Negotiation Theory Research Articles

Book Review

Understanding Dialogue: Language Use and Social Interaction is written by two prominent psychologists of language. It develops an elegant model to account for the cognitive mechanisms of dialogue. The Shared Workspace Framework for Dialogue is capable of explaining how individuals contribute and control their utterances and how they can manage each other’s contributions and cooperate as one system. I believe this book is worth the attention of all linguists interested in language psychology. First, dialogue is the most fundamental form of language use; second, the theory of dialogue proposed in the book represents a major advancement in the psychology of conversation; third, the theory has a wide range of applications. I believe the current review of the book is the most comprehensive summary and assessment of the book to date.

Strategi Komunikasi Caleg Petahana DPRD Kota Padang

This research aims to understand the communication strategies of incumbent candidates of the Regional House of Representatives in Padang City who were successfully re-elected in the 2024 elections. A qualitative method was used, with three candidate informants and five constituents. The data was analyzed using James E. Grunig's dialogue theory. The main findings reveal three strategies: adjustment of communication language, strengthening emotional relationships, and maintenance of good relations and empathy. This research has important implications for political communication practitioners and researchers. It highlights the significance of two-way communication and public engagement in building relationships between politicians and constituents. It also emphasizes the importance of building emotional relationships and empathy, as they contribute to increased constituent trust and support. Additionally, the research suggests adjusting communication strategies according to constituent characteristics.

Value-based analysis of the negotiation for the construction of a church dome

In the construction industry, the signing of contracts between contractors and clients is a common practice. The entities signing these contacts have vastly different objectives in the context of the project: the contractor is motivated by the achievement of profit, while the client has objectives that can be economic, aesthetic, related to completion time, etc. According to negotiation theory, the greater the difference between the objectives of the sides, the better the contracts that can be achieved in the negotiation. Therefore, the analysis of a contractor-client negotiation in the building industry should be based on a complete understanding on the objectives of the sides. Kenney’s Value-Focused Thinking (VFT) provides a framework on which such understanding can be achieved. This paper presents a VFT based methodology to analyze the contractor-client negotiations in the context of construction projects. The methodology is illustrated by analyzing, in retrospective, the negotiation between a construction company and a client, regarding the construction of a dome for a church. The results show the usefulness of analyzing the negotiation from the point of view of the sides’ objectives.

Mediation and Convergent Sociality: Toward a Theory of Social Dialogue

The article investigates the mechanisms shaping a new quality of social development in contemporary Russia amidst growing societal challenges. Four key mechanisms are explored: mediation, social dialogue, polysubjectivity, and convergence. These are analyzed for their role in fostering novel forms of social integration and development. The mechanisms serve as tools for studying and shaping the current interplay between tradition and innovation, cultural stasis and social dynamics across various sociocultural contexts and transitional processes. The paper draws upon works presented at the All-Russian Scientific Conference “Individualization and Collectivism in Contemporary Russian Society,” offering an original interpretation that synthesizes and structures these studies. Notable contributions include V.A. Lektorsky’s concept of “the supra-individual as social universality,” which advances our understanding of socio-individual meaning formation and transcends the individual-society dichotomy. A.A. Auzan’s analysis of the dual-core structure of Russian culture aptly captures the unique challenges of social development in Russia. O.V. Aksenova’s examination of the contradictory nature of social action subjects in an increasingly technologized society illuminates the complexities of balancing freedom with necessity, and uniformity with diversity in social action. V.M. Rozin’s approach is considered for its potential to facilitate mediational social dialogue in Russian society. The author argues that neither the individualistic nor the collectivist cores of Russian culture can independently drive effective modernization. Instead, the concept of convergence is proposed as a means to transcend the extremes of ego-individualism and totalitarian collectivism. Three primary directions for implementing convergent strategies are identified: synthesizing individual and social aspects in social action and dialogue, optimizing center-periphery interactions in governance, and developing public-private partnership models as a form of economic convergence. The study emphasizes the need for new forms of social integration and concludes that Russia’s sustainable social development requires an integrative socio-individual model, combining elements of individual freedom and collective solidarity.

Book reviews: A dialogical reviewing process

As part of a theoretical and friendly dialogue that we have developed over the years (Marková et al., 2020, 2022; Zittoun, 2017), we both realised that our newly published books appeared almost simultaneously at the same publisher (Marková, 2023; Zittoun, 2024). To pursue this dialogue, we proposed to review each other’s book, and we then had a dialogue on these two reviews. The present “dialogical review” has thus three parts: the first part presents some of the points emerging from our dialogue; the second part is the review of Ivana Marková’s The making of a dialogical theory. Social representations and communication (2023) by Tania Zittoun; and the third is the review of Tania Zittoun’s Pleasure of thinking (2024) by of Ivana Marková.

Of Monsters and Men

There are few artistic genres more intertwined with politics than dystopia. In its very essence, dystopian fantasy is a method of criticising ideology, at the same time that it serves as a tool for the dissemination of the issuer’s own ideology. Black Mirror’s “Men Against Fire” episode provides a rich case study for considering ideology in one of its most violent formats: the creation of monsters. In the episode, deceived by a helmet that changes reality, soldiers fight and exterminate cockroaches - individuals with a genetic predisposition to diseases - while the civilian population, immersed in that bellicist ideology, dehumanises individuals even without a literal alteration of the real. This article analyses the creation of monsters, putting into dialogue theories on ideology, dystopian fantasy, and dehumanisation to construct a framework of how this dehumanisation process and its relationship with ideology works.

The Living Word and Its Death Threats

The expression ‘the living word’ has wide application, often in preference to an alternative use of language that is likely to threaten it. An enquiry is proposed into the potential utility of the expression for theorizing newer threats such as the use of Large Language Models. The main influence on the enquiry is the theory of dialogism, developed from work by Bakhtin and his colleagues, but other perspectives are included. The paper examines the relationships between the expression and four of its threats: technologization, monologues, static and normative approaches to meaning-making, and monolingualism. The living word appears to survive all such threats, though human thinking, communication, and meaning-making are all transformed in the process, while the perceived threat is assimilated or resisted but does not disappear. There are several contradictions in usage of the term and some resistance to the metaphor of life and death in the context of language. Faith in the living word is likely to depend on careful modulation of its meanings for a specific context through dialogue. The paper concludes that ‘the living word’ might act as a placeholder for our responses to new threats, bearing in mind that we have been continually participating in productive dialogues even when surrounded by static, monologic, and monolingual linguistic practices.

Practice Briefing: A comprehensive negotiation framework for real estate professionals (Part I)

PurposeThe purpose of this briefing is to highlight the critical importance of negotiation skills in the everyday lives of real estate professionals. It delves into how negotiators must improve their negotiations skills given the negotiation-intensive nature of real estate. It also helps to handle common pitfalls and challenges in negotiations, particularly in the increasingly volatile, uncertain, complex and ambiguous (VUCA) reality of the real estate industry. The briefing offers strategic insights for preparation and negotiation aimed at improving any real estate negotiator’s average performance.Design/methodology/approachThe expert opinion piece combines a literature review on negotiation strategies with practical insights. It addresses the observed under appreciation of negotiation theory and skill, reflecting on real-world real estate negotiations. The goal is to enhance the use and recognition of negotiation theory in the real estate industry. The approach merges theoretical analysis with practical application, offering actionable recommendations to improve negotiation outcomes.FindingsThe negotiation-intensive real estate industry and the transformative impact of VUCA challenges on real estate professionals’ ability to adapt and continuously negotiate successful deals clashes with many real estate’s professional or fixed mind-set over negotiation historically being an art or a talent and mostly being stuck with win-lose strategies. Instead, negotiation is a science that can be learned and deliberately improved to counter stress-induced or fear-based responses that lead negotiators toward suboptimal negotiation strategies, such as win-lose or naive win-win. However, these dynamics are preventable. Well-equipped and well-prepared value win-win negotiators can adopt a growth mind-set, study modern negotiation advice and frameworks to thrive in the negotiation-rich real estate industry and convert even VUCA challenges into an amazing source of value.Practical implicationsReal estate professionals can become more aware of which and how current obstacles and poor choices negatively contribute to their negotiation performance. It contrasts win-lose and win-win strategic frameworks to enable real estate professionals to become more sophisticated when choosing their negotiation strategies. The briefing also helps real estate professionals expand their negotiation repertoire towards improved strategic flexibility when managing the evolving real estate profession reality and challenges.Originality/valueThe originality and value of the briefing lie in its comprehensive approach to addressing the negotiation challenges faced by real estate professionals. It offers a holistic view of real estate negotiation, advocating for a paradigm shift from traditional win-lose tactics to a collaborative, value win-win approach. The briefing integrates modern negotiation theory and emphasises ethical practices, providing practical strategies and best practices for professionals to improve their skills and adapt to industry changes. By empowering real estate professionals with knowledge and tools to navigate negotiations effectively, the briefing contributes to the overall success and professionalism of the industry.

POLITICAL CONFLICT AND COMPROMISE IN THE JOB CREATION BILL DISCUSSION

Regulatory reform by amending various provisions in dozens of laws into a single Omnibus Law on Job Creation has been rejected because it is considered to eliminate protection for workers/labourers, and expand the dominance of employers. The wave of rejection continues to strengthen, raising questions about the process of political communication, conflict and negotiation, and political compromise between political forces in the DPR (Parliamentary Institutions). With a constructiveist paradigm and case study method, and supported by several theories from political science, political communication, negotiation theory, conflict theory, as well as several concepts regarding political compromise, the results showed that political communication in the discussion of the Job Creation Bill took place systematically by placing the authority of political parties as decision makers. Political conflict occurs due to inflexible negotiations. Political negotiations carried out through a principle-based negotiations approach, although it can accelerate the discussion process, is unable to guarantee the effectiveness of political compromise. The Job Creation Bill comes as an orthodox legal product and was declared unconstitutional by the Constitutional Court. Four things that become the findings of this research are (1) the dynamics of political communication are strongly influenced by the presidential-multiparty political system that produces majoritarian power, so that it has consequences for political alignments; (2) political conflicts that arise due to polarisation of political support have presented inflexible political communication, (3) principle-based political negotiations are pragmatically able to accelerate discussions but do not guarantee resistance/rejection by the public; and (4) political compromise through the stages of strategy development, relationship management, and decision making, cannot be a form of agreement that can accommodate all parties

“Hurry! Be smart! Buy Trump’s fine art!” Transforming winged phrases from Soviet films into headings in Russian newspapers

ABSTRACT This paper examines the transformational features and usage of “winged phrases” – in this case quotations from Soviet films that have become catchphrases in spoken and written Russian – in the headings of articles from three Russian newspapers. Data were selected between 2017 and 2018 from Komsomol′skaia pravda (Moscow edition), Izvestiia, and Literaturnaia gazeta. First, the authors identify the transformational features of these phrases; second, they analyze the nature of their usage, drawing on Mikhail Bakhtin’s theory of dialogism. The study reveals two new types of transformations (grammatically associative and lexical) that have not been identified in previous literature. It also demonstrates how the prism of dialogism affords new insights into the socio-historical and multi-voiced richness of winged phrases, extending our understanding of the complex plasticity of the structural and heteroglossic features of these phrases over time.

Dynamic Process of International Student’s Identity Development and Multiplicity of Linguistic Selves

The current paper examines the concept and characteristics of human identity and how those have been historically discussed by theorists from diverse fields, focusing particularly on international students who study abroad. The aim of this report is to investigate how international students shape their multiple selves during their time overseas by drawing on social and cultural factors. Relevant empirical studies are reviewed from the standpoint of sociological, socio-cultural, and dialogical theories. Reviewing the literature allowed this study to arrive at some conclusions. First, international students construct their identity through complex, dynamic, and constant processes, and this identity is subject to continually change as per social interactions and circumstances rather than being acquired as biological determinants. Second, language is a crucial factor in the process of identity construction. Implications and limitations are discussed as well.

Negotiation as a tool for goal achievement

This article explores the pivotal role of negotiation as a versatile tool for achieving personal and professional goals. The purpose is to elucidate the multifaceted ways in which negotiation serves as a means to overcome obstacles, resolve conflicts, and create mutually beneficial outcomes in diverse contexts. By examining its applications, strategies, and impacts, this article aims to underscore the significance of negotiation in goal achievement. This study employs a comprehensive review of existing literature, encompassing scholarly articles, case studies, and practical examples across various domains. It synthesizes insights from negotiation theories, psychological research, and real-world experiences to provide a holistic perspective on negotiation’s efficacy in goal attainment. Additionally, illustrative scenarios and anecdotal evidence are utilized to exemplify negotiation strategies and outcomes. The article concludes that negotiation stands as a paramount tool for goal achievement due to its capacity to resolve conflicts, maximize value, and foster collaboration. Through effective communication, adaptability, and creative problem-solving, negotiation can facilitate win-win solutions, thereby enabling individuals to navigate challenges and capitalize on opportunities. Moreover, this study emphasizes the importance of building and maintaining positive relationships through negotiation, which can have enduring implications for future endeavors. While the significance of negotiation in various spheres is widely acknowledged, this article contributes to the discourse by consolidating and contextualizing the diverse facets of negotiation as a goal achievement tool. By synthesizing insights from a range of disciplines and offering practical examples, it provides a comprehensive resource for understanding negotiation’s multifaceted role in achieving objectives. Additionally, the article underscores the long-term impact of negotiation on relationship-building, a dimension often overlooked in goal achievement discussions, thereby offering a fresh perspective on this crucial aspect.

“Can’t you just tell us when to teach them how to use an apostrophe?” The worthwhile struggle to cultivate agential preservice teachers in a compliance culture

ABSTRACT Teachers are simultaneously regarded as the most important influence on student learning and, paradoxically, as untrustworthy agents who can’t be relied upon to deliver quality learning outcomes. Globally, this contested view of teaching is reflected in policies that limit teacher agency by prescribing how teaching will be conducted; for example, insisting on so-called evidence-based instructional models. Such policies also affect initial teacher education, which is increasingly policed for compliance with national teaching standards. However, teaching standards that reduce the teacher’s role to ensuring fidelity to acceptable pedagogies have been widely criticised, with calls for teacher agency and professional judgement to be more highly valued. We endorse this critique and draw on Bakhtin’s dialogic theory to illuminate data generated using collaborative autoethnography that reveals the worthwhile struggle for “good” initial teacher education.

Optimal allocation method for MIES-based shared energy storage using cooperative game theory and CSP

To further promote the efficient use of energy storage and the local consumption of renewable energy in a multi-integrated energy system (MIES), a MIES model is developed based on the operational characteristics and profitability mechanism of a shared energy storage station (SESS), considering concentrating solar power (CSP), integrated demand response, and renewable energy output uncertainty. We propose a corresponding MIES model based on co-operative game theory and the CSP and an optimal allocation method for MIES shared energy storage. The model considers the maximum operating benefit of the SESS as the upper objective function and the minimum operating cost of the MIES as the lower objective function. First, the Karush–Kuhn–Tucker conditions of the lower-layer model are transformed into constraints of the upper-layer model, and the Big-M method is used to linearize the nonlinear problem and convert the two-layer nonlinear model into a single-layer linear model. Second, based on the Nash negotiation theory, the benefits of each IES in the MIES are allocated. Finally, the fuzzy chance constraints are used to relax the power balance constraints, and the trapezoidal fuzzy numbers are transformed into a deterministic equivalence class to assess the impact of renewable energy output uncertainty on system operation. The validity and rationality of the proposed two-layer model are verified through simulation, and the results demonstrate that the proposed shared storage capacity leasing model can effectively reduce the total operation cost, increase the profitability of the shared storage operator, and increase the utilization rate of the SESS.

Da’wa Gus Baha in the Perspective of Face Negotiation Theory

Da’wa activities are currently increasingly easier to carry out due to the sophistication of existing technology. Even though the dissemination of da'wah becomes easier, the possibility of slander arising from the da'wah being delivered also increases. Therefore, preaching today is filled with challenges and sincerity. The appearance of facial negotiations when facing a da'wah problem is a very important thing to pay attention to. Because that way we can see the preacher's way of dealing with conflict. This research uses descriptive qualitative methods with content analysis techniques. The data collection techniques used were observation, documentation study, and literature study. The subject of this research is Gus Baha and the object of this research is the video content of criticism made by Faizal Assegaf as well as the video content of Gus Baha's response to this criticism. The results of this research show that Gus Baha displays a fairly calm, scientific and relaxed facial negotiation in responding to Faizal's criticism. Even though there is a lot of criticism aimed at Gus Baha, Gus Baha will not pay attention to it as long as the criticism is just empty talk. When criticized, Gus Baha tends to show a calm and scientific face.

ESSAY ON LAW AND POLITICS, IN SURVEILLANCE APITALISM

In “surveillance capitalism”, – politics and culture are being shaped by some big tech, but most people don’t realize it. Society has moved from the information age to the misinformation. The tools created began to unbalance Democracy and the relationships and functioning of society. These big techs only care about how to capture users' attention on their platforms, without thinking about the impacts. In this scenario that the State produces the laws that materialize the law. It is in this chaos that the application of the theory of dialogue and legislative rationality is suggested as a means of improving the design of the formation of law in the State, reducing the current crisis, crediting politics, maintaining peace and the current system in force.

Re-Negotiating Self-Identity: Exploring the Role of Motherhood-Indicative Labels in Constructing Nigerian Mother’s Identity

ABSTRACT Motherhood identities are affected by the life altering experience of childbirth. First-time mothers in Nigeria often experience an identity shift when close relatives consistently refer to them by motherhood-indicative labels. Adapting to these motherhood-indicative labels becomes a cultural requisite for mothers, while navigating the potential struggles of adapting to responsibilities can impact motherhood experiences. This project explores the motherhood experiences of 13 Nigerian mothers who live in Nigeria that have experienced the use of motherhood-indicative labels. Semi-structured interviews were conducted, transcribed, and analyzed. Identity Negotiation Theory (INT) was used to analyze how mothers negotiate their self-identity after birth amidst the use of motherhood-indicative labels. Themes and sub-themes discussed include identity (dis)connection (identity integration and dissented labels), embodied motherhood (contorted bodies, and bodies as worksites), and elasticity- negotiating the stretching of self (elasticity of identity, elasticity of skills and constant reminder of loss. The stories of the participants highlight the communication strategies mothers use to adapt to new motherhood identity and how they navigate social relations.

From training to practice: Reflections on implementing open dialogue across secondary mental health services

PHOTO CREDIT: George MiltonThis article describes the implementation of Open Dialogue, an integrative approach drawn from systemic family therapy, dialogical theory, and social constructionism, across a range of mental health services within an NHS Trust. Reflections are given from staff working in Early Intervention in Psychosis and Acute Inpatient services, on the experience of training and the feasibility of implementing this approach. The conclusion draws together the learning gained and challenges experienced, as well as identifying areas for future development.

“Weaving tales of resilience”: cyborg composing with AI

PurposeThis paper aims to offer an approach to cyborg composing with artificial intelligence (AI). The author posits that the hybridity of the cyborg, which amalgamates human and artificial elements, invites a cascade of creative and emancipatory possibilities. The author critically examines the biases embedded in AI systems while gesturing toward the generative potential of AI–human entanglements. Drawing on Bakhtinian theories of dialogism, the author contends that crafting found poetry with AI could inspire writers to problematize the ideologies embedded into the corpus while teasing apart its elisions or contradictions, sparking new forms of expression at the interface of the organic and the artificial.Design/methodology/approachTo illustrate this approach to human–AI composing, the author shares a found poem that she wrote using ChatGPT alongside her reflection on the poem. The author reflects on her positionality as well as the positionality of her artificial interlocutor, interrogating the notion of subjectivity in relation to Bakhtinian dialogism and multivocality.FindingsWeaving tales of resilience in harmony or tension with AI could unravel threads of possibility as human writers enrich, deepen or complicate AI-generated texts. By composing with AI, writers can resist closure, infiltrate illusions of objectivity and “speak back” to AI and the dominant voices replicated in its systems.Originality/valueBy encouraging students to critically engage with, question and complicate AI-generated texts, one can open avenues for alternative ways of thinking and writing, inspiring students to imagine and compose speculative futures. Ultimately, in animating assemblages of the organic and the artificial, one can invite transformative possibilities of being and becoming.

Parliamentary negotiations in Denmark

Negotiation theory tells us how we should negotiate if we want to negotiate wisely. We learn how to make the cake larger and how to get as big a bite as possible. Negotiations are key in politics. Even so, not many scientific studies apply the negotiation theory framework to legislative negotiations, including Danish legislative negotiations. On the other hand, there is a literature that describes actual legislative negotiations in Denmark. To what extent do the negotiations literature and the described real-life negotiations match each other? Danish politicians can learn from negotiation theory to varying degrees, and negotiation theory can learn from Danish legislative negotiations. The dominant role of the minister in parliamentary negotiations substantially reduces the complexity problems normally associated with multiparty negotiations.