Negotiation Technique Research Articles

Web-Based, Interactive, Interest-Based Negotiation Training for Managing Conflict in Isolated Environments: Opportunistic Study With an e-Survey.

Effective negotiation in relationships is critical for successful long-duration space missions; inadequate conflict resolution has shown serious consequences. Less desirable forms of negotiation, including positional bargaining (eg, negotiating prices), can exacerbate conflicts. Traditional positional bargaining may work for simple, low-stakes transactions but does not prioritize ongoing relationships. High-stakes situations warrant interest-based negotiation, where parties with competing interests or goals collaborate in a mutually beneficial agreement. This is learnable but must be practiced. Refresher training during conflicts is important to prevent out-of-practice crew members from using less effective negotiation techniques. Training should be self-directed and not involve others because, on a space mission, the only other people available may be part of the conflict. We aimed to develop and test an interactive module teaching principles and skills of interest-based negotiation in a way that users find acceptable, valuable for learning, and enjoyable. Using a web-based, interactive-media approach, we scripted, filmed, and programmed an interest-based negotiation interactive training module. In the module, the program mentor introduces users to "The Circle of Value" approach to negotiation and highlights its key concepts through interactive scenarios requiring users to make selections at specific decision points. Each selection prompts feedback designed to reinforce a teaching point or highlight a particular negotiation technique. To evaluate the module, we sought populations experiencing isolation and confinement (an opportunistic design). This included 9 participants in isolated, confined environments in the Australian Antarctic Program and the Hawai'i Space Exploration Analog and Simulation Mars simulation, as well as a subset of people who self-identified as being isolated and confined during the COVID-19 pandemic. Feedback was collected from participants (n=54) through free-response answers and questionnaires with numerical scaling (0=strongly disagree to 4=strongly agree) at the end of the module. In total, 51 of 54 (94%) participants found the activity valuable for learning about conflict management (identified by those who selected either "somewhat agree" or "strongly agree"), including 100% of participants in the isolated and confined environment subset (mode=3). In total, 79% (128/162) of participant responses indicated that the module was realistic (mode=3), including 85% (23/27) of responses from participants in isolated and confined environments (mode=3). Most participants felt that this would be particularly valuable for new team members in an isolated, confined environment (46/54, 85% of all participants, mode 4; 7/9, 78% of the isolated and confined environment subset, mode 3) as well as veterans. This module offers a self-directed, consistent approach to interest-based negotiation training, which is well received by users. Although the data are limited due to the opportunistic study design, the module could be useful for individuals in isolated and confined environments and for anyone involved in high-stakes negotiations where sustaining relationships is essential.

Strategi Lobi dan Negosiasi Awardee BSI Scholarship Inspirasi UNJ Dalam Menjalin Kerjasama Pada Program SIBERKASIH di Kampung Pure Bali Rawamangun

Lobbying and negotiation are the strategic aspects used to construct reassurance and agreement on a common goal. Therefore, it is aligned with the collaboration context carried out by the UNJ BSI Scholarship Inspiration Awardee in creating a SIBERKASIH program with the residents of Kampung Pure Bali Rawamangun. BSI Scholarship Inspiration UNJ is an association of Jakarta State University students who received scholarship from the BSI Scholarship Inspiration program under Bank Syariah Indonesia and BSI Maslahat. SIBERKASIH (Smart, Inspirasi, Penuh kasih) was created to offer free English Language course using fun-learning method to develop the children's English knowledge and skills. This research used a descriptive qualitative approach using interview to collect the accurate data stated by particular people who performed the lobbying and negotiation technique. This study found that there are several lobbying and negotiation strategies that took place in the cooperation. Those are direct lobbying strategy and the negotiation strategy that prioritizes the benefits of both parties.

ACO-based traffic routing method with automated negotiation for connected vehicles

Most traffic control systems are centralized, where all the collected data can be analyzed to make a decision. However, there are problems with computational complexity and, more seriously, real-time decision-making. This paper proposes a decentralized traffic routing system based on a new pheromone model of ant colony optimization algorithm and an automated negotiation technique in a connected vehicle environment. In particular, connected vehicles utilize a new pheromone model, namely the inverted pheromone model, which generates a repulsive force between vehicles and gives negative feedback to the congested roads. They also perform a collective learning-based negotiation process for distributing traffic flows throughout the road networks, reducing traffic congestion. Via extensive simulations based on the Simulation of Urban Mobility, the proposed system shows that it can significantly reduce travel time and fuel consumption compared to existing systems.

Shaping the Nursing Profession Postpandemic Through Reconstructed Leadership Practices.

Responding to and navigating the COVID-19 pandemic were demanding and all-consuming for executive nurse leaders. Long-term pandemic challenges will continue and therefore it is important for nurse leaders to develop their reflective practice to increase role competency, gain wisdom, and advance the profession. The complex postpandemic world requires nurse leaders to show up differently, stop ineffective practices, continue best practices, and implement new ideas to improve performance and outcomes. This article offers a framework for leadership reflection, through role negotiation technique, to identify lessons from the lived nurse executive experience of the COVID-19 pandemic. Specific focus is placed on communication, teamwork, professional governance, posttraumatic growth, gratitude, diversity/equity/inclusion, and social determinants of health. These concepts, along with specific tactics, will help leaders set priorities, aid nursing leadership practice, identify meaningful goals and desired outcomes, and effectively lead to advance the nursing profession postpandemic.

The Impact of Negotiation as a Social Practice on EFL Writing Peer Assessment Sessions

This qualitative study aims to investigate the negotiation technique that EFL students employ in EFL writing peer assessment sessions. As a data collection instrument, a close-observation has been used for (n=20) participants randomly selected from an intermediate school in Saudi Arabia. The purpose of using observation is to shed light on the students' negotiation of peer assessment practices in writing class and how they work collaboratively in order to discuss their writing prompts more effectively. The findings of the study showed that students’ negotiations skills impacted improvements of the writing skill positively. Moreover, negotiations and discussions have actively engaged students into effective collaborative learning and considerably increased their participation and language practice in their peer assessment sessions.

Who owns marine biodiversity? Contesting the world order through the ‘common heritage of humankind’ principle

ABSTRACT The governance of marine biodiversity in areas beyond national jurisdiction (BBNJ) lacks a legal framework that would ensure the conservation and sustainable use of the oceans. In order to fill this gap, governments have been negotiating a new treaty under the United Nations Convention on the Law of the Sea. Negotiations have been afflicted by polarisation between two principles: The ‘Freedom of the High Seas’ (FOS) and the ‘Common Heritage of Humankind’ (CHP). Instead of discussing the CHP from a purely legal perspective, we examined, through an ethnographic lens, how it has become a practice of contestation: it is used as a tool and negotiation technique to challenge deeply rooted inequalities in the current world order. The CHP could make a difference if it was integrated into the text as a general principle committing all states to protect and preserve BBNJ for future generations – regardless of their imminent economic value as commercial assets.

Multi-agent distributed model predictive control with fuzzy negotiation

In this work, a multi-agent distributed model predictive control (DMPC) including fuzzy negotiation has been developed. A novel fuzzy inference system is introduced as a negotiation technique between agents in a cooperative game algorithm, allowing for the consideration of economic criteria and process constraints within the negotiation process, providing an easier interpretation of the available knowledge. The fuzzy negotiation produces smoother control actions than where the negotiation is based only on costs evaluation, because both agents provide their best to generate the final control action. The results show good tracking and disturbance rejection in the case study proposed. The methodology has been implemented in a JAVA based platform with a friendly user interface to deploy the multi-agent system (MAS), and it has been validated in the water level control in a four coupled tanks system.

Reinforcement learning‐based negotiation for spectrum micro‐trading framework

Spectrum trading has been permitted in most of the major wireless markets to facilitate better utilisation of spectrum. The authors have considered a spectrum trading framework in which a wireless service provider (WSP) leases its available channel(s) to another WSP for use at the designated base station (BS) of the latter for short duration. In their model, the agents of WSPs carry out the negotiation on the specifications of the channel usage such as transmission power, antenna height, spectrum band of the channel and price of the channel. In this work, they have modelled the negotiation as a multi-issue bilateral negotiation problem. Initially, they have solved the problem with the help of the Bayesian learning-based negotiation (BLBN) method. Furthermore, they have devised the novel reinforcement learning-based technique namely, reinforcement learning-based negotiation (RLBN) considering the adaptability of the BS to the new channel configuration. Surplus utility and convergence time of the negotiation process are considered as performance indices for the above techniques. The simulation results show that the RLBN outperforms BLBN and static negotiation technique as far as the objective of surplus utility is concerned.

Client-identified auditor’s initial negotiation tactics: a social-identity perspective

PurposeThe purpose of this paper is to investigate the connection between the type of negotiation tactics auditors use when they ask their clients to make adjustments to their financial reports, focusing on three distributive and two integrative negotiation tactics, and whether the auditors identify with their clients.Design/methodology/approachA survey was used to capture 152 experienced Swedish audit partners’ perspectives on what type of negotiation technique they would use thinking about their largest client in a hypothetical situation.FindingsThe results show that the more auditors identify with their clients, the more likely they are to adopt two of the distributive negotiation tactics, conceding and compromising.Originality/valueBuilding on the findings in the accounting literature that auditors’ identification with clients constrains their judgments, this study finds that auditors’ identification with clients also has an impact on the auditors’ initial selection of negotiation tactics.

Negotiation Technique: the use of negotiation in the concretization technique for pain relief

There are few Brazilian papers that address psychodrama and pain. This article presents the negotiation technique, a way of using psychodrama to alleviate pain intensity. The technique was applied in 20 subjects in the format of therapeutic acts and achieved good initial results. The director interviews the person and his pain, looking for a negotiation that results in an objective agreement of present or future help, which allows pain relief.

CBR-based negotiation RBAC model for enhancing ubiquitous resources management

With the progress of new technologies of information management, Ubiquitous Resource Management (URM) is a dominant areas of research which requires efficient access management approaches. There have been huge challenges of controlling access to ubiquitous resources among collaborative multi-servers based on the negotiating security policies on URMs. However, the traditional access control mechanisms were insufficient to meet the requirements of role assignment management for URMs that allow accessing services via huge clients. Therefore, Ubiquitous RBAC (Role-based Access Control) with CBR (case-based reasoning) based negotiation technique is proposed in this paper. The novel RBAC scheme could efficiently manage not only one ubiquitous server, but also multiple ubiquitous servers on the cooperation domain through supporting both negotiating role assignment (NRA) task and cooperative role assignment (CRA) task in URM-platform by using a spiral negotiating process. Furthermore, it solves the difficulties in reducing the costs of ubiquitous computing resources, e.g., the role reassigned rate, handover rate, bandwidth, and power consumption, etc. Due to the ease of use and its efficiency in negotiating and managing the user-to-role as well as virtual role assignment by applying CBR approach, it is a highly powerful strategy of information management for conducting the innovative research and design for ubiquitous RBAC scheme.

Delay-Driven and Antenna-Aware Layer Assignment in Global Routing Under Multitier Interconnect Structure

A multilayer routing system usually adopts multiple interconnect configuration with different wire sizes and thicknesses. Since thicker layers of metal lead to fatter wires with smaller resistance, the layer assignment (LA) of nets has a large impact on the interconnect delay. However, such layer-dependent characteristics have been ignored by most of the state-of-the-art academic LA methods. These characteristics also weaken the previous wire length-based antenna avoidance method, because the net length itself cannot accurately capture the antenna area under the condition of various wire sizes. To remedy this deficiency, this paper proposes a more effective three-stage LA algorithm under multitier interconnect structure, and focuses on minimizing delays, via count, and antenna violations. It first minimizes the total delay and via count simultaneously by dynamic programming and negotiation technique, and then further minimizes the maximum delay carefully while almost unchanging the via count. After that, a check-and-repair method is adopted to further fix the antenna violations. The experimental results on the International Conference on Computer-Aided Design’09 benchmarks show that the proposed algorithm can significantly reduce the total delay and maximum delay while still keeping roughly the same via count compared with the state-of-the-art via count minimization LA method negotiation-based via minimization algorithm. At the same time, the antenna violation repair method can dramatically reduce the antenna violated nets and sinks with little impact on the solution quality.

How Compliance Understates Effectiveness

International law skeptics have long worried that a focus on compliance with international law may overstate effectiveness — the extent to which international law induces changes in state behavior. In this essay, I argue that using compliance as the primary metric to evaluate international law risks understating its effectiveness for at least two reasons. First, noncompliance is often used as a negotiation technique. Despite the growth of international tribunals in recent decades, international law remains principally a negotiated system of law. States thus often use compliance disputes as tools to define legal obligations prospectively, rather than only or even primarily to determine responsibility retrospectively. Second, a state may use its own short-term noncompliance as part of long-term strategy to change its own behavior. Interest groups may press for a state to join an international agreement so that they can use the state’s noncompliance to push for changes domestically. Governments may also join regimes with which they know they will be noncompliant in order to gain access to foreign assistance, which can enhance compliance over time. Far from indicating international law’s ineffectiveness, when used in these two ways noncompliance indicates states’ long term commitment to working within a legal regime.

A Draft Manual on Negotiations

This manual is a compilation of case studies related to practices in international diplomacy and negotiations. Each case study presents the background and outcome of the negotiation; discusses the relevant theories and perspectives; and offers recommendations on good practices in negotiations. Through this manual, students of foreign relations and diplomats can gain insights from the negotiation strategies and practices discussed in the different case studies.The first case talks about the intricacies in the peace talks between the Government of the Republic of the Philippines (GRP) and the Moro Islamic Liberation Front (MILF) concomitant with its geopolitical issue areas and adversaries. Consequently, the ‘Best Alternative on the New Agreement’ (BATNA), an appropriate theoretical approach, is profoundly discussed. In its entirety, the paper will focus on two phases: Presenting the geopolitical issues that made their aspirations legitimate and rebel against the government, and how BATNA would give incremental ideas for them to renegotiate.The second study presents the actual drafting and negotiation process of the United Nations Convention or the Protection of All Persons from Enforced Disappearances held in Geneva, Switzerland from 2002 to 2005 and its adoption by the UN General Assembly. It portrays the role of representatives of UN member-states as well as national and international NGOs including organizations of families of the disappeared in bringing to the successful conclusion the drafting process. Moreover, it challenges governments and civil society to contribute further to the treaty's immediate entry into force and eventual universal implementation which will go a long way towards the eradication of the crime of enforced disappearance from the face of the earth.The third case study on the Six-Party Talks Negotiations, 'Multilateralism Direction: Six-Party Talks Addressing North Korean Nuclear Crisis,' begins by narrating the historical background of North Korea’s Nuclear Crisis and the initiatives undertaken to address the issue. Then, it emphasizes the significant features of the multilateral approach and solution in addressing the concerns on the denuclearization of the Korean peninsula. In relating the obstacles to negotiation and the negotiation process itself to theoretical approach, the case study gives weight to one-text process wherein the problematic area is complex, high-stake, and multi-issue characteristics of negotiation process, both bilateral and multilateral negotiations, within the six-party talks. In response to these predicaments, onetext procedures exemplify the dynamic role of the third-party negotiator (China) that manages the state of affairs of the forum for a more harmonized and synchronized mechanism in dealing with various issues through diplomatic dialogue, transparency and confidence-building mechanism. Lastly, the case study affirms the magnitude of effectiveness and prospective victory of the six-party talks as an appropriate venue for the resolution of the North Korean nuclear crisis.The fourth case study on international multilateral trade negotiations, 'World Trade Organization’s(WTO) Doha Development Agenda: Negotiations, Implementation and Development,' provides thereaders a snapshot on the how the DDA negotiations are taking place, the problems and issues which arise during negotiations based on some theories and concepts like conflict and complexity. Lastly, a negotiation technique is given that focuses on developing an alternative position that still meets one’s country’s interests while also being acceptable to the other side or sides.Finally, the last case study deals on the recently ratified Japan-Philippines Economic PartnershipAgreement (JPEPA). To explain the JPEPA negotiation, the author presented various perspectives on power differential, BATNA, fairness norm, and the concept of innovation.

The WTO Single Undertaking as Negotiating Technique and Constitutive Metaphor

Nothing is agreed until everything is agreed. Negotiations in the World Trade Organization (WTO) proceed simultaneously, not sequentially, and all Members must accept all the results. I show that the so-called Single Undertaking is both a negotiation technique and a constitutive metaphor. It does not cause an outcome to negotiations, whether in a round or the daily life of the WTO, but it shapes the possibility of an outcome. The methodological innovation of the article is the use of counterfactual analysis to assess whether the Single Undertaking can be relaxed using concepts suggested by the various critiques. I consider rounds of negotiations, the consensus principle, diffuse reciprocity, critical mass decision making, the WTO acquis and special and differential treatment for developing countries. One aspect of integrative bargaining strategies, issue linkage, is also considered. The Single Undertaking emerged in the interaction structured by the regime, and the same process could lead to it being eliminated, but that is unlikely.

You Can NotNegotiate Everything or the Times They Are a Changin'

ABSTRACT Hostage negotiation technique is premised on three elements: negotiations, containment, and time. When all are present the technique works well. However, if we examine negotiations at the local, national, and international levels these elements are often missing. At the local level, suicide-by-cop situations often lack all three elements. Nationally, active shooters, such as those at Columbine High School, also lack these elements. Internationally, as in the war on terror, negotiations are often irrelevant. So law enforcement's attempt to solve problems through negotiations, that is, to avoid violence and to treat people more humanely, sometimes fails.

Pre‐Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiations

Pre‐settlement settlement, or PreSS, is a negotiation technique that precedes and potentially facilitates a final settlement. A PreSS is distinguished by three characteristics. It is: formal (being a binding agreement), initial (being the first step of a longer process), and partial (covering only a subset of issues). PreSS provides a conceptual umbrella for several existing concepts in the negotiation literature. The what, when, and why of PreSS are delineated and examples of pre‐settlement settlement are provided.

Negotiation in multi-agent based dynamic scheduling

This paper addresses a multi-agent architecture for dynamic scheduling. The flexibility of the architecture both from the organizational point of view and from the control one is supported by the negotiation technique. The need for integration, the use of standards and information modelling are emphasized. Combining a distributed architecture with an integration of the scheduling and control functionalities flexibility is increased, especially when disruptions take place. Finally, some conclusions and implementation aspects are presented.

Multi-agent collaboration in time-constrained domains

Timeliness is usually an indispensable attribute of planning and problem solving for resource allocation in command, control and communication systems. The success of such a system is judged on its ability to respond to scheduled and unscheduled tasks within a permissible time period. The response is based on a plan that covers the following activities: resource allocation, plan execution and monitoring and dynamic plan mending, if necessary. Decision making for resource selection can become very time consuming when there are many resources and the number of constraints is large. In a changing environment of multiple agents, restrictive organizational structures and strict communication protocols may cause intolerable further delays. Traditional approaches to planning in deterministic environments require a predictable amount of time to produce and execute plans. However, given more time, such systems usually cannot improve on the plans. In this paper we describe a multi-agent resource scheduler which uses a prioritized rule base to model decision making under the constraints of time. We also discuss dynamic scoping as a negotiation technique for inter-agent cooperation and constrained lattice-like communications as an optimized message routing strategy. Finally, we present some empirical results from a sequence of experiments.