Negotiation Styles Research Articles

Teaching, Technology, And The Art Of The Deal

This paper illustrates a teaching innovation that took a traditional role playing exercise based on a case study and added some nuances that amplified the learning experience. The example illustrated in this paper was a didactic negotiation exercise intended to teach simple, basic negotiation principles like zone of possible agreement (ZOPA), opening gambit, and the “feel of the deal,” but this innovation can be applied to many different types of interactive cases. Traditionally, an exercise like this is conducted in one class; however, in this case study, we enhanced the exercise by using two different classes in two different geographical locations 1 taught by two different professors with different styles of teaching negotiation. Additionally, students had a choice of technology by which to perform the negotiation and technology was used to bring both classes together for a debriefing session. The end result was an exponential increase in the learning experience. Not only did the students accomplish the key learning objectives of the case, the negotiation principals, but they also were able to experience different negotiation styles taught by the two professors and experience the impact technology has on communication effectiveness.

Hospital doctors behave differently, and only by respecting the fundamentals of professional organizations will managers be able to create common goals with professionals

Hospital doctors behave differently from other hospital workers. The general and specific characteristics of the doctors' behavior are described. As professionals, doctors want to make autonomous decisions and more specifically, they negotiate differently. The best description of their negotiation style is one that features multi-actor, multi-issue characteristics. They behave as actors in a network in never-ending rounds of negotiations with variable issues up for discussion: one time you lose, the next you win. A doctor's career starts with a long residency period in which he or she absorbs professional habits. His or her knowledge and way of organizing are implicit. It is hard for him or her to explicitly describe what he or she is doing. This makes it difficult for managers to discuss quality issues with doctors. Dealing with disruptive behavior is not easy either. The difficult tasks of the chief medical officer, who acts as a go-between, are highlighted. Only when managers respect the fundamentals of the professional organization will they be able to create common goals with the professionals. Common goals bring about better care in hospitals.

Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective

China has become one of the most important economies in the global market, but negotiating with the Chinese remains a great challenge for most Westerners. This study is to help better understand Chinese business negotiation styles with an indigenous perspective by exploring the impact of Confucian ideal personality on business negotiation process in China. This study tests the effects of three key components of Confucian ideal personality—benevolence (Ren), wisdom (Zhi), and courage (Yong) on Chinese negotiation behaviors and further on negotiation outcomes with 200 business students in a simulated negotiation exercise. The results support the significant effects of benevolence and courage on Chinese business negotiation styles but wisdom is not found to have any significant impact in China. The overall pattern of the results substantiates the strong influence of Confucianism on Chinese negotiation styles, and provides an important supplement to negotiation theories developed in the West.

The Negotiation Style: A Comparative Study between the Stated and in- Practice Negotiation Style

The awareness of personal negotiation style is the most basic step allowing the negotiator to learn, develop and conduct successful negotiation processes. The purpose of this study is to identify whether there is a correlation between the negotiation style as stated by the negotiator (the “SNS”) and the negotiation style in practice (the “INS”). The results of the study were unexpected: no correlation was found between what the participants stated and their in-practice negotiation style. An extreme expression of this discrepancy was found in the collaborating style that was chosen by half of the subjects as their stated negotiation style, while only 2.6 percent of the total sample was in-practice conducting negotiations in this style. Moreover, a stark contrast was found while the results in the INS indicate that competitive and accommodating styles are considered the preferred styles by the Israeli negotiator. This result is particularly interesting in light of the contradiction between the two styles.Other interesting results have been observed on participants educated in negotiating or having experience in negotiations. The results contradicted my hypothesis that participants with experience probably recognize their own style. In light of the results of this study, I suggest that negotiators should use the model of this study in order to create for themselves a secure first step in the long journey of the negotiation process.

A utility concession curve data fitting model for quantitative analysis of negotiation styles

A reciprocal function is proposed for defining the utility concession curve of a negotiation participant. The curve has only one free parameter and can fit the complete range of negotiation styles from extremely competitive to extremely collaborative. Various equations are derived, including the definition of a utility concession curve center which permits intuitive quantifying of a utility concession curve. Subsequently, an optimization model is proposed to fit the curve to a set of offers. Using the proposed model, a set of negotiations is mined for utility concession curves which are then used for clustering and hypothesis testing. Three negotiations styles seem to emerge from the data; slightly collaborative, neutral and quite competitive. It is also shown quantitatively that the level of competitiveness of the counterpart is negatively correlated with the agreement rate, and this is validated against the experimental treatment. Additionally, by the use of an experimental treatment, it is shown that the level of competitiveness of the counterpart has a positive causal impact on the negotiator’s style, causing him to become more competitive or collaborative. The data fitting model can also be used for incrementally fitting the curve in real-time during a negotiation to provide an estimate of the negotiation style which may help in the negotiation process.

Competition Between Local Dealerships and Internet Markets: The Role of Local Relationships, Risk Tolerance, and Trust in Used Farm Machinery Markets

ABSTRACTWe analyze recent and intended transactions of used farm equipment and find the quality of buyers' relationships with local equipment dealers influences whether their most recent purchase came from an Internet source and whether they will consider future purchases from Internet sources. We find local dealers who provide excellent parts and repair service face a double‐edged sword: customers are less likely to have purchased from Internet sources during their last transaction but express stronger absolute interest in future Internet purchases. Also, customers who view their dealer as having treated them fairly during past price negotiations are less likely to express interest in transacting on the Internet in the future. Finally, buyers sort across channels based on several personal characteristics, including risk tolerance, trust attitudes, and negotiation style, but seller sorting is primarily based on risk tolerance. Specifically, buyers and sellers with greater risk tolerance sort to online markets. [JEL Descriptors: L81, Q12].

English

Cross cultural negotiation has been an active area of study for a decade. A number of cross-cultural negotiation studies have been conducted using subjects from two diametrically different cultures (such as the US and Japan). However, a substantial amount of international trade takes place between geographically close countries, where cultural differences are more subtle, but still make an important difference. Indonesian-Chinese and Taiwanese both have Chinese backgrounds; however, due to their different histories and development – most Indonesian-Chinese are the second or third generation of Chinese immigrants who are born and raised locally. Due to environmental and cultural differences, Indonesian-Chinese and Taiwanese have different styles of negotiation. This study is a questionnaire survey with quantitative analysis. The design of questionnaire based on the “Dual Concern Model” by Pearson (1995), covering the tendencies of negotiations which measures a respondent’s attitude towards five negotiation category styles: “accommodation,” “collaboration,” “avoidance,” “competition,” and “consultation.” The results indicate that generally both Taiwanese and Indonesian-Chinese college students are influenced by their cultural areas, scenarios of conflicts, and the beliefs. Among which, the cultural area has direct and indirect influences on all types of negotiation, indicating the existence of large cultural and negotiation differences between Taiwanese and Indonesian-Chinese.   Key words: Negotiation styles, sub-culture negotiation, dual concern model, Taiwanese, Indonesian-Chinese.

Liv och död i reinkarnationsberättelser

What happens after death? Reincarnation as a text continue where the Christian narrative ends. This essay deals with the issue of reincarnation in social media and popular culture in a new project. The subject involved expressed in blogs and popular books are mainly of modern character although the context and style of negotiation are postmodern. Death at present may be individualized according to Bauman (1992) but the need to discuss, recreate and rearticulate images about death and presumed after-life scenarios, is more collegial and interpreted as an ongoing intertextual and intercultural practice.

Testing an Enhanced, Process-Based View of the Sales Process

This paper proposes that traditional process-based frameworks of selling may be underspecified given three realities affecting the sales role today: (1) longer sales cycles, (2) an increased customer demand for total solutions, and (3) a shift from a product- to a services-centric economy. An argument is offered that suggests that there are additional, plausible phases in the modern sales process that extant frameworks of the sales process have yet to fully consider. The paper then develops a research model to test key portions of this framework. “Downstream” sales behaviors and outcomes of these behaviors are thus the focal point of the enhanced framework, with behavioral outcomes operationalized via the subjective value inventory, a well-validated instrument on interpersonal negotiation style. Data collected from key account managers (n = 211) for a large services-based, consultative selling organization are used to test the model. The results show an encouraging pattern of relationships within the model. Furthermore, a robust amount of variance in sales performance is explained given both self-reported and objective measures. The paper concludes with a summary of contributions and limitations as well as suggested directions for future research.

The Relationship between Negotiation Style and Motivation in Unpaid Negotiations: A Case Study in Brazil

The outcomes of negotiations depend upon various factors that should be related directly to the profiles of the negotiators, such as motivation. Therefore, it is important to analyze the style, skills and motivation of each individual negotiator. In unpaid negotiations, it is particularly important to identify factors that motivate the negotiator and understand how they can influence the negotiation. This study sought to discover the main motivating factors in unpaid negotiators with different profiles at a nonprofit organization. Our approach was qualitative, exploratory and descriptive. A case study was performed in conjunction with the AIESEC (International Association of Students in Economic and Social Sciences), the world's largest youth-run organization, which provides a platform for youth leadership development. In this study, a qualitative questionnaire was administered to AIESEC sales personnel to ascertain their perceptions of the factors that motivated them in negotiations on behalf of their organization. The results revealed a number of motivating factors that were common to negotiators of all profiles, as well as other factors that motivated negotiators with specific negotiation styles.

Negotiation for Physicians

Physicians are involved in negotiations on a daily basis. Interactions with patients, support staff, nurses, fellow physicians, administrators, lawyers, and third parties all can occur within the context of negotiation. This article reviews the basic principles of negotiation and negotiation styles, models, and practical tools.

Business Negotiation Culture in China - A Game Theoretic Approach

There are numerous researches on the relationship between culture and business activities. Based on the Chinese negotiating culture, this paper utilizes game theory modeling method to summarize the major style of negotiations between Chinese businessmen and foreign businessmen. First, this paper analyzes the impact of culture on business negotiations, including priorities issues, negotiation strategy and negotiating style. Second, the paper puts forward the concept of “acculturation” in the analysis of cultural adaptability of Chinese businessmen, and it also clarifies the general as well as the potential reasons for the low acculturation for Chinese businessmen. Etiquettes for general business communications in China are also discussed in detail. In theoretical part, the paper analyzes negotiating sytle of Chinese businessmen with cultural characteristics. Due to the strategic feature of this model, a specific game theoretical model is built, and then a specific example of Chinese and foreign business price negotiations is used to show the applicability of the model. Finally, the article states the conclusions and direction for further research.

A Comparison on Intercultural Business Negotiations of Asia’s Four Little Dragons

The Four Little Dragons have experienced growth rates between 5 and 10 percent over the last decade and are the recipients of the largest capital transfer in the region. Despite the enthusiasm for increased economic exchange, however, people are finding that cultural differences hinder their ability to efficiently conduct business. In this research, Casse and Deols’ model of negotiation styles are dependent variables, and cultural factors are utilized as independent variables to examine how cultural differences affect negotiation styles. Data are collected from public companies by means of an online survey, and the snowball sampling method is applied. Structural equation modeling is selected to measure hypothesized models and research hypotheses . The findings show that (1) an individualist attitude directly affects the style of negotiation; (2) nationality is a moderated variant of individualist attitude and style of negotiation; and (3) different styles of negotiation are preferred by negotiators of the Four Little Dragons. The researcher hopes this study can improve the understanding of the negotiation styles used by the Four Little Dragons and help business people develop better strategies to reap increased benefits and to maintain their competitive advantage. Additionally, a comparison can be made of the differences and similarities among the styles of negotiation used in a number of different countries, such as BRIC, or within specific regions, such as Germany. Furthermore, future studies can employ a qualitative method and other factors, such as gender or ethics to examine and add value to the current findings.

Ethically Questionable Negotiating: The Interactive Effects of Trust, Competitiveness, and Situation Favorability on Ethical Decision Making

This study explores the direct and interactive effects of individual differences in interpersonal trust and negotiation style on ethical decision-making processes across commonly faced negotiation situations. Individual differences influence basic ideas about legitimate negotiating behaviors, affect behavioral intentions directly, and interact with the favorability of negotiating situations, resulting in direct, indirect, and interactive effects on ethical decision-making processes. Using a sample of 298 participants in executive education workshops, the study analyzes the relationship between interpersonal trust, competitiveness, moral judgment, and behavioral intentions in different negotiating conditions through a series of structural equation models and regression analyses. Our results suggest that individual difference variables exert a significant influence not only on how managers assess the morality of ethically ambiguous negotiation practices but also directly on their behavioral intentions, and that this effect changed across specific negotiation situations. We discuss these results in terms of their usefulness in explaining ethical decision-making processes in negotiations.

Subcultural Differences in Taiwanese and Burmese Chinese Business Negotiation Styles

The subcultural differences in business negotiation styles between Taiwanese businesspeople and a small group of Burmese Chinese who have businesses in Taiwan were analyzed. Negotiating styles of collaboration, compromise, accommodation, competition, and withdrawal were examined, focusing on influential factors such as subculture and relationship and task-oriented conflicts. Results showed that the main difference between the 2 groups was that whereas Burmese Chinese tend to shun conflict and may even submit to their opponent to prevent a conflict from escalating, Taiwanese are less likely to employ an accommodation strategy. The conclusion was reached that in a task-oriented or relationship conflict, in a business situation Taiwanese and Burmese Chinese people differ significantly in their use of collaboration, accommodation, and withdrawal as negotiation styles.

Análisis de las relaciones interpersonales y los conflictos en los centros residenciales para mayores [Analysis of Interpersonal Relationships and Conflicts in Residential Facilities for the Elderly

The study starts from the premise that the current demographic, economic and social horizon, will lead, inevitably, to the use of residential facilities, among others, as a way of attending the dependency needs of the elderly. The study contends residential facilities for the elderly creates a context for the occurrence of interpersonal relationships and daily conflicts, which in turn, can affect the quality of life of the elderly. This article presents the most remarkable results of a qualitative research that was carried out in residential facilities for the elderly in the Region of Murcia. Our approach includes an analysis interpersonal relationships and conflicts among institutionalized elderly, as well as strategies or methods of conflict resolution. The results show that interpersonal relations among elders in this context are few and limited and often lead to conflicts related to the elderly’s lack of interest, motivation, and egocentrism associated to a need for attention and a denial of their situation. Professionals face the conflicts with different strategies and negotiation styles, even with impositions. It could be, then, necessary to provide both professionals and the elderly with a specific training in conflict management and communication strategies.

A Comparison on Business Negotiation Styles with Education

Training and education is important in negotiation. For a trained negotiator, good results are the consequence of knowing when to follow to his/her instincts and when to employ negotiation theories or use a combination of them. As the economics within Greater China become more internally linked together, it becomes increasingly important to understand the nuances of each culture encompassed by this term. There is very little comparing the negotiation styles of Chinese who live in Taiwan, Hong Kong, and China among themselves. To fill the gap, the present research focuses on negotiations style comparison by education among Chinese in Taiwan, Hong Kong, and China. The population was chosen from public companies listed under the stock markets. Data was collected using an online survey technique. SPSS was used to conduct data analyses, and a variety of statistical measures were used, including descriptive statistics and MANOVA, and coefficient alphas was reported for modified instruments in order to address reliability and validity of the instrument. The results indicated that three dimensions-intuitive, normative, and analytical-had a significant relationship affected by education among the three regions. The researcher suggests that the negotiators still need to be trained in body language, strategies, temper control, international manners, and customs. A better knowledge of negotiation should be helpful in understanding business and in realizing which negotiation styles are most appropriate for a particular country. The appropriate negotiation skills can bring more competitive advantages and benefits.

Vuur, as en water:

There are groups that prefer to keep themselves below the radar screen of politics and public opinion. This may be indicative of their preferred acculturation strategy as well as of their inability to come forward with a collectively supported representation. In the Netherlands Hindustanis – a group consisting of around 100,000 people with a background of labour migration from India to Surinam, a Dutch colony at that time – may well be in such a situation. By looking more closely at the various processes of loss, maintenance and proliferation regarding the current state of their death rituals I illustrate how below-radar styles of negotiation may work to their advantage.

Cultural Characteristics and Negotiation Styles

Numerous factors can affect the results of the negotiating process. Successful negotiation not only requires acquiring technical communicative abilities, but also an understanding of the cultural context of the negotiation by both parties. Due to its size and rapid economic development, China has become an increasingly important factor for world economy and growth. Until recently, conducting business in China has been a challenging and sometimes futile venture for businesses trying to break into this lucrative market because China’s government has maintained very strict rules for the import of goods and services for resale to China, while widely exporting Chinese goods and services. The approach uses Casse and Deols’ model and cultural factors including education, religion and degrees of individualism/collectivism to be the dependent and independent variables. Data were collected from public companies listed on the stock exchanges of China by means of an online survey method. Structural equation modeling was used to test hypothesized models and hypotheses of research. The findings show that education, religion and degrees of individualism/collectivism affects the style of negotiation. These findings could be useful in the application of a specific set of values and attitudes that relate to regional cultural attributes, and develop better negotiation skills by providing insights into the nuances of international negotiations. The researcher suggests that the negotiators still need to be trained in body language, strategies, temper control, international manners, and customs. A better knowledge of negotiation should be helpful in understanding business and in realizing which negotiation styles are most appropriate for a particular country.

An empirical study of business activities and negotiation styles between Taiwan and mainland China

Due to political issues in the past 60 years, the differences between Mainland China and Taiwan are only not in geographic location, but also in physical and psychological factors. The purpose of the study was to discuss whether these cultural differences influence the business negotiating behavior between Mainland China and Taiwan. Research questionnaires were given out to businessmen in both Taiwan and Mainland China. The framework of this research was based on the dual concern model by Virginia Pearson, covering the tendencies of negotiations and categorizing respondents’ attitudes into five negotiation styles; accommodation, collaboration, avoidance, competition, and consultation. The results indicated that the accommodation, avoidance and competition styles are influenced by Taiwanese and Mainland Chinese cultural areas. The findings also indicated the existence of large cultural and negotiation differences between Taiwanese and Mainland Chinese businessmen. Key words: Negotiation styles, culture differences, dual concern model, Taiwanese merchant, Chinese merchant.