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.

Incommensurability in Cross-Disciplinary Research: A Call for Cultural Negotiation

Directory of Open Access Journals (Sweden)

Anne MacCleave

2006-06-01

Full Text Available What happens when a clinical psychologist, a grounded theorist, an ethnographer, and a phenomenologist meet to collaborate on an interdisciplinary grant proposal on childhood loneliness? Excerpts of an imaginary dialogue reveal how different disciplines can be thought of as different “cultures,” because each has its own way of doing things, deeply embedded assumptions about knowledge and the construction/representation of reality, and different specialized languages. Some of these differences might be incommensurable and call for cultural negotiation if a coherent approach is to be adopted. Cultural negotiation helps to make differences more accessible and understandable rather than creating inflexible or polarized ideological camps. This process might help methodologists think about researching across disciplines in new and more effective ways.

Personality determinants of manipulative behavior in the negotiation process

Directory of Open Access Journals (Sweden)

Ludmila V. Matveeva

2012-01-01

Full Text Available Negotiations are an inalienable component of human society in the modernworld, so studying those personal characteristics of negotiators that infl uencetheir choice of negotiating strategy, tactics, and style is relevant and signifi cant.Knowledge of the patterns of a partner’s choice of one strategy of behavior or anotherinfl uences on successful negotiation process and assists in achieving goals.We did research on the connections among level of anxiety, motivation to succeedand to avoid failure, and self-esteem to the level of Machiavellianism. This articlediscusses the personal characteristics that infl uence the choice of manipulativetactics of behavior in negotiations.

Concordance: Design Ideal for Facilitating Situated Negotiations in Out-of-clinic Healthcare

DEFF Research Database (Denmark)

Bagalkot, Naveen L.; Gronvall, Erik; Sokoler, Tomas

2014-01-01

Healthcare HCI research has explored various designs that encourage people to follow prescribed treatments, mostly adopting compliance and adherence as design ideals. However, within the medical sciences the notion of concordance also exists. Concordance promotes negotiation between the patient...... and healthcare professional for forging a therapeutic alliance. However, the HCI community has still not adopted concordance as a design ideal. This paper revisits four old design-cases to explore the role of concordance in out-of-clinic healthcare. We argue that concordance, as a design ideal, can guide new...... designs that promote a more active patient-role both at the clinic and beyond....

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.

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

Does Negotiation Training Improve Negotiators' Performance?

Science.gov (United States)

ElShenawy, Eman

2010-01-01

Purpose: This paper's objective is to test the main effect of negotiation training-level on acquiring negotiation skills. Training level refers to the time a trainee spends in a negotiation training course receiving the standard style and methods of training. Negotiation skills are manifested through trainees' performance after receiving training.…

Negotiation Games

Directory of Open Access Journals (Sweden)

Philipp Hoffmann

2015-09-01

Full Text Available 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 sound and deterministic or even weakly deterministic negotiations the problems can be solved in PTIME. Notice that the input of the problems is a negotiation, which can be exponentially more compact than its state space.

Tacit knowledge in dental clinical teaching.

Science.gov (United States)

Fugill, M

2012-02-01

The term 'tacit' is used to describe knowledge that is not necessarily understood in words. We frequently make use of such knowledge without conscious awareness that we are doing so. This article explores two different conceptions of tacit knowledge and considers their implications for the clinical teaching of dentistry. It recognises the communication barrier that clinical dependence on tacit knowledge creates between teacher and student. It identifies the ability to surface tacit clinical knowledge for the student as one of the most significant skills of the clinical teacher. Finally, the article examines the potential for conflict between the evidence-based practice paradigm, with its dependence on codified, explicit knowledge and the notion of clinical practice, which is at least partly experiential and tacit. © 2011 John Wiley & Sons A/S.

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...

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.

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.

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

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...

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.

Negotiating the dynamics of uncomfortable knowledge: The case of dual use and synthetic biology

Science.gov (United States)

Marris, Claire; Jefferson, Catherine; Lentzos, Filippa

2014-01-01

Institutions need to ignore some knowledge in order to function. This is “uncomfortable knowledge” because it undermines the ability of those institutions to pursue their goals (Rayner, 2012). We identify three bodies of knowledge that are relevant to understandings of the dual use threat posed by synthetic biology but are excluded from related policy discussions. We demonstrate how these “unknown knowns” constitute uncomfortable knowledge because they disrupt the simplified worldview that underpins contemporary discourse on the potential misuse of synthetic biology by malign actors. We describe how these inconvenient truths have been systematically ignored and argue that this is because they are perceived as a threat by organisations involved in the promotion of synthetic biology as well as by those involved in managing biosecurity risks. This has led to a situation where concerns about the biosecurity threat posed by synthetic biology are not only exaggerated, but are, more importantly, misplaced. This, in turn, means that related policies are misdirected and unlikely to have much impact. We focus on the dynamics of discussions about synthetic biology and dual use to demonstrate how the same “knowns” that are denied or dismissed as “unknown knowns” in certain circumstances are sometimes mobilised as “known knowns” by the same category of actors in a different context, when this serves to sustain the goals of the individuals and institutions involved. Based on our own experience, we argue that negotiating the dynamics of uncomfortable knowledge is a difficult, but necessary, component of meaningful transdisciplinary collaborations. PMID:25484910

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.

The Relationship between Immediate Relevant Basic Science Knowledge and Clinical Knowledge: Physiology Knowledge and Transthoracic Echocardiography Image Interpretation

Science.gov (United States)

Nielsen, Dorte Guldbrand; Gotzsche, Ole; Sonne, Ole; Eika, Berit

2012-01-01

Two major views on the relationship between basic science knowledge and clinical knowledge stand out; the Two-world view seeing basic science and clinical science as two separate knowledge bases and the encapsulated knowledge view stating that basic science knowledge plays an overt role being encapsulated in the clinical knowledge. However, resent…

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

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

Excellence in clinical teaching: knowledge transformation and development required.

Science.gov (United States)

Irby, David M

2014-08-01

Clinical teachers in medicine face the daunting task of mastering the many domains of knowledge needed for practice and teaching. The breadth and complexity of this knowledge continue to increase, as does the difficulty of transforming the knowledge into concepts that are understandable to learners. Properly targeted faculty development has the potential to expedite the knowledge transformation process for clinical teachers. Based on my own research in clinical teaching and faculty development, as well as the work of others, I describe the unique forms of clinical teacher knowledge, the transformation of that knowledge for teaching purposes and implications for faculty development. The following forms of knowledge for clinical teaching in medicine need to be mastered and transformed: (i) knowledge of medicine and patients; (ii) knowledge of context; (iii) knowledge of pedagogy and learners, and (iv) knowledge integrated into teaching scripts. This knowledge is employed and conveyed through the parallel processes of clinical reasoning and clinical instructional reasoning. Faculty development can facilitate this knowledge transformation process by: (i) examining, deconstructing and practising new teaching scripts; (ii) focusing on foundational concepts; (iii) demonstrating knowledge-in-use, and (iv) creating a supportive organisational climate for clinical teaching. To become an excellent clinical teacher in medicine requires the transformation of multiple forms of knowledge for teaching purposes. These domains of knowledge allow clinical teachers to provide tailored instruction to learners at varying levels in the context of fast-paced and demanding clinical practice. Faculty development can facilitate this knowledge transformation process. © 2014 John Wiley & Sons Ltd.

Ontolology Negotiation Between Scientific Archives

Science.gov (United States)

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

2001-01-01

knowledge about imaging, climate analysis, ecology, demographics, industrial economics, and biology. The need for ontology negotiation also arises at the boundaries between scientific programs. For example, a Principal Investigator may want to use information from a previous mission to complement downloads from the instruments currently deployed.

Exploring Culture Theory Global Leadership and OrganizationalBehaviour Effectiveness in Cross-cultural Communication inAsian Business Negotiations

OpenAIRE

Hoo, Pin Lick Soo

2016-01-01

While certain In international business negotiations, having the knowledge of cross-cultural communication is essential especially in global business environments and thus, many researchers have spent numerous years to investigate how culture influences Asian business negotiation which has contributed to negotiation outcome. This article provides critical insight into the theoretical link of cultural dimensions of culture for international business negotiations. The proposed model suggested i...

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

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.

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.

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.

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.

Security negotiation

OpenAIRE

Mitrović, Miroslav M.; Ivaniš, Željko

2013-01-01

Contemporary security challenges, risks and threats represent a resultant of the achieved level of interaction between various entities within the paradigm of global security relations. Asymmetry and nonlinearity are main features of contemporary challenges in the field of global security. Negotiation in the area of security, namely the security negotiation, thus goes beyond just the domain of negotiation in conflicts and takes into consideration particularly asymmetric forms of possible sour...

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.

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.

Negotiating Service Learning through Community Engagement: Adaptive Leadership, Knowledge, Dialogue and Power

Science.gov (United States)

Preece, Julia

2016-01-01

This article builds on two recent publications (Preece 2013; 2013a) concerning the application of asset-based community development and adaptive leadership theories when negotiating university service learning placements with community organisations in one South African province. The first publication introduced the concept of 'adaptive…

Cognitive development, clinical knowledge, and clinical experience related to diagnostic ability.

Science.gov (United States)

Aquilino, M L

1997-01-01

To examine the relationship among cognitive development, clinical knowledge, and clinical experience in nursing students. A survey of junior and senior baccalaureate nursing students from three Midwestern colleges (N = 55). Students' diagnostic ability increased as they gained clinical experience and clinical knowledge. However, students failed to identify many nursing diagnoses and demonstrated only moderate levels of cognitive development. Nurse educators and nursing students need to change their approaches to teaching and learning to enhance students' diagnostic ability and cognitive development.

Theory as metaphor: clinical knowledge and its communication.

Science.gov (United States)

Colman, Warren

2009-04-01

This paper investigates the relationship between clinical knowledge and psychological theory and considers the implications for clinical writing. I argue that clinical knowledge is a way of understanding rather than a body of facts and compare clinical material to 'texts' that generate multiple and indeterminate meanings. Analytic theories, which represent the crystallization of ways of understanding clinical phenomena, have an inherently metaphorical 'as if' quality since they are derived from and adapted to the clinical process of making meaning by representing psychic states in symbolic form. Thus good clinical writing demonstrates an integration of theory and clinical material into a unified network of symbolic meanings. Redfearn's paper, 'The captive, the treasure, the hero and the "anal" stage of development' (1979), is discussed as an exemplar of such integration. It is suggested that clinical knowledge is equivalent to the skill of making effective interpretations.

ADSLANF: A negotiation framework for cloud management systems using a bulk negotiation behavioral learning approach

OpenAIRE

RAJAVEL, RAJKUMAR; THANGARATHINAM, MALA

2017-01-01

One of the major challenges in cloud computing is the development of a service-level agreement (SLA) negotiation framework using an intelligent third-party broker negotiation strategy. Current frameworks exploit various negotiation strategies using game theoretic, heuristic, and argumentation-based approaches for obtaining optimal negotiation with a better success rate (negotiation commitment). However, these approaches fail to optimize the negotiation round (NR), total negotiatio...

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.

How Engineers Negotiate Domain Boundaries in a Complex, Interdisciplinary Engineering Project

Science.gov (United States)

Panther, Grace; Montfort, Devlin; Pirtle, Zachary

2017-01-01

Engineering educators have an essential role in preparing engineers to work in a complex, interdisciplinary workforce. While much engineering education focuses on teaching students to develop disciplinary expertise in specific engineering domains, there is a strong need to teach engineers about the knowledge that they develop or use in their work (Bucciarelli 1994, Allenby Sarewitz, 2011; Frodeman, 2013). The purpose of this research is to gain a better understanding of the knowledge systems of practicing engineers through observations of their practices such that the insights learned can guide future education efforts. Using an example from a complex and interdisciplinary engineering project, this paper presents a case study overviewing the types of epistemological (or knowledge-acquiring or using) complexities that engineers navigate. Specifically, we looked at a discussion of the thermal design of a CubeSat that occurred during an engineering review at NASA. We analyzed the review using a framework that we call 'peak events', or pointed discussions between reviewers, project engineers, and managers. We examined the dialog within peak events to identify the ways that knowledge was brought to bear, highlighting discussions of uncertainty and the boundaries of knowledge claims. We focus on one example discussion surrounding the thermal design of the CubeSat, which provides a particularly thorough example of a knowledge system since the engineers present explained, justified, negotiated, and defended knowledge within a social setting. Engineering students do not get much practice or instruction in explicitly negotiating knowledge systems and epistemic standards in this way. We highlight issues that should matter to engineering educators, such as the need to discuss what level of uncertainty is sufficient and the need to negotiate boundaries of system responsibility. Although this analysis is limited to a single discussion or 'peak event', our case shows that this

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...

World championship in negotiation?

DEFF Research Database (Denmark)

Smolinski, Remigiusz; Kesting, Peter

2013-01-01

for negotiation pedagogy.These benefits include: the high level of student commitment generated by participation in a competition, which enhances the quality of negotiation; the opportunity that the competitions give students to experience authentic cultural diversity; and the networking opportunities......The last decade has seen the emergence of several new negotiation competitions around the world.We think the two major drivers of this development are a general trend toward the increasing internationalization of higher education and a recognition of the specific benefits of competitions...... for students and instructors that the competitions create.This article focuses on the role that negotiation competitions can play in negotiation pedagogy. We first present an overview of the currently most important international negotiation competitions.This is followed by an outline of the specific benefits...

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

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....

The hostage experience: implications for negotiation strategies

NARCIS (Netherlands)

Giebels, Ellen; Noelanders, Sigrid; Vervaeke, Geert

2005-01-01

From a clinical and social psychological perspective, this exploratory study aims at relating the hostage experience to hostage negotiation strategies. Therefore, we conducted 11 semi-structured and in-depth interviews with victims of two types of hostage-taking: sieges and kidnappings. The results

The hostage experience : Implications for negotiation strategies

NARCIS (Netherlands)

Giebels, E; Noelanders, S; Vervaeke, G

2005-01-01

From a clinical and social psychological perspective, this exploratory study aims at relating the hostage experience to hostage negotiation strategies. Therefore, we conducted 11 semi-structured and in-depth interviews with victims of two types of hostage-taking: sieges and kidnappings. The results

How writing records reduces clinical knowledge

DEFF Research Database (Denmark)

Buus, Niels

2009-01-01

drew on data from an extended fieldwork on two Danish "special observation" wards. The results indicated that the nurses' recording produced "stereotyping" representations of the patients and reduced the nurses' clinical knowledge but that this particular way of recording made good sense in relation......Through the practices of recording, psychiatric nurses produce clinical knowledge about the patients in their care. The objective of this study was to examine the conventionalized practices of recording among psychiatric nurses and the typical linguistic organization of their records. The study...

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.

Negotiating complementary and alternative medicine use in primary care visits with older patients

Science.gov (United States)

Koenig, Christopher J.; Ho, Evelyn Y.; Yadegar, Vivien; Tarn, Derjung M.

2013-01-01

Objective To empirically investigate the ways in which patients and providers discuss Complementary and Alternative Medicine (CAM) treatment in primary care visits. Methods Audio recordings from visits between 256 adult patients aged 50 years and older and 28 primary care physicians were transcribed and analyzed using discourse analysis, an empirical sociolinguistic methodology focusing on how language is used to negotiate meaning. Results Discussion about CAM occurred 128 times in 82 of 256 visits (32.0%). The most frequently discussed CAM modalities were non-vitamin, non-mineral supplements and massage. Three physician–patient interactions were analyzed turn-by-turn to demonstrate negotiations about CAM use. Patients raised CAM discussions to seek physician expertise about treatments, and physicians adopted a range of responses along a continuum that included encouragement, neutrality, and discouragement. Despite differential knowledge about CAM treatments, physicians helped patients assess the risks and benefits of CAM treatments and made recommendations based on patient preferences for treatment. Conclusion Regardless of a physician's stance or knowledge about CAM, she or he can help patients negotiate CAM treatment decisions. Practice implications Providers do not have to possess extensive knowledge about specific CAM treatments to have meaningful discussions with patients and to give patients a framework for evaluating CAM treatment use. PMID:22483672

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

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.

The biomedical disciplines and the structure of biomedical and clinical knowledge.

Science.gov (United States)

Nederbragt, H

2000-11-01

The relation between biomedical knowledge and clinical knowledge is discussed by comparing their respective structures. The knowledge of a disease as a biological phenomenon is constructed by the interaction of facts and theories from the main biomedical disciplines: epidemiology, diagnostics, clinical trial, therapy development and pathogenesis. Although these facts and theories are based on probabilities and extrapolations, the interaction provides a reliable and coherent structure, comparable to a Kuhnian paradigma. In the structure of clinical knowledge, i.e. knowledge of the patient with the disease, not only biomedical knowledge contributes to the structure but also economic and social relations, ethics and personal experience. However, the interaction between each of the participating "knowledges" in clinical knowledge is not based on mutual dependency and accumulation of different arguments from each, as in biomedical knowledge, but on competition and partial exclusion. Therefore, the structure of biomedical knowledge is different from that of clinical knowledge. This difference is used as the basis for a discussion in which the place of technology, evidence-based medicine and the gap between scientific and clinical knowledge are evaluated.

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.

The negotiation of writer identity in engineering faculty - writing consultant collaborations

Directory of Open Access Journals (Sweden)

Sarah Read

2011-12-01

Full Text Available Negotiating faculty-writing consultant collaborations in engineering contexts can be challenging when the writing consultant originates in the humanities. The author found that one of the sites of negotiation in the formation of working relationships is that of writer identity, and disciplinary writer identity in particular. In order to confirm her experiential knowledge, the author interviewed her faculty collaborators to further investigate their attitudes and experiences about writing. Analysis of two excerpts of these interviews makes visible "clashes" between the faculty engineers' and the writing consultant's autobiographical and disciplinary writer identities. Implications of the role of writer identity in faculty-writing consultant collaborations include considering the value of extending this negotiation explicitly to students and the question of how writing curriculum can explicitly engage students in the formation of positive disciplinary writer identities

Communicating specialized knowledge - negotiating knowledge communication between writer and editor

DEFF Research Database (Denmark)

Petersen, Margrethe

In communicating research findings, authors of academic journal articles face the challenge of overcoming the barriers posed by the knowledge asymmetries between (a) authors and journal readership and (b) authors and editors. Considering the general taxonomy of the submission procedure and the ke...... role of academic journal editors, the issue of whether, regardless of the quality of the submissions received, editors are sometimes insurmountable barriers to knowledge communication should be debated....

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.

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.

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

Location of power stations and measures for local people model analysis concerning location negotiation with local fishery association

International Nuclear Information System (INIS)

Wakatani, Yoshifumi; Yamanaka, Yoshiro

1982-01-01

The recent negotiation of enterprisers and local people concerning the location of power stations tends to extend for long period because of diversified arguing points and the information exchange of high density, and also to be complicated by the interrelation with other points. It is a large problem to seek the policy of such negotiation for enterprisers to respond to local people. In this study, as the first step, the policy and action appeared in location negotiations and the development of the negotiations were analyzed on the cases of location, and two kinds of the model analysis were carried out, taking fishery compensation negotiation as the object among them. The knowledge was obtained about what response to local fishery associations is effective to promote the location. The classification of location negotiation and the factors affecting the development of negotiation were investigated. It was shown to be effective to divide the process of location negotiation into five stages of advancement. The model analysis was carried out according to game theory and by gaming simulation method. The results are reported. (Kako, I.)

Location of power stations and measures for local people model analysis concerning location negotiation with local fishery association

Energy Technology Data Exchange (ETDEWEB)

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

1982-05-01

The recent negotiation of enterprisers and local people concerning the location of power stations tends to extend for long periods because of diversified arguing points and the information exchange of high density, and also to be complicated by the interrelation with other points. It is a large problem to seek the policy of such negotiation for enterprisers to respond to local people. In this study, as the first step, the policy and action appeared in location negotiations and the development of the negotiations were analyzed on the cases of location, and two kinds of the model analysis were carried out, taking fishery compensation negotiation as the object among them. The knowledge was obtained about what response to local fishery associations is effective to promote the location. The classification of location negotiation and the factors affecting the development of negotiation were investigated. It was shown to be effective to divide the process of location negotiation into five stages of advancement. The model analysis was carried out according to game theory and by gaming simulation method. The results are reported.

Knowledge and skills of cancer clinical trials nurses in Australia.

Science.gov (United States)

Scott, Kathleen; White, Kate; Johnson, Catherine; Roydhouse, Jessica K

2012-05-01

  This paper is a report of the development and testing of a questionnaire measuring knowledge and skills of cancer clinical trials nurse in Australia.   The role of cancer clinical trials nurse, widely acknowledged as an integral member of the clinical research team, has evolved in recent years. Elements of the clinical trials nurse role in cancer have previously been described. To evaluate specific cancer clinical trials nurse educational and training needs, the development of a valid and reliable tool is required.   In 2009, a study was conducted in three stages. Stage I: questionnaire development and pilot testing; stage II: focus group; stage III: national survey. Internal consistency reliability testing and multi-trait analysis of item convergent/divergent validity were employed. Regression analysis was used to identify predictors of clinical trials nurse knowledge and skills.   The national survey was a 48-item questionnaire, measuring six clinical trial knowledge and seven skills sub-scales. Of 61 respondents, 90% were women, with mean age 43 years, 19 years as a Registered Nurse and 5 years as a cancer clinical trials nurse. Self-reported knowledge and skills were satisfactory to good. Internal consistency reliability was high (Cronbach's alpha: knowledge = 0·98; skills = 0·90). Criteria for item convergent/divergent validity were met. Number of years as cancer clinical trials nurse was positively related to self-reported knowledge and skills.   Preliminary data suggest that the national survey is reliable and valid. Data have contributed to better understanding the knowledge and skills of cancer clinical trials nurse in Australia and development of a postgraduate course in clinical trials. © 2011 Blackwell Publishing Ltd.

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.

Assessment of hospital pharmacists' clinical knowledge and ...

African Journals Online (AJOL)

reproduction in any medium, provided the original work is properly credited. ... drug use, which improves the quality of life. ... balance of clinical knowledge, practical skills, ... Ethical approval ... plans, clinical decision making, and finding the.

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...

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.

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…

Desire to bargain and negotiation success: Lessons about the need to negotiate from six hydropower disputes

International Nuclear Information System (INIS)

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

1998-01-01

The authors investigated the notion that successful licensing negotiations require that all parties to the dispute must have a desire to bargain. This desire is most likely to be present when the dispute exhibits ripeness and each party believes a bargained solution is the most cost-effective way to resolve differences. Structured interviews of participants in six Federal Energy Regulatory Commission hydropower licensing consultations were conducted to determine the level of need to negotiate for each party. The findings indicate that a need to negotiate is a necessary, but not sufficient, condition for success. Several factors were associated with a need to negotiate: a weak BATNA (best alternative to a negotiated agreement); a salient issue; participants' sense of efficacy; a sense of inevitability; professional roles encouraging negotiation; and disputes about facts as opposed to disputes about values. Participants' need to negotiate fluctuated throughout the process and intensified when questions were ripe: i.e., critical issues were debated or the regulatory process required action

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...

Introduction to the special issue : "Cognitive perspectives on group decision and negotiation"

NARCIS (Netherlands)

Kolfschoten, G.L.; Reinig, B.A.

2013-01-01

Many organizations today rely heavily on their knowledge assets and engage in collaboration to leverage those assets.Managers and decision makers increasingly are forced to forge strategy, negotiate, and make decisions based on a vast amount of complex and dynamic information and expertise.

The mind and heart (literally) of the negotiator: personality and contextual determinants of experiential reactions and economic outcomes in negotiation.

Science.gov (United States)

Dimotakis, Nikolaos; Conlon, Donald E; Ilies, Remus

2012-01-01

The authors developed and tested a model proposing that negotiator personality interacts with the negotiation situation to influence negotiation processes and outcomes. In 2 studies, the authors found that negotiators high in agreeableness were best suited to integrative negotiations and that negotiators low in agreeableness were best suited to distributive negotiations. Consistent with this person-situation fit argument, in Study 1 the authors found that negotiators whose dispositions were a good fit to their negotiation context had higher levels of physiological (cardiac) arousal at the end of the negotiation compared with negotiators who were "misplaced" in situations inconsistent with their level of agreeableness, and this arousal was in turn related to increased economic outcomes. Study 2 replicated and extended the findings of Study 1, finding that person-situation fit was related to physiological (heart rate), psychological (positive affect), and behavioral activation (persistence) demonstrated during the negotiation, and these measures in turn were related to the economic outcomes achieved by participants.

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.

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...

Assessment of hospital pharmacists' clinical knowledge and ...

African Journals Online (AJOL)

Purpose: To evaluate hospital pharmacists' clinical knowledge and practical skill levels for pharmaceutical care. Methods: A quasi-experimental prospective longitudinal study design was used to evaluate the level of clinical skills with problem-based learning (PBL) sessions. Pharmacists' in three different government ...

Maximizing scientific knowledge from randomized clinical trials

DEFF Research Database (Denmark)

Gustafsson, Finn; Atar, Dan; Pitt, Bertram

2010-01-01

Trialists have an ethical and financial responsibility to plan and conduct clinical trials in a manner that will maximize the scientific knowledge gained from the trial. However, the amount of scientific information generated by randomized clinical trials in cardiovascular medicine is highly vari...

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

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.

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 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.

Clinical teachers' tacit knowledge of basic pedagogic principles.

Science.gov (United States)

McLeod, P J; Meagher, T; Steinert, Y; Schuwirth, L; McLeod, A H

2004-02-01

Academic faculty members in medical schools rarely receive formal instruction in basic pedagogic principles; nevertheless many develop into competent teachers. Perhaps they acquire tacit knowledge of these principles with teaching experience. This study was designed to assess clinical teachers' tacit knowledge of basic pedagogic principles and concepts. The authors developed a multiple-choice question (MCQ) exam based on 20 pedagogic principles judged by a panel of education experts to be important for clinical teaching. Three groups of clinician-educators sat the test: (1) clinicians with advanced education training and experience; (2) internal medicine specialists; (3) surgical specialists. All four groups of clinicians-educators passed the test, indicating that they possess a reasonable tacit knowledge of basic pedagogic principles. Those with advanced education training performed much better than members of the other two groups while specialists and residents working in teaching hospitals outperformed specialists from non-teaching hospitals. It is possible that converting this tacit knowledge to explicit knowledge may improve individual teaching effectiveness.

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...

Knowledge is not enough to solve the problems – The role of diagnostic knowledge in clinical reasoning activities

Directory of Open Access Journals (Sweden)

Jan Kiesewetter

2016-11-01

Full Text Available Abstract Background Clinical reasoning is a key competence in medicine. There is a lack of knowledge, how non-experts like medical students solve clinical problems. It is known that they have difficulties applying conceptual knowledge to clinical cases, that they lack metacognitive awareness and that higher level cognitive actions correlate with diagnostic accuracy. However, the role of conceptual, strategic, conditional, and metacognitive knowledge for clinical reasoning is unknown. Methods Medical students (n = 21 were exposed to three different clinical cases and instructed to use the think-aloud method. The recorded sessions were transcribed and coded with regards to the four different categories of diagnostic knowledge (see above. The transcripts were coded using the frequencies and time-coding of the categories of knowledge. The relationship between the coded data and accuracy of diagnosis was investigated with inferential statistical methods. Results The use of metacognitive knowledge is correlated with application of conceptual, but not with conditional and strategic knowledge. Furthermore, conceptual and strategic knowledge application is associated with longer time on task. However, in contrast to cognitive action levels the use of different categories of diagnostic knowledge was not associated with better diagnostic accuracy. Conclusions The longer case work and the more intense application of conceptual knowledge in individuals with high metacognitive activity may hint towards reduced premature closure as one of the major cognitive causes of errors in medicine. Additionally, for correct case solution the cognitive actions seem to be more important than the diagnostic knowledge categories.

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

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.

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.

Medical teachers conceptualize a distinctive form of clinical knowledge.

Science.gov (United States)

Barrett, J; Yates, L; McColl, G

2015-05-01

For over four decades, there have been efforts to specify the types of knowledge that medical students need, how that knowledge is acquired and how its constituent parts are related. It is one of the areas of continuing concern underlying medical education reform. Despite their importance to medical students' learning and development, the perspectives of medical teachers in hospitals are not always considered in such discourse. This study sought to generate an understanding of these teachers' values, perspectives and approaches by listening to them and seeing them in their everyday teaching work, finding and understanding the meanings they bring to the work of medical teaching in hospitals. In interviews, all of the teachers talked more about the optimal forms of knowledge that are important for students than they talked about the form of the teaching itself. Many revealed to students what knowledge they do and do not value. They had a particular way of thinking about clinical knowledge as existing in the people and the places in which the teaching and the clinical practice happen, and represented this as 'real' knowledge. By implication, there is other knowledge in medical education or in students' heads that is not real and needs to be transformed. Their values, practices and passions add texture and vitality to existing ways of thinking about the characteristics of clinical knowledge, how it is depicted in the discourse and the curriculum and how it is more dynamically related to other knowledge than is suggested in traditional conceptualizations of knowledge relationships.

School in the knowledge society

DEFF Research Database (Denmark)

Sørensen, Birgitte Holm; Levinsen, Karin

2011-01-01

  Implementation of ICT in Danish and Nordic schools gradually moves from an industrial towards an emerging knowledge society school paradigm. Simultaneously it, digital literacy and the school's physical and social organization are constantly negotiated. In schools that proactively meet the chal......  Implementation of ICT in Danish and Nordic schools gradually moves from an industrial towards an emerging knowledge society school paradigm. Simultaneously it, digital literacy and the school's physical and social organization are constantly negotiated. In schools that proactively meet...... the challenges new designs for teaching and learning emerge while teacher-student relations transform and the children and young people's competencies are resources in the processes of learning. The chapter present research based on the proactive schools and exemplifies possible outlines of the school...

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

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...

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...

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.

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...

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.

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...

Role of condom negotiation on condom use among women of reproductive age in three districts in Tanzania

Directory of Open Access Journals (Sweden)

Exavery Amon

2012-12-01

Full Text Available Abstract Background HIV/AIDS remains being a disease of great public health concern worldwide. In regions such as sub-Saharan Africa (SSA where women are disproportionately infected with HIV, women are reportedly less likely capable of negotiating condom use. However, while knowledge of condom use for HIV prevention is extensive among men and women in many countries including Tanzania, evidence is limited about the role of condom negotiation on condom use among women in rural Tanzania. Methods Data originate from a cross-sectional survey of random households conducted in 2011 in Rufiji, Kilombero and Ulanga districts in Tanzania. The survey assessed health-seeking behaviour among women and children using a structured interviewer-administered questionnaire. A total of 2,614 women who were sexually experienced and aged 15-49 years were extracted from the main database for the current analysis. Linkage between condom negotiation and condom use at the last sexual intercourse was assessed using multivariate logistic regression. Results Prevalence of condom use at the last sexual intercourse was 22.2% overall, ranging from12.2% among married women to 54.9% among unmarried (single women. Majority of the women (73.4% reported being confident to negotiate condom use, and these women were significantly more likely than those who were not confident to have used a condom at the last sexual intercourse (OR = 3.13, 95% CI 2.22-4.41. This effect was controlled for marital status, age, education, religion, number of sexual partners, household wealth and knowledge of HIV prevention by condom use. Conclusion Confidence to negotiate condom use is a significant predictor of actual condom use among women in rural Tanzania. Women, especially unmarried ones, those in multiple partnerships or anyone needing protection should be empowered with condom negotiation skills for increased use of condoms in order to enhance their sexual and reproductive health outcomes.

Role of condom negotiation on condom use among women of reproductive age in three districts in Tanzania.

Science.gov (United States)

Exavery, Amon; Kanté, Almamy M; Jackson, Elizabeth; Noronha, John; Sikustahili, Gloria; Tani, Kassimu; Mushi, Hildegalda P; Baynes, Colin; Ramsey, Kate; Hingora, Ahmed; Phillips, James F

2012-12-20

HIV/AIDS remains being a disease of great public health concern worldwide. In regions such as sub-Saharan Africa (SSA) where women are disproportionately infected with HIV, women are reportedly less likely capable of negotiating condom use. However, while knowledge of condom use for HIV prevention is extensive among men and women in many countries including Tanzania, evidence is limited about the role of condom negotiation on condom use among women in rural Tanzania. Data originate from a cross-sectional survey of random households conducted in 2011 in Rufiji, Kilombero and Ulanga districts in Tanzania. The survey assessed health-seeking behaviour among women and children using a structured interviewer-administered questionnaire. A total of 2,614 women who were sexually experienced and aged 15-49 years were extracted from the main database for the current analysis. Linkage between condom negotiation and condom use at the last sexual intercourse was assessed using multivariate logistic regression. Prevalence of condom use at the last sexual intercourse was 22.2% overall, ranging from12.2% among married women to 54.9% among unmarried (single) women. Majority of the women (73.4%) reported being confident to negotiate condom use, and these women were significantly more likely than those who were not confident to have used a condom at the last sexual intercourse (OR = 3.13, 95% CI 2.22-4.41). This effect was controlled for marital status, age, education, religion, number of sexual partners, household wealth and knowledge of HIV prevention by condom use. Confidence to negotiate condom use is a significant predictor of actual condom use among women in rural Tanzania. Women, especially unmarried ones, those in multiple partnerships or anyone needing protection should be empowered with condom negotiation skills for increased use of condoms in order to enhance their sexual and reproductive health outcomes.

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.

Bringing Chatbots into education: Towards Natural Language Negotiation of Open Learner Models

Science.gov (United States)

Kerlyl, Alice; Hall, Phil; Bull, Susan

There is an extensive body of work on Intelligent Tutoring Systems: computer environments for education, teaching and training that adapt to the needs of the individual learner. Work on personalisation and adaptivity has included research into allowing the student user to enhance the system's adaptivity by improving the accuracy of the underlying learner model. Open Learner Modelling, where the system's model of the user's knowledge is revealed to the user, has been proposed to support student reflection on their learning. Increased accuracy of the learner model can be obtained by the student and system jointly negotiating the learner model. We present the initial investigations into a system to allow people to negotiate the model of their understanding of a topic in natural language. This paper discusses the development and capabilities of both conversational agents (or chatbots) and Intelligent Tutoring Systems, in particular Open Learner Modelling. We describe a Wizard-of-Oz experiment to investigate the feasibility of using a chatbot to support negotiation, and conclude that a fusion of the two fields can lead to developing negotiation techniques for chatbots and the enhancement of the Open Learner Model. This technology, if successful, could have widespread application in schools, universities and other training scenarios.

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...

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.

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...

Trust and memory: organizational strategies, institutional conditions and trust negotiations in specialty clinics for Alzheimer's disease.

Science.gov (United States)

Beard, Renée L

2008-03-01

Clinicians aim to establish trust during medical encounters because, without it, health consumers may not seek medical care, consider their diagnoses legitimate, or adhere to treatment regimens. This paper examines the identification and treatment of memory loss within two specialty clinics to understand how cultural dynamics, such as organizational ethos and work practices, influence the social fabric of cognitive evaluations. Ethnographic data suggest important historical and cultural differences in the approaches to Alzheimer's disease (AD). Organizational routines, however, support a common goal, that of moving individuals from "potential patients" to patients, and ultimately research subjects, through establishing trust. Although the processes through which trust is potentially achieved, or the social conditions of trust, were similar at the sites, the object of trust was different. Whereas one clinic encouraged trust in collective medical expertise, the other focused on trust in specific clinicians. These conditions affect the clinical consequences of trust, particularly how and when the diagnosis is delivered, use of the AD label and other terminology, and the level of standardization. The individual consequences include perceptions of patients and depictions of the prognosis. Whether cognitive impairment is viewed as a scientific puzzle to be solved or is seen as a chronic illness significantly shapes the organizational processes of clinical evaluation. Alzheimer's disease, as a cultural object, is a particularly salient exemplar of the clinical negotiation of ambiguous diagnostic categorizations and the unpredictable patient in daily biomedical practice.

Detailed clinical models: representing knowledge, data and semantics in healthcare information technology.

Science.gov (United States)

Goossen, William T F

2014-07-01

This paper will present an overview of the developmental effort in harmonizing clinical knowledge modeling using the Detailed Clinical Models (DCMs), and will explain how it can contribute to the preservation of Electronic Health Records (EHR) data. Clinical knowledge modeling is vital for the management and preservation of EHR and data. Such modeling provides common data elements and terminology binding with the intention of capturing and managing clinical information over time and location independent from technology. Any EHR data exchange without an agreed clinical knowledge modeling will potentially result in loss of information. Many attempts exist from the past to model clinical knowledge for the benefits of semantic interoperability using standardized data representation and common terminologies. The objective of each project is similar with respect to consistent representation of clinical data, using standardized terminologies, and an overall logical approach. However, the conceptual, logical, and the technical expressions are quite different in one clinical knowledge modeling approach versus another. There currently are synergies under the Clinical Information Modeling Initiative (CIMI) in order to create a harmonized reference model for clinical knowledge models. The goal for the CIMI is to create a reference model and formalisms based on for instance the DCM (ISO/TS 13972), among other work. A global repository of DCMs may potentially be established in the future.

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.

The cognitive organization of music knowledge: a clinical analysis.

Science.gov (United States)

Omar, Rohani; Hailstone, Julia C; Warren, Jane E; Crutch, Sebastian J; Warren, Jason D

2010-04-01

Despite much recent interest in the clinical neuroscience of music processing, the cognitive organization of music as a domain of non-verbal knowledge has been little studied. Here we addressed this issue systematically in two expert musicians with clinical diagnoses of semantic dementia and Alzheimer's disease, in comparison with a control group of healthy expert musicians. In a series of neuropsychological experiments, we investigated associative knowledge of musical compositions (musical objects), musical emotions, musical instruments (musical sources) and music notation (musical symbols). These aspects of music knowledge were assessed in relation to musical perceptual abilities and extra-musical neuropsychological functions. The patient with semantic dementia showed relatively preserved recognition of musical compositions and musical symbols despite severely impaired recognition of musical emotions and musical instruments from sound. In contrast, the patient with Alzheimer's disease showed impaired recognition of compositions, with somewhat better recognition of composer and musical era, and impaired comprehension of musical symbols, but normal recognition of musical emotions and musical instruments from sound. The findings suggest that music knowledge is fractionated, and superordinate musical knowledge is relatively more robust than knowledge of particular music. We propose that music constitutes a distinct domain of non-verbal knowledge but shares certain cognitive organizational features with other brain knowledge systems. Within the domain of music knowledge, dissociable cognitive mechanisms process knowledge derived from physical sources and the knowledge of abstract musical entities.

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...

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...

[Knowledge management system for laboratory work and clinical decision support].

Science.gov (United States)

Inada, Masanori; Sato, Mayumi; Yoneyama, Akiko

2011-05-01

This paper discusses a knowledge management system for clinical laboratories. In the clinical laboratory of Toranomon Hospital, we receive about 20 questions relevant to laboratory tests per day from medical doctors or co-medical staff. These questions mostly involve the essence to appropriately accomplish laboratory tests. We have to answer them carefully and suitably because an incorrect answer may cause a medical accident. Up to now, no method has been in place to achieve a rapid response and standardized answers. For this reason, the laboratory staff have responded to various questions based on their individual knowledge. We began to develop a knowledge management system to promote the knowledge of staff working for the laboratory. This system is a type of knowledge base for assisting the work, such as inquiry management, laboratory consultation, process management, and clinical support. It consists of several functions: guiding laboratory test information, managing inquiries from medical staff, reporting results of patient consultation, distributing laboratory staffs notes, and recording guidelines for laboratory medicine. The laboratory test information guide has 2,000 records of medical test information registered in the database with flexible retrieval. The inquiry management tool provides a methos to record all questions, answer easily, and retrieve cases. It helps staff to respond appropriately in a short period of time. The consulting report system treats patients' claims regarding medical tests. The laboratory staffs notes enter a file management system so they can be accessed to aid in clinical support. Knowledge sharing using this function can achieve the transition from individual to organizational learning. Storing guidelines for laboratory medicine will support EBM. Finally, it is expected that this system will support intellectual activity concerning laboratory work and contribute to the practice of knowledge management for clinical work support.

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

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.

A Framework for a Clinical Reasoning Knowledge Warehouse

DEFF Research Database (Denmark)

Vilstrup Pedersen, Klaus; Boye, Niels

2004-01-01

is stored and made accessible when relevant to the reasoning context and the specific patient case. Furthermore, the information structure supports the creation of new generalized knowledge using data mining tools. The patient case is divided into an observation level and an opinion level. At the opinion......, Knowledge Management Systems and Business Intelligence to make context based, patient case specific analysis and knowledge management. The knowledge base integrates three sources of information that supports clinical reasoning: general information, guidelines and health records. New generalized knowledge...... level, reasoning participants can express their argument based opinions about a patient case, thereby enhancing the knowledge about the state of and plans for the patient. An opinion language that supports expressing a possible imprecise/uncertain opinion based on imprecise...

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.

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.

Clinical Decision Support Knowledge Management: Strategies for Success.

Science.gov (United States)

Khalifa, Mohamed; Alswailem, Osama

2015-01-01

Clinical Decision Support Systems have been shown to increase quality of care, patient safety, improve adherence to guidelines for prevention and treatment, and avoid medication errors. Such systems depend mainly on two types of content; the clinical information related to patients and the medical knowledge related to the specialty that informs the system rules and alerts. At King Faisal Specialist Hospital and Research Center, Saudi Arabia, the Health Information Technology Affairs worked on identifying best strategies and recommendations for successful CDSS knowledge management. A review of literature was conducted to identify main areas of challenges and factors of success. A qualitative survey was used over six months' duration to collect opinions, experiences and suggestions from both IT and healthcare professionals. Recommendations were categorized into ten main topics that should be addressed during the development and implementation of CDSS knowledge management tools in the hospital.

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.

The negotiated equilibrium model of spinal cord function.

Science.gov (United States)

Wolpaw, Jonathan R

2018-04-16

The belief that the spinal cord is hardwired is no longer tenable. Like the rest of the CNS, the spinal cord changes during growth and aging, when new motor behaviours are acquired, and in response to trauma and disease. This paper describes a new model of spinal cord function that reconciles its recently appreciated plasticity with its long recognized reliability as the final common pathway for behaviour. According to this model, the substrate of each motor behaviour comprises brain and spinal plasticity: the plasticity in the brain induces and maintains the plasticity in the spinal cord. Each time a behaviour occurs, the spinal cord provides the brain with performance information that guides changes in the substrate of the behaviour. All the behaviours in the repertoire undergo this process concurrently; each repeatedly induces plasticity to preserve its key features despite the plasticity induced by other behaviours. The aggregate process is a negotiation among the behaviours: they negotiate the properties of the spinal neurons and synapses that they all use. The ongoing negotiation maintains the spinal cord in an equilibrium - a negotiated equilibrium - that serves all the behaviours. This new model of spinal cord function is supported by laboratory and clinical data, makes predictions borne out by experiment, and underlies a new approach to restoring function to people with neuromuscular disorders. Further studies are needed to test its generality, to determine whether it may apply to other CNS areas such as the cerebral cortex, and to develop its therapeutic implications. This article is protected by copyright. All rights reserved. This article is protected by copyright. All rights reserved.

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 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)

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.

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...

Negotiating refusal in primary care consultations: a qualitative study.

Science.gov (United States)

Walter, Alex; Chew-Graham, Carolyn; Harrison, Stephen

2012-08-01

How GPs negotiate patient requests is vital to their gatekeeper role but also a source of potential conflict, practitioner stress and patient dissatisfaction. Difficulties may arise when demands of shared decision-making conflict with resource allocation, which may be exacerbated by new commissioning arrangements, with GPs responsible for available services. To explore GPs' accounts of negotiating refusal of patient requests and their negotiation strategies. A qualitative design was employed with two focus groups of GPs and GP registrars followed by 20 semi-structured interviews. Participants were sampled by gender, experience, training/non-training, principal versus salaried or locum. Thematic content analysis proceeded in parallel with interviews and further sampling. The setting was GP practices within an English urban primary care trust. Sickness certification, antibiotics and benzodiazepines were cited most frequently as problematic patient requests. GP trainees reported more conflict within interactions than experienced GPs. Negotiation strategies, such as blaming distant third parties such as the primary care organization, were designed to prevent conflict and preserve the doctor-patient relationship. GPs reported patients' expectations being strongly influenced by previous encounters with other health care professionals. The findings reiterate the prominence of the doctor-patient relationship in GPs' accounts. GPs' relationships with colleagues and the wider National Health Service (NHS) are particular of relevance in light of provisions in the Health and Social Care Bill for clinical commissioning consortia. The ability of GPs to offset blame for rationing decisions to third parties will be undermined if the same GPs commission services.

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 ...

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

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....

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...

Knowledge and Attitude of clinical level dental students concerning ...

African Journals Online (AJOL)

Objective: To determine the knowledge and attitude of clinical level dental students concerning Human Immunodeficiency Virus/Acquired Immune Deficiency Syndrome (HIV/AIDS). Methods: Two hundred and fifteen clinical level dental students from three Nigerian universities were requested to complete a self- ...

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.

The gap between available knowledge and its use in clinical psychiatry.

Science.gov (United States)

Munk-Jørgensen, P; Blanner Kristiansen, C; Uwawke, R; Larsen, J I; Okkels, N; Christiansen, B; Hjorth, P

2015-12-01

The time span between knowledge becoming available and its integration into daily clinical routine is lengthy. This phenomenon is explored in this study. We used the outcomes of our activities for investigating and strengthening the research-based activities to improve physical health in the routines of clinical psychiatric wards as examples for our analyses. The time span between new knowledge becoming available and its implementation into general clinical treatment is very long. However, a shortening of this time span is seen through active leadership backup and clinical research experience among psychiatrists and staff in the wards. In particular, the involvement of medical students interested in clinical research activities seems to have a positive impact. Academia needs to be re-implemented into clinical psychiatry. Staff with research experience is needed in all professions to increase evidence-based practice. Leaders must take responsibility for implementing new knowledge into the routines of the department and must support staff in these activities on a daily basis. © 2015 John Wiley & Sons A/S. Published by John Wiley & Sons Ltd.

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.

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.

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.

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.

Professional Interactions: Negotiation and Expression for Future Physicians and Healthcare Providers

Science.gov (United States)

Pan, Andrew J.; Pan, Aaron J.; Leary, Kimberlyn R.

2017-01-01

The rapid pace of change in medicine requires doctors to be effective conflict mediators and negotiators in the clinical workplace, and a multitude of research connects strong physician-patient communication to improved patient outcomes. Disparities in such skills exist among medical students and professionals, and are neither taught nor evaluated…

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

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.

knowledge and adherence to clinical practice guidelines amongst ...

African Journals Online (AJOL)

ABEOLUGBENGAS

Objective: The therapeutic management of patients with Low Back Pain (LBP) has long been characterized ... Keywords: Low back pain, Clinical practice Guidelines, Knowledge, Adherence ..... discourage the use of modalities such as TENS,.

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

Developing genomic knowledge bases and databases to support clinical management: current perspectives.

Science.gov (United States)

Huser, Vojtech; Sincan, Murat; Cimino, James J

2014-01-01

Personalized medicine, the ability to tailor diagnostic and treatment decisions for individual patients, is seen as the evolution of modern medicine. We characterize here the informatics resources available today or envisioned in the near future that can support clinical interpretation of genomic test results. We assume a clinical sequencing scenario (germline whole-exome sequencing) in which a clinical specialist, such as an endocrinologist, needs to tailor patient management decisions within his or her specialty (targeted findings) but relies on a genetic counselor to interpret off-target incidental findings. We characterize the genomic input data and list various types of knowledge bases that provide genomic knowledge for generating clinical decision support. We highlight the need for patient-level databases with detailed lifelong phenotype content in addition to genotype data and provide a list of recommendations for personalized medicine knowledge bases and databases. We conclude that no single knowledge base can currently support all aspects of personalized recommendations and that consolidation of several current resources into larger, more dynamic and collaborative knowledge bases may offer a future path forward.

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

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...

The gap between available knowledge and its use in clinical psychiatry

DEFF Research Database (Denmark)

Munk-Jørgensen, P; Blanner Kristiansen, C; Uwawke, R

2015-01-01

OBJECTIVE: The time span between knowledge becoming available and its integration into daily clinical routine is lengthy. This phenomenon is explored in this study. METHOD: We used the outcomes of our activities for investigating and strengthening the research-based activities to improve physical...... health in the routines of clinical psychiatric wards as examples for our analyses. RESULTS: The time span between new knowledge becoming available and its implementation into general clinical treatment is very long. However, a shortening of this time span is seen through active leadership backup...... is needed in all professions to increase evidence-based practice. Leaders must take responsibility for implementing new knowledge into the routines of the department and must support staff in these activities on a daily basis....

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

Health information technology knowledge and skills needed by HIT employers.

Science.gov (United States)

Fenton, S H; Gongora-Ferraez, M J; Joost, E

2012-01-01

To evaluate the health information technology (HIT) workforce knowledge and skills needed by HIT employers. Statewide face-to-face and online focus groups of identified HIT employer groups in Austin, Brownsville, College Station, Dallas, El Paso, Houston, Lubbock, San Antonio, and webinars for rural health and nursing informatics. HIT employers reported needing an HIT workforce with diverse knowledge and skills ranging from basic to advanced, while covering information technology, privacy and security, clinical practice, needs assessment, contract negotiation, and many other areas. Consistent themes were that employees needed to be able to learn on the job and must possess the ability to think critically and problem solve. Many employers wanted persons with technical skills, yet also the knowledge and understanding of healthcare operations. The HIT employer focus groups provided valuable insight into employee skills needed in this fast-growing field. Additionally, this information will be utilized to develop a statewide HIT workforce needs assessment survey.

Computer knowledge amongst clinical year medical students in a ...

African Journals Online (AJOL)

Objective: To study the computer knowledge and desires of clinical year medical students at one of the oldest and largest medical schools in Nigeria. Design: A survey using validated structured questionnaires. Setting: Medical school of Ahmadu Bello University, Zaria, Nigeria. Subjects: Two hundred and thirty seven clinical ...

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

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

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).

The Importance of Medicinal Chemistry Knowledge in the Clinical Pharmacist's Education.

Science.gov (United States)

Fernandes, João Paulo S

2018-03-01

Objective. To show why medicinal chemistry must be a key component of the education of pharmacy students, as well as in the pharmacist's practice. Findings. Five case reports were selected by their clinically relevant elements of medicinal chemistry and were explained using structure-activity relationship data of the drugs involved in the case easily obtained from primary literature and in medicinal chemistry textbooks. Summary. This paper demonstrates how critical clinical decisions can be addressed using medicinal chemistry knowledge. While such knowledge may not explain all clinical decisions, medicinal chemistry concepts are essential for the education of pharmacy students to explain drug action in general and clinical decisions.

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

Factors shaping how clinical educators use their educational knowledge and skills in the clinical workplace: a qualitative study.

Science.gov (United States)

Kumar, Koshila; Greenhill, Jennene

2016-02-18

In order to consolidate their educational knowledge and skills and develop their educational role, many clinicians undertake professional development in clinical education and supervision. It is well established that these educationally-focussed professional development activities have a positive impact. However, it is less clear what factors within the clinical workplace can shape how health professionals may use and apply their educational knowledge and skills and undertake their educational role. Looking through the lens of workplace affordances, this paper draws attention to the contextual, personal and interactional factors that impact on how clinical educators integrate their educational knowledge and skills into the practice setting, and undertake their educational role. Data were gathered via a survey of 387 clinical educators and semi-structured interviews with 12 clinical educators and 6 workplace managers. In this paper, we focus on analysing and reporting the qualitative data gathered in this study. This qualitative data were subject to a thematic analysis and guided by theoretical constructs related to workplace affordances. Three key themes were identified including contextual, personal and interactional factors. Contextual elements referred to organisational structures and systems that impact on participants' educational role, how participants' clinical education role was articulated and configured within the organisation, and how the organisation shaped the educational opportunities available to clinicians. Personal factors encompassed clinicians' personal motivations and goals to teach and be involved in education, develop their own educational skills and function as a role model for students. Interactional factors referred to the professional interactions and networks through which clinicians shared their educational knowledge and skills and further consolidated their profile as educational advocates in their workplace. There are a number of

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...

A Profile of Clinical Nutrition Knowledge Among Physicians and Medical Students

Science.gov (United States)

Podell, Richard N.; And Others

1975-01-01

An assessment of the clinical nutritional knowledge of third- and fourth-year medical students and practicing physicians revealed that overall nutritional knowledge is modest and that knowledge is highest among topics which have received the most publicity in the popular press. Methodology and specific findings are included. (JT)

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...

Negotiations at all Points? Interaction and Organization

Directory of Open Access Journals (Sweden)

Eva Nadai

2008-01-01

Full Text Available A criticism frequently leveled at interactionism—the theoretical basis of much of qualitative research—is that it neglects social structure and is limited to micro-social analysis. Anselm STRAUSS' concept of "negotiated order" is an attempt to overcome these alleged weaknesses and to address the connection between interaction and structure, and between micro-, meso- and macro-level analysis. In his view, negotiations between units of any potential scale, from small groups to nation states, are at the heart of social order and social change. The concept of "negotiated order" has been particularly influential in organization studies. However, it has also met with criticism. In this paper, we explore the potential of the approach for connecting different levels of analysis in qualitative research. We use the example of negotiations on "performance" in businesses to discuss the relationship between micro-level negotiations and organizations and societal discourse respectively. The empirical data were collected in an ethnographic research project which we conducted in three large businesses in Switzerland. URN: urn:nbn:de:0114-fqs0801327

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 ...

Evolution in Clinical Knowledge Management Strategy at Intermountain Healthcare

Science.gov (United States)

Hulse, Nathan C.; Galland, Joel; Borsato, Emerson P.

2012-01-01

In this manuscript, we present an overview of the clinical knowledge management strategy at Intermountain Healthcare in support of our electronic medical record systems. Intermountain first initiated efforts in developing a centralized enterprise knowledge repository in 2001. Applications developed, areas of emphasis served, and key areas of focus are presented. We also detail historical and current areas of emphasis, in response to business needs. PMID:23304309

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.

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).

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…

'Keep complaining til someone listens': Exchanges of tacit healthcare knowledge in online illness communities.

Science.gov (United States)

Foster, Drew

2016-10-01

This article examines online exchanges of advice and knowledge among patients. It draws a distinction between explicit healthcare knowledge (i.e., facts about symptoms and treatments) and tacit healthcare knowledge (i.e., know-how about navigating the healthcare system). Based on analysis of message board interactions at a prominent online illness community, I find that patients routinely encourage one another to exercise agency strategically in clinical encounters by honing specific interactional skills. I isolate three major techniques that are advocated within the community (affect regulation, information management, and treatment persistence) and frame them as discrete examples of tacit healthcare knowledge. I argue that tacit healthcare knowledge constitutes a potentially potent source of empowerment for patients that can help them to receive their desired form of care from the health system and to negotiate relationships with medical professionals and institutions. I conclude by discussing how the concept of tacit healthcare knowledge further clarifies the wide variety of lay knowledge exchanged among patients online. Copyright © 2016 Elsevier Ltd. All rights reserved.

From Idea to Product--Translating Knowledge between the Lab and the Clinic

Science.gov (United States)

Ali, Ayfer Habib

2012-01-01

This dissertation is composed of three essays looking at innovation at Academic Medical Centers. It tries to empirically explore the problem of translating knowledge from the laboratory bench to the clinic and from the clinic to the bench. Chapter 1, co-authored with Iain Cockburn, establishes the importance of in-house complementary knowledge in…

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...

Assessing the Knowledge and Attitudes of Medical Students and Graduates about Clinical Governance

Directory of Open Access Journals (Sweden)

Rana Gholamzadeh nikjoo

2015-08-01

Full Text Available Background and Objectives : In order to implement clinical governance successfully, it should be perceived positively and there must be a positive attitude towards it. The current policy of the Ministry of Health and Medical Education about clinical governance requires assessing the knowledge and attitudes of medical students to identify their educational needs and the necessary steps needed to be taken in educational planning, designing and modification of the courses. This study aimed to evaluate the knowledge and attitudes of medical students and graduates about clinical governance in 1391. Materials and Methods : This is a descriptive–analytic study. This research was conducted on 159 students from different medical fields simple random sampling method. For data collecting, a researcher-made questionnaire was used which its validity was confirmed by using content validity and construct validity. To determine the reliability of the questionnaire, internal consistency and Cronbach's Alpha were used for field of knowledge (0.78 and attitude (0.68. For data analysis, SPSS version 11.5 software was applied using exploratory factor analysis method. Results : 64% of the participants were female and 36% were male. 71% of the participants were in the health care management field and 29% from other medical fields. Mean and standard deviation of knowledge and attitude scores were 64.2 ± 5.8 and 13.06 ± 3.02 respectively. Comparing the students' and graduates’ knowledge and attitudes with their educational level showed no significant correlation. (P> 0.05 Although, there was a significant correlation between educational level and attitude (P = 0.001. In higher levels of education, students' attitude towards clinical governance reduced. Conclusion : The knowledge of medical students and graduates was estimated average to high about clinical governance but their attitude was very poor. This reflects negative views of medical students despite the

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.

A Framework for a Clinical Reasoning Knowledge Warehouse

DEFF Research Database (Denmark)

Vilstrup Pedersen, Klaus; Boye, Niels

2004-01-01

In many areas of the medical domain, the decision process i.e. reasoning, involving health care professionals is distributed, cooperative and complex. This paper presents a framework for a Clinical Reasoning Knowledge Warehouse that combines theories and models from Artificial Intelligence...... is stored and made accessible when relevant to the reasoning context and the specific patient case. Furthermore, the information structure supports the creation of new generalized knowledge using data mining tools. The patient case is divided into an observation level and an opinion level. At the opinion...

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.

The Significance of Content Knowledge for Informal Reasoning regarding Socioscientific Issues: Applying Genetics Knowledge to Genetic Engineering Issues

Science.gov (United States)

Sadler, Troy D.; Zeidler, Dana L.

2005-01-01

This study focused on informal reasoning regarding socioscientific issues. It sought to explore how content knowledge influenced the negotiation and resolution of contentious and complex scenarios based on genetic engineering. Two hundred and sixty-nine students drawn from undergraduate natural science and nonnatural science courses completed a…

Dialogic Exchanges and the Negotiation of Differences: Female Graduate Students' Experiences of Obstacles Related to Academic Mentoring

Science.gov (United States)

Hayes, Sharon; Koro-Ljungberg, Mirka

2011-01-01

This study, framed by social constructionism, investigated the dialogic exchanges and co-construction of knowledge among female graduate students, who met to discuss the ways in which the differences between mentors and mentees might be negotiated in order to develop and maintain mentoring relationships that benefit both partners. Ten female…

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...

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.

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

Weighted Description Logics Preference Formulas for Multiattribute Negotiation

Science.gov (United States)

Ragone, Azzurra; di Noia, Tommaso; Donini, Francesco M.; di Sciascio, Eugenio; Wellman, Michael P.

We propose a framework to compute the utility of an agreement w.r.t a preference set in a negotiation process. In particular, we refer to preferences expressed as weighted formulas in a decidable fragment of First-order Logic and agreements expressed as a formula. We ground our framework in Description Logics (DL) endowed with disjunction, to be compliant with Semantic Web technologies. A logic based approach to preference representation allows, when a background knowledge base is exploited, to relax the often unrealistic assumption of additive independence among attributes. We provide suitable definitions of the problem and present algorithms to compute utility in our setting. We also validate our approach through an experimental evaluation.

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.

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.

Evaluating Clinical Knowledge across Years of Medical Training.

Science.gov (United States)

And Others; Mazzuca, Steven A

1981-01-01

The evolution of clinical knowledge about the management of a common chronic disease was determined by applying analysis of variance and multiple discriminant analysis to responses on two patient management problems by groups of junior medical students and internal medicine residents. The applying analysis of variance and multiple discriminant…

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).

"It´s incredible how much I´ve had to fight." Negotiating medical uncertainty in clinical encounters.

Science.gov (United States)

Lian, Olaug S; Robson, Catherine

2017-01-01

Clinical encounters related to medically unexplained physical symptoms (MUPS) are associated with high levels of conflict between patients and doctors. Collaborative difficulties are fused by the medical uncertainty that dominates these consultations. The main aim of this study is to explore the interactional dynamics of clinical encounters riddled by medical uncertainty, as experienced by people living with long-term medically unexplained fatigue in Norway. A qualitative thematic analysis of written texts from 256 study participants. We found that patients experience being met with disbelief, inappropriate psychological explanations, marginalisation of experiences, disrespectful treatment, lack of physical examination and damaging health advice. The main source of their discontent is not the lack of biomedical knowledge, but doctors who fail to communicate acknowledgement of patients' experiences, knowledge and autonomy. War metaphors are emblematic of how participants describe their medical encounters. The overarching storyline depicts experiences of being caught in a power struggle with doctors and health systems, fused by a lack of common conceptual ground. When physical symptoms cannot be detected, explained and managed by biomedical knowledge and technology, good doctor-patient partnerships are crucial. Without clearly acknowledging patients' perspectives and capabilities in clinical practice, such partnerships cannot be achieved.

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

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.

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.

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 ...

Locally Situated Digital Representation of Indigenous Knowledge

DEFF Research Database (Denmark)

Winschiers-Theophilus, Heike; Jensen, Kasper Løvborg; Rodil, Kasper

2012-01-01

Digital re-presentation of indigenous knowledge remains an absurdity as long as we fail to deconstruct the prevalent design paradigm and techniques continuously re-framing technology within a western epistemology. This paper discusses key challenges in attempts of co-constructing a digital......’s views are brought to light within the design interactions. A new digital reality is created at the periphery of the situated knowledge through continuous negotiations and joint meaning making....

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

Beyond Linguistic Proximity: Galicia and Portugal in International Negotiation

Directory of Open Access Journals (Sweden)

Ana Belén Fernández-Souto

2016-04-01

Full Text Available Studying the actions of several institutions, as well as the popular belief according to which Galician people and Portuguese people have enough common ground as to fully understand each other, this article considers the reality of the matter in the context of international negotiation. We will study the use of the Galician language in international business, and then refute—or not—the hypothesis which indicates that the use of Galician can be the first step in a mutual understanding, but that it is necessary to be more deeply immersed in the language before facing an international negotiation—immersed in a way that also includes cultural knowledge.

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.

Knowledge bases, clinical decision support systems, and rapid learning in oncology.

Science.gov (United States)

Yu, Peter Paul

2015-03-01

One of the most important benefits of health information technology is to assist the cognitive process of the human mind in the face of vast amounts of health data, limited time for decision making, and the complexity of the patient with cancer. Clinical decision support tools are frequently cited as a technologic solution to this problem, but to date useful clinical decision support systems (CDSS) have been limited in utility and implementation. This article describes three unique sources of health data that underlie fundamentally different types of knowledge bases which feed into CDSS. CDSS themselves comprise a variety of models which are discussed. The relationship of knowledge bases and CDSS to rapid learning health systems design is critical as CDSS are essential drivers of rapid learning in clinical care. Copyright © 2015 by American Society of Clinical Oncology.

Development of traditional Chinese medicine clinical data warehouse for medical knowledge discovery and decision support.

Science.gov (United States)

Zhou, Xuezhong; Chen, Shibo; Liu, Baoyan; Zhang, Runsun; Wang, Yinghui; Li, Ping; Guo, Yufeng; Zhang, Hua; Gao, Zhuye; Yan, Xiufeng

2010-01-01

Traditional Chinese medicine (TCM) is a scientific discipline, which develops the related theories from the long-term clinical practices. The large-scale clinical data are the core empirical knowledge source for TCM research. This paper introduces a clinical data warehouse (CDW) system, which incorporates the structured electronic medical record (SEMR) data for medical knowledge discovery and TCM clinical decision support (CDS). We have developed the clinical reference information model (RIM) and physical data model to manage the various information entities and their relationships in TCM clinical data. An extraction-transformation-loading (ETL) tool is implemented to integrate and normalize the clinical data from different operational data sources. The CDW includes online analytical processing (OLAP) and complex network analysis (CNA) components to explore the various clinical relationships. Furthermore, the data mining and CNA methods are used to discover the valuable clinical knowledge from the data. The CDW has integrated 20,000 TCM inpatient data and 20,000 outpatient data, which contains manifestations (e.g. symptoms, physical examinations and laboratory test results), diagnoses and prescriptions as the main information components. We propose a practical solution to accomplish the large-scale clinical data integration and preprocessing tasks. Meanwhile, we have developed over 400 OLAP reports to enable the multidimensional analysis of clinical data and the case-based CDS. We have successfully conducted several interesting data mining applications. Particularly, we use various classification methods, namely support vector machine, decision tree and Bayesian network, to discover the knowledge of syndrome differentiation. Furthermore, we have applied association rule and CNA to extract the useful acupuncture point and herb combination patterns from the clinical prescriptions. A CDW system consisting of TCM clinical RIM, ETL, OLAP and data mining as the core

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.

A scalable architecture for incremental specification and maintenance of procedural and declarative clinical decision-support knowledge.

Science.gov (United States)

Hatsek, Avner; Shahar, Yuval; Taieb-Maimon, Meirav; Shalom, Erez; Klimov, Denis; Lunenfeld, Eitan

2010-01-01

Clinical guidelines have been shown to improve the quality of medical care and to reduce its costs. However, most guidelines exist in a free-text representation and, without automation, are not sufficiently accessible to clinicians at the point of care. A prerequisite for automated guideline application is a machine-comprehensible representation of the guidelines. In this study, we designed and implemented a scalable architecture to support medical experts and knowledge engineers in specifying and maintaining the procedural and declarative aspects of clinical guideline knowledge, resulting in a machine comprehensible representation. The new framework significantly extends our previous work on the Digital electronic Guidelines Library (DeGeL) The current study designed and implemented a graphical framework for specification of declarative and procedural clinical knowledge, Gesher. We performed three different experiments to evaluate the functionality and usability of the major aspects of the new framework: Specification of procedural clinical knowledge, specification of declarative clinical knowledge, and exploration of a given clinical guideline. The subjects included clinicians and knowledge engineers (overall, 27 participants). The evaluations indicated high levels of completeness and correctness of the guideline specification process by both the clinicians and the knowledge engineers, although the best results, in the case of declarative-knowledge specification, were achieved by teams including a clinician and a knowledge engineer. The usability scores were high as well, although the clinicians' assessment was significantly lower than the assessment of the knowledge engineers.

Dependence and resistance in community mental health care-Negotiations of user participation between staff and users.

Science.gov (United States)

Femdal, I; Knutsen, I R

2017-10-01

WHAT IS KNOWN ON THE SUBJECT?: Implementation of user participation is described as a change from a paternalistic healthcare system to ideals of democratization where users' voices are heard in relational interplays with health professionals. The ideological shift involves a transition from welfare dependency and professional control towards more active service-user roles with associated rights and responsibilities. A collaborative relationship between users and professionals in mental health services is seen as important by both parties. Nevertheless, the health professionals find it challenging in practice to reorient their roles and to find productive ways to cooperate. WHAT THIS PAPER ADDS TO EXISTING KNOWLEDGE?: This study illuminates how user participation is negotiated and involves multiple and shifting subject positions in the collaboration between users and professionals in community mental health care. By taking different positions, the relationship between users and professionals develops through dynamic interaction. This study challenges understandings of equality and implicit "truths" in user participation by illuminating subtle forms of power and dilemmas that arise in user-professional negotiations. WHAT ARE THE IMPLICATIONS FOR PRACTICE?: Instead of denying the appearance of power, it is important to question the execution of power in the interplay between users and professionals. Focusing on the negotiation processes between users and professionals is important for increasing reflection on and improving understanding of the dynamic in collaboration and speech. By focusing on negotiations, power can be used in productive ways in user-professional relationships. Introduction Implementation of user participation is considered important in today's mental health care. Research shows, however, that user participation lacks clarity and provokes uncertainty regarding shifting roles. Aim To investigate negotiation of user participation in a microstudy of

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...

The politics of indigeneity: Indigenous strategies for inclusion in climate change negotiations

Directory of Open Access Journals (Sweden)

Doolittle Amity

2010-01-01

Full Text Available Indigenous environmental activists have clearly articulated their views on global climate change policy. The content of these views was explored during the 10-day 2008 World Conservation Congress (WCC in Barcelona. Data were primarily collected through interviews and participant observation. In addition, policy statements and declarations made by indigenous environmental activists from 2000 to 2009 were analysed to place the perspectives of indigenous leaders and environmental activists in the context of their decade-long struggle to gain negotiating power at the United Nations Framework Convention on Climate Change. This study examines the rhetorical strategies indigenous leaders from around the world use to gain political recognition and legitimacy in climate change negotiations. Two core principles, relating to a particular representation of indigenous environmental knowledge are identified as fundamental rhetorical tools. These are a belief that the earth is a living being with rights and the conviction that it is the responsibility of indigenous peoples to protect the earth from over-exploitation. However, reference to indigenous environmental knowledge is not the only rhetorical mechanism used by indigenous leaders in the climate debates. When faced with specific United Nations policies to combat climate change that could have a profound impact on their land rights, some indigenous leaders adopt a more confrontational response. Fearing that new polices would reinforce historical trends of marginalisation, indigenous leaders seeking recognition in climate change debates speak less about their ecological knowledge and responsibility to the earth and more about their shared histories of political and economic marginalisation and land dispossession, experienced first through colonialism and more recently through globalisation.

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

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

Semantics-based plausible reasoning to extend the knowledge coverage of medical knowledge bases for improved clinical decision support.

Science.gov (United States)

Mohammadhassanzadeh, Hossein; Van Woensel, William; Abidi, Samina Raza; Abidi, Syed Sibte Raza

2017-01-01

Capturing complete medical knowledge is challenging-often due to incomplete patient Electronic Health Records (EHR), but also because of valuable, tacit medical knowledge hidden away in physicians' experiences. To extend the coverage of incomplete medical knowledge-based systems beyond their deductive closure, and thus enhance their decision-support capabilities, we argue that innovative, multi-strategy reasoning approaches should be applied. In particular, plausible reasoning mechanisms apply patterns from human thought processes, such as generalization, similarity and interpolation, based on attributional, hierarchical, and relational knowledge. Plausible reasoning mechanisms include inductive reasoning , which generalizes the commonalities among the data to induce new rules, and analogical reasoning , which is guided by data similarities to infer new facts. By further leveraging rich, biomedical Semantic Web ontologies to represent medical knowledge, both known and tentative, we increase the accuracy and expressivity of plausible reasoning, and cope with issues such as data heterogeneity, inconsistency and interoperability. In this paper, we present a Semantic Web-based, multi-strategy reasoning approach, which integrates deductive and plausible reasoning and exploits Semantic Web technology to solve complex clinical decision support queries. We evaluated our system using a real-world medical dataset of patients with hepatitis, from which we randomly removed different percentages of data (5%, 10%, 15%, and 20%) to reflect scenarios with increasing amounts of incomplete medical knowledge. To increase the reliability of the results, we generated 5 independent datasets for each percentage of missing values, which resulted in 20 experimental datasets (in addition to the original dataset). The results show that plausibly inferred knowledge extends the coverage of the knowledge base by, on average, 2%, 7%, 12%, and 16% for datasets with, respectively, 5%, 10%, 15

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.

Clinical knowledge management: an overview of current understanding.

Science.gov (United States)

Bali, Rajeev K; Dwivedi, Ashish

2005-01-01

This chapter outlines contributions to a workshop for ICMCC 2005. We details some of the central issues surrounding the incorporation of the Knowledge Management (KM) paradigm for the healthcare and clinical sectors. The complex nature of KM is discussed, together with some essential theories and some contemporary applications of the tools and techniques are presented.

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 health and life: Syrian refugees and the politics of access in Lebanon.

Science.gov (United States)

Parkinson, Sarah E; Behrouzan, Orkideh

2015-12-01

In the context of ongoing armed conflicts in Libya, Syria, Yemen, and Iraq, it is vital to foster nuanced understandings of the relationship between health, violence, and everyday life in the Middle East and North Africa. In this article, we explore how healthcare access interacts with humanitarian bureaucracy and refugees' daily experiences of exile. What are the stakes involved with accessing clinical services in humanitarian situations? How do local conditions structure access to healthcare? Building on the concept of "therapeutic geographies," we argue for the integration of local socio-political context and situated knowledge into understandings of humanitarian healthcare systems. Using evidence gathered from participant observation among Syrian and Palestinian refugees in Lebanon, we demonstrate how procedures developed to facilitate care-such as refugee registration and insurance contracting-can interact with other factors to simultaneously prevent and/or disincentivize refugees' accessing healthcare services and expose them to structural violence. Drawing on two interconnected ethnographic encounters in a Palestinian refugee camp and in a Lebanese public hospital, we demonstrate how interactions surrounding the clinical encounter reveal the social, political, and logistical complexities of healthcare access. Moreover, rather than hospital visits representing discrete encounters with the Lebanese state, we contend that they reveal important moments in an ongoing process of negotiation and navigation within and through the constraints and uncertainties that shape refugee life. As a result, we advocate for the incorporation of situated forms of knowledge into humanitarian healthcare practices and the development of an understanding of healthcare access as nested in the larger experience of everyday refugee life. Copyright © 2015 Elsevier Ltd. All rights reserved.

Methods to Succeed in Effective Knowledge Translation in Clinical Practice.

Science.gov (United States)

Kitson, Alison L; Harvey, Gillian

2016-05-01

To explore the evidence around facilitation as an intervention for the successful implementation of new knowledge into clinical practice. The revised version of the Promoting Action on Research Implementation in Health Services (PARIHS) framework, called the integrated or i-PARIHS framework, is used as the explanatory framework. This framework posits that evidence is a multidimensional construct embedded within innovation and operationalized by clinicians (individuals and within teams), working across multiple layers of context. Facilitation is the active ingredient that promotes successful implementation. An emerging body of evidence supports facilitation as a mechanism to getting new knowledge into clinical practice. Facilitation roles are divided into beginner, experienced, and expert facilitators. Facilitators can be internal or external to the organization they work in, and their skills and attributes complement other knowledge translation (KT) roles. Complex KT projects require facilitators who are experienced in implementation methods. Facilitation is positioned as the active ingredient to effectively introduce new knowledge into a clinical setting. Levels of facilitation experience are assessed in relation to the complexity of the KT task. Three core facilitation roles are identified, and structured interventions are established taking into account the nature and novelty of the evidence, the receptiveness of the clinicians, and the context or setting where the new evidence is to be introduced. Roles such as novice, experienced, and expert facilitators have important and complementary parts to play in enabling the successful translation of evidence into everyday practice in order to provide effective care for patients. © 2016 Sigma Theta Tau International.

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

Data warehousing: toward knowledge management.

Science.gov (United States)

Shams, K; Farishta, M

2001-02-01

With rapid changes taking place in the practice and delivery of health care, decision support systems have assumed an increasingly important role. More and more health care institutions are deploying data warehouse applications as decision support tools for strategic decision making. By making the right information available at the right time to the right decision makers in the right manner, data warehouses empower employees to become knowledge workers with the ability to make the right decisions and solve problems, creating strategic leverage for the organization. Health care management must plan and implement data warehousing strategy using a best practice approach. Through the power of data warehousing, health care management can negotiate bettermanaged care contracts based on the ability to provide accurate data on case mix and resource utilization. Management can also save millions of dollars through the implementation of clinical pathways in better resource utilization and changing physician behavior to best practices based on evidence-based medicine.

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).

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

Assessment of the knowledge and attitudes regarding HIV/AIDS among pre-clinical medical students in Israel

Science.gov (United States)

2014-01-01

Background Today’s medical students are the future physicians of people living with HIV/AIDS (PLWHA). It is therefore essential that medical students possess the appropriate knowledge and attitudes regarding PLWHA. This study aims to evaluate knowledge and attitudes of pre-clinical Israeli medical students and to assess whether their knowledge and attitudes change throughout their pre-clinical studies. Methods A cross-sectional study was conducted among all pre-clinical medical students from the four medical schools in Israel during the academic year of 2010/2011 (a total of 1,470 students). A self-administered questionnaire was distributed. The questionnaire sought student responses pertaining to knowledge of HIV transmission and non-transmission routes, basic knowledge of HIV/AIDS treatment and attitudes towards HIV/AIDS. Results The study’s response rate was 62.24 percent. Knowledge among pre-clinical medical students was generally high and showed a statistically significant improvement as students progressed through their pre-clinical studies. However, there were some misconceptions, mostly regarding HIV transmission via breastfeeding and knowledge of HIV prevention after exposure to the virus. Students’ attitudes were found to include stigmatizing notions. Furthermore, the majority of medical students correlated HIV with shame and fear. In addition, students’ attitudes toward HIV testing and providing confidential medical information were contradictory to health laws, protocols and guidelines. Overall, no positive changes in students’ attitudes were observed during the pre-clinical years of medical school. Conclusion The knowledge of pre-clinical medical students in Israel is generally high, although there are some knowledge inadequacies that require more emphasis in the curricula of the medical schools. Contrary to HIV-related knowledge, medical students’ attitudes are unaffected by their progression through medical school. Therefore, medical

Pre-Service Teachers' Pedagogical Relationships and Experiences of Embedding Indigenous Australian Knowledge in Teaching Practicum

Science.gov (United States)

Hart, Victor; Whatman, Susan; McLaughlin, Juliana; Sharma-Brymer, Vinathe

2012-01-01

This paper argues from the standpoint that embedding Indigenous knowledge and perspectives in Australian curricula occurs within a space of tension, "the cultural interface", in negotiation and contestation with other dominant knowledge systems. In this interface, Indigenous knowledge is in a state of constancy and flux, invisible and…

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.

The Linguistic Recontextualization of the Kosova and Serbia Negotiations in Global Media

Directory of Open Access Journals (Sweden)

Lindita Tahiri

2014-11-01

Full Text Available This study compares the coverage of Serbia and Kosova negotiations in the period from September 1, 2012 to June 30, 2013 by The New York Times and Al Jazeera English, from the perspective of quantitative and qualitative analysis. The content analyses highlight the profile of the texts in these two outlets, their sources and topics, grammatical features such as word frequency, predication, attribution, classifier role and word relations. The Critical Discourse Analysis uses the concept of recontextualization of social practices developed by van Leeuwen (2008 and analyzes the media recontextualization of the social practice of Kosova and Serbia negotiations from the perspective of three key elements: participants with their roles and identities, the kind of actions they undertake, and the construction of the discursive legitimation for these actions. This paper raises questions about the linguistic choices of The New York Times and Al Jazeera in presenting the Kosova-Serbia negotiations, questions about knowledge and values these media transmit, and in particular questions about their ideological effects. The findings of this study reveal dominant linguistic elements in journalistic narratives of these two global media, hence revealing the strategic interaction of these media with the audience. Both quantitative and qualitative analysis results correspond and show that The New York Times and Al Jazeera apply dissimilar recontextualizing practices, generating ideologies which influence the social and political reasoning by shaping the way the audience understands the everyday world.

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...

Clinical cultural competency and knowledge of health disparities among pharmacy students.

Science.gov (United States)

Okoro, Olihe N; Odedina, Folakemi T; Reams, Romonia R; Smith, W Thomas

2012-04-10

To evaluate the level of competency and knowledge about health disparities among third-year doctor of pharmacy (PharmD) students at 2 Florida public colleges of pharmacy and to explore the demographic correlates of these variables. A cross-sectional survey study design was used to collect data from participants. The students had low health-disparities knowledge and moderate skills in dealing with sociocultural issues and cross-cultural encounters. Speaking a language(s) other than English and having exposure to cultural-competency instruction were the demographic variables found to be most significantly associated with clinical cultural competency and/or knowledge of health disparities. Clinical cultural competency and health-disparities instruction may not be adequately incorporated into the pharmacy school curricula in the institutions studied. Relevant education and training are necessary to enhance cultural competency among pharmacy students.

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...

Newly graduated nurses' use of knowledge sources in clinical decision-making

DEFF Research Database (Denmark)

Voldbjerg, Siri Lygum; Grønkjaer, Mette; Wiechula, Rick

2017-01-01

AIMS AND OBJECTIVES: To explore which knowledge sources newly graduated nurses' use in clinical decision-making and why and how they are used. BACKGROUND: In spite of an increased educational focus on skills and competencies within evidence based practice newly graduated nurses' ability to use...... approaches to strengthen the knowledgebase used in clinical decision-making. DESIGN AND METHODS: Ethnographic study using participant-observation and individual semi-structured interviews of nine Danish newly graduated nurses in medical and surgical hospital settings. RESULTS: Newly graduates use...... in clinical decision-making. If newly graduates are to be supported in an articulate and reflective use of a variety of sources, they have to be allocated to experienced nurses who model a reflective, articulate and balanced use of knowledge sources. This article is protected by copyright. All rights reserved....

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.

Closing the gap between knowledge and clinical application: challenges for genomic translation.

Science.gov (United States)

Burke, Wylie; Korngiebel, Diane M

2015-01-01

Despite early predictions and rapid progress in research, the introduction of personal genomics into clinical practice has been slow. Several factors contribute to this translational gap between knowledge and clinical application. The evidence available to support genetic test use is often limited, and implementation of new testing programs can be challenging. In addition, the heterogeneity of genomic risk information points to the need for strategies to select and deliver the information most appropriate for particular clinical needs. Accomplishing these tasks also requires recognition that some expectations for personal genomics are unrealistic, notably expectations concerning the clinical utility of genomic risk assessment for common complex diseases. Efforts are needed to improve the body of evidence addressing clinical outcomes for genomics, apply implementation science to personal genomics, and develop realistic goals for genomic risk assessment. In addition, translational research should emphasize the broader benefits of genomic knowledge, including applications of genomic research that provide clinical benefit outside the context of personal genomic risk.

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...

A New Clinical Pain Knowledge Test for Nurses: Development and Psychometric Evaluation.

Science.gov (United States)

Bernhofer, Esther I; St Marie, Barbara; Bena, James F

2017-08-01

All nurses care for patients with pain, and pain management knowledge and attitude surveys for nurses have been around since 1987. However, no validated knowledge test exists to measure postlicensure clinicians' knowledge of the core competencies of pain management in current complex patient populations. To develop and test the psychometric properties of an instrument designed to measure pain management knowledge of postlicensure nurses. Psychometric instrument validation. Four large Midwestern U.S. hospitals. Registered nurses employed full time and part time August 2015 to April 2016, aged M = 43.25 years; time as RN, M = 16.13 years. Prospective survey design using e-mail to invite nurses to take an electronic multiple choice pain knowledge test. Content validity of initial 36-item test "very good" (95.1% agreement). Completed tests that met analysis criteria, N = 747. Mean initial test score, 69.4% correct (range 27.8-97.2). After revision/removal of 13 unacceptable questions, mean test score was 50.4% correct (range 8.7-82.6). Initial test item percent difficulty range was 15.2%-98.1%; discrimination values range, 0.03-0.50; final test item percent difficulty range, 17.6%-91.1%, discrimination values range, -0.04 to 1.04. Split-half reliability final test was 0.66. A high decision consistency reliability was identified, with test cut-score of 75%. The final 23-item Clinical Pain Knowledge Test has acceptable discrimination, difficulty, decision consistency, reliability, and validity in the general clinical inpatient nurse population. This instrument will be useful in assessing pain management knowledge of clinical nurses to determine gaps in education, evaluate knowledge after pain management education, and measure research outcomes. Copyright © 2017 American Society for Pain Management Nursing. Published by Elsevier Inc. All rights reserved.

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...

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.

Does clinical experience affect knowledge regarding hepatitis-B among male medical students at a private university

International Nuclear Information System (INIS)

Nisar, N.

2009-01-01

To assess the knowledge of male medical students about Hepatitis-B in their preclinical and clinical years and to investigate the self reported vaccination status of these students. In the year of 2007, 187 male students of Isra University Hyderabad Sindh Pakistan were selected by convenient sampling and surveyed with a self reported questionnaire comprising of questions regarding knowledge about hepatitis B. Data gathered was analyzed by SPSS V. 16. Knowledge between preclinical and clinical students were compared by Pearson's coefficient chi square test, p value < 0.005 was considered significant. Out of 187 students interviewed, 73 (39%) and 114 (61%) were from preclinical and clinical years respectively. Significant difference was found in clinical and preclinical students regarding basic knowledge about hepatitis B. and mode of transmission of disease (P= 0.004) and (P=< 0.001) respectively. Significant difference was found in the knowledge of both preclinical and clinical male medical students. (JPMA 59:808; 2009). (author)

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

Knowledge in schizophrenia: The Portuguese version of KAST (Knowledge About Schizophrenia Test) and analysis of social-demographic and clinical factors' influence.

Science.gov (United States)

Daltio, C S; Attux, C; Ferraz, M B

2015-10-01

Schizophrenia is a complex disorder, and the knowledge about it can have a positive impact. The purpose of this study was to make the translation and cultural adaptation of the Knowledge About Schizophrenia Test (KAST) into Portuguese and determine the influence of clinical and socio-demographic factors on knowledge. The test was applied to 189 caregivers of patients enrolled in Schizophrenia Program of the Federal University of São Paulo, 30 caregivers of clinical patients of the General Outpatient Clinic of the same University, and 30 health professionals. The face and content validity of the test was established. The mean value (SD) obtained with the application of the final version to caregivers of schizophrenic patients was 12.96 (2.45) - maximum 17. Level of knowledge increased considering the following order: caregivers of clinical patients, caregivers of patients with schizophrenia and mental health professionals. The intraclass correlation coefficient (0.592) obtained in the test-retest was statistically significant. An influence of social class, race, gender and education of the caregiver on the test was observed, and the last two factors were more relevant. The KAST translated and adapted into Portuguese is a valid instrument and can be used as an evaluation tool on psychoeducational interventions. Copyright © 2015 Elsevier B.V. All rights reserved.

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

Acquiring, encoding, and re-using clinical knowledge in PRODIGY

Directory of Open Access Journals (Sweden)

Richard Hall

2002-11-01

Full Text Available The development, implementation and maintenance of computer-executable clinical guidelines encompass a series of complex processes. As they are often performed by more than one organisation, this introduces further complexity. Within the PRODIGY project we attempt to control as many aspects of the process as possible, in order to increase the likelihood of achieving success. To illustrate the complexity of the process and many of the inherent problems and solutions, this paper describes the evolution of the PRODIGY knowledge base, describing the steps from acquiring knowledge, through encoding, to the execution of guidelines, and 'closing the loop' by discussing an approach to knowledge re-use. We will also consider some of the wider implications of our work and propose directions for future research and development activities.

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.

Using Best Practices to Extract, Organize, and Reuse Embedded Decision Support Content Knowledge Rules from Mature Clinical Systems.

Science.gov (United States)

DesAutels, Spencer J; Fox, Zachary E; Giuse, Dario A; Williams, Annette M; Kou, Qing-Hua; Weitkamp, Asli; Neal R, Patel; Bettinsoli Giuse, Nunzia

2016-01-01

Clinical decision support (CDS) knowledge, embedded over time in mature medical systems, presents an interesting and complex opportunity for information organization, maintenance, and reuse. To have a holistic view of all decision support requires an in-depth understanding of each clinical system as well as expert knowledge of the latest evidence. This approach to clinical decision support presents an opportunity to unify and externalize the knowledge within rules-based decision support. Driven by an institutional need to prioritize decision support content for migration to new clinical systems, the Center for Knowledge Management and Health Information Technology teams applied their unique expertise to extract content from individual systems, organize it through a single extensible schema, and present it for discovery and reuse through a newly created Clinical Support Knowledge Acquisition and Archival Tool (CS-KAAT). CS-KAAT can build and maintain the underlying knowledge infrastructure needed by clinical systems.

Using Best Practices to Extract, Organize, and Reuse Embedded Decision Support Content Knowledge Rules from Mature Clinical Systems

Science.gov (United States)

DesAutels, Spencer J.; Fox, Zachary E.; Giuse, Dario A.; Williams, Annette M.; Kou, Qing-hua; Weitkamp, Asli; Neal R, Patel; Bettinsoli Giuse, Nunzia

2016-01-01

Clinical decision support (CDS) knowledge, embedded over time in mature medical systems, presents an interesting and complex opportunity for information organization, maintenance, and reuse. To have a holistic view of all decision support requires an in-depth understanding of each clinical system as well as expert knowledge of the latest evidence. This approach to clinical decision support presents an opportunity to unify and externalize the knowledge within rules-based decision support. Driven by an institutional need to prioritize decision support content for migration to new clinical systems, the Center for Knowledge Management and Health Information Technology teams applied their unique expertise to extract content from individual systems, organize it through a single extensible schema, and present it for discovery and reuse through a newly created Clinical Support Knowledge Acquisition and Archival Tool (CS-KAAT). CS-KAAT can build and maintain the underlying knowledge infrastructure needed by clinical systems. PMID:28269846

[Clinical practice guidelines and knowledge management in healthcare].

Science.gov (United States)

Ollenschläger, Günter

2013-10-01

Clinical practice guidelines are key tools for the translation of scientific evidence into everyday patient care. Therefore guidelines can act as cornerstones of evidence based knowledge management in healthcare, if they are trustworthy, and its recommendations are not biased by authors' conflict of interests. Good medical guidelines should be disseminated by means of virtual (digital/electronic) health libraries - together with implementation tools in context, such as guideline based algorithms, check lists, patient information, a.s.f. The article presents evidence based medical knowledge management using the German experiences as an example. It discusses future steps establishing evidence based health care by means of combining patient data, evidence from medical science and patient care routine, together with feedback systems for healthcare providers.

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.

Aging may negatively impact movement smoothness during stair negotiation.

Science.gov (United States)

Dixon, P C; Stirling, L; Xu, X; Chang, C C; Dennerlein, J T; Schiffman, J M

2018-05-26

Stairs represent a barrier to safe locomotion for some older adults, potentially leading to the adoption of a cautious gait strategy that may lack fluidity. This strategy may be characterized as unsmooth; however, stair negotiation smoothness has yet to be quantified. The aims of this study were to assess age- and task-related differences in head and body center of mass (COM) acceleration patterns and smoothness during stair negotiation and to determine if smoothness was associated with the timed "Up and Go" (TUG) test of functional movement. Motion data from nineteen older and twenty young adults performing stair ascent, stair descent, and overground straight walking trials were analyzed and used to compute smoothness based on the log-normalized dimensionless jerk (LDJ) and the velocity spectral arc length (SPARC) metrics. The associations between TUG and smoothness measures were evaluated using Pearson's correlation coefficient (r). Stair tasks increased head and body COM acceleration pattern differences across groups, compared to walking (p < 0.05). LDJ smoothness for the head and body COM decreased in older adults during stair descent, compared to young adults (p ≤ 0.015) and worsened with increasing TUG for all tasks (-0.60 ≤ r ≤ -0.43). SPARC smoothness of the head and body COM increased in older adults, regardless of task (p < 0.001), while correlations showed improved SPARC smoothness with increasing TUG for some tasks (0.33 ≤ r ≤ 0.40). The LDJ outperforms SPARC in identifying age-related stair negotiation adaptations and is associated with performance on a clinical test of gait. Copyright © 2018 Elsevier B.V. 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.

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

Guideline Formalization and Knowledge Representation for Clinical Decision Support

Directory of Open Access Journals (Sweden)

Tiago OLIVEIRA

2012-09-01

Full Text Available Normal 0 21 false false false EN-US JA X-NONE /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Tabla normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0cm 5.4pt 0cm 5.4pt; mso-para-margin:0cm; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:Cambria; mso-ascii-font-family:Cambria; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Cambria; mso-hansi-theme-font:minor-latin; mso-ansi-language:EN-US;} The prevalence of situations of medical error and defensive medicine in healthcare institutions is a great concern of the medical community. Clinical Practice Guidelines are regarded by most researchers as a way to mitigate theseoccurrences; however, there is a need to make them interactive, easier to update and to deploy. This paper provides a model for Computer-Interpretable Guidelines based on the generic tasks of the clinical process, devised to be included in the framework of a Clinical Decision Support System. Aiming to represent medical recommendations in a simple and intuitive way. Hence, this work proposes a knowledge representation formalism that uses an Extension to Logic Programming to handle incomplete information. This model is used to represent different cases of missing, conflicting and inexact information with the aid of a method to quantify its quality. The integration of the guideline model with the knowledge representation formalism yields a clinical decision model that relies on the development of multiple information scenarios and the exploration of different clinical hypotheses.

Guideline Formalization and Knowledge Representation for Clinical Decision Support

Directory of Open Access Journals (Sweden)

Paulo NOVAIS

2013-07-01

Full Text Available Normal 0 21 false false false EN-US JA X-NONE /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Tabla normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0cm 5.4pt 0cm 5.4pt; mso-para-margin:0cm; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:Cambria; mso-ascii-font-family:Cambria; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Cambria; mso-hansi-theme-font:minor-latin; mso-ansi-language:EN-US;} The prevalence of situations of medical error and defensive medicine in healthcare institutions is a great concern of the medical community. Clinical Practice Guidelines are regarded by most researchers as a way to mitigate these occurrences; however, there is a need to make them interactive, easier to update and to deploy. This paper provides a model for Computer-Interpretable Guidelines based on the generic tasks of the clinical process, devised to be included in the framework of a Clinical Decision Support System. Aiming to represent medical recommendations in a simple and intuitive way. Hence, this work proposes a knowledge representation formalism that uses an Extension to Logic Programming to handle incomplete information. This model is used to represent different cases of missing, conflicting and inexact information with the aid of a method to quantify its quality. The integration of the guideline model with the knowledge representation formalism yields a clinical decision model that relies on the development of multiple information scenarios and the exploration of different clinical hypotheses.

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...

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.

Arranging marriage; negotiating risk: genetics and society in Qatar.

Science.gov (United States)

Kilshaw, Susie; Al Raisi, Tasneem; Alshaban, Fouad

2015-01-01

This paper considers how the globalized discourse of genetic risk in cousin marriage is shaped, informed and taken up in local moral worlds within the context of Qatar. This paper investigates the way Qataris are negotiating the discourse on genetics and risk. It is based on data from ongoing ethnographic research in Qatar and contributes to anthropological knowledge about this understudied country. Participants were ambivalent about genetic risks and often pointed to other theories of causation in relation to illness and disability. The discourse on genetic risk associated with marrying in the family was familiar, but for some participants the benefits of close marriage outweighed potential risks. Furthermore, the introduction of mandatory pre-marital screening gave participants confidence that risks were monitored and minimized.

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...

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

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

On the constraints of encapsulated knowledge : Clinical case representations by medical experts and subexperts

NARCIS (Netherlands)

Rikers, Remy MJP; Schmidt, Henk G; Boshuizen, Henny PA

2002-01-01

This article is concerned with the role of so-called encapsulated knowledge and biomedical knowledge in the process of diagnosing clinical cases within and outside the medical specialist's domain of expertise. Based on the theory of knowledge encapsulation, we predicted that subexperts (i.e.,

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…

Negotiation time

Energy Technology Data Exchange (ETDEWEB)

NONE

1999-12-01

Markets in the Pacific have been relatively stable throughout 1999 compared to its Atlantic counterparts. As a result, the outcome of annual negotiations between Australian suppliers and Japanese steel mills (JSM) and utilities will not be so easy to predict this year. The article discusses factors that will affect the prices of coking coal and thermal coal. The outlook for thermal coal prices in the Pacific market looks much more promising than for coking coal. 2 photos.

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.

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

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.

WE-F-BRB-01: The Power of Ontologies and Standardized Terminologies for Capturing Clinical Knowledge

Energy Technology Data Exchange (ETDEWEB)

Gabriel, P. [University of Pennsylvania (United States)

2015-06-15

Advancements in informatics in radiotherapy are opening up opportunities to improve our ability to assess treatment plans. Models on individualizing patient dose constraints from prior patient data and shape relationships have been extensively researched and are now making their way into commercial products. New developments in knowledge based treatment planning involve understanding the impact of the radiation dosimetry on the patient. Akin to radiobiology models that have driven intensity modulated radiotherapy optimization, toxicity and outcome predictions based on treatment plans and prior patient experiences may be the next step in knowledge based planning. In order to realize these predictions, it is necessary to understand how the clinical information can be captured, structured and organized with ontologies and databases designed for recall. Large databases containing radiation dosimetry and outcomes present the opportunity to evaluate treatment plans against predictions of toxicity and disease response. Such evaluations can be based on dose volume histogram or even the full 3-dimensional dose distribution and its relation to the critical anatomy. This session will provide an understanding of ontologies and standard terminologies used to capture clinical knowledge into structured databases; How data can be organized and accessed to utilize the knowledge in planning; and examples of research and clinical efforts to incorporate that clinical knowledge into planning for improved care for our patients. Learning Objectives: Understand the role of standard terminologies, ontologies and data organization in oncology Understand methods to capture clinical toxicity and outcomes in a clinical setting Understand opportunities to learn from clinical data and its application to treatment planning Todd McNutt receives funding from Philips, Elekta and Toshiba for some of the work presented.

WE-F-BRB-01: The Power of Ontologies and Standardized Terminologies for Capturing Clinical Knowledge

International Nuclear Information System (INIS)

Gabriel, P.

2015-01-01

Advancements in informatics in radiotherapy are opening up opportunities to improve our ability to assess treatment plans. Models on individualizing patient dose constraints from prior patient data and shape relationships have been extensively researched and are now making their way into commercial products. New developments in knowledge based treatment planning involve understanding the impact of the radiation dosimetry on the patient. Akin to radiobiology models that have driven intensity modulated radiotherapy optimization, toxicity and outcome predictions based on treatment plans and prior patient experiences may be the next step in knowledge based planning. In order to realize these predictions, it is necessary to understand how the clinical information can be captured, structured and organized with ontologies and databases designed for recall. Large databases containing radiation dosimetry and outcomes present the opportunity to evaluate treatment plans against predictions of toxicity and disease response. Such evaluations can be based on dose volume histogram or even the full 3-dimensional dose distribution and its relation to the critical anatomy. This session will provide an understanding of ontologies and standard terminologies used to capture clinical knowledge into structured databases; How data can be organized and accessed to utilize the knowledge in planning; and examples of research and clinical efforts to incorporate that clinical knowledge into planning for improved care for our patients. Learning Objectives: Understand the role of standard terminologies, ontologies and data organization in oncology Understand methods to capture clinical toxicity and outcomes in a clinical setting Understand opportunities to learn from clinical data and its application to treatment planning Todd McNutt receives funding from Philips, Elekta and Toshiba for some of the work presented

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

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

On negotiating White science: a call for cultural relevance and critical reflexivity

Science.gov (United States)

Bettez, Silvia Cristina; Aguilar-Valdez, Jean Rockford; Carlone, Heidi B.; Cooper, Jewell E.

2011-12-01

This article is a response to Randy Yerrick and Joseph Johnson's article "Negotiating White Science in Rural Black America: A Case for Navigating the Landscape of Teacher Knowledge Domains". They write about research conducted by Yerrick in which videos of his teaching practice as a White educator in a predominately Black rural classroom were examined. Their analysis is framed through Shulman's (1986) work on "domains of teacher knowledge" and Ladson-Billings' (1999) critical race theory (CRT). Although we appreciate a framework that attends to issues of power, such as CRT, we see a heavier emphasis on Shulman's work in their analysis. We argue that a culturally relevant pedagogy (CRP) framework has the potential to provide a more nuanced analysis of what occurred in Yerrick's classroom from a critical lens. Thus we examine Yerrick and Johnson's work through the five main CRP components (as defined by Brown-Jeffy and Cooper 2011) and ultimately argue that science educators who want to promote equity in their classrooms should engage in continuous critical reflexivity, aid students in claiming voice, and encourage students to become not only producers of scientific knowledge but also users and critics of such knowledge.

Negotiating the use of formative assessment for learning in an era of accountability testing

Science.gov (United States)

Yin, Xinying

The purpose of this collaborative action research was to understand how science educators can negotiate the tension between integrating formative assessment (FA) for students' learning and meeting the need for standardized summative assessment (testing) from a critical perspective. Using formative assessment in the era of accountability testing was a process in which the science educators identified the ways that the standardized testing system constrained the teacher's use of FA to improve students' learning, sought solutions to overcome the obstacles and came to understand how FA can be utilized to neutralize the power relationship between the institutional requirement and classroom teaching and learning. The challenge of doing FA under the pressure of standardized testing mainly lie in two dimensions: one was the demand of teaching all the desired standard-based content to all students in a limited amount of time and the sufficient time and flexibility required by doing FA to improve students' understanding, the other was the different levels of knowledge and forms of knowledge representation on FA and tests. The negotiation of doing FA for teaching standards and preparing students for tests entailed six aspects for the collaborative team, including clarifying teaching objectives, reconstructing instructional activities, negotiating with time constraints, designing effective FA activities, attending to students' needs in doing FA, and modifying end-of-unit tests to better assess the learning goals. As the teacher's instructional goals evolved to be more focused on conceptual understanding of standards and more thorough understanding for less activities, she perceived doing FA for learning and preparing students for standardized tests as more congruent. By integrating both divergent and convergent FA into instruction as well as modifying tests to be more aligned with standards, students' learning were enhanced and they were also being prepared for tests. This

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).

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.

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...

Sibling deidentification in the clinic: devil vs. angel.

Science.gov (United States)

Schachter, F F

1985-09-01

A four-member family structure consisting of two siblings contrasting in personality (sibling deidentification) and each identified with a different parent (split-parent identification) was recently reported (15). In well-functioning families, this tetrad or quadrangle is wide-spread in the first pair of siblings in the family and tends to be more common in same-sex pairs, suggesting that sibling deidentification is designed to mitigate the relatively intense sibling rivalry characteristic of these pairs and hence to maintain family harmony. In this collated case report, deidentification is found to follow the same pattern in 39 clinic first pairs. However, contrasting attributes are varied and nonevaluative in nonclinic pairs but mainly "good-bad" in clinic pairs, with polarization extreme. Results suggest that nonclinic siblings negotiate their identity (being) much as they negotiate about possessions (having) and that negotiations are blocked in clinic pairs, freezing mythic devil or angel identity. Intervention is directed at dislodging this block.

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.

Familiarity knowledge in student nurses' clinical studies: exemplified by student nurses in palliative care.

Science.gov (United States)

Haugan, Grethe; Hanssen, Ingrid

2012-01-01

In this article based on a literary study, the form of knowledge named familiarity knowledge is examined. Although rooted in the philosophical tradition of Wittgenstein and Polanyi, the development of familiarity knowledge is tied in with clinical practice and particular patients and contexts while paying attention to the framework factors influencing the setting as a whole as well as with theoretical knowledge relevant to the situation at hand. Palliative care makes a backdrop for some of the discussion. Familiarity knowledge can never be context free and attends to that which is unique in every nurse-patient relationship. Both assertive and familiarity knowledge are needed to care for dying patients in a competent, sensitive, and truly caring manner. Mentors need to help students synthesize assertive knowledge and familiarity knowledge during their clinical studies to enrich both kinds of knowledge and deepen their understanding. Student nurses expertly mentored and tutored while caring for dying patients living at home become, for instance, less apprehensive about facing dying patients than students not so mentored. Nurses need to understand the complexity of nursing care to be able to see the uniqueness of the situation and approach the individual patient on the bases of experience and insight.

Newly graduated nurses use of knowledge sources in clinical decison-making - a qualitative study

DEFF Research Database (Denmark)

Voldbjerg, Siri

of clinical decisions, based on transparent, articulate and reflective use of knowledge sources. Furthermore, it is implied that nurses are able to retrieve, asses, implement and evaluate research evidence. To meet these requirements, nursing educations around the world have organised curricula to educate...... graduated nurses do not work within a framework of evidence-based practice. The overall aim of this thesis was to explore which knowledge sources newly graduated nurses’ use in their clinical decision-making and why they use them in order to understand why newly graduated nurses use research and components...... within evidence-based practice to a limited extent. The thesis is based on a synthesis of findings from two studies. The aim of the first study was to explore which knowledge sources newly graduated nurses use in clinical decision making as reported within international qualitative research. The purpose...

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…

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)

Online negotiations of infertility: Knowledge production in (in)fertility blogs

DEFF Research Database (Denmark)

Harrison, K.

2014-01-01

to conceive, arguing that blogging helps women to renegotiate their experiences of femininity when motherhood is denied or difficult. To do this, I focus on blogs as a space for knowledge production, creating a new paradigm for fertility information which challenges both the doctor/patient power dynamic......Although now used for a wide range of functions such as education, marketing and political commentary, blogs were originally a space for narrating personal life stories and have much in common with autobiography and diary genres. This article examines (in)fertility blogs written by women trying...... and traditional discourses concerning fertility. I show how bloggers use their blogs to 'make sense' of their (in)fertility experiences by looking at the distinctive content, style and format of their blogs. Finally, the knowledge produced in the blogs is problematized by 'situating' them within a broader...

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...

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.

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.

Analyzing the dialogic turn in the communication of research-based knowledge

DEFF Research Database (Denmark)

Phillips, Louise Jane

2011-01-01

Tensions have been identified in the shift to dialogue, whereby researchers produce and communicate research-based knowledge in interaction with different social actors. This paper draws on three perspectives on those tensions  - science and technology studies analyses of public engagement, action...... where the collaborating actors ­(university researchers and practitioners) co-produce knowledge through communication processes in which different expert-identities and knowledge forms are negotiated. The analysis explores the balancing-act between imposing control on the research process and opening up...

Bridging the Science-Management Divide: Moving from Unidirectional Knowledge Transfer to Knowledge Interfacing and Sharing

Directory of Open Access Journals (Sweden)

Dirk J. Roux

2006-06-01

Full Text Available Sustainable ecosystem management relies on a diverse and multi-faceted knowledge system in which techniques are continuously updated to reflect current understanding and needs. The challenge is to minimize delay as ideas flow from intent through scientific capability, and finally to implementation to achieve desired outcomes. The best way to do this is by setting the stage for the flow of knowledge between researchers, policy makers, and resource managers. The cultural differences between these groups magnify the challenge. This paper highlights the importance of the tacit dimension of knowledge, and how this renders the concept of knowledge transfer much less useful than the concepts of information transfer and technology transfer. Instead of knowledge transfer, we propose that "co-production" of knowledge through collaborative learning between "experts" and "users" is a more suitable approach to building a knowledge system for the sustainable management of ecosystems. This can be achieved through knowledge interfacing and sharing, but requires a shift from a view of knowledge as a "thing" that can be transferred to viewing knowledge as a "process of relating" that involves negotiation of meaning among partners. Lessons from informal communities of practice provide guidance on how to nurture and promote knowledge interfacing between science and management in R&D programs.

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.

Defining, navigating, and negotiating success: the experiences of mid-career Robert Wood Johnson Clinical Scholar women.

Science.gov (United States)

Kalet, Adina L; Fletcher, Kathlyn E; Ferdman, Dina J; Bickell, Nina A

2006-09-01

We studied female graduates of the Robert Wood Johnson Clinical Scholars Program (CSP, Class of 1984 to 1989) to explore and describe the complexity of creating balance in the life of mid-career academic woman physicians. We conducted and qualitatively analyzed (kappa 0.35 to 1.0 for theme identification among rater pairs) data from a semi-structured survey of 21 women and obtained their curricula vitae to quantify publications and grant support, measures of academic productivity. Sixteen of 21 (76%) women completed the survey. Mean age was 48 (range: 45 to 56). Three were full professors, 10 were associate professors, and 3 had left academic medicine. Eleven women had had children (mean 2.4; range: 1 to 3) and 3 worked part-time. From these data, the conceptual model expands on 3 key themes: (1) defining, navigating, and negotiating success, (2) making life work, and (3) making work work. The women who described themselves as satisfied with their careers (10/16) had clarity of values and goals and a sense of control over their time. Those less satisfied with their careers (6/16) emphasized the personal and professional costs of the struggle to balance their lives and described explicit institutional barriers to fulfillment of their potential. For this group of fellowship-prepared academic women physicians satisfaction is achieving professional and personal balance.

Indigenous Peoples in UN REDD+ Negotiations: "Importing Power" and Lobbying for Rights through Discursive Interplay Management

Directory of Open Access Journals (Sweden)

Linda Wallbott

2014-03-01

Full Text Available In this article I analyze the strategies of indigenous peoples as norm entrepreneurs in UN climate negotiations. I set out a conceptual linkage between the emerging literature on institutional interaction and social constructivist agency. It is shown, against the background of a descriptive account of the development of REDD+ negotiations within the UNFCCC, that indigenous peoples have been able to influence the agenda by crafting their immaterial power resources through the transfer of knowledge resources and normative instances from distinct institutions. This strategy of "importing power" to the target institution, the UNFCCC, was accompanied by support of key individuals and favorable national governments. Furthermore, indigenous peoples' demand to have their rights considered in the REDD+ agreement resonated with more established frames of global environmental politics that focus on synergies, cost-effectiveness, and management approaches. However, further research is required to figure out argumentative dynamics within the indigenous community itself and to identify the conditions that determined the level of success of their advocacy strategies.

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.

Nurses experience of using scientific knowledge in clinical practice: a grounded theory study.

Science.gov (United States)

Renolen, Åste; Hjälmhult, Esther

2015-12-01

Guidelines recommend the use of evidence-based practice in nursing. Nurses are expected to give patients care and treatment based on the best knowledge available. They may have knowledge and positive attitudes, but this does not mean that they are basing their work on evidence-based practice. Knowledge is still lacking about what is needed to successfully implement evidence-based practice. The aim of this study was to gain more knowledge about what nurses perceive as the most important challenge in implementing evidence-based practice and to explain how they act to face and overcome this challenge. We used classical grounded theory methodology and collected data through four focus groups and one individual interview in different geographical locations in one large hospital trust in Norway. Fourteen registered clinical practice nurses participated. We analysed the data in accordance with grounded theory, using the constant comparative method. Contextual balancing of knowledge emerged as the core category and explains how the nurses dealt with their main concern, how to determine what types of knowledge they could trust. The nurses' main strategies were an inquiring approach, examining knowledge and maintaining control while taking care of patients. They combined their own experienced-based knowledge and the guidelines of evidence-based practice with a sense of control in the actual situation. The grounded theory contextual balancing of knowledge may help us to understand how nurses detect what types of knowledge they can trust in clinical practice. The nurses needed to rely on what they did, and they seemed to rely on their own experience rather than on research. © 2015 Nordic College of Caring Science.

Knowledge, perceptions and clinical application of the shortened dental arch concept among Malaysian government dentists.

Science.gov (United States)

Kasim, Siti Kamilah Mohd; Razak, Ishak Abdul; Yusof, Zamros Yuzadi Mohd

2018-02-01

To assess the knowledge and perceptions of Malaysian government dentists regarding the shortened dental arch (SDA) concept and its application in clinical practice. The SDA concept refers to a specific type of dentition with intact anterior teeth and a reduction in posterior occlusal pairs. Dentists' knowledge and perceptions of the SDA concept can influence its application in clinical practice. A self-administered questionnaire on the SDA concept was distributed to 326 government dentists in the states of Selangor and Kuala Lumpur, Malaysia. The data were analysed using SPSS version 22 software. The response rate was 84.0%. The majority of respondents had good knowledge on five of six knowledge items and good attitudes towards 10 of 17 perception items. However, only one-fifth (20.4%) reported having applied the SDA concept in the clinic. A larger number of participants who graduated locally than who graduated abroad perceived that patients 5 years of work experience perceived that the SDA concept enables simpler treatment planning (P concept, it is not widely applied in the clinic. Concerted efforts in SDA training of dentists are needed to help to shorten denture waiting lists and reduce costs. © 2017 FDI World Dental Federation.

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.

Leadership, Communication, and Negotiation Across a Diverse Workforce*: An AOA Critical Issues Symposium.

Science.gov (United States)

Clohisy, Denis R; Yaszemski, Michael J; Lipman, Joanne

2017-06-21

The current workforce in the United States is rapidly changing and is increasingly inclusive of individuals from a broad range of ages, ethnicities, and cultural backgrounds. Engaging and leading a diverse workforce creates great opportunities for innovation and adaptation in our evolving medical economic and clinical care delivery environment. For optimal engagement of employees and partners, orthopaedic surgeons must develop the necessary skills for executing change inside complex organizations and across teams composed of a variety of providers and skilled workers. Important skills include leadership, effective communication, and negotiation within an ever-changing employee milieu. Understanding generalizable differences between age-based generations can increase the effectiveness of one's strategies to execute change and increase organizational performance. One of the greatest impediments to effective communication and negotiations that all leaders face is unconscious bias. For leaders, even the tiniest unconscious biases have an outsized impact. Common domains that harbor unconscious bias include sex, race, and ethnicity. Addressing unconscious bias begins with developing awareness and then deploying various tactics that might include equity in compensation, promotion, and "being heard." Effective negotiation skills also are essential to lead a diverse workforce and develop a successful organization. The most basic goal in any negotiation should be to establish a relationship (or deepen an existing relationship) while seeking an agreement that provides win-win opportunities for all parties. To effectively achieve a win-win scenario, leaders must recognize and address their tendency to interpret others' behaviors, values, and beliefs through the lens of their own beliefs and experiences. Finally, and fortunately, there is a set of leader attributes that transcends the generational differences and diversity that is encountered in the workplace. These attributes

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...

Sexual Health Attitudes, Knowledge, and Clinical Behaviors: Implications for Counseling

Science.gov (United States)

Russell, Elizabeth B.

2012-01-01

This article explores the impact of practitioners' attitudes and knowledge of sexual health on clinical behaviors. Sexual health topics are often areas of concern for clients of any age in counseling. Thus, counselors must be trained and equipped to address sexual health across the life span. This study explored whether child and adolescent…

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.

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.

The University Depoliticized: Research and Knowledge in an Authoritarian State

Science.gov (United States)

Odencrantz, Joana Catherine

2012-01-01

This dissertation explores the impact of an authoritarian state on the university as represented by the Faculty of Economics and Political Science at Cairo University in Cairo, Egypt. I examine how academics negotiate their tasks of acquiring, disseminating and producing knowledge within the confines of an authoritarian state. "The 2003 Arab…

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.

Information literacy and personal knowledge management

DEFF Research Database (Denmark)

Schreiber, Trine; Harbo, Karen

2004-01-01

The aim of the paper is to discuss a new subject called personal knowledge management and to compare it with the better-known concept information literacy. Firstly, the paper describes and discusses the course called personal knowledge management. People from three institutions, the Library...... the participants partly how to manage information in such a way that it supports a learning process, and partly how to negotiate with the colleagues about the information needs, locate the information, and mediate it in such a way that the colleagues will use it. At the end of the course the participants construct...... a ´knowledge map´, which constitutes the mediation of the information to the workplace. The course has got a very positively reception. Secondly, the paper compares the course of personal knowledge management with the concept of information literacy. There exist a number of different definitions of the last...

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.