Negotiation Strategies Research Articles

Negotiation Strategies in International Diplomatic Conflicts in United States

Purpose: The aim of the study was to analyze negotiation strategies in international diplomatic conflicts in United States. Methodology: This study adopted a desk methodology. A desk study research design is commonly known as secondary data collection. This is basically collecting data from existing resources preferably because of its low cost advantage as compared to a field research. Our current study looked into already published studies and reports as the data was easily accessed through online journals and libraries. Findings: Findings on negotiation strategies in U.S. diplomatic conflicts highlight the use of coercive diplomacy, economic sanctions, and multilateral negotiations. These strategies involve bilateral talks, international organizations, and third-party mediation. Leverage, including military power and economic incentives, is employed to advance U.S. interests. Challenges arise from divergent interests and power dynamics. Success requires a balanced approach of assertiveness and flexibility. Unique Contribution to Theory, Practice and Policy: Game theory, constructivism & distributive and integrative bargaining may be used to anchor future studies on the negotiation strategies in international diplomatic conflicts in United States. Provide negotiators with training and resources to enhance their cross-cultural competence, including understanding cultural values, communication styles, and negotiation norms. Invest in the development of mediation and third-party intervention mechanisms to facilitate diplomatic negotiations in international conflicts.

Post-9/11 American Society and the Identity Negotiation of Muslim Characters in Ayad Akhtar’s Disgraced (2012)

This article studies the Negotiation of Muslim Identity in Ayad Akhtar’s Disgraced (2012) that Muslim characters practice after the 9/11 attacks in the USA. The paper, moreover, evaluates the Muslim characters encountering the backlash, discrimination, harassment, othering, religious profiling, media propaganda, and alienation despite their complete integration and assimilation into the hostland identity. To explore how the Muslim Immigrant characters, as members of the minority out-group(MO), adopt the strategies of identity negotiation and construct the reactive Muslim identity in the selected play in the post-9/11 American context, The Social Identity Theory by Tajfel and Turner (2004) is used as the theoretical model through the textual analysis and Close Reading Method. The paper, furthermore, aims to study the Muslim characters struggling with the identity crisis and the derogatory treatment from the majority in-group Americans (MI). It also adds to research on the selected play the comprehensive understanding to the readers about the identity negotiations and Muslim identity construct after the 9/11 attacks in America.

Evolutionary game and system dynamics for analysis on stakeholder strategies of regional high-speed rail project in investment decision stage

This paper studies the strategic choices under the conflict among stakeholders of regional high-speed rail project at the investment decision stage in the context of the ‘high-speed rail controversy’. This study develops a tripartite evolutionary game model among the central government, the local government and China Railway, analyzes the evolutionary stability strategy, discusses the influence of multiple factors on the choice of tripartite strategy, and further calculates and analyzes the stability of the equilibrium point in the tripartite evolutionary game system. Then the dynamic change trend of strategy choice brought by the change of each factor is investigated through system dynamics simulation. The results show that the lower the intervention cost and reward to the other two parties, and the increase of the opportunity cost of non-intervention and punishment to the other two parties, the faster the convergence of the central government's choice of intervention strategy. The increase of the rewards and punishments, and the increase of negotiation profits, non-negotiation costs, and loss of reputation for non-negotiation, and the decrease in the negotiation costs and non-negotiation profits all contribute to the shortening of the convergence time of the local government's choice of negotiation strategy. The increase of the rewards and punishments, the increase of support profits, the loss of reputation for non-support, and the decrease of the profits for non-support and the extra cost for support will promote the convergence of China Railway's choice of the support strategy. Finally, the simulation results are discussed so as to target feasible coordination strategies, which provides a theory basis for the practice of conflict coordination among stakeholders of regional high-speed rail project at the investment decision stage.

Practice Briefing: A comprehensive negotiation framework for real estate professionals (Part I)

PurposeThe purpose of this briefing is to highlight the critical importance of negotiation skills in the everyday lives of real estate professionals. It delves into how negotiators must improve their negotiations skills given the negotiation-intensive nature of real estate. It also helps to handle common pitfalls and challenges in negotiations, particularly in the increasingly volatile, uncertain, complex and ambiguous (VUCA) reality of the real estate industry. The briefing offers strategic insights for preparation and negotiation aimed at improving any real estate negotiator’s average performance.Design/methodology/approachThe expert opinion piece combines a literature review on negotiation strategies with practical insights. It addresses the observed under appreciation of negotiation theory and skill, reflecting on real-world real estate negotiations. The goal is to enhance the use and recognition of negotiation theory in the real estate industry. The approach merges theoretical analysis with practical application, offering actionable recommendations to improve negotiation outcomes.FindingsThe negotiation-intensive real estate industry and the transformative impact of VUCA challenges on real estate professionals’ ability to adapt and continuously negotiate successful deals clashes with many real estate’s professional or fixed mind-set over negotiation historically being an art or a talent and mostly being stuck with win-lose strategies. Instead, negotiation is a science that can be learned and deliberately improved to counter stress-induced or fear-based responses that lead negotiators toward suboptimal negotiation strategies, such as win-lose or naive win-win. However, these dynamics are preventable. Well-equipped and well-prepared value win-win negotiators can adopt a growth mind-set, study modern negotiation advice and frameworks to thrive in the negotiation-rich real estate industry and convert even VUCA challenges into an amazing source of value.Practical implicationsReal estate professionals can become more aware of which and how current obstacles and poor choices negatively contribute to their negotiation performance. It contrasts win-lose and win-win strategic frameworks to enable real estate professionals to become more sophisticated when choosing their negotiation strategies. The briefing also helps real estate professionals expand their negotiation repertoire towards improved strategic flexibility when managing the evolving real estate profession reality and challenges.Originality/valueThe originality and value of the briefing lie in its comprehensive approach to addressing the negotiation challenges faced by real estate professionals. It offers a holistic view of real estate negotiation, advocating for a paradigm shift from traditional win-lose tactics to a collaborative, value win-win approach. The briefing integrates modern negotiation theory and emphasises ethical practices, providing practical strategies and best practices for professionals to improve their skills and adapt to industry changes. By empowering real estate professionals with knowledge and tools to navigate negotiations effectively, the briefing contributes to the overall success and professionalism of the industry.

Residents’ peer-to-peer accommodation hosting intentions: constraints, negotiation and learned helplessness

Purpose Peer-to-peer accommodation (P2PA) has witnessed remarkable growth across the globe recently. However, acceptance of P2PA among residents in developing economies is still fraught with several challenges. The paper aims to extend the constraint–negotiation framework to examine the motivations, perceived constraints, negotiation strategies and the role of learned helplessness of local residents to host tourists. Design/methodology/approach The data was collected through a self-administered questionnaire by using cluster random sampling technique. In total, 454 usable questionnaires were collected through on-site research. The structural model was tested by using survey data by applying PLS-SEM 4.0. Findings The results suggest that while perceived constraints can inhibit residents from hosting, negotiation strategies can reduce helplessness and encourage residents to host tourists. Practical implications Theoretically, this study advances P2PA literature by integrating learned helplessness in the constraint–negotiation framework and it offers insights for the P2PA providers as well as policymakers. Originality/value This is a pioneering study to examine the role of learned helplessness using constraint–negotiation framework in the context of P2PA, thus paving the way to advance P2PA-related research from the residents’ perspective.

Tagakaulo in Trade: A Phenomenological Exploration on the Journey of Language Preservation

Trade plays a significant role in human history, facilitating the exchange of goods and ideas across cultures, especially language, which is vital for communication, negotiation, and understanding. This paper examined the Tagakaulo language and its role in trade from a phenomenological perspective. The study used a qualitative-phenomenological research design and an in-depth interview (IDI), and it was analyzed using Colaizzi's descriptive phenomenological data analysis. A thematic analysis was used to explore the Tagakaulo language and its role in trade from a phenomenological perspective. The themes that emerged from challenges experienced during the trade of products were Marginalization, Cultural Differences, Lack of Representation, Cultural Preservation, and Language. Cultural Preservation (Language Preservation), Cultural Promotion, and Assimilation emerged from coping mechanisms in navigating trade issues and concerns. Aspects of native language to emphasize mitigating challenges emerged themes of Vocabulary for Trade, Tagakaulo Language Awareness and Utilization, and Trade Etiquette. Future research could further study long-term trade effects on the Tagakaulo dialect and cultures, focusing on language preservation, revitalization through cultural promotion, and the impact of tourism on language documentation, effective trade negotiation strategies on language preferences, cross-cultural communication in trade, and representation of Indigenous voices in trade.

Research on Negotiation Techniques and Strategies in International Business: A Case Study of Haier's Acquisition of GEA

Research on Negotiation Techniques and Strategies in International Business: A Case Study of Haier's Acquisition of GEA

It Takes Two to Negotiate: Modeling Social Exchange in Online Multiplayer Games

Online games are dynamic environments where players interact with each other, which offers a rich setting for understanding how players negotiate their way through the game to an ultimate victory. This work studies online player interactions during the turn-based strategy game, Diplomacy. We annotated a dataset of over 10,000 chat messages for different negotiation strategies and empirically examined their importance in predicting long- and short-term game outcomes. Although negotiation strategies can be predicted reasonably accurately through the linguistic modeling of the chat messages, more is needed for predicting short-term outcomes such as trustworthiness. On the other hand, they are essential in graph-aware reinforcement learning approaches to predict long-term outcomes, such as a player's success, based on their prior negotiation history. We close with a discussion of the implications and impact of our work.

How do students negotiate groupwork? The influence of group norm exercises and group development norms

AbstractBackgroundGroup norms in engineering education groupwork are usually negotiated in an implicit and often unequal manner. Although it is regularly suggested that student groups can function better if norm negotiations are, instead, made explicit, the social dynamics of group norm exercises have remained underexplored.PurposeWe investigate how students negotiate group norms in group norm exercises, including the different understandings of groupwork that they construct and draw from to facilitate their negotiations.MethodWe recorded and analyzed a sequence of three group norm exercises focused on developing a team charter, with seven participating student groups. Drawing on framing theory, we study negotiation sequences in terms of framing practices, and understandings of groupwork in terms of activity frames.ResultsOur findings suggest that group norm exercises can help students to coordinate their expectations and transform previously established norms. However, they may also be approached in such a way that students are discouraged from questioning established group norms, instead resolving disagreement by simply rejecting alternative perspectives. We introduce the term “group development norms” to explain these dynamics, showing that the question of how to develop group norms is in itself a subject for negotiation.ConclusionsProviding a forum and process is neither enough to ensure reflective and equitable negotiations nor transparent and inclusive group norms. To avoid that group norm exercises simply reaffirm dominant norms, students should be provided with explicit negotiation strategies and, ideally, direct facilitation.

Significant Aspects of Teaching Legal Negotiations to Law Students in Russia

The paper deals with the overview, prioritization and analysis of the elements that are inalienable in legal negotiations and teaching modules of the course on negotiations. An experienced legal negotiating coach keeps in mind a number of vital elements of the course, such as personal ch aracteristics of learners, stylistic patterns and cultural features. The data collected in the research supports the fact that cultural shifts reflected in the statements of negotiators have a direct impact on the negotiation result and often lead to misunderstandings and inability to reach an agreement. For instance, Russian businessmen often unconsciously apply inflexible aggressive integrated strategy of negotiations. Thus, the negotiation course module devoted to cultural awareness and appropriate negotiating strategies development should contain, inter alia, information connected with authentic reactions of negotiators belonging to a particular ethnic group, and this information should be scrutinized and deeply considered. Consequently, it will be useful to apply the priming teaching technique through the comparison and analysis of students’ responsive statements with native speakers’ responsive statements in one and the same simulation which will facilitate mastering successful negotiation skills leading to a package deal beneficial for all parties.

Effects of Strategic Sourcing on Cost Reduction: A Case Study of Manufacturing Companies in Bangladesh

Purpose: The aim of the study was to analyze the effects of strategic sourcing on cost reduction: a case study of manufacturing companies in Bangladesh. Methodology: This study adopted a desk methodology. A desk study research design is commonly known as secondary data collection. This is basically collecting data from existing resources preferably because of its low cost advantage as compared to a field research. Our current study looked into already published studies and reports as the data was easily accessed through online journals and libraries. Findings: The study on strategic sourcing's impact on cost reduction in Bangladeshi manufacturing firms demonstrated significant positive results. It showed that strategic sourcing led to notable reductions in procurement costs, enhanced supplier management, negotiation, and risk mitigation strategies. The findings underscored the importance of aligning procurement strategies with organizational goals for sustainable cost reductions and competitive advantages in the sector. Unique Contribution to Theory, Practice and Policy: Transaction cost economics (TCE), resource-based view (RBV) & contingency theory may be used to anchor future studies on analyze the effects of strategic sourcing on cost reduction: a case study of manufacturing companies in Bangladesh. Provide training and capacity-building programs for managers and procurement professionals in Bangladeshi manufacturing companies to enhance their understanding and implementation of strategic sourcing strategies. Advocate for policy reforms that support the development of a more transparent, competitive, and efficient supplier market in Bangladesh.

Realize This Is My Space: Applying Co-Cultural Theory to the Interactions of the Deaf Community and Sign Language Interpreters

This paper explores the significance of Deaf individuals’ communicative practices and the orientation outcomes they enact when engaging with sign language interpreters through co-cultural theory. Orbe’s co-cultural theory is grounded in the idea that over time one co-culture, European-American heterosexual middle/upper class males, have acquired dominant group status in a variety of institutions (Orbe, 1998). A significant portion of research centering on co-cultural theory focuses on race, gender, and sexual orientation, and fewer studies engage with the Deaf community. Identifying the Deaf community as a co-cultural group, the researcher recruited six Deaf and hard-of-hearing participants to share their lived experiences when interacting with sign language interpreters. The interviews were analyzed, and through assessing the six universal factors that influence the process for co-cultural groups to select communicative practices, three emerged as most prevalent in their experiences: field of experience, navigating perceived risk-reward, and abilities. Based on these factors, the communication practices enacted determined the overall communication orientation. Within this study, two negotiation strategies most salient to the interactions for the co-cultural group, Deaf people, were: nonassertive assimilation and assertive accommodation.

Autosalutografia. O emancypacyjnych strategiach negocjacji dobrostanu u Małgorzaty Baranowskiej

This article presents a model of reinterpretation of illness narratives from the cate-gory of autopathography to that of autosalutography, i.e. restorative/therapeutic auto-biography. The cases in point are Małgorzata Baranowska’s To jest wasze życie. Być sobą w chorobie przewlekłej [ This Is Your Life: How to Cope with a Chronic Illness] (1994) with their textual strategies of (re)negotiation of autonomy and agency. Drawing on the work of Elselijn Kingma, this analysis takes the constructivist approach to the opposition of health and illness. At the same time, the legacy notion of health with its punitive and oppressive implications, is substituted by the concept of wellbeing (as construed in Tanja Reiffenrath’s Memoirs of Wellbeing). The latter covers a broad range of lived experiences and upgrades the patient’s personal perspective, especially if it is applied within the socio-constructivist understanding of health and illness (disorder).

Adjusting starting points for initial price offers: the example of ibrutinib.

The Inflation Reduction Act of 2022 (IRA) allows the Medicare program to negotiate drug prices beginning in 2024. Based on the guidance in the statute, CMS has selected specific data items to use to adjust initial price offers for 10 drugs in the decision-making process. Although much of the data are publicly available, some of these data items will need to be collected directly from drug companies. A 2019 US House of Representatives Committee on Oversight and Accountability investigative report collected a wide range of data from manufacturers of 12 high-revenue drugs that show what is available from the drug companies, including development costs, marketing, pricing, competition, and patent status. This article focuses on the data obtained for ibrutinib, an oral medication for treating hematologic malignancies, which is one of the only drugs reviewed by the committee that also has been selected for Medicare price negotiation. We examine data that can be obtained only from the drug manufacturer that the IRA has explicitly identified as being used to determine the price and suggest potential negotiation strategies for CMS in response.

Negotiation as a tool for goal achievement

This article explores the pivotal role of negotiation as a versatile tool for achieving personal and professional goals. The purpose is to elucidate the multifaceted ways in which negotiation serves as a means to overcome obstacles, resolve conflicts, and create mutually beneficial outcomes in diverse contexts. By examining its applications, strategies, and impacts, this article aims to underscore the significance of negotiation in goal achievement. This study employs a comprehensive review of existing literature, encompassing scholarly articles, case studies, and practical examples across various domains. It synthesizes insights from negotiation theories, psychological research, and real-world experiences to provide a holistic perspective on negotiation’s efficacy in goal attainment. Additionally, illustrative scenarios and anecdotal evidence are utilized to exemplify negotiation strategies and outcomes. The article concludes that negotiation stands as a paramount tool for goal achievement due to its capacity to resolve conflicts, maximize value, and foster collaboration. Through effective communication, adaptability, and creative problem-solving, negotiation can facilitate win-win solutions, thereby enabling individuals to navigate challenges and capitalize on opportunities. Moreover, this study emphasizes the importance of building and maintaining positive relationships through negotiation, which can have enduring implications for future endeavors. While the significance of negotiation in various spheres is widely acknowledged, this article contributes to the discourse by consolidating and contextualizing the diverse facets of negotiation as a goal achievement tool. By synthesizing insights from a range of disciplines and offering practical examples, it provides a comprehensive resource for understanding negotiation’s multifaceted role in achieving objectives. Additionally, the article underscores the long-term impact of negotiation on relationship-building, a dimension often overlooked in goal achievement discussions, thereby offering a fresh perspective on this crucial aspect.

Evaluating Machine Learning Models for Predicting Football Players' Market Values: A Review

In the realm of football management, the accurate assessment of player market values stands as a critical managerial task. Traditional methods reliant on expert opinions often lack transparency and can be prone to inaccuracies. This study proposes a data-driven approach employing machine learning algorithms to determine football players' market values objectively. Utilizing FIFA 20 data from sofifa.com, four regression models - linear regression, multiple linear regression, decision trees, and random forests - were evaluated for their efficacy in estimating market values. This research offers a robust framework for football clubs and player agents to enhance negotiation strategies and make well- informed decisions in the dynamic football transfer market. Key Words: Linear regression, multiple linear regression, decision trees, random forests, machine learning , FIFA video game data.

For Accessible Tourism Experience: Exploring The Blog Sphere of People with Disabilities

Despite the continuous development of the tourism industry, the participation of people with disabilities (PwDs) remains a major challenge. Tourism constraints, whose three categories include: intrapersonal, interpersonal, and structural, make delivering accessible tourism experiences more difficult. Regardless of the growing interest in travel blogs in recent years, blogging about travel experiences through the blog sphere still need more research in tourism literature. Travel bloggers are now seen as a trustworthy source of information to be considered during the process of traveler’s decision-making. The authors of accessible travel blogs share their experiences, stories, and accessible travel tips and write reviews on accessible destinations from the perspective of tourists with disabilities. The primary objective of this study is to examine the different constraints that are experienced by disability travel bloggers using the approach developed by Daniels et al. (2005). The second objective is to explore the negotiation strategies proposed by these travel bloggers to overcome travel constraints and to proof disabled travelers that accessible travel is possible. The results of the narrative analysis of 17 travel blogs showed that among many constraints shared by disabled travel bloggers, structural constraints were the most difficult to challenge and placed as the major concern.

The three core strategies for successful negotiations

The three core strategies for successful negotiations

Centering Mothers in Feminist Criminology: A Critical Review of Literature on Mothers of Victims and Offenders

This article reviews the literature on mothers of victims and mothers of offenders through a feminist criminological lens. Results of our analysis of 52 articles from a twenty-year period indicated that, though situated on opposite sides of the criminal justice system, aspects of the experiences of mothers of victims and offenders were similar. Specifically, the mothers shared perceived accountability for their offspring’s involvement in crime, the burden of care for their offspring, and the negotiation strategies they employed. Our analysis makes visible these mothers as a unique sub-category in the study of crime and proposes a matricentric feminist criminology model.

Decentralized multi-agent path finding framework and strategies based on automated negotiation

This paper introduces a negotiation framework to solve the Multi-Agent Path Finding (MAPF) Problem for self-interested agents in a decentralized fashion. The framework aims to achieve a good trade-off between the privacy of the agents and the effectiveness of solutions. Accordingly, a token-based bilateral negotiation protocol and two negotiation strategies are presented. The experimental results over four different settings of the MAPF problem show that the proposed approach could find conflict-free path solutions albeit suboptimally, especially when the search space is large and high-density. In contrast, Explicit Estimation Conflict-Based Search (EECBS) struggles to find optimal solutions. Besides, deploying a sophisticated negotiation strategy that utilizes information about local density for generating alternative paths can yield remarkably better solution performance in this negotiation framework.