promote the formation of international opposing camps, which is not conducive to international peace.

Critical Examination of Game Theory as Applied to Conflict and Negotiation

MANY scholars and politicians have sug gested negotiation as a solution for South Africa's problems. Although the subject of negotiation has been eclectic in the absorp tion of Insights from other disciplines, it is only fairly recently that communicologists have become interested in the topic. Today there are various theoretical approaches underlying the study of negotiation. The Theory of Games (or Game Theory) is one of the earlier approaches -one however which is still popular in some quarters. This article overviews the literature on Game Theory as applied to conflict and negotiation, and the writer concludes that though useful initially, it is no longer suitable for the study of real-life conflict and negotia tion situations. The communicologist will have to find a less behaviouristic approach if he hopes to understand (and apply) the com plexities of negotiation. Only then can we begin to talk of solutions

Conflict Resolution

TRULY effective and successful human negotiation and the resolution of conflict (also where South Africa is concerned) can only be developed by a process preceding actual negotiation. Destructive tendencies resulting from perceptions or expectations deeply rooted in different cultural backgrounds, can only be overcome through the conscious effort to create a basic, mutually acceptable communication sub-culture in which trust plays a central role. Rather than approaching any given negotiation situation with a fixed, preconceived action model already in mind, communication scholars will have to begin their work much earlier. Individual, social, and cultural components which exist prior to interpersonal communication situations will have to be identified and studied. This approach requires the initial acceptance of complexity, and the ability to allow specific conditions to assist them in discovering and developing situationally appropriate techniques.

The Risk and Benefits of Applying Artificial Intelligence in Business Discussions

Artificial intelligence (AI) is the development and implementation of algorithms to create a dynamic computing environment replicating human intelligence's fundamental processes. To make a computer think and act like a human requires three essential components: a computing system, data and data management, and powerful artificial intelligence algorithms [1]. With the development of AI technology, more and more companies are turning to AI, for example, to assist them in negotiations. Artificial intelligence is a powerful tool for the mathematical analysis of negotiation situations [2]. Negotiation is a process of social interaction and communication about the distribution and redistribution of power. Traditionally, negotiation assistance has been based on normative and prescriptive research, with analysts and experts as users. Electronic negotiation systems provide services to negotiators, addressing their needs rather than guiding their operations to comply with logic and optimization, as is common in software engineering [3]. Therefore, it was found that artificial intelligence is, to some extent, helpful in negotiation. This study will use some examples, like Pactum, to examine the advantages and disadvantages of AI in business negotiations, and in the end, it will suggest some solutions for the negative impacts.

Fuzzy TOPSIS framework for promoting win-win project procurement negotiations.

In recent years, organizations worldwide have widely applied the project approach in business and value delivery. Negotiation is essential to the success of a project; however, it has not been explored systematically in the project context. A gap remains between knowledge and practical behavior during negotiation settlements throughout projects. Many project procurement (PP) negotiations do not work as expected. This study develops a practical framework using the scientific method to help close the gap and improve PP negotiations. The proposed framework uses the fuzzy TOPSIS (technique for order preference by similarity to ideal solution) method to integrate the PP management process (PPMP) and the three-phase negotiating model. Through this approach, notable variables and potential solutions under uncertain negotiation situations are quantitatively examined in the early stage and managed until the completion of PP. Thus, expected agreements can be obtained in a timely and efficient manner, with negotiating parties committing to implementing what has been agreed on. Such a commitment facilitates win-win outcomes. An example is presented to demonstrate how the proposed framework operates, and practical implications for managers of project-based organizations are offered. This study provides researchers and practitioners with a foundation to study refined models to enhance project negotiations with interdisciplinary integration.

Conflict Strength: Measuring the Tension Between Cooperative and Competitive Incentives in Experimental Negotiation Tasks

Conflict management scholars study mixed-motive negotiation situations with cooperative and competitive incentives predominantly through multi-issue negotiation tasks in experimental studies. Intriguingly, experimenters currently lack an objective, generalizable, and continuous measure that precisely quantifies the incentives underlying these negotiation tasks. We present the conflict strength coefficient, which enables scholars to systematically quantify the incentive structures in these multi-issue negotiation tasks. By making the incentive structures accessible and numerically comparable, the conflict strength coefficient provides new insights into the central element of the experimental study of negotiation and conflict management, unmasks differences across existing tasks, facilitates research transparency, knowledge sharing, and open science practices. We demonstrate the coefficient’s benefits by providing a hands-on example from past research, by reviewing and quantitatively assessing the current literature, and by mapping conflict strength coefficients for the negotiation and conflict management research landscape and its subareas. Our analysis suggests that the conflict strength coefficient can enrich the understanding of cooperative and competitive incentives in the established tasks and directly guide and support an individual scholar’s process of knowledge creation. The conflict strength coefficient provides a methodological contribution to the experimental study of conflict management and negotiation with immediate benefits for the production of scientific knowledge, the experimental study of real-world phenomena, and theory development.

High-temperature superconducting guidance force enhancement by a novel permanent magnet guideway for maglev curve negotiation

In order to enhance the guidance force, adding the high-temperature superconducting (HTS) bulks and permanent magnets in lateral direction is the simplest way especially in curve negotiation situations. However, as the core component of maglev system, permanent magnet guideway (PMG) consists of a huge amount of NdFeB magnets along the operation line. Hence, it means a huge construction cost to add the magnets in lateral direction. To help solving this issue, this paper discusses a PMG improvement methodology based on the widely-used two-pole Halbach PMG. This proposed novel PMG can enhance the guidance force by only adding air intervals between neighbor magnets and the flux-concentration irons and raising the onboard HTS bulks’ width accordingly. Firstly, a 2D electromagnetic theoretical model of the HTS bulk-PMG maglev system was built in the COMSOL Multiphysics. Then, under the different external magnetic fields of the PMGs with different air intervals, levitation and guidance performances of the typical onboard HTS bulk array at typical working conditions were discussed. The results showed that, with the suitable HTS bulks’ width, the guidance force can increase with the intervals increasing in a range. And the HTS maglev system adopting this idea can achieve a guidance force growth of about 41%. This PMG idea is appropriate for curve negotiation situations because of its higher ratio of the guidance force to the levitation force, without changing the basic magnetic circuit and the magnet block number of the previous linear PMG.

Negotiation and Negotiating Behaviours: The Role of Personality Variables

<p>This paper examined the concept of negotiation and types of negotiation, namely distributive and integrative. It pondered on why people fail to keep to negotiation rules. Thomas Hobbes state of nature and Machiavelli’s concept of the human relationship used to explain this phenomenon. Furthermore, the article argues that this disposition is a consequence of people’s perception of negotiation as a game where one party’s gain is the other party’s loss. The significance of game theory in the negotiation is therefore emphasised. Personality factors were considered important in the negotiation process. The impact of the big-five personality on the negotiation situation was highlighted. Unethical practices could make the negotiation process difficult, thereby affecting the quality of decision reached during negotiation. The study concludes by suggesting some ways of succeeding in negotiation.</p>

Convivial linguistic practices: lived togetherness through language in the United Arab Emirates

Abstract This paper takes up conviviality as an analytical tool to investigate everyday language choices made by foreign residents living in Ras Al Khaimah, a small city in the United Arab Emirates (UAE). It draws on recent work in human geography and cultural studies to understand conviviality in terms of practices rather than outcomes. Specifically, it investigates some of the linguistic dimensions of conviviality deployed by residents of the city in everyday situations of linguistic contact and negotiation of difference. The paper focuses on participants’ “small story” narratives (Georgakopoulou, Alexandra. 2015. Small stories research: Methods – analysis – outreach. In Anna De Fina & Alexandra Georgakopoulou (eds.), The handbook of narrative analysis, 255–272. Malden: John Wiley & Sons) that exemplify everyday language choices in the face of a highly ethnolinguistically diverse as well as racially and economically stratified society. Considering the multitude of ethnolinguistic and socioeconomic divisions in the city and the country as a whole, the paper unpacks how such cross-border contact is negotiated through everyday language practices. The paper identifies four types of convivial linguistic practices described by my participants: language sharing, benevolent interpretation, language checks and respectful language choices. In the process, I also probe the limits of what studying conviviality can tell us about everyday linguistic togetherness in highly segregated societies marked by stark inequalities.

The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation

Prior research on cross-cultural negotiation has emphasized the cognitive and the behavioral elements. This study takes a different perspective and presents a motivation–emotion model of cross-cultural negotiation. We propose that the cultural differences in chronic regulatory focus will lead to cultural biases in emotion recognition, which in turn will affect negotiation behaviors. People are inclined to perceive and behave in ways that enhance regulatory fit. Westerners and East Asians, who each have different chronic regulatory focus, are likely to interpret the negotiation situation differently in order to increase their regulatory fit. Specifically, this study proposes that when the emotion of the opponent is ambiguous, people from different cultural backgrounds may show cultural biases in emotion recognition, concentrating on the emotion that fits their chronic regulatory focus. Drawing on the Emotion as Social Information (EASI) model, this study discusses how these cultural biases in emotion recognition can affect people’s negotiation behaviors. Finally, some possible moderators of the motivation–emotion model including power and emotion recognition accuracy are suggested to promote sustainable practices in cross-cultural negotiation.

Critically discuss the advantages and disadvantages of the use of anchoring in negotiation situations with integrative potential

In this essay, the author discusses the advantages and disadvantages of the use of anchoring in integrative negotiation. Firstly, the essay introduces relevant definition, including Anchoring Effect, Distributive Negotiation and Integrative Negotiation. In the second part of the essay, the advantages of the utilization of anchoring are argued from three separate perspective. In the third sector of the essay, two advantages of anchoring are discussed. In the procedure of the discussion of the advantages and disadvantages, the author applies both his practical experience and theoretical knowledge to illustrate his view. Finally, the author concludes all discussions above and draws the conclusion about the use of anchoring in the integrative negotiation that when taking an integrative negotiation, full preparation should be made in advance to find an appropriate point of anchoring, which is conducive to bringing a win-win situation even for an integrative negotiation.

MODEL OF CONSUMER BEHAVIOR IN THE INDUSTRIAL MARKET IN THE CONDITIONS OF DIGITALIZED PURCHASING MANAGEMENT

Intense competition in industrial markets leads to a constant change in customer behavior. Tight price negotiations and abuse of power make it difficult for participants to interact in sales. Taking these facts into account, it should be noted that for a sales Manager, the success rate is the final result of negotiations and is determined by the price. Surveys of sales managers in the industrial sector show that another important element of negotiations is the length of the business relationship. Despite these trends, questions remain about other factors that can consciously or unconsciously influence the negotiation situation, both in a positive and negative way. This article examines the behavior of industrial market participants in purchasing activities, on the basis of which a model is proposed. The article was carried out as part of the second stage of fundamental research works on the state task in 2020 on the topic “Theory of consumer behavior in the modern economy”: Order of the financial University under the government of the Russian Federation dated 20.03.2020 No. 0564/o “On the organization Of the second stage of fundamental research works performed under the state task in 2020”.

The impact of reimbursement negotiations on cost and availability of new pharmaceuticals: evidence from an online experiment

BackgroundThe necessity to measure and reward “value for money” of new pharmaceuticals has become central in health policy debates, as much as the requirement to assess the “willingness to pay” for an additional, quality-adjusted life year (QALY). There is a clear need to understand the capacity of “value-based” pricing policies to impact societal goals, like timely access to new treatments, sustainable health budgets, or incentivizing research to improve patient outcomes. Not only the pricing mechanics, but also the process of value assessment and price negotiation are subject to reform demands. This study assesses the impact of a negotiation situation for life-extending pharmaceuticals on societal outcomes. Of interest were general effects of the bargaining behaviour, as well as differences caused by the assigned role and the magnitude of prices.MethodsWe ran an online experiment (n = 404) on Amazon Mechanical Turk (MTurk). Participants were randomly assigned into four treatment groups for a reimbursement negotiation between two roles (health minister, pharma representative) in two price framings. Payoff to players consisted of a fixed salary and a potential bonus, depending on their preferences, their price offer and the counter offer of a randomly paired negotiation partner. Success had real social consequences on other MTurk users (premium payers, investors) and via donations to a patient association.ResultsMargins between reservation prices and price offers increased throughout the game. Yet, 47% of players reduced at least once and 15% always their bonus probability to zero in favour of an agreement. 61% of simulated negotiation pairs could have reached an agreement, based on their preferences. 63% of these were successful, leaving 61% of patients with no access to the new treatment. The group with “real world” prices had lower prices and less agreements than the unconverted payoff group. The successful markets redistributed 20% of total assets from premium payers to investors over five innovation cycles.ConclusionsThe negotiation situation for pharmaceutical reimbursement has notable impact on societal outcomes. Further research should evaluate policies that align preferences and increase negotiation success.

Основные компоненты коммуникативной ситуации деловых переговоров

The following article considers the concepts of communicative situation, business discourse and business negotiations, as well as the specificity of their functioning. The research focuses on the cinematographic representation of communicative situation per se, which is of great interest within the field of business discourse. Taking into account sustained attention of present-day linguistics to institutional discourse in general and business discourse in particular, the need for a detailed study of the functioning of professional discourse seems quite urgent. As examples of the present study scenes of business negotiations from several American films were taken. The research rests on the componential structure of the communicative situation developed by Teun A. van Dijk (2008), which includes six basic elements inherent in any communicative situation. During the study, the following methods were applied: visual material analysis (which allows of considering a scene from a movie as a qualitative source of data, mainly in terms of non-verbal communication), method of text interpretation (which allows a researcher to single out typical patterns of behavior of businessmen during negotiations), continuous sampling method (which helps to identify language units that indicate personal characteristics of interlocutors) and a method of discourse analysis (allowing to distinguish discursive characteristics of business negotiations). As a result of the research, the presence of the components of the communicative situation identified by Teun A. van Dijk in situations of business negotiations in cinematography was confirmed. The functions performed by these components were analyzed, and the answers to the following questions were given: who performs the role of interlocutors in the situation of business negotiations, what kind of relations they hold, what message topics are common for a situation of negotiations, what are the key features of the speech and nonspeech activity of business negotiations.

A new agent-based simulation model of bilateral negotiation

Purpose The purpose of this paper is to introduce a new agent-based simulation model of bilateral negotiation based on a synthesis of established theories and empirical studies of negotiation research. The central units of the model are negotiators who pursue goals, have attributes (trust, assertiveness, cooperativeness, creativity, time, etc.) and perform actions (proposing and accepting offers, exchanging information, creating value, etc). Design/methodology/approach Methodologically, the model follows the agent-based approach to modeling. This approach is chosen because negotiations can be described as complex, non-linear systems involving autonomous agents (i.e. the negotiators), who interact with each other, pursue goals and perform actions aimed at achieving their goals. Findings This paper illustrates how the model can simulate experiments involving variables such as negotiation strategy, creativity, reservation value or time in negotiation. An example simulation is presented which investigates the main and interaction effects of negotiators’ reservation value and their time available for a negotiation. A software implementation of the model is freely accessible at https://tinyurl.com/y7oj6jo8. Research limitations/implications The model, as developed at this point, provides the basis for future research projects. One project could address the representation of emotions and their impact on the process and outcome of negotiations. Another project could extend the model by allowing negotiators to convey false information (i.e. to bluff). Yet another project could be aimed at refining the routines used for making and accepting offers with a view to allow parties to reach partial settlements during a negotiation. Practical implications Due to its broad scope and wide applicability, the model can be used by practitioners and researchers alike. As a decision-support system, the model allows users to simulate negotiation situations and estimate the likelihood of negotiation outcomes. As a research platform, it can generate simulation data in a cost- and time-effective way, allowing researchers to simulate complex, large-N studies at no cost or time. Originality/value The model presented in this paper synthesizes in a novel way a comprehensive range of concepts and theories of current negotiation research. It complements other computational models, in that it can simulate a more diverse range of negotiation strategies (distributive, integrative and compromise) and is applicable to a greater variety of negotiation scenarios.

Open for Learning: Encouraging Generalization Fosters Knowledge Transfer in Negotiation

AbstractWe examined whether encouraging managers to attend to underlying principles in negotiation training examples rather than contextual specifics fosters openness to learning and enhances subsequent knowledge transfer to new negotiation situations. In an experimental study, 420 managers read a negotiation case study example set in a familiar or unfamiliar industry and answered either broadening or narrowing questions about an example. Managers given broadening questions about an example set in an unfamiliar industry were more open to learning than managers who were asked narrowing questions about an example set in a familiar industry. Openness to learning in turn fostered successfully applying the key negotiation principle to resolve a subsequent face‐to‐face negotiation. The findings suggest that negotiation training for professionals is unlikely to meet its intended purpose if it relies on offering managers examples set in their own industries and encouraging them to answer questions about the contextual specifics of those examples.

Conflict and Cooperation in Labour-Management Relations. A Comparative Approach: Canada-Poland

Until 1980, labour relations in Poland were entirely run by the state. As a result of massive strikes and social negotiations the first independent trade union “Solidarność” was established. The 1989 elections, which lead to the defeat of the Communist government, finally opened the door for legal reform of the Polish industrial relations model. In this article, the author examines the evolution and development of the Polish labour relations system in contrast with the situation and latest trends of labour negotiations in Canada, a democratic country with a market economy.

A Comparative Study of Sino-U.S. Business Negotiation Strategy From the Perspective of Cultural Dimensions Theory

Business negotiation serves as an important activity in Sino-U.S. trade where Chinese companies pay much attention to the relations with their American counterparts. Due to the salient differences in cultures and ways of doing business, negotiating conflicts occur frequently, which impedes the smooth advance of business activities. This comparative research aims to analyze differences in Sino-U.S. business negotiation from an intercultural perspective, providing advice for Chinese negotiators in an attempt to reduce misunderstandings and disputes. The author has collected information about the definition of international negotiation as well as the current state of intercultural research and summarized previous related studies. This study employs Hofstede’s cultural dimensions theory and conducts case analysis in ways that apply the theory into practical negotiation situation. The findings show that Chinese negotiators value long-term business partnership; in addition, they often consult their superiors when the expected conditions change; in terms of communication model, Chinese negotiators prefer indirect speech and constantly use euphemism; a general framework on the contract is more important than specific details for them. American negotiators give priority to the realization of business goals; negotiators represent the company to make decisions and are responsible for the negotiation results; Americans often point out issues face to face and specify concrete solutions to problems; compared with Chinese negotiators, they prefer to reach a consensus on detailed matters and stress less on general tenets. This study illustrates features of Sino-U.S. negotiation in an attempt to provide guidance for future related studies. The author also tries to summarize some pragmatic strategies for Chinese negotiators so as to facilitate the negotiation.