Negotiation Outcomes Research Articles

Improvisation Exercises Increase Negotiators' Divergent Thinking, and Sometimes their Negotiation Outcomes

ABSTRACTTwo studies investigated the effect of a short improvisation intervention (theatrical improvisation in Study 1, musical improvisation in Study 2) on negotiation processes and outcomes. The expectation was that an improvisation exercise, compared to a control condition in which participants engaged in jigsaw puzzling, would result in better negotiation agreements via higher levels of divergent thinking. Results showed that improvisation exercise increased participants' divergent thinking, compared to the control condition. The effects on negotiation processes and outcomes, however, only partly supported the predictions. In Study 2, improvisation exercise had an indirect influence on negotiation outcomes via divergent thinking, and in Study 1 improvisation exercise did influence divergent thinking but did not influence negotiation outcomes. So improvisation exercise increases divergent thinking, and sometimes this heightened divergent thinking results in higher negotiation outcomes.

Strategic adaptability in negotiation: a framework to distinguish strategic adaptable behaviors

Purpose This study aims to propose and evaluate a novel framework of strategic adaptability in dyadic negotiations. The authors define strategic adaptability as a reaction to a cue that leads to shifts between integrative and distributive strategies. Based on the literature on turning points, phase models and strategic negotiations, the authors developed an initial framework identifying five distinct strategic adaptations. Design/methodology/approach To verify the framework, the authors analyzed two negotiation simulations with a diverse set of negotiation students. Negotiations were content-coded, and adaptations were labeled. Findings The authors found a consistent pattern across two studies. Overall, 12% (study 1) and 18% (study 2) of all speaking turns were identified as strategic adaptations. The findings empirically confirmed four of their strategic adaptation types: adapt to deadlock, follow adaptation by opponent, adapt to priority of issue under discussion and adapt to new information on issue. Moreover, findings of this study revealed two new types of strategic adaptability: delayed adaptation to opponent and adapt to understand opponent. Study 2 additionally revealed that strategies vary with the negotiation phase, and negotiation outcome seems to benefit more from the constellation rather than the frequency of adaptations. Furthermore, lower-scoring negotiators tended to adapt to the opponent’s strategy instead of initiating a change in strategy. Originality/value The findings of this study provide preliminary insights into how strategic adaptations unfold. These findings present future research opportunities to further test the framework's robustness, increase the knowledge of individual and cultural factors, explore the relationship with negotiation outcomes and develop educational interventions to enhance strategic adaptability.

Exploring the Effect of Trust on Negotiation Outcomes Between Teams and Individuals

Exploring the Effect of Trust on Negotiation Outcomes Between Teams and Individuals

Why are there conflicts of interest? Investigation of teacher exchange within Arts Education Group in China

The introduction of the collectivized school management mode marks a turning point for teacher exchange, however, it also brings numerous challenges. Whether or not breakthroughs can be achieved in teacher exchange hinges on the outcome of stakeholder negotiations. This study employs a qualitative approach through case analysis. Based on interviews with 15 members of the Education Group, game theory was employed to investigate conflicts of interest between exchange teachers and original teachers during teacher communication. This study aimed to stimulate backbone teachers' motivation to transfer to branch schools while providing a broader space for free exchange. The conflicts of interest in teacher exchange within educational groups were found to be closely associated with various interest subjects, objects, and institutional arrangements in the teacher exchange system.

Labour shortages: a game changer for industrial relations?

ABSTRACT This article examines the changes in workplace-level industrial relations resulting from the recent and unprecedented labour shortages in Québec, a province of Canada. Findings are based on preliminary results of an ongoing study of private-sector industries that have been struggling with this phenomenon. Based on a keynote presentation delivered at the 2023 AIRAANZ conference held at Magnetic Island, Australia, the article provides an overview and initial discussion of the impact of labour shortages on industrial relations. The study revealed changes in the negotiation dynamics, outcomes, and actors’ behaviour in the industries affected by the shortages. The balance of bargaining power shifted in favour of workers and unions, helping them to secure significant gains in collective agreements, principally – but not entirely – related to wage increases. While a tight labour market puts employers at a disadvantage, it is not all ‘win-win’ for workers who may, in some cases, see their working conditions deteriorate. The same is true for unions, for whom shortages can pose problems related to succession, management of members’ expectations, solidarity among members, and relevance.

Moral power of youth activists – Transforming international climate Politics?

Youth Climate Activists are important norm entrepreneurs as humanity is increasingly awakening to the realities of accelerating climate change. They push for seeing climate change not merely through cost-benefit analysis frames but through frames of multiple climate justices. But how successful have these activists been in shifting perspectives in the context of international climate politics? This paper aims to investigate (1) to what extent the normative framework advanced by this movement is increasingly penetrating the international public climate debate, changing arguments, priorities, and frames around the annual UNFCCC COP conferences and (2) the key actors pushing for normative change. Using a unique and comprehensive Twitter dataset for the period between 2014 and 2021 revolving around the annual UNFCCC COP conferences and major youth climate protest events we combine various computational methods, including transformers-based topic modelling and social network analysis in this study. We find that indeed the normative framework advanced by the movement has successfully penetrated the discourse around UNFCCC and that youth climate activists were able gain support from central actors outside the movement, which is further contributing to the diffusion of their normative framework. We conclude that while these results demonstrate the moral power of youth climate activists, more research is needed to understand the influence on the actual negotiations outcomes

Listing Specs: The Effect of Framing Attributes on Choice

Abstract Consistent evidence across important domains shows that people’s decisions can depend on the order or emphasis with which the attributes of the available options are presented to them. We introduce the first model of such framing effects, which we characterize in terms of observable behavior. We apply the model to study how the strategic use of attribute framing affects the outcomes of negotiations and competition in markets. We extend the model to stochastic-choice frameworks, which are often used in practice.

Teaching Myanmar students under the Gaokao policy in a borderland school: Teachers’ challenges and agency

This study examines the classroom interactions and agentive practices of a cohort of Chinese teachers when teaching Myanmar students under the Gaokao policy at a borderland high school in China. The complexities of teaching Myanmar students of diverse backgrounds are manifested in the context of the constraints of professional accountability and working conditions. The study reveals these teachers’ classroom norms and interactions are an outcome of negotiations between their agency and structural power. The teachers’ expectations of the international students’ abilities and prospects are constrained by the limitations of the current curriculum. The paper argues that internal and external conditions contribute to restricting the students’ access to educational resources and employment prospects. This paper draws attention to tensions and dilemmas of pedagogic practice in a borderland setting and calls for setting up a hybrid, inclusive third space for students and teachers in international education.

A Q-learning approach to generating behavior of emotional persuasion with adaptive time belief in decision-making of agent-based negotiation

There is an increasing research interest in agent-based automated negotiation. However, how to design an agent that can adaptively compete with its human counterpart is still in its early stage. This research makes efforts toward this end by modeling two essential elements of human-led negotiation: emotion and timing, to adapt to negotiation dynamics. In multi-issue-multi-round bilateral negotiation, the Web-Fechner law is applied to model an agent’s emotion generation and the emotion decay law is used to realize a decaying property of emotion. Meanwhile, rather than a fixed time belief, agents are endowed with time beliefs that can vary with selected negotiation tactics and be adjusted by agents’ emotions. A proposal updating algorithm integrating those two elements is consequently proposed based on Q-learning. Then, 135 numerical experiments were conducted with comparative analyses and statistical tests. The results show that the proposed model can significantly increase an individual agent’s utility, the joint utility, and the probability of successful negotiations by an average of 76.14%, 172.22%, and 66.10%, respectively, whereas reducing the utility difference and negotiation rounds by an average of 97.39% and 29.57%, respectively. These results imply that the proposed negotiation model has advantages in improving negotiation utility, efficiency, and outcome fairness.

Who is cooperative in negotiations? The impact of political skill on cooperation, reputation and outcomes

PurposeThe purpose of this study is to predict cooperation in negotiation through the lens of individual differences. Specifically, this paper examines how a social competence variable called “political skill” relates to cooperation and subsequent effects on negotiation process, outcomes and negotiator reputation. The authors demonstrate how political skill fits in the evolving literature focusing on individual differences in negotiation by comparing political skill to a wide range of other individual difference measures.Design/methodology/approachThis study was conducted by assessing individual difference measures at the beginning of graduate-level negotiation courses and tracking negotiation behaviors and outcomes over several months. This approach was chosen to minimize the potential for short, time-limited interactions to mask existing relationships. It also allowed the authors to include multiple negotiation interactions, which takes a broader view of negotiation performance, and assess negotiator reputation by allowing it to emerge over time.FindingsThe results of this study show that political skill, self-rated at the beginning of this study, is significantly related to a negotiator’s overall use of cooperative behavior as rated by peers. Political skill also showed a significant relationship with reputation for cooperativeness and aggregate outcomes in negotiations. These results control for other individual difference measures such as personality, implicit negotiation beliefs, social value orientation and negotiation self-efficacy.Originality/valueUsing a method that allows the effects of an individual difference to materialize over time, this study empirically establishes the connection between political skill and negotiation reputation, process and outcomes. The methodological contributions of this study explore the relations between self-rated individual difference variables, peer-rated cooperative behaviors and objective coded negotiation outcomes in evaluating political skill in negotiation.

The Virtually Intelligent Negotiator: Building Trust and Maximizing Economic Gain in E-Negotiations

Virtual intelligence is “the ability to communicate and navigate relationships and achieve business goals when engaging with others who are not physically co-present.” Virtual intelligence is particularly critical in e-negotiations because negotiators compete to achieve economic goals but must cooperate to reach mutual agreement and maintain social relationships. I review key research findings on the advantages and disadvantages of virtual and in vivo negotiations. I make the point that in vivo negotiation does not always result in more trust and mutually beneficial outcomes than virtual negotiations. I use insights from research on e-negotiations and virtual communication to identify skills that facilitate trust and information sharing and lead to more desirable negotiation outcomes. I organize my discussion of virtual intelligence in terms of four key challenges that confront negotiators: relational concerns (building trust), conveyance (transmitting and receiving information), convergence (reaching a shared understanding of the situation), and achieving instrumental goals (negotiating a favorable outcome).

Bargaining Power in a Globalized World: The Effect of Global Value Chains in Trade Negotiations

AbstractWhat determines the bargaining power of states in international trade negotiations? The literature focuses predominantly on economic strength as the determinant of bargaining power. However, this explanation neglects the reality of modern trade, which is characterized by the globalization of production and high levels of economic interdependence. I argue that this interdependence undermines the effect of economic strength on the bargaining power of states. Specifically, I hypothesize that the effect of economic strength declines when a country's companies rely on inputs for their production from a negotiation partner because they are integrated into global value chains. The more a country's firms are dependent on a partner country, the less that country is able to coerce concessions from the partner country by bringing to bear its economic strength. To test this hypothesis, I use a dataset covering concessions on liberalization of the services sector made by 54 countries in 61 preferential trade agreements. By calculating the relative concessions of each partner, I construct a quantitative indicator of the outcome of trade negotiations. This indicator should reflect the underlying bargaining power of each negotiating party. The results of a regression analysis of these negotiation outcomes mostly support my hypotheses.

Relational Work Strategies in Seller–Buyer Haggling Exchanges in Markets of Port Harcourt, Nigeria

This study examines the relational work strategies that are deployed for the maintenance of social harmony, cooperation, and social equilibrium and how these are (mis)handled such that they result in breakdown in haggling exchanges between buyers and sellers in five purposively selected open markets selected from Port Harcourt city, Nigeria. Fifty-six exchanges (between five and twenty taken from each of the markets) involving two or more sellers/buyers in an encounter were recorded using an Android 7.0 phone. The exchanges were analysed with Locher and Watts’s theoretical perspective on relational work. The data showed that polite, impolite, and non-polite strategies were used by the sellers/buyers to achieve conviviality and favourable negotiation outcomes. Some of the strategies clearly contained face-threats, others were aimed at blatant face damage, and some were deployed for face-saving. The study established that no utterance is inherently “polite” or “impolite” without consideration of its context.

“What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening

Much attention has been devoted to the “first offer” in negotiation research. Rightly so, as strong empirical evidence shows that the first offer has a significant impact on the negotiated outcome and, therefore, is a highly relevant topic for negotiation scholars and practitioners. Scholars typically recommend making the first offer. However, in the field, we have observed an alternative opening tactic—asking for the best price that the counterpart is willing to accept. This question represents a real alternative to making the first offer by initiating the discussion of specific settlement proposals, provided the counterpart answers the query. Does it, however, lead the other side to make a better offer? How does the question impact the economic and relational outcomes of the negotiation? Is it advisable to use this tactic in negotiations? We investigated these questions based on a controlled laboratory experiment, in which 227 dyads of cellphone buyers and sellers negotiated synchronously via a text chat. We found that the best‐price question has an impact on not only the first offer but also the negotiation outcome. When the buyers in our experiment asked the question, the results were not significantly different than those from negotiations in which they made the first offer. This effect was driven by the first offer in response to the question. Additionally, we found that the best‐price question did not negatively impact the relational outcome. Moreover, the effect was reduced when list price information was available. These findings suggest rethinking the traditional view of the offer‐counteroffer sequence and provide an alternative opening tactic to making the first offer in the context of high information asymmetry.

Growing Apart: China and India at the Kigali Amendment to the Montreal Protocol

Abstract Developing countries are growing apart on environmental issues. International environmental negotiations are no longer characterized merely by the North–South conflict. Rising powers have come to divide the Global South and redefine the Common-But-Differentiated Responsibilities principle. This article explains the divergence of China and India at the Kigali Amendment to the Montreal Protocol, one of the first global environmental agreements to differentiate obligations between developing countries. China and India, the world’s two largest hydrofluorocarbon producers, ended decades of collaboration and split the rest of the developing world behind them. I argue that developmental strategy and political institutions shape the preferences and influences of industrial, governmental, and social stakeholders, thereby explaining their negotiation behavior and outcome. This article explains why China moved faster and further than India on negotiations for hydrofluorocarbon regulation. It has important implications for the two rising powers’ implementation of the Kigali Amendment and for their position formulations on other environmental issues.

Negotiation in Relation to Egoism and Altruism

The influence of the negotiators on the negotiation is significant. Negotiation motivation is an essential factor influencing negotiations' approach, process, and outcome. Much of the literature on negotiation refers to self-interest and altruism. However, few have specifically compared the differences and similarities between the two in terms of negotiation motivations, methods, and outcomes, hence the contribution of this study. This dissertation examines these aspects and finds that although the motivations of egoism and altruism are different in most cases, they have one thing in common: the desire to negotiate successfully. However, due to the interest issues, egoism and altruism can have some differences in how they negotiate during the negotiation process that can affect the negotiation outcome. Poor communication, inability to find a win-win solution, too much altruism and self-interest negotiation can make the negotiation unsuccessful or unsatisfactory. This thesis proposes to face these problems by communicating more, listening more, and understanding the other side.

PENYELESAIAN SENGKETA DALAM PERJANJIAN PERDAGANGAN MEGAREGIONAL: REGIONAL COMPREHENSIVE ECONOMIC PARTNERSHIP (RCEP) AGREEMENT

In 2020, the Regional Comprehensive Economic Partnership (RCEP) agreement was signed. The RCEP Agreement is the largest regional trade agreement in the world in terms of total GDP. In the Asia-Pacific region, there are various regional and bilateral trade agreements that lead to not only overlapping of substantive provisions, but also overlapping of dispute settlement for a. It is important to review the procedural aspects RCEP agreement to as the means to enforce the rules and commitments in the RCEP for its member countries, especially with regard to Indonesia. This study concludes that although the RCEP has its own dispute resolution mechanism procedures, the formulation of the provisions in the RCEP shows compromise of the negotiation outcome, typical in ASEAN agreements. This would become the hindrance to the effective implementation and implementation of the agreement.

Contributions of LOSC Jurisprudence to Reaching and Justifying a Negotiated Outcome – and Contributions of Negotiated Settlements to the Law of the Sea

Abstract Releasing the full potential of the United Nations Convention on the Law of the Sea (LOSC) also requires concluding agreements – and an understanding of the dynamics behind reaching agreement. Legal reasoning in negotiations is not divorced from judicial reasoning. Justification by drawing upon the latter may be required in the fundamental process of overcoming disagreement. Jurisprudence may provide arguments of acceptability for negotiating States. Moreover, negotiations should not merely be dismissed as ‘bargaining under the shadow of the Convention’. Rather, they may be part of a broader interaction with contributions of the judiciary and indicate future paths for the Convention’s implementation. Furthermore, this may give rise to reflections on the roles of heuristics for negotiators and for policy- and decision-makers. This suggests revisiting the notion of legal policies of States – including how States should define unresolved issues and decide on the best timing and means for their effective resolution.

Redefining Development: The Extraordinary Genesis of the Sustainable Development Goals

How do states who are not typically leaders in multilateral negotiations change this role and become leaders in shaping negotiation outcomes? The book Redefining Development: The Extraordinary Genesis of the Sustainable Development Goals provides an in-depth look into the role that Colombia played in the negotiations that made the Sustainable Development Goals (SDGs) the key outcome of the Rio + 20 Conference in 2012. Paula Caballero, with Patti Londoño, provides the inside account of how Colombia spearheaded the idea, built initial coalitions with Guatemala and others, convinced major players both of the idea and specific aspects, and pushed the idea relentlessly through preparatory meetings. The inside look into the process provides an insightful story into international environmental negotiations and provides a unique perspective on how changes can occur in multilateral negotiations. The 88 pages of appendices, the majority of which are key documents from the negotiation process, are of particular interest for researchers of the SDGs process.

The Impact of the Negotiator’s Personality on the Negotiation process and Outcome Submitted By

The Impact of the Negotiator’s Personality on the Negotiation process and Outcome Submitted By