Negotiation Games

OpenAIRE

Philipp Hoffmann

2015-01-01

Negotiations, a model of concurrency with multi party negotiation as primitive, have been recently introduced by J. Desel and J. Esparza. We initiate the study of games for this model. We study coalition problems: can a given coalition of agents force that a negotiation terminates (resp. block the negotiation so that it goes on forever)?; can the coalition force a given outcome of the negotiation? We show that for arbitrary negotiations the problems are EXPTIME-complete. Then we show that for...

Combined strategic and tactical negotiation methodology for resolving complex brownfield conflicts

Directory of Open Access Journals (Sweden)

Keith W. Hipel

2010-08-01

Full Text Available An innovative negotiation methodology for strategic and tactical decision making is proposed for resolving conflicts in brownfield redevelopment. At the strategic level, the Graph Model for Conflict Resolution is systematically employed for determining a potential overall agreement, or set of resolutions, that is politically possible given the competing interests of the decision makers involved in a brownfield redevelopment project. At the tactical level, a possible strategic solution can be studied in depth using utility theory to determine trade-offs or concessions needed to reach a mutually acceptable detailed solution. Also, the proposed negotiation methodology can take into account the attitudes of negotiators and investigates the impact of the negotiators' attitudes on the outcome of negotiations at both levels of negotiation. The design of a negotiation decision support system is put forward to allow the proposed negotiation methodology to be conveniently applied to actual disputes.

The mind and heart of the negotiator

CERN Document Server

Thompson, Leigh L

2015-01-01

For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate-whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience-for you and your students. Here's how: *Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation.*Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to incre...

The Pacific coal market for 1999: it`s negotiation time again

Energy Technology Data Exchange (ETDEWEB)

NONE

1998-10-01

The annual Australia-Japan Coal Conference signals the beginning of the negotiations between Asia`s coal buyers and suppliers. Drastic cuts are expected to existing contract pricing. The article discusses the present spot market. 1 tab., 3 photos.

How employees negotiate : job autonomy and negotiation self-efficacy related to integrative negotiation and negotiation results in employment relationships

NARCIS (Netherlands)

Oeij, P.

2006-01-01

To assess whether satisfaction with psychological contract breach does more depend on good negotiation skills or on a well-designed job, we first investigated the effect of negotiation self-efficacy and task autonomy on integrative negotiation with survey data from employees of a telecom company. We

The art and economics of international negotiations: Haggling meets hurrying and hanging on in buyer–seller negotiations

Directory of Open Access Journals (Sweden)

Ursula F. Ott

2016-01-01

Full Text Available This paper offers a theoretical model which focuses on cultural bargaining behavior. It is based on an intercultural negotiation framework of activity-based cultural types (Ott, 2011. The complexities of international negotiations are analyzed from a multi-active bargaining perspective which considers negotiation-is-an-art model. The results show the multi-active bargaining types from a seller and a buyer perspective. The differences in international negotiation behavior show the problems of cultural collisions. The possibility to circumvent these clashes is at the core of this article. The analysis proves useful as the different time perceptions, cultural activity levels and the resulting strategic behavior are clearly related to the deadlocks, stalemates, break-ups and agreements experienced in real-life scenarios. The application of the model to UK-Malaysian negotiation experiments is an example of the robustness of the theoretical results. This paper offers solutions to negotiations in an intercultural context and opens the black box of the uncertainty about cultural incompatibilities.

Negotiation Decision Support Systems: Analysing Negotiations under the Conditions of Risk

OpenAIRE

Nipun Agarwal

2014-01-01

Negotiation Theory is a research area with emphasis from three different research streams being game theory, psychology and negotiation analysis. Recently, negotiation theory research has moved towards the combination of game theory and psychology negotiation theory models that could be called Integrated Negotiation Theory (INT). As, negotiations are often impacted by external factors, there is risk associated with achieving the expected outcomes. Prospect theory and Negotiation theory are co...

Climate negotiators' and scientists' assessments of the climate negotiations

Science.gov (United States)

Dannenberg, Astrid; Zitzelsberger, Sonja; Tavoni, Alessandro

2017-06-01

Climate negotiation outcomes are difficult to evaluate objectively because there are no clear reference scenarios. Subjective assessments from those directly involved in the negotiations are particularly important, as this may influence strategy and future negotiation participation. Here we analyse the perceived success of the climate negotiations in a sample of 656 experts involved in international climate policy. Respondents were pessimistic when asked for specific assessments of the current approach centred on voluntary pledges, but were more optimistic when asked for general assessments of the outcomes and usefulness of the climate negotiations. Individuals who were more involved in the negotiation process tended to be more optimistic, especially in terms of general assessments. Our results indicate that two reinforcing effects are at work: a high degree of involvement changes individuals' perceptions and more optimistic individuals are more inclined to remain involved in the negotiations.

25 CFR 1000.163 - Can a Tribe/Consortium negotiate other terms and conditions not contained in the model compact?

Science.gov (United States)

2010-04-01

... conditions not contained in the model compact? 1000.163 Section 1000.163 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF... Funding Agreements Negotiating A Self-Governance Compact § 1000.163 Can a Tribe/Consortium negotiate other...

A Concurrent Multiple Negotiation Protocol Based on Colored Petri Nets.

Science.gov (United States)

Niu, Lei; Ren, Fenghui; Zhang, Minjie; Bai, Quan

2017-11-01

Concurrent multiple negotiation (CMN) provides a mechanism for an agent to simultaneously conduct more than one negotiation. There may exist different interdependency relationships among these negotiations and these interdependency relationships can impact the outcomes of these negotiations. The outcomes of these concurrent negotiations contribute together for the agent to achieve an overall negotiation goal. Handling a CMN while considering interdependency relationships among multiple negotiations is a challenging research problem. This paper: 1) comprehensively highlights research problems of negotiations at concurrent negotiation level; 2) provides a graph-based CMN model with consideration of the interdependency relationships; and 3) proposes a colored Petri net-based negotiation protocol for conducting CMNs. With the proposed protocol, a CMN can be efficiently and concurrently processed and negotiation agreements can be efficiently achieved. Experimental results indicate the effectiveness and efficiency of the proposed protocol in terms of the negotiation success rate, the negotiation time and the negotiation outcome.

An Attempt of Shaping a Framework of Negotiation

Directory of Open Access Journals (Sweden)

Raluca Galita

2011-10-01

Full Text Available The term negotiation is more and more frequently used nowadays not only in trade or business activities, but also in many other fields of activity. People negotiate in all areas of social life (in the family, at work, in the street, in shops, in a company, in a political party, between states, etc. whenever they seek to resolve differences of opinion or to get what they want. Any kind of negotiation starts from a series of basic conditions (the interdependence of the parties engaged in negotiations, the existence of some differences of opinion, the parties’ joint work to achieve a mutually beneficial agreement. At the same time, any negotiation takes place in a certain setting, bordered by the object of negotiation, its aims and stakes, the place and time of its deployment. Depending on the areas where the process of negotiation appears, one can speak of three general types: the economic negotiation, the political negotiation and the social one. At this level, other classifications can be identified, according to the participants in the negotiations, the parties' interests, the negotiating environment, the time and duration of negotiations and themanner of completion, all in the limits of two extreme poles, the conflict and the cooperation between the parties involved.Keywords: negotiation, participants, conflict, cooperation, communication.

THE COST OF POSITIONAL NEGOTIATIONS VERSUS COLLABORATIVE OR RELATIONAL NEGOTIATIONS FOR NEGOTIATING COMPLIANCE MILESTONES AT HANFORD WA

International Nuclear Information System (INIS)

HOPKINS, A.M.

2004-01-01

The Hanford site is subject to the Hanford Federal Facility Agreement and Consent Order (HFFACO), an order on consent signed by the DOE, the U. S. Environmental Protection Agency, (EPA) and the Washington Department of Ecology (WDOE). Under the HFFCCO, negotiations for transition milestones begin within six months after the issuance of a shutdown order. In the case of the PFP, the Nuclear Materials disposition and stabilization activities, a DOE responsibility, were necessary as precursor activities to Transition. This situation precipitated a crisis in the negotiations between the agencies, and formal negotiations initiated in 1997 ended in failure. The negotiations reached impasse on several key regulatory and operational issues. The 1997 negotiation was characterized by a strongly positional style. DOE and the regulatory personnel took hard lines early in the negotiations and were unable to move to resolution of key issues after a year and a half. This resulted in unhappy stakeholders, poor publicity, and work delays as well as wounded relationships between DOE and the regulatory community. The PFP is a former plutonium metal production facility. The operating mission of the PFP ended with a DOE Headquarters shutdown letter in October of 1996. Generally, the receipt of a shutdown letter initiates the start of Transition (as the first step of Decommissioning) of a facility. In the 2000-2001 PFP negotiations, a completely different approach was suggested and eventually initiated: Collaborative or Relational Negotiations. The relational negotiation style resulted in agreement between the agencies on all key issues within 6 months of initiation. All parties were very pleased with the results and all parties were relieved that protracted negotiations sessions were not needed with the new style of working together collaboratively to serve each other's interests without compromising each party's needs. The characteristics of collaborative negotiations included building

Justice and Negotiation.

Science.gov (United States)

Druckman, Daniel; Wagner, Lynn M

2016-01-01

This review article examines the literature regarding the role played by principles of justice in negotiation. Laboratory experiments and high-stakes negotiations reveal that justice is a complex concept, both in relation to attaining just outcomes and to establishing just processes. We focus on how justice preferences guide the process and outcome of negotiated exchanges. Focusing primarily on the two types of principles that have received the most attention, distributive justice (outcomes of negotiation) and procedural justice (process of negotiation), we introduce the topic by reviewing the most relevant experimental and field or archival research on the roles played by these justice principles in negotiation. A discussion of the methods used in these studies precedes a review organized in terms of a framework that highlights the concept of negotiating stages. We also develop hypotheses based on the existing literature to point the way forward for further research on this topic.

An Information Technology Tool to Support Negotiating Teams

Directory of Open Access Journals (Sweden)

Jose Montanana

1995-05-01

Full Text Available This paper discusses computer-supported large-scale negotiation, in particular, negotiation with advisers. It is claimed that better communication within negotiating teams should lead to longer, more productive sessions than the current ones. To this end, an information technology environment should be provided for the negotiation. The paper introduces SHINE, a collaborative software system developed at the University of Chile. This software has many features to allow rich interactions among advisers belonging to the same team, among negotiators and also between a negotiator and his advisers. Emphasis is placed on the design features to enable and ease these interactions. The facilities include WYSIWIS windows, enhanced electronic mail to send and receive text or video messages with several urgency levels, an evaluation procedure and various ways to state comments and ideas. SHINE has been implemented as a prototype on Sun Sparc workstations.

Hostage (crisis) negotiation: the potential role of negotiator personality, decision-making style, coping style and emotional intelligence on negotiator success.

Science.gov (United States)

Grubb, Amy; Brown, Sarah

2012-01-01

This article explores the potential role of hostage negotiator characteristics and the impact of psychological constructs on negotiator success. It explores the role of Personality, Decision-Making Style, Coping Style, Cognitive Coping Style and Emotion Regulation and Emotional Intelligence within high stress environments and occupations. The findings suggest that certain individual traits and characteristics may play a role in negotiator success, via the mediation of specific styles, which are conducive to effective crisis negotiation skills. It is proposed that these findings have application within the field of hostage/crisis negotiation in the format of guidance regarding the recruitment and selection of hostage negotiators and the identification of potential training needs within individual negotiators in order to maximize their efficacy within the field. In line with this, it is argued that a psychometric tool that assesses these constructs is developed in order to aid the process of hostage negotiation selection.

Annual mean sea level and its sensitivity to wind climate

Science.gov (United States)

Gerkema, Theo; Duran Matute, Matias

2017-04-01

Changes in relative mean sea level affect coastal areas in various ways, such as the risk of flooding, the evolution of barrier island systems, or the development of salt marshes. Long-term trends in these changes are partly masked by variability on shorter time scales. Some of this variability, for instance due to wind waves and tides (with the exception of long-period tides), is easily averaged out. In contrast, inter-annual variability is found to be irregular and large, of the order of several decimeters, as is evident from tide gauge records. This is why the climatic trend, typically of a few millimeters per year, can only be reliably identified by examining a record that is long enough to outweigh the inter-annual and decadal variabilities. In this presentation we examine the relation between the annual wind conditions from meteorological records and annual mean sea level along the Dutch coast. To do this, we need reliable and consistent long-term wind records. Some wind records from weather stations in the Netherlands date back to the 19th century, but they are unsuitable for trend analysis because of changes in location, height, surroundings, instrument type or protocol. For this reason, we will use only more recent, homogeneous wind records, from the past two decades. The question then is whether such a relatively short record is sufficient to find a convincing relation with annual mean sea level. It is the purpose of this work to demonstrate that the answer is positive and to suggest methods to find and exploit such a relation. We find that at the Dutch coast, southwesterly winds are dominant in the wind climate, but the west-east direction stands out as having the highest correlation with annual mean sea level. For different stations in the Dutch Wadden Sea and along the coast, we find a qualitatively similar pattern, although the precise values of the correlations vary. The inter-annual variability of mean sea level can already be largely explained by

Patterns of Negotiation

Science.gov (United States)

Sood, Suresh; Pattinson, Hugh

Traditionally, face-to-face negotiations in the real world have not been looked at as a complex systems interaction of actors resulting in a dynamic and potentially emergent system. If indeed negotiations are an outcome of a dynamic interaction of simpler behavior just as with a complex system, we should be able to see the patterns contributing to the complexities of a negotiation under study. This paper and the supporting research sets out to show B2B (business-to-business) negotiations as complex systems of interacting actors exhibiting dynamic and emergent behavior. This paper discusses the exploratory research based on negotiation simulations in which a large number of business students participate as buyers and sellers. The student interactions are captured on video and a purpose built research method attempts to look for patterns of interactions between actors using visualization techniques traditionally reserved to observe the algorithmic complexity of complex systems. Students are videoed negotiating with partners. Each video is tagged according to a recognized classification and coding scheme for negotiations. The classification relates to the phases through which any particular negotiation might pass, such as laughter, aggression, compromise, and so forth — through some 30 possible categories. Were negotiations more or less successful if they progressed through the categories in different ways? Furthermore, does the data depict emergent pathway segments considered to be more or less successful? This focus on emergence within the data provides further strong support for face-to-face (F2F) negotiations to be construed as complex systems.

Negotiate way out of siting dilemmas

International Nuclear Information System (INIS)

Leroy, D.H.; Nadler, T.S.

1993-01-01

Can America negotiate itself out of its high-level radioactive waste dilemma by finding communities willing to volunteer as host sites? The authors think such a possibility exists. In fact, they see little other way to successfully locate controversial facilities in the future. A decide-announce-defend strategy only sparks community anger, solidifies opposition, and leads to expensive court battles without achieving results. The Office of Nuclear Waste Negotiator was established by the Nuclear Waste Policy Act to negotiate with states an Indian tribes about hosting a permanent nuclear waste repository and an interim Monitored Retrievable Storage (MRS) facility. Twenty communities and Indian tribes submitted applications for grants to study the possibility of hosting an MRS facility. Whether or not one of these potential hosts decides to make a commitment, the efficacy of negotiation has been demonstrated. Neither courtroom procedures nor administrative flats have engendered similar success

Negotiation between peers: strategic device for a reading and writing program at the university level

Directory of Open Access Journals (Sweden)

Estela Ines Moyano

2016-09-01

Full Text Available The following paper focuses on the description and exemplification of a device which is the core of the Academic Reading and Writing Program (PROLEA, for its acronym in Spanish conducting at University of Flores (UFLO: the “negotiation between peers” or “negotiation between teaching partners”. The Program design is based on the Sydney School's developments in Systemic Functional Linguistics. The negotiation between peers comprises the work between a professor on academic and professional literacies, who is a member of the Program, and the professors of each of the specific subjects involved. In order to successfully implement this modality, the realization of the negotiation between peers is necessary. This device entails a series of agreements between the professors involved about the teaching of the curricula contents through reading and writing tasks. First in this paper, the negotiation between peers is characterized, and its function and value in the Program are highlighted; second, two scenarios of application are presented in order to show the device contribution as well as its difficulties and the way of resolution of the problems found.

Optimizing Negotiation Conflict in the Cloud Service Negotiation Framework Using Probabilistic Decision Making Model.

Science.gov (United States)

Rajavel, Rajkumar; Thangarathinam, Mala

2015-01-01

Optimization of negotiation conflict in the cloud service negotiation framework is identified as one of the major challenging issues. This negotiation conflict occurs during the bilateral negotiation process between the participants due to the misperception, aggressive behavior, and uncertain preferences and goals about their opponents. Existing research work focuses on the prerequest context of negotiation conflict optimization by grouping similar negotiation pairs using distance, binary, context-dependent, and fuzzy similarity approaches. For some extent, these approaches can maximize the success rate and minimize the communication overhead among the participants. To further optimize the success rate and communication overhead, the proposed research work introduces a novel probabilistic decision making model for optimizing the negotiation conflict in the long-term negotiation context. This decision model formulates the problem of managing different types of negotiation conflict that occurs during negotiation process as a multistage Markov decision problem. At each stage of negotiation process, the proposed decision model generates the heuristic decision based on the past negotiation state information without causing any break-off among the participants. In addition, this heuristic decision using the stochastic decision tree scenario can maximize the revenue among the participants available in the cloud service negotiation framework.

Managerial Roles and Functions in Negotiation Process

Directory of Open Access Journals (Sweden)

Andrzej Kozina

2014-06-01

Full Text Available The paper is focused on negotiation processes performed in a company and presents author’s concept of the description of the roles and functions accomplished by managers within those processes and being of significant importance from the point of view of negotiations’ outcomes. Such a concept aims at providing the analysis and conducting of business negotiations with effective support. Firstly (following introduction, the concept, types, and comprehensive model of such negotiations is presented as a useful methodological framework for specifying managerial roles and functions. Secondly, some classic concepts of those roles are reviewed, drawing special attention to the ones that concern negotiation process. Thirdly, general managerial functions within that process are described. Fourthly, those functions are precised by relating them to typical hierarchical levels. Fifthly, peculiar managerial functions within negotiating team are discussed. Finally, specific issue of the role of manager as a mediator is addressed. Summing up the paper, the crucial areas for subsequent research were pointed out. In order to elaborate the presented concept the author carried out the comparative study of negotiation literature as well as developed his original ideas.

Learning How to Ask: Women and Negotiation.

Science.gov (United States)

Fischer, Lauren H; Bajaj, Anureet K

2017-03-01

Women are less likely to reach top-level leadership positions, and more likely to leave academic positions, than men, and are likely to earn less money than men. Women are also less likely to initiate a negotiation-a process that is crucial for professional advancement. This reluctance to ask hinders their advancement and can have long-lasting consequences-both financial and professional. The reasons that women do not ask are multifactorial. In this article, we will explore reasons why women are less likely to negotiate, the barriers they face when they do, and strategies that women can apply to improve their negotiation skills.

Successful international negotiations

International Nuclear Information System (INIS)

Gerry, G.

1997-01-01

These remarks on successful international trade negotiations deal with the following topics: culture and differences in psychology; building friendly relationships and letting both sides appear to win; well written proposals; security of negotiating information; the complexity and length of nuclear negotiations

Optimizing Negotiation Conflict in the Cloud Service Negotiation Framework Using Probabilistic Decision Making Model

Directory of Open Access Journals (Sweden)

Rajkumar Rajavel

2015-01-01

Full Text Available Optimization of negotiation conflict in the cloud service negotiation framework is identified as one of the major challenging issues. This negotiation conflict occurs during the bilateral negotiation process between the participants due to the misperception, aggressive behavior, and uncertain preferences and goals about their opponents. Existing research work focuses on the prerequest context of negotiation conflict optimization by grouping similar negotiation pairs using distance, binary, context-dependent, and fuzzy similarity approaches. For some extent, these approaches can maximize the success rate and minimize the communication overhead among the participants. To further optimize the success rate and communication overhead, the proposed research work introduces a novel probabilistic decision making model for optimizing the negotiation conflict in the long-term negotiation context. This decision model formulates the problem of managing different types of negotiation conflict that occurs during negotiation process as a multistage Markov decision problem. At each stage of negotiation process, the proposed decision model generates the heuristic decision based on the past negotiation state information without causing any break-off among the participants. In addition, this heuristic decision using the stochastic decision tree scenario can maximize the revenue among the participants available in the cloud service negotiation framework.

Negotiation within labor relations

Directory of Open Access Journals (Sweden)

Iulia BĂDOI

2014-06-01

Full Text Available Negotiation is the process we use in order to obtain things that we want and are controlled by others. Any desire we intend to fulfill, any need that we are obliged to meet is a potential bargaining situations. Between groups and individuals, negotiation occurs naturally, as some have one thing that the other wants and is willing to bargain to get it. More or less we are all involved in negotiations: closing a contract, buying a thing, obtaining sponsorships, collective decision making, conflict resolution, agreement on work plans. Within the field of labor relations, negotiation can occur on the occasion of closing / amending employment contracts or in order to regulate employment or work relations. Moreover, used properly, the negotiation can be an effective tool for solving labor disputes, with benefits for both involved parties. This paper aims to present negotiating principles and steps to follow in planning and preparing negotiations and the negotiating techniques that can lead to a successful negotiation based on a well-developed plan.

Impact of Information and Communication Technologies in International Negotiation Performance

Directory of Open Access Journals (Sweden)

Jose Alejandro Cano

2015-08-01

Full Text Available Objective – This article establishes relations between the level of importance of Information and Communication Technologies (ICT, the frequency of use of these tools, and the efficiency and efficacy achieved in the international negotiation processes. Design/methodology/approach – A research study is carried out in 180 import and / or export firms in Medellin city, and the proposed relations are explained through a theoretical model. With the information obtained, correlation and comparative analysis of efficiency and efficacy indicators are made. Findings – ICT are essential to perform international processes, therefore the increase in the importance level and frequency of use of these technologies allows perceiving better results about efficiency and efficacy increase. Practical implications – Increasing the application of ICT to the international negotiation processes generates a reduction of cost and time in negotiation and an increase of international sale contract, however ICT must be complemented by other elements such as attitude, training and experience of the negotiator to obtain satisfactory results. Originality/value – The article proposes an original model to study the effect of the importance level and frequency of use of ICT on the performance of international negotiation process.

An Adaptive Tradeoff Algorithm for Multi-issue SLA Negotiation

Science.gov (United States)

Son, Seokho; Sim, Kwang Mong

Since participants in a Cloud may be independent bodies, mechanisms are necessary for resolving different preferences in leasing Cloud services. Whereas there are currently mechanisms that support service-level agreement negotiation, there is little or no negotiation support for concurrent price and timeslot for Cloud service reservations. For the concurrent price and timeslot negotiation, a tradeoff algorithm to generate and evaluate a proposal which consists of price and timeslot proposal is necessary. The contribution of this work is thus to design an adaptive tradeoff algorithm for multi-issue negotiation mechanism. The tradeoff algorithm referred to as "adaptive burst mode" is especially designed to increase negotiation speed and total utility and to reduce computational load by adaptively generating concurrent set of proposals. The empirical results obtained from simulations carried out using a testbed suggest that due to the concurrent price and timeslot negotiation mechanism with adaptive tradeoff algorithm: 1) both agents achieve the best performance in terms of negotiation speed and utility; 2) the number of evaluations of each proposal is comparatively lower than previous scheme (burst-N).

Integration and communication as central issues in Dutch negotiated agreements on industrial energy efficiency

NARCIS (Netherlands)

Bressers, Johannes T.A.; de Bruijn, Theo; Dinica, V.

2007-01-01

This paper analyses specific aspects of the implementation of the second multi-annual agreement for energy efficiency concluded in the Netherlands with various industrial sectors for the period 2002-2010. The agreement is a follow-up on a previous negotiated agreement that was generally seen as

Optimization of Multiple Related Negotiation through Multi-Negotiation Network

Science.gov (United States)

Ren, Fenghui; Zhang, Minjie; Miao, Chunyan; Shen, Zhiqi

In this paper, a Multi-Negotiation Network (MNN) and a Multi- Negotiation Influence Diagram (MNID) are proposed to optimally handle Multiple Related Negotiations (MRN) in a multi-agent system. Most popular, state-of-the-art approaches perform MRN sequentially. However, a sequential procedure may not optimally execute MRN in terms of maximizing the global outcome, and may even lead to unnecessary losses in some situations. The motivation of this research is to use a MNN to handle MRN concurrently so as to maximize the expected utility of MRN. Firstly, both the joint success rate and the joint utility by considering all related negotiations are dynamically calculated based on a MNN. Secondly, by employing a MNID, an agent's possible decision on each related negotiation is reflected by the value of expected utility. Lastly, through comparing expected utilities between all possible policies to conduct MRN, an optimal policy is generated to optimize the global outcome of MRN. The experimental results indicate that the proposed approach can improve the global outcome of MRN in a successful end scenario, and avoid unnecessary losses in an unsuccessful end scenario.

Negotiation From a Near and Distant Time Perspective

Science.gov (United States)

Henderson, Marlone D.; Trope, Yaacov; Carnevale, Peter J.

2011-01-01

Across 3 experiments, the authors examined the effects of temporal distance on negotiation behavior. They found that greater temporal distance from negotiation decreased preference for piecemeal, single-issue consideration over integrative, multi-issue consideration (Experiment 1). They also found that greater temporal distance from an event being negotiated increased interest in conceding on the lowest priority issue and decreased interest in conceding on the highest priority issue (Experiment 2). Lastly, they found increased temporal distance from an event being negotiated produced a greater proportion of multi-issue offers, a greater likelihood of conceding on the lowest priority issue in exchange for a concession on the highest priority issue, and greater individual and joint outcomes (Experiment 3). Implications for conflict resolution and construal level theory are discussed. PMID:17014295

Negotiating Aid

DEFF Research Database (Denmark)

Whitfield, Lindsay; Fraser, Alastair

2011-01-01

This article presents a new analytical approach to the study of aid negotiations. Building on existing approaches but trying to overcome their limitations, it argues that factors outside of individual negotiations (or the `game' in game-theoretic approaches) significantly affect the preferences...

Negotiating meaning through artefacts

DEFF Research Database (Denmark)

Tavella, Elena

2015-01-01

This research contributes to the domain of strategy making, specifically to unpacking the complexity of sociomateriality in strategy discourse. Scholars have emphasized the potential of artefacts to enhance sensemaking during strategizing. However there is a lack of insight into how artefacts...... and conversational aspects are linked at the micro‑level of discourse, also how artefacts and sensemaking shape one another. This research addresses this gap by empirically analyzing strategy discourse within a facilitated modelling workshop. Considering strategizing as a socially constructed activity, the author...... analyzes a workshop transcript to assess the extent to which stakeholders’ appropriation of artefacts supports them in engaging in negotiation of meaning with action implications. Moreover, how artefacts and negotiation of meaning shape one another is identified. The data suggest that appropriating...

The Antenarrative of Negotiation

DEFF Research Database (Denmark)

Bülow, Anne Marie; Boje, David M.

2015-01-01

Within organizations, there are occasions where a contract negotiation is recognizable, e.g. a job offer. However, that situation is already embedded in other structures and negotiations. This article explores the nature of such embeddedness. We extend negotiation theory by adding an analysis...... of argumentation that underlie negotiation. We study a case of New Public Management in a university, as an organization with several layers of decision-makers and distributed responsibility for resource allocation. By examining the dynamic development of antenarrative, we contribute a theory of embeddedness...... that helps to develop strategic ‘bets on the future’ that practitioners can use as a preparation tool before negotiations....

Negotiation and appeasement can be more effective drivers of sociality than kin selection.

Science.gov (United States)

Quiñones, Andrés E; van Doorn, G Sander; Pen, Ido; Weissing, Franz J; Taborsky, Michael

2016-02-05

Two alternative frameworks explain the evolution of cooperation in the face of conflicting interests. Conflicts can be alleviated by kinship, the alignment of interests by virtue of shared genes, or by negotiation strategies, allowing mutually beneficial trading of services or commodities. Although negotiation often occurs in kin-structured populations, the interplay of kin- and negotiation-based mechanisms in the evolution of cooperation remains an unresolved issue. Inspired by the biology of a cooperatively breeding fish, we developed an individual-based simulation model to study the evolution of negotiation-based cooperation in relation to different levels of genetic relatedness. We show that the evolution of negotiation strategies leads to an equilibrium where subordinates appease dominants by conditional cooperation, resulting in high levels of help and low levels of aggression. This negotiation-based equilibrium can be reached both in the absence of relatedness and in a kin-structured population. However, when relatedness is high, evolution often ends up in an alternative equilibrium where subordinates help their kin unconditionally. The level of help at this kin-selected equilibrium is considerably lower than at the negotiation-based equilibrium, and it corresponds to a level reached when responsiveness is prevented from evolving in the simulations. A mathematical invasion analysis reveals that, quite generally, the alignment of payoffs due to the relatedness of interaction partners tends to impede selection for harsh but effective punishment of defectors. Hence kin structure will often hamper rather than facilitate the evolution of productive cooperation. © 2016 The Author(s).

Complexity in electronic negotiation support systems.

Science.gov (United States)

Griessmair, Michele; Strunk, Guido; Vetschera, Rudolf; Koeszegi, Sabine T

2011-10-01

It is generally acknowledged that the medium influences the way we communicate and negotiation research directs considerable attention to the impact of different electronic communication modes on the negotiation process and outcomes. Complexity theories offer models and methods that allow the investigation of how pattern and temporal sequences unfold over time in negotiation interactions. By focusing on the dynamic and interactive quality of negotiations as well as the information, choice, and uncertainty contained in the negotiation process, the complexity perspective addresses several issues of central interest in classical negotiation research. In the present study we compare the complexity of the negotiation communication process among synchronous and asynchronous negotiations (IM vs. e-mail) as well as an electronic negotiation support system including a decision support system (DSS). For this purpose, transcripts of 145 negotiations have been coded and analyzed with the Shannon entropy and the grammar complexity. Our results show that negotiating asynchronically via e-mail as well as including a DSS significantly reduces the complexity of the negotiation process. Furthermore, a reduction of the complexity increases the probability of reaching an agreement.

Interdependence in negotiation : Effects of exit options and social motive on distributive and integrative negotiation

NARCIS (Netherlands)

Giebels, E.; de Dreu, C.K W; Van de Vliert, E.

2000-01-01

This study extends past research on the impact of alternatives in dyadic negotiation by (a) providing negotiators with the mere possibility to negotiate with an outside party and (b) examining the moderating role of the negotiators' social motive. Business students engaged in face-to-face

Step 4: Award Negotiation & Issuance

Science.gov (United States)

Before a grant can be awarded and accepted, several pre-award activities must happen to formalize the partnership. Ensuring compliance with federal laws, a review of costs and a negotiation of the appropriate funding level must all happen in order to rece

Negotiation and management

OpenAIRE

Ademi, Nermin

2010-01-01

Negotiations are a means of how to solve conflicts and differences through direct communication. It is a structured process through which parties overcome their differences and conflicts trying to reach an agreement about which solution will be acceptable to all. The basic meaning of negotiations is to obtain what you want from others. In this work the principal aspects of negotiations are being discussed, as one of the key business processes and an essential source of competitive advanta...

A Multi-Agent Environment for Negotiation

Science.gov (United States)

Hindriks, Koen V.; Jonker, Catholijn M.; Tykhonov, Dmytro

In this chapter we introduce the System for Analysis of Multi-Issue Negotiation (SAMIN). SAMIN offers a negotiation environment that supports and facilitates the setup of various negotiation setups. The environment has been designed to analyse negotiation processes between human negotiators, between human and software agents, and between software agents. It offers a range of different agents, different domains, and other options useful to define a negotiation setup. The environment has been used to test and evaluate a range of negotiation strategies in various domains playing against other negotiating agents as well as humans. We discuss some of the results obtained by means of these experiments.

Negotiation skills for clinical research professionals

Directory of Open Access Journals (Sweden)

Sanjay Hake

2011-01-01

Full Text Available Negotiation as a skill is a key requirement for each and every job profile where dealing with multiple parties is involved. The important focus while negotiating should be on the interest then position. Key to every successful negotiation is advance planning, preparation, and patience as the objective is to create value and establish the terms on which parties with differing and often conflicting aims will co-operate. While preparing one should collect facts, know priorities, principles, identify common ground, decide on walk-away position, and try and identify the next best alternative. Negotiation is a set of skills that can be learned and practiced so that your ability to utilize relationship, knowledge, money, power, time, and personality to negotiate improves with each negotiation. In a successful negotiation, all parties win. Important thing to note is that not every negotiation involves money. Anytime you want something from someone else and anytime someone wants something from you, you are negotiating. Everything is negotiable and every day you negotiate with customers, suppliers, colleagues, your wife, and even your children. Negotiation is a game, and like any game it has its rules and tactics. Clinical Research professionals deal with various parties for different purposes at the same time; hence, they require excellent negotiation skills. Project Mangers and Clinical Research Associates are the two most important roles in clinical research industry who require negotiation skills as they deal with various internal and external customers and vendors.

Negotiation skills for clinical research professionals

Science.gov (United States)

Hake, Sanjay; Shah, Tapankumar

2011-01-01

Negotiation as a skill is a key requirement for each and every job profile where dealing with multiple parties is involved. The important focus while negotiating should be on the interest then position. Key to every successful negotiation is advance planning, preparation, and patience as the objective is to create value and establish the terms on which parties with differing and often conflicting aims will co-operate. While preparing one should collect facts, know priorities, principles, identify common ground, decide on walk-away position, and try and identify the next best alternative. Negotiation is a set of skills that can be learned and practiced so that your ability to utilize relationship, knowledge, money, power, time, and personality to negotiate improves with each negotiation. In a successful negotiation, all parties win. Important thing to note is that not every negotiation involves money. Anytime you want something from someone else and anytime someone wants something from you, you are negotiating. Everything is negotiable and every day you negotiate with customers, suppliers, colleagues, your wife, and even your children. Negotiation is a game, and like any game it has its rules and tactics. Clinical Research professionals deal with various parties for different purposes at the same time; hence, they require excellent negotiation skills. Project Mangers and Clinical Research Associates are the two most important roles in clinical research industry who require negotiation skills as they deal with various internal and external customers and vendors. PMID:21897886

Negotiation Skill Development Exercise

Science.gov (United States)

Benson, Gregory E.; Chau, Ngan N.

2017-01-01

Conflict occurs naturally in all marketing related activities. When such conflict is handled well through proper negotiation, it helps solve problems and build stronger, deeper relationships between the negotiating parties. Nevertheless, many students feel uneasy about negotiating, yet they know it is a crucial skill that needs to be developed.…

Core competencies for natural resource negotiation

Science.gov (United States)

Gillette, S.C.; Lamb, B.L.

2005-01-01

Natural resource negotiation often involves multiple parties with overlapping interests and issues that can provide opportunities for mutually beneficial solutions. These opportunities can be missed, however, if negotiators are unable to comprehend the facts of a negotiation, understand the interests of other parties, or accurately evaluate the options that increase the size of the negotiation pie. Through structured personal interviews with more than 60 representatives from seven different hydropower negotiations, respondents identified core competencies that help negotiators succeed at accurately comprehending the facts of a negotiation, comprehending the interests of other parties, and fully understanding the available options and alternatives. We categorized those core competencies into three dimensions of negotiation - interpersonal, organizational, and operational.

Meeting competition through negotiated pricing

International Nuclear Information System (INIS)

Keith, D.M.; Raper, J.W.

1990-01-01

A fundamental premise of negotiated pricing as a demand-side management (DSM) tool is that price determines cost. As the ultimate objective of energy efficiency is to increase electromotive work while conserving resources, negotiated prices can have a significant impact as a DSM tool to force costs down. Three examples are offered of the effect of negotiated pricing as a DSM tool. The examples are a small hydroelectric company and an electric utility authority owned, a utility-to-customer example of negotiated pricing with the Public Service Company of Oklahoma's (PSO) system, and a large paper mill on PSO's system. Some of the major problems associated with negotiated pricing, outside of the human effort of finding and training knowledgeable and skilled negotiators, are: obtaining enough information about the customer or potential customer to be able to determine that in negotiating prices the utility is not giving away more benefits than the utility will gain; developing a pricing plan that fits both the customer's and utility's existing and potential future mode of operation; assuring that other customers who cannot negotiate on their own behalf are not adversely affected by utility revenue shortfalls; making such negotiated prices available to all similarly situated customers, so as not to inadvertently create unfair competitive advantages among them; and defining the shared benefits before and after the fact as a result of having negotiated prices in the first place

Negotiating power: agenda ordering and the willingness to negotiate in asymmetric intergroup conflicts.

Science.gov (United States)

Kteily, Nour; Saguy, Tamar; Sidanius, James; Taylor, Donald M

2013-12-01

In this research, we investigated how group power influences the way members of groups in asymmetrical conflict approach intergroup negotiations. Drawing on theories of negotiations and of intergroup power, we predicted that group power would interact with features of the proposed negotiating agenda to influence willingness to come to the table. Based on the negotiation literature, we focused on 2 types of sequential negotiation agendas: 1 beginning with the discussion of consequential issues before less consequential issues (consequential first) and 1 leaving the discussion of consequential issues until after less consequential issues are discussed (consequential later). Because they are motivated to advance changes to their disadvantaged status quo, we expected low-power group members to favor consequential first over consequential later invitations to negotiate. High-power group members, motivated to protect their advantage, were expected to show the reverse preference. Converging evidence from 5 experiments involving real-world and experimental groups supported these predictions. Across studies, participants received an invitation to negotiate from the other group involving either a consequential first or consequential later agenda. Low-power group members preferred consequential first invitations because these implied less stalling of change to the status quo, and high-power group members preferred consequential later invitations because these invitations seemed to pose less threat to their position. Theoretical and practical implications for negotiations research and conflict resolution are discussed. PsycINFO Database Record (c) 2013 APA, all rights reserved.

A Multilateral Negotiation Model for Cloud Service Market

Science.gov (United States)

Yoo, Dongjin; Sim, Kwang Mong

Trading cloud services between consumers and providers is a complicated issue of cloud computing. Since a consumer can negotiate with multiple providers to acquire the same service and each provider can receive many requests from multiple consumers, to facilitate the trading of cloud services among multiple consumers and providers, a multilateral negotiation model for cloud market is necessary. The contribution of this work is the proposal of a business model supporting a multilateral price negotiation for trading cloud services. The design of proposed systems for cloud service market includes considering a many-to-many negotiation protocol, and price determining factor from service level feature. Two negotiation strategies are implemented: 1) MDA (Market Driven Agent); and 2) adaptive concession making responding to changes of bargaining position are proposed for cloud service market. Empirical results shows that MDA achieved better performance in some cases that the adaptive concession making strategy, it is noted that unlike the MDA, the adaptive concession making strategy does not assume that an agent has information of the number of competitors (e.g., a consumer agent adopting the adaptive concession making strategy need not know the number of consumer agents competing for the same service).

Towards a Quality Assessment Method for Learning Preference Profiles in Negotiation

Science.gov (United States)

Hindriks, Koen V.; Tykhonov, Dmytro

In automated negotiation, information gained about an opponent's preference profile by means of learning techniques may significantly improve an agent's negotiation performance. It therefore is useful to gain a better understanding of how various negotiation factors influence the quality of learning. The quality of learning techniques in negotiation are typically assessed indirectly by means of comparing the utility levels of agreed outcomes and other more global negotiation parameters. An evaluation of learning based on such general criteria, however, does not provide any insight into the influence of various aspects of negotiation on the quality of the learned model itself. The quality may depend on such aspects as the domain of negotiation, the structure of the preference profiles, the negotiation strategies used by the parties, and others. To gain a better understanding of the performance of proposed learning techniques in the context of negotiation and to be able to assess the potential to improve the performance of such techniques a more systematic assessment method is needed. In this paper we propose such a systematic method to analyse the quality of the information gained about opponent preferences by learning in single-instance negotiations. The method includes measures to assess the quality of a learned preference profile and proposes an experimental setup to analyse the influence of various negotiation aspects on the quality of learning. We apply the method to a Bayesian learning approach for learning an opponent's preference profile and discuss our findings.

International negotiations in the foundry engineering

Directory of Open Access Journals (Sweden)

L. Wojtynek

2008-04-01

Full Text Available The aim of this paper is to introduce the essence of negotiations in general, which could find it’s application in foundry engineering. The paper is the result of long cooperation of the authors with foundry engineering and their participation in negotiations between the domestic and foreign companies. In this paper the essence and the rules of negotiations have been introduced. It presents also the skills and abilities of the negotiators. The cycle of negotiations and the following stages of negotiations have been also described. The authors have presented the characteristics of negotiations led by the partners from different parts of the world with particular emphasize on Asian and European countries as with these partners the negotiations in Polish foundries are mainly led.

Negotiating the Transatlantic deal: focus on the EU’s domestic constraints

Directory of Open Access Journals (Sweden)

Alina ALEXOAEI

2017-10-01

Full Text Available The paper focuses on emphasising the role that internal constraints and domestic political events play in designing the strategic behaviour and position of the EU in the negotiation process of The Transatlantic Trade and Investment Partnership - TTIP. The paper pursues a three-pronged approach in order to: (1 identify and define the set of domestic constraints, (2 assess their influence on EU’s strategic position, and (3 suggest both available and desirable future courses of action to improve the negotiation outcome. The results should inform the approach towards the general structure of negotiations to be accomplished through a multi-level analysis: starting from a broad EU perspective on the deal, complemented by a disaggregated domestic level perspective that will emphasize EU members’ position and interests in the agreement, as well as an industry/sector-based implications of each item on the negotiations agenda.

Modeling Negotiation Using "Narrative Grammar": Exploring the Evolution of Meaning in a Simulated Negotiation

NARCIS (Netherlands)

Cobb, S.; Laws, D.; Sluzki, C.

2013-01-01

Negotiation research, drawing on rational choice theory, provides a wealth of findings about how people negotiate successfully, as well as descriptions of some of the many pitfalls associated to negotiation failures. Building on narrative theory, this paper attempts to expand the theoretical base of

Commercial negotiations in the foundry engineering

Directory of Open Access Journals (Sweden)

L. Wojtynek

2008-10-01

Full Text Available The article presents the process of commercial negotiations paying attention to the negotiation itself as well as to its basic elements. The specificity of the Polish foundries’ main negotiation partners from The European Union, who are the deliverers of diverse casting range, was specified. The most important cultural factors, which determine the process of negotiations conducted by the representatives of various cultural groups, were analysed. The understanding of cultural differences and adapting to them while negotiating are important factors which constitute the parties’ negotiation process. The meaning of price in the commercial negotiation process was described. The elements of sale process and the factors which influence the casts price were enumerated. What is more, the main methods of determining price were characterized. The essential problems connected with conducting the price negotiations in foundries were indicated.

Beach or Office? Where shall we negotiate? : The impact of location on negotiation strategies

NARCIS (Netherlands)

van der Wijst, Per; Hong, Alain

2017-01-01

The central question in this study was to what extent the formality of the location where the negotiation takes place influences the negotiation strategies used. We studied the role of formality in an experimental setting, where a negotiation simulation took place either in an office room or at the

Differences between E-negotiation and face-to-face negotiation by professional buyers: Analysis of role plays

OpenAIRE

Soroush, Negin

2011-01-01

In this research, we tried to find out the differences between face-to-face negotiation and E-negotiation. We have done so by examining hypotheses based on the existing literature on negotiations and communication, using a database on negotiations performed by professional buyers in training sessions. Part of the obtained results was based on a face-to-face setting, part of them on an e-mail negotiation setting. We have assessed the obtained results to find out the differences between face-t...

Culture and Negotiation

DEFF Research Database (Denmark)

Bülow, Anne Marie; Kumar, Rajesh

2011-01-01

The literature on cross-cultural negotiation has expanded considerably over the past few decades, but the findings are often ambiguous and sometimes even contradictory. This introduction highlights the critical areas where objections are commonly raised about the relevance of national culture......, the applicability of typologies that treat cultures as static, and the problem of ambiguous terminology. It may not be surprising that studies contradict each other given the ambiguity of the national cultural construct and variations in the context of the negotiating situations that are studied. The articles...... in this issue contribute to deepening our understanding about cross-cultural negotiation processes....

The science of culture and negotiation.

Science.gov (United States)

Gunia, Brian C; Brett, Jeanne M; Gelfand, Michele J

2016-04-01

Recent negotiation research has produced a groundswell of insights about the effects of culture on negotiation. Yet, few frameworks exist to organize the findings. This review integrates recent research using a two-dimensional framework: The first dimension organizes the research into that which has taken: (1) a comparative intracultural approach, versus (2) an intercultural approach. The second dimension organizes the research by its emphasis on: (1) inputs into negotiation, (2) processes of negotiating, and (3) outcomes of negotiation. This framework helps to organize extant research and produces novel insights about the connections between disparate research streams, revealing both commonalities and culture-specificities in negotiation strategy and outcomes and suggesting that intercultural negotiations are difficult but not insurmountable. We conclude by discussing several areas in which more research on culture and negotiation is urgently needed in today's globalizing world. Copyright © 2015 Elsevier Ltd. All rights reserved.

25 CFR 1000.173 - How does a newly selected Tribe/Consortium initiate the negotiation phase?

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false How does a newly selected Tribe/Consortium initiate the negotiation phase? 1000.173 Section 1000.173 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENTS TO THE INDIAN SELF-DETERMINATION AND EDUCATIO...

Negotiations in Supply Chain Management

DEFF Research Database (Denmark)

Zachariassen, Frederik

2008-01-01

negotiation literature. Subsequently, an empirical case study is presented, which explicitly aims at exploring the role of negotiations between members of a supply chain. Based on the findings, the paper concludes on specific, normative guidelines for negotiations for improved supply chain competitiveness...

Negotiating Lean

DEFF Research Database (Denmark)

Rahbek Pedersen, Esben; Muniche, Mahad

2011-01-01

Purpose – The purpose of this paper is to analyse how negotiations between the constituencies affect the processes and outcomes of lean projects in Danish public sector organisations. Design/methodology/approach – The paper is based on a qualitative analysis of interviews with managers...... projects in the Danish public sector. It cannot be concluded that the findings can be generalised to reflect all types of lean projects across organisational and geographical settings. Originality/value – The paper adds value to the relatively scarce literature on lean management in the public sector...... and employees who have participated in lean projects in the Danish public sector. Negotiated order theory serves as the overarching theoretical framework for the analysis. Findings – The paper concludes that the processes and outcomes of lean depend not only on the technology itself, but also the negotiation...

48 CFR 15.405 - Price negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 1 2010-10-01 2010-10-01 false Price negotiation. 15.405... AND CONTRACT TYPES CONTRACTING BY NEGOTIATION Contract Pricing 15.405 Price negotiation. (a) The purpose of performing cost or price analysis is to develop a negotiation position that permits the...

Strategies and tactics of the negotiation for powerplant siting, model analysis of negotiation with the local fishermen's union, 2

International Nuclear Information System (INIS)

Wakatani, Yoshifumi; Yamanaka, Yoshiro

1983-01-01

Recently, the negotiation with local inhabitants in powerplant siting area is apt to drag on and is becoming more intricate. The purpose of this study is to present strategies and tactics for stepping up the negotiation more smoothly, taking the case of the negotiation with a fishermen's union. In this report, we obtained knowledge about the negotiation regarding compensation by the process as follows. (1) A gaming simulation model of the negotiation was built from the case study. This model reenacted the negotiation by having role-players represent the role of a power industry and fishermen's union. (2) Applying this model, 16 cases of simulated negotiations were carried out. As a result, similarities to actual negotiations were observed in the development of the negotiations and in the behavior of the interested party. We confirmed the model's ability to reproduce the negotiations. (3) Knowledge and information was also obtained by this simulation, concerning the developmental pattern of the negotiations, the effectiveness of measures for the promotion of fishery, the role of mediation, the utilization of preliminary negotiation, and so on. (author)

CONTEXTUAL STRATEGIES FOR CONDUCTING EFFECTIVE NEGOTIATION

Directory of Open Access Journals (Sweden)

Camelia\tBĂEȘU

2015-12-01

Full Text Available Within this paper we try to argue the development of contextual strategies for conducting effective negotiation. Throughout the paper we present that the first motivation which we manage to identify is that we negotiate to improve whatever situation we are involved in. It is of great relevance to identify a few reasons for what we negotiate. Another motivation is that negotiation is an opportunity for creativity and it does allow you to fashion a solution according to, usually different kinds of facts, different fact situation so you may get to express some creativity. Negotiation is perceived as an opportunity where we can also build relationship with the other person. We can also communicate better with the other side about where they are, what they want and where they want to go. Next, we try to identify what makes for successful negotiation during each stage of the negotiation process. According to this paper there are five things which are the essence of business negotiation.

Turning negotiation into a corporate capability.

Science.gov (United States)

Ertel, D

1999-01-01

Every company today exists in a complex web of relationships formed, one at a time, through negotiation. Purchasing and outsourcing contracts are negotiated with vendors. Marketing arrangements are negotiated with distributors. Product development agreements are negotiated with joint-venture partners. Taken together, the thousands of negotiations a typical company engages in have an enormous effect on both its strategy and its bottom line. But few companies think systematically about their negotiating activities as a whole. Instead they take a situational view, perceiving each negotiation to be a separate event with its own goals, tactics, and measures of success. Coordinating them all seems an overwhelming and impracticable job. In reality, the author argues, it is neither. A number of companies are successfully building coordinated negotiation capabilities by applying four broad changes in practice and perspective. First, they've established a company-wide negotiation infrastructure to apply the knowledge gained from forging past agreements to improve future ones. Second, they've broadened the measures they use to evaluate negotiators' performance beyond matters of cost and price. Third, they draw a clear distinction between the elements of an individual deal and the nature of the ongoing relationship between the parties. Fourth, they make their negotiators feel comfortable walking away from a deal when it's not in the company's best interests. These changes aren't radical steps. But taken together, they will let companies establish closer, more creative relationships with suppliers, customers, and other partners.

Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures.

Science.gov (United States)

Gelfand; Christakopoulou

1999-09-01

In this paper, we argue that judgment biases in negotiation are perpetuated by underlying cultural values and ideals, and therefore, certain judgment biases will be more prevalent in certain cultural contexts. Based on theory in cultural psychology (Markus & Kitayama, 1991; Triandis, 1989), we considered the notion that fixed pie error, a judgment bias in which negotiators fail to accurately understand their counterparts' interests (Pruitt & Lewis, 1975; Thompson & Hastie, 1990), would be more prevalent at the end of negotiations in the United States, an individualistic culture, than Greece, a collectivistic culture. The results of a 2-week computer-mediated intercultural negotiation experiment, which took place between American students in Illinois and Greek students in Athens, supported this view. Theoretical implications of culture and cognition in negotiation are also discussed. Copyright 1999 Academic Press.

32 CFR 644.544 - Negotiated sales.

Science.gov (United States)

2010-07-01

... 32 National Defense 4 2010-07-01 2010-07-01 true Negotiated sales. 644.544 Section 644.544... ESTATE HANDBOOK Disposal Sale Procedure § 644.544 Negotiated sales. (a) To private parties. Negotiated sales to private parties are not viewed with favor. Generally, such negotiated sales will be approved...

Intelligence and negotiating

International Nuclear Information System (INIS)

George, D.G.

1990-01-01

This paper discusses the role of US intelligence during arms control negotiations between 1982 and 1987. It also covers : the orchestration of intelligence projects; an evaluation of the performance of intelligence activities; the effect intelligence work had on actual arms negotiations; and suggestions for improvements in the future

Preparing for Negotiations.

Science.gov (United States)

Lundberg, Larry

The school board's negotiating team is all-important in the collective bargaining process, especially in light of the unity and organization of teacher association teams. Upper echelon administrative personnel, not the board members themselves, should compose the board's negotiating team. A board inexperienced in collective bargaining can hire a…

25 CFR 1000.47 - What must a Tribe/Consortium do to receive a negotiation grant?

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false What must a Tribe/Consortium do to receive a negotiation grant? 1000.47 Section 1000.47 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENTS TO THE INDIAN SELF-DETERMINATION AND EDUCATION ACT Section...

25 CFR 1000.46 - Which Tribes/Consortia may be selected to receive a negotiation grant?

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false Which Tribes/Consortia may be selected to receive a negotiation grant? 1000.46 Section 1000.46 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENTS TO THE INDIAN SELF-DETERMINATION AND EDUCATION ACT...

Toward a culture-by-context perspective on negotiation: negotiating teams in the United States and Taiwan.

Science.gov (United States)

Gelfand, Michele J; Brett, Jeanne; Gunia, Brian C; Imai, Lynn; Huang, Tsai-Jung; Hsu, Bi-Fen

2013-05-01

Within the United States, teams outperform solos in negotiation (Thompson, Peterson, & Brodt, 1996). The current research examined whether this team advantage generalizes to negotiators from a collectivist culture (Taiwan). Because different cultures have different social norms, and because the team context may amplify the norms that are salient in a particular culture (Gelfand & Realo, 1999), we predicted that the effect of teams on negotiation would differ across cultures. Specifically, we predicted that since harmony norms predominate in collectivist cultures like Taiwan, the team context would amplify a concern with harmony, leading Taiwanese teams to negotiate especially suboptimal outcomes. In support, 2 studies showed that Taiwanese teams negotiated less-optimal outcomes than Taiwanese solos. We also used a moderated-mediation analysis to investigate the mechanism (Hayes, 2012), documenting that the interactive effect of culture and context on outcomes was mediated by harmony norms. By showing that the same situational conditions (team negotiations) can have divergent effects on negotiation outcomes across cultures, our results point toward a nuanced, sociocontextual view that moves beyond the culture-as-main-effect approach to studying culture and negotiations. PsycINFO Database Record (c) 2013 APA, all rights reserved.

Handbook of Global and Multicultural Negotiation

CERN Document Server

Moore, Christopher W

2010-01-01

Handbook of Global and Multicultural Negotiation provides advice and strategies for effective cross-cultural negotiations. Written from a multicultural perspective, this guidebook explores cross-cultural communication for problem solving and negotiations. This resource includes real-life stories and examples compiled from over thirty years of domestic and global experience from both authors, including Chris Moore, a well-known international negotiator and best selling author. This step-by-step guide to negotiation provides practical recommendations, advice, and globally proven strategies to pr

Institutional dynamics and the negotiation process

DEFF Research Database (Denmark)

Kumar, Rajesh; Worm, Verner

2004-01-01

The paper develops the argument for analyzing negotiations from an institutional perspective. A major theme of the argument being advanced in the paper is that the institutional perspective provides a more comprehensive understanding of the negotiation process in its entirety. The negotiation...... process can be broken down into three distinct components, namely (a) the pre negotiation phase; (b) the negotiating phase; and (c) the post negotiation evaluation. Each of these phases is critically influenced by a specific component or components of the institutional environment. Scott's distinction...... and their implications for negotiating processes in these countries. Choosing India and China to illustrate the utility of this framework is justified by the fact that India and China are both in the process of transforming their economies and although confronted with similar challenges they have dealt with them in very...

The Critical Factors for Korean Freight Forwarders’ Purchasing Negotiation in International Logistics

Directory of Open Access Journals (Sweden)

Soo Yong Shin

2016-12-01

Full Text Available The roles of freight forwarders as intermediaries continue to expand and become significant in international logistics. Purchasing negotiation is considered an important business process for freight forwarders and achieving a successful negotiation outcome should help forwarders to manage their business more effectively. This study used the analytical hierarchy process (AHP approach to identify the critical factors for successful purchasing negotiation for freight forwarders in Korea. A three-level AHP structure was constructed to examine the successful purchasing negotiation. The findings indicate that information (specifically quality of information is the most critical factor for a successful negotiation outcome for freight forwarders. This result turned out to be the same as the result found from the literature review. Literature review also indicated information as the most important factor.

Negotiation-based Order Lot-Sizing Approach for Two-tier Supply Chain

Science.gov (United States)

Chao, Yuan; Lin, Hao Wen; Chen, Xili; Murata, Tomohiro

This paper focuses on a negotiation based collaborative planning process for the determination of order lot-size over multi-period planning, and confined to a two-tier supply chain scenario. The aim is to study how negotiation based planning processes would be used to refine locally preferred ordering patterns, which would consequently affect the overall performance of the supply chain in terms of costs and service level. Minimal information exchanges in the form of mathematical models are suggested to represent the local preferences and used to support the negotiation processes.

Acceptance conditions in automated negotiation

NARCIS (Netherlands)

Baarslag, T.; Hindriks, K.V.; Jonker, C.M.

2011-01-01

In every negotiation with a deadline, one of the negotiating parties has to accept an offer to avoid a break off. A break off is usually an undesirable outcome for both parties, therefore it is important that a negotiator employs a proficient mechanism to decide under which conditions to accept.

Extreme negotiations.

Science.gov (United States)

Weiss, Jeff; Donigian, Aram; Hughes, Jonathan

2010-11-01

CEOs and other senior executives must make countless complex, high-stakes deals across functional areas and divisions, with alliance partners and critical suppliers, and with customers and regulators. The pressure of such negotiations may make them feel a lot like U.S. military officers in an Afghan village, fending off enemy fire while trying to win trust and get intelligence from the local populace. Both civilian and military leaders face what the authors call "dangerous negotiations," in which the traps are many and good advice is scarce. Although the sources of danger are quite different for executives and officers, they resort to the same kinds of behaviors. Both feel pressure to make quick progress, project strength and control (particularly when they have neither), rely on force rather than collaboration, trade resources for cooperation rather than build trust, and make unwanted compromises to minimize potential damage. The authors outline five core strategies that "in extremis" military negotiators use to resolve conflicts and influence others: maintaining a big-picture perspective; uncovering hidden agendas to improve collaboration; using facts and fairness to get buy-in; building trust; and focusing on process as well as outcomes. These strategies provide an effective framework that business executives can use to prepare for a negotiation and guide their moves at the bargaining table.

Multilateral negotiations over climate change policy

Energy Technology Data Exchange (ETDEWEB)

Costa Pinto, L.M.; Harrison, G.W. [Universidade do Minho, Braga (Portugal). Nucleo de Investigacao em Microeconomia Aplicada, Departmento de Economia

2000-07-01

Negotiations in the real world have many features that tend to be ignored in policy modelling. They are often multilateral, involving many negotiating parties with preferences over outcomes that can differ substantially. They are also often multi-dimensional, in the sense that several policies are negotiated over simultaneously. Trade negotiations are a prime example, as are negotiations over environmental policies to abate CO{sub 2}. The authors demonstrate how one can formally model this type of negotiation process. They use a policy-oriented computable general equilibrium model to generate preference functions which are then used in a formal multilateral bargaining game. The case study is on climate change policy, but the main contribution is to demonstrate how one can integrate formal economic models of the impacts of policies with formal bargaining models of the negotiations over those policies. 8 refs., 2 figs., 6 tabs.

Agents That Negotiate Proficiently with People

Science.gov (United States)

Kraus, Sarit

Negotiation is a process by which interested parties confer with the aim of reaching agreements. The dissemination of technologies such as the Internet has created opportunities for computer agents to negotiate with people, despite being distributed geographically and in time. The inclusion of people presents novel problems for the design of autonomous agent negotiation strategies. People do not adhere to the optimal, monolithic strategies that can be derived analytically, as is the case in settings comprising computer agents alone. Their negotiation behavior is affected by a multitude of social and psychological factors, such as social attributes that influence negotiation deals (e.g., social welfare, inequity aversion) and traits of individual negotiators (e.g., altruism, trustworthiness, helpfulness). Furthermore, culture plays an important role in their decision making and people of varying cultures differ in the way they make offers and fulfill their commitments in negotiation.

The Waste Negotiator's mission

International Nuclear Information System (INIS)

Bataille, Christian

1993-01-01

The mission of the Waste Negotiator is to seek out sites for deep underground laboratories to study their potential for disposal of high level radioactive waste. Although appointed by the government, he acts independently. In 1990, faced by severe public criticism at the way that the waste disposal was being handled, and under increasing pressure to find an acceptable solution, the government stopped the work being carried out by ANDRA (Agence nationale pour la gestion des dechets radioactifs) and initiated a full review of the issues involved. At the same time, parliament also started its own extensive investigation to find a way forward. These efforts finally led to the provision of a detailed framework for the management of long lived radioactive waste, including the construction of two laboratories to investigate possible repository sites. The Waste Negotiator was appointed to carry out a full consultative process in the communities which are considering accepting an underground laboratory. (Author)

Advancing a Distributive-Bargaining and Integrative-Negotiation Integral System: A Values-Based Negotiation Model (VBM

Directory of Open Access Journals (Sweden)

Ivan Gan

2017-09-01

Full Text Available The proposed values-based negotiation model (VBM agrees with and extends principled negotiation’s recognition of personal values and emotions as important negotiation elements. First, building upon Martin Buber’s existentialist treatment of religion and secularism, VBM centers on religion as one of many possible sources of personal values that informs respectful and mutually beneficial interactions without needing one to necessarily be religious. Just as one need not be a Buddhist or a Hindu to practice yoga, negotiators of any theological outlook can profit from a model grounded in broad, common tenets drawn from a range of organized religions. Second, VBM distinguishes feelings from emotions because the long-lasting and intrinsically stimulated effects of feelings have greater implications on the perception of negotiated outcomes. VBM negotiators view negotiations as a constitutive prosocial process whereby parties consider the outcome important enough to invest time and energy. Negotiators who use VBM appeal to the goodness of their counterparts by doing good first so that both parties avoid a win-lose outcome. This counterintuitive move contradicts the self-centered but understandably normal human behavior of prioritizing one’s own interests before others’ interests. However, when one appeals to the goodness of one’s Buberian Thou counterparts, he or she stimulates positive emotions that promote understanding. Third, VBM provides a framework that draws upon an individual’s personal values (religious or otherwise and reconfigures the distributive-bargaining-and-integrative-negotiation distinction so that negotiators can freely apply distributive tactics to claim maximum intangible and tangible outcomes without compromising on their personal values or valuable relationships.

Email Negotiation

OpenAIRE

Bülow, Anne Marie

2010-01-01

This paper investigates a set of email negotiations in order to explain a high number of deadlocks. The paper argues that one reason is the combination of cognitive effort characteristic of the e-mail genre, and the argumentative pattern found when two parties simultaneously try to persuade the other of the justice of their cause. For a negotiation involving the wording of a contract, the evidence suggests that, while there is a distinct advantage in the features of reviewability and revis...

Reaching unanimous agreements within agent-based negotiation teams with linear and monotonic utility functions.

Science.gov (United States)

Sanchez-Anguix, Victor; Julian, Vicente; Botti, Vicente; García-Fornes, Ana

2012-06-01

In this article, an agent-based negotiation model for negotiation teams that negotiate a deal with an opponent is presented. Agent-based negotiation teams are groups of agents that join together as a single negotiation party because they share an interest that is related to the negotiation process. The model relies on a trusted mediator that coordinates and helps team members in the decisions that they have to take during the negotiation process: which offer is sent to the opponent, and whether the offers received from the opponent are accepted. The main strength of the proposed negotiation model is the fact that it guarantees unanimity within team decisions since decisions report a utility to team members that is greater than or equal to their aspiration levels at each negotiation round. This work analyzes how unanimous decisions are taken within the team and the robustness of the model against different types of manipulations. An empirical evaluation is also performed to study the impact of the different parameters of the model.

Negotiating through conflict

International Nuclear Information System (INIS)

Cormick, G.W.

1986-01-01

There are several major causes of conflict over the nuclear waste disposal siting process but conflict should not be ended or avoided merely to have peace. A number of issues are listed that should be addressed to ensure that negotiations can be performed in a manner that will result in agreements. During the negotiation process, participants should not reveal all secrets, but must not appear to be holding things back. The agreements reached as a result of negotiations should be spelled out clearly, in writing. The agreement should tell how to implement the decision and state how all parties will be involved. The agreement should also contain provisions for continued interaction among parties

Governing climate? 20 years of international negotiations

International Nuclear Information System (INIS)

Aykut, Stefan; Dahan, Amy

2015-01-01

As greenhouse gas concentrations in the atmosphere have reached a record level in 2013, the authors propose an analysis and an assessment of international negotiations and governance on the climate issue since the Kyoto protocol. They precisely describe the mechanics of these negotiations, recall their different steps (the IPCC creation, the Rio conference, the UN Convention, the Kyoto protocol), describe the emergence of the different concepts which have been used to define the negotiation framework, comment the definition of the three main structuring principles of the struggle against climate change (precautionary principle, principle of common but differentiated responsibility, right to development), and outline the role of adaptation. They discuss the negotiation context, the emergence of a European leadership, the failure of the Copenhagen conference, and the importance of domestic policies. They also address other related concerns: the maintenance of the prevailing model of economic growth, national sovereignty, the postures of some companies and sectors. The authors present and analyse the situation and posture of different countries: USA, China, emerging powers like Brazil and India, Europe, Germany and France. They make some propositions to build up a new type of international climate governance, and outline the need of a convergence of international energy, commercial and development agendas, and of the development of a bottom-up approach

Negotiating with payers.

Science.gov (United States)

Kaufman, Joel M

2010-05-01

Negotiating with payers for better reimbursement, contract language, support for practice enhancement, or changes in policies and procedures is a critical function that may greatly enhance a practice's success over time. This article discusses keys to successful negotiating and several specific areas beyond reimbursement that deserve the reader's attention. Copyright 2010 Elsevier Inc. All rights reserved.

Negotiation for Strategic Video Games

OpenAIRE

Afiouni, Einar Nour; Øvrelid, Leif Julian

2013-01-01

This project aims to examine the possibilities of using game theoretic concepts and multi-agent systems in modern video games with real time demands. We have implemented a multi-issue negotiation system for the strategic video game Civilization IV, evaluating different negotiation techniques with a focus on the use of opponent modeling to improve negotiation results.

UNICEF and automobile CO2 negotiation

Energy Technology Data Exchange (ETDEWEB)

Woo, Seok Hun [Korea Energy Management Corporation, Yongin (Korea)

2000-06-01

The EU automobile negotiation was very suggestive since it was the first international trade negotiation related with UNFCCC. It generated considerable reactions in association with {sup v}oluntary negotiation{sup i}n semiconductor sector. Most of all, such a new car negotiation shows well that it is hard to free from global environmental responsibilities even for a company in a developing country in UNFCCC.

Condom negotiations among female sex workers in the Philippines: environmental influences.

Directory of Open Access Journals (Sweden)

Lianne A Urada

Full Text Available Social and structural influences of condom negotiation among female sex workers (FSWs remain understudied. This study assesses environmental and individual factors associated with condom negotiation among FSWs at high risk for acquiring HIV in a large urban setting of Metro Manila, Philippines.Female bar/spa workers (N = 498, aged 18 and over, underwent interview-led surveys examining their sexual health practices in the context of their risk environments. Data were collected from April 2009-January 2010 from 54 venues. Multiple logistic regressions were conducted to assess socio-behavioral factors (e.g., age, education, length of time employed as an entertainer, and alcohol/drug use and socio-structural factors (e.g., venue-level peer/manager support, condom rule/availability, and sex trafficking associated with condom negotiation, adjusting for individuals nested within venues.Of 142 FSWs who traded sex in the previous 6 months (included in the analysis, 24% did not typically negotiate condom use with venue patrons. Factors in the physical environment--trafficked/coerced into work (AOR = 12.92, 95% CI = 3.34-49.90, economic environment--sex without a condom to make more money (AOR = 1.52, 95% CI 1.01-2.30, policy environment--sex without a condom because none was available (AOR = 2.58, 95% CI = 1.49-4.48, and individual risk--substance use (AOR = 2.36, 95% CI = 1.28-4.35 were independently associated with FSWs' lack of condom negotiation with venue patrons.Factors in the physical, economic, and policy environments, over individual (excepting substance use and social level factors, were significantly associated with these FSWs' condom negotiations in the Philippines. Drawing upon Rhodes' risk environment framework, these results highlight the need for policies that support safer sex negotiations among sex workers in the context of their risk environments. Interventions should reduce barriers to condom negotiation

Condom negotiation: findings and future directions.

Science.gov (United States)

Peasant, Courtney; Parra, Gilbert R; Okwumabua, Theresa M

2015-01-01

The aim of this review was to summarize factors associated with condom negotiation among heterosexual men. Literature searches were conducted using multiple databases spanning several disciplines. Studies examining psychological, demographic, relational, communication, and environmental factors related to condom negotiation are described, and a three-dimensional framework of condom negotiation is proposed. This framework of condom negotiation may aid researchers in operationalizing this construct, organizing this literature, and facilitating measurement development. We used this three-dimensional framework to articulate the influence of gender, ethnicity, relationship type, partner characteristics, trauma history, post-traumatic stress, and alcohol use on condom negotiation. Areas for future research are outlined. More research is needed to understand how these factors interact to influence condom negotiation, as well as the interaction between gender and the identified factors.

48 CFR 49.110 - Settlement negotiation memorandum.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 1 2010-10-01 2010-10-01 false Settlement negotiation... CONTRACT MANAGEMENT TERMINATION OF CONTRACTS General Principles 49.110 Settlement negotiation memorandum. (a) The TCO shall, at the conclusion of negotiations, prepare a settlement negotiation memorandum...

Complex Automated Negotiations Theories, Models, and Software Competitions

CERN Document Server

Zhang, Minjie; Robu, Valentin; Matsuo, Tokuro

2013-01-01

Complex Automated Negotiations are a widely studied, emerging area in the field of Autonomous Agents and Multi-Agent Systems. In general, automated negotiations can be complex, since there are a lot of factors that characterize such negotiations. For this book, we solicited papers on all aspects of such complex automated negotiations, which are studied in the field of Autonomous Agents and Multi-Agent Systems. This book includes two parts, which are Part I: Agent-based Complex Automated Negotiations and Part II: Automated Negotiation Agents Competition. Each chapter in Part I is an extended version of ACAN 2011 papers after peer reviews by three PC members. Part II includes ANAC 2011 (The Second Automated Negotiating Agents Competition), in which automated agents who have different negotiation strategies and implemented by different developers are automatically negotiate in the several negotiation domains. ANAC is an international competition in which automated negotiation strategies, submitted by a number of...

Multi-issue Agent Negotiation Based on Fairness

Science.gov (United States)

Zuo, Baohe; Zheng, Sue; Wu, Hong

Agent-based e-commerce service has become a hotspot now. How to make the agent negotiation process quickly and high-efficiently is the main research direction of this area. In the multi-issue model, MAUT(Multi-attribute Utility Theory) or its derived theory usually consider little about the fairness of both negotiators. This work presents a general model of agent negotiation which considered the satisfaction of both negotiators via autonomous learning. The model can evaluate offers from the opponent agent based on the satisfaction degree, learn online to get the opponent's knowledge from interactive instances of history and negotiation of this time, make concessions dynamically based on fair object. Through building the optimal negotiation model, the bilateral negotiation achieved a higher efficiency and fairer deal.

Multilateral Mediated Negotiation Protocols with Feedback (abstract)

NARCIS (Netherlands)

Aydogan, R.; Hindriks, K.V.; Jonker, C.M.

2013-01-01

Much attention has been paid to bilateral negotiation in which the dispute is between only two parties. However, automated multilateral negotiation in which more than two negotiating parties need to reach a joint agreement, has received relatively less attention, even though such negotiations are

Evolving fuzzy rules for relaxed-criteria negotiation.

Science.gov (United States)

Sim, Kwang Mong

2008-12-01

In the literature on automated negotiation, very few negotiation agents are designed with the flexibility to slightly relax their negotiation criteria to reach a consensus more rapidly and with more certainty. Furthermore, these relaxed-criteria negotiation agents were not equipped with the ability to enhance their performance by learning and evolving their relaxed-criteria negotiation rules. The impetus of this work is designing market-driven negotiation agents (MDAs) that not only have the flexibility of relaxing bargaining criteria using fuzzy rules, but can also evolve their structures by learning new relaxed-criteria fuzzy rules to improve their negotiation outcomes as they participate in negotiations in more e-markets. To this end, an evolutionary algorithm for adapting and evolving relaxed-criteria fuzzy rules was developed. Implementing the idea in a testbed, two kinds of experiments for evaluating and comparing EvEMDAs (MDAs with relaxed-criteria rules that are evolved using the evolutionary algorithm) and EMDAs (MDAs with relaxed-criteria rules that are manually constructed) were carried out through stochastic simulations. Empirical results show that: 1) EvEMDAs generally outperformed EMDAs in different types of e-markets and 2) the negotiation outcomes of EvEMDAs generally improved as they negotiated in more e-markets.

Face and identity management in negotiation

NARCIS (Netherlands)

Planken, Brigitte Chantal

2002-01-01

This dissertation reports on a comparative study of the verbal behaviour of experienced negotiators (professionals) and inexperienced negotiators (students), negotiating in a lingua franca (English). The study centred around two corpora of speech data generated in a series of intercultural sales

International business: Raising cultural awareness in global negotiating

Directory of Open Access Journals (Sweden)

Jovana Gardašević

2015-04-01

Full Text Available The global marketplace is a fast-growing and rapidly changing field. Global negotiation is a process where each party from two or more different countries involved in negotiating tries to gain an advantage for itself by the end of the process. The process of global negotiating differs from culture to culture in terms of language, different types of communication (verbal and nonverbal, negotiating style, approaches to problem – solving, etc. The aspects of culture that are of vital importance for global negotiating are attitudes and beliefs, religion, material culture, and language. This paper should encourage better understanding of the process of negotiation: it defines the negotiation process, identifies the issues that are subject to negotiation and mentions the stages of negotiation. It discusses the importance of developing cultural awareness prior to negotiating internationally through descriptive overview of all aspects of culture. It gives examples of differences in global negotiating and doing business worldwide. The purpose of this paper is to show theoretically the connection between these terms and provide information that will prevent business people from making mistakes and pitfalls in international negotiation process.

Interaction as Negotiation

DEFF Research Database (Denmark)

Kristensen, Jannie Friis; Nielsen, Christina

In this paper we discuss recent developments in interaction design principles for ubiquitous computing environments, specifically implications related to situated and mobile aspects of work. We present 'Interaction through Negotiation' as a general Human-Computer Interaction (HCI) paradigm, aimed...... at ubiquitous/pervasive technology and environments, with focus on facilitating negotiation in and between webs of different artifacts, humans and places. This approach is concerned with the way technology presents itself to us, both as physical entities and as conceptual entities, as well as the relations...... on several extensive empirical case studies, as well as co-operative design-sessions, we present a reflective analysis providing insights into results of the "Interaction through Negotiation" design approach in action. A very promising area of application is exception handling in pervasive computing...

Automated Bilateral Negotiation and Bargaining Impasse

Science.gov (United States)

Lopes, Fernando; Novais, A. Q.; Coelho, Helder

The design and implementation of autonomous negotiating agents involve the consideration of insights from multiple relevant research areas to integrate different perspectives on negotiation. As a starting point for an interdisciplinary research effort, this paper employs game-theoretic techniques to define equilibrium strategies for the bargaining game of alternating offers and formalizes a set of negotiation strategies studied in the social sciences. This paper also shifts the emphasis to negotiations that are "difficult" to resolve and can hit an impasse. Specifically, it analyses a situation where two agents bargain over the division of the surplus of several distinct issues to demonstrate how a procedure to avoid impasses can be utilized in a specific negotiation setting. The procedure is based on the addition of new issues to the agenda during the course of negotiation and the exploration of the differences in the valuation of these issues to capitalize on Pareto optimal agreements.

A model of negotiation scenarios based on time, relevance andcontrol used to define advantageous positions in a negotiation

Directory of Open Access Journals (Sweden)

Omar Guillermo Rojas Altamirano

2016-04-01

Full Text Available Models that apply to negotiation are based on different perspectives that range from the relationship between the actors, game theory or the steps in a procedure. This research proposes a model of negotiation scenarios that considers three factors (time, relevance and control, which are displayed as the most important in a negotiation. These factors interact with each other and create different scenarios for each of the actors involved in a negotiation. The proposed model not only facilitates the creation of a negotiation strategy but also an ideal choice of effective tactics.

Gender Contrasts in Negotiation Impasse Rates

Directory of Open Access Journals (Sweden)

Michael J. Cotter

2017-03-01

Full Text Available This study contrasts the rate of impasse in genders in face-to-face negotiations for newly trained women and men. The empirical study analyzed negotiators’ negotiation impasse rates based on gender using a two-tailed t-test. The bargainers were involved in a series of ten high-stakes, zero-sum game negotiations. A total of 4,855 separate negotiations were examined. Overall, there were no statistically significant differences in the impasse rates of men and women The female rate of impasse was lower than the male rate of impasse, but without any significant differences, the results indicate that there are no gender differences in the abilities of negotiators to arrive at a deal.

46 CFR 502.56 - Negotiated rulemaking.

Science.gov (United States)

2010-10-01

... 46 Shipping 9 2010-10-01 2010-10-01 false Negotiated rulemaking. 502.56 Section 502.56 Shipping FEDERAL MARITIME COMMISSION GENERAL AND ADMINISTRATIVE PROVISIONS RULES OF PRACTICE AND PROCEDURE... its own motion, may establish a negotiated rulemaking committee to negotiate and develop consensus on...

Twelfth annual US DOE low-level waste management conference

International Nuclear Information System (INIS)

1990-01-01

The papers in this document comprise the proceedings of the Department of Energy's Twelfth Annual Low-Level Radioactive Waste Management Conference, which was held in Chicago, Illinois, on August 28 and 29, 1990. General subjects addressed during the conference included: mixed waste, low-level radioactive waste tracking and transportation, public involvement, performance assessment, waste stabilization, financial assurance, waste minimization, licensing and environmental documentation, below-regulatory-concern waste, low-level radioactive waste temporary storage, current challenges, and challenges beyond 1990

48 CFR 1615.070 - Negotiation authority.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 6 2010-10-01 2010-10-01 true Negotiation authority. 1615.070 Section 1615.070 Federal Acquisition Regulations System OFFICE OF PERSONNEL MANAGEMENT FEDERAL EMPLOYEES HEALTH BENEFITS ACQUISITION REGULATION CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION 1615.070 Negotiation authority. Th...

48 CFR 2115.070 - Negotiation authority.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 6 2010-10-01 2010-10-01 true Negotiation authority. 2115.070 Section 2115.070 Federal Acquisition Regulations System OFFICE OF PERSONNEL MANAGEMENT, FEDERAL EMPLOYEES GROUP LIFE INSURANCE FEDERAL ACQUISITION REGULATION CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION 2115.070 Negotiation...

Negotiation techniques to resolve western water disputes

Science.gov (United States)

Lamb, Berton L.; Taylor, Jonathan G.

1990-01-01

There is a growing literature on the resolution of natural resources conflicts. Much of it is practical, focusing on guidelines for hands-on negotiation. This literature can be a guide in water conflicts. This is especially true for negotiations over new environmental values such as instream flow. The concepts of competitive, cooperative, and integrative styles of conflict resolution are applied to three cases of water resource bargaining. Lessons for the effective use of these ideas include: break a large number of parties into small working groups, approach value differences in small steps, be cautious in the presence of an attentive public, keeps decisions at the local level, and understand the opponent's interests.

24 CFR 290.13 - Negotiated sales.

Science.gov (United States)

2010-04-01

... 24 Housing and Urban Development 2 2010-04-01 2010-04-01 false Negotiated sales. 290.13 Section... DEVELOPMENT HUD-OWNED PROPERTIES DISPOSITION OF MULTIFAMILY PROJECTS AND SALE OF HUD-HELD MULTIFAMILY MORTGAGES Disposition of Multifamily Projects § 290.13 Negotiated sales. When HUD conducts a negotiated sale...

Next frontier in agent-based complex automated negotiation

CERN Document Server

Ito, Takayuki; Zhang, Minjie; Robu, Valentin

2015-01-01

This book focuses on automated negotiations based on multi-agent systems. It is intended for researchers and students in various fields involving autonomous agents and multi-agent systems, such as e-commerce tools, decision-making and negotiation support systems, and collaboration tools. The contents will help them to understand the concept of automated negotiations, negotiation protocols, negotiating agents’ strategies, and the applications of those strategies. In this book, some negotiation protocols focusing on the multiple interdependent issues in negotiations are presented, making it possible to find high-quality solutions for the complex agents’ utility functions. This book is a compilation of the extended versions of the very best papers selected from the many that were presented at the International Workshop on Agent-Based Complex Automated Negotiations.

Negotiating Life Chances

DEFF Research Database (Denmark)

Korzenevica, Marina

to and negotiate both educational and labour mobility - both of which are associated with the chance of a better life. This thesis is about young people (aged 16-31): How they negotiate their life chances and how they contribute to transformations of the socio-political space of their communities in two villages...... becoming. Aspirations prevail over political interests: young people navigate and negotiate their engagement in party and community politics by making calculations concerning their own mobility, life strategies and obligations to kin. In this way, young men engage in, but also balance and shift......, conversely, can only aspire to educational mobility due to gender norms. Furthermore, many of their hopes of ‘becoming somebody’ collapse upon marriage. Women find that they cannot continue their education, nor use the skills they have acquired in local politics, as they need to follow traditional...

Novel insights in agent-based complex automated negotiation

CERN Document Server

Lopez-Carmona, Miguel; Ito, Takayuki; Zhang, Minjie; Bai, Quan; Fujita, Katsuhide

2014-01-01

This book focuses on all aspects of complex automated negotiations, which are studied in the field of autonomous agents and multi-agent systems. This book consists of two parts. I: Agent-Based Complex Automated Negotiations, and II: Automated Negotiation Agents Competition. The chapters in Part I are extended versions of papers presented at the 2012 international workshop on Agent-Based Complex Automated Negotiation (ACAN), after peer reviews by three Program Committee members. Part II examines in detail ANAC 2012 (The Third Automated Negotiating Agents Competition), in which automated agents that have different negotiation strategies and are implemented by different developers are automatically negotiated in the several negotiation domains. ANAC is an international competition in which automated negotiation strategies, submitted by a number of universities and research institutes across the world, are evaluated in tournament style. The purpose of the competition is to steer the research in the area of bilate...

Complex Business Negotiation

OpenAIRE

Lindholst, Morten

2015-01-01

Most scholars agree that engaging in preparation and planning is key to a negotiation’s effectiveness but research has largely focused solely on what happens at the negotiation table, rather than in preparation for it. This thesis addresses the balance by clarifying which preparation and planning activities are undertaken to conduct a complex business negotiation. It examines not only what activities are conducted, but also by whom, and when. One important question for both pra...

Community Influences on Married Women's Safer Sex Negotiation Attitudes in Bangladesh: A Multilevel Analysis.

Science.gov (United States)

Jesmin, Syeda S; Cready, Cynthia M

2016-02-01

The influence of disadvantaged or deprived community on individuals' health risk-behaviors is increasingly being documented in a growing body of literature. However, little is known about the effects of community characteristics on women's sexual attitudes and behaviors. To examine community effects on married women's safer sex negotiation attitudes, we analyzed cross-sectional data from the 2011 Bangladesh Demographic and Health Surveys on a sample of 15,134 married women in 600 communities. We estimated two multilevel logistic regression models. Model 1, which included only individual-level variables, showed that women's autonomy/empowerment, age, and HIV knowledge had significant associations with their safer sex negotiation attitudes. We did not find any socioeconomic status gradient in safer sex negotiation attitudes at the individual level. Adding community-level variables in Model 2 significantly improved the fit of the model. Strikingly, we found that higher community-level poverty was associated with greater positive safer sex negotiation attitudes. Prevailing gender norms and overall women's empowerment in the community also had significant effects. While research on community influences calls for focusing on disadvantaged communities, our research highlights the importance of not underestimating the challenges that married women in economically privileged communities may face in negotiating safer sex. To have sufficient and equitable impact on married women's sexual and reproductive health, sexual and reproductive health promotion policies and programs need to be directed to women in wealthier communities as well.

Twelfth annual US DOE low-level waste management conference

Energy Technology Data Exchange (ETDEWEB)

1990-01-01

The papers in this document comprise the proceedings of the Department of Energy's Twelfth Annual Low-Level Radioactive Waste Management Conference, which was held in Chicago, Illinois, on August 28 and 29, 1990. General subjects addressed during the conference included: mixed waste, low-level radioactive waste tracking and transportation, public involvement, performance assessment, waste stabilization, financial assurance, waste minimization, licensing and environmental documentation, below-regulatory-concern waste, low-level radioactive waste temporary storage, current challenges, and challenges beyond 1990.

25 CFR 1000.168 - Is it mandatory to go through the information phase before initiating the negotiation phase?

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false Is it mandatory to go through the information phase before initiating the negotiation phase? 1000.168 Section 1000.168 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENTS TO THE INDIAN...

25 CFR 1000.53 - Can Tribes/Consortia that receive advance planning grants also apply for a negotiation grant?

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false Can Tribes/Consortia that receive advance planning grants also apply for a negotiation grant? 1000.53 Section 1000.53 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENTS TO THE INDIAN...

AN EDUCATIONAL GAME IN CONSTRUCTION PROCUREMENT NEGOTIATION

Directory of Open Access Journals (Sweden)

Ren-Jye Dzeng

2013-06-01

Full Text Available Project managers are frequently required to negotiate during the procurement of construction materials and drawing up of contractual agreements. Training in negotiation training requires hands-on experience and interaction with multiple parties. However, in the conventional curriculum on construction management, negotiation is taught merely through lectures and case studies. This study addressed that shortcoming by developing a portfolio negotiation game in which students play different roles and actively make decisions while proceeding through a simulated negotiation process in a competitive context. The proposed game would be the first negotiation game within the domain of the construction industry. During the pilot study, 46 students (with or without industrial working experience played the game; the results showed an increase in learning interest, satisfaction, and effectiveness.

Doha round of WTO negotiations and trade liberalization in Serbian agriculture

Directory of Open Access Journals (Sweden)

Popović Vesna

2008-01-01

Full Text Available The accession of Serbia to the WTO is expected in 2008. In negotiations process, the most difficult is to reach agreement in agriculture. This sector is very sensitive in market access for biotechnological, economical and social reasons. The level of sensitivity varies between production branches. In the course of defining the schedules of market access commitments, it is crucial to keep in mind the need of reconciliation dynamics and level of market liberalization with the obligations comprised in the EU Stabilization and Association Agreement. Export support policy also must conform to the Doha negotiations commitments.

New Trends in Agent-Based Complex Automated Negotiations

CERN Document Server

Zhang, Minjie; Robu, Valentin; Fatima, Shaheen; Matsuo, Tokuro

2012-01-01

Complex Automated Negotiations represent an important, emerging area in the field of Autonomous Agents and Multi-Agent Systems. Automated negotiations can be complex, since there are a lot of factors that characterize such negotiations. These factors include the number of issues, dependencies between these issues,  representation of utilities, the negotiation protocol, the number of parties in the negotiation (bilateral or multi-party), time constraints, etc. Software agents can support automation or simulation of such complex negotiations on the behalf of their owners, and can provide them with efficient bargaining strategies. To realize such a complex automated negotiation, we have to incorporate advanced Artificial Intelligence technologies includes search, CSP, graphical utility models, Bayes nets, auctions, utility graphs, predicting and learning methods. Applications could include e-commerce tools, decision-making support tools, negotiation support tools, collaboration tools, etc. This book aims to pro...

THE SCIENCE OF COMMUNICATION AND NEGOTIATION IN MEDIATION

Directory of Open Access Journals (Sweden)

ELENA NEDELCU

2011-04-01

Full Text Available The present study proposes to contribute in clarifying a subject of great actuality and social importance: why does the contemporary society need such mediation and mediators and what are the psycho-social premises of making the process of mediaton more efficient. In the first part, this study keeps the track of identifying the connections and the distinctions between communication-negotiation and mediation. The intercession carries forward with the analysis of the communicational and negotiative abilities of the mediator – premises of efficient mediation. The final part consists in an argument towards the imperative need of mediation felt by the contemporary society at all its levels.

Handbook of group decision and negotiation

CERN Document Server

Eden, Colin

2010-01-01

The growing field of Group Decision and Negotiation is best described as the empirical, formal, computational, and strategic analysis of group decision-making and negotiation, especially from the viewpoints of Management Science and Operations Research. The topic crosses many traditional disciplinary boundaries. It has connections to business administration and business strategy, management science, systems engineering, computer science, mathematics, and law, as well as economics, psychology, and other social sciences. This defining handbook provides an up-to-date reference on new approaches to the principles and practice of negotiation, group decision-making, and collaboration, including the origins, development, and prospects of electronic negotiation, as well as the associated development of on-line or computer-based arbitration systems. It also provides a current and comprehensive reference on how traditional issues in negotiation, such as knowledge, language, strategy, fairness and justice, have been tra...

78 FR 57571 - Negotiated Rulemaking Committee, Negotiator Nominations and Schedule of Committee Meetings-Title...

Science.gov (United States)

2013-09-19

... and security reporting requirements in the Jeanne Clery Disclosure of Campus Security Policy and... negotiators who represent key stakeholder constituencies for the issues to be negotiated to serve on the... conversion, gainful employment, changes to the campus safety and security reporting requirements in the Clery...

Virtual reality negotiation training system with virtual cognitions

NARCIS (Netherlands)

Ding, D.; Burger, F.; Brinkman, W.P.; Neerincx, M.A.

2017-01-01

A number of negotiation training systems have been developed to improve people’s performance in negotiation. They mainly focus on the skills development, and less on negotiation understanding and improving self-efficacy. We propose a virtual reality negotiation training system that exposes users to

Paying a Price: Culture, Trust, and Negotiation Consequences

Science.gov (United States)

Gunia, Brian C.; Brett, Jeanne M.; Nandkeolyar, Amit K.; Kamdar, Dishan

2011-01-01

Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their counterparts less than American negotiators. Study 2 (a…

A Framework on Impression Management in Negotiation

DEFF Research Database (Denmark)

Mathiasen, Ditte Dahl; Esbjerg, Lars

2014-01-01

In this paper we develop a dramaturgical framework to provide us with a new understanding of how negotiators use impression management behaviour during the negotiation process to position themselves in an endeavour to reach a desirable outcome.......In this paper we develop a dramaturgical framework to provide us with a new understanding of how negotiators use impression management behaviour during the negotiation process to position themselves in an endeavour to reach a desirable outcome....

Helping UN negotiators protect the poorest

Energy Technology Data Exchange (ETDEWEB)

Abeysinghe, Achala Chandani

2011-07-15

UN climate change negotiations are beehives of intense activity. Parallel negotiating sessions, contact groups, drafting sessions and side events all contribute to the complexity. During high-stake conferences like the one held in Copenhagen in 2009, negotiators labour through deadlocked all-night meetings. Adaptation, mitigation, technology transfer and finance are just a few of the controversial and technically challenging issues on the table. The UNFCCC process itself imposes an additional labyrinth that participants must learn. To meet these demands and participate in the negotiations effectively, countries need talented teams of negotiators and expert advisors. The most powerful countries send dozens of delegates: Japan's team has 114 members, and the United States has 155. But Gambia, which leads the 48 countries in the least developed countries (LDC) group, has only four. For the poorest countries, the UN provides funds to support just two delegates.

The Negotiation of Basel III

DEFF Research Database (Denmark)

Just, Sine Nørholm

2015-01-01

While the Basel Accords of 1988 and 2004 (Basel I and Basel II) ostensibly set out to regulate bank risk at the international level, they were effectively in the grip of neoliberal beliefs in the self-regulating potential of free markets. In 2009–2011, the Basel Accords were revised once more wit...... agency, the empirical argument is substantiated through textual–intertextual analysis of the rhetorical circulation of affective signs in the Basel III negotiations....

Comfort monitoring? Environmental assessment follow-up under community-industry negotiated environmental agreements

International Nuclear Information System (INIS)

Noble, Bram; Birk, Jasmine

2011-01-01

Negotiated environmental agreements are becoming common practice in the mining industry. In principle, negotiated environmental agreements are said to respond to many of the shortcomings of environmental impact assessment by providing for improved follow-up of project impacts through, among other things, data provision, engaging stakeholders in the monitoring and management of project impacts, and building capacity at the local level to deal with project-induced environmental change. In practice, however, little is known about the efficacy of follow-up under negotiated environmental agreements between proponents and communities and the demonstrated value added to project impact management. This paper examines follow-up practice under negotiated environmental agreements with a view to understanding whether and how community-based monitoring under privatized agreements actually contributes to improved follow-up and impact management. Based on lessons emerging from recent experiences with environmental agreements in Canada's uranium industry, we show that follow-up under negotiated agreements may be described as 'comfort monitoring'. While such monitoring does improve community-industry relations and enhance corporate image, it does little to support effects-based management. If follow-up under negotiated agreements is to be credible over the long term, there is a need to ensure that monitoring results are useful for, and integrated with, regulatory-based monitoring and project impact management practices.

Getting to Yes at the Beach or in the Office? : The Role of Location Formality and Negotiation Type on Negotiation Process and Outcomes

NARCIS (Netherlands)

Hong, Alain; van der Wijst, Per

2017-01-01

The negotiation location plays an important role in negotiations. The present study examined to what extent the negotiation process and outcomes are influenced by the formality of the location and negotiation type. It was hypothesized that negotiations in a beach setting would yield better

Negotiated risks. International talks on hazardous issues

International Nuclear Information System (INIS)

Avenhaus, Rudolf; Sjoestedt, Gunnar

2009-01-01

This book fills a major gap in the risk literature, as it brings together two research strands: risks, to which IIASA's research programs have contributed significantly over the years, culminating in the Risk and Vulnerability Program, and international negotiations, on which there is an abundance of published work, much of it resulting from the work of IIASA's Processes of International Negotiations Program. Throughout the book, it is pointed out that there are actor-driven risks, namely those posed by international negotiations themselves, and issue-driven risks which are caused by large-scale human activities. In fact, negotiated risks deal with some of the most serious risks facing humanity: climate change, nuclear activities, and weapons of mass destruction. The book contains both scientific analyses on the nature of internationally negotiated risks and analyses of concrete risks, both of which are of immense practical relevance in the larger context of international negotiations. (orig.)

Office of the US Nuclear Waste Negotiator

International Nuclear Information System (INIS)

Leroy, D.H.

1991-01-01

The Office of the US Nuclear Waste Negotiator was created as an independent federal agency by the US Congress pursuant to the 1987 amendments to the Nuclear Waste Policy Act of 1982. The office, which was authorized by Congress for 5 years following the enactment of the 1987 amendments, is headquartered in Boise, Idaho, and maintains a liaison office in Washington DC. The negotiator is charged with the responsibility of attempting to find a state or Indian tribe willing to host a repository or monitored retrievable storage (MRS) facility at a technically qualified site on reasonable terms. The negotiator is instructed to negotiate with any state or Indian tribe that expresses an interest in hosting a repository or MRS facility. The negotiator will formally submit the negotiated agreement and environmental assessment to Congress, and the agreement will become effective when acted on by Congress and signed by the President into law

Determinants of Complexity of Sovereign Debt Negotiation

Directory of Open Access Journals (Sweden)

Lidia Mesjasz

2016-07-01

Full Text Available The situation on all kinds of financial markets is determined by their increasing complexity. Negotiation of sovereign debt is also a complex endeavor. Its complexity results both from structural characteristics - number of actors, problems of coordination, communication, cooperation and conflict and from cognitive limitations. The survey of literature on sovereign debt management shows that no research has been done on complexity of sovereign debt management, and sovereign debt negotiation in particular. The aim of the paper is to provide initial framework concepts of complexity of sovereign debt restructuring negotiation referring to a universal collection of characteristics of negotiation. A model of debt restructuring negotiation is elaborated and a set of its complexity- related characteristics is proposed.

48 CFR 36.520 - Contracting by negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 1 2010-10-01 2010-10-01 false Contracting by negotiation... by negotiation. The contracting officer shall insert in solicitations for construction the provision at 52.236-28, Preparation of Offers—Construction, when contracting by negotiation. [62 FR 51258, Sept...

28 CFR 552.31 - Negotiations.

Science.gov (United States)

2010-07-01

... 28 Judicial Administration 2 2010-07-01 2010-07-01 false Negotiations. 552.31 Section 552.31 Judicial Administration BUREAU OF PRISONS, DEPARTMENT OF JUSTICE INSTITUTIONAL MANAGEMENT CUSTODY Hostage... negotiation process. Instead, this responsibility is ordinarily assigned to a team of individuals specifically...

Introduction: Negotiation in intergroup conflict

NARCIS (Netherlands)

Demoulin, S.; de Dreu, C.K.W.

2010-01-01

Although conflicts most often occur between groups, research and theory on conflict management and negotiation have largely focused on the interpersonal system and ignored how groups negotiate a solution to their intergroup conflict. Thus we have a thorough understanding of the motivational,

Modern approaches to agent-based complex automated negotiation

CERN Document Server

Bai, Quan; Ito, Takayuki; Zhang, Minjie; Ren, Fenghui; Aydoğan, Reyhan; Hadfi, Rafik

2017-01-01

This book addresses several important aspects of complex automated negotiations and introduces a number of modern approaches for facilitating agents to conduct complex negotiations. It demonstrates that autonomous negotiation is one of the most important areas in the field of autonomous agents and multi-agent systems. Further, it presents complex automated negotiation scenarios that involve negotiation encounters that may have, for instance, a large number of agents, a large number of issues with strong interdependencies and/or real-time constraints.

Strategies and tactics of the negotiation for power plant siting. Model analysis of the negotiation with the local fishermen's union

Energy Technology Data Exchange (ETDEWEB)

Wakatani, Yoshifumi; Yamanaka, Yoshiro; Yamamoto, Kimio (Central Research Inst. of Electric Power Industry, Tokyo (Japan))

1983-05-01

Recently, the negotiation with local inhabitants in power plant siting area is apt to drag on and is becoming more intricate. The purpose of this study is to present strategies and tactics for stepping up the negotiation more smoothly, taking the case of the negotiation with a fishermen's union. In this report, a case study is made for ten cases regarding negotiation with local fishermen's unions in order to find out how the negotiations were carried out. The results of the study are summarized as follows. 1) The negotiations were classified into four types in accordance with the characteristics of each case (e.g., historical background, type of project). 2) An analysis was made about the relationship between the degree of difficulty of negotiation (e.g., period of time of the negotiation for fishery compensation) and the characteristics of the case. As a result, it was found that the degree of difficulty of negotiation has a close relationship to the historical background and the fishery productivity. 3) Persons concerned with the negotiation were classified into three groups. The interested party, the mediators and the supporters, according to the relationship among these persons and the roles played by them. 4) External events having an effect on the development of the negotiation were extracted and pigeonholed. 5) The behavior of the persons concerned was analyzed and thirty-eight measures were figured out which were considered to be effective to negotiate smoothly.

25 CFR 1000.44 - What happens if there are insufficient funds to meet the Tribal requests for planning/negotiation...

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false What happens if there are insufficient funds to meet the Tribal requests for planning/negotiation grants in any given year? 1000.44 Section 1000.44 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENT...

Innovation in international negotiation: content and style

NARCIS (Netherlands)

Ulijn, J.M.; Tjosvold, D.

2004-01-01

This special issue of International Negotiation is the second in a series on innovation and negotiation. The first issue (Vol. 9, no. 1, 2004) considered innovations in the conduct and process of negotiation, whereas the present issue considers how innovation in the content, style, and strategy of

The polarizing effect of arousal on negotiation.

Science.gov (United States)

Brown, Ashley D; Curhan, Jared R

2013-10-01

In this research, we examined the impact of physiological arousal on negotiation outcomes. Conventional wisdom and the prescriptive literature suggest that arousal should be minimized given its negative effect on negotiations, whereas prior research on misattribution of arousal suggests that arousal might polarize outcomes, either negatively or positively. In two experiments, we manipulated arousal and measured its effect on subjective and objective negotiation outcomes. Our results support the polarization effect. When participants had negative prior attitudes toward negotiation, arousal had a detrimental effect on outcomes, whereas when participants had positive prior attitudes toward negotiation, arousal had a beneficial effect on outcomes. These effects occurred because of the construal of arousal as negative or positive affect, respectively. Our findings have important implications not only for negotiation, but also for research on misattribution of arousal, which previously has focused on the target of evaluation, in contrast to the current research, which focused on the critical role of the perceiver.

Modeling and Negotiating Service Quality

Science.gov (United States)

Benbernou, Salima; Brandic, Ivona; Cappiello, Cinzia; Carro, Manuel; Comuzzi, Marco; Kertész, Attila; Kritikos, Kyriakos; Parkin, Michael; Pernici, Barbara; Plebani, Pierluigi

In this chapter the research problems of specifying and negotiating QoS and its corresponding quality documents are analyzed. For this reason, this chapter is separated into two main sections, Section 6.1 and 6.2, with each dedicated to one of the two problems, i.e., QoS specification and negotiation, respectively. Each section has a similar structure: they first introduce the problem and then, in the remaining subsections, review related work. Finally, the chapter ends with Section 6.3, which identifies research gaps and presents potential research challenges in QoS modelling, specification and negotiation.

32 CFR 644.85 - General negotiation procedures.

Science.gov (United States)

2010-07-01

... 32 National Defense 4 2010-07-01 2010-07-01 true General negotiation procedures. 644.85 Section... negotiation procedures. (a) Provisions of Military Construction Appropriation Act. (1) Section 108 of the... of Pub. L. 91-646 and this chapter. (c) Negotiations on the basis of ownership; “Package-Deal...

EFL Learners’ Negotiation of Meaning

Directory of Open Access Journals (Sweden)

Samira Saeed Rashid Al Hosni

2014-01-01

Full Text Available This study aimed at investigating EFL learners’ frequency of negotiation of meaning when performing focused and unfocused communication tasks. The sample consists of thirty learners divided into ten groups. Three research instruments were used to collect data; communication tasks, field notes and interviews. Data analysis revealed that there is no significant difference in the frequency of negotiation of meaning between the two task types. This is due to the fact that, learners performed both task types as unfocused tasks and they were able to use some communication strategies to keep communication flowing and to go round the target structure. Amazingly, despite the existence of the trigger of negotiation, the indicator of misunderstanding, an important negotiation phase, was absent in many cases from the conversations in both task types. Subsequently, the research findings suggest providing learners with opportunities that urge them to perform as language users rather than language learners.

48 CFR 970.1504-2 - Price negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 5 2010-10-01 2010-10-01 false Price negotiation. 970.1504-2 Section 970.1504-2 Federal Acquisition Regulations System DEPARTMENT OF ENERGY AGENCY SUPPLEMENTARY REGULATIONS DOE MANAGEMENT AND OPERATING CONTRACTS Contracting by Negotiation 970.1504-2 Price negotiation. (a) Management and operating contract...

Cultural Differences in International Business Negotiation

Institute of Scientific and Technical Information of China (English)

曹悦

2009-01-01

This article analyzes the relationship of cultural differences on international business negotiations. And also, it emphases on the importance of understanding and mastering cultural differences in international business negotiations.

STRATEGIES FOR SMALL ENTERPRISES NEGOTIATING WITH LARGE FIRMS

Directory of Open Access Journals (Sweden)

Stefania Anca Stan

2013-12-01

Full Text Available All around the world business is changing. All traditional business practices have been called into question as markets, customers competitors, problems and solutions have changed. As a result, business practices we once took for granted, like traditional negotiating approaches are falling by the wayside in favor of more collaborative, equally beneficial, win-win strategies. A new negotiation paradigm away from negotiating a deal and toward negotiating a relationship is needed for the twenty first century. Business can no longer stay on top by negotiating short term victories. The key to winning unbeatable, long term results is to negotiate solid, long term relationship. Smart business owners are trying to find ways to leverage their assets, and one important way is to negotiate for long - term relationships. Traditional knowledge and skills remain important. Yet global managers can better respond to global demands by learning continuously managing diversity, and developing a global mindset.

Strategies and tactics of the negotiation for powerplant siting

International Nuclear Information System (INIS)

Wakatani, Yoshifumi; Yamanaka, Yoshiro; Yamamoto, Kimio

1983-01-01

Recently, the negotiation with local inhabitants in powerplant siting area is apt to drag on and is becoming more intricate. The purpose of this study is to present strategies and tactics for stepping up the negotiation more smoothly, taking the case of the negotiation with a fishermen's union. In this report, a case study is made for ten cases regarding negotiation with local fishermen's unions in order to find out how the negotiations were carried out. The results of the study are summarized as follows. 1) The negotiations were classified into four types in accordance with the characteristics of each case (e.g. historical background, type of project). 2) An analysis was made about the relationship between the degree of difficulty of negotiation (e.g. period of time of the negotiation for fishery compensation) and the characteristics of the case. As a result, it was found that the degree of difficulty of negotiation has a close relationship to the historical background and the fishery productivity. 3) Persons concerned with the negotiation were classified into three groups. The interested party, the mediators and the supporters, according to the relationship among these persons and the roles played by them. 4) External events haveing an effect on the development of the negotiation were extracted and pigeonholed. 5) The behavior of the persons concerned was analyzed and thirty-eight measures were figured out which were considered to be effective to negotiate smoothly. (author)

48 CFR 19.808 - Contract negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 1 2010-10-01 2010-10-01 false Contract negotiation. 19.808 Section 19.808 Federal Acquisition Regulations System FEDERAL ACQUISITION REGULATION SOCIOECONOMIC....808 Contract negotiation. ...

Getting past yes: negotiating as if implementation mattered.

Science.gov (United States)

Ertel, Danny

2004-11-01

Many deals that look good on paper never materialize into value-creating endeavors. Often, the problem begins at the negotiating table. In fact, the very person everyone thinks is pivotal to a deal's success--the negotiator--is often the one who undermines it. That's because most negotiators have a deal maker mind-set: They see the signed contract as the final destination rather than the start of a cooperative venture. What's worse, most companies reward negotiators on the basis of the number and size of the deals they're signing, giving them no incentive to change. The author asserts that organizations and negotiators must transition from a deal maker mentality--which involves squeezing your counterpart for everything you can get--to an implementation mind-set--which sets the stage for a healthy working relationship long after the ink has dried. Achieving an implementation mind-set demands five new approaches. First, start with the end in mind: Negotiation teams should carry out a "benefit of hindsight" exercise to imagine what sorts of problems they'll have encountered 12 months down the road. Second, help your counterpart prepare. Surprise confers advantage only because the other side has no time to think through all the implications of a proposal. If they agree to something they can't deliver, it will affect you both. Third, treat alignment as a shared responsibility. After all, if the other side's interests aren't aligned, it's your problem, too. Fourth, send one unified message. Negotiators should brief implementation teams on both sides together so everyone has the same information. And fifth, manage the negotiation like a business exercise: Combine disciplined negotiation preparation with post-negotiation reviews. Above all, companies must remember that the best deals don't end at the negotiating table--they begin there.

33 CFR 1.05-60 - Negotiated rulemaking.

Science.gov (United States)

2010-07-01

... 33 Navigation and Navigable Waters 1 2010-07-01 2010-07-01 false Negotiated rulemaking. 1.05-60... committee members will negotiate in good faith; (4) There is a likelihood of a committee consensus in a... Coast Guard has resources to do negotiated rulemaking; and (7) The Coast Guard can use the consensus of...

49 CFR 1144.1 - Negotiation.

Science.gov (United States)

2010-10-01

... 49 Transportation 8 2010-10-01 2010-10-01 false Negotiation. 1144.1 Section 1144.1 Transportation Other Regulations Relating to Transportation (Continued) SURFACE TRANSPORTATION BOARD, DEPARTMENT OF TRANSPORTATION RULES OF PRACTICE INTRAMODAL RAIL COMPETITION § 1144.1 Negotiation. (a) Timing. At least 5 days prior to seeking the prescription of ...

Negotiating perspectives and values through soft OR in the context of urban renewal

DEFF Research Database (Denmark)

Tavella, Elena; Lami, Isabella

2018-01-01

Negotiating perspectives and values is at the core of using PSMs to tackle complex and uncertain problem situations. Exploring how such negotiations evolve at the micro-level of real-time interactions can help grasp communicative behaviours and workshop structures that influence negotiation...... processes, and the achievement of outcomes. This study reports on an exploratory experiment with three MSc student groups engaged in (i) a Soft Systems Methodology, (ii) a Strategic Choice Approach, and (iii) a non-problem structuring method workshop to make progress with a case of urban renewals. Our micro...... to increasing our understanding of the nature of soft OR and its effects on group interactions during workshops....

When does taking a break help in negotiations? The influence of breaks and social motivation on negotiation processes and outcomes

NARCIS (Netherlands)

Harinck, F.; de Dreu, C.K.W.

2011-01-01

Most negotiations are interrupted from time to time to reflect on the negotiation or to do other pressing tasks. This study investigated how these breaks and the thoughts during these breaks influence subsequent negotiation behavior. Prosocially motivated dyads, with a tendency to think

25 CFR 1000.43 - May a Tribe/Consortium use its own resources to meet its self-governance planning and negotiation...

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false May a Tribe/Consortium use its own resources to meet its self-governance planning and negotiation expenses? 1000.43 Section 1000.43 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENTS TO THE INDIAN...

Interdisciplinary Perspectives on Culture, Conflict, and Negotiation

Science.gov (United States)

2009-08-28

negotiator cognition: Judgement accuracy and negotiation processes in individualistic and collectivistic cultures ", Organizational Behavior and Human...2004, Adair, Okumura, and Brett, 2001). Communication sequences are also affected by culture . Negotiators from collectivistic cultures use more... individualistic cultures (Adail and Brett, 2005; Adair, Okumura, and Brett, 2001). Research in DB/psychology has increasingly examined situational factors that

25 CFR 162.605 - Negotiation of leases.

Science.gov (United States)

2010-04-01

... 25 Indians 1 2010-04-01 2010-04-01 false Negotiation of leases. 162.605 Section 162.605 Indians BUREAU OF INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR LAND AND WATER LEASES AND PERMITS Non-Agricultural Leases § 162.605 Negotiation of leases. (a) Leases of individually owned land or tribal land may be negotiated by those owners or their...

Negotiation strategies in Supply Chain Management

DEFF Research Database (Denmark)

Zachariassen, Frederik

2008-01-01

Purpose - This paper seeks to explore the impact of different negotiation strategies on then negotiation setting in different buyer-supplier relationships. So far, the extant supply chain management (SCM) literature has only briefly touched this subject, though such a study has been advocated...... to reject or confirm the reached conclusions. Originality/value - The paper is the first to specifically investigate the role of negotiation strategies in the academic discipline of SCM from a qualitative angle using participant observations and interviews....

25 CFR 1000.48 - What must a Tribe do if it does not wish to receive a negotiation grant?

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false What must a Tribe do if it does not wish to receive a negotiation grant? 1000.48 Section 1000.48 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENTS TO THE INDIAN SELF-DETERMINATION AND EDUCATION AC...

32 CFR 756.6 - Negotiation.

Science.gov (United States)

2010-07-01

... 32 National Defense 5 2010-07-01 2010-07-01 false Negotiation. 756.6 Section 756.6 National Defense Department of Defense (Continued) DEPARTMENT OF THE NAVY CLAIMS PROCEDURES FOR PROCESSING CLAIMS INVOLVING NON-APPROPRIATED FUND ACTIVITIES AND THEIR EMPLOYEES § 756.6 Negotiation. (a) General. Claims from NAFIs should be processed primarily...

Constraints and triggers: situational mechanics of gender in negotiation.

Science.gov (United States)

Bowles, Hannah Riley; Babcock, Linda; McGinn, Kathleen L

2005-12-01

The authors propose 2 categories of situational moderators of gender in negotiation: situational ambiguity and gender triggers. Reducing the degree of situational ambiguity constrains the influence of gender on negotiation. Gender triggers prompt divergent behavioral responses as a function of gender. Field and lab studies (1 and 2) demonstrated that decreased ambiguity in the economic structure of a negotiation (structural ambiguity) reduces gender effects on negotiation performance. Study 3 showed that representation role (negotiating for self or other) functions as a gender trigger by producing a greater effect on female than male negotiation performance. Study 4 showed that decreased structural ambiguity constrains gender effects of representation role, suggesting that situational ambiguity and gender triggers work in interaction to moderate gender effects on negotiation performance. Copyright 2006 APA, all rights reserved.

Fuzzy Constraint-Based Agent Negotiation

Institute of Scientific and Technical Information of China (English)

Menq-Wen Lin; K. Robert Lai; Ting-Jung Yu

2005-01-01

Conflicts between two or more parties arise for various reasons and perspectives. Thus, resolution of conflicts frequently relies on some form of negotiation. This paper presents a general problem-solving framework for modeling multi-issue multilateral negotiation using fuzzy constraints. Agent negotiation is formulated as a distributed fuzzy constraint satisfaction problem (DFCSP). Fuzzy constrains are thus used to naturally represent each agent's desires involving imprecision and human conceptualization, particularly when lexical imprecision and subjective matters are concerned. On the other hand, based on fuzzy constraint-based problem-solving, our approach enables an agent not only to systematically relax fuzzy constraints to generate a proposal, but also to employ fuzzy similarity to select the alternative that is subject to its acceptability by the opponents. This task of problem-solving is to reach an agreement that benefits all agents with a high satisfaction degree of fuzzy constraints, and move towards the deal more quickly since their search focuses only on the feasible solution space. An application to multilateral negotiation of a travel planning is provided to demonstrate the usefulness and effectiveness of our framework.

Art of negotiation and the Arab Gulf States' ability to negotiate the export of their petrochemical products

Energy Technology Data Exchange (ETDEWEB)

Al-Shawi, K.

1985-07-01

Negotiation presupposes the existence of a problem requiring an acceptable solution or terms for cooperation. For negotiation to be effective, each party must understand the actual point of view of the other, with the purpose of not merely rebuttng it, but of absorbing it and of forging an acceptable solution to the problem. A case study involving Arab oil exporting countries and the European Common Market analyzes the positions and arguments of each side to see if the negotiations are likely to result in a solution that benefits both sides. At issue during the negotiations are trade regulation and protectionism, technology transfer, personnel training, joint ventures, and the regulation of Arab investments and funds in European banks.

Ontolology Negotiation Between Scientific Archives

Science.gov (United States)

Bailin, Sidney C.; Truszkowski, Walt; Obenschain, Arthur F. (Technical Monitor)

2001-01-01

This paper describes an approach to ontology negotiation between information agents. Ontologies are declarative (data driven) expressions of an agent's "world": the objects, operations, facts, and rules that constitute the logical space within which an agent performs. Ontology negotiation enables agents to cooperate in performing a task, even if they are based on different ontologies. 'Me process allows agents to discover ontology conflicts and then, though incremental interpretation, clarification, and explanation, establish a common basis for communicating with each other. The need for ontology negotiation stems from the proliferation of information sources and of agents with widely varying specialty expertise. The unmanageability of massive amounts of web-based information is already becoming apparent. It is starting to have an impact on professions that rely on distributed archived information. If the expansion continues at its present rate without an ontology negotiation process being introduced, there will soon be no way to ensure the accuracy and completeness of information that scientists obtain from sources other than their own experiments. Ontology negotiation is becoming increasingly recognized as a crucial element of scalable agent technology. This is because agents, by their very nature, are supposed to operate with a fair amount of autonomy and independence from their end-users. Part of this independence is the ability to enlist other agents for help in performing a task (such as locating information on the web). The agents enlisted for help may be "owned" by a different end-user or organization (such as a document archive), and there is no guarantee that they will use the same terminology or understand the same concepts (objects, operators, theorems, rules) as the recruiting agent. For NASA, the need for ontology negotiation arises at the boundaries between scientific disciplines. For example: modeling the effects of global warming might involve

Using Cognitive Agents to Train Negotiation Skills

Directory of Open Access Journals (Sweden)

Christopher A. Stevens

2018-02-01

Full Text Available Training negotiation is difficult because it is a complex, dynamic activity that involves multiple parties. It is often not clear how to create situations in which students can practice negotiation or how to measure students' progress. Some have begun to address these issues by creating artificial software agents with which students can train. These agents have the advantage that they can be “reset,” and played against multiple times. This allows students to learn from their mistakes and try different strategies. However, these agents are often based on normative theories of how negotiators should conduct themselves, not necessarily how people actually behave in negotiations. Here, we take a step toward addressing this gap by developing an agent grounded in a cognitive architecture, ACT-R. This agent contains a model of theory-of-mind, the ability of humans to reason about the mental states of others. It uses this model to try to infer the strategy of the opponent and respond accordingly. In a series of experiments, we show that this agent replicates some aspects of human performance, is plausible to human negotiators, and can lead to learning gains in a small-scale negotiation task.

Using Cognitive Agents to Train Negotiation Skills.

Science.gov (United States)

Stevens, Christopher A; Daamen, Jeroen; Gaudrain, Emma; Renkema, Tom; Top, Jakob Dirk; Cnossen, Fokie; Taatgen, Niels A

2018-01-01

Training negotiation is difficult because it is a complex, dynamic activity that involves multiple parties. It is often not clear how to create situations in which students can practice negotiation or how to measure students' progress. Some have begun to address these issues by creating artificial software agents with which students can train. These agents have the advantage that they can be "reset," and played against multiple times. This allows students to learn from their mistakes and try different strategies. However, these agents are often based on normative theories of how negotiators should conduct themselves, not necessarily how people actually behave in negotiations. Here, we take a step toward addressing this gap by developing an agent grounded in a cognitive architecture, ACT-R. This agent contains a model of theory-of-mind, the ability of humans to reason about the mental states of others. It uses this model to try to infer the strategy of the opponent and respond accordingly. In a series of experiments, we show that this agent replicates some aspects of human performance, is plausible to human negotiators, and can lead to learning gains in a small-scale negotiation task.

Do job autonomy and negotiation self-efficacy improve employment relationships?

Directory of Open Access Journals (Sweden)

Peter R A Oeij

2006-10-01

Full Text Available This study investigated whether improving the employment relationship does more depend on negotiation selfefficacy or on task outonomy for a sample of employees from a Dutch telecom company. Multiple regression analyses were conducted to examine the effects of negotiation self-efficacy and task autonomy on integrative negotiation and the effect of integrative negotiation on psychological contract breach. Results indicate that employees negotiate more integratively when they have higher negotiation self-efficacy, compared to employees with more task autonomy. Empirical support was found for the prediction that higher negotiation self-efficacy and task autonomy correlates with less psychological contract breach.

Eleventh ITER negotiations meeting (N-11) and twelfth negotiators' standing sub-group meeting (NSSG-12)

International Nuclear Information System (INIS)

Luo Delong

2005-01-01

The Eleventh ITER Negotiations Meeting (N-11) and the Twelfth Negotiators' Standing Sub-Group (NSSG-12 convened on October 19-25, 2005 at the Kempinski Hotel Chengdu, Sichuan Province. China was the host of this meeting. Delegations from China, the European Union, Japan, the Republic of Korea, the Russian Federation and the United States of America, as well as members from the International Team, met there to continue their work to reach agreement on the joint implementation of the ITER international fusion energy R and D project. The delegations accepted the Vice Minister of Science and Technology, Mr. LIU Yanhua, and State Councillor, Mr. SHI Dinghuan as Moderators for N-11 and NSSG-12, respectively, and Mr. LUO Delong as Secretary for both meetings. At the Meeting, delegates discussed and made substantial progress on a full range of legal, technical, and administrative topics, including staffing for ITER, policies for managing the project and its procurements, and the continuing joint drafting of the agreement on establishing the international ITER Organization to implement the project. Delegates also explored the possibility of India joining the Negotiations. In the light of the reports presented to the Meeting from the recent joint exploratory mission to India, delegates identified a series of steps for the near future leading towards a possible agreement among all the Parties to India's accession. The Negotiations Meeting also discussed the progress report of NSSG and forward planning and future tasks. The Negotiators agreed that substantial progress was made on all topics, and delegations are optimistic that the Joint Implementation Agreement and related Annexes and instruments could be initialed in spring of 2006. As decided by all delegations, the next Twelfth ITER Negotiations Meeting will be held in Korea on 6 December, 2005

Concurrent negotiation and coordination for grid resource coallocation.

Science.gov (United States)

Sim, Kwang Mong; Shi, Benyun

2010-06-01

Bolstering resource coallocation is essential for realizing the Grid vision, because computationally intensive applications often require multiple computing resources from different administrative domains. Given that resource providers and consumers may have different requirements, successfully obtaining commitments through concurrent negotiations with multiple resource providers to simultaneously access several resources is a very challenging task for consumers. The impetus of this paper is that it is one of the earliest works that consider a concurrent negotiation mechanism for Grid resource coallocation. The concurrent negotiation mechanism is designed for 1) managing (de)commitment of contracts through one-to-many negotiations and 2) coordination of multiple concurrent one-to-many negotiations between a consumer and multiple resource providers. The novel contributions of this paper are devising 1) a utility-oriented coordination (UOC) strategy, 2) three classes of commitment management strategies (CMSs) for concurrent negotiation, and 3) the negotiation protocols of consumers and providers. Implementing these ideas in a testbed, three series of experiments were carried out in a variety of settings to compare the following: 1) the CMSs in this paper with the work of others in a single one-to-many negotiation environment for one resource where decommitment is allowed for both provider and consumer agents; 2) the performance of the three classes of CMSs in different resource market types; and 3) the UOC strategy with the work of others [e.g., the patient coordination strategy (PCS )] for coordinating multiple concurrent negotiations. Empirical results show the following: 1) the UOC strategy achieved higher utility, faster negotiation speed, and higher success rates than PCS for different resource market types; and 2) the CMS in this paper achieved higher final utility than the CMS in other works. Additionally, the properties of the three classes of CMSs in

48 CFR 2515.215-70 - NSF negotiation authorities.

Science.gov (United States)

2010-10-01

... CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION Negotiation Authorities 2515.215-70 NSF negotiation authorities. (a) Authorities. Citation: 42 U.S.C. 1870(c). (b) Application. When an NSF contract... international cooperation or national security.” Contracts or their modifications entered into under this...

37 CFR 351.2 - Voluntary negotiation period; settlement.

Science.gov (United States)

2010-07-01

... 37 Patents, Trademarks, and Copyrights 1 2010-07-01 2010-07-01 false Voluntary negotiation period... CONGRESS COPYRIGHT ROYALTY JUDGES RULES AND PROCEDURES PROCEEDINGS § 351.2 Voluntary negotiation period..., the Copyright Royalty Judges will announce the beginning of a voluntary negotiation period and will...

Optimal linguistic expression in negotiations depends on visual appearance.

Science.gov (United States)

Sakamoto, Maki; Kwon, Jinhwan; Tamada, Hikaru; Hirahara, Yumi

2018-01-01

We investigate the influence of the visual appearance of a negotiator on persuasiveness within the context of negotiations. Psychological experiments were conducted to quantitatively analyze the relationship between visual appearance and the use of language. Male and female participants were shown three female and male photographs, respectively. They were asked to report how they felt about each photograph using a seven-point semantic differential (SD) scale for six affective factors (positive impression, extraversion, intelligence, conscientiousness, emotional stability, and agreeableness). Participants then answered how they felt about each negotiation scenario (they were presented with pictures and a situation combined with negotiation sentences) using a seven-point SD scale for seven affective factors (positive impression, extraversion, intelligence, conscientiousness, emotional stability, agreeableness, and degree of persuasion). Two experiments were conducted using different participant groups depending on the negotiation situations. Photographs with good or bad appearances were found to show high or low degrees of persuasion, respectively. A multiple regression equation was obtained, indicating the importance of the three language factors (euphemistic, honorific, and sympathy expressions) to impressions made during negotiation. The result shows that there are optimal negotiation sentences based on various negotiation factors, such as visual appearance and use of language. For example, persons with good appearance might worsen their impression during negotiations by using certain language, although their initial impression was positive, and persons with bad appearance could effectively improve their impressions in negotiations through their use of language, although the final impressions of their negotiation counterpart might still be more negative than those for persons with good appearance. In contrast, the impressions made by persons of normal appearance

Assertive communication in condom negotiation: Insights from late adolescent couples’ subjective ratings of self and partner

Science.gov (United States)

Schmid, Amy; Leonard, Noelle R.; Ritchie, Amanda S.; Gwadz, Marya V.

2015-01-01

Purpose Assertive communication has been associated with higher levels of condom use among youth using self-report survey methodology. The purpose of this study was to examine the subjective ratings of assertiveness among young, romantically-involved couples in the context of a condom negotiation task. Methods Using an innovative video-recall procedure, 32 couples (64 youth) engaged in a videotaped condom negotiation task and then rated self and partners’ level of assertiveness. Both individual ratings of assertiveness and couple-level assertiveness were assessed using dyadic hierarchical linear modeling. Results Individuals’ assertiveness was positively associated with condom use. Unexpectedly, the overall level of assertiveness in couples showed a curvilinear association with condom use. Very high and very low assertiveness was associated with lower condom use, while moderate levels of assertiveness were associated with higher condom use. Conclusions Moderate levels of assertiveness during condom negotiation may facilitate condom use in young couples. Increasing condom use among romantic partners may require developing interventions that strengthen youths’ ability to engage in assertive communication strategies that balance emotional intimacy with self-advocacy. PMID:25937470

Negotiation style, speech accommodation, and small talk in Sino-Western business negotiations: A Hong Kong case study

DEFF Research Database (Denmark)

Ladegaard, H. J.

2011-01-01

This article analyzes authentic negotiation encounters between a Danish buyer and several predominantly Chinese sellers at a jewelry fair in China. Three recurring themes were identified in the data: different negotiation styles (a preference for an indirect mitigated style in the Chinese...... viability without loss of face. The article acknowledges that claims about the importance of negotiators' cultural backgrounds need to be demonstrated rather than presumed, but it also argues that an analysis of predominant Chinese cultural value systems (such as face and the guanxi-concept) is likely...... to lead to a deeper and more comprehensive understanding of Sino-Western negotiations. The article advocates a combination of in-depth discourse analysis and studies of micro-as well as macro-contextual value and norms - i.e., a truly pragmatic approach to cross-cultural encounters - as the way forward...

50 CFR 600.760 - Fishery Negotiation Panel lifetime.

Science.gov (United States)

2010-10-01

... 50 Wildlife and Fisheries 8 2010-10-01 2010-10-01 false Fishery Negotiation Panel lifetime. 600... ATMOSPHERIC ADMINISTRATION, DEPARTMENT OF COMMERCE MAGNUSON-STEVENS ACT PROVISIONS Fishery Negotiation Panels § 600.760 Fishery Negotiation Panel lifetime. (a) An FNP shall terminate upon either: (1) Submission of...

Examining Classroom Negotiation Strategies of International Teaching Assistants

Science.gov (United States)

Williams, Gwendolyn M.

2011-01-01

From a constructivist point of view teacher identity evolves as the teacher interacts and negotiates with others. However, before negotiation can occur, instructors must establish their own teacher identity as a starting position. This narrative study analyzes how international teaching assistants negotiated with their American undergraduate…

48 CFR 15.406-3 - Documenting the negotiation.

Science.gov (United States)

2010-10-01

... negotiation. 15.406-3 Section 15.406-3 Federal Acquisition Regulations System FEDERAL ACQUISITION REGULATION CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION Contract Pricing 15.406-3 Documenting the negotiation. (a) The contracting officer shall document in the contract file the principal elements of the...

The study of negotiation activities in foreign studies

Directory of Open Access Journals (Sweden)

Vahnina V.V.

2016-06-01

Full Text Available The article is devoted to the problem of studying the negotiation activities of foreign scientists. There are different trends in the study of negotiations law enforcement officers in crisis situations and the possibilities of overcoming and prevention of crisis negotiations. The author explores the different approaches of foreign scientists to the problem of negotiation in crisis situations involving the Commission of a crime. The author particularly notes the work of Slovak researchers who formed the Bank crises and analyzed the possibilities of overcoming the crisis conditions of the negotiation activities. In the article the results of research activities of scientists not only theorists but also practitioners. The leaders of the special units involved in the liberation of hostages, analyze the causes of crisis negotiations and the possibility of its overcoming. The analysis of the presented approaches allows foreign scientists to develop the concept of anti-crisis talks of employees of internal Affairs bodies and the perpetrators (the perpetrators of criminal acts.

Collaborative Negotiations: A Successful Approach for Negotiation Compliance Milestones for the transition of the PFP Hanford Nuclear Reservation

International Nuclear Information System (INIS)

HOPKINS, A.M.

2003-01-01

The new approach to negotiations was termed collaborative (win-win) rather than positional (win-lose). Collaborative negotiations were conducted to establish milestones for the decommissioning of the Plutonium Finishing Plant, PFP

Negotiation: How to Be Effective.

Science.gov (United States)

Weiss, Arnold-Peter C

2017-01-01

The art of successful negotiation is not as random or difficult as it might seem at first glance. Most negotiations end up with both sides receiving something of value as well as giving up something valuable in return. It has been said that the best negotiated outcomes occur when both parties walk away a bit disappointed or just a little bit happy. The goal of this short primer is to give some hints as to how to get a slightly better deal than the other party most of the time. There are several points to remember to be able to achieve such an outcome frequently. Copyright © 2017 American Society for Surgery of the Hand. Published by Elsevier Inc. All rights reserved.

Second negotiation meeting on the joint implementation of ITER

International Nuclear Information System (INIS)

Okumura, Y.

2002-01-01

The second negotiation meeting on the joint implementation of ITER was held in Tokyo(Japan) on 22-23 January 2002 to continue formal negotiations on the joint implementation of the ITER project. The delegations from Japan, European Union, Canada and Russia reached common understanding on some of the Joint Implementation Agreement (JIA) related issues. The delegations requested the Negotiators' Standing Subgroup (NSSG) to further elaborate the draft JIA and to submit second draft to the third Negotiation Meeting. The delegations accepted the revised Work Plan and Milestones for the negotiations process

Expressing Intervals in Automated Service Negotiation

Science.gov (United States)

Clark, Kassidy P.; Warnier, Martijn; van Splunter, Sander; Brazier, Frances M. T.

During automated negotiation of services between autonomous agents, utility functions are used to evaluate the terms of negotiation. These terms often include intervals of values which are prone to misinterpretation. It is often unclear if an interval embodies a continuum of real numbers or a subset of natural numbers. Furthermore, it is often unclear if an agent is expected to choose only one value, multiple values, a sub-interval or even multiple sub-intervals. Additional semantics are needed to clarify these issues. Normally, these semantics are stored in a domain ontology. However, ontologies are typically domain specific and static in nature. For dynamic environments, in which autonomous agents negotiate resources whose attributes and relationships change rapidly, semantics should be made explicit in the service negotiation. This paper identifies issues that are prone to misinterpretation and proposes a notation for expressing intervals. This notation is illustrated using an example in WS-Agreement.

48 CFR 570.105-1 - Contracting by negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 4 2010-10-01 2010-10-01 false Contracting by negotiation. 570.105-1 Section 570.105-1 Federal Acquisition Regulations System GENERAL SERVICES ADMINISTRATION SPECIAL CONTRACTING PROGRAMS ACQUIRING LEASEHOLD INTERESTS IN REAL PROPERTY General 570.105-1 Contracting by negotiation. Contracting by negotiation...

48 CFR 315.372 - Preparation of negotiation memorandum.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 4 2010-10-01 2010-10-01 false Preparation of negotiation memorandum. 315.372 Section 315.372 Federal Acquisition Regulations System HEALTH AND HUMAN SERVICES CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION Source Selection 315.372 Preparation of negotiation memorandum. The Contracting...

The Function of Negotiation in Iranian EFL Students’ Vocabulary Acquisition

Directory of Open Access Journals (Sweden)

Hassan Soleimani

2013-05-01

Full Text Available Negotiation is believed to play a key role in language learning in general and vocabulary learning in particular. The present study aimed at investigating the effect of types of instructions (negotiation, non-negotiation, or in isolation on learning and recalling of new words by Iranian learners. Using a quasi-experimental research design, 39 EFL students of a secondary school were sampled and assigned into three experimental groups: the input plus negotiated group (IPN, the input without negotiated group (IWN, and the elaborative, un-instructed input group (EUI. The first group had the chance for negotiated interaction; the second one received the input without any negotiation with their instructor and the last group received elaborative input without any interaction with their teachers. The groups were rated on their degree of comprehension and the acquisition of vocabulary items. The results revealed that negotiation had a non-significant effect over non-negotiation tasks. However, the results indicated that negotiation was significantly effective against un-instruction task. Thus, in acquisition and retention of new vocabulary, IPN group was not significantly different than IWN group, but they outperformed those learners who used their own strategy to learn new words (EUI.

A Brief Study of the Potential Problems in Cross-cultural Business Nego-tiations and Recommendations for Chinese Negotiators

Institute of Scientific and Technical Information of China (English)

明瑞强

2013-01-01

Globalization has become a hot topic in the world economy realm. As international trade booms worldwide, especially in China, it requires negotiators despite their genders, regions, ethics or ages to sit together around the table and achieve their goals. Various problems do occur in this process. This paper is going to study the potential problems in cross-culture business ne-gotiations and put forward some workable suggestions and recommendations for Chinese negotiators with the view to clearing the situation up.

Personality similarity in negotiations: Testing the dyadic effects of similarity in interpersonal traits and the use of emotional displays on negotiation outcomes.

Science.gov (United States)

Wilson, Kelly Schwind; DeRue, D Scott; Matta, Fadel K; Howe, Michael; Conlon, Donald E

2016-10-01

We build on the small but growing literature documenting personality influences on negotiation by examining how the joint disposition of both negotiators with respect to the interpersonal traits of agreeableness and extraversion influences important negotiation processes and outcomes. Building on similarity-attraction theory, we articulate and demonstrate how being similarly high or similarly low on agreeableness and extraversion leads dyad members to express more positive emotional displays during negotiation. Moreover, because of increased positive emotional displays, we show that dyads with such compositions also tend to reach agreements faster, perceive less relationship conflict, and have more positive impressions of their negotiation partner. Interestingly, these results hold regardless of whether negotiating dyads are similar in normatively positive (i.e., similarly agreeable and similarly extraverted) or normatively negative (i.e., similarly disagreeable and similarly introverted) ways. Overall, these findings demonstrate the importance of considering the dyad's personality configuration when attempting to understand the affective experience as well as the downstream outcomes of a negotiation. (PsycINFO Database Record (c) 2016 APA, all rights reserved).

Interaction patterns in crisis negotiations: Persuasive arguments and cultural differences

NARCIS (Netherlands)

Giebels, Ellen; Taylor, Paul J; Taylor, Paul J.

2009-01-01

This research examines cultural differences in negotiators' responses to persuasive arguments in crisis (hostage) negotiations over time. Using a new method of examining cue-response patterns, the authors examined 25 crisis negotiations in which police negotiators interacted with perpetrators from

The negotiation of collective agreements in France: Challenges and characteristics of negotiating gender equality

OpenAIRE

Coron , Clotilde

2016-01-01

International audience; The negotiation of corporate agreements in France, the cornerstone of labor relations, has been the subject of much research. However, few address the issue of the process of the negotiation of a company agreement on gender equality, a theme that has been mandatory since the Génisson 2001 Act. This issue presents certain particularities (the transversal nature of gender equality across various Human Resource areas, legal framework obligations, etc.) that may affect the...

Enhancing Negotiation Skills Using Foreign Service Simulations

Science.gov (United States)

Opt, Susan

2017-01-01

Courses: Conflict communication, negotiation, small group. Objective: This activity will enhance students' awareness and critique of their own negotiation behaviors. A list of references and suggested readings is included.

48 CFR 619.808 - Contract negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 4 2010-10-01 2010-10-01 false Contract negotiation. 619.808 Section 619.808 Federal Acquisition Regulations System DEPARTMENT OF STATE SOCIOECONOMIC PROGRAMS SMALL BUSINESS PROGRAMS Contracting with the Small Business Administration (The 8(a) Program) 619.808 Contract negotiation...

Negotiation Strategies in Supply Chain Management

DEFF Research Database (Denmark)

Zachariassen, Frederik

2008-01-01

Purpose of this paper This paper seeks to explore the impact of different negotiation strategies on the negotiation setting in different buyer-supplier relationships. So far, the extant SCM literature has only briefly touched this subject, though such a study has been advocated for on previous no...

International trade versus public health during the FCTC negotiations, 1999-2003.

Science.gov (United States)

Mamudu, Hadii M; Hammond, Ross; Glantz, Stanton A

2011-01-01

To examine why the Framework Convention on Tobacco Control did not include an explicit trade provision and delineate the central arguments in the debate over trade provision during the negotiations. Triangulate interviews with participants in the FCTC negotiations, the FCTC negotiations documents, and tobacco industry documents. An explicit FCTC trade provision on relation between international trade and public health became a contentious issue during the negotiations. As a result, two conflicting positions, health-over-trade and opposition to health-over-trade emerged. Opposition to explicit trade language giving health priority was by both tobacco industry and countries that generally supported strong FCTC provisions because of concerns over 'disguised protectionism' and setting a precedent whereby governments could forfeit their obligations under pre-existing treaties. Owing to lack of consensus among political actors involved in the negotiations, a compromise position eliminating any mention of trade emerged, which was predicated on belief among some in the public health community that public health would prevail in future trade versus health conflicts. The absence of an explicit FCTC trade provision was due to a political compromise rather than the impact of international trade agreements and decisions on public health and lack of consensus among health advocates. This failure to include an explicit trade provision in the FCTC suggests that the public health community should become more involved in trade and health issues at all levels of governance and press the FCTC Conference of the Parties for clarification of this critical issue.

Prefrontal cortex activation during obstacle negotiation: What's the effect size and timing?

Science.gov (United States)

Maidan, Inbal; Shustak, Shiran; Sharon, Topaz; Bernad-Elazari, Hagar; Geffen, Nimrod; Giladi, Nir; Hausdorff, Jeffrey M; Mirelman, Anat

2018-04-01

Obstacle negotiation is a daily activity that requires the integration of sensorimotor and cognitive information. Recent studies provide evidence for the important role of prefrontal cortex during obstacle negotiation. We aimed to explore the effects of obstacle height and available response time on prefrontal activation. Twenty healthy young adults (age: 30.1 ± 1.0 years; 50% women) walked in an obstacle course while negotiating anticipated and unanticipated obstacles at heights of 50 mm and 100 mm. Prefrontal activation was measured using a functional near-infrared spectroscopy system. Kinect cameras measured the obstacle negotiation strategy. Prefrontal activation was defined based on mean level of HbO 2 before, during and after obstacle negotiation and the HbO 2 slope from gait initiation and throughout the task. Changes between types of obstacles were assessed using linear-mix models and partial correlation analyses evaluated the relationship between prefrontal activation and the distance between the feet as the subjects traversed the obstacles. Different obstacle heights showed similar changes in prefrontal activation measures (p > 0.210). However, during unanticipated obstacles, the slope of the HbO 2 response was steeper (p = 0.048), as compared to anticipated obstacles. These changes in prefrontal activation during negotiation of unanticipated obstacles were correlated with greater distance of the leading foot after the obstacles (r = 0.831, p = 0.041). These findings are the first to show that the pattern of prefrontal activation depends on the nature of the obstacle. More specifically, during unanticipated obstacles the recruitment of the prefrontal cortex is faster and greater than during negotiating anticipated obstacles. These results provide evidence of the important role of the prefrontal cortex and the ability of healthy young adults to tailor the activation pattern to different types of obstacles. Copyright © 2018

25 CFR 1000.64 - How does the Tribe/Consortium know when and how to apply to OSG for a planning and negotiation...

Science.gov (United States)

2010-04-01

... 25 Indians 2 2010-04-01 2010-04-01 false How does the Tribe/Consortium know when and how to apply to OSG for a planning and negotiation grant? 1000.64 Section 1000.64 Indians OFFICE OF THE ASSISTANT SECRETARY, INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR ANNUAL FUNDING AGREEMENTS UNDER THE TRIBAL SELF-GOVERNMENT ACT AMENDMENTS TO THE INDIAN...

42 CFR 137.33 - May an Indian Tribe negotiate a funding agreement at the same time it is negotiating a compact?

Science.gov (United States)

2010-10-01

... at the same time it is negotiating a compact? 137.33 Section 137.33 Public Health PUBLIC HEALTH... SERVICES TRIBAL SELF-GOVERNANCE Self-Governance compact § 137.33 May an Indian Tribe negotiate a funding agreement at the same time it is negotiating a compact? Yes, at an Indian Tribe's option, a funding...

Virtual reality negotiation training increases negotiation knowledge and skill

NARCIS (Netherlands)

Broekens, J.; Harbers, M.; Brinkman W.; Jonker, C.; Bosch, K. van den; Meyer, J.J.C.

2012-01-01

In this paper we experimentally investigate learning effects of a rigourously set up virtual reality (VR) negotiation training. We discuss the design of the system in detail. Further, we present results of an experiment (between subject; three experimental conditions: control, training once,

Conventional arms control negotiations in Europe (CFE, March 1989-April 1990)

International Nuclear Information System (INIS)

Buerstedde, L.

1992-01-01

This paper reports that for those of us who labored in the salt mines of arms control talks on Mutual and Balanced Force Reductions (MBFR), it is truly an invigorating experience to have been reincarnated as conventional arms controllers at the Negotiations on Conventional Armed Forces in Europe (CFE), in session in Vienna since March 1989, against the background of the breathtaking and unprecedented changes sweeping across Eastern Europe. The negotiations have made remarkable progress, proceeding to a point where a treaty drastically cutting the level of conventional armaments in Europe is not just a possibility but actually in prospect

PLANE: A Platform for Negotiation of Multi-attribute Multimedia Objects

Directory of Open Access Journals (Sweden)

Rharon M. Guedes

2013-12-01

Full Text Available This work proposes the definition of a system to negotiate products in an e-commerce scenario. This negotiation system is defined as PLANE – Platform to Assist Negotiation – and it is carried in a semi-automatic way, using multi-attributes functions, based on attributes of the negotiated content. It also presents an architecture to interconnect the participant through an inter-network in the television broadcasters context. Each participant of the inter-network applies policies for its own contents, and all of them must comply these policies. If a participant needs a content not covered by the policies, it is possible to start a negotiation process for this specific content. Experiments present a simulation scenario where PLANE assists the negotiation between three sellers and one buyer with predefined negotiation profiles. Results demonstrated the success of the system in approximate the negotiator after some few interactions, reducing time and cost.

Negotiation platform for personalised advertising

OpenAIRE

Sousa, Luís Ventura de; Malheiro, Benedita; Foss, Jerry

2012-01-01

This paper describes a multi-agent brokerage platform for near real time advertising personalisation organised in three layers: user interface, agency and marketplace. The personalisation is based on the classification of viewer profiles and advertisements (ads). The goal is to provide viewers with a personalised advertising alignment during programme intervals. The enterprise interface agents upload new ads and negotiation profiles to producer agents and new user and negotiation profiles to ...

Automated negotiation in environmental resource management: Review and assessment.

Science.gov (United States)

Eshragh, Faezeh; Pooyandeh, Majeed; Marceau, Danielle J

2015-10-01

Negotiation is an integral part of our daily life and plays an important role in resolving conflicts and facilitating human interactions. Automated negotiation, which aims at capturing the human negotiation process using artificial intelligence and machine learning techniques, is well-established in e-commerce, but its application in environmental resource management remains limited. This is due to the inherent uncertainties and complexity of environmental issues, along with the diversity of stakeholders' perspectives when dealing with these issues. The objective of this paper is to describe the main components of automated negotiation, review and compare machine learning techniques in automated negotiation, and provide a guideline for the selection of suitable methods in the particular context of stakeholders' negotiation over environmental resource issues. We advocate that automated negotiation can facilitate the involvement of stakeholders in the exploration of a plurality of solutions in order to reach a mutually satisfying agreement and contribute to informed decisions in environmental management along with the need for further studies to consolidate the potential of this modeling approach. Copyright © 2015 Elsevier Ltd. All rights reserved.

40 CFR 35.937-5 - Negotiation.

Science.gov (United States)

2010-07-01

... procurement including negotiation may be performed by the grantee directly or by another non-Federal governmental body, person or firm retained for the purpose. Contract negotiations may include the services of... be conducted by the grantee under procedures it adopts based upon Public Law 92-582, 40 U.S.C. 541...

4 CFR 28.122 - Negotiability issues.

Science.gov (United States)

2010-01-01

... 4 Accounts 1 2010-01-01 2010-01-01 false Negotiability issues. 28.122 Section 28.122 Accounts... Special Procedures; Unfair Labor Practices § 28.122 Negotiability issues. Where the GAO and an exclusive... shall review the arguments, hold a hearing if the administrative judge deems it necessary, and issue a...

Negotiating action

Science.gov (United States)

2017-12-01

After years of working towards a climate accord, the Paris Agreement of 2015 marked the shift from negotiating to reach consensus on climate action to implementation of such action. The challenge now is to ensure transparency in the processes and identify the details of what is required.

Negotiations 1978.

Science.gov (United States)

Taylor, Bruce; And Others

Reflecting the management advocacy position taken by school boards in collective bargaining procedures, this report analyzes New Jersey school labor negotiations laws and practices as of 1978. Terms and issues of special interest are defined and explained. Topics include contract language, good faith bargaining, past practice, negotiations…

Types of unethical tactics in negotiation between buyer and supplier

Directory of Open Access Journals (Sweden)

Božidar

2014-06-01

Full Text Available Research Question (RQ: This article researches the kinds of unethical tactics, which can use customers or suppliers to achieve better negotiating outcome. Purpose: Determine which tactics they used, from where they rise from and what the other authors about resulting of using unethical tactics. Method: Analysis of articles from Ebsco and ProQuest databases. Results: Getting of ethical knowledge, types of unethical negotiation tactics and awareness of the limits of ethics in the negotiations process between suppliers and customers. Organization: Managers can gain the recognition of unethical tactics, their using in the negotiation process and the construction of negotiating temperament or even competence. The research contributes to a better achievement of the performance of the organization. The results of this article can contribute to the negotiators decision-making on the use of unethical tactics. Society: Ethical negotiation helps to improve the reputation and respect of the organization, which represents the negotiator. Originality: In a review of existing articles and searches we have not found similar studies to investigate the unethical negotiating tactics. Limitations/Future Research: The article is limited to fifteen articles and three books.

Assertive Communication in Condom Negotiation: Insights From Late Adolescent Couples' Subjective Ratings of Self and Partner.

Science.gov (United States)

Schmid, Amy; Leonard, Noelle R; Ritchie, Amanda S; Gwadz, Marya V

2015-07-01

Assertive communication has been associated with higher levels of condom use among youth using self-report survey methodology. The purpose of this study was to examine the subjective ratings of assertiveness among young, romantically involved couples in the context of a condom negotiation task. Using an innovative video-recall procedure, 32 couples (64 youth) engaged in a videotaped condom negotiation task and then rated self and partners' level of assertiveness. Both individual ratings of assertiveness and couple-level assertiveness were assessed using dyadic hierarchical linear modeling. Individuals' assertiveness was positively associated with condom use. Unexpectedly, the overall level of assertiveness in couples showed a curvilinear association with condom use. Very high and very low assertiveness was associated with lower condom use, whereas moderate levels of assertiveness were associated with higher condom use. Moderate levels of assertiveness during condom negotiation may facilitate condom use in young couples. Increasing condom use among romantic partners may require developing interventions that strengthen youths' ability to engage in assertive communication strategies that balance emotional intimacy with self-advocacy. Copyright © 2015 Society for Adolescent Health and Medicine. Published by Elsevier Inc. All rights reserved.

THE ROLE OF MINDFULNESS IN UNETHICAL PURCHASING NEGOTIATION

OpenAIRE

Ho, Yi-Hui; Lin, Chieh-Yu

2017-01-01

Purpose- Negotiation occurs all the time in purchasing practices ofbusinesses, and is inevitable for purchasing professionals when encounteringpurchasing conflict. Ethical negotiation is considered the vital requirement inmaintaining long-term and close buyer-supplier relationships. This study aimsto explore the relationship between mindfulness and unethical negotiation. Methodology- This study will take purchasing professionals inTaiwan as research subjects to investigate the relationship be...

The relationship between negotiations success and leadership style

OpenAIRE

2011-01-01

D.Phil. Both leadership and negotiations constitute key success factors for organisations. Previous studies on leadership suggest that leadership effectiveness differentiates successful organisations from others. Equally, negotiations success constitutes a key distinguishing factor separating developed countries from the developing and the under-developed ones. A perusal of available literature and previous research on leadership and negotiations reveals a historical tendency by writers an...

Technical clarity in inter-agency negotiations: Lessons from four hydropower projects

Science.gov (United States)

Burkardt, Nina; Lamb, Berton Lee; Taylor, Jonathan G.; Waddle, Terry J.

1995-01-01

We investigated the effect of technical clarity on success in multi-party negotiations in the Federal Energy Regulatory Commission (FERC) licensing process. Technical clarity is the shared understanding of dimensions such as the geographic extent of the project, range of flows to be considered, important species and life stages, and variety of water uses considered. The results of four hydropower licensing consultations are reported. Key participants were interviewed to ascertain the level of technical clarity present during the consultations and the degree to which the consultations were successful. Technical clarity appears to be a prerequisite for successful outcomes. Factors that enhance technical clarity include simple project design, new rather than existing projects, precise definition of issues, a sense of urgency to reach agreement, a sense of fairness among participants, and consistency in participation. Negotiators should not neglect the critical pre-negotiation steps of defining technical issues and determining appropriate studies, deciding how to interpret studies, and agreeing on responses to study results.

Process ambiguities in Sino-Danish Business Negotiations

DEFF Research Database (Denmark)

Kumar, Rajesh; Worm, Verner

2004-01-01

. These ambiguities stem from differences in negotiation scripts across Danish and Chinese cultures. The essential argument being advanced here is that it is the effective and/or the ineffective management of process ambiguities that shapes the evolution of the negotiating dynamic between the Danish and the Chinese...... businesspeople. An inductive model of sino-Danish negotiations is developed that is based on 24 interviews conducted with Danish expatriate managers in China and 4 interviews with Chinese working in Danish companies. Implications for research and practice are discussed...

Towards a Better Understanding of Climate Change Negotiations

Directory of Open Access Journals (Sweden)

Bryndís Arndal Woods

2012-12-01

Full Text Available The bulk of environmental economics literature applies non-cooperative game theory to examine the stability of International Environmental Agreements. Recently, a new trend has emerged in the literature whereby scholars use modified economic approaches to better account for ‘reality’ as such. This article builds upon the work of Hugh Ward, Frank Grundig and Ethan Zorick who conducted a mixed-method analysis to create a model of international climate change negotiations which could explain why policy change has been minimal in this issue area. The purpose of this article is to further develop the mixed-method approach in order to gain a better understanding of international climate change negotiations. Using the progression of the 2011 Durban negotiation session as our raw data, we demonstrate the usefulness of conducting qualitative and quantitative analyses simultaneously to best represent reality. Content and discourse analyses are applied to the Durban negotiations to identify the properties of the underlying game. The results are applied to the future of the negotiations in order to identify trends which need to be addressed to reach more progressive outcomes in the future. The main results of the qualitative analyses of the Durban negotiations included that players had modest expectations at the outset of the negotiations, which influenced the issues they addressed. The quantitative analysis demonstrated that players achieved a high degree of success at Durban; all players achieved their desired outcomes on at least half of the issues they addressed. Finally, the mixed-method approach identified important trends from the negotiations, most importantly the cracks exposed within the BASIC bloc and the role of the ‘middle ground’ alliance.

The Structure of Trade in Genetic Resources: Implications for the International ABS Regime Negotiation

Directory of Open Access Journals (Sweden)

Mikyung Yun

2010-06-01

Full Text Available The intensive exploitation of genetic resources at the international level has led to a negotiation of an international regime on Access and Benefit-Sharing (ABS of genetic resources. Due to lack of systematic data, little is known about the structure of trade in genetic resources to inform the negotiators. This study attempts to shed a greater insight into genetic resources trade in the pharmaceutical sector in Korea, mainly relying on interviews of industry practitioners and scientists in related fields. The study finds that Korea is mainly a genetic resource importer, but that pharmaceutical firms rarely carry out bioprospecting directly, relying on semi-processed biochemicals imports trough agents. Therefore, the impact of the to-be negotiated international ABS negotiation will be larger if derivatives are included in its scope. However, the general impact on the economy as a whole would be small, given the small share of genetic resources trade compared to total trade volumes.

A policy model to initiate environmental negotiations: Three hydropower workshops

Science.gov (United States)

Lamb, Berton Lee; Taylor, Jonathan G.; Burkardt, Nina; Ponds, Phadrea D.

1998-01-01

How do I get started in natural resource negotiations? Natural resource managers often face difficult negotiations when they implement laws and policies regulating such resources as water, wildlife, wetlands, endangered species, and recreation. As a result of these negotiations, managers must establish rules, grant permits, or create management plans. The Legal‐Institutional Analysis Model (LIAM) was designed to assist managers in systematically analyzing the parties in natural resource negotiations and using that analysis to prepare for bargaining. The LIAM relies on the theory that organizations consistently employ behavioral roles. The model uses those roles to predict likely negotiation behavior. One practical use of the LIAM is when all parties to a negotiation conduct a workshop as a way to open the bargaining on a note of trust and mutual understanding. The process and results of three LIAM workshops designed to guide hydroelectric power licensing negotiations are presented. Our experience with these workshops led us to conclude that the LIAM can be an effective tool to begin a negotiation and that trust built through the workshops can help create a successful result.

Implementation of resource-negotiating agents in telemanufacturing

CSIR Research Space (South Africa)

Van Zyl, TL

2010-01-01

Full Text Available the negotiations should be stored to allow future agents to benefit from previous negotiations. The components that are needed to implement the above and the results of the implementation are discussed in this paper....

Advancing a Distributive-Bargaining and Integrative-Negotiation Integral System: A Values-Based Negotiation Model (VBM)

OpenAIRE

Ivan Gan

2017-01-01

The proposed values-based negotiation model (VBM) agrees with and extends principled negotiation’s recognition of personal values and emotions as important negotiation elements. First, building upon Martin Buber’s existentialist treatment of religion and secularism, VBM centers on religion as one of many possible sources of personal values that informs respectful and mutually beneficial interactions without needing one to necessarily be religious. Just as one need not be a Buddhist or a Hindu...

Email Negotiation

DEFF Research Database (Denmark)

Bülow, Anne Marie

the other of the justice of their cause. For a negotiation involving the wording of a contract, the evidence suggests that, while there is a distinct advantage in the features of reviewability and revisablity, the email format allows selective attention to the other party’s arguments, which can be shown...

48 CFR 52.215-2 - Audit and Records-Negotiation.

Science.gov (United States)

2010-10-01

...-Negotiation. 52.215-2 Section 52.215-2 Federal Acquisition Regulations System FEDERAL ACQUISITION REGULATION....215-2 Audit and Records—Negotiation. As prescribed in 15.209(b), insert the following clause: Audit and Records—Negotiation (OCT 2010) (a) As used in this clause, records includes books, documents...

Negotiation Training Courses for Natural Resource Professionals

Science.gov (United States)

Burkardt, Nina; Swann, M. Earlene; Walters, Katherine

2006-01-01

FORT's Policy Analysis and Science Assistance Branch (PASA) has been conducting and publishing research on multi-party natural resource negotiation since the 1980s. This research has led to the development of basic and advanced negotiation training courses. Each course is two-and-a-half days. Both courses are a mix of lecture, hands-on training, and discussion. Please join us and other natural resource professionals facing similar problems and share your experiences. Come prepared to candidly discuss examples of successes to embrace, stalemates to recognize, and pitfalls to avoid in natural resource negotiations.

48 CFR 53.215 - Contracting by negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 2 2010-10-01 2010-10-01 false Contracting by negotiation. 53.215 Section 53.215 Federal Acquisition Regulations System FEDERAL ACQUISITION REGULATION (CONTINUED) CLAUSES AND FORMS FORMS Prescription of Forms 53.215 Contracting by negotiation...

48 CFR 853.215 - Contracting by negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 5 2010-10-01 2010-10-01 false Contracting by negotiation. 853.215 Section 853.215 Federal Acquisition Regulations System DEPARTMENT OF VETERANS AFFAIRS CLAUSES AND FORMS FORMS Prescription of Forms 853.215 Contracting by negotiation...

40 CFR 35.936-18 - Negotiation of subagree-ments.

Science.gov (United States)

2010-07-01

... 40 Protection of Environment 1 2010-07-01 2010-07-01 false Negotiation of subagree-ments. 35.936... § 35.936-18 Negotiation of subagree-ments. (a) Formal advertising, with adequate purchase descriptions, sealed bids, and public openings shall be the required method of procurement unless negotiation under...

Power distribution in complex environmental negotiations: Does balance matter?

Science.gov (United States)

Burkardt, N.; Lamb, B.L.; Taylor, J.G.

1997-01-01

We studied six interagency negotiations covering Federal Energy Regulatory Commission (FERC) hydroelectric power licenses. Negotiations occurred between state and federal resource agencies and developers over project operations and natural resource mitigation. We postulated that a balance of power among parties was necessary for successful negotiations. We found a complex relationship between balanced power and success and conclude that a balance of power was associated with success in these negotiations. Power played a dynamic role in the bargaining and illuminates important considerations for regulatory design.

Police crisis negotiations in the UK and the USA: comparative analysis

OpenAIRE

Koshkina, Ekaterina

2015-01-01

This article examines the essence of police crisis negotiations and the structure of a crisis negotiation team. The differences between British and American negotiators are discussed as well as the role of profiling during crisis negotiations with mentally ill hostage takers.

48 CFR 2453.215 - Contracting by negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 6 2010-10-01 2010-10-01 true Contracting by negotiation. 2453.215 Section 2453.215 Federal Acquisition Regulations System DEPARTMENT OF HOUSING AND URBAN DEVELOPMENT CLAUSES AND FORMS FORMS Prescription of Forms 2453.215 Contracting by negotiation...

Negotiation best practices: what a healthcare professional needs to know today.

Science.gov (United States)

McGuigan, Patrick J

2015-01-01

This article reviews negotiation best practices while highlighting some of the factors that confound or enhance the ability to negotiate. Healthcare professionals will benefit by obtaining a set of practices that they can consistently apply to obtain more value from negotiation. In today's turbulent healthcare market, more relationships are governed by and through negotiated agreements, so it is imperative that healthcare professionals develop and sharpen their negotiating acumen.

Minority College Women's Views on Condom Negotiation.

Science.gov (United States)

McLaurin-Jones, TyWanda; Lashley, Maudry-Beverly; Marshall, Vanessa

2015-12-22

This study utilized quantitative and qualitative methods to (1) investigate the relationship between frequency of condom use and negotiation strategies and (2) evaluate experiences with condom negotiations among sexually active, heterosexual, African American college women. One hundred female students from a Historically Black Colleges and Universities (HBCU) completed a questionnaire that included the Condom Influence Strategies Scale (CIS) and participated in a focus group. An ANOVA was conducted to compare differences between never, inconsistent, and consistent condom users. Consistent condom users scored higher than never users on the "withholding sex" subscale of the CIS (4.88 vs. 3.55; p negotiation included deciding the "right timing" of discussion and having a previous history of sexual intercourse without a condom with their partner. Other key concepts that contribute to condom negotiation are the views that condoms are a male's responsibility and stigma of women who carry condoms.

Negotiating with third party payers: one community pharmacy's experience.

Science.gov (United States)

Fridy, Kimberly; DeHart, Renee M; Monk-Tutor, Mary R

2002-01-01

To evaluate financial terms and legal wording in insurance contracts and negotiate their terms with companies to improve an independent pharmacy's financial position and to determine the time required to negotiate a contract and translate that time into a salary cost. An independent pharmacy in a small town in Alabama with a population of approximately 6,000. The prescription department accounts for two-thirds of the pharmacy's sales and dispenses approximately 70,000 prescriptions each year. Insurance companies paid for over 59% of these prescriptions in 2000. The pharmacy is open 7 days a week with one full-time pharmacist and a second pharmacist who works 2 days a month. A contract negotiation form was developed that addressed factors that might affect a pharmacy's decision to accept or reject a contract; the form included an area for recording the time involved in negotiating each contract. Insurance companies selected by the pharmacy owner were faxed copies of an Insurer Demographics Collection Form. Upon collection of all data and finalization of proposed changes, a copy of the contract with the proposed changes marked, along with a letter explaining and justifying the changes, was sent to the insurance company. If no response was received from the company, the contact person was called and negotiations proceeded over the telephone. Primary end points were the percentage of companies that would negotiate and the average increase in reimbursement achieved. Secondary end points included the time involved in negotiations and the translation of that time into a salary cost. None of the nine participating companies accepted any of the changes proposed. The time to negotiate each contract ranged from 28 minutes to 74 minutes, taking an average of 48.4 minutes. Depending on the division of work between the pharmacist and the technician, the salary cost for the negotiations ranged from $14.68 to $18.73 per contract. This study provides a realistic description of

NEGOTIATING PECUNIARY GAINS AND ENVIRONMENT PROTECTION

Directory of Open Access Journals (Sweden)

Dacinia Crina PETRESCU

2016-12-01

Full Text Available The initiation and development of the negotiation process is the result of the interaction between stimulating and hindering factors, among which there are perceived winning chances and perceived risk of projecting a negative image of himself/ herself. The objectives of the research were to observe the strength of people’s perception regarding these two variables and if they were influenced by the negotiation objective: a pecuniary one vs. an environmental one (both involving self-advocacy: aiming at personal benefits. From the point of view of the analyzed variables, people are good negotiators – they have high trust in winning chances and low fear of negative image, but they do not hold strong environmental concerns. The perceived winning chances were significantly higher (p0.05.

Interaction patterns in crisis negotiations: persuasive arguments and cultural differences.

Science.gov (United States)

Giebels, Ellen; Taylor, Paul J

2009-01-01

This research examines cultural differences in negotiators' responses to persuasive arguments in crisis (hostage) negotiations over time. Using a new method of examining cue-response patterns, the authors examined 25 crisis negotiations in which police negotiators interacted with perpetrators from low-context (LC) or high-context (HC) cultures. Compared with HC perpetrators, LC perpetrators were found to use more persuasive arguments, to reciprocate persuasive arguments in the second half of negotiations, and to respond to persuasive arguments in a compromising way. Further analyses found that LC perpetrators were more likely to communicate threats, especially in the first half of the negotiations, but that HC perpetrators were more likely to reciprocate them. The implications of these findings for our understanding of intercultural interaction are discussed. (PsycINFO Database Record (c) 2009 APA, all rights reserved).

Pacific Northern Gas Ltd. annual report 2002

International Nuclear Information System (INIS)

2003-01-01

Pacific Northern Gas Ltd. operates in west-central and northeast British Columbia. The company delivers natural gas to customers through a transmission pipeline connected to Duke Energy system near Summit Lake, British Columbia. This report states that in 2002 financial results were disappointing. The company's net income in 2002 was lower than it was in 2001 ($4.6 million versus $5.7 million). In December 2002, Pacific Northern Gas Ltd. completed $15 million in financing. Additions to property, plant and equipment reached a total of $6 million in 2002. A new, seven-year contract with Methanex Corporation was successfully negotiated. Pacific Northern Gas Ltd. filed revenue requirements applications with the British Columbia Utilities Commission, seeking the Commission's approval of rates for 2003 and requesting approval of a new deferral account in all divisions. A settlement of the western system 2003 revenue requirements application was negotiated with its customers. The annual report presented a highlight of all activities, including corporate governance and management discussions and analysis. Consolidated financial statements were also provided. tabs

48 CFR 249.110 - Settlement negotiation memorandum.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 3 2010-10-01 2010-10-01 false Settlement negotiation memorandum. 249.110 Section 249.110 Federal Acquisition Regulations System DEFENSE ACQUISITION REGULATIONS SYSTEM, DEPARTMENT OF DEFENSE CONTRACT MANAGEMENT TERMINATION OF CONTRACTS General Principles 249.110 Settlement negotiation memorandum. Follow...

48 CFR 253.215 - Contracting by negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 3 2010-10-01 2010-10-01 false Contracting by negotiation. 253.215 Section 253.215 Federal Acquisition Regulations System DEFENSE ACQUISITION REGULATIONS SYSTEM, DEPARTMENT OF DEFENSE CLAUSES AND FORMS FORMS Prescription of Forms 253.215 Contracting by negotiation...

Negotiations in the EU Council of Ministers

DEFF Research Database (Denmark)

Smeets, Sandrino

Insiders and outsiders agree; there is something particular about negotiating in Brussels. This book analyses ten years of continuous negotiations about EU enlargement to the Western Balkans, answering questions such as When and how are decisions typically reached in the European Union? What is t...

Pair Negotiation When Developing English Speaking Tasks

Directory of Open Access Journals (Sweden)

Ingrid Liliana Bohórquez Suárez

2011-12-01

Full Text Available This study analyzes what characterizes the negotiations of seventh graders at a public school in Bogotá when working in pairs to develop speaking tasks in EFL classes. The inquiry is a descriptive case study that follows the qualitative paradigm. As a result of analyzing the data, we obtained four consecutive steps that characterize students’ negotiations: Establishing a connection with a partner to work with, proposing practical alternatives, refusing mates’ propositions, and making practical decisions. Moreover, we found that the constant performance of the process of negotiation provokes students to construct a sociolinguistic identity that allows agreements to emerge.

First formal ITER negotiations make excellent progress

International Nuclear Information System (INIS)

Barnard, P.

2001-01-01

November 8 and 9 2001 marked the historic beginning of formal negotiations meetings on the ITER project. Delegations from Canada, the European Union, Japan and the Russian Federation met in Toronto, Canada, for the first in a series of Negotiations that is expected to lead, by the end of 2002, to an agreement on the joint implementation of ITER. This agreement will govern, under international law, the construction, operation and decommissioning of ITER. The Negotiations concluded by issuing a joint news release, reflecting a commitment to share the progress reports on the efforts to implement ITER

Offer and Acceptance and the Dynamics of Negotiations: Arguments for Contract Theory from Negotiation Studies

OpenAIRE

Pannebakker, Ekaterina

2013-01-01

textabstractThe doctrine of offer and acceptance forms the basis of the rules of contract formation in most western legal systems. However, if parties enter into elaborate negotiations, these rules may become difficult to apply. This paper addresses the application of the doctrine of offer and acceptance to the formation of contract in the context of negotiations. The paper argues that while the doctrine of offer and acceptance is designed to assess the issues related to the substance of the ...

Data Acquisition in a Manoeuver Auto-negotiation System

Directory of Open Access Journals (Sweden)

Joanna Szlapczynska

2015-09-01

Full Text Available Typical approach to collision avoidance systems with artificial intelligence support is that such systems assume a central communication and management point (such as e.g. VTS station, usually located on shore. This approach is, however, not applicable in case of an open water encounter. Thus, recently a new approach towards collision avoidance has been proposed, assuming that all ships in the encounter, either restricted or open water, communicate with each other and negotiate their maneuvers, without involving any outer management or communication center. Usually the negotiation process is driven by the collision avoidance software and called auto-negotiation. This paper elaborates on data acquisition problem in case of the maneuver auto-negotiation. It focuses on ships' initialization in the system and data gathering.

41 CFR 109-45.304-2.50 - Negotiated sales and negotiated sales at fixed prices by designated contractors.

Science.gov (United States)

2010-07-01

... suitable advertised sale; (2) Personal property is of such small value that the proceeds to be derived... fair market value of the personal property and other satisfactory terms of disposal are obtained by... PERSONAL PROPERTY 45.3-Sale of Personal Property § 109-45.304-2.50 Negotiated sales and negotiated sales at...

Negotiating Family Tracking

DEFF Research Database (Denmark)

Albrechtslund, Anders; Bøge, Ask Risom; Sonne Damkjær, Maja

This presentation explores the question: What motivates the use of tracking technologies in families, and how does the use transform the relations between parent and child? The purpose is to investigate why tracking technologies are used in families and how these technologies potentially change...... the relation between parents and children. The use of tracking technologies in families implicate negotiations about the boundaries of trust and intimacy in parent-child relations which can lead to strategies of resistance or modification (Fotel and Thomsen, 2004; Rooney, 2010; Steeves and Jones, 2010......). In the presentation, we report from a qualitative study that focuses on intergenerational relations. The study draws on empirical data from workshops with Danish families as well as individual and group interviews. We aim to gain insights about the sharing habits and negotiations in intimate family relations...

Using Cognitive Agents to Train Negotiation Skills

NARCIS (Netherlands)

Stevens, Christopher A; Daamen, Jeroen; Gaudrain, Emma; Renkema, Tom; Top, Jakob Dirk; Cnossen, Fokie; Taatgen, Niels A

2018-01-01

Training negotiation is difficult because it is a complex, dynamic activity that involves multiple parties. It is often not clear how to create situations in which students can practice negotiation or how to measure students' progress. Some have begun to address these issues by creating artificial

AGENT-BASED NEGOTIATION PLATFORM IN COLLABORATIVE NETWORKED ENVIRONMENT

Directory of Open Access Journals (Sweden)

Adina-Georgeta CREȚAN

2014-05-01

Full Text Available This paper proposes an agent-based platform to model and support parallel and concurrent negotiations among organizations acting in the same industrial market. The underlying complexity is to model the dynamic environment where multi-attribute and multi-participant negotiations are racing over a set of heterogeneous resources. The metaphor Interaction Abstract Machines (IAMs is used to model the parallelism and the non-deterministic aspects of the negotiation processes that occur in Collaborative Networked Environment.

Intelligence and negotiating

International Nuclear Information System (INIS)

Hetherington, J.A.

1990-01-01

This paper gives some background on how people from the INF went about their jobs during the last two years of negotiations, and also relates some of the goals the INF had in mind and some of their concerns

The Doha Negotiations on Trade in Goods: An European Perspective

OpenAIRE

Messerlin , Patrick

2006-01-01

The note reviews the basic market access issues in the Doha negotiations on trade in goods from an European perspective. First, it shows that some European negotiators are demanding more concessions in manufacturing (NAMA) that the European business community is asking for - adding strong tensions in a context already marked by severe problems in farm talks. Second, the note reveals the European interests really at stake in the agricultural negotiations, before addressing the negotiating issu...

Fuzzy Cognitive and Social Negotiation Agent Strategy for Computational Collective Intelligence

Science.gov (United States)

Chohra, Amine; Madani, Kurosh; Kanzari, Dalel

Finding the adequate (win-win solutions for both parties) negotiation strategy with incomplete information for autonomous agents, even in one-to-one negotiation, is a complex problem. Elsewhere, negotiation behaviors, in which the characters such as conciliatory or aggressive define a 'psychological' aspect of the negotiator personality, play an important role. The aim of this paper is to develop a fuzzy cognitive and social negotiation strategy for autonomous agents with incomplete information, where the characters conciliatory, neutral, or aggressive, are suggested to be integrated in negotiation behaviors (inspired from research works aiming to analyze human behavior and those on social negotiation psychology). For this purpose, first, one-to-one bargaining process, in which a buyer agent and a seller agent negotiate over single issue (price), is developed for a time-dependent strategy (based on time-dependent behaviors of Faratin et al.) and for a fuzzy cognitive and social strategy. Second, experimental environments and measures, allowing a set of experiments, carried out for different negotiation deadlines of buyer and seller agents, are detailed. Third, experimental results for both time-dependent and fuzzy cognitive and social strategies are presented, analyzed, and compared for different deadlines of agents. The suggested fuzzy cognitive and social strategy allows agents to improve the negotiation process, with regard to the time-dependent one, in terms of agent utilities, round number to reach an agreement, and percentage of agreements.

Business Negotiations Idioms

OpenAIRE

Юрченко, С.О.

2013-01-01

English idioms or idiomatic expressions have always been one of the trickiest topics. This is because the real meanings of English idioms are so far off their literal meanings. To make things more complicated, idioms are used in business negotiations.

Negotiation in academic medicine: narratives of faculty researchers and their mentors.

Science.gov (United States)

Sambuco, Dana; Dabrowska, Agata; Decastro, Rochelle; Stewart, Abigail; Ubel, Peter A; Jagsi, Reshma

2013-04-01

Few researchers have explored the negotiation experiences of academic medical faculty even though negotiation is crucial to their career success. The authors sought to understand medical faculty researchers' experiences with and perceptions of negotiation. Between February 2010 and August 2011, the authors conducted semistructured, in-depth telephone interviews with 100 former recipients of National Institutes of Health mentored career development awards and 28 of their mentors. Purposive sampling ensured a diverse range of viewpoints. Multiple analysts thematically coded verbatim transcripts using qualitative data analysis software. Participants described the importance of negotiation in academic medical careers but also expressed feeling naïve and unprepared for these negotiations, particularly as junior faculty. Award recipients focused on power, leverage, and strategy, and they expressed a need for training and mentorship to learn successful negotiation skills. Mentors, by contrast, emphasized the importance of flexibility and shared interests in creating win-win situations for both the individual faculty member and the institution. When faculty construed negotiation as adversarial and/or zero-sum, participants believed it required traditionally masculine traits and perceived women to be at a disadvantage. Academic medical faculty often lack the skills and knowledge necessary for successful negotiation, especially early in their careers. Many view negotiation as an adversarial process of the sort that experts call "hard positional bargaining." Increasing awareness of alternative negotiation techniques (e.g., "principled negotiation," in which shared interests, mutually satisfying options, and fair standards are emphasized) may encourage the success of medical faculty, particularly women.

Negotiation in Academic Medicine: Narratives of Faculty Researchers and Their Mentors

Science.gov (United States)

Sambuco, Dana; Dabrowska, Agata; DeCastro, Rochelle; Stewart, Abigail; Ubel, Peter A.; Jagsi, Reshma

2013-01-01

Purpose Few researchers have explored the negotiation experiences of academic medical faculty even though negotiation is crucial to their career success. The authors sought to understand medical faculty researchers' experiences with and perceptions of negotiation. Method Between February 2010 and August 2011, the authors conducted semi-structured, in-depth telephone interviews with 100 former recipients of National Institutes of Health mentored career development awards and 28 of their mentors. Purposive sampling ensured a diverse range of viewpoints. Multiple analysts thematically coded verbatim transcripts using qualitative data analysis software. Results Participants described the importance of negotiation in academic medical careers but also expressed feeling naïve and unprepared for these negotiations, particularly as junior faculty. Award recipients focused on power, leverage, and strategy, and they expressed a need for training and mentorship to learn successful negotiation skills. Mentors, by contrast, emphasized the importance of flexibility and shared interests in creating win-win situations for both the individual faculty member and the institution. When faculty construed negotiation as adversarial and/or zero-sum, participants believed it required traditionally masculine traits and perceived women to be at a disadvantage. Conclusions Academic medical faculty often lack the skills and knowledge necessary for successful negotiation, especially early in their careers. Many view negotiation as an adversarial process of the sort that experts call “hard positional bargaining.” Increasing awareness of alternative negotiation techniques (e.g., “principled negotiation,” in which shared interests, mutually satisfying options, and fair standards are emphasized), may encourage the success of medical faculty, particularly women. PMID:23425992

Proposals for the Negotiation Process on the United Nations Global Compact for Migration

Directory of Open Access Journals (Sweden)

Victor Genina

2017-09-01

• builds a cooperation-oriented, peer-review mechanism to review migration policies.    The paper has been conceived as an input for those who will take part in the negotiation of the global compact for migration, as well as those who will closely follow those negotiations. Thus, the paper assumes a level of knowledge on how international migration has been addressed within the United Nations during the last several years and of the complexities of these negotiation processes. The author took part in different UN negotiation processes on international migration from 2004 to 2013. The paper is primarily based on this experience.[4] [1] G.A. Res. 71/1, ¶ 21 (Sept. 19, 2016. [2] G.A. Res. 68/4 (Oct. 3, 2013. [3] A mixed flow, according to UNHCR (n.d., is the migratory flow comprised by both asylum seekers and migrants: “Migrants and refugees increasingly make use of the same routes and means of transport to get to an overseas destination.” [4] During that period, the author was a staff member of the Mexican delegation to the United Nations, both in Geneva and New York.

The medium as an innovation in international negotiation : an introduction

NARCIS (Netherlands)

Ulijn, J.M.; Kersten, G.E.

2004-01-01

This issue of International Negotiation addresses a new research perspective on cross-cultural and international negotiation processes – the effects of innovation. This research examines the process of negotiation in terms of the elemental human decision-making and communication acts that are

24 CFR 982.506 - Negotiating rent to owner.

Science.gov (United States)

2010-04-01

... DEVELOPMENT SECTION 8 TENANT BASED ASSISTANCE: HOUSING CHOICE VOUCHER PROGRAM Rent and Housing Assistance Payment § 982.506 Negotiating rent to owner. The owner and the family negotiate the rent to owner. At the...

Budget Time: A Gender-Based Negotiation Simulation

Science.gov (United States)

Barkacs, Linda L.; Barkacs, Craig B.

2017-01-01

This article presents a gender-based negotiation simulation designed to make participants aware of gender-based stereotypes and their effect on negotiation outcomes. In this simulation, the current research on gender issues is animated via three role sheets: (a) Vice president (VP), (b) advantaged department head, and (c) disadvantaged department…

Do Not Shoot, a Personal Negotiation

Science.gov (United States)

2010-01-01

purpose and job with us. The negotiation in this example was forced and physical in nature. Once the elder arrived with an interpreter, things were...Having worked with law enforcement, I was taught that removing the immediate threat, while utilizing the element of surprise with limited physical ...Studies AY10 Coursebook , (Maxwell AFB, AL: Air University Press, August 2009), 130-131. 2 William Zartman, "Negotiation and Conflict Resolution

COLLABORATIVE NEGOTIATIONS A SUCCESSFUL APPROACH FOR NEGOTIATING COMPLIANCE MILESTONES FOR THE TRANSITION OF THE PLUTONIUM FINISHING PLANT (PFP), HANFORD NUCLEAR RESERVATION, AND HANFORD, WASHINGTON

International Nuclear Information System (INIS)

Hebdon, J.; Yerxa, J.; Romine, L.; Hopkins, AM; Piippo, R.; Cusack, L.; Bond, R.; Wang, Oliver; Willis, D.

2003-01-01

The Hanford Nuclear Reservation is a former U. S. Department of Energy Defense Production Site. The site is currently listed on the National Priorities List of the Comprehensive Environmental Response Compensation and Liability Act of 1980 (CERCLA) and is undergoing cleanup and environmental restoration. The PFP is a former Plutonium metal production facility. The operating mission of the PFP ended with a DOE Headquarters shutdown letter in October of 1996. Generally, the receipt of a shutdown letter initiates the start of Transition (as the first step of Decommissioning) of a facility. The Hanford site is subject to the Hanford Federal Facilities Compliance Act and Consent Order (HFFCCO), an order on consent signed by the DOE, the U. S. Environmental Protection Agency, (EPA) and the Washington Department of Ecology (WDOE). Under the HFFCCO, negotiations for transition milestones begin within six months after the issuance of a shutdown order. In the case of the PFP, the Nuclear Materials disposition and stabilization activities, a DOE responsibility, were necessary as precursor activities to Transition. This situation precipitated a crisis in the negotiations between the agencies, and formal negotiations initiated in 1997 ended in failure. The negotiations reached impasse on several key regulatory and operational issues. The 1997 negotiation was characterized by a strongly positional style. DOE and the regulatory personnel took hard lines early in the negotiations and were unable to move to resolution of key issues after a year and a half. This resulted in unhappy stakeholders, poor publicity and work delays as well as wounded relationships between DOE and the regulatory community. In the 2000-2001 PFP negotiations, a completely different approach was suggested and eventually initiated: Collaborative Negotiations. The collaborative negotiation style resulted in agreement between the agencies on all key issues within 6 months of initiation. All parties were very

COLLABORATIVE NEGOTIATIONS A SUCCESSFUL APPROACH FOR NEGOTIATING COMPLIANCE MILESTONES FOR THE TRANSITION OF THE PLUTONIUM FINISHING PLANT (PFP), HANFORD NUCLEAR RESERVATION, AND HANFORD, WASHINGTON

Energy Technology Data Exchange (ETDEWEB)

Hebdon, J.; Yerxa, J.; Romine, L.; Hopkins, AM; Piippo, R.; Cusack, L.; Bond, R.; Wang, Oliver; Willis, D.

2003-02-27

The Hanford Nuclear Reservation is a former U. S. Department of Energy Defense Production Site. The site is currently listed on the National Priorities List of the Comprehensive Environmental Response Compensation and Liability Act of 1980 (CERCLA) and is undergoing cleanup and environmental restoration. The PFP is a former Plutonium metal production facility. The operating mission of the PFP ended with a DOE Headquarters shutdown letter in October of 1996. Generally, the receipt of a shutdown letter initiates the start of Transition (as the first step of Decommissioning) of a facility. The Hanford site is subject to the Hanford Federal Facilities Compliance Act and Consent Order (HFFCCO), an order on consent signed by the DOE, the U. S. Environmental Protection Agency, (EPA) and the Washington Department of Ecology (WDOE). Under the HFFCCO, negotiations for transition milestones begin within six months after the issuance of a shutdown order. In the case of the PFP, the Nuclear Materials disposition and stabilization activities, a DOE responsibility, were necessary as precursor activities to Transition. This situation precipitated a crisis in the negotiations between the agencies, and formal negotiations initiated in 1997 ended in failure. The negotiations reached impasse on several key regulatory and operational issues. The 1997 negotiation was characterized by a strongly positional style. DOE and the regulatory personnel took hard lines early in the negotiations and were unable to move to resolution of key issues after a year and a half. This resulted in unhappy stakeholders, poor publicity and work delays as well as wounded relationships between DOE and the regulatory community. In the 2000-2001 PFP negotiations, a completely different approach was suggested and eventually initiated: Collaborative Negotiations. The collaborative negotiation style resulted in agreement between the agencies on all key issues within 6 months of initiation. All parties were very

World Trade Organization Negotiations: The Doha Development Agenda

National Research Council Canada - National Science Library

Fergusson, Ian F

2008-01-01

The World Trade Organization's (WTO) Doha Development Round of multilateral trade negotiations resumed in 2007 after being suspended in July 2006 after key negotiating groups failed to break a deadlock on agricultural tariffs and subsidies...

Group Facial Width-to-Height Ratio Predicts Intergroup Negotiation Outcomes.

Science.gov (United States)

Yang, Yu; Tang, Chen; Qu, Xiaofei; Wang, Chao; Denson, Thomas F

2018-01-01

Past studies have found that the facial width-to-height ratio (FWHR) is associated with a range of traits and behaviors that are possibly important to dyadic negotiations. However, it is unknown whether the FWHR would have an impact on intergroup negotiations, which happen frequently and often have higher stakes in the real world. To examine this question, in the current study, we randomly assigned 1,337 Chinese business executives into 288 groups and they completed a multi-issue negotiation exercise against each other. Results showed that groups with larger maximum individual FWHRs achieved objectively better negotiation outcomes. We conclude that groups containing individuals with relatively large FWHRs can claim more value in negotiations between groups.

Negotiating choices

Indian Academy of Sciences (India)

Lawrence

As a child in an academic family, I always had a lot of books around and read ... Overall, though, when I look back, I can see that the dominant influence in shaping my .... many others working in India, I have often felt that one's pub- lished work tends to ... The complexities of negotiating gender and professional roles tend to ...

Supply Chain Sourcing Game: A Negotiation Exercise

Science.gov (United States)

Gumus, Mehmet; Love, Ernie C.

2013-01-01

This article introduces an exercise that simulates the negotiation process in a dynamic supply chain. The retailer and wholesaler roles are assigned to student groups who negotiate supply contracts in a number of rounds during a class period. Each group makes pricing, inventory, and ordering decision concurrently, and competes with others to…

Negotiating a deal in Iraq

International Nuclear Information System (INIS)

Fletcher, J.E.

2002-01-01

The legal and diplomatic environment surrounding oil production negotiations in Iraq was discussed with reference to the essential terms generally negotiated for upstream contracts between oil companies and the Iraqi Ministry of Oil. Legal considerations were discussed for the following upstream contracts: production sharing contracts, a risk service contract, a modified buy-back contract, a technical service contract, and a joint venture company. It was noted that negotiations in Iraq require a great amount of diplomacy as projects are very high profile and attract significant international attention. Information sharing is critical in gaining valuable government support. The main problem for interested investors in Iraq is predicting when the UN sanctions will be lifted. Once lifted, the Ministry of Oil's Development Plan is to increase oil production through the co-operative assistance of foreign oil companies. While the sanctions remain in place, Iraq is allowed to sell oil on a renewable basis every 6 months under the oil-for-food programme, which permits Iraq to spend US$600 million every 6 months for spare parts to upgrade its oil industry. 9 figs

Framework for conducting environmental assessments of trade negotiations

International Nuclear Information System (INIS)

2001-02-01

This document described the complex task of assessing the environmental impacts of trade negotiations with particular emphasis on the framework of the Strategic Environmental Assessment which the Government of Canada will conduct through a systematic process which can identify and evaluate possible and significant environmental impacts of an initiative. The objective of the assessment is to integrate environmental considerations into decision-making processes at the earliest possible stage. The first part of the framework identifies the importance of recognizing environmental considerations of trade and explains how the framework will contribute to environmental policy. The second part of the framework outlines the process and analytical requirements for conducting an environmental assessment of a trade negotiation. Environmental Assessment Committees will be formed by the Department of Foreign Affairs and International Trade, and will include representatives from federal government departments and agencies. All analyses will be conducted in four stages which will include identifying the economic effect of the negotiation, identifying the likely environmental impact of such changes, assessing the significance of the likely environmental impacts, and identifying enhancement/mitigation options to inform the negotiations. The framework is designed to be flexible enough to be used at current and future trade negotiations in the World Trade Organization, the Free Trade Area of the Americas and in bilateral Free Trade Agreements. An environmental assessment of trade negotiations is considered to be an important decision-making tool for promoting sustainable development. 16 refs., 1 tab

Moments of Negotiation

NARCIS (Netherlands)

Pieters, Jurgen

2001-01-01

'Moments of Negotiation' offers the first book-length and indepth analysis of the New Historicist reading method, which the American Shakespeare-scolar Stephen Greenblatt introduced at the beginning of the 1980s. Ever since, Greenblatt has been hailed as the prime representative of this movement,

42 CFR 137.25 - Are planning and negotiation grants available?

Science.gov (United States)

2010-10-01

... 42 Public Health 1 2010-10-01 2010-10-01 false Are planning and negotiation grants available? 137... for Participation in Self-Governance Planning Phase § 137.25 Are planning and negotiation grants... planning and negotiation grants available, an explanation of the application process for such grants, and...

Interdepartmental conflict management and negotiation in cardiovascular imaging.

Science.gov (United States)

Otero, Hansel J; Nallamshetty, Leelakrishna; Rybicki, Frank J

2008-07-01

Although the relationship between cardiologists and radiologists has a thorny history, advanced cardiac imaging technology and the promise of cardiac computed tomography are forcing both specialties back to the negotiation table. These discussions represent an opportunity for better communication, collaboration, and resource allocation. The authors address the aspects of interdepartmental conflict management and negotiation through their radiology department's ongoing efforts to provide high-quality advanced noninvasive cardiovascular imaging services at a large academic institution. The definition and causes of conflict are defined, with a specific focus on noninvasive cardiovascular imaging, followed by a description of steps used in the negotiation process. The authors encourage radiologists to entertain an open dialogue with cardiology, because in many cases, both sides can benefit. The benefits of a negotiated outcome include minimizing internal competitors, incorporating cardiologists' expertise to cardiac imaging algorithms, and more effective training opportunities.

Achieving a negotiated compensation agreement in siting: the MRS case

International Nuclear Information System (INIS)

Sigmon, E.B.

1987-01-01

Theoreticians claim that negotiated compensation plans could overcome local resistance to nuclear waste (or other less than desirable) facilities, and the Nuclear Waste Policy Act of 1982 gives the Department of Energy considerable flexibility to negotiate with and compensate states in which it locates waste storage. DOE's monitored retrievable storage (MRS) proposal is the first attempt under the NWPA to site nuclear waste operations, and both DOE and one local community tried the negotiated compensation approach with some success. State and regional leaders chose to oppose the project rather than to negotiate, however. The limited experience to date suggests that local reluctance to negotiate is a generic weakness of the compensation approach to siting and must be given greater attention

TrustBuilder2: A Reconfigurable Framework for Trust Negotiation

Science.gov (United States)

Lee, Adam J.; Winslett, Marianne; Perano, Kenneth J.

To date, research in trust negotiation has focused mainly on the theoretical aspects of the trust negotiation process, and the development of proof of concept implementations. These theoretical works and proofs of concept have been quite successful from a research perspective, and thus researchers must now begin to address the systems constraints that act as barriers to the deployment of these systems. To this end, we present TrustBuilder2, a fully-configurable and extensible framework for prototyping and evaluating trust negotiation systems. TrustBuilder2 leverages a plug-in based architecture, extensible data type hierarchy, and flexible communication protocol to provide a framework within which numerous trust negotiation protocols and system configurations can be quantitatively analyzed. In this paper, we discuss the design and implementation of TrustBuilder2, study its performance, examine the costs associated with flexible authorization systems, and leverage this knowledge to identify potential topics for future research, as well as a novel method for attacking trust negotiation systems.

An EV Charging Scheduling Mechanism Based on Price Negotiation

Directory of Open Access Journals (Sweden)

Baocheng Wang

2018-05-01

Full Text Available Scheduling EV user’s charging behavior based on charging price and applying renewable energy resources are the effective methods to release the load pressure of power grids brought about by the large-scale popularity of electric vehicles (EVs. This paper presents a novel approach for EV charging scheduling based on price negotiation. Firstly, the EV charging system framework based on price negotiation and renewable energy resources is discussed. Secondly, the price negotiation model is presented, including the initial price models and the conditions of transactions. Finally, an EV charging scheduling mechanism based on price negotiation (CSM-PN, including the price adjustment strategies of both the operator and EV users is proposed to seek a final transaction during multi-round price negotiation. Simulation results show that this novel approach can effectively improve the charging station operator’s income, reduce the EV users’ costs, and balance the load of the power grid while improving the efficiency of the EV charging system.

Annual plan of research on safety techniques against low level radioactive wastes, 1984-1988

International Nuclear Information System (INIS)

1984-01-01

The establishment of the countermeasures for treating and disposing radioactive wastes has become an important subject for promoting the utilization of atomic energy. Especially as to low level radioactive wastes, the cumulative quantity has reached about 460,000 in terms of 200 l drums as of the end of March, 1983, and accompanying the development of the utilization of atomic energy, its rapid increase is expected. So far, as for the disposal of low level radioactive wastes, the research and development and the preparation of safety criteria and safety evaluation techniques have been carried out, following the basic policy of the Atomic Energy Commission to execute land disposal and ocean disposal in combination, first to make the test disposal after preliminary safety evaluation, and to shift to the full scale disposal based on the results. The annual plan was decided on July 22, 1983, and the first revision was carried out this time, therefore, it is reported here. The basic policy of establishing this annual plan, and the annual plan for safety technique research are described. (Kako, I.)

Thirteenth annual U.S. DOE low-level radioactive waste management conference: Proceedings

Energy Technology Data Exchange (ETDEWEB)

NONE

1991-12-31

The 40 papers in this document comprise the proceedings of the Department of Energy`s Thirteenth Annual Low-Level Radioactive Waste Management Conference that was held in Atlanta, Georgia, on November 19--21, 1991. General subjects addressed during the conference included: disposal facility design; greater-than-class C low-level waste; public acceptance considerations; waste certification; site characterization; performance assessment; licensing and documentation; emerging low-level waste technologies; waste minimization; mixed waste; tracking and transportation; storage; and regulatory changes. Papers have been processed separately for inclusion on the data base.

25 CFR 89.31 - Negotiation of contract.

Science.gov (United States)

2010-04-01

... 25 Indians 1 2010-04-01 2010-04-01 false Negotiation of contract. 89.31 Section 89.31 Indians BUREAU OF INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR TRIBAL GOVERNMENT ATTORNEY CONTRACTS WITH INDIAN TRIBES Five Civilized Tribes § 89.31 Negotiation of contract. That person or governing entity recognized as having authority to act for and in behalf o...

An Automated Negotiation-based Framework via Multi-Agent System for the Construction Domain

Directory of Open Access Journals (Sweden)

Moamin Mahmoud

2015-12-01

Full Text Available In this paper, we propose an automated multi-agent negotiation framework for decision making in the construction domain. It enables software agents to conduct negotiations and autonomously make decisions. The proposed framework consists of two types of components, internal and external. Internal components are integrated into the agent architecture while the external components are blended within the environment to facilitate the negotiation process. The internal components are negotiation algorithm, negotiation style, negotiation protocol, and solution generators. The external components are the negotiation base and the conflict resolution algorithm. We also discuss the decision making process flow in such system. There are three main processes in decision making for specific projects, which are propose solutions, negotiate solutions and handling conflict outcomes (conflict resolution. We finally present the proposed architecture that enables software agents to conduct automated negotiation in the construction domain.

Communication and Negotiations as an Ssential Prerequisite for the Development of International Business

OpenAIRE

Maciukevičienė, Liuda; Pipirienė, Vida

2011-01-01

In today's global markets it is very important to understand how to communicate effectively with partners from various cultures in order to be successful in the business world. Negotiating success largely depends on: pre-negotiation of a negotiating strategy and tactics of choice and flexibility in the negotiations and the ability to make influence. The article examines the concept of negotiation in international business, makes consistent analysis of the phases of the negotiations. Negotiati...

Condom negotiation and use among female sex workers in Phnom Penh, Cambodia.

Science.gov (United States)

Bui, Thanh Cong; Markham, Christine M; Tran, Ly T H; Beasley, R Palmer; Ross, Michael W

2013-02-01

We examined condom-use negotiation strategies and condom use among 81 female sex workers (FSWs) in Phnom Penh, Cambodia. Percentages of FSWs who did not negotiate condom use or could not describe a negotiation strategy with native clients, foreign clients, and non-paying partners were 15.0, 29.0 and 67.6 %, respectively. The most common negotiation strategy used was "provision of risk information" for native clients (43.8 %) and non-paying partners (26.5 %), and "direct request" for foreign clients (39.5 %). About half could not describe more than one negotiation strategy. Consistent condom use was high with native clients (98.8 %), yet comparatively lower with foreign clients (86.9 %) and non-paying partners (26.5 %). FSWs who did not negotiate or did not know how to negotiate condom use were less likely to report condom use with non-paying regular partners. Future interventions should enhance condom negotiation strategies between FSWs and all partner types.

Instruments for public environment policies: The negotiation

International Nuclear Information System (INIS)

Sartori, S.; Squillacioti, M.T.

1990-12-01

The negotiation starts from the postulate that environmental conflicts are a standing datum in the future of our societies. Environmental instance is based in deep and not reversible manner inside the attitude and value changes and, consequently, inside the quality of life. The different hopes about the environmental consequences constitute an internal element of democratic development and it is not thinkable to ignore or neglect these diversities. With regard to this last point the inadequacy of the present legal systems must be underlined. They are constructed to settle a controversy about 'the facts' and not about 'the values'. Often some environmental disputes may last quite a few years without facing the real essence of the question. The environmental negotiation intends as a 'consensual approach' that should give more possibilities for the conflict solution. It is based on the presupposition to create the terms for final result. In comparison with the legislative acts, the direct negotiation table permits a best exploration of options and a best mobilization of technical competencies. At last, because the negotiators should live together on the basis of obtained agreement, they will have more sensibility for the problems attached to the application than the laymen, for which the process ends with the publication of the law. The strongest argumentation in favor of environmental negotiation is that it is more difficult to avoid the substantial questions as well as often happens inside the legislative acts. (author)

42 CFR 422.256 - Review, negotiation, and approval of bids.

Science.gov (United States)

2010-10-01

... 42 Public Health 3 2010-10-01 2010-10-01 false Review, negotiation, and approval of bids. 422.256... Information and Plan Approval § 422.256 Review, negotiation, and approval of bids. (a) Authority. Subject to... submitted under § 422.252 and conduct negotiations with MA organizations regarding these bids (including the...

A Framework for Argumentation-Based Negotiation

OpenAIRE

Sierra, C.; Jennings, N. R.; Noriega, P.; Parsons, S.

1997-01-01

Many autonomous agents operate in domains in which the cooperation of their fellow agents cannot be guaranteed. In such domains negotiation is essential to persuade others of the value of co-operation. This paper describes a general framework for negotiation in which agents exchange proposals backed by arguments which summarise the reasons why the proposals should be accepted.The argumentation is persuasive because the exchanges are able to alter the mental state of the agents involved. The f...

Technology development for meeting with automobiles negotiation

Energy Technology Data Exchange (ETDEWEB)

Chung, Yong Il [Korea Institute of Machinery and Materials, Seoul (Korea)

2000-06-01

The direction of technology development for meeting with automobiles negotiation is to establish a development and supply policy of automobile with the minimum mileage. Furthermore the development policy of diesel car should be promoted with the same level of gasoline engine emission and a new concept of developing clean diesel engine is needed to achieve this goal. Therefore a smoke-filtering device, developed in Korea, should be promoted for supplying and post-process technology development such as SCR and DeNox catalyzer should be promoted.

Focus Groups as Social Arenas for the Negotiation of Normativity

DEFF Research Database (Denmark)

Kristiansen, T. M.; Gronkjaer, M.

2018-01-01

Aim: This article aims to demonstrate how focus group discussions act as a social arena for the negotiation of social norms and normativity and to discuss the implications for the analysis of focus group discussions. Participants and methods: We have used sequences of group interactions from...... a focus group study on everyday life and chronic illness to demonstrate how methodological tools from conversation analysis and discursive psychology can be used to facilitate a systematic analysis of the negotiation and legitimization of social norms and normativity in focus groups. The empirical data...... consisted of six focus groups with a total of 32 participants. Results: The analysis demonstrated negotiations on normativity concerning four central aspects related to living with chronic illness: negotiating normativity about adjustment to the disease, negotiating normativity about being a dutiful...

Self-organized service negotiation for collaborative decision making.

Science.gov (United States)

Zhang, Bo; Huang, Zhenhua; Zheng, Ziming

2014-01-01

This paper proposes a self-organized service negotiation method for CDM in intelligent and automatic manners. It mainly includes three phases: semantic-based capacity evaluation for the CDM sponsor, trust computation of the CDM organization, and negotiation selection of the decision-making service provider (DMSP). In the first phase, the CDM sponsor produces the formal semantic description of the complex decision task for DMSP and computes the capacity evaluation values according to participator instructions from different DMSPs. In the second phase, a novel trust computation approach is presented to compute the subjective belief value, the objective reputation value, and the recommended trust value. And in the third phase, based on the capacity evaluation and trust computation, a negotiation mechanism is given to efficiently implement the service selection. The simulation experiment results show that our self-organized service negotiation method is feasible and effective for CDM.

Learning the „Look-at-you-go” Moment in Corporate Governance Negotiation Techniques

Directory of Open Access Journals (Sweden)

Clara VOLINTIRU

2015-06-01

Full Text Available This article explores in an interdisciplinary manner the way concepts are learned or internalized, depending on the varying means of transmission, as well as on the sequencing in which the information is transmitted. In this sense, we build on the constructivist methodology framework in assessing concept acquisition in academic disciplines, at an advanced level. We also present the evolution of certain negotiation techniques, from traditional setting, to less predictable ones. This assessment is compared to a specific Pop Culture case study in which we find an expressive representation of negotiation techniques. Our methodology employs both focus groups and experimental design to test the relative positioning of theoretical concept acquisition (TCA as opposed to expressive concept-acquisition (ECA. Our findings suggest that while expressive concept acquisition (ECA via popular culture representations enhances the students understanding of negotiation techniques, this can only happen in circumstances in which a theoretical concept acquisition (TCA is pre-existent.

An Intimate Encounter: Negotiating Subtitled Cinema

Directory of Open Access Journals (Sweden)

Niall Flynn

2016-01-01

Full Text Available The question of subtitling has received little attention in Film Studies, despite being the primary means by which foreign-language cinema is experienced. Current literature focuses on important matters of language and translation, but there are other aspects that exceed these matters when we watch subtitled films, aspects which are able to affect and move viewers without relying on explanation through translation. My paper shows how viewers have to negotiate these affective elements in order to apprehend foreign-language films, with special attention on their indeterminate characteristics that escape representation. It considers the negotiation of subtitled cinema from numerous theoretical perspectives. Gilles Deleuze’s film-philosophy is popular in Film Studies for its theoretical flows and lines of flight, but this paper engages another Deleuzian thread—one of gaps and fissure—in order to explore the indeterminate negotiations of subtitled films. But in thinking about subtitling, we also have to reconsider the constitution of media. Cinema is not just made up of individual parts; rather, it is made of many interacting media, which cannot be separated. I argue that subtitled cinema consists of multiple affective elements that go beyond the interpretive methods of language and translation, and that the practice of negotiation is one way to apprehend them. In conclusion, this article, by exploring non-linguistic issues, argues that subtitling is not simply supplementary to cinema.

Examining Cultural Intelligence and Cross-Cultural Negotiation Effectiveness

Science.gov (United States)

Groves, Kevin S.; Feyerherm, Ann; Gu, Minhua

2015-01-01

International negotiation failures are often linked to deficiencies in negotiator cross-cultural capabilities, including limited understanding of the cultures engaged in the transaction, an inability to communicate with persons from different cultural backgrounds, and limited behavioral flexibility to adapt to culturally unfamiliar contexts.…

The influence of Culture on ABMP Negotiation Parameters

NARCIS (Netherlands)

Hofstede, G.J.; Jonker, C.M.; Verwaart, D.

2010-01-01

Negotiations are known to proceed differently across cultures. A realistic agent model of international negotiations has to take cultural differences into account. This paper presents an agent-based model that tackles this challenge. The context is a trade game where commodities with a hidden

The influence of culture on ABMP negotiation parameters

NARCIS (Netherlands)

Hofstede, G.J.; Jonker, C.M.; Verwaart, T.

2011-01-01

Negotiations are known to proceed differently across cultures. A realistic agent model of international negotiations has to take cultural differences into account. This paper presents an agent-based model that tackles this challenge. The context is a trade game where commodities with a hidden

Teaching business plan negotiation : fostering entrepreneurship among business and engineering students

NARCIS (Netherlands)

Ulijn, J.M.; O'Duill, M.; Robertson, S.A.

2004-01-01

FROM PERSONAL RELATIONSHIPS to complex business dealings, negotiations are essential forms of communication. But negotiation skills are often neglected in university courses. One reason for this neglect is the difficulty of teaching negotiations effectively. Such teaching requires both an underlying

Special and Differential Treatments provisions in the TRIPs negotiations

DEFF Research Database (Denmark)

Alavi, Amin

2008-01-01

to provide the same level of IP protection, the imbalances between groups of countries in terms of their wealth, educational, and natural resources and their manufacturing capabilities mean that the equal treatment of patent protection internationally perpetuates inequalities at other levels. In reviewing...... the present state of Special and Differential Treatment negotiations as they affect the ability of some of the world's least developed nations to seek the relaxation of compulsory patent licensing norms, the author reflects the delicate balance between human need, economic power, and diplomatic nicety...

Determination of indoor radon concentration levels and the associated annual effective dose rate in some Ghanaian dwellings

International Nuclear Information System (INIS)

Nsiah-Akoto, I.

2010-01-01

Radon and its decay products in indoor air are the main source of natural internal irradiation of man. In this present work, the indoor radon concentration, the annual exposure, the annual effective dose and the annual dose equivalent to the lung received by the population were estimated in the dwellings at Dome in the Ga-East District of the Greater Accra Region, Ghana using time-integrated passive radon detectors; LR-115 Type II solid state nuclear track detector (SSNTD) technique. The primary objective of this project was to assess the annual effective dose rate due to the indoor radon concentration levels and the associated level of risk. Measurements were carried out from December 2009 to March 2010. After the 3 months exposure, the detectors were subjected to chemical etching in a 2.5M analytical grade sodium hydroxide solution at (60 ±1) o C, for 90mins in a constant temperature water bath to enlarge the latent tracks produced by alpha particles from the decay of radon. The etched tracks were magnified using the microfiche reader and counted with a tally counter. The mean indoor radon concentration was found to be (466.9±1.2) Bqm -3 and the mean annual exposure was (2.03±0.08) WLM. Assuming an indoor occupancy factor of 0.4 and 0.4 for equilibrium factor for radon indoors, we found out that the mean Rn-222 effective dose rate and the annual equivalent dose rate to the lung in the present study dwellings was (14.13±0.22)mSvy -1 and (3.74 E-07 ±3.50 E-06)Svy -1 respectively. The mean values of radon concentrations at Dome, Kwabenya, Biakpa, and South-Eastern part of Ghana, Prestea and Kassena-Nakana District in the previous research ranged from (9.4±0.5) to (518.7±4.0) Bqm -3 . The mean annual exposure, annual effective dose rate and the annual equivalent for the previous work ranged from (0.04±0.03)WLM to (0.58±0.05)WLM, (0.28±0.08) to (15.54±0.69mSvy -1 ), (8.23E-12±4.33E-07) to (4.15E-07± 1.13E-04) respectively. Odds ratios (ORs) for lung

15 CFR 930.157 - Mediation and informal negotiations.

Science.gov (United States)

2010-01-01

... 15 Commerce and Foreign Trade 3 2010-01-01 2010-01-01 false Mediation and informal negotiations. 930.157 Section 930.157 Commerce and Foreign Trade Regulations Relating to Commerce and Foreign Trade... Activities Having Interstate Coastal Effects § 930.157 Mediation and informal negotiations. The relevant...

77 FR 25658 - Negotiated Rulemaking Committee; Public Hearings

Science.gov (United States)

2012-05-01

... and available to the student via debit or another bank-provided card. We are interested in how or... DEPARTMENT OF EDUCATION 34 CFR Chapter VI [Docket ID ED-2012-OPE-0008] Negotiated Rulemaking... negotiated rulemaking committee to prepare proposed regulations for the Federal Student Aid Programs...

Recent advances in agent-based complex automated negotiation

CERN Document Server

Ito, Takayuki; Zhang, Minjie; Fujita, Katsuhide; Robu, Valentin

2016-01-01

This book covers recent advances in Complex Automated Negotiations as a widely studied emerging area in the field of Autonomous Agents and Multi-Agent Systems. The book includes selected revised and extended papers from the 7th International Workshop on Agent-Based Complex Automated Negotiation (ACAN2014), which was held in Paris, France, in May 2014. The book also includes brief introductions about Agent-based Complex Automated Negotiation which are based on tutorials provided in the workshop, and brief summaries and descriptions about the ANAC'14 (Automated Negotiating Agents Competition) competition, where authors of selected finalist agents explain the strategies and the ideas used by them. The book is targeted to academic and industrial researchers in various communities of autonomous agents and multi-agent systems, such as agreement technology, mechanism design, electronic commerce, related areas, as well as graduate, undergraduate, and PhD students working in those areas or having interest in them.

Annual report and accounts 1990/91

International Nuclear Information System (INIS)

1991-01-01

In this Annual Report for 1990/91, British Nuclear Fuels Limited (BNFL) considers the year's results financially and in terms of scientific innovation. BNFL produces nuclear fuel for all United Kingdom (UK) power stations and is thus, indirectly responsible for the 20% of electricity generated by nuclear power. Since the privatization of the electricity generating industry in the United Kingdom, nuclear power has had an unresolved financial and commercial status. BNFL has still not considered negotiations with their two UK customers, Nuclear Electric and Scottish Nuclear so accounts presented include assumptions about fixed price contracts. Public relations has become a major issue for BNFL and the work of the Sellafield Visitors Centre is described in detail. (UK)

48 CFR 215.406-3 - Documenting the negotiation.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 3 2010-10-01 2010-10-01 false Documenting the negotiation. 215.406-3 Section 215.406-3 Federal Acquisition Regulations System DEFENSE ACQUISITION REGULATIONS SYSTEM, DEPARTMENT OF DEFENSE CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION Contract Pricing 215.406-3 Documenting the...

17 CFR 200.735-7 - Negotiation for employment.

Science.gov (United States)

2010-04-01

... 17 Commodity and Securities Exchanges 2 2010-04-01 2010-04-01 false Negotiation for employment. 200.735-7 Section 200.735-7 Commodity and Securities Exchanges SECURITIES AND EXCHANGE COMMISSION... Employees and Former Members and Employees of the Commission § 200.735-7 Negotiation for employment. (a) An...

A meta-analysis on gender differences in negotiation outcomes and their moderators.

Science.gov (United States)

Mazei, Jens; Hüffmeier, Joachim; Freund, Philipp Alexander; Stuhlmacher, Alice F; Bilke, Lena; Hertel, Guido

2015-01-01

This meta-analysis investigates gender differences in economic negotiation outcomes. As suggested by role congruity theory, we assume that the behaviors that increase economic negotiation outcomes are more congruent with the male as compared with the female gender role, thereby presenting challenges for women's negotiation performance and reducing their outcomes. Importantly, this main effect is predicted to be moderated by person-based, situation-based, and task-based influences that make effective negotiation behavior more congruent with the female gender role, which should in turn reduce or even reverse gender differences in negotiation outcomes. Using a multilevel modeling approach, this meta-analysis includes 123 effect sizes (overall N = 10,888, including undergraduate and graduate students as well as businesspeople). Studies were included when they enabled the calculation of an effect size reflecting gender differences in achieved economic negotiation outcomes. As predicted, men achieved better economic outcomes than women on average, but gender differences strongly depended on the context: Moderator analysis revealed that gender differences favoring men were reduced when negotiators had negotiation experience, when they received information about the bargaining range, and when they negotiated on behalf of another individual. Moreover, gender differences were reversed under conditions of the lowest predicted role incongruity for women. In conclusion, gender differences in negotiations are contextually bound and can be subject to change. Future research is needed that investigates the underlying mechanisms of new moderators revealed in the current research (e.g., experience). Implications for theoretical explanations of gender differences in negotiation outcomes, for gender inequalities in the workplace, and for future research are discussed. PsycINFO Database Record (c) 2015 APA, all rights reserved.

A Study on the Application of Politeness Strategies in International Business Negotiation

Institute of Scientific and Technical Information of China (English)

张栋栋

2016-01-01

#%Under the influence of economic globalization, international business negotiation is becoming more and more fre-quent. Politeness principle is an important pragmatic strategy in international business negotiation, representing good cultural quality and professional ethics image. In the course of business negotiation, how to properly use politeness language and pay at-tention to politeness strategy will affect the result of negotiation.

A semantic based framework for supporting negotiation in service oriented architectures

NARCIS (Netherlands)

Comuzzi, M.; Kritikos, K.; Plebani, P.

2009-01-01

Negotiation is required before invoking a service in order to identify how the invocation must occur in terms of functional and non-functional criteria. This process is possible when all the involved parties agree on the same negotiation protocol (e.g., bilateral negotiations). Considering a Service

Teaching Business Plan Negotiation: Fostering Entrepreneurship among Business and Engineering Students

Science.gov (United States)

Ulijn, Jan M.; O'Duill, Micheal; Robertson, Stephen A.

2004-01-01

From personal relationships to complex business dealings, negotiations are essential forms of communication. But negotiation skills are often neglected in university courses. One reason for this neglect is the difficulty of teaching negotiations effectively. Such teaching requires both an underlying theoretical base and activities that provide…

An Experimental Study on Internal and External Negotiation for Trade Agreements

Directory of Open Access Journals (Sweden)

Hankyoung Sung

2017-06-01

Full Text Available This paper experimentally studies the performance of negotiation considering individual and party, like a country, share of benefit over the best ones. It experiments two-stage bargaining games, internal and external negotiations. From the experimental results, this paper shows strong tendency to select fair allocation in the internal negotiations, but the tendency would be weaker with attractive outside option. In addition, the outside option may claim difference in individual benefit. From the regressions on individual performance in the negotiations, being a proposing party would matter to enhance the performance. However, relative individual performance within party fairness matters. Still attractive no-agreement options happen to break the tendency. As policy implication for trade negotiation, this paper warns that possible loss in individual benefit from not active participation to the external negotiations, no active role of proposer in case that players stick to internal allocations, and deviation of advantageous sector due to attractive outside options.

Negotiating over bundles and prices using aggregate knowledge

NARCIS (Netherlands)

Somefun, D.J.A.; Klos, T.B.; Poutré, la J.A.; Bauknecht, K.; Bichler, M.; Pröll, B.

2004-01-01

Combining two or more items and selling them as one good, a practice called bundling, can be a very effective strategy for reducing the costs of producing, marketing, and selling goods. In this paper, we consider a form of multi-issue negotiation where a shop negotiates both the contents and the

48 CFR 852.273-71 - Alternative negotiation techniques.

Science.gov (United States)

2010-10-01

... 48 Federal Acquisition Regulations System 5 2010-10-01 2010-10-01 false Alternative negotiation techniques. 852.273-71 Section 852.273-71 Federal Acquisition Regulations System DEPARTMENT OF VETERANS AFFAIRS CLAUSES AND FORMS SOLICITATION PROVISIONS AND CONTRACT CLAUSES Texts of Provisions and Clauses 852.273-71 Alternative negotiation technique...

Effective Technique for Consistent Evaluation of Negotiation Skills

Science.gov (United States)

Page, Diana; Mukherjee, Arup

2009-01-01

Negotiation is an important managerial skill. Teaching negotiations is challenging in the class room environment because of the need to create learning experiences that enable students to practice this critical skill. However, experience of teaching this course over four years, suggests that the more difficult task is to measure student…

12 CFR 269.9 - Mediation of negotiation impasses.

Science.gov (United States)

2010-01-01

... 12 Banks and Banking 3 2010-01-01 2010-01-01 false Mediation of negotiation impasses. 269.9 Section 269.9 Banks and Banking FEDERAL RESERVE SYSTEM (CONTINUED) BOARD OF GOVERNORS OF THE FEDERAL RESERVE SYSTEM POLICY ON LABOR RELATIONS FOR THE FEDERAL RESERVE BANKS § 269.9 Mediation of negotiation...

Stair negotiation in women with fibromyalgia

Science.gov (United States)

Collado-Mateo, Daniel; Domínguez-Muñoz, Francisco J.; Olivares, Pedro R.; Adsuar, José C.; Gusi, Narcis

2017-01-01

Abstract Walking up and down stairs is a common and important activity of daily living. Women with fibromyalgia often show a reduced ability to perform this task. The objective of this study was to evaluate the test–retest reliability of stair negotiation tasks and to assess the impact of fibromyalgia symptoms on the ability to negotiate stairs. Forty-two women with fibromyalgia participated in this descriptive correlational study. The relevance of the stair negotiation (both walking up and down) was evaluated by assessing its association with the revised version of the fibromyalgia impact questionnaire (FIQ-R) and other health-related variables. Test–retest reliability was also analyzed. The main outcome measures were time spent walking up and down stairs and impact of fibromyalgia, quality of life, number of falls, weight, and lower limb strength and endurance. The intraclass correlation coefficient (ICC) for stair descent was 0.929 whereas that for ascent was 0.972. The score in these tests correlated significantly with the total score for the FIQ-R and the score for many of dimensions and symptoms: that is, physical function, overall impact of fibromyalgia, pain, energy, stiffness, restorative sleep, tenderness, self-perceived balance problems, and sensitivity. Given the importance of the stair negotiation as activity of daily living and the high reliability, both stair ascent and descent tasks may be useful as outcome measures in studies on patients with fibromyalgia. PMID:29069023

Let's Make a Deal: A Dynamic Exercise for Practicing Negotiation Skills

Science.gov (United States)

Beenen, Gerard; Barbuto, John E.

2014-01-01

Because negotiation is among the most important skills for a manager to develop, activities that can foster its development are valuable for educators. The authors present an original exercise that introduces three key concepts in negotiation: best alternative to a negotiated agreement, distributive bargaining, and integrative bargaining. They…

The Multi-Criteria Negotiation Analysis Based on the Membership Function

Directory of Open Access Journals (Sweden)

Roszkowska Ewa

2014-08-01

Full Text Available In this paper we propose a multi-criteria model based on the fuzzy preferences approach which can be implemented in the prenegotiation phase to evaluate the negotiations packages. The applicability of some multi-criteria ranking methods were discussed for building a scoring function for negotiation packages. The first one is Simple Additive Weighting (SAW technique which determines the sum of the partial satisfactions from each negotiation issue and aggregate them using the issue weights. The other one is Distance Based Methods (DBM, with its extension based on the distances to ideal or anti-ideal package, i.e. the TOPSIS procedure. In our approach the negotiator's preferences over the issues are represented by fuzzy membership functions and next a selected multi-criteria decision making method is adopted to determine the global rating of each package. The membership functions are used here as the equivalents of utility functions spread over the negotiation issues, which let us compare different type of data. One of the key advantages of the approach proposed is its usefulness for building a general scoring function in the ill-structured negotiation problem, namely the situation in which the problem itself as well as the negotiators preferences cannot be precisely defined, the available information is uncertain, subjective and vague. Secondly, all proposed variants of scoring functions produce consistent rankings, even though the new packages are added (or removed and do not result in rank reversal.

Negotiating Efficient PPP Contracts

DEFF Research Database (Denmark)

Tvarnø, Christina D.

. An opportunity the member states should consider using when procuring a PPP. This paper looks at the negotiation and contracting of a PPP in an economic theoretical and EU public procurement perspective and discusses how to establish an efficient PPP contract under a strong public law doctrine. Governments......This paper concerns Public Private Partnership (PPP) contracts in concern to the coming new 2014/24IEU public procurement directive. The new EU public procurement directive gives the public authority the opportunity to negotiate PPPs much more when they are implemented in national law...... procurement law. Furthermore, the paper seeks to establish a connection between public law, private law and the efficient PPP contract by drawing upon economic theory and empirical contract data from UK, US and Danish partnering contracts from the construction industry and the aim of contracting joint utility...

Learning as Negotiating Identities

DEFF Research Database (Denmark)

Jørgensen, Kenneth Mølbjerg; Keller, Hanne Dauer

The paper explores the contribution of Communities of Practice (COP) to Human Resource Development (HRD). Learning as negotiating identities captures the contribution of COP to HRD. In COP the development of practice happens through negotiation of meaning. The learning process also involves modes...... of belonging constitutive of our identities. We suggest that COP makes a significant contribution by linking learning and identification. This means that learning becomes much less instrumental and much more linked to fundamental questions of being. We argue that the COP-framework links learning with the issue...... of time - caught in the notion of trajectories of learning - that integrate past, present and future. Working with the learners' notion of time is significant because it is here that new learning possibilities become visible and meaningful for individuals. Further, we argue that the concept of identity...

Fighting windmills? EU industrial interest and global climate negotiations

International Nuclear Information System (INIS)

Steiner Brand, U.; Tinggaard Svendsen, G.

2003-01-01

Why has the EU been so eager to continue the climate negotiations? Can it be solely attributed to the EU feeling morally obliged to be the main initiator of continued progress on the climate change negotiations, or can industrial interests in the EU, at least partly, explain the behaviour of the EU? We suggest that the EU has a rational economic interest in forcing the technological development of renewable energy sources to get a fast-mover advantage, which will only pay if a sufficient number of countries implement sufficiently stringent GHG reductions. The Kyoto Protocol, which imposes binding reductions on 38 OECD countries, implies that, as a first-mover, the EU will be to sell the necessary new renewable technologies, most prominently wind mills, to other countries, when they ratify and implement the Kyoto target levels. In the latest EU proposal made in Johannesburg, the EU pushed for setting a target of 15% of all energy to come from sources such as windmills, solar panels and waves by 2015. Such a target would further the EU's interests globally, and could explain, in economic terms, why the EU eagerly promotes GHG trade at a global level whereas the US has left the Kyoto agreement to save the import costs of buying the EU's renewable systems. (au)

Does physical exercise improve obstacle negotiation in the elderly? A systematic review.

Science.gov (United States)

Guadagnin, Eliane C; da Rocha, Emmanuel S; Duysens, Jacques; Carpes, Felipe P

2016-01-01

Physical exercise improves walking in the elderly but much less is known about its effect on more challenged gait, such as obstacle negotiation. We conducted a systematic review to discuss the effects of regular physical exercise on kinematics and kinetics of obstacle negotiation in the elderly. A comprehensive literature search revealed 859 citations for review, whereof 206 studies entered the full-text analysis. After application of inclusion and exclusion criteria, 13 studies were included in this systematic review. Most of them presented a reasonable quality (average 0.68) but none of them reached the level of a randomized control trial. Interventions were heterogeneous, with training periods lasting from 5 days to 10 months. Studies assessed obstacle negotiation basically considering 3 types of testing paradigm, namely a walkway with either a single obstacle crossing, or with multiple obstacles, or else a treadmill with an obstacle avoidance task under time pressure. In general, longer training programs had better results and very short ones were not effective. A weekly frequency of 2-3 times was the most common among the studies showing positive effects. Regardless of exercises types performed, most of them were effective and so far, there is no consensus about the best exercise for improving obstacle negotiation. A lack of studies on this topic still is evident. Including a record of fall score can further help in deciding which programs are to be preferred. Copyright © 2016 Elsevier Ireland Ltd. All rights reserved.

The Ongoing WTO Negotiations on Agriculture: Issues and Options for Bangladesh

OpenAIRE

Donald McClatchy

2001-01-01

The negotiation on Agriculture is one of the vital components of WTO negotiation process which involved interests of the LDCs, including Bangladesh. The paper identified the interests of Bangladesh. The objective is to stimulate a discussion in turn assisting those responsible for decisions about Bangladesh’s evolving negotiating positions and strategy.

THE TPP AND TTIP TRADE AGREEMENTS: THE INTERNATIONAL NEGOTIATION PROCESS

Directory of Open Access Journals (Sweden)

Ioana GUTU

2016-03-01

Full Text Available Free trade is one of the ultimate purposes of the free trade agreements currently negotiated over the world. Two of these trials are represented by the Trans-Pacific Partnership (TPP and the Transatlantic Trade and Investment Partnership (TTIP. The common feature of these two trade deals is represented by the United States, a global actor that is making sure that it will be able to trade in best conditions on both of its geographical shores: on the Pacific and on The Atlantic. The negotiations are still ongoing, but results are expected on both sides. An important issue for the third parties, but not only, is represented by the secrecy of the negotiations undertaken and the lack of transparency shown by the negotiating Governments. If the agreements are concluded, a major global impact on trade and investments is expected, with significant positive implications for the TPP and TTIP negotiating states.

Exploring the Roles of Intermediaries in Collective Memory-Supported Electronic Negotiation: A Theoretical Framework

OpenAIRE

Nongkran Lertpittayapoom; Souren Paul

2006-01-01

Following the emergence of the Internet, electronic negotiation has become an alternative to face-to-face negotiation. The current forms of negotiation support systems (NSS) used to support many electronic negotiations offer very little support for historical negotiation data. In order to address this issue, the idea of a collective memory support in negotiations has been proposed in recent years. This article highlights the use of an online intermediary as an effective location from which co...

Collaboration in a competitive healthcare system: negotiation 101 for clinicians.

Science.gov (United States)

Clay-Williams, Robyn; Johnson, Andrew; Lane, Paul; Li, Zhicheng; Camilleri, Lauren; Winata, Teresa; Klug, Michael

2018-04-09

Purpose The purpose of this paper is to evaluate the effectiveness of negotiation training delivered to senior clinicians, managers and executives, by exploring whether staff members implemented negotiation skills in their workplace following the training, and if so, how and when. Design/methodology/approach This is a qualitative study involving face-to-face interviews with 18 senior clinicians, managers and executives who completed a two-day intensive negotiation skills training course. Interviews were transcribed verbatim, and inductive interpretive analysis techniques were used to identify common themes. Research setting was a large tertiary care hospital and health service in regional Australia. Findings Participants generally reported positive affective and utility reactions to the training, and attempted to implement at least some of the skills in the workplace. The main enabler was provision of a Negotiation Toolkit to assist in preparing and conducting negotiations. The main barrier was lack of time to reflect on the principles and prepare for upcoming negotiations. Participants reported that ongoing skill development and retention were not adequately addressed; suggestions for improving sustainability included provision of refresher training and mentoring. Research limitations/implications Limitations include self-reported data, and interview questions positively elicited examples of training translation. Practical implications The training was well matched to participant needs, with negotiation a common and daily activity for most healthcare professionals. Implementation of the skills showed potential for improving collaboration and problem solving in the workplace. Practical examples of how the skills were used in the workplace are provided. Originality/value To the authors' knowledge, this is the first international study aimed at evaluating the effectiveness of an integrative bargaining negotiation training program targeting executives, senior

Essence and resolution of international climate negotiation

Directory of Open Access Journals (Sweden)

Xiang-Wan Du

2014-09-01

Full Text Available In essence, international climate negotiation is a serious and responsible global effort, despite various conflicts, to establish a rational international climate regime. In essence, tackling climate changes is leading the globe to actualize sustainable development of all humankind along the low-carbon, green, and cyclic-development path. Thus, climate negotiation should be driving all parties to achieve a global climate regime arrangement in a constructive way. Therefore, this paper suggests focusing on the following three major recommendations: early developed countries take the lead in committing positively to absolute emission reduction; the developing countries contribute according to their abilities and stages of development; the developed countries perform real deeds using their funds and technology. Based on substantial breakthrough that would be made, progressive supplement and improvement could be accomplished through the mechanism of review and adjustment under the Convention framework. This path represents a combination of bottom-up and top-down. The ultimate way out of international climate negotiation lies in win-win cooperation. Profound reasons for China to participate proactively and practically in international climate negotiation, based on its actual conditions, are the internal wants and needs of its scientific and sustainable development, as well as the undertaking of international responsibilities as a responsible, large, developing country.

The interpersonal effects of anger and happiness in negotiations

NARCIS (Netherlands)

van Kleef, G.A.; de Dreu, C.K.W.; Manstead, A.S.R.

2004-01-01

Three experiments investigated the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, participants received information about the emotional state (anger, happiness, or none) of their opponent. Consistent with a strategic-choice

The interpersonal effects of anger and happines in negotiations

NARCIS (Netherlands)

van Kleef, G.A.; de Dreu, C.K.W.

2004-01-01

Three experiments investigated the interpersonal effects of anger and happiness in negotiations. In the course of a computer-mediated negotiation, participants received information about the emotional state (anger, happiness, or none) of their opponent. Consistent with a strategic-choice

A protocol for arguing about rejections in negotiation

NARCIS (Netherlands)

Prakken, Henry; van Veenen, J.; Parsons, S; Maudet, N; Moraitis, P; Rahwan,

2006-01-01

One form of argument-based negotiation is when agents argue about why an offer was rejected. If an agent can state a reason for a rejection of an offer, the negotiation process may become more efficient since the other agent can take this reason into account when making new offers. Also, if a reason

Negotiating a Plurilateral Agreement on Trade in Services

Directory of Open Access Journals (Sweden)

Agnes Ghibuțiu

2014-01-01

Full Text Available This paper analyses the ongoing plurilateral negotiations for a new Agreement on Trade in Services. Its aim is to answer to the following set of questions: (1 What are the motivations behind these negotiations as well as the objectives of the new plurilateral trade in services agreement? How will the architecture of the new agreement look like? (2 What are the interests involved in negotiating this new plurilateral agreement on trade in services? and (3 How will it fit into the multilateral trading system revolving around the WTO? According to the findings of the paper, the new deal that is promoted by 23 like-minded WTO Members, including the EU, is a policy response to disappointment over the protracted multilateral talks and the very impasse of the Doha Round. Yet, the stakes on negotiating an ambitious market opening for services are quite high, given the importance of services in international trade and particularly their crucial role in global production networks, that dominate nowadays global production, trade and investments.

How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer

Science.gov (United States)

Bowles, Hannah Riley; Babcock, Linda

2013-01-01

Policy makers, academics, and media reports suggest that women could shrink the gender pay gap by negotiating more effectively for higher compensation. Yet women entering compensation negotiations face a dilemma: They have to weigh the benefits of negotiating against the social consequences of having negotiated. Research shows that women are…

Conflict resolution in low-level waste facility siting

International Nuclear Information System (INIS)

English, M.R.

1989-01-01

Siting a low-level waste facility is only one part of the low-level waste management process. But it is a crucial part, a prism that focuses many of the other issues in low-level waste management. And, as the 1990 and 1992 milestones approach, siting has a urgency that makes the use of alternative dispute resolution (ADR) techniques especially appropriate, to avoid protracted and expensive litigation and to reach creative and durable solutions. Drawing upon literature in the ADR field, this paper discusses ADR techniques as they apply to low-level waste management and the groundwork that must be laid before they can be applied. It also discusses questions that can arise concerning the terms under which negotiations are carried out. The paper then give suggestions for achieving win/win negotiations. Potential objections to negotiated agreements and potential answers to those objections are reviewed, and some requisites for negotiation are given

Coalitional negotiation

OpenAIRE

Mauleon, Ana; Vannetelbosch, Vincent

1999-01-01

We develop a two-stage negotiation model to study the impact of costly inspections on both the coalition formation outcome and the per-member payoffs. In the first stage, the players are forming coalitions and inside each coalition formed the members share the coalition benefits. We adopt the largest consistent set (LCS) to predict which coalition structures are possibly stable. We also introduce a refinement,the largest cautious consistent set (LCCS). In the second stage, the inspection game...

Consensus Making in Requirements Negotiation: the communication perspective

Directory of Open Access Journals (Sweden)

Jenny Price

2005-11-01

Full Text Available When developing an Information System (IS, organizational goals of various stakeholders are commonly in direct conflict. Furthermore, individuals often rank their private objectives well over their management's directions. Recognising and reconciling all these diverse goals, and reaching agreement among the stakeholders, are prerequisite to establishing project cooperation and collaboration. This paper focuses, in particular, on the negotiation and consensus making during requirements elicitation - the earliest stages of the IS development process. As requirements elicitation involves rich communication between project stakeholders, we therefore explore negotiation and consensus making from the communication perspective. The resulting model assists our understanding of the communication factors that influence the consensus process during requirements negotiation.

Proposal to negotiate the renewal of two blanket purchase contracts for the supply of automation systems and fieldbus equipment

CERN Document Server

2005-01-01

This document concerns the renewal of two blanket purchase contracts for the supply of automation systems and fieldbus equipment for the CERN accelerators, technical services and experiments. The Finance Committee is invited to agree to the negotiation of the renewal of two blanket purchase contracts with SCHNEIDER ELECTRIC (FR) and SIEMENS SUISSE (CH) for the supply of automation systems and fieldbus equipment for a period of three years. The total annual amount covering both contracts will not exceed 3 000 000 Swiss francs, subject to revision for inflation.

31 CFR 10.31 - Negotiation of taxpayer checks.

Science.gov (United States)

2010-07-01

... 31 Money and Finance: Treasury 1 2010-07-01 2010-07-01 false Negotiation of taxpayer checks. 10.31 Section 10.31 Money and Finance: Treasury Office of the Secretary of the Treasury PRACTICE BEFORE THE INTERNAL REVENUE SERVICE Duties and Restrictions Relating to Practice Before the Internal Revenue Service § 10.31 Negotiation of taxpayer checks. ...

Understanding emotional transitions: the interpersonal consequences of changing emotions in negotiations.

Science.gov (United States)

Filipowicz, Allan; Barsade, Sigal; Melwani, Shimul

2011-09-01

Research on the interpersonal functions of emotions has focused primarily on steady-state emotion rather than on emotional transitions, the movement between emotion states. The authors examined the influence of emotional transitions on social interactions and found that emotional transitions led to consistently different outcomes than their corresponding steady-state emotions. Across 2 computer-mediated negotiations and a face-to-face negotiation, participants negotiating with partners who displayed a "becoming angry" (happy to angry) emotional transition accepted worse negotiation outcomes yet formed better relational impressions of their partners than participants negotiating with partners who displayed steady-state anger. This relationship was mediated through 2 mechanisms: attributional and emotional contagion processes. The "becoming happy" (angry to happy) emotional transition as compared with steady-state happiness was not significantly related to differences in negotiation outcomes but was significantly related to differences in relational impressions, where perceivers of the "becoming happy" emotional transition gave their partners lower relational impression ratings than perceivers of steady-state happiness. PsycINFO Database Record (c) 2011 APA, all rights reserved.

Your gain my pain? The effects of accounting information in uncertain negotiations

NARCIS (Netherlands)

Essa, Samy A.G.; Dekker, Henri C.; Groot, Tom L.C.M.

2018-01-01

Prior studies on buyer-supplier negotiations show that refined accounting information can enhance negotiation processes and outcomes. We extend these studies by considering the influence of payoff uncertainty, which is commonly present in negotiations. Payoff uncertainty can increase friction

Sixth negotiations meeting on the joint implementation of ITER

International Nuclear Information System (INIS)

Okumura, Y.

2003-01-01

During the Sixth ITER Negotiations Meeting (N6), the JA delegation reported that JA had sent a letter to China on 22 October 2002 on behalf of the ITER Negotiators in response to a letter from Mr. Liu, Vice Minister of Science and Technology of China. The Canadian delegation reported on the special informal ITER session at the IAEA Fusion Energy Conference in Lyon, France, and noted that it raised the ITER profile in a positive way. The EU delegation reported on the adoption, within the Sixth Framework Programme, of the Specific Euratom Programme, which gives an explicit basis for continuing activities in the period up to the end of 2006, including a provision of up to Euro 200 million for a possible start of ITER construction. The RF delegation reported that the ITER activities in the Russian Federation are conducted in accordance with the Federal Program (2002-2005) approved by the Russian Government. Funding for ITER activities in 2003 is expected to be on the same level as in previous years. It was reported that the mandate of the Russian delegation to participate in the Negotiations in 2003 is expected to be approved soon by the Government. The RF delegation also reported that they had received informal enquiries from the Republic of Korea about possible participation in ITER. Significant progress was also made on a wide range of other issues, including matters such as the treaty to implement ITER (the Joint Implementation Agreement - JIA), procurement allocation and the intellectual property rights that would accrue to participants in the project. The Negotiators agreed that the international organization responsible for implementing the project would be called the ITER International Fusion Energy Organization. The delegations noted the progress in developing the fifth draft of the JIA and charged the NSSG to elaborate further the JIA and Related Instruments. At the conclusion of the N6 meeting, the delegations reaffirmed their belief that the critical issues

How to manage your negotiating team.

Science.gov (United States)

Brett, Jeanne M; Friedman, Ray; Behfar, Kristin

2009-09-01

You are leading a negotiating team for your company. When you sit down with the other party, someone on your side of the table blurts out: "Just tell us--what do we need to do to get more of your business?" And in that moment, you know you've lost the upper hand. Gaffes like this are more common than most businesspeople would care to admit, management professors Brett, Friedman, and Behfar have found in their research. Even though team members are all technically on the same side, they often have different priorities and imagine different ideal outcomes: Business development just wants to close the deal. Finance is most concerned about costs. Legal is focused on patents and intellectual property. The authors recommend taking four steps, either singly or in tandem, to align those goals: Map out each person's priorities, work out conflicts directly with departments, employ a mediator if that doesn't work, and use data to resolve differences. Once you are all on the same page, you can take steps to make sure everyone is coordinated during the negotiations themselves. Try simulating the negotiation beforehand, assigning roles to team members that take advantage of their strengths, and establishing the signals you will use to communicate with one another during the session. The payoff from working as a cohesive group is clear. With access to greater expertise and the ability to assign members to specialized roles, teams can implement more-complex strategies than a sole negotiator could ever pull off.

Compliance with the annual NO 2 air quality standard in Athens. Required NO x levels and expected health implications

Science.gov (United States)

Chaloulakou, A.; Mavroidis, I.; Gavriil, I.

Recent risk assessment studies have shown that high outdoor NO 2 levels observed in residential areas contribute to increased respiratory and cardiovascular diseases and mortality. Detailed information on present NO 2 levels as well as predictions of NO 2 concentrations corresponding to reduced NO x levels in urban areas are very useful to decision and policy makers in order to protect the public health. In the present paper, monitoring stations of the Athens network are initially classified into two main groups, traffic affected and urban background, using effectively a criterion based on the ratio of annual mean NO:NO 2 concentrations. Two empirical methodologies are then considered and compared for assessing the effect of different NO x levels on the attainment of the annual NO 2 air quality standard at urban-background locations in the Athens area. An interesting finding is that these two methodologies, one more general and one both year and site dependent, give similar results for the specific study area and can be applied alternatively based on the length of available concentration time series. The results show that in order to meet the EU annual mean NO 2 objective at all the urban-background locations of the Athens area, annual NO x concentrations should be reduced to approximately 60 μg m -3, requiring NO x emission reductions of up to 30%. An analysis of the health implications of the currently observed NO 2 levels is conducted, based on a dose-response relationship, and is coupled with available health-related data for the Athens area. This analysis suggests that if NO 2 concentrations were reduced to the levels of the annual EU air quality standard, then a decrease of hospital admissions of up to 2.6% would be observed, depending on the levels of NO 2 measured at different monitoring sites of the Athens conurbation.

The alternative negotiator as the invisible third at the table : The impact of potency information

NARCIS (Netherlands)

Giebels, E.; De Dreu, C.K.W.; Van de Vliert, E.

This study explores the impact of person information about an alternative negotiator in dyadic negotiation in which one of two individuals is able to exit the negotiation to further negotiate with the alternative party. Individualistic negotiators were expected to be influenced more by information

GENIUS : An integrated environment for supporting the design of generic automated negotiators

NARCIS (Netherlands)

Lin, R.; Kraus, S.; Baarslag, T.; Tykhonov, D.; Hindriks, K.; Jonker, C.M.

2012-01-01

The design of automated negotiators has been the focus of abundant research in recent years. However, due to difficulties involved in creating generalized agents that can negotiate in several domains and against human counterparts, many automated negotiators are domain specific and their behavior

How negotiators get to yes: predicting the constellation of strategies used across cultures to negotiate conflict.

Science.gov (United States)

Tinsley, C H

2001-08-01

Individualism, hierarchy, polychronicity, and explicit-contracting values explain why managers from Germany, Japan, and the United States use a different mix of strategies to negotiate workplace conflict. Hypotheses extend prior research in showing that conflict behavior is multiply determined and that each culture uses a variety of interests, regulations, and power-based conflict management strategies. Results of actual (rather than survey-based) conflict resolution behavior suggest several fruitful avenues for future research, including examining the inferred meaning of negotiation arguments, analyzing interaction effects of cultural value dimensions, studying the effectiveness of different strategies across cultures, and examining whether strategic adjustments are made during intercultural conflict management.

Negotiation: A Tool for Change [and] Principles of Whistleblowing.

Science.gov (United States)

Taylor, Steven; And Others

These two brief papers provide guidelines for consumers, parents, and advocates in the techniques of negotiation and whistleblowing ("speaking out against illegal, immoral, and otherwise wrong practices in human services, government, and other organizational settings"). Steps for preparing to negotiate with opposing groups involve proper…

Negotiation as a Model for Teaching Public Relations Professionalism.

Science.gov (United States)

Saunders, Martha Dunagin; Perrigo, Eileen

1998-01-01

Shows that negotiation provides an effective model for teaching public relations professionalism. Describes how two professors in a public relations class used a negotiation model to teach students to simultaneously balance the two components of professionalism: ethical considerations and pragmatic, problem-solving measures. (SR)

Is stair negotiation measured appropriately in functional assessment scales?

NARCIS (Netherlands)

Iersel, M.B. van; Olde Rikkert, M.G.M.; Mulley, G.P.

2003-01-01

BACKGROUND: A decline in mobility may result in problems with the negotiation of stairs, which can potentially be hazardous. In practice, stair negotiation is an important aspect of daily living and therefore needs to be assessed carefully. METHODS: We conducted a systematic literature review to

E-Learning through gaming: Unfolding children’s negotiation skills

NARCIS (Netherlands)

Geuze, Jeroen; van den Broek, Egon; Stankov, S.; Glavinić, V.; Rosić, M.

A generic theoretical framework on teaching children to negotiate is presented, founded on Piaget’s child development and Thompson and Hastie’s negotiation theories and validated through an experiment. The framework was implemented as CLIPS knowledge base, the back-end of an Intelligent Tutoring

Evaluating Persuasion Strategies and Deep Reinforcement Learning methods for Negotiation Dialogue agents

OpenAIRE

Keizer, Simon; Guhe, Markus; Cuayáhuitl, Heriberto; Efstathiou, Ioannis; Engelbrecht, Klaus-Peter; Dobre, Mihai; Lascarides, Alexandra; Lemon, Oliver

2017-01-01

In this paper we present a comparative evaluation of various negotiation strategies within an online version of the game “Settlers of Catan”. The comparison is based on human subjects playing games against artificial game-playing agents (‘bots’) which implement different negotiation dialogue strategies, using a chat dialogue interface to negotiate trades. Our results suggest that a negotiation strategy that uses persuasion, as well as a strategy that is trained from data using Deep Reinforcem...

Behavioral aspects of negotiations on mutual security

International Nuclear Information System (INIS)

Druckman, D.; Hopmann, P.T.

1989-01-01

This article surveys theory and research about the process of international negotiation. The goal, of this paper is to apply behavioral science research to find ways to negotiate an improved mutual security regime between the nuclear superpowers that would make nuclear war less likely in the years ahead. When President John F. Kennedy presented the first nuclear arms control agreement, the Partial Nuclear Test Ban Treaty, to the U.S. public in 1963 he noted the ancient Chinese proverb: A journey of a thousand miles must begin with a single step. Just as the Partial Nuclear Test Ban Treaty represented for Kennedy the first step on the road to nuclear arms control, so the research reviewed here represents at best the first few steps in a long journey to a better understanding of how to negotiate a regime of mutual security between the nuclear superpowers

Case-based Reasoning in Conflict Negotiation in Concurrent Engineering

Institute of Scientific and Technical Information of China (English)

无

1999-01-01

Case-based reasoning (CBR) is a kind of analogous reasoning that is widely used in artificial intelligence. Conflicts are pervasive in Concurrent Engineering design environment. Conflict negotiation is necessary when conflicts occur. It is difficult to resolve conflicts due to several reasons. An approach to resolving conflicts by case-based reasoning is proposed in this paper. The knowledge representation of conflict negotiation cases, the judgment of case similarity, the retrieval model of cases, the management of case bases, and the process of case-based conflict negotiation are studied. The implementation structure of the Case-based Conflict Solving System (CCSS) is also given.

Sibling negotiation

OpenAIRE

Rufus A. Johnstone; Alexandre Roulin

2003-01-01

Current discussions of offspring begging typically assume either that it is a signal directed at parents or that it represents a form of scramble competition to gain access to them. However, offspring might also display to inform nest mates that they will contest the next food item to be delivered; in other words, begging (possibly in the absence of parents) might serve purely as a form of negotiation among siblings. Here, we develop a game-theoretical model of this possibility. We assume tha...

Beyond the syndemic: condom negotiation and use among women experiencing partner violence.

Science.gov (United States)

Peasant, Courtney; Sullivan, Tami P; Weiss, Nicole H; Martinez, Isabel; Meyer, Jaimie P

2017-04-01

HIV and sexually transmitted infections (STIs) disproportionately affect women who experience intimate partner violence (IPV). The current study (1) applied a syndemic framework to study the collective effects of problematic drug use, hazardous drinking, depression, and posttraumatic stress disorder (PTSD) on fear of condom negotiation, condom negotiation, and condom use and (2) evaluated condom negotiation (controlling for fear of condom negotiation) as a mediator of the association between syndemic severity and condom use among low-income IPV-exposed women. Participants were 158 women living in the community and experiencing ongoing IPV who completed face-to-face, computer-assisted interviews. Almost three-fourths of the participants reported problematic drug use, hazardous drinking, depression, and/or PTSD; many of these factors were correlated, indicating a syndemic. Multivariate logistic and linear regression analyses revealed associations between syndemic severity and fear of condom negotiation (OR = 1.57, p = .02), condom negotiation (β = -8.51, p = .001), and condom use (β = -8.26, p = .01). Meditation analyses identified condom negotiation as a mediator of the association between syndemic severity and condom use (effect = -6.57, SE = 2.01, [95% CI: -10.66, -2.77]). Results fill a critical gap in previous research by identifying condom negotiation as a mechanism through which this syndemic affects condom use. Prevention and intervention programs should consider addressing condom negotiation to reduce sexual risk among this high-risk population. Further, because IPV-exposed women may experience fear related to condom negotiation, it is critical that prevention and intervention efforts for this population offer skills to safely negotiate condom use, increase condom use, and reduce STI and HIV risk.

Strategic consequences of emotional misrepresentation in negotiation: The blowback effect.

Science.gov (United States)

Campagna, Rachel L; Mislin, Alexandra A; Kong, Dejun Tony; Bottom, William P

2016-05-01

Recent research indicates that expressing anger elicits concession making from negotiating counterparts. When emotions are conveyed either by a computer program or by a confederate, results appear to affirm a long-standing notion that feigning anger is an effective bargaining tactic. We hypothesize this tactic actually jeopardizes postnegotiation deal implementation and subsequent exchange. Four studies directly test both tactical and strategic consequences of emotional misrepresentation. False representations of anger generated little tactical benefit but produced considerable and persistent strategic disadvantage. This disadvantage is because of an effect we call "blowback." A negotiator's misrepresented anger creates an action-reaction cycle that results in genuine anger and diminishes trust in both the negotiator and counterpart. Our findings highlight the importance of considering the strategic implications of emotional misrepresentation for negotiators interested in claiming value. We discuss the benefits of researching reciprocal interdependence between 2 or more negotiating parties and of modeling value creation beyond deal construction to include implementation of terms. (PsycINFO Database Record (c) 2016 APA, all rights reserved).

48 CFR 36.214 - Special procedures for price negotiation in construction contracting.

Science.gov (United States)

2010-10-01

... price negotiation in construction contracting. 36.214 Section 36.214 Federal Acquisition Regulations... negotiation in construction contracting. (a) Agencies shall follow the policies and procedures in part 15 when... scope of the work. If negotiations reveal errors in the Government estimate, the estimate shall be...

48 CFR 552.219-72 - Preparation, Submission, and Negotiation of Subcontracting Plans.

Science.gov (United States)

2010-10-01

..., and Negotiation of Subcontracting Plans. 552.219-72 Section 552.219-72 Federal Acquisition Regulations... Text of Provisions and Clauses 552.219-72 Preparation, Submission, and Negotiation of Subcontracting... Negotiation of Subcontracting Plans (JUN 2005) (a) An offeror, other than a small business concern, submitting...

Modern trends of electronic trading by negotiable financial instruments

OpenAIRE

Кравчук, Ігор Святославович

2018-01-01

International negotiable financial instrument markets have a high level of electronic trading. It is displayed using the consolidated limit order book, the widening the range of trading orders, smart order routing, high speed access to the market on the basis of latency minimizing. The result of electronic trading is the development of high-frequency trading, the positive features of which are the increase of trading activity and market liquidity, and the reducing of transaction costs. The ma...

Approximating the Qualitative Vickrey Auction by a Negotiation Protocol

Science.gov (United States)

Hindriks, Koen V.; Tykhonov, Dmytro; de Weerdt, Mathijs

A result of Bulow and Klemperer has suggested that auctions may be a better tool to obtain an efficient outcome than negotiation. For example, some auction mechanisms can be shown to be efficient and strategy-proof. However, they generally also require that the preferences of at least one side of the auction are publicly known. However, sometimes it is very costly, impossible, or undesirable to publicly announce such preferences. It thus is interesting to find methods that do not impose this constraint but still approximate the outcome of the auction. In this paper we show that a multi-round multi-party negotiation protocol may be used to this end if the negotiating agents are capable of learning opponent preferences. The latter condition can be met by current state of the art negotiation technology. We show that this protocol approximates the theoretical outcome predicted by a so-called Qualitative Vickrey auction mechanism (even) on a complex multi-issue domain.

25 CFR 1000.65 - What kinds of activities do planning and negotiation grants support?

Science.gov (United States)

2010-04-01

... INDIAN SELF-DETERMINATION AND EDUCATION ACT Other Financial Assistance for Planning and Negotiation... 25 Indians 2 2010-04-01 2010-04-01 false What kinds of activities do planning and negotiation... planning and negotiation grants support? The planning and negotiation grants support activities such as...

A bargaining game analysis of international climate negotiations

Science.gov (United States)

Smead, Rory; Sandler, Ronald L.; Forber, Patrick; Basl, John

2014-06-01

Climate negotiations under the United Nations Framework Convention on Climate Change have so far failed to achieve a robust international agreement to reduce greenhouse gas emissions. Game theory has been used to investigate possible climate negotiation solutions and strategies for accomplishing them. Negotiations have been primarily modelled as public goods games such as the Prisoner's Dilemma, though coordination games or games of conflict have also been used. Many of these models have solutions, in the form of equilibria, corresponding to possible positive outcomes--that is, agreements with the requisite emissions reduction commitments. Other work on large-scale social dilemmas suggests that it should be possible to resolve the climate problem. It therefore seems that equilibrium selection may be a barrier to successful negotiations. Here we use an N-player bargaining game in an agent-based model with learning dynamics to examine the past failures of and future prospects for a robust international climate agreement. The model suggests reasons why the desirable solutions identified in previous game-theoretic models have not yet been accomplished in practice and what mechanisms might be used to achieve these solutions.

Analysis of international negotiations and trade agreements

OpenAIRE

Górriz Gonzalo, Verónica

2014-01-01

This study aims to analyze international trade agreements and negotiations. For that purpose, two agreements made by the United States are chosen to be analyzed. In the first place, the North America Free Trade Agreement (NAFTA) agreement, that was signed by the United States, Canada and Mexico in 1994 in order to create a free trade area. In addition, the Transatlantic Trade and Investment Partnership (TTIP) will be analyze, an agreement that is still being negotiated between the United Stat...

The art of negotiation. A delicate balance.

Science.gov (United States)

Rehberg, C; Sullivan, G

1997-01-01

Successful negotiation is the art of gentle persuasion, not a "winner-take-all" showdown. Accordingly, it is essential to begin the process with a positive outlook and with the goal of reaching an agreement that is acceptable to all parties involved. Although the term "opponent" is used in this article to describe the person or group with whom you are negotiating, it is not used in the adversarial context. It is important to maintain a non-adversarial relationship, to the extent possible.

Negotiation and argumentation in multi-agent systems

CERN Document Server

Lopes, Fernando

2014-01-01

Multi-agent systems (MAS) composed of autonomous agents representing individuals or organizations and capable of reaching mutually beneficial agreements through negotiation and argumentation are becoming increasingly important and pervasive.Research on both automated negotiation and argumentation in MAS has a vigorous, exciting tradition. However, efforts to integrate both areas have received only selective attention in the academia and the practitioner literature. A symbiotic relationship could significantly strengthen each area's progress and trigger new R&D challenges and prospects toward t

Differentiation, Leaders and Fairness. Negotiating Climate Commitments in the European Community

Energy Technology Data Exchange (ETDEWEB)

Ringius, Lasse

1997-12-31

This report shows that it is possible to negotiate and reach asymmetrical environmental agreements that take into account significant national dissimilarities. It is argued that analytical models and intuitively appealing model-based quantitative indicators of national circumstances can establish premises for negotiations leading to differentiated environmental agreements. While they cannot take the place of political negotiations, they help identify a formula that defines the problem in a resolvable fashion and prevent the bargaining space from expanding uncontrollably. Scholars arguing that symmetrical environmental measures are widely used because they simplify negotiations and prevent countries from pursuing extremist positions, and that salient focal points are significant in negotiation, overlook this argument. In pre-Kyoto European Community climate policy, which this report empirically examines, high transaction costs and EC member states` ability to block economically hurtful agreements were not essential issues. 54 refs., 1 fig., 7 tabs.

Negotiation as a form of persuasion: arguments in first offers.

Science.gov (United States)

Maaravi, Yossi; Ganzach, Yoav; Pazy, Asya

2011-08-01

In this article we examined aspects of negotiation within a persuasion framework. Specifically, we investigated how the provision of arguments that justified the first offer in a negotiation affected the behavior of the parties, namely, how it influenced counteroffers and settlement prices. In a series of 4 experiments and 2 pilot studies, we demonstrated that when the generation of counterarguments was easy, negotiators who did not add arguments to their first offers achieved superior results compared with negotiators who used arguments to justify their first offer. We hypothesized and provided evidence that adding arguments to a first offer was likely to cause the responding party to search for counterarguments, and this, in turn, led him or her to present counteroffers that were further away from the first offer.

Intersectional Identity Negotiation: The Case of Young Immigrant Children

Science.gov (United States)

Compton-Lilly, Catherine; Papoi, Kristin; Venegas, Patricia; Hamman, Laura; Schwabenbauer, Briana

2017-01-01

We cast our lens on intersectional networks of identity negotiated by young children in immigrant families. Although some scholars discuss identity construction, we reference identity negotiation to capture the active, strategic, and agential work that we witnessed in our study. We begin by synthesizing relevant research on children's identity…

Negotiating the voluntary siting of nuclear waste facilities

International Nuclear Information System (INIS)

Mussler, R.M.

1992-01-01

This paper discusses the Office of the Nuclear Waste Negotiator which was created by Congress with the purpose of seeking a voluntary host State or Indian tribe for a high level nuclear waste repository or monitored retrievable storage facility. Given the history of the Federal government's efforts at siting such facilities, this would appear to be an impossible mission. Since commencing operations in August 1990, the Office has accomplished perhaps more than had been expected. Some of the approaches it has taken to implementing this mission may be applicable to other endeavors

Coordinating and Negotiating Blue Nile Water Resource Development

Science.gov (United States)

Geressu, R. T.; Harou, J. J.

2016-12-01

Many countries are proposing new reservoirs in transboundary river basins world-wide that impact downstream regions. Failure to consider and incorporate multiple stakeholder interests in system design and decision making could contribute to regional disputes. Negotiated introduction of new assets and associated coordination strategies (e.g. cost and power sharing arrangements) could reduce conflict and help achieve consensus. In multi-stakeholders problems, parties are likely to prioritize performance targets differently and hence will often prefer different water system designs, stalling negotiations. An ideal solution is where individual and group benefits are maximized by allocating (exchanging) resources according to the relative preferences of stakeholders. Hence, a negotiation support mechanism should be able to incorporate stakeholder preference information. In this paper, we propose a three-step search & deliberate, elicit preferences, and search & negotiate approach for supporting negotiations in complex infrastructure-environmental systems. The approach seeks to find designs and coordination mechanisms that are more beneficial than non-cooperative actions. The proposed approach is applied to a stylized Blue Nile reservoir design problem in Ethiopia seeking to set reservoir capacity and operating rules. We consider cost and energy performance metrics for Ethiopia and energy and irrigation water supply in Sudan. We use example stakeholder (i.e., Ethiopian and Sudanese) priorities for demonstration purpose. The result is an agreed system design and coordination schemes (co-financing and power trade). The application results demonstrate that incorporating coordination strategies, such as energy trade, cost sharing, and financing in assessing transboundary reservoir development options could help find compromise designs that different parties can support.

32 CFR 644.83 - Negotiations.

Science.gov (United States)

2010-07-01

... be available. He should furnish the landowner a copy of a map indicating the boundaries of that... negotiating patterns, and keeping in mind that counteroffers must be justified as being just and reasonable...

Sea level anomaly on the Patagonian continental shelf: Trends, annual patterns and geostrophic flows

Science.gov (United States)

Saraceno, M.; Piola, A. R.; Strub, P. T.

2016-01-01

Abstract We study the annual patterns and linear trend of satellite sea level anomaly (SLA) over the southwest South Atlantic continental shelf (SWACS) between 54ºS and 36ºS. Results show that south of 42°S the thermal steric effect explains nearly 100% of the annual amplitude of the SLA, while north of 42°S it explains less than 60%. This difference is due to the halosteric contribution. The annual wind variability plays a minor role over the whole continental shelf. The temporal linear trend in SLA ranges between 1 and 5 mm/yr (95% confidence level). The largest linear trends are found north of 39°S, at 42°S and at 50°S. We propose that in the northern region the large positive linear trends are associated with local changes in the density field caused by advective effects in response to a southward displacement of the South Atlantic High. The causes of the relative large SLA trends in two southern coastal regions are discussed as a function meridional wind stress and river discharge. Finally, we combined the annual cycle of SLA with the mean dynamic topography to estimate the absolute geostrophic velocities. This approach provides the first comprehensive description of the seasonal component of SWACS circulation based on satellite observations. The general circulation of the SWACS is northeastward with stronger/weaker geostrophic currents in austral summer/winter. At all latitudes, geostrophic velocities are larger (up to 20 cm/s) close to the shelf‐break and decrease toward the coast. This spatio‐temporal pattern is more intense north of 45°S. PMID:27840784

Conflicting Perspectives in Trade and Environmental Negotiations

International Nuclear Information System (INIS)

Buchner, B.K.; Roson, R.

2002-09-01

International trade negotiations have recently tackled the issue of possible free trade restrictions, justified - among others - on the basis of environmental concerns. Also, some analyses of international environmental agreements (especially in the field of climate change) have highlighted the key role played by changes in the terms of trade in determining the cost of environmental policies. Yet, secondary effects of international trade remain disregarded in many environmental policies, whereas the introduction of environmental trade barriers has been resisted, arguing that this may hide a Trojan horse of a renewed protectionism. This paper reviews the debate on trade and the environment in the two fields of environmental and trade negotiations, highlighting the different and somewhat conflicting approach adopted in the two cases. A numerical general equilibrium model is used to illustrate how different 'perceptions' (translated in terms of alternative model closures) affect the use of instruments, the distributional impact of the various policies, and the strategic interplay between negotiators in international agreements

Conflicting Perspectives in Trade and Environmental Negotiations

Energy Technology Data Exchange (ETDEWEB)

Buchner, B.K. [Fondazione Eni Enrico Mattei FEEM, Milan (Italy); Roson, R. [Economics Department, Ca' Foscari University, Venice (Italy)

2002-09-01

International trade negotiations have recently tackled the issue of possible free trade restrictions, justified - among others - on the basis of environmental concerns. Also, some analyses of international environmental agreements (especially in the field of climate change) have highlighted the key role played by changes in the terms of trade in determining the cost of environmental policies. Yet, secondary effects of international trade remain disregarded in many environmental policies, whereas the introduction of environmental trade barriers has been resisted, arguing that this may hide a Trojan horse of a renewed protectionism. This paper reviews the debate on trade and the environment in the two fields of environmental and trade negotiations, highlighting the different and somewhat conflicting approach adopted in the two cases. A numerical general equilibrium model is used to illustrate how different 'perceptions' (translated in terms of alternative model closures) affect the use of instruments, the distributional impact of the various policies, and the strategic interplay between negotiators in international agreements.

The Effects of Communication Mode on Negotiation of Meaning and Its Noticing

Science.gov (United States)

Yuksel, Dogan; Inan, Banu

2014-01-01

This study examined the effects of communication mode ("i.e.", face to face versus computer mediated communication) on the instances of negotiation of meaning (NofM) and its level of noticing by learners. Sixty-four participants (32 dyads) completed two jigsaw tasks in two different mediums (one in each) and four days after the tasks…

Problems in the WTO Agriculture Agreement and the Current State and Prospects for Agricultural Negotiations: The Perspective of a Participant in the Uruguay Round Negotiations (Japanese)

OpenAIRE

YAMASHITA Kazuhito

2005-01-01

The World Trade Organization's dispute settlement panels and the appellate body ruled on two important agricultural cases recently, just as concerns were being raised over the excessive juridification of WTO procedures. The cases in question are the United States' subsidies on upland cotton and the European Union's export subsidies on sugar. The verdicts in the both cases were quite different from the conclusions Uruguay Round negotiators would have reached. When negotiators negotiate an agre...

Negotiation of identities in intercultural communication

Directory of Open Access Journals (Sweden)

Janík Zdeněk

2017-01-01

Full Text Available Negotiation of identities in communication entails affirming the identities we want others to recognize in us and ascription of identities we mutually assign to each other in communication. The study of intercultural communication focuses on cultural identity as the principal identity component that defines intercultural communication. In this article, the assumption that cultural group membership factors determine the context of intercultural communication is questioned. The article examines how intercultural interlocutors negotiate their identities in various intercultural interactions. The aims of the research presented in this paper are: 1 to examine which identities - cultural, personal, or social - intercultural interlocutors activate in intercultural communication; 2 to determine whether interlocutors’ intercultural communication is largely influenced by their cultural identities; 3 and to identify situations in which they activate their cultural identities (3. The research data were collected from 263 international students studying at Masaryk University in Brno in the years 2010 - 2016. Although the research results are not conclusive, they indicate that cultural identities predominate in the students’ ethnocentric views and that stereotypes constrain the students’ cultural identities and affect the negotiation of identities in intercultural communication.

Biologically-Inspired Adaptive Obstacle Negotiation Behavior of Hexapod Robots

Directory of Open Access Journals (Sweden)

Dennis eGoldschmidt

2014-01-01

Full Text Available Neurobiological studies have shown that insects are able to adapt leg movements and posture for obstacle negotiation in changing environments. Moreover, the distance to an obstacle where an insect begins to climb is found to be a major parameter for successful obstacle negotiation. Inspired by these findings, we present an adaptive neural control mechanism for obstacle negotiation behavior in hexapod robots. It combines locomotion control, backbone joint control, local leg reflexes, and neural learning. While the first three components generate locomotion including walking and climbing, the neural learning mechanism allows the robot to adapt its behavior for obstacle negotiation with respect to changing conditions, e.g., variable obstacle heights and different walking gaits. By successfully learning the association of an early, predictive signal (conditioned stimulus, CS and a late, reflex signal (unconditioned stimulus, UCS, both provided by ultrasonic sensors at the front of the robot, the robot can autonomously find an appropriate distance from an obstacle to initiate climbing. The adaptive neural control was developed and tested first on a physical robot simulation, and was then successfully transferred to a real hexapod robot, called AMOS II. The results show that the robot can efficiently negotiate obstacles with a height up to 85% of the robot's leg length in simulation and 75% in a real environment.

Design of SIP transformation server for efficient media negotiation

Science.gov (United States)

Pack, Sangheon; Paik, Eun Kyoung; Choi, Yanghee

2001-07-01

Voice over IP (VoIP) is one of the advanced services supported by the next generation mobile communication. VoIP should support various media formats and terminals existing together. This heterogeneous environment may prevent diverse users from establishing VoIP sessions among them. To solve the problem an efficient media negotiation mechanism is required. In this paper, we propose the efficient media negotiation architecture using the transformation server and the Intelligent Location Server (ILS). The transformation server is an extended Session Initiation Protocol (SIP) proxy server. It can modify an unacceptable session INVITE message into an acceptable one using the ILS. The ILS is a directory server based on the Lightweight Directory Access Protocol (LDAP) that keeps userí*s location information and available media information. The proposed architecture can eliminate an unnecessary response and re-INVITE messages of the standard SIP architecture. It takes only 1.5 round trip times to negotiate two different media types while the standard media negotiation mechanism takes 2.5 round trip times. The extra processing time in message handling is negligible in comparison to the reduced round trip time. The experimental results show that the session setup time in the proposed architecture is less than the setup time in the standard SIP. These results verify that the proposed media negotiation mechanism is more efficient in solving diversity problems.

Communication & Negotiation Skills Workshop for Women I

Science.gov (United States)

2016-03-01

This workshop is designed to provide women physics students and postdocs with the professional skills they need to effectively perform research, including: negotiating a position in academia, industry or at a national lab, interacting positively on teams and with a mentor or advisor, thinking tactically, articulating goals, enhancing their personal presence, and developing alliances. We will discuss negotiation strategies and tactics that are useful for achieving professional goals. This is a highly interactive workshop where participants are invited to bring examples of difficult professional situations to discuss.

Communication & Negotiation Skills Workshop for Women II

Science.gov (United States)

2016-03-01

This workshop is designed to provide women physics students and postdocs with the professional skills they need to effectively perform research, including: negotiating a position in academia, industry or at a national lab, interacting positively on teams and with a mentor or advisor, thinking tactically, articulating goals, enhancing their personal presence, and developing alliances. We will discuss negotiation strategies and tactics that are useful for achieving professional goals. This is a highly interactive workshop where participants are invited to bring examples of difficult professional situations to discuss.

Uncovering the features of negotiation in developing the patient-nurse relationship.

Science.gov (United States)

Stoddart, Kathleen; Bugge, Carol

2012-02-01

This article describes a study that set out to explore the interaction between patients and nurses in community practice settings, in order to understand the social meanings and understandings brought to the interaction and at play within it. The study used a grounded theory methodology with traditional procedures. Driven by constant comparative analysis, data were collected by non-participant observation and informal and semi-structured interviews in four community health centres. Eighteen patients and 18 registered practice nurses participated. Negotiation was found to be a fundamental process in patient- nurse interaction. Navigation, socio-cultural characteristics and power and control were found to be key properties of negotiation. The negotiation processes for developing understanding required patients and nurses to draw upon social meanings and understandings generated from within and beyond their current interaction. Social meanings and understandings created within and beyond the health-care setting influence negotiation. The developmental nature of negotiation in interaction is an important dimension of the patient- nurse relationship in community practice.

Three Tier Unified Process Model for Requirement Negotiations and Stakeholder Collaborations

Science.gov (United States)

Niazi, Muhammad Ashraf Khan; Abbas, Muhammad; Shahzad, Muhammad

2012-11-01

This research paper is focused towards carrying out a pragmatic qualitative analysis of various models and approaches of requirements negotiations (a sub process of requirements management plan which is an output of scope managementís collect requirements process) and studies stakeholder collaborations methodologies (i.e. from within communication management knowledge area). Experiential analysis encompass two tiers; first tier refers to the weighted scoring model while second tier focuses on development of SWOT matrices on the basis of findings of weighted scoring model for selecting an appropriate requirements negotiation model. Finally the results are simulated with the help of statistical pie charts. On the basis of simulated results of prevalent models and approaches of negotiations, a unified approach for requirements negotiations and stakeholder collaborations is proposed where the collaboration methodologies are embeded into selected requirements negotiation model as internal parameters of the proposed process alongside some external required parameters like MBTI, opportunity analysis etc.

Mid-Career Women Student Affairs Administrators with Young Children: Negotiating Life, Like Clockwork

Science.gov (United States)

Fochtman, Monica Marcelis

2010-01-01

In the existing student affairs literature about career development and work-life balance, women administrators of all professional levels and women with children of all ages have been studied together. As a result, little is known about the unique rewards and challenges that result from simultaneously negotiating the different stages of…

Impact of Information and Communication Technologies in International Negotiation Performance

OpenAIRE

Cano, Jose Alejandro; Baena, Jose Jaime

2015-01-01

Objective – This article establishes relations between the level of importance of Information and Communication Technologies (ICT), the frequency of use of these tools, and the efficiency and efficacy achieved in the international negotiation processes.Design/methodology/approach – A research study is carried out in 180 import and / or export firms in Medellin city, and the proposed relations are explained through a theoretical model. With the information obtained, correlation and comparative...

Hot or cold: is communicating anger or threats more effective in negotiation?

Science.gov (United States)

Sinaceur, Marwan; Van Kleef, Gerben A; Neale, Margaret A; Adam, Hajo; Haag, Christophe

2011-09-01

Is communicating anger or threats more effective in eliciting concessions in negotiation? Recent research has emphasized the effectiveness of anger communication, an emotional strategy. In this article, we argue that anger communication conveys an implied threat, and we document that issuing threats is a more effective negotiation strategy than communicating anger. In 3 computer-mediated negotiation experiments, participants received either angry or threatening messages from a simulated counterpart. Experiment 1 showed that perceptions of threat mediated the effect of anger (vs. a control) on concessions. Experiment 2 showed that (a) threat communication elicited greater concessions than anger communication and (b) poise (being confident and in control of one's own feelings and decisions) ascribed to the counterpart mediated the positive effect of threat compared to anger on concessions. Experiment 3 replicated this positive effect of threat over anger when recipients had an attractive alternative to a negotiated agreement. These findings qualify previous research on anger communication in negotiation. Implications for the understanding of emotion and negotiation are discussed. PsycINFO Database Record (c) 2011 APA, all rights reserved

48 CFR 15.607 - Criteria for acceptance and negotiation of an unsolicited proposal.

Science.gov (United States)

2010-10-01

... and negotiation of an unsolicited proposal. 15.607 Section 15.607 Federal Acquisition Regulations System FEDERAL ACQUISITION REGULATION CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION Unsolicited Proposals 15.607 Criteria for acceptance and negotiation of an unsolicited proposal. (a) A...

Discourse strategies in professional e-mail negotiation

DEFF Research Database (Denmark)

Jensen, Astrid

2009-01-01

The purpose of this article is to report on some of the preliminary results of an on-going study on the use of discourse strategies in e-mail negotiation. The analysis aims at showing how relations between the participants develop through the use of specific discourse strategies in their e......-mail communication which covers a period of three months, during which the relationship progresses from initial contact to on-going business. Drawing on Hyland's (2005) concept of metadiscourse combined with Charles' (1996) categories of ‘old and new relationship negotiations', this study provides insights...

A Sociotechnical Negotiation Mechanism to Support Component Markets in Software Ecosystems

Directory of Open Access Journals (Sweden)

Rodrigo Santos

2017-12-01

Full Text Available Organizations have opened up their software platforms and reusable assets to others, including partners and third-party developers around the world, creating software ecosystems (SECOs. This perspective can contribute to minimize nontechnical barriers of software reuse in industry because it explores potential benefits from the relations among companies and stakeholders. An inhibitor is the complexity in defining value for reusable assets in a scenario where producers try to meet customers’ expectations, and vice-versa. In this paper, we present a value-based mechanism to support component negotiation and socialization processes in a reuse repository in the SECO context as an extension of the Brechó-EcoSys environment. Social resources were integrated into the mechanism in order to aid component negotiation. An evaluation of the negotiation mechanism was initially performed based on an analysis of its elements and functions against critical factors in the negotiation within a SECO, identified in a previous systematic literature review. In addition, an analysis of the social resources supporting the negotiation mechanism was performed against popular sociotechnical elements for SECOs, identified in a previous survey with experts in the field. Finally, the negotiation process and the potential support provided by sociotechnical resources were investigated through an observational study where participants were engaged in some tasks playing as consumer and producers using the sociotechnical negotiation mechanism at Brechó-EcoSys environment. We concluded that sociotechnical resources (e.g., forum and tag cloud support component producers and consumers with useful information from the SECO community.

Gender differences in resources and negotiation among highly motivated physician-scientists.

Science.gov (United States)

Holliday, Emma; Griffith, Kent A; De Castro, Rochelle; Stewart, Abigail; Ubel, Peter; Jagsi, Reshma

2015-04-01

Resources, including space, equipment, funding, personnel, and protected time, are essential in academic medical careers. Negotiation often plays a key role in the distribution of these resources. This study explored gender differences in resources, negotiation behaviors, and negotiation outcomes in a sample of career development awardees. Postal survey of a cohort of 1,708 clinician-researchers with responses from 1,275 (75 % response rate). Researchers who received NIH K08 or K23 awards between 2006 and 2009. We analyzed gender differences in resources, negotiation behaviors, and negotiation outcomes, using regression models adjusted for race, K award type, K award year, degree, academic rank, specialty, and institutional funding. Over one-fifth of respondents reported inadequate access to research space and one-third had asked for increased space or equipment. Perceived adequacy of these physical resources did not differ significantly by gender, but a higher proportion of women reported inadequate access to grants administrators (34.8 %) and statistical support (49.9 %) than men (26.9 %; p = 0.002 and 43.4 %; p = 0.025, respectively). Women were more likely to have asked for reduction in clinical hours (24.1 % vs. 19.3 %; p = 0.02) and to have raised concerns about unfair treatment (50.2 % vs. 38.2 %; p negotiate for increased resources. Gender differences in perceived access to research support personnel exist even in this select cohort of K awardees. Institutions should provide appropriate training in negotiation and ensure adequate and equitable distribution of resources to promote academic success.

A Comparison on Intercultural Business Negotiations of Asia’s Four Little Dragons

Directory of Open Access Journals (Sweden)

Yu-Te Tu

2013-07-01

Full Text Available The Four Little Dragons have experienced growth rates between 5 and 10 percent over the last decade and are the recipients of the largest capital transfer in the region. Despite the enthusiasm for increased economic exchange, however, people are finding that cultural differences hinder their ability to efficiently conduct business. In this research, Casse and Deols’ model of negotiation styles are dependent variables, and cultural factors are utilized as independent variables to examine how cultural differences affect negotiation styles. Data are collected from public companies by means of an online survey, and the snowball sampling method is applied. Structural equation modeling is selected to measurehypothesized models and research hypotheses. The findings show that (1 an individualist attitude directly affects the style of negotiation; (2 nationality is a moderated variant of individualist attitude and style of negotiation; and (3 different styles of negotiation are preferred by negotiators of the Four Little Dragons. The researcher hopes this study can improve the understanding of the negotiation styles used by the Four Little Dragons and help business people develop better strategies to reap increased benefits and to maintain their competitive advantage. Additionally, a comparison can be made of the differences and similarities among the styles of negotiation used in a number of different countries, such as BRIC, or within specific regions, such as Germany. Furthermore, future studies can employ a qualitative method and other factors, such as gender or ethics to examine and add value to the current findings.

An Evolutionary Approach to the Climate Change Negotiation Game

Energy Technology Data Exchange (ETDEWEB)

Courtois, P. [CIRED and University of Paris, Paris (France); Pereau, J.C. [OEP, University of Marne-la-Vallee, Marne-la-Vallee (France); Tazdait, T. [CIRED and OEP, University of Marne-la-Vallee, Marne-la-Vallee (France)

2001-10-01

We describe in this paper an evolutionary game theoretic model aiming at representing the climate change negotiation. The model is used to examine the outcome of climate change negotiations in a framework which seeks to closely represent negotiation patterns. Evolutionary setting allows us to consider a decision making structure characterised by agents with bounded knowledge practising mimics and learning from past events and strategies. We show on that framework that a third significant alternative to the binary coordination-defection strategies needs to be considered: a unilateral commitment as precautionary strategy. As a means to widen cooperation, we examine the influence of linking environmental and trade policies via the implementation of a trade penalty on non cooperative behaviours.

An Evolutionary Approach to the Climate Change Negotiation Game

International Nuclear Information System (INIS)

Courtois, P.; Pereau, J.C.; Tazdait, T.

2001-10-01

We describe in this paper an evolutionary game theoretic model aiming at representing the climate change negotiation. The model is used to examine the outcome of climate change negotiations in a framework which seeks to closely represent negotiation patterns. Evolutionary setting allows us to consider a decision making structure characterised by agents with bounded knowledge practising mimics and learning from past events and strategies. We show on that framework that a third significant alternative to the binary coordination-defection strategies needs to be considered: a unilateral commitment as precautionary strategy. As a means to widen cooperation, we examine the influence of linking environmental and trade policies via the implementation of a trade penalty on non cooperative behaviours

48 CFR 1415.406-70 - Department of the Interior price negotiation memorandum (PNM).

Science.gov (United States)

2010-10-01

... price negotiation memorandum (PNM). 1415.406-70 Section 1415.406-70 Federal Acquisition Regulations System DEPARTMENT OF THE INTERIOR CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION Contract Pricing 1415.406-70 Department of the Interior price negotiation memorandum (PNM). (a) Policy. In...

48 CFR 915.607 - Criteria for acceptance and negotiation of an unsolicited proposal.

Science.gov (United States)

2010-10-01

... and negotiation of an unsolicited proposal. 915.607 Section 915.607 Federal Acquisition Regulations System DEPARTMENT OF ENERGY CONTRACTING METHODS AND CONTRACT TYPES CONTRACTING BY NEGOTIATION Unsolicited Proposals 915.607 Criteria for acceptance and negotiation of an unsolicited proposal. (c) DOE's cost...

Conceptual Framework of Crisis Negotiation Competency Development in Managers of Internal Affairs Bodies

Directory of Open Access Journals (Sweden)

Vakhnina V.V.

2017-11-01

Full Text Available In this article the authors examine the psychological features of the development of an integral psychological concept of crisis negotiation activities from the perspective of system-situational and reflexive approaches.This research forms the basis of a new scientific direction in legal psychology, the psychology of crisis negotiation activities of employees of internal affairs bodies, as a system of coping with and preventing crisis in negotiations.The data was collected and analysed in several stages from 1995 to 2014 and included a survey of managers of internal affairs bodies as well as a systematic analysis of the data pool of 1705 crisis situations.Basing on the analysis the authors propose a matrix of negotiations which identifies priority strategies and possible crisis zones at various stages of the negotiation process depending on the characteristics of the situation, thus helping to carry out crisis negotiations effectively.

Climate geopolitics. Negotiations, strategies, impacts

International Nuclear Information System (INIS)

Gemenne, Francois

2015-01-01

As countries are not equal in front of the climate change issue (some contribute more than the others, some will be more heavily impacted, some are more dependent on fossil energies, some could be affected by population movements related to the degradation of their environment), and as countries are to adopt measures for a more sustainable development while facing huge geopolitical challenges which affect international negotiations, this book aims at describing and analysing these issues which illustrate serious imbalances between countries. These issues relate to the development of energy policies, to geographical and demographic constraints. The author describes how the climate has become an international political issue, and a field of complex interactions with international relationships. After having recalled the origins of greenhouse gas emissions and their main expected impacts, he analyses the various responsibilities, describes these different impacts, outlines how global warming is basically unfair: the less responsible countries will be more impacted than the responsible ones. He also discusses mechanisms of international cooperation which have been implemented to address this issue: adaptation and mitigation policies, associated negotiations. He notices that the strongest mitigation efforts are, the least necessary adaptation efforts will be. He discusses the issue of financing and necessary financial and technological transfers to help southern countries in reducing their emissions without compromising their development. He highlights the current status of negotiations, their organisation, the present actors and forces, and their main point of tension

Transactional Analysis - Cultural and Educational Perspectives of Negotiations

Directory of Open Access Journals (Sweden)

Lect. Ph. D. Oana Iucu

2009-05-01

Full Text Available This study introduces the negotiation topics from one modern perspective, as an managerial, cultural and protocol structure. The traditionally orientation, psycho-social and communicational, technically and instrumentally, has been extended with one dynamic and very actual approach to the protocol procedures. Here is also analyzed principals negotiation’s components, which are frequently mentioned in handbooks of management and negotiation, from the organizational and operational its consequences point of view.

Factors associated with condom use negotiation by female sex workers in Bangladesh.

Science.gov (United States)

Alam, Nazmul; Chowdhury, Mahbub Elahi; Mridha, Malay K; Ahmed, Anisuddin; Reichenbach, Laura J; Streatfield, Peter Kim; Azim, Tasnim

2013-10-01

Negotiation for condom use by female sex workers with their male clients can enhance condom use. A cross-sectional study was conducted among 1395 female sex workers; 439 from two brothels, 442 from 30 hotels, and 514 from streets of two cities in Bangladesh to determine the predictors of condom use negotiation. Consistent condom use rates in the 7 days prior to interview were reported to be 16.2%, 21.7%, and 4.5% among the brothel, hotel, and street-based female sex workers, respectively. Overall, 28.1% of female sex workers negotiated for condom use with their clients. Participation in behaviour change communication (BCC) programmes (AOR, 1.5; 95% CI, 1.2-2.0) and self-perceived risk of human immunodeficiency virus infection (AOR, 1.8 95% CI, 1.6-2.1) were positive predictors for condom negotiation. Compared to the hotel-based female sex workers, street (AOR, 0.6; 95% CI, 0.4-0.9) and brothel-based female sex workers (AOR, 0.7; 95% CI, 0.5-0.9) were less likely to negotiate for condom use. Female sex workers in Bangladesh are at high risk for sexually transmitted infection / human immunodeficiency virus infection because of low overall negotiation for condom use. Participation in BCC programmes had positive effect on condom negotiation by female sex workers, and should be strengthened in commercial sex venues.

Floodplain conflicts: regulation and negotiation

Science.gov (United States)

Pardoe, J.; Penning-Rowsell, E.; Tunstall, S.

2011-10-01

In the continuing shift from engineered solutions towards more holistic methods of managing flood risk, spatial planning has become the primary focus of a conflict between land and water, water and people. In attempting to strike a balance between making space for water and making space for people, compromises are required. Through five case studies in the UK, this paper analyses the effectiveness of Planning Policy Statement 25 (PPS 25) and the processes of negotiation that it promotes. This assessment allows us to draw conclusions on the nature of the compromises this kind of negotiation can achieve and the implications of this for flood risk management. What emerges is that the beneficial impacts of decisions to develop floodplain areas are given a proper hearing and sensible conditions imposed, rather than arguments to prevent such development remaining unchallenged.

Floodplain conflicts: regulation and negotiation

Directory of Open Access Journals (Sweden)

J. Pardoe

2011-10-01

Full Text Available In the continuing shift from engineered solutions towards more holistic methods of managing flood risk, spatial planning has become the primary focus of a conflict between land and water, water and people. In attempting to strike a balance between making space for water and making space for people, compromises are required. Through five case studies in the UK, this paper analyses the effectiveness of Planning Policy Statement 25 (PPS 25 and the processes of negotiation that it promotes. This assessment allows us to draw conclusions on the nature of the compromises this kind of negotiation can achieve and the implications of this for flood risk management. What emerges is that the beneficial impacts of decisions to develop floodplain areas are given a proper hearing and sensible conditions imposed, rather than arguments to prevent such development remaining unchallenged.

Self-Study in Emotion Work: Organizing Chaos by Negotiating Private and Public Grief

Science.gov (United States)

Farnsworth, Megan

2016-01-01

In order to improve her practice, a teacher educator explored emotions as catalysts for teaching and learning by asking the research question, "How can I support preservice teachers' emotional intelligence (EI), as well as my own, as we negotiate the impact of strong emotions in the pedagogical environment?" Three levels of reflection…

Eighth ITER negotiations meeting (N-8)

International Nuclear Information System (INIS)

Korzhavin, V.

2003-01-01

The eighth ITER Negotiations meeting was held on 18-19 February, 2003 in St. Petersburg, Russia. The delegations of People's Republic of China and the USA joined those from Canada, The European Union, Japan and the Russian federation in their efforts to reach agreement on the implementation of the ITER project. The delegations took note of the progress of discussions on procurement allocations, ITER decommissioning issues, management structure and intellectual property rights. The Negotiators approved the report on the Joint Assessment of Specific Sites and noted the report on the start of the ITER Transitional Arrangements (ITA). The delegations also noted that China has stated its willingness to participate in ITA and that the USA is considering participation

25 CFR 166.219 - How do I acquire a permit through negotiation?

Science.gov (United States)

2010-04-01

... 25 Indians 1 2010-04-01 2010-04-01 false How do I acquire a permit through negotiation? 166.219 Section 166.219 Indians BUREAU OF INDIAN AFFAIRS, DEPARTMENT OF THE INTERIOR LAND AND WATER GRAZING PERMITS Permit Requirements Obtaining A Permit § 166.219 How do I acquire a permit through negotiation? (a) Permits may be negotiated and granted by th...

The Alliance Negotiation Scale: A psychometric investigation.

Science.gov (United States)

Doran, Jennifer M; Safran, Jeremy D; Muran, J Christopher

2016-08-01

This study investigates the utility and psychometric properties of a new measure of psychotherapy process, the Alliance Negotiation Scale (ANS; Doran, Safran, Waizmann, Bolger, & Muran, 2012). The ANS was designed to operationalize the theoretical construct of negotiation (Safran & Muran, 2000), and to extend our current understanding of the working alliance concept (Bordin, 1979). The ANS was also intended to improve upon existing measures such as the Working Alliance Inventory (WAI; Horvath & Greenberg, 1986, 1989) and its short form (WAI-S; Tracey & Kokotovic, 1989) by expanding the emphasis on negative therapy process. The present study investigates the psychometric validity of the ANS test scores and interpretation-including confirming its original factor structure and evaluating its internal consistency and construct validity. Construct validity was examined through the ANS' convergence and divergence with several existing scales that measure theoretically related constructs. The results bolster and extend previous findings about the psychometric integrity of the ANS, and begin to illuminate the relationship between negotiation and other important variables in psychotherapy research. (PsycINFO Database Record (c) 2016 APA, all rights reserved).

INSURGENT WAR, NEGOTIATION OF CONFLICT AND HISTORCAL MEMORY IN COLOMBIA

Directory of Open Access Journals (Sweden)

ARIEL ÁLVAREZ RUBIO

2017-09-01

Full Text Available This article reports an analysis based on the insurgent war and the process of negotiations undertaken between the government and the FARC. This study covers both conflict negotiation theories applied to the Colombian case as well as the results of these negotiations. Finally, some insights are made regarding the complex post-conflict scenario, covering issues such as the possible downsizing of the Armed Forces (Public Forces, demobilization and integration into society of the guerrillas of the FARC and the construction of the historical memory of the internal armed conflict in Colombian. Key words:  ·

Stereotype threat in salary negotiations is mediated by reservation salary.

Science.gov (United States)

Tellhed, Una; Björklund, Fredrik

2011-04-01

Women are stereotypically perceived as worse negotiators than men, which may make them ask for less salary than men when under stereotype threat (Kray et al., 2001). However, the mechanisms of stereotype threat are not yet properly understood. The current study investigated whether stereotype threat effects in salary negotiations can be explained by motivational factors. A total of 116 business students negotiated salary with a confederate and were either told that this was diagnostic of negotiating ability (threat manipulation) or not. Measures of minimum (reservation) and ideal (aspiration) salary goals and regulatory focus were collected. The finding (Kray et al., 2001) that women make lower salary requests than men when under stereotype threat was replicated. Women in the threat condition further reported lower aspiration salary, marginally significantly lower reservation salary and less eagerness/more vigilance than men. Reservation salary mediated the stereotype threat effect, and there was a trend for regulatory focus to mediate the effect. Thus, reservation salary partly explains why women ask for less salary than men under stereotype threat. Female negotiators may benefit from learning that stereotype threat causes sex-differences in motivation. © 2010 The Authors. Scandinavian Journal of Psychology © 2010 The Scandinavian Psychological Associations.

Patterns of feelings in face to face negotiation: a Sino-Dutch pilot study

NARCIS (Netherlands)

Ulijn, J.M.; Rutkowski, A.F.; Kumar, Rajesh; Zhu, Y.

2005-01-01

We conducted a pilot study to compare the emotions experienced by Dutch and Chinese students during a face-to-face negotiation role play. Emotions play an important role in negotiations because they influence the behaviour and judgments of negotiators The Data Printer case developed by Greenhalgh

25 CFR 1001.10 - Selection criteria for other planning and negotiating financial assistance.

Science.gov (United States)

2010-04-01

... for other financial assistance for planning and negotiating of a DOI non-BIA program, service... circumstances may planning and negotiation financial assistance be made available to tribes/consortia? At the... 25 Indians 2 2010-04-01 2010-04-01 false Selection criteria for other planning and negotiating...

Ambient radioactivity levels and radiation doses. Annual report 2011

International Nuclear Information System (INIS)

Bernhard-Stroel, Claudia; Hachenburger, Claudia; Trugenberger-Schnabel, Angela; Peter, Josef

2013-07-01

The annual report 2011 on ambient radioactivity levels and radiation doses covers the following issues: Part A: Natural environmental radioactivity, artificial radioactivity in the environment, occupational radiation exposure, radiation exposure from medical applications, the handling of radioactive materials and sources of ionizing radiation, non-ionizing radiation. Part B; Current data and their evaluation: Natural environmental radioactivity, artificial radioactivity in the environment, occupational radiation exposure, radiation exposure from medical applications, the handling of radioactive materials and sources of ionizing radiation, non-ionizing radiation. The Appendix includes Explanations of terms, radiation doses and related units, external and internal radiation exposure, stochastic and deterministic radiation effects, genetic radiation effects, induction of malignant neoplasm, risk assessment, physical units and glossary, laws, ordinances, guidelines, recommendations and other regulations concerning radiation protection, list of selected radionuclides.

Suffering Beyond Negotiation

DEFF Research Database (Denmark)

Bertelsen, Olav W.

2014-01-01

In this paper we argue that design in therapeutic domains (in a broad sense) depends on an understanding of the background for the engagement of the various users involved. It is specifically argued that an understanding of the life transforming process, or trajectory as opposed to design process...... center stage that is not based in the negotiation between rationalities. The paper draws examples from design based research projects over the last 5 years....

Personality & negotiation: a study with a new approach

OpenAIRE

Saraiva, Manuel Andrade

2014-01-01

Master of Science in Business Administration / JEL Classi cation: M10, M12 After a hiatus in the research of individual di erences within negotiation, there's been a surge of renewed interest for the past years followed by several new ndings. With an increasing trend of interdependence and strategic alliances governing the current corporate reality, negotiation is rapidly becoming a paramount element in managers daily working lives, and now more than ever there is a need to...

Persuasive negotiation for autonomous agents: A rhetorical approach

OpenAIRE

Ramchurn, S.D.; Jennings, N. R.; Sierra, C.

2003-01-01

Persuasive negotiation occurs when autonomous agents exchange proposals that are backed up by rhetorical arguments (such as threats, rewards, or appeals). The role of such rhetorical arguments is to persuade the negotiation opponent to accept proposals more readily. To this end, this paper presents a rhetorical model of persuasion that defines the main types of rhetorical particles that are used and that provides a decision making model to enable an agent to determine what type of rhetorical ...

The Art of Negotiation: What the Twenty-First Century Business Student Should Know

Science.gov (United States)

McClendon, Bill; Burke, Debra D.; Willey, Lorrie

2010-01-01

Negotiation skills are vital for concluding international treaties on subjects ranging from arms agreements, and rights in outer space to trade agreements. Yet the importance of being able to negotiate effectively is not limited to international treaties or crises situations. Using negotiation exercises represents a student-centered approach to…

From Restaurants to Board Rooms: How Initiating Negotiations Teaches Management Principles and Theory

Science.gov (United States)

Volkema, Roger J.; Kapoutsis, Ilias

2016-01-01

Negotiation is an interpersonal process common to everyday personal and professional success. Yet individuals often fail to recognize opportunities for initiating negotiations and the immediate and long-term implications of these oversights for themselves and others. This article describes a simple yet rich negotiation exercise that learners can…

Applying conceptual design to B2B sales negotiations

DEFF Research Database (Denmark)

Illi, Mikko; Ylirisku, Salu

This paper addresses the challenge of perceiving B2B sales negotiation in a manner that would open up new possibilities for the improvement of the practice. B2B sales agents work under high pressure in developing relevant and appealing proposals when negotiating for a deal with a customer. The key...... problem that will be addressed is the building of understanding of a customer’s current needs and requirements, and then trying to devise an appropriate proposal to match these. The work of the sales agents in B2B sales negotiations is highly complex, as they need to understand both the modular machinery...... on the ways in which design sense making artefacts may drive also B2B sales agents’ work....

ROMANIA’S NEGOTIATIONS WITH EUROPEAN UNION REGARDING AGRICULTURAL SECTOR

Directory of Open Access Journals (Sweden)

Eduard IONESCU

2006-01-01

Full Text Available The importance of negotiations considering the agricultural and alimentary sectors results, from the one hand from their importance in Romanian economy, from the fact that, on the results of negotiations held with EU officials depends the re-launching capacity of these sectors, of Romanian agro-alimentary market,the amendment of their contribution to general economic increase, durable rural development and population life standard improvement generally and specially to the one in rural medium. But, on the other hand, these negotiations importance is also generated by the fact that the Romania’s agriculture structural problems are hard to solve, the disequilibrium from agricultural sector are bigger compare to the ones of other states and their rectifying is more difficult.

Korea's Negotiations on Government Procurement in Telecommunications Sector: Evaluation and Lessons

Directory of Open Access Journals (Sweden)

Han-Young Lie

2004-12-01

Full Text Available KT, the major telecom service provider in Korea, was transformed into a purely private company in August 2002, in accordance with the complete divestiture of government's shares. Thereafter, KT has been entitled to manage its businesses with full degree of freedom with no government intervention or influence as long as its anti-competitive conducts are not concerned. However, it is worth noting that KT's procurement in fact is still being bound by bilateral and multilateral Government Procurement Agreements(GPAs which legally cover government or public entities only. This paper, motivated by the contradictory state of affairs, seeks to evaluate and get some lessons from the Korean government's negotiation strategies through scrutinizing its former GPAs negotiations in telecom sector and as well its recent follow-up negotiations for the exclusion of KT from them. Based upon the findings of this paper, the Korean government is generally responsible for the delay of follow-up negotiations from the perspectives as follows: first, it accepted 'Agreement' as a legal formality in the past, which is hard to modify in accordance with the change of procurement market environment; second, existing bilateral and multilateral GPAs lack the criteria for the exclusion of committed entities, while there was no such efforts made to arrange those in GPAs after taking effect; third, it lost appropriate timing to launch follow-up negotiations to exclude KT from GPAs; and finally, it lingered around in preparing negotiation leverages to turn the tables in the follow-up negotiations even after the complete privatization of KT. In this context, we could regard it as an effective and irreversible action for marking a new phase that the Korean government revised the domestic regulation affecting KT's procurement of telecom equipments around the end of 2003. What is important for the future bilateral negotiations is to target the termination of the Agreements rather than

Enhancing conflict negotiation strategies of adolescents with autism spectrum disorder using video modeling.

Science.gov (United States)

Hochhauser, M; Weiss, P L; Gal, E

2018-01-01

Adolescents with autism spectrum disorder (ASD) have particular difficulty in negotiating conflict. A randomized control trial (RCT) was carried out to determine whether the negotiation strategies of adolescents with ASD would be enhanced via a 6-week intervention based on a video modeling application. Adolescents with ASD, aged 12-18 years, were randomly divided into an intervention group (n = 36) and a non-treatment control group (n = 25). Participants' negotiating strategies prior to and following the intervention were measured using the Five Factor Negotiation Scale (FFNS; Nakkula & Nikitopoulos, 1999) and the ConflicTalk questionnaire (Kimsey & Fuller, 2003). The results suggest that video modeling is an effective intervention for improving and maintaining conflict negotiation strategies of adolescents with ASD.

The Influence of Power and Individualism-Collectivism on Negotiation Initiation

Directory of Open Access Journals (Sweden)

Roger Volkema

2016-11-01

Full Text Available Negotiation is an essential business process, with the initiation of a negotiation likely to affect how the process unfolds. Despite the fact that opportunities are often lost when one or more parties fail to initiate, initiation has until recently been overlooked in negotiation process models and research. This paper reports findings from a study that examines the effects situational/contextual factors and culture have on the initiation process (engaging a prospective counterpart, making a request, and optimizing that request, focusing specifically on relative bargaining power (a situational factor and individualism-collectivism. Higher bargaining power was found to increase the likelihood of initiation intentionality in general as well as the requesting and optimizing phases more specifically. In addition, individualism/collectivism was also found to affect initiation, with individualists more likely than collectivists to initiate a negotiation. Further, this effect was enhanced when individualists had high relative bargaining power. The theoretical and practical implications of these findings are discussed, with suggestions for future research.

Negotiating Disarmament and Demobilisation: A Descriptive Review of the Evidence

Directory of Open Access Journals (Sweden)

Robert Muggah

2013-04-01

Full Text Available Disarmament, demobilisation and reintegration (DDR are considered a mainstay of peace and stability operations. Yet, there is surprisingly limited critical examination of how they are negotiated in peace processes or grafted into peace agreements. Given the growing criticism over the design and effectiveness of DDR, it is important to take account of the ways in which it is negotiated to begin with, how it is sequenced, what is included and excluded, and the types of alternative arrangements that are intended to promote confidence among parties. Drawing on existing datasets, this article finds that provisions of DDR are present in over half of all documented comprehensive peace agreements and less than ten per cent of all peace accords, protocols and related resolutions. Moreover, conflict mediators and parties to peace talks seldom regard disarmament and demobilisation as preconditions for negotiations, wary of derailing negotiations. They are nevertheless key considerations in relation to wider security sector transformation and transitional justice in the aftermath of war.

Negotiation as a means of developing and implementing health and safety policy

OpenAIRE

Caldart, Charles C.; Ashford, Nicholas Askounes

1998-01-01

In the health, safety, and environmental area, negotiated rulemaking, implementation, and compliance are proposed by their advocates as delivering two primary benefits: reduced rulemaking time and decreased litigation over a final agency rule. The experience to date, however, indicates that negotiated rulemaking cannot be relied upon to deliver either of these benefits. Nonetheless, experience indicates that negotiation can, in appropriate circumstances, facilitate a better understanding of i...

El Proceso de Negociacion del TLC entre Colombia y Estados Unidos / The Negotiation Process of the Colombia-United States Free Trade Agreement

Directory of Open Access Journals (Sweden)

Laura Cristina Silva.

2007-06-01

Full Text Available This article explores the negotiation process of the Free Trade Agreement between Colombia and the USA. It analyzes the actions and tactics developed by the actors (members of the Government and the Congress, entrepreneurs, civil society, as well as the political context, in order to identify the Colombian negotiation strategy and study its effectiveness. This means evaluating how well the government manage to reconcile the negotiation with the counterpart and with the domestic actors. The conclusion shows that, although President Alvaro Uribe got enough support from Colombian Congress and entrepreneurs, his diplomatic strategy was not efficient because it ignored not only the USA domestic policy, but also Ecuador’s and Peru’s. The analysis is supported on the “two-level games” model, which explains the connections between domestic policy and diplomacy in international negotiations.

Using a Corporate Partnership to Enhance Learning in a Sourcing Negotiation Role-play

Science.gov (United States)

Hartley, Janet L.; Eboch, Karen; Gilberg, Jonathan

2017-01-01

Although role-plays can be effective teaching tools for buyer-supplier negotiation, learning can be somewhat limited because typically novices are negotiating with each other. We describe how we collaborated with a corporate partner, CACI International, to develop and implement a repeatable sourcing and negotiation role-play that helps to address…

Annual plan of research on safety techniques against low level radioactive wastes, FY1994-FY1999

International Nuclear Information System (INIS)

1994-01-01

The safety research on the disposal of low level radioactive waste has been promoted based on the annual plan decided by the committee on radiative waste safety regulation of the Nuclear Safety Commission. Hereafter, the disposal of low level radioactive waste in ocean is never selected. As to the subjects of the safety research which should be carried out for five years from 1994, the necessity, the contents of research, the organs that carry out the research and so on were deliberated, and the results are made into the annual plan, therefore, it is reported. The way of thinking on the safety research, the contents for which efforts should be exerted as the safety research, and the matters to which attention should be paid are shown. As for the annual plan of safety research, the necessity and the outline of the safety research on the disposal in strata, the concrete subjects and their contents, and the necessity and the outline of the safety research on the reuse, the concrete subjects and their contents are reported. The radioactive waste is those produced by the operation of nuclear reactor facilities, those containing TRU nuclides and RI waste. (K.I.)

77 FR 14016 - General Services Administration Acquisition Regulation; Preparation, Submission, and Negotiation...

Science.gov (United States)

2012-03-08

..., Submission, and Negotiation of Subcontracting Plans; Correction AGENCY: General Services Administration (GSA..., Preparation, Submission, and Negotiation of Subcontracting Plans; Correction. Correction In the information...

Negotiating Conventions and Creating Community

DEFF Research Database (Denmark)

Cole, Alexander Sasha; Barberá-Tomás, David

2014-01-01

This article examines the processes of negotiation and institution building through which transnational networks of learning are fashioned. It does so by examining the case of the European animation industry and the activity of an association, Cartoon, which facilitated the development of common ...

Department's Negotiated Rulemaking Process for Gainful Employment. Final Audit Report.

Science.gov (United States)

US Department of Education, 2012

2012-01-01

The Department of Education (Department) is required to use negotiated rulemaking to develop proposed regulations for programs authorized under Title IV of the Higher Education Act of 1965, as amended (HEA). Under negotiated rulemaking, the Department works to develop the proposed regulations in collaboration with representatives of the parties…

Price negotiation of coal to be loaded in 1989

Energy Technology Data Exchange (ETDEWEB)

Senmura, Akira (Institute of Energy Economics, Tokyo (Japan))

1989-06-01

The Institute of Energy Economics summarized the negotiated prices for coals to be loaded in 1989 for coke making coal and non coking coal. In order to suppress the price increase of coke making coal as low as possible, five iron making companies where Nippon Steel and Kawasaki Steel are the center, started to negotiate from US showing lower markup requirement and decided to increase the price from $1.65 to $2. They agreed to increase the price for Australian coal as follows: $3.5 for coke making coal, $5.5 for slightly coking coal, $4.5 for weakly coking coal and further they contracted with $3.5 markup and $3.5 markup for China and USSR coals from December, 1988 to March, 1989. The negotiation for non coking coal started from USSR similarly and agreed with $3 markup for USSR coal, $5.3 markup for South African coal, and $3.5 markup for Australian coal but the negotiation is performing to China coal on Australian basis. The Australian share for non coking coal is higher, that is, 70% and therefore Japanese power generating companies are promoting to import non coking coal from US for the competition. 5 tabs.

TRANSPARENCY IN ELECTRONIC BUSINESS NEGOTIATIONS – EVIDENCE BASED ANALYSIS

Directory of Open Access Journals (Sweden)

Radoslav Delina

2014-12-01

Full Text Available Purpose: In current economy, where ICT plays a crucial role for being competitive and effective, businesses are facing higher pressures of flexibility and efficiency than ever before. Transparency is often considered as a suitable mechanism for better market prices and more efficient market environment. Electronic business environment provides the possibility to set up more transparent environment and bring higher competitiveness and efficiency on the market. The paper analyse the impact of transparency on prices in e-procurement.Methodology: Reverse auctions are considered as transparent tool simulating in partial level real competition. Together, it allows to examine several levels of transparency set up in auction negotiation process. The impact of transparency on final prices was analysed on real data using relation based analysis were different situations of transparency set up is compared against achieved final price.Findings: Research results based on real data shows, that generally, the transparency in electronic reverse auction can lead to more negative prices agreed by purchasers as current scientific and commercial promotions.Research limitation: Significance of research results is limited due to still low readiness and skills of e-procurers. The validation of results is needed to realized within longer period of time and from environments with different level of e-readiness. Together, it reveal that transparency is more complex issue where the significance of transparency can reveal its sense in some specific situations on the market and negotiation.Value of paper: Evidenced based research reveal some controversy results which support new scientific efforts in microeconomics and socio-economic impact of ICT fields. Together, it affects real practitioners in way how to use and perceive claimed impact of reverse auction solutions.

Proceedings of the Third Annual Information Meeting DOE Low-Level Waste-Management Program

Energy Technology Data Exchange (ETDEWEB)

Large, D.E.; Lowrie, R.S.; Stratton, L.E.; Jacobs, D.G. (comps.)

1981-12-01

The Third Annual Participants Information Meeting of the Low-Level Waste Management Program was held in New Orleans, Louisiana, November 4-6, 1981 The specific purpose was to bring together appropriate representatives of industry, USNRC, program management, participating field offices, and contractors to: (1) exchange information and analyze program needs, and (2) involve participants in planning, developing and implementing technology for low-level waste management. One hundred seven registrants participated in the meeting. Presentation and workshop findings are included in these proceedings under the following headings: low-level waste activities; waste treatment; shallow land burial; remedial action; greater confinement; ORNL reports; panel workshops; and summary. Forty-six papers have been abstracted and indexed for the data base.

Proceedings of the Third Annual Information Meeting DOE Low-Level Waste-Management Program

International Nuclear Information System (INIS)

Large, D.E.; Lowrie, R.S.; Stratton, L.E.; Jacobs, D.G.

1981-12-01

The Third Annual Participants Information Meeting of the Low-Level Waste Management Program was held in New Orleans, Louisiana, November 4-6, 1981 The specific purpose was to bring together appropriate representatives of industry, USNRC, program management, participating field offices, and contractors to: (1) exchange information and analyze program needs, and (2) involve participants in planning, developing and implementing technology for low-level waste management. One hundred seven registrants participated in the meeting. Presentation and workshop findings are included in these proceedings under the following headings: low-level waste activities; waste treatment; shallow land burial; remedial action; greater confinement; ORNL reports; panel workshops; and summary. Forty-six papers have been abstracted and indexed for the data base

Persuasion through negotiation

OpenAIRE

Elosua, Miguel

2013-01-01

A building about to be demolished near the ancient town of Ciqikou (磁器口). The process of expropriation forces authorities to negotiate with the residents on a case-by-case basis. In this photo, some residents have already left apartments vacant, while others still remain in their homes wishing to better their compensation package. The gentrification of the neighbourhood is guaranteed since high prices will force most, if not all, former residents to move out of the community.

International negotiations about reducing the emission of greenhouse gases

International Nuclear Information System (INIS)

Lepage, C.

1999-01-01

It is high time Europe proposed concrete actions within the framework of Kyoto negotiations. Europe should participate to negotiations actively, otherwise a non-efficient agreement could be applied. At Kyoto it was decided that licences for releasing greenhouse gases could be exchanged between countries but not between firms. The global efficiency and success of such a system requires to involve firms and polluters more directly. (A.C.)

Mediation With Muscle: Understanding When Mediators Commit Resources to Civil War Negotiations

Science.gov (United States)

2015-12-01

unified and cohesive as to allow its negotiators to act without extensive consensus building and persuasion among their own side—certain elements will...UNDERSTANDING WHEN MEDIATORS COMMIT RESOURCES TO CIVIL WAR NEGOTIATIONS by Michael D. Caplan December 2015 Thesis Advisor: T. Camber Warren Second Reader... NEGOTIATIONS 5. FUNDING NUMBERS 6. AUTHOR(S) Michael D. Caplan 7. PERFORMING ORGANIZATION NAME(S) AND ADDRESS(ES) Naval Postgraduate School Monterey, CA

The Impact of Team Characteristics on the Course and Outcome of Intergroup Price Negotiations

NARCIS (Netherlands)

Backhaus, K.; van Doorn, J.; Wilken, R.

2008-01-01

Purpose and Methodology. Both academic research and managerial practice devote attention to the topic of negotiation, and price negotiations have particular salience in business relations. Despite frequent negotiations between buying and selling centers in practice, the impact of team

Realizing Conflict, Negotiation, and Cooperation Concepts in the Context of International Water Courses

Science.gov (United States)

Dinar, Ariel; McKinney, Daene

2010-01-01

In this paper we offer a negotiation and cooperative game theory application to international water in the classroom. A simulation game was developed for the Aral Sea water dispute as part of a textbook prepared for teaching a diverse group of students a graduate-level International Water course. A condensed version of the Aral Sea Basin water…

50 CFR 600.755 - Establishment of a fishery negotiation panel.

Science.gov (United States)

2010-10-01

... 50 Wildlife and Fisheries 8 2010-10-01 2010-10-01 false Establishment of a fishery negotiation panel. 600.755 Section 600.755 Wildlife and Fisheries FISHERY CONSERVATION AND MANAGEMENT, NATIONAL OCEANIC AND ATMOSPHERIC ADMINISTRATION, DEPARTMENT OF COMMERCE MAGNUSON-STEVENS ACT PROVISIONS Fishery Negotiation Panels § 600.755 Establishment of a...

COLLECTIVE NEGOTIATIONS--IMPLICATIONS FOR RESEARCH.

Science.gov (United States)

OHM, ROBERT E.

THE AUTHOR STATES THAT CONFLICT, CONTROL, AND BARGAINING ARE PRIMARY ELEMENTS FOR RELEVANT THEORY AND RESEARCH ON COLLECTIVE TEACHER NEGOTIATION. COLLECTIVE ACTIVITY BY TEACHERS IS ATTRIBUTED TO THEIR INCREASED PROFESSIONALIZATION AND IS REGARDED AS AN ORGANIZATIONAL RESPONSE GENERATED BY AN EMERGING MANAGERIAL-PROFESSIONAL-BUREAUCRATIC…

Complex negotiations: the lived experience of enacting agency after a stroke.

Science.gov (United States)

Bergström, Aileen L; Eriksson, Gunilla; Asaba, Eric; Erikson, Anette; Tham, Kerstin

2015-01-01

This qualitative, longitudinal, descriptive study aimed to understand the lived experience of enacting agency, and to describe the phenomenon of agency and the meaning structure of the phenomenon during the year after a stroke. Agency is defined as making things happen in everyday life through one's actions. This study followed six persons (three men and three women, ages 63 to 89), interviewed on four separate occasions. Interview data were analysed using the Empirical Phenomenological Psychological method. The main findings showed that the participants experienced enacting agency in their everyday lives after stroke as negotiating different characteristics over a span of time, a range of difficulty, and in a number of activities, making these negotiations complex. The four characteristics described how the participants made things happen in their everyday lives through managing their disrupted bodies, taking into account their past and envisioning their futures, dealing with the world outside themselves, and negotiating through internal dialogues. This empirical evidence regarding negotiations challenges traditional definitions of agency and a new definition of agency is proposed. Understanding clients' complex negotiations and offering innovative solutions to train in real-life situations may help in the process of enabling occupations after a stroke.

Negotiating for more: the multiple equivalent simultaneous offer.

Science.gov (United States)

Heller, Richard E

2014-02-01

Whether a doctor, professional baseball manager, or a politician, having successful negotiation skills is a critical part of being a leader. Building upon prior journal articles on negotiation strategy, the author presents the concept of the multiple equivalent simultaneous offer (MESO). The concept of a MESO is straightforward: as opposed to making a single offer, make multiple offers with several variables. Each offer alters the different variables, such that the end result of each offer is equivalent from the perspective of the party making the offer. Research has found several advantages to the use of MESOs. For example, using MESOs, an offer was more likely to be accepted, and the counterparty was more likely to be satisfied with the negotiated deal. Additional benefits have been documented as well, underscoring why a prepared radiology business leader should understand the theory and practice of MESO. Copyright © 2014 American College of Radiology. Published by Elsevier Inc. All rights reserved.

Use of the Legal-Institutional Analysis Model to assess hydropower licensing negotiations

Science.gov (United States)

Burkardt, N.; Lamb, B.L.; Lamb, B.L.; Garcia de Jalon, D.; Sabaton, C.; Souchon, Y.; Tamai, N.; Robinette, H.R.; Waddle, T.J.; Brinson, A.

2003-01-01

In the United States, the Federal Energy Regulatory Commission (FERC) is responsible for issuing or renewing licenses for hydropower projects owned and operated by power companies. During the licensing process, these companies are required to consult with agencies and other parties that are affected by project operating regimes. Typical participants include state and federal fish and wildlife agencies, environmental interest groups, and the FERC. One of the most difficult tasks facing participants is to reach agreement about what kinds of environmental conditions should be placed on license. Researchers at the United States Geological Survey developed a model to analyze the institutional context of natural resource disputes. The Legal-Institutional Analysis Model (LIAM) is a computerized model that allows an analyst to determine the likely behavior of each organization in a conflict. The model also analyzes the types and levels of negotiating power held by each organization. Researchers at the USGS have used the model in several cases involving hydropower license applications. To use the model, they facilitate workshops for stakeholder groups in order to develop a shared understanding of the likely obstacles and opportunities for successful resolution of the issues. This allows a systematic workshop analyses to develop strategies for successful negotiations, because they are able to better understand the negotiation problem and work more effectively with both their allies and their competitors.

Local negotiation on compensation siting of the spent nuclear fuel repository in Finland

International Nuclear Information System (INIS)

Kojo, Matti

2007-01-01

The aim of the paper is to analyse the local negotiation process between the Municipality of Eurajoki and the nuclear power company Teollisuuden Voima (TVO) and the nuclear waste management company Posiva Oy. The aim of the negotiations was to find an acceptable form of compensation for siting a spent nuclear fuel repository in Olkiluoto, Finland. The paper includes background information on the siting process in Finland, the local political setting in the Municipality of Eurajoki and a description of the negotiation process. The analysis of the negotiations on compensation is important for better understanding the progress of the Finnish siting process. The paper describes the picture of the contest to host the spent nuclear fuel repository. It also provides more information on the relationship between the Municipality of Eurajoki and the power company TVO. The negotiations on compensation and the roles of various players in the negotiations have not been studied in detail because the minutes of the Vuojoki liaison group were not available before the decision of the Supreme Administrative Court in May 2006. (author)

Quick overview of the General State of Play of UNFCCC negotiations after Poznan

International Nuclear Information System (INIS)

Guerin, E.

2008-01-01

Very few concrete results were expected to come out of Poznan, given the intermediary nature of this Conference (a year after Bali, and a year before the final deal in Copenhagen), and given the political context in the United States (the current Bush administration was still at the negotiating table, but with no mandate to negotiate). The cornerstone of Poznan was to find an agreement on the 2009 work programme, especially on two issues: the mandate given to the incoming AWG-LCA Chair, Mr. Michael Zammit Cutajar (Malta), to write his two first negotiating texts, and the possibility to organize an additional session. Agreement on these two issues was found quite easily during informal consultations. In fact, one might even argue that agreement on these issues was found too quickly, leaving Ministers with nothing to negotiate, except for two very tricky issues: the share of proceeds and the Adaptation Fund (see point 3). Nevertheless this agreement, especially on the two first negotiating texts, successfully paves the way for the entrance of the Parties into full negotiating mode in 2009. (author)

Country Stakes in Climate Change Negotiations. Two Dimensions of Vulnerability

International Nuclear Information System (INIS)

Buys, P.; Deichmann, U.; Meisner, C.; That, Thao Ton; Wheeler, D.

2007-01-01

Using a comprehensive geo-referenced database of indicators relating to global change and energy, the paper assesses countries' likely attitudes with respect to international treaties that regulate carbon emissions. The authors distinguish between source and impact vulnerability and classify countries according to these dimensions. The findings show clear differences in the factors that determine likely negotiating positions. This analysis and the resulting detailed, country level information help to explain the incentives required to make the establishment of such agreements more likely.

A Reinforcement Learning Approach to Improve the Argument Selection Effectiveness in Argumentation-based Negotiation

OpenAIRE

Amandi, Analia Adriana; Monteserin, Ariel José

2016-01-01

Argument selection is considered the essence of the strategy in argumentation-based negotiation. An agent, which is arguing during a negotiation, must decide what arguments are the best to persuade the opponent. In fact, in each negotiation step, the agent must select an argument from a set of candidate arguments by applying some selection policy. Following this policy, the agent observes some factors of the negotiation context, for instance: trust in the opponent and expected utility of the...

GATS Mode 4 Negotiation and Policy Options

Directory of Open Access Journals (Sweden)

Kil-Sang Yoo

2004-06-01

Full Text Available This study reviews the characteristics and issues of GATS Mode 4 and guesses the effects of Mode 4 liberalization on Korean economy and labor market to suggest policy options to Korea. Mode 4 negotiation started from the trade perspective, however, since Mode 4 involves international labor migration, it also has migration perspective. Thus developed countries, that have competitiveness in service sector, are interested in free movement of skilled workers such as intra-company transferees and business visitors. On the other hand, developing countries, that have little competitiveness in service sector, are interested in free movement of low-skilled workers. Empirical studies predict that the benefits of Mode 4 liberalization will be focused on developed countries rather than developing countries. The latter may suffer from brain drain and reduction of labor supply. Nevertheless developed countries are reluctant to Mode 4 negotiation because they can utilize skilled workers from developing countries by use of their own temporary visa programs. They are interested in Mode 4 related with Mode 3 in order to ease direct investment and movement of natural persons to developing countries. Regardless of the direction of a single undertaking of Mode 4 negotiation, the net effects of Mode 4 liberalization on Korean economy and labor market may be negative. The Korean initial offer on Mode 4 is the same as the UR offer. Since Korean position on Mode 4 is most defensive, it is hard to expect that Korean position will be accepted as the single undertaking of Mode 4 negotiation. Thus Korea has to prepare strategic package measures to minimize the costs of Mode 4 liberalization and improve competitiveness of service sector.

Preference Elicitation and Negotiation in a Group Recommender System

OpenAIRE

Álvarez Márquez , Jesús ,; Ziegler , Jurgen

2015-01-01

International audience; We present a novel approach to group recommender systems that better takes into account the social interaction in a group when formulating, discussing and negotiating the features of the item to be jointly selected. Our approach provides discussion support in a collaborative preference elicitation and negotiation process. Individual preferences are continuously aggregated and immediate feedback of the resulting recommendations is provided. We also support the last stag...

Analysis of combat casualties admitted to the emergency department during the negotiation of the comprehensive Colombian process of peace.

Science.gov (United States)

Ordoñez, Carlos A; Manzano Nunez, Ramiro; Parra, Michael W; Herrera, Juan Pablo; Naranjo, Maria Paula; Escobar, Sara Sofia; Badiel, Marisol; Morales, Monica; Cevallos, Cecibel; Bayona, Juan G; Sanchez, Alvaro Ignacio; Puyana, Juan Carlos; García, Alberto F

2017-12-30

Our objective was to describe the variations in casualties admitted to the emergency department during the period of the negotiation of the comprehensive peace agreement in Colombia between 2011 and 2016. A retrospective study of all hostile military casualties managed at a regional Level I trauma center from January 2011 to December 2016. Patients were subsequently divided into two groups: those seen before the declaration of the process of peace truce (November 2012) and those after (negotiation period). Variables were compared with respect to periods. A total of 448 hostile casualties were registered. There was a gradual decline in the number of admissions to the emergency department during the negotiation period. The number of soldiers suffering blast and rifle injuries also decreased over this period. In 2012 there were nearly 150 hostile casualties' admissions to the ER. This number decreased to 84, 63, 32 and 6 in 2013, 2014, 2015 and 2016 respectively. Both, the proportion of patients with an ISS ≥9 and admitted to the intensive care unit were significantly higher in the period before peace negotiation. From August to December/2016 no admissions of war casualties were registered. We describe a series of soldiers wounded in combat that were admitted to the emergency department before and during the negotiation of the Colombian process of peace. Overall, we found a trend toward a decrease in the number of casualties admitted to the emergency department possibly in part, as a result of the period of peace negotiation.

41 CFR 102-75.900 - What is a negotiated sale for economic development purposes?

Science.gov (United States)

2010-07-01

... sale for economic development purposes? 102-75.900 Section 102-75.900 Public Contracts and Property... negotiated sale for economic development purposes? A negotiated sale for economic development purposes means... community's economic benefit. This type of negotiated sale is acceptable where the expected public benefits...

A bilateral and multi-issue negotiation framework to support a supply chain of construction industry

Directory of Open Access Journals (Sweden)

Fernando Schramm

2013-12-01

Full Text Available Any interaction involving individuals, whose objectives are conflicting with each other, may establish a negotiation process. In a negotiation, each party should develop his/her own strategy and, normally, a win-lose vision is frequently adopted. The main consequence of this behavior is a result, in which both parties lose, especially when the negotiation involves more than one aspect, such as negotiations resulting from purchases of material for construction industry, where aspects like price, quality and lead-time should be considered. Most of the negotiation involving construction industry adopts a win-lose vision; and, commonly, only the issue price is considered. The goal of this paper is to propose a framework to support negotiations between two parties (buyer and seller in the supply chain of construction industry. The combination of a win-win strategy with a multicriteria analysis produces a best compromise solution for both parties. A simulation of negotiation using realistic data is presented.

WTO — The knowledge deficit in trade negotiations | CRDI - Centre ...

International Development Research Centre (IDRC) Digital Library (Canada)

The ferocity of negotiations in the World Trade Organization (WTO) was on display again at the Fifth WTO Ministerial Conference, held in Cancún, Mexico from September 10 to 14. The intensity of the negotiations reflects more than a clash of opinions about free trade. It gives expression to a deep and dangerous power ...

Motivated information processing, strategic choice, and the quality of negotiated agreement

NARCIS (Netherlands)

De Dreu, Carsten K W; Beersma, Bianca; Stroebe, Katherine; Euwema, Martin C.

The authors tested a motivated information-processing model of negotiation: To reach high joint outcomes, negotiators need a deep understanding of the task, which requires them to exchange information and to process new information systematically. All this depends on social motivation, epistemic

Motivated information processing, strategic choice, and the quality of negotiated agreement

NARCIS (Netherlands)

De Dreu, CKW; Beersma, B; Stroebe, K; Euwema, MC

The authors tested a motivated information-processing model of negotiation: To reach high joint outcomes, negotiators need a deep understanding of the task, which requires them to exchange information and to process new information. systematically. All this depends on social motivation, epistemic

An Agent Architecture for Multi-Attribute Negotiation Using Incomplete Preference Information

NARCIS (Netherlands)

Jonker, C.M.; Robu, V.; Treur, J.

2007-01-01

A component-based generic agent architecture for multi-attribute (integrative) negotiation is introduced and its application is described in a prototype system for negotiation about cars, developed in cooperation with, among others, Dutch Telecom KPN. The approach can be characterized as cooperative

Assessment of the requirements for DOE's annual report to congress on low-level radioactive waste

International Nuclear Information System (INIS)

1987-10-01

The Low-level Radioactive Waste Policy Amendments Act of 1985 (PL99-240; LLRWPAA) requires the Department of Energy (DOE) to ''submit to Congress on an annual basis a report which: (1) summarizes the progress of low-level waste disposal siting and licensing activities within each compact region, (2) reviews the available volume reduction technologies, their applications, effectiveness, and costs on a per unit volume basis, (3) reviews interim storage facility requirements, costs, and usage, (4) summarizes transportation requirements for such wastes on an inter- and intra-regional basis, (5) summarizes the data on the total amount of low-level waste shipped for disposal on a yearly basis, the proportion of such wastes subjected to volume reduction, the average volume reduction attained,, and the proportion of wastes stored on an interim basis, and (6) projects the interim storage and final disposal volume requirements anticipated for the following year, on a regional basis (Sec. 7(b)).'' This report reviews and assesses what is required for development of the annual report specified in the LLRWPAA. This report addresses each of the subject areas set out in the LLRWPAA

1988 coal price negotiation

Energy Technology Data Exchange (ETDEWEB)

Senmura, Akira

1988-12-01

In the negotiation on raw coal price for 1988, which began at the end of 1987, Australia requested price rise of 4 - 5 dollars for the reason of rise of Australian dollars, conditions of mines, price drop in the past five years, and world supply/demand of coal. Japan insisted to maintain the price of preceding year. The talk ended in a dead lock which could last a long time. Negotiation on the Canadian coal price also encountered difficulties but an agreement was obtained in March as Japan accepted the increased price. After which, Japan and Australia agreed to raise the price by 2.90 dollars and an increase over last year. Producing countries also requested a wide price rise as 7.50 dollars for general coal, making in this area very difficult to progress. Finally, they agreed to raise the price by 6.30 dollars and the electric power utility in Japan responded by importing of U.S. coal, which has a lower heat output but is also cheaper. It depends on Australia for 70% of coal supply but started to diversify the source. 3 tabs.

A theory of international bioethics: the negotiable and the non-negotiable.

Science.gov (United States)

Baker, Robert

1998-09-01

The preceding article in this issue of the Kennedy Institute of Ethics Journal presents the argument that "moral fundamentalism," the position that international bioethics rests on "basic" or "fundamental" moral prinicples that are universally accepted in all eras and cultures, collapses under a variety of multicultural and postmodern critiques. The present article looks to the contractarian tradition of Hobbes and Locke -- as reinterpreted by David Gauthier, Robert Nozick, and John Rawls -- for an alternative justification for international bioethics. Drawing on the central themes of this tradition, it is argued that international bioethics can be rationally reconstructed as a negotiated moral order that respects culturally and individually defined areas of nonnegotiability. Further, the theory of a negotiated moral order is consistent with traditional ideals about human rights, is flexible enough to absorb the genuine insights of multiculturalism and postmodernism, and yet is strong enough to justify transcultural and transtemporal moral judgments, including the condemnation of the Nazi doctors at Nuremberg. This theory also is consistent with the history of the ethics of human subjects experimentation and offers insights into current controversies such as the controversy over changing the consent rule for experiments in emergency medicine and the controversy over exempting certain clinical trials of inexpensive treatments for preventing the perinatal transmission of AIDS from the ethical standards of the sponsoring country.

Offer and Acceptance and the Dynamics of Negotiations: Arguments for Contract Theory from Negotiation Studies

NARCIS (Netherlands)

E. Pannebakker (Ekaterina)

2013-01-01

textabstractThe doctrine of offer and acceptance forms the basis of the rules of contract formation in most western legal systems. However, if parties enter into elaborate negotiations, these rules may become difficult to apply. This paper addresses the application of the doctrine of offer and

Development process of negotiation and countermeasure of industry

Energy Technology Data Exchange (ETDEWEB)

Han, Sang Myung [Daewoo Motor, Inchon (Korea)

2000-06-01

Starting the reduction negotiation with ACEA in 1997, EU has concluded the voluntary reduction goal to 140 g/km by 2008, 25% of the level of 1995, in December 1998. This reduction plan should be achieved by a development of new technology that satisfies automobile safety or environmental regulation. The passive achievement such as a model mix of compact car, which has relatively small CO{sub 2} emission, cannot be accepted by EU as a voluntary reduction effort. To expand and maintain Korean automobile market in Europe, Korean automobile industry should invest continuously on developing technology that can improve mileage as well as maintaining price competitiveness.

Negotiating the Curriculum. Tutors and Students. Coombe Lodge Working Paper. Information Bank Number 1968.

Science.gov (United States)

Brace, Diane

This working paper presents guidelines for negotiating learning contracts between tutors and postsecondary students enrolled in a vocational program. The first two sections discuss the general rationale for negotiating curricula and the specific benefits of conducting such negotiations with students over the age of 16. Addressed next is the…

Analysis on the Tariff Cut Formula in the WTO’s Negotiation on Agriculture

Directory of Open Access Journals (Sweden)

Yoo Cheul Song

1999-12-01

Full Text Available The agricultural sector, which is Korea's most sensitive sector, is supposed to resume its negotiation by the end of 1999 according to WTO's Agreement on Agriculture. As Korea needs to propose in the negotiation of tariff reduction a device by which exceptional measures on sensitive sectors can be allowed, it is important to establish some application method of tariff cut in advance. As no specific form of tariff reduction has yet been established, this study tries to apply to agriculture different tariff cut methods proposed in the course of GATT/WTO negotiation and to analyze the merits and shortcomings of each form of tariff reduction. In this way, it will lay a strong foundation for designing a negotiation scheme that will give Korea a favorable position in future tariff negotiation. The results of study show that UR method is considered as the most favorable method for Korea. It is desirable for Korea to actively take initiatives in next negotiation by developing and proposing its own tariff reduction scheme that would probably result in the adoption of a form of tariff cut favorable to Korea.

INVESTIGATING WHAT ROMANIAN IT RECRUITERS AND EMPLOYEES VALUE WHEN THEY NEGOTIATE EMPLOYMENT CONTRACT

Directory of Open Access Journals (Sweden)

Anca Maria CLIPA

2017-12-01

Full Text Available When negotiating, people have economic as well noneconomic, subjective concerns. This study is an exploratory investigation into the objective and subjective factors influencing employment contract negotiations and the willingness to interact in future business negotiations in the case of Romanian IT employees and recruiters. The study draws on qualitative data collection and analysis methods, i.e. semi-structured interviews with 10 participants, projective techniques and content analysis. At the time, 5 of the participants held recruitment and contracting HR roles, and 5 were working as employees (programmers, business analysts, IT project managers. They all had a recent working contract negotiation experience (less than one year ago in the IT industry. Using the principles of corpus linguistics and the methods specific to discourse and critical discourse analysis, our study highlights some of the factors taken into account by Romanian IT employees and recruiters in employment contract negotiations.

78 FR 17234 - Negotiated Service Agreement

Science.gov (United States)

2013-03-20

... (DFS) Negotiated Service Agreement (NSA) to the market dominant product list.\\1\\ After a [[Page 17235... dominant product list.\\2\\ On March 8, 2013, the Postal Service filed an amendment to the DFS NSA with the...

A spatial web/agent-based model to support stakeholders' negotiation regarding land development.

Science.gov (United States)

Pooyandeh, Majeed; Marceau, Danielle J

2013-11-15

Decision making in land management can be greatly enhanced if the perspectives of concerned stakeholders are taken into consideration. This often implies negotiation in order to reach an agreement based on the examination of multiple alternatives. This paper describes a spatial web/agent-based modeling system that was developed to support the negotiation process of stakeholders regarding land development in southern Alberta, Canada. This system integrates a fuzzy analytic hierarchy procedure within an agent-based model in an interactive visualization environment provided through a web interface to facilitate the learning and negotiation of the stakeholders. In the pre-negotiation phase, the stakeholders compare their evaluation criteria using linguistic expressions. Due to the uncertainty and fuzzy nature of such comparisons, a fuzzy Analytic Hierarchy Process is then used to prioritize the criteria. The negotiation starts by a development plan being submitted by a user (stakeholder) through the web interface. An agent called the proposer, which represents the proposer of the plan, receives this plan and starts negotiating with all other agents. The negotiation is conducted in a step-wise manner where the agents change their attitudes by assigning a new set of weights to their criteria. If an agreement is not achieved, a new location for development is proposed by the proposer agent. This process is repeated until a location is found that satisfies all agents to a certain predefined degree. To evaluate the performance of the model, the negotiation was simulated with four agents, one of which being the proposer agent, using two hypothetical development plans. The first plan was selected randomly; the other one was chosen in an area that is of high importance to one of the agents. While the agents managed to achieve an agreement about the location of the land development after three rounds of negotiation in the first scenario, seven rounds were required in the second

B2B Negotiation Support: the need for a communication perspective

NARCIS (Netherlands)

Weigand, H.; Schoop, M.; Moor, A. de; Dignum, F.P.M.

2003-01-01

Negotiation support is an important challenge for business-to-business e-commerce that is still poorly supported in current information systems. One reason is that negotiation processes are much harder to formalize than the business processes in the fulfilment phase. The goal of this paper is to

Negotiating Ideologies about Teaching Writing in a High School English Classroom

Science.gov (United States)

Vetter, Amy; Myers, Joy; Hester, Madison

2014-01-01

More research needs to examine how novice teachers successfully negotiate multiple ideologies with others in ways that allow them to construct preferred teaching identities. This qualitative study addressed that need by investigating how one high school English teacher negotiated contradictory ideologies related to writing instruction at her…

Impaired Curve Negotiation in Drivers with Parkinson’s Disease

Directory of Open Access Journals (Sweden)

Ergun Y Uç

2009-03-01

Full Text Available OBJECTIVE: To assess the ability to negotiate curves in drivers with Parkinson’s disease (PD. METHODS: Licensed active drivers with mild-moderate PD (n= 76; 65 male, 11 female and elderly controls (n= 51; 26 male, 25 female drove on a simulated 2-lane rural highway in a high-fidelity simulator scenario in which the drivers had to negotiate 6 curves during a 37-mile drive. The participants underwent motor, cognitive, and visual testing before the simulator drive. RESULTS: Compared to controls, the drivers with PD had less vehicle control and driving safety, both on curves and straight baseline segments, as measured by significantly higher standard deviation of lateral position (SDLP and lane violation counts. The PD group also scored lower on tests of motor, cognitive, and visual abilities. In the PD group, lower scores on tests of motion perception, visuospatial ability, executive function, postural instability, and general cognition, as well as a lower level of independence in daily activities predicted low vehicle control on curves. CONCLUSION: Drivers with PD had less vehicle control and driving safety on curves compared to controls, which was associated primarily with impairments in visual perception and cognition, rather than motor function

The negotiation of exploration and production and sharing agreements in Libya

Energy Technology Data Exchange (ETDEWEB)

MacGillivray, B. [PanCanadian Energy Services, Calgary, AB (Canada)

2002-07-01

The renewed interest in obtaining oil and gas exploration rights in Libya can be attributed to the suspension of United Nations sanctions against Libya and the return of US corporations to the basin. Several exploration and production companies, including Canadian companies, are considering Libya as an investment opportunity, given its relative stability. This paper describes one experience in negotiating an Exploration and Production Sharing Agreement (EPSA) in Libya, with particular attention to exploration rights, rather than field development or reactivation rights. Petroleum rights in Libya are granted through a contract directly between the host government and the exploration company, via an EPSA between the National Oil Corporation of Libya and the foreign exploration company. EPSA provides the specific requirements to the foreign company for the exploration concession. Petroleum rights in Libya are similar to those granted in other countries. The foreign company assumes all exploration risks in exchange for a share of production. Concessions in Libya are acquired through direct negotiations with the National Oil Corporation. The paper describes how EPSA negotiations are conducted in Libya with reference to the number of blocks available for bidding, the negotiation of a work program, negotiation of fiscal terms, and negotiation of the EPSA itself. Some of the relevant terms contained in the agreement are also described, including the contractual term, the minimum work obligations, regulation and control of contractor activity, and cost sharing and production splitting. The paper also describes some of the other provisions noted in the EPSA including taxation, title to capital property, force majeure, governing language, and local personnel. Other points regarding oil and gas exploration in Libya are also discussed, including US sanctions which affect Canadian companies doing business in Libya, the use of consultants, and the role that local counsel plays in

The American experience of negotiable permits to combat air pollution

International Nuclear Information System (INIS)

Gros, Ch.

2001-01-01

Negotiable permits have been used in various fields, but the system in which they have seen greatest use is undoubtedly the American system of negotiable permits to fight acid rain. Since the 1970's, the United States have introduced elements of flexibility into their policy for fighting atmospheric pollution. These elements have included the family of negotiable permits. However, it was only in 1990 during the vote to amend the law on air cleanliness that a genuine market for the rights to emit SO 2 was set up (taking effect on january 1. 1995). This article analyses this context in order to understand why and how such an instrument has been introduced, and goes on to present the results. (author)

Fuzzy Neural Networks for Decision Support in Negotiation

International Nuclear Information System (INIS)

Sakas, D. P.; Vlachos, D. S.; Simos, T. E.

2008-01-01

There is a large number of parameters which one can take into account when building a negotiation model. These parameters in general are uncertain, thus leading to models which represents them with fuzzy sets. On the other hand, the nature of these parameters makes them very difficult to model them with precise values. During negotiation, these parameters play an important role by altering the outcomes or changing the state of the negotiators. One reasonable way to model this procedure is to accept fuzzy relations (from theory or experience). The action of these relations to fuzzy sets, produce new fuzzy sets which describe now the new state of the system or the modified parameters. But, in the majority of these situations, the relations are multidimensional, leading to complicated models and exponentially increasing computational time. In this paper a solution to this problem is presented. The use of fuzzy neural networks is shown that it can substitute the use of fuzzy relations with comparable results. Finally a simple simulation is carried in order to test the new method.

An Approach to Implementing A Threshold Adjusting Mechanism in Very Complex Negotiations : A Preliminary Result

OpenAIRE

Fujita, Katsuhide; Ito, Takayuki; Hattori, Hiromitsu; Klein, Mark

2007-01-01

In this paper, we propose a threshold adjusting mechanism in very complex negotiations among software agents. The proposed mechanism can facilitate agents to reach an agreement while keeping their private information as much as possible. Multi-issue negotiation protocols have been studied widely and represent a promising field since most negotiation problems in the real world involve interdependent multiple issues. We have proposed negotiation protocols where a bidding-based mechanism is used...

Acceleration toward the conclusion negotiation of bilateral nuclear cooperation agreements indispensable for globalization

International Nuclear Information System (INIS)

Mitsumata, Hiroki; Hattori, Takuya; Ake, Yutaka

2011-01-01

According to Japan's basic policies of new growth strategy, it would be one option of the economic growth to increase exports of nuclear power plant system or its equipments. However, bilateral nuclear cooperation agreements are indispensable for business activities on nuclear power. Recently signature of agreement with Jordan, agreed conclusion negotiation with Vietnam and Korea, under negotiation with India and expected negotiation with Indonesia and Malaysia. Signed agreements with Russia and Kazakhstan will be coming into effect and contribute nuclear fuel supply at export of nuclear power system. This special article consists of four expert's papers titled as (1) necessity of conclusion negotiation of nuclear cooperation agreements with several countries simultaneously and in parallel, (2) Japan's nuclear cooperation in new era, (3) desirable acceleration of conclusion negotiation of nuclear cooperation agreements and (4) insurance of nuclear fuel supply fundamental for global business activities of Japan's nuclear industries-best choice to establish cooperative relations with US and Russia. (T. Tanaka)

NEGOTIATING INTO ACADEMIC DISCOURSES: TAIWANESE AND U.S. COLLEGE STUDENTS IN RESEARCH WRITING

Directory of Open Access Journals (Sweden)

Yichun Liu

2008-12-01

Full Text Available Cross-national, or cross-cultural, studies of academic writing have moved beyond contrastive rhetoric’s textual focus to broad concerns of students’ first-and second-language literacy development. However, we remain in the dark as to how, in a micro view, students initiate into academic discourses in cross-national contexts. Situating our study in first-year writing courses in a Taiwanese and a U.S. university, we examined students’ negotiation acts when they struggled to enter into social science discourses. Our study reveals that students in both institutions negotiated with academic writing at metacognitive, textual, and contextual levels. They brought rhetorical values, such as writing as a display of knowledge or writing grounded in evidential research, into their writing that they acquired in high school. Further, teachers’ expectations, their new perceptions of research and writing, and their dreams and experiences all came into play in their writing.

Dyadic Power Profiles: Power-Contingent Strategies for Value Creation in Negotiation

Science.gov (United States)

Olekalns, Mara; Smith, Philip Leigh

2013-01-01

Using a simulated employment negotiation, we tested the conditional relationships among dyadic power profiles (symmetric high, symmetric low, and asymmetric), the choice and sequencing of strategies, and value creation. We showed that negotiators in symmetric high, symmetric low, and asymmetric power dyads took distinctly different paths to value…

DOHA Negotiations on Agriculture and Future of the WTO Multilateral Trade System

OpenAIRE

Matthews, Alan

2013-01-01

The WTO Doha Round of trade negotiations was launched in 2001 and after twelve years of negotiations members seem unable to bring it to a successful conclusion. An attempt to deliver an ‘early harvest’ of deliverables at the 9th WTO Ministerial Conference in Bali in December 2013 does not appear likely to be more successful. This paper describes the stage that the negotiations have reached in agriculture and the value of what is currently on the table. It reviews the agricultural agenda for t...

India's Approach to Climate Negotiations. From the South to the North?

International Nuclear Information System (INIS)

Powell, Lydia

2015-09-01

India's approach to climate negotiations results from the interplay of two distinct logics, an external one and an internal one. While the external logic is derived from quantitative attributes at the aggregate level, such as the overall size of India's economy, the internal logic is derived from qualitative attributes at the individual level such as per person incomes and productivity. For three decades, from the early 1970's to the early 2000's, India's internal and external logics overlapped. India saw the global environmental issue as a struggle of the poor against the rich with itself at the forefront, and it strongly opposed any binding mitigation commitment. The endurance of this position rested on the fact that it was consistent with India's traditional bargaining positioning as leader of the developing world in north-south negotiations, which reflected a mixture of domestic pressure and a preference for a certain world order that favoured the poor. This changed as the size of India's economy grew to match that of large powerful countries. Indeed, by the early 2000's, there was widespread belief that India was on its way to become a 'rising power' and the Indian leadership sought to re-frame its climate position to suit the new label. From then on, India sought to have a more constructive approach and began a shift toward some form of mitigation commitment. In other words, the signals from India on climate policy positions tended to betray a tilt in favour of its foreign policy positions or its 'external logic'. This however led to a growing contradiction with the internal logic, and hence, to a persistent dilemma in India's negotiating posture. But of the two conflicting logics, the internal one is likely to overcome the external one. Immediate concerns such as poverty alleviation, development and the need for economic growth are seen to be more important than the contribution to global climate mitigation action. Thus, there is low probability of India

Teacher Negotiations of Sexual Subjectivities

Science.gov (United States)

Ferfolja, Tania

2007-01-01

Discrimination often silences and marginalizes those who do not conform to the dominant gender and (hetero)sexual discourses that operate in broader society. This discussion addresses the ways that seventeen self-identified lesbian teachers working in New South Wales (NSW) Australia negotiate their sexual subjectivities at work in order to pass or…

50 CFR 600.754 - Decision to establish a fishery negotiation panel.

Science.gov (United States)

2010-10-01

... 50 Wildlife and Fisheries 8 2010-10-01 2010-10-01 false Decision to establish a fishery negotiation panel. 600.754 Section 600.754 Wildlife and Fisheries FISHERY CONSERVATION AND MANAGEMENT, NATIONAL OCEANIC AND ATMOSPHERIC ADMINISTRATION, DEPARTMENT OF COMMERCE MAGNUSON-STEVENS ACT PROVISIONS Fishery Negotiation Panels § 600.754 Decision to...

42 CFR 35.13 - Entry for negotiation of release or settlement.