Negotiation Performance Research Articles

INNOVATIVE ENTREPRENEURS AND THEIR NEGOTIATION BEHAVIOURS IN LAUNCHING NEW PRODUCTS

Purpose: This study investigates the impact of the negotiation behaviours by Vietnamese innovative-entrepreneurs on negotiation outcomes. The focus emphasises face-to-face negotiation sessions between innovative entrepreneurs and their corporate customers as they promote new services and products that either fulfill unmet market demands or achieve significant improvements in comparison to existing products or services.
 Methodology: This paper employed a qualitative research method to distill the entrepreneurial negotiation behaviours and their impacts on negotiation performance. A series of semi-structured interviews were conducted individually with 14 Vietnamese innovative-entrepreneurs, from five industries including technology, manufacturing, agriculture, medical, and education. To ensure the entrepreneurs' fall under the classification of innovative-entrepreneurs. The participating entrepreneurs were selected Entrepreneurship-Incubator, Vietnam-Department-of-Business-Registration-Management, and Business-Startup-Support-Centre.
 Main Findings: The findings showed that the negotiated-terms, the self-expression of the parties, the negotiation process, and the relationship developed were found to be significant in measuring negotiation performance. Negotiation behaviours, including concern about the personal outcome; concern about others’ outcomes; building relationships; and, emotional expression, were found as having a positive impact on negotiation performance. In contrast, risk-taking negatively affected negotiation outcomes.
 Applications: Based on the aforementioned findings, a proposed negotiation-framework of an innovative-entrepreneur in the product launching stage is being developed.
 Novelty/Originality of this study: This study brings another view on measuring negotiation performance by applying psychological negotiation outcome elements rather than relying on objective elements only. The significance of each psychological negotiation outcome element is also ordered. The unique advantages and challenges of the launching stage of an innovative entrepreneur are also explored to provide in-depth entrepreneurial knowledge.

Which obstacle attributes place additional demands on higher-level cognitive function in patients with Parkinson's disease?

BackgroundPrevious reports show that patients with Parkinson's disease (PD) rely on prefrontal activation to compensate for impaired motor function during complex activities such as obstacle negotiation. However, the influence of the properties of the obstacles on prefrontal activation has not been systematically evaluated. Here, we examined the effects of obstacle height and anticipation time on prefrontal activation in patients with PD and older adults. Methods34 patients with PD (age: 67.4 ± 5.7 years; 14 women) and 26 older adults (age: 71.3 ± 8.9 years; 11 women) walked in an obstacle course while negotiating anticipated and unanticipated obstacles (long/short available time response, ART) at heights of 50 mm and 100 mm. Prefrontal activation was measured using functional Near-Infrared Spectroscopy (fNIRS); obstacle negotiation performance was measured using Kinect cameras. ResultsPD patients showed greater increases in prefrontal activation during and after obstacle crossing compared to the older adults (p < 0.001). Obstacle height affected prefrontal activity only when crossing anticipated obstacles (ARTxheight interaction, p = 0.011), in which case higher obstacles were accompanied by higher prefrontal activity. PD patients showed higher levels of activation during unanticipated obstacles, compared to older adults (groupXART: p = 0.015). Different correlations between prefrontal activation and obstacle negotiation strategies were observed in patients and controls. ConclusionsThese results point to the use of prefrontal activation as a compensatory mechanism in PD. Moreover, the higher activation observed when negotiating more challenging obstacles suggests that there is greater reliance on cognitive resources in these demanding situations that may contribute to the higher risk of falls in PD patients.

Wheel profile optimisation for mitigating flange wear on metro wheels and verification through wear prediction

Metro trains often encounter the problem of wheel flange wear when they pass through sharp curves, especially for the poor wheel–rail profile matching or lack of lubrication, evidently increasing the maintenance and replacement costs for wheelsets and rails. Based on the field investigation and numerical simulation, the cause of severe flange wear of the original S1002 wheel profile on a Chinese metro line is analysed. An optimised wheel profile is proposed according to the rolling radius difference (RRD) for improving vehicle curving performance and mitigating wheel flange wear. A wheel wear prediction model is developed by combining the metro vehicle dynamics model considering multipoint contact with the long-term wear simulation model, and then validated with the field measurement results. The performance of the optimised wheel profile is evaluated numerically. The results indicate that the root cause of the wheel flange wear is the improper matching of wheel and rail profiles. The optimised wheel profile generally proves to perform better in terms of wheel–rail contact geometry, mechanical properties, vehicle running stability, curving negotiation and wear performance. The wheel flange thickness loss of the optimised wheel profile is decreased by 55.7% compared with that of S1002 profile.

In Search of Master Negotiators: A Negotiation Competency Model

Over the last four decades, the field of negotiation has become a fully recognized academic discipline around the world and negotiation courses and competitions have become increasingly popular. Although it is believed that negotiators may be trained and that negotiation is a skill that can be taught and evaluated, the question of how to assess negotiation performance systematically and comprehensively remains largely unanswered. This article proposes a negotiation competency model for evaluating negotiation performance. The model includes a set of selected negotiation competencies together with proficiency levels and their behavioral indicators. Our goal is to help scholars design more effective negotiation courses and fairer negotiation competitions, improve negotiation pedagogy, and train negotiators who are well prepared to handle conflicts in our increasingly complex society.

Improvement on Curve Negotiation Performance of Suspended Monorail Vehicle Considering Flexible Guideway

This work presents the investigation and improvement on curve negotiation performance of suspended monorail vehicle considering a flexible guideway. First, a spatial train–guideway interaction model of suspended monorail system (SMS) is established based on the secondary development of ANSYS software. Then, the dynamic analysis of the train over the flexible curved guideway is conducted, and the curve negotiation performance of the vehicle and the guideway vibration feature are revealed. Subsequently, several crucial design parameters that significantly influence the curve negotiation performance of the vehicle are found, and their influences on the train–guideway dynamic responses are systematically investigated. Finally, by comprehensively considering the dynamic indexes of the vehicle–guideway system, the optimal ranges of these crucial design parameters are obtained. Results show that decreasing the radial stiffness of guiding tyre can effectively reduce the lateral vibration levels of vehicle and guideway, but it would increase the lateral displacements of the bogie and hanging beam; and the radial stiffness is finally suggested to be around 1[Formula: see text]kN/mm by comprehensively considering all dynamic indexes. Increasing the initial compression displacement of guiding tyre can well limit the lateral displacements of the bogie and the hanging beam, thus enhancing the train running safety; however, it would intensify the vehicle-guideway lateral vibration level; especially, the optimal initial compression displacement of guiding tyre is related to its radial stiffness characteristics. To ensure a good curve negotiation performance of vehicle and guideway vibration level, the stiffness of the anti-roll torsion bar and the initial gradient angle of the installed trapezoid four-link suspended device are suggested to be 1.0[Formula: see text]MNm/rad and 65–[Formula: see text], respectively.

HRP-4 Walks on Soft Feet

The majority of humanoid robots adopt flat feet, a choice that can limit their performance when maneuvering over uneven terrains. Recently, a soft robotic foot designed to adapt to the ground was proposed to overcome part of these limitations. This paper presents the results of testing two such feet on the humanoid robot HRP-4, and compares them to what obtained with the original flat feet of the robot. After describing the SoftFoot and how it has been adapted to the robot, the biped is tested while balancing, stepping and walking. Tests are carried out on flat ground and on obstacles of different heights. For comparison purposes, the original HRP-4 controller has been used for both types of feet with no changes (except for re-evaluation of the CoM position). Analysis of the ankle pitch angle, ankle pitch torque, knee pitch angle, knee pitch torque, waist roll angle and waist pitch angle, show a substantial improvement in obstacle negotiation performance of HRP-4, when using the SoftFoot, even without optimizing the controller to exploit the SoftFoot features.

Simulated thoughts in virtual reality for negotiation training enhance self-efficacy and knowledge

Abstract Negotiating serves as an essential skill in our daily life, however, it is quite challenging to negotiate well. Various negotiation training systems have been developed to solve this problem and improve people’s performance in negotiation. Nevertheless, these systems mainly focus on skills practice and less on negotiation understanding or self-efficacy development. Aiming at improving both people’s negotiation knowledge and self-efficacy, a virtual reality negotiation training system is proposed that exposes users to virtual cognitions during negotiating with virtual characters. The virtual cognitions, delivered as a personalised voice-over, provide users with a stream of thoughts that reflects on the negotiation progress and their performance, and also presents self-motivational statements. To study the effectiveness of the system and the self-motivational statements included in virtual cognitions, an empirical study with 48 participants was conducted. The study employed a between-subjects design with three groups: waitlist, training with self-motivational statements, and training without self-motivational statements. 24 waitlist participants were also randomly assigned to and completed the training following the waiting period. The results indicated that 1) the system significantly enhanced people’s knowledge about negotiation and increased their self-efficacy, 2) the self-motivational statements included in virtual cognitions even further improved self-efficacy. Furthermore, these effects remained after multiple weeks.

Implicit and Explicit Gender Stereotypes at the Bargaining Table: Male Counterparts\u2019 Stereotypes Predict Women\u2019s Lower Performance in Dyadic Face-to-Face Negotiations

In every major occupational group and at every level of educational attainment, U.S. women earn less than men (Carnevale et al. 2018). Besides a component explained by objective factors (e.g., hours worked, occupation, experience), the gender wage gap includes a large component unexplained by objective factors. This latter component may be attributed, at least in part, to factors such as gender stereotyping and discrimination. In one study, we focus specifically on negotiation partners’ gender stereotypes by investigating mock face-to-face negotiations around salary and benefits mimicking real world job settings. We specifically investigated whether U.S. women’s (n = 83) negotiation performance was predicted by their negotiation counterparts’ implicit and explicit gender stereotypes and whether these effects depended on the gender of the negotiation counterpart and their randomly assigned power role in the negotiation (recruiter vs. candidate). Overall, our findings suggest that regardless of women’s power role in negotiations, women’s lower performance is predicted by their male counterparts’ higher implicit stereotypes. For female recruiters, this effect is further qualified by their male counterparts’ explicit stereotypes. Our discussion explores how temporary power roles contribute to the expression of implicit and explicit gender stereotypes in negotiations. We also discuss practice implications for reducing negative effects of stereotypes on women’s negotiation performance.

Curve Negotiation Performance of High-Temperature Superconducting Maglev Based on Guidance Force Experiments and Dynamic Simulations

High-temperature superconducting (HTS) maglev has the potential in high-speed transportation owning to its capability of passive stabilization. As an important research field of vehicle dynamics in HTS maglev area, the curve negotiation performance is in connection with the vehicles’ operational safety and comfort. This article reports the curve negotiation performance of the HTS maglev through three steps. First, the guidance force is measured to determine the safe motion range, and the range will be used as the indicator of the safety. Second, the dynamic model of HTS maglev vehicle “Super-Maglev” is established and compared with the experimental results to verify the correctness. The magnetic guideway irregularity is measured, and the measured value is used as the input of dynamic simulation. Finally, the dynamic curve negotiation characteristics of maglev vehicle are simulated. Results show the HTS maglev freight vehicle can safely pass through the curves at a certain speed without external rail superelevation. However, as a passenger vehicle, it can pass through the curve safely and smoothly when the suspension system and the superelevation are added. The curve radius of HTS maglev line, the superelevation outer rail, and the suspension parameters of maglev vehicle are also suggested in this article.

Performance of stair negotiation in patients with cerebral palsy and stiff knee gait

BackgroundDue to the limited knee range of motion, achieving adequate foot clearance while walking on level ground constitutes a major problem for patients with cerebral palsy and stiff knee gait. Stair negotiation as an activity of daily life requires a considerably higher knee range of motion than level ground walking, but little is known yet as to whether such patients are able to walk stairs.Research question: The aim of this study was to investigate how patients with a limited knee range of motion negotiate stairs. Do they increase their peak knee flexion and use the same pattern as in walking on level ground? How do the muscles act during stair negotiation? MethodsIn this explorative study, 17 adults with bilateral, spastic cerebral palsy and stiff knee gait and 25 healthy subjects were examined. 3D motion analysis, including electromyography, was performed while walking on level ground, upstairs, and downstairs. A linear mixed model was used for between- and within-group comparisons. ResultsWalking upstairs and downstairs, patients increased their peak knee flexion by around 30° compared to level walking. Thus, increased knee flexion may be seen as the main mechanism for maintaining foot clearance on stairs. An increased pelvic obliquity (elevation) and hip flexion were also found and involved subjects showed a slight increase in rectus femoris activity when walking on stairs compared to level walking within the phases of high knee flexion. SignificanceThis study showed that patients with cerebral palsy and stiff knee gait are able to flex their knees more than would be required for level walking. Hence, the patients are able to adapt their rectus activity to stair walking to some extent. Therefore, further investigations might help to open up new therapeutic options to facilitate level walking and stair negotiation in patients with stiff knee gait.

Are men better negotiators everywhere? A meta‐analysis of how gender differences in negotiation performance vary across cultures

SummaryPrior research has found that each culture and gender influences negotiation strategies and outcomes, but less is known about their interplay. We integrate these two research streams by providing a meta‐analytic review of the interactive impact of gender and culture on negotiation performance. We reviewed 185 studies that reported gender differences in intracultural negotiation performance across 30 societies that varied across seven cultural dimensions. Results showed that Hofstede's individualism–collectivism, GLOBE's in‐group collectivism and assertiveness practices, and Schwartz's harmony moderated the gender effect on negotiation performance. We found that in cultures lower in individualism, higher in in‐group collectivism practices, lower in assertiveness practices, and higher in harmony, women more likely outperformed men in negotiations. Implications for the role of gender and culture in negotiations and organizations more broadly are discussed.

Testing of modified primary stiffness for heavy-haul locomotives operating on sharper-radius curves

For the typical wheelset drive subsystem with axle-suspended motor, the coupled vibration differential equations of wheelset and axle hung motor are derived. The mechanical model of traction rod is established. The subsystems are integrated into a whole locomotive-track coupled dynamic model which is verified from the aspects of load transfer and curving negotiation performance. To reduce the wheel–rail dynamic interaction of six-axle heavy-haul locomotive passing through curves in old existing lines, the parametric optimization flow of primary rubber joint is presented. The stiffness of 12 new rubber joints equipped in drawbars is tested and the stiffness dispersions are investigated. The research results show that, for a single rubber joint, the maximum and minimum values of radial stiffness can, respectively, increase and reduce by 16.2% and 33% with respect to the test mean value. For the assembled axle-box with upper and lower drawbars, the test longitudinal and lateral stiffness increase by 18% and 46%, respectively, relative to the designed values. A distinct dispersion phenomenon in the stiffness distributions of rubber samples is found. By combining with the numerical simulation results, the primary longitudinal stiffness is optimized from 199 MN/m to 52 MN/m, as the lateral stiffness changes from 6.89 MN/m to 2.6 MN/m. The final running test indicates that the optimized parameters can reduce the wheel–rail lateral force by 12% in the 300 m radius curve. The ride comfort could still keep in the same level, and the running stability has not been deteriorated.

A Multimodal Training Modulates Short Afferent Inhibition and Improves Complex Walking in a Cohort of Faller Older Adults With an Increased Prevalence of Parkinson's Disease.

Falls are frequent in Parkinson's disease and aging. Impairments in the cholinergic-mediated attentional supervision of gait may contribute to increased fall risk, especially when obstacles challenge gait. Interventions combining motor-cognitive approaches have been shown to improve motor performance, cognitive skills, and falls number. Here, we hypothesized that an intervention simulating an attention-demanding walking condition could affect not only complex gait performance and fall risk but also short-latency afferent inhibition (SAI), as a marker of cholinergic activity. Thirty-nine participants at falls risk (24 Parkinson's disease participants and 15 older adults) were recruited in a randomized controlled trial. Participants were assigned to treadmill training or treadmill training with non-immersive virtual reality intervention and trained three times a week for 6 weeks. SAI, a transcranial magnetic stimulation paradigm, was used to assess cholinergic activity. Gait kinematics was measured during usual walking and while negotiating physical obstacles. Transcranial magnetic stimulation and gait assessments were performed pre, post, and 6 months post-intervention. Treadmill training combined with non-immersive virtual reality induced an increase in inhibition of the SAI protocol on cortical excitability, improved obstacle negotiation performance, and induced a reduction of the number of falls compared with treadmill training. Furthermore, the more SAI increased after training, the more the obstacle negotiation performance improved and fall rate decreased. We provide evidence that an innovative rehabilitation approach targeting cognitive components of complex motor actions can induce changes in cortical cholinergic activity, as indexed by SAI, thereby enabling functional gait improvements.

Research on Parameters of the Curve Negotiation Performance of High-Speed Train Composed of Multiple Vehicles

This paper calculates the wheel/rail nonlinear numerical solution that both changes in trend or in values are relatively consistent conclusion, using different methods of comparative analysis of the cycle dynamics system for studying the influence of the curve negotiating velocity and orbital parameters on the performance of high-speed train. Then based on single-section vehicle system program, a high-speed train coupling system considering vehicle terminal connection device is established. The influence of curve negotiating velocity and orbital parameters on the performance of high-speed train is analyzed. The results show that, with the curve negotiating velocity increasing, the derailment coefficient, rate of wheel load reduction, and the vertical force of wheel rail have a tendency to rise after falling first, lateral force of wheel rail monotone increasing. When the vehicle is in a superelevation state, the indicators are slightly lower than the equilibrium state. While the indicators with parameters change significantly when the vehicle is in a underelevation state. For instance, when the radius of the curve is 5000m to the radius 6700m, the derailment coefficient increases by 53.6% and rate of wheel load reduction is increased by 44.1%.

The Applications of Compliant Motion Control Technique on 6-DOF Hydraulic Parallel Mechanism

Most interaction control formulations focused on electrically driven parallel mechanism. In this paper, the combining practice applications of compliant motion control technique on six degrees of freedom (6-DOF) hydraulic parallel mechanism (HPM) are investigated. According to the manipulation task specification and hydraulic control system characteristics, three different compliant motion control schemes are presented in three typical application scenarios, respectively: a parallel position/force control scheme in the joint space coordinate for train curve negotiation performance test, a hybrid position/force control scheme with the internal force suppression for shaking table with actuation redundancy, and a hybrid impedance control scheme for auto-docking mechanism based on force and vision. The feasibility and effectiveness of the proposed schemes were verified through a series of experiments. It showed that the 6-DOF HPM achieves good compliant behavior by applying the proposed compliant motion control techniques. These schemes could also be extended to other applications where the compliant motion of the 6-DOF HPM is required.

An Empirical Analysis on Cross-cultural Value Orientation and Negotiation Performance in Korea and the USA Youth

An Empirical Analysis on Cross-cultural Value Orientation and Negotiation Performance in Korea and the USA Youth

Learning the negotiation dance between regionally integrated states: theoretical propositions inspired by the European Union

Much can be learned from the interstate negotiations in the European Union as the most elaborated system of regional integration. When negotiating to adopt a decision jointly, EU member states usually manage to dance together in harmony, sometimes less so. But some dance better; they get more attention, satisfaction, and control over the others. The article investigates what factors may explain their better performance in interstate negotiations. It builds on these findings to offer six propositions on the success factors in negotiations taking place between states integrated economically and/or politically, beyond simply the EU. The article wonders also what happens when the states are forced to dance faster, and tensions between the states jeopardize the harmony between partners. It submits six more propositions to cope effectively with the effects of crises on customary negotiations. All findings and propositions rely on theory as well as research on negotiation and crisis bargaining. The twelve propositions submitted in total for ordinary and crisis negotiations include notably the strategy building of a chess master; the relational influence of a diplomat on a drunken counterpart; as well as the pushing and pulling technique of a martial art master.

Do women underperform men in negotiations? The role of cultural knowledge

While most previous literature has found that women underperform men in negotiations, gender differences may depend on the type of cultural knowledge that men and women use to guide their negotiation behavior. In three studies, we examined how access to cultural knowledge affects gender differences in negotiations. Study 1 showed that Chinese women performed relatively better against Chinese men compared to Israeli women against Israeli men in distributive negotiations. Notably, these gender effects on negotiation performance were magnified among those whose gender stereotypes reflected the consensus stereotypes of each society, which emphasized that men were more agentic in Israel and more relational in China. In Study 2, we manipulated knowledge of cultural values among Chinese negotiators and found that access to cultural knowledge that emphasized aggressive negotiating (instead of relational negotiating) was associated with weaker distributive outcomes for men and stronger negotiation outcomes for women. Finally, in Study 3 we found that Chinese women who negotiated relationally were more likely to suffer backlash when their partner had more experience negotiating with state-owned-enterprises, reflecting chronic exposure to knowledge of Chinese values. The impact of our findings on research on negotiations, culture, and gender inequality are discussed.

Predicting Negotiation Performance from Personality Traits: A field Study across Multiple Occupations

ABSTRACTBased on decades-old reviews, many negotiation researchers have expressed doubts about the effect of personality on negotiation outcomes. More recent reviews have found significant associations between traits and outcome measures. Existing research has primarily used laboratory experiments; field studies are rare. In this study, we aim to fill that important gap. Traits measured using the Hogan Personality Inventory were correlated with supervisor ratings of negotiation performance across three occupations: marketing managers, lawyers, and construction supervisors. Ambition and likability independently predicted greater negotiation performance. Results generalized across these three samples with evidence for an interaction effect in the lawyer sample. For attorneys, greater ambition was not additionally helpful for those who were relatively more likable. Results establish the importance of negotiation effectiveness as a distinct component of overall job performance. Practical implications are considered in terms of division of labor, person–job fit, and the state-trait distinction.

The Effect of Screen Size and E-Communication Richness on Negotiation Performance

Using an empirical study, this paper investigated how each screen size and different presentation modes (video or text-only) can trigger meaningful differences when interacting with a partner in a negotiation. In a simulated multi-issue negotiation between a buyer and a seller, participants were instructed to communicate through either a large (laptop) or small (mobile phone) screen in either a video conversation or a text-based communication. The findings revealed that (a) negotiators communicating through a large screen performed better than negotiators interacting via small screen; (b) negotiators communicating through video conversation performed better than negotiators interacting via text-based communication; (c) negotiators communicating through video conversation formed higher levels of trust and satisfaction than negotiators interacting via text-based communication; and (d) negotiators communicating through video conversations over large screens achieved the highest joint outcome. Implications for the use of technology during negotiations is discussed, with attention given to the need to preserve more naturalistic cues through larger screens and the use of video conversations for best effect.