Negotiation Techniques Research Articles

Datavi$: Negotiate Resource Pricing Using Data Visualization

ABSTRACTGrowing an awareness of negotiation techniques and factors in play both inside and outside the library will help librarians make their cases for equitable pricing and preferred models for library resources. Stephanie Spratt of the Missouri Western State University Library suggests which data to collect, analyze, and combine as it relates to pricing negotiations along with the steps involved to make that data take shape using Excel graphs and charts. The data visualization techniques shared serve as a stepping-off point for any librarian who wishes to use honesty, assertiveness, and real-world scenarios to negotiate pricing for content and other library expenditures.

How to Win the Brussels Game? Explaining the European Parliament’s Success under the Co-Decision

Abstract: The purpose of the article is to identify the conditions that affect the success of the European Parliament’s amendments in the ordinary legislative procedure. In the first step, hypotheses were delineated predicting the impact of specific factors on the effectiveness of EP demands. Subsequently, they were verified using the logistic regression. The results revealed that the EP is more likely to be successful in this procedure if it applies the following negotiation techniques. First, it bundles several legislative proposals in one package. Second, it persuades the European Commission to support its amendments. Third, it negotiates the legislative proposals in trilogues. Fourth, it is cohesive during negotiations. Fifth, it prolongs negotiations with the Council until the end of parliamentary term. Sixth, it designates a rapporteur from a country acting at the same time as the Council Presidency. Seventh, it negotiates with the Council when the Presidency legislative workload is high.

경찰 대화기법 활성화 방안에 관한 연구 - 위기협상기법의 활성화 방안을 중심으로 -

경찰 대화기법 활성화 방안에 관한 연구 - 위기협상기법의 활성화 방안을 중심으로 -

경찰 대화기법 활성화 방안에 관한 연구 - 위기협상기법의 활성화 방안을 중심으로 -

2017년 10월 31일, 미국 맨해튼에서 ISIS를 추종하는 사이포브가 트럭으로 강변 자전거 도로에 난입하여 8명이 사망하고 20여명이 부상하는 테러 발생, 2017년 6월 5일, 이슬람 극단주의자 야쿱 카이리는 호주 멜버른 교회지역에서 여성을 납치하여 인질극을 벌이다 경찰에 사살되는 등 영국, 프랑스, 독일 등 세계 각 지역에서 테러와의 전쟁이 벌어지고 있다. 수법은 정부 요인 등 주요 하드타겟(Hard target)에서 불특정다수의 소프트타겟(Soft target)으로 바뀌면서 국민들의 공포감을 키웠고, 국가나 조직이 주도를 하던 방식에서 ISIS 등 추종세력이 독단으로 테러를 시도하는 자생테러로 바뀌었다. 또한, 일상생활에서 쉽게 구할 수 있는 차량, 압력 밥솥 등을 테러에 이용하면서 이에 대한 경찰의 대비도 어렵게 되었다. 한편, 일부 테러관련 학자들은 2001년 9월 11일 미국 세계무역센터 테러나 2016년 7월 14일 프랑스 니스 트럭 테러 같이 경찰에게 시간적 여유를 주지 않고 테러를 저지르는 사례들을 예로 들면서 이제는 경찰의 대화기법(협상)이 무용지물이며 전술적인 진압방법을 발전 시켜야 한다는 주장을 펼치기도 한다. 이와 관련, 본 연구에서는 경찰의 협상기법이 테러뿐만 아니라 지구대·파출소에서 만날 수 있는 주취자 등 경찰의 업무 전반에 필요한 부분임을 강조하면서 경찰기관의 대화법의 활성화 방향에 대한 대책을 제시하고자 한다.

Negotiation and Impoliteness Strategies in Saudi and Australian Postgraduate Students’ Emails

Although negotiation via email takes place every day between students and their supervisors/lecturers, the processes underlying these negotiations have been largely neglected in research to date. Further, there is a need to investigate the linguistic email communication problems that Saudis encounter when they study abroad. This study aims to identify the dominant features of email communication of twenty Saudi and Australian post-graduate students with their lecturers. The research sought to understand the following: to what extent negotiation moves differ from one group to another; if there is a significant difference between the two raters when rating native speakers (NS) versus non-native speakers (NNS); whether there is a significant relationship between students scores and total number of words used in negotiation moves; the most important moves that might have affected the raters decisions when giving the highest scores versus the lowest scores; and whether there is difference between total scores of NS and NNS. Whereas the qualitative analysis employed (im)politeness as the theoretical framework, the quantitative analysis focused on the moves used by students in terms of context, proposal, justification, options, and requests. It was found that NS and NNS had similar likelihoods of gaining higher grades when using more details. When both NS and NNS failed to employ a focus-on-context move, they were likely to fail in their negotiations. International students need to be encouraged to give more detailed explanations to improve their negotiation techniques. Pedagogical implications include greater insights into the appropriate use of email negotiation strategies between students and their lecturers.

Requirement Negotiation Methods in Requirements Engineering

Requirements engineering is a fundamental part of the software engineering process. When the stakeholders of the software project disagree on the requirements, requirements negotiation methods can be used to reach that agreement. This avoids rework and extra costs. A number of new requirements negotiation methods are created by researchers over the last years. This paper provides a review on which negotiation method can be used under which circumstances. Such a review is relevant for both practitioners and researchers. Practitioners could use the results to make decisions on which method might be the best choice for their project contexts. To researchers, it would help them see trends in the requirements negotiation field. In this paper more attention is given to create new requirements negotiation methods than before and the methods also cover more types of requirement conflicts now than they did in the past. We also found that requirements contradiction conflicts and quality attribute conflicts are getting more attention now than they were getting before, while resource conflicts and feasibility conflicts still are getting almost no attention at all. Furthermore, we found that almost all requirements negotiation methods are suitable for resolving viewpoint conflicts. Finally, Theory W (WinWin approach) [2] is still very popular for use in the design of requirements negotiation methods. Keywords: Software Requirements Negotiation, Negotiation Techniques, Conflict Resolution, Scrum

Negotiating with China and Mexico: For the American Lawyer

This paper investigates the negotiation styles characteristic to the Chinese and Mexican cultures and seeks to present successful strategies that American lawyers can employ when negotiating with members of these countries. Especially since the evolution of a globalized economy in the nineteenth century that has only expanded since the advent of the Internet, there has been an increased need for an attorney in the modern world to be skilled at understanding, and effectively communicating with, people from a wide range of cultures. As lawyers in a country that does 15.4% and 14.5% of total trade with China and Mexico, respectively, American attorneys are often involved in negotiations with Chinese and Mexican representatives seeking deals in industries ranging from manufacturing and agriculture to technology and energy. For example, Mexican trade officials met in October with American representatives at the Houston Gateway to the Americas conference to discuss the increasing opportunities for oil, natural gas pipeline, and electricity projects between the United States and Mexico. Furthermore, in an interview with Jim Cramer, Starbucks COO, Kevin Johnson, recently expressed his prediction that Starbucks will eventually do more business in China than they do in the United States. Although it is often overlooked, cultural differences can create misinterpretations of verbal communication, voluntary actions, and involuntary body language. These misunderstandings have the potential to catastrophically impact the success of a negotiation. For these reasons, this paper additionally seeks to uncover some tendencies of American negotiators that could be fatal to a deal when negotiating with business people of the Chinese and Mexican cultures. Hopefully these discoveries will help American lawyers become more self-aware during international negotiations so that certain subconscious negotiation techniques and habits will be thoughtfully considered before being implemented against Chinese or Mexican counterparts.

A Group Recommendation System for Movies based on MAS

Providing recommendations to groups of users has become popular in many applications today. Although several group recommendation techniques exist, the generation of items that satisfy all group members in an even way still remains a challenge. To this end, we have developed a multi-agent approach called PUMAS-GR that relies on negotiation techniques to improve group recommendations. We applied PUMAS-GR to the movies domain, and used the monotonic concession protocol to reach a consensus on the movies proposed to a group.

Organisations, people and policies: barriers to good negotiation in the NSW planning system

ABSTRACTNegotiation is a core activity of land-use planners in Australia. Good negotiation practice can add value, build relationships and achieve common gains. However, good negotiation practice depends on establishing processes and maintaining conditions that facilitate complementary strategies, behaviours and styles. The current study deployed a qualitative approach to determine how aware planners were of good negotiation techniques and to identify barriers to good negotiation in the NSW planning system. Generally, the respondents (n = 289) in this study valued negotiation and demonstrated a high level of understanding of good negotiation practices. However, their responses identified legislative and policy issues, organisational issues and interpersonal issues that may act as barriers to good negotiation.

Good negotiation and land-use planning: the status of negotiation in the NSW planning profession

ABSTRACTPlanning in New South Wales is undertaken within a performance-based system that invites negotiation on planning and development matters. Therefore, negotiation is an essential skill and core activity for land-use planning professionals. The aims of this research were to reveal how planners in NSW value negotiation; to determine how aware they are of good negotiation techniques; to determine if the profession adequately prepares practitioners in this skill and to identify if planners working in private practice and local or state governments negotiate differently. Respondents agreed that negotiation is an essential activity in land-use planning and that it leads to better planning outcomes. They also shared a high level of understanding and commitment to good negotiation despite the lack of specific training in the area. However, statistical analysis demonstrated significant differences on negotiation and good planning outcomes, preparation and withholding information. Other factors such as training, seniority and having worked in government and private practice may also influence some negotiation practices.

Establishing a therapeutic alliance, can negotiation theory help?

Introduction Thompson (2012) defines negotiation as interpersonal decision-making process, necessary whenever we cannot achieve our objectives single-handedly. Recent contributions in the psychiatric literature discuss the role of negotiation styles in psychiatric practice (see, for instance, Chaplin et al., 2007). Aims In this contribution, we explore further how negotiation theory can be useful to mental health professionals when trying to establish a therapeutic alliance with patients. Methods After providing an introduction to negotiation theory we examine how the integrative negotiation approach can be applied. Specifically we will consider the steps suggested in the seminal contribution by Fisher and Ury (1981) and discuss potentialities and possible shortcomings when applying this approach to psychotherapy. Results Although applying business negotiation techniques seems, at first sight, a bold step, the approach proposed by Fisher and Ury (1981), being based on negotiating on principles instead of positions, offers some interesting suggestions that may expand the relation tools mental health professionals need to use in their practice. Conclusion Applying business and law negotiation techniques to psychiatric practices presents challenges but, at the same time, may offer new approaches when dealing with patients. In particular some concepts seem to be directly applicable to the psychiatric and psychotherapeutic practice.

Competitive Negotiation Tactics and Kraljic Portfolio Category in SCM

Negotiation outcomes are broadly classified as Distributive/Competitive and Integrative/Collaborative. Substantial academic and research negotiation literature of the past two decades commend adoption of a collaborative style for almost all real-life conflict situations. Business negotiation materials and relational self-construal psychology studies present a picture of contrast. Negotiations being at the heart of buyer-supplier interactions drive value sharing and value co-creation aspects of modern Supply Chains. Pricing, product selection, delivery terms, shipment schedules, carrier selection, volume discounts, product training, and quality standards are all more often than not subject to negotiation between supply chain members. Negotiation interactions ensuing preparation and determination of BATNA, entail use of Competitive or Collaborative Tactics. Buyers are the protagonists in procurement organizations. And procurement often accounts for the lions share of an organizations budget. Small wonder, they drive cost competitiveness together with the firms partners. Indeed this is true of the overall Supply Chain. An Indian pharmaceutical company was chosen for the qualitative research in the form of a case study. The most popular competitive negotiation tactics were chosen for this study and buyers were asked to spell out the negotiation techniques that they deployed, material-wise (with the corresponding suppliers). This data when plotted material-wise and grouped Kraljic category-wise circumstantiates the use of competitive tactics in all Kraljic categories, marked by a refreshing nuanced approach for different categories, with intensity varying for different categories. Interviews with buyers and the key informant to discern the rationale behind use of those negotiation tactics, however, brought out a pattern despite the refreshing tendency not to straight-jacket.

Automated Negotiation for Resource Assignment in Wireless Surveillance Sensor Networks.

Due to the low cost of CMOS IP-based cameras, wireless surveillance sensor networks have emerged as a new application of sensor networks able to monitor public or private areas or even country borders. Since these networks are bandwidth intensive and the radioelectric spectrum is limited, especially in unlicensed bands, it is mandatory to assign frequency channels in a smart manner. In this work, we propose the application of automated negotiation techniques for frequency assignment. Results show that these techniques are very suitable for the problem, being able to obtain the best solutions among the techniques with which we have compared them.

Combining Lean and Six Sigma in the context of Systems Engineering design

Purpose – The purpose of this paper is to present a combined framework for system design using Six Sigma and Lean concepts. Systems Engineering has evolved independently and there are numerous tools and techniques available to address issues that may arise in the design of systems. In the context of systems design, the application of Six Sigma and Lean concepts results in a flexible and adaptable framework. A combined framework is presented here that allows better visualization of the system-level components and their interactions at parametric level, and it also illuminates gaps that make way for continuous improvement. The Deming’s Plan-Do-Check-Act is the basis of this framework. Three case studies are presented to evaluate the application of this framework in the context of Systems Engineering design. The paper concludes with a summary of advantages of using a combined framework, its limitations and scope for future work. Design/methodology/approach – Six Sigma, Lean and Systems Engineering approaches combined into a framework for collaborative product development. Findings – The present framework is not rigid and does not attempt to force fit any tools or concepts. The framework is generic and allows flexibility through a plug and play type of implementation. This is important, as engineering change needs vary constantly to meet consumer demands. Therefore, it is important to engrain flexibility in the development of a foundational framework for design-encapsulating improvements and innovation. From a sustainability perspective, it is important to develop techniques that drive rationality in the decisions, especially during tradeoffs and conflicts. Research limitations/implications – Scalability of the approach for large systems where complex interactions exist. Besides, the application of negotiation techniques for more than three persons poses a challenge from a mathematical context. Future research should address these in the context of systems design using Six Sigma and Lean techniques. Practical implications – This paper provides a flexible framework for combining the three techniques based on Six Sigma, Lean and Systems Engineering. Social implications – This paper will influence the construction of agent-based systems, particularly the ones using the Habermas’s theory of social action as the basis for product development. Originality/value – This paper has not been published in any other journal or conference.

Why Can Russia “Divide and Rule” Central and Eastern Europe in Energy Policy?

The strategic challenge of the dependence of Central European countries in terms of hydrocarbon import, specifically natural gas, has not been resolved in the past 25 years. Despite repeated calls for joint action – developing common policies, designing joint frameworks, supporting the launch of major European energy infrastructure projects together – 25 years after the change of regime period the region still stands vulnerable to Russian economic penetration and political influence stemming from our large-scale dependence on Russian gas import. The paper investigates the roots and causes of this deficiency in order to answer the question: “Why and how can Russia still ‘Divide and Rule’ Central-Eastern Europe in energy policy?” Since we have witnessed the failure of the Nabucco and Southern Stream pipeline projects in recent years, facing the current challenges of the Ukraine crisis, making transit unpredictable, and perceiving a certain dissent among the Visegrád Four (V4) in this regard, the paper is to identify the particular interests and negotiation techniques of the parties in order to explain the reasons of failure.

Yarn Purchase at AmTex

Yarn purchase at AmTex is a two-party, single issue, distributive negotiation case exercise. A buyer and seller of blue heather cotton yarn are required to negotiate the purchase of a lot of 1,000 bags of yarn. Only the price needs to be negotiated. Both parties are under a deadline and need to quickly make the deal. Alternatives are available to each party. The buyer and the seller represent their respective organizations and both are responsible for making the most profitable deal for their organizations. This case exercise illustrates how to use bargaining techniques in a distributive negotiation setting in which negotiators are primarily concerned about claiming the maximum possible value through the deal. This exercise is well-suited to introduce the fundamental frameworks and techniques of negotiation, and may be used as the first case exercise in a course on negotiation skills.

The Language of Negotiation in Management Training

In this paper teaching Negotiation in a foreign language is seen as teaching 'the language of Negotiation' rather than teaching Negotiation techniques. One teaching project in a Norwegian firm is described. Method and content in the course are based on research using Negotiation data and on an 'on-line' needs analysis. Two teaching units are focused on: questions and 'meta-labels'.

СИСТЕМНИЙ ПІДХІД ДО ВДОСКОНАЛЕННЯ ПЕРЕГОВОРНОГО ПРОЦЕСУ В ОСОБИСТИХ ПРОДАЖАХ

A major problem in the implementation of personal selling is need to improve the negotiation process. Each party - is individuals who have appropriate social status and personality type This requires the seller to be able to establish relationships and negotiate in a format that helps communicate and reasonably answer the questions of the client.This article analyses the modern methods, approaches and techniques of negotiation. Such approaches allow for more information about the motivation and needs of the client, his personality. Also, these approaches allow flexibility to respond to customer requests promptly make appropriate adjustments in the communication process. The paper offers recommendations for improving the form and content of negotiations. When negotiations must take into account the tone and style of conversation, gestures and preferences of customers, individual characteristics, personality type counterpart. These features take into account the technique of "accession". Improving the content of the negotiations is to use special techniques, approaches and techniques. Such techniques, approaches and techniques can make contact and convince a customer right choice. This is a technology survey techniques "active" listening approaches to overcome objections. In summary, it can be argued that the article in question will lead to improvements in the negotiation process.

Dobór technik prowadzenia negocjacji

The objective of the paper is to characterise negation techniques and to suggest the solution to the problem of selecting them within the negotiations planning process, either from a theoretical perspective or for particular negotiations situations. Although the techniques considered are used in the negotiation conducting phase within the process of their planning it is recommended that they be initially considered as specific tools to be applied in particular negotiations. The second part of the paper interprets and classifies negotiation techniques, based on relevant assumptions, in particular typological criteria. The selection of such techniques in negotiations planning is characterised and a case study on investment negotiations between two construction companies is presented. After describing the parties to and the scope and objectives of those negotiations, one party’s strategy was discussed along with the arguments and negotiation techniques that enabled them to implement their strategy. The final section of the paper looks at the directions for future research on negotiation techniques.

Povezanost stepena zadovoljenosti potrebe za autonomijom nastavnika u školi i njihovih strategija razredne discipline

This paper points to the necessity to conduct researches of contextual conditions of teachers' behavior in classroom, using the framework of the self-determination theory, according to which styles of teachers' behavior toward students is correlated with their satisfaction of psychological need for autonomy in school. We analyzed different hypothetical models of correlation between teachers' perception of pressure at work, which undermines their autonomy, and intrinsic work motivation with controlling styles of teachers' behavior. Therefore, the aim of this research was to determine the existence of correlation between satisfying the teachers' need for autonomy at school and strategies of classroom discipline used by teachers. Two instruments were constructed and validated for the purpose of the research. The research included 444 primary school teachers in the primary schools in Serbia. Results of the research show the positive, relatively low correlation between one of two component of teachers' autonomy at work place (the teachers' perception that school climate supports the active involvement of all collective members in decision-making and their sense that other members of the collective respect their opinions and feelings - component of autonomy type) with one of three components of teachers' strategies of classroom discipline (teachers are using the techniques of negotiation the solutions of conflict situations with students, preventing discipline problems trough the efforts to get students interested in the subject matter and encouraging positive students' behavior - component of autonomy type). It is not empirically acknowledged assumption about the existence of negative correlation between teacher's perception of the control and pressure in school with teachers' autonomy-supportive behaviors in the process of establishing and maintaining classroom discipline.