Who's in Charge Here? Cooperative Work and Authority Negotiation in Police Helicopter Missions.

Science.gov (United States)

Linde, Charlotte

A study of collaboration and the ongoing negotiation of authority in police helicopter work focused on inflight communication in one helicopter during two weeks of operation. Data were drawn from audio and video recordings of internal and external communications obtained inflight and from observation and physiological indicators of stress and…

Energy information data base. Corporate author entries, June 1978--June 1979

International Nuclear Information System (INIS)

1979-06-01

This supplement contains additions to TID-4585-R1 (the authority list for corporate author names used by TIC), and is intended for use with that publication. Supplements are cumulative from June 1978 until another revision is issued

Corporate social responsibility as communicational strategy

Energy Technology Data Exchange (ETDEWEB)

Moraes, Jorge C. [PETROBRAS, Rio de Janeiro, RJ (Brazil)

2009-07-01

Based on a concrete case, the negotiation of compensation and reparation for environmental damage in the state of Rio de Janeiro, this paper deals with the role of Corporate Social Responsibility (CSR) as main strategic instrument to set up a relationship among state, businesses and the civil society in the process of licensing and deploying gas pipelines. In this kind of process, a few cultural aspects, such as a social pattern based in philanthropy and paternalism, make difficult for any agreement to be reached among the stake holders. As a result, the process of licensing becomes slow and fragile. In some cases, negotiation ends up unsuccessful. This mental model coexists with an imperious need for investments in energy, leading to a hard contradiction between a traditional behavior and the surge of modern consumerism habits. Besides, local legislation and bureaucracy allow for few or no options to solve the conflict. In this context, as will be seen, CSR is a preferential way to establish fruitful dialog. By means of Corporate Social Investments (CSI), it is possible to create a common experience of local development among entrepreneurs, the state and the community, by this breaking communication barriers and providing alternatives to solve the original contradiction. (author)

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

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.

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.

Personality & negotiation: a study with a new approach

OpenAIRE

Saraiva, Manuel Andrade

2014-01-01

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

Corporate Integrity Agreement (CIA) documents

Data.gov (United States)

U.S. Department of Health & Human Services — OIG negotiates corporate integrity agreements (CIA) with health care providers and other entities as part of the settlement of Federal health care program...

Health preemption behind closed doors: trade agreements and fast-track authority.

Science.gov (United States)

Crosbie, Eric; Gonzalez, Mariaelena; Glantz, Stanton A

2014-09-01

Noncommunicable diseases result from consuming unhealthy products, including tobacco, which are promoted by transnational corporations. The tobacco industry uses preemption to block or reverse tobacco control policies. Preemption removes authority from jurisdictions where tobacco companies' influence is weak and transfers it to jurisdictions where they have an advantage. International trade agreements relocate decisions about tobacco control policy to venues where there is little opportunity for public scrutiny, participation, and debate. Tobacco companies are using these agreements to preempt domestic authority over tobacco policy. Other transnational corporations that profit by promoting unhealthy foods could do the same. "Fast-track authority," in which Congress cedes ongoing oversight authority to the President, further distances the public from the debate. With international agreements binding governments to prioritize trade over health, transparency and public oversight of the trade negotiation process is necessary to safeguard public health interests.

Facebook and the Public Framing of a Corporate Crisis

DEFF Research Database (Denmark)

Etter, Michael; Vestergaard, Anne Granly

2015-01-01

Purpose – It is crucial for corporate communication to know how different public sources frame a crisis and how these sources influence each other. The purpose of this study is to investigate the role of Facebook by examining – if the public represented on Facebook contributes distinct frames...... to the discursive negotiation of a crisis at all, and whether the public represented on Facebook is able to influence the crisis framing of news media. Design/methodology/approach – The authors compared how four different public sources framed the Nestlé Kit Kat crisis: news media, corporate communication, NGOs......, and Facebook users. The authors therefore, coded 5,185 sentences from the four sources and conducted a frame-analysis through the detection of co-occurrence between actors and attributions. A cross-correlation with a seven-day lag in each direction was applied to detect the frame-setting effects between...

IPPSO raises Hydro exports in smog negotiations

International Nuclear Information System (INIS)

Anon.

1997-01-01

The Independent Power Producers of Ontario (IPPSO) requested federal and provincial committees negotiating atmospheric emission standards to review Ontario Hydro's export wheeling plans. IPPSO alleges that Ontario Hydro is preparing to apply pressure on the Canadian export approval process, and is building up a major effort that will increase emissions, contrary to the objectives embodied in a number of environment protection projects such as the Ontario Smog Plan, The Federal-Provincial NOx Management Plan, the Strategic Options Plan, or the Convention on Long-Range Transboundary Air Pollution Draft NOx Protocol Negotiations. IPPSO alleges further that while Ontario Hydro is one of Canada's largest single emitter of greenhouse gases NOx, and SO 2 , and as a public sector corporation it should be the most amenable to serving the public good, the Corporation is doing exactly the opposite: it actively prevents production of electricity from less polluting sources. It is IPPSO's contention that Ontario Hydro's desire to control the Ontario market could come at significant cost to the environment

Teaching Negotiation in the Context of Environmental Regulatory Enforcement: An Experiential Learning Approach

Science.gov (United States)

Choy, Marisa S.; Johnson, Stephen A.; Ortolano, Leonard

2011-01-01

This article describes a simulation-based teaching approach that helps university students learn about negotiation in the context of environmental regulatory enforcement. The approach centers on negotiation of a penalty between government agencies and a fictitious corporation that has violated provisions of the U.S. Clean Water Act. The exercise…

Author as a Corporal Subject of A. Huxley's Works

Science.gov (United States)

Falaleeva, Svetlana S.; Musaeva, Diana R.; Samoylova, Tatiana I.; Linnik, Anna M.

2016-01-01

The relevance of the problem studied in the article is conditioned by the fact that A. Huxley's works are regarded in the context of the modern theory of mimesis for the first time. The aim of the article is to analyze the author's problem as a corporal subject of Huxley's works in the context of the modern theory of mimesis. The leading method…

Health Preemption Behind Closed Doors: Trade Agreements and Fast-Track Authority

Science.gov (United States)

Crosbie, Eric; Gonzalez, Mariaelena

2014-01-01

Noncommunicable diseases result from consuming unhealthy products, including tobacco, which are promoted by transnational corporations. The tobacco industry uses preemption to block or reverse tobacco control policies. Preemption removes authority from jurisdictions where tobacco companies’ influence is weak and transfers it to jurisdictions where they have an advantage. International trade agreements relocate decisions about tobacco control policy to venues where there is little opportunity for public scrutiny, participation, and debate. Tobacco companies are using these agreements to preempt domestic authority over tobacco policy. Other transnational corporations that profit by promoting unhealthy foods could do the same. “Fast-track authority,” in which Congress cedes ongoing oversight authority to the President, further distances the public from the debate. With international agreements binding governments to prioritize trade over health, transparency and public oversight of the trade negotiation process is necessary to safeguard public health interests. PMID:25033124

Energy information data base. Corporate author entries: Supplement 4, June 1978-December 1979

International Nuclear Information System (INIS)

1979-12-01

This supplement contains additions to TID-4585-R1 (the authority list for corporate author names used by TIC), and is intended for use with that publication. Supplements are cumulative from June 1978 until another revision is issued

Physician views on practicing professionalism in the corporate age.

Science.gov (United States)

Castellani, B; Wear, D

2000-07-01

Arnold Relman argues that medical education does not prepare students and residents to practice their profession in today's corporate health care system. Corporate health care administrators agree: Physicians enter the workforce unskilled in contract negotiation, evidence-based medicine, navigating bureaucratic systems, and so forth. What about practicing physicians? Do they agree as well? According to this study, they do. Feeling like decentered double agents and unprepared, physicians find themselves professionally lost, struggling to balance issues of cost and care and expressing lots of negativity toward the cultures of medicine and managed care. However, physicians are resilient. A group of physicians, who may be called proactive, are meeting the professional demands of corporate health care by becoming sophisticated about its bureaucratic organization and the ways in which their professional and personal commitments fit within the system. Following the lead of proactive physicians, the authors support Relman's thesis and education for both students and physicians requires a major overhaul.

The corporate security professional

DEFF Research Database (Denmark)

Petersen, Karen Lund

2013-01-01

In our age of globalization and complex threat environments, every business is called upon to manage security. This tendency is reflected in the fact that a wide range of businesses increasingly think about security in broad terms and strive to translate national security concerns into corporate...... speech. This article argues that the profession of the security manager has become central for understanding how the relationship between national and corporate security is currently negotiated. The national security background of most private sector security managers makes the corporate security...... professional inside the company a powerful hybrid agent. By zooming in on the profession and the practice of national security inside companies, the article raises questions about where to draw the line between corporate security and national security along with the political consequences of the constitution...

78 FR 54449 - Subzone 8I, Authorization of Production Activity, Whirlpool Corporation (Washing Machines); Clyde...

Science.gov (United States)

2013-09-04

... DEPARTMENT OF COMMERCE Foreign-Trade Zones Board [B-43-2013] Subzone 8I, Authorization of Production Activity, Whirlpool Corporation (Washing Machines); Clyde and Green Springs, Ohio On May 1, 2013, Whirlpool Corporation (Whirlpool) submitted a notification of proposed production activity to the Foreign...

45 CFR 2544.105 - What is the legal authority for soliciting and accepting donations to the Corporation?

Science.gov (United States)

2010-10-01

... 45 Public Welfare 4 2010-10-01 2010-10-01 false What is the legal authority for soliciting and accepting donations to the Corporation? 2544.105 Section 2544.105 Public Welfare Regulations Relating to... DONATIONS § 2544.105 What is the legal authority for soliciting and accepting donations to the Corporation...

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.

Corporate Disruption in the Science of Machine Learning

OpenAIRE

Work, Sam

2016-01-01

This MSc dissertation considers the effects of the current corporate interest on researchers in the field of machine learning. Situated within the field's cyclical history of academic, public and corporate interest, this dissertation investigates how current researchers view recent developments and negotiate their own research practices within an environment of increased commercial interest and funding. The original research consists of in-depth interviews with 12 machine learning researchers...

Superfund TIO videos: Set A. Settlement tools and practices, win-win negotiations, closeout, records management, authorities and liabilities. Part 5. Audio-Visual

International Nuclear Information System (INIS)

1990-01-01

The videotape is divided into 5 sections. Section 1 provides an overview of settlement activities including conducting an information exchange, issuing general notice letters, initiating special notice procedures, receiving good faith offers (GFO), negotiating and settlements, and pursuing enforcement actions. Section 2 covers the types of negotiations that commonly involve OSCs and RPMs. The characteristics of a negotiating style that satisfy all the parties as well as methods for preparing and conducting this type of negotiation are outlined. Section 3 deals with post-removal site control arrangements and other closeout requirements for a removal site, such as completing necessary paperwork. The remedial project closeout procedures also are covered, including the remedial closeout report, operation and maintenance (O ampersand M) arrangements, transfer of site responsibility, and deletion from the National Priorities List (NPL). Section 4 discusses the purpose, procedures, roles and responsibilities associated with records management under Superfund. Section 5 outlines the response authority provided by CERCLA to OCSs and RPMs

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

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

Directory of Open Access Journals (Sweden)

Clara VOLINTIRU

2015-06-01

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

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.

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

International Nuclear Information System (INIS)

Wakatani, Yoshifumi; Yamanaka, Yoshiro

1983-01-01

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

Interaction patterns in crisis negotiations: Persuasive arguments and cultural differences

NARCIS (Netherlands)

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

2009-01-01

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

The 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.

Meeting competition through negotiated pricing

International Nuclear Information System (INIS)

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

1990-01-01

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

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.…

75 FR 64699 - Grant of Authority for Subzone Status; VF Corporation (Apparel, Footwear and Luggage Distribution...

Science.gov (United States)

2010-10-20

... DEPARTMENT OF COMMERCE Foreign-Trade Zones Board [Order No. 1714] Grant of Authority for Subzone Status; VF Corporation (Apparel, Footwear and Luggage Distribution), Martinsville, VA Pursuant to its... authority for subzone status for activity related to apparel, footwear and luggage warehousing and...

Negotiating with the artistic signature: From branding to the ‘rebirth’ of the author (1960-2010

Directory of Open Access Journals (Sweden)

Rocío Aguilar-Nuevo

2013-01-01

Full Text Available The artistic signature is one of the creative elements that has more evolved over the History of Art. Nowadays, it has been developed into an index for artists’ visibility following commercial positioning trends increasingly influential, becoming, therefore, a brand. Our research proposes an unusual vision to this mechanism, to enter the art from an innovative approach through the negotiation of brands (bought-sold artworks defined under branding, which have remarked the rebirth of the author, exemplified by artists such as Andy Warhol, Damien Hirst and Gavin Turk among others.

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

International Nuclear Information System (INIS)

Noble, Bram; Birk, Jasmine

2011-01-01

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

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.

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

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.

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.

Policy-Making for Australian Schooling: The New Corporate Federalism.

Science.gov (United States)

Lingard, Bob

1991-01-01

The corporate federalism concept illustrates the way a national approach to policy development for Australian schooling has been utilized by the Hawke Labor government. Negotiated consensus at the Australian Education Council has been used to arrive at these policies and to circumvent politically the constitutional and financial realities of…

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...

Public Policies for Corporate Social Responsibility in Four Nordic Countries

DEFF Research Database (Denmark)

Midttun, Atle; Gjølberg, Maria; Kourula, Arno

2015-01-01

Corporate social responsibility (CSR) was historically a business-oriented idea that companies should voluntarily improve their social and environmental practices. More recently, CSR has increasingly attracted governments’ attention, and is now promoted in public policy, especially in the European......’ traditions favoring negotiated agreements and strong regulation to control corporate conduct. This article analyzes the conflicts and compatibilities arising when advanced welfare states introduce CSR, focusing on how the two traditions diverge and on how conflicts are reconciled. Empirically the study...

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...

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...

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

Science.gov (United States)

2015-12-01

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

PROTECTION OF HUMAN RIGHTS AGAINST THE ADVERSE IMPACT OF TRANSNATIONAL CORPORATIONS AND OTHER BUSINESS ENTERPRISES: DILEMMAS OF INTERNATIONAL COMMUNITY

Directory of Open Access Journals (Sweden)

Machoňová-Schellongová Ivana

2015-12-01

Full Text Available There is no doubt about an impact of corporate and business operations on human rights, both positive and negative. Growing influence of corporations, power shift between business and states, as well as the complex nature of corporate governance and transnational operations require international regulations. International community undertook numerous initiatives, the most significant and recent being the United Nations Guiding Principles on Business and Human Rights [2011], embraced by States, corporations and civil society as a “milestone“ in business and human rights agenda. While being a  useful comprehensive set of guidelines, Principles are lacking the legally binding force and any monitoring or complaints mechanism. Therefore, there are growing calls for a legally binding treaty to stipulate clearly human rights obligations of States/businesses vis-à-vis human rights and fill the protection gap for victims of corporate abuses. A newly established working group by the Human Rights Council has started to negotiate terms of reference of such a treaty in June 2015. However, meaningful negotiations are threatened by many factors, including the negative approach of US, EU and other developed States along with the corporate sector advocating for stronger implementation of Principles instead. This article aims to describe efforts of international community to prevent and eliminate a  negative impact of corporate activities on human rights. It shows different approaches and highlights some challenges and dilemmas. It concludes that parallel efforts should be undertaken - to implement the Principles and to negotiate an international treaty – in order to improve protection against an adverse impact of corporate operations on human rights. As for the Czech Republic, it is suggested to embark on the elaboration of the National Action Plan, thus providing for an opportunity to discuss implementation of the Principles among all the

Using the Resource Description and Access (RDA in the creation of persons, families and corporate bodies authority records

Directory of Open Access Journals (Sweden)

Fabrício Silva Assumpção

2013-08-01

Full Text Available Considering the development of Resource Description and Access (RDA and the importance of authority control for catalogs, this paper aims to present the RDA and its origin and development, to contextualize the creation of authority records in descriptive cataloging and to present the use of RDA in recording of attributes and relationships of person, family and corporate body entities. It also presents the RDA and its relation with FRBR and FRAD conceptual models and the sections, chapters, attributes and relationships defined for persons, families and corporate bodies. Lastly, this paper highlights some differences between RDA and AACR2r and gives some considerations about the RDA implantation.

Corporate finance

OpenAIRE

P. Quiry; Y. Le Fur; A. Salvi; M. Dallocchio; P. Vernimmen

2011-01-01

Corporate Finance: Theory and Practice, 3rd Edition, the website www.vernimmen.com and the Vernimmen.com newsletter are all written and created by an author team who are both investment bankers/corporate financiers and academics. This book covers the theory and practice of Corporate Finance from a truly European perspective. It shows how to use financial theory to solve practical problems and is written for students of corporate finance and financial analysis and practising corporate financie...

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…

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

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

17 CFR 200.30-1 - Delegation of authority to Director of Division of Corporation Finance.

Science.gov (United States)

2010-04-01

... 17 Commodity and Securities Exchanges 2 2010-04-01 2010-04-01 false Delegation of authority to Director of Division of Corporation Finance. 200.30-1 Section 200.30-1 Commodity and Securities Exchanges SECURITIES AND EXCHANGE COMMISSION ORGANIZATION; CONDUCT AND ETHICS; AND INFORMATION AND REQUESTS Organization and Program Management General...

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

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

OpenAIRE

Nipun Agarwal

2014-01-01

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

Climate negotiators' and scientists' assessments of the climate negotiations

Science.gov (United States)

Dannenberg, Astrid; Zitzelsberger, Sonja; Tavoni, Alessandro

2017-06-01

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

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.

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)

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).

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

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.

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

European Corporate Law

DEFF Research Database (Denmark)

Dorresteijn, Adriaan; Teichmann, Christoph; Werlauff, Erik

, and the United Kingdom are taken into account; Italy is now included in this new edition. As in earlier editions, the authors demonstrate that analysis and comparison of national corporate laws yield highly valuable general principles and observations, not least because business organizations, wherever located...... initiatives in such aspects of the corporate environment as regulation of financial institutions and non-financial reporting obligations with a view to sustainability and other social responsibility concerns. The authors, all leading experts in European corporate law, describe current and emerging trends...

New deal under negotiation with petrochemical sector

Energy Technology Data Exchange (ETDEWEB)

Anon.

1997-08-04

Development of a strong petrochemicals industry is the cornerstone of Alberta`s economic diversification policy. According to the Vice-President for Business Strategy for Nova Corporation, developments have now reached the critical mass that lure new investments and employment by its sheer scale. A tall hurdle still to clear is to secure the source of raw materials from the natural gas production sector and the Alberta government. Negotiations have been underway over supplies of ethane to be extracted from gas streams for proposed new plants. These negotiations are crucial in testing whether Canadian industry can fulfill its potential. The Alliance Pipeline Project is a key component in settling this complex issue in view of the crucial importance of the proposed pipeline to Chicago for export of gas and liquid by-products, including ethane. Nova has made an offer to Alliance which represents a major change in buying methods. Nova is now ready to recognize ethane as a separate commodity that requires it to be listed with its own selling price. Nova offers prices `on a Gulf Coast-dominated basis` which is generally agreed to yield about the same economic upside to producers as if they actually exported the ethane. Nova hopes for a conclusion of negotiations by year end. Meanwhile the Alberta government also hopes for a settlement, if only to avoid the necessity of rationing ethane between Alberta petrochemical plants and exports.

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

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.

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...

Battle of the sexes: gender stereotype confirmation and reactance in negotiations.

Science.gov (United States)

Kray, L J; Thompson, L; Galinsky, A

2001-06-01

The authors examined how gender stereotypes affect negotiation performance. Men outperformed women when the negotiation was perceived as diagnostic of ability (Experiment 1) or the negotiation was linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmation hurt women's performance relative to men. The authors hypothesized that men and women confirm gender stereotypes when they are activated implicitly, but when stereotypes are explicitly activated, people exhibit stereotype reactance, or the tendency to behave in a manner inconsistent with a stereotype. Experiment 3 confirmed this hypothesis. In Experiment 4, the authors examined the cognitive processes involved in stereotype reactance and the conditions under which cooperative behaviors between men and women can be promoted at the bargaining table (by activating a shared identity that transcends gender).

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

Science.gov (United States)

US Department of Education, 2012

2012-01-01

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

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.

COLLECTIVE NEGOTIATIONS--IMPLICATIONS FOR RESEARCH.

Science.gov (United States)

OHM, ROBERT E.

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

75 FR 12732 - Foreign-Trade Zones 73 and 74; Application for Manufacturing Authority; The Belt's Corporation...

Science.gov (United States)

2010-03-17

... DEPARTMENT OF COMMERCE Foreign-Trade Zones Board [Docket 16-2010] Foreign-Trade Zones 73 and 74... Corporation (TBC), an operator of FTZs 73 and 74, requesting manufacturing authority at sites within FTZs 73... CFR part 400). It was formally filed on March 5, 2010. The TBC facility in FTZ 73 (32 employees, 3,300...

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

NARCIS (Netherlands)

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

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

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

NARCIS (Netherlands)

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

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

Safety Evaluation Report on Tennessee Valley Authority: Revised Corporate Nuclear Performance Plan

International Nuclear Information System (INIS)

1987-07-01

The TVA Corporate Nuclear Performance Plan addresses those corporate concerns identified by the NRC staff. Because much of the TVA corporate plan is programmatic, its effectiveness depends on its implementation, and the NRC staff plans to closely monitor this implementation. The NRC staff will address site-specific concerns in subsequent SERs on each volume of the Nuclear Performance Plan. On the basis of its review, the NRC staff finds TVA's revised Corporate Nuclear Performance Plan (Revision 4) acceptable. The NRC staff concludes that the organization and staffing of TVA's Office of Nuclear Power and the programmatic improvements in place or under way are sufficient, if implemented properly, to resolve the problems at the corporate level that led to issuance of the 10 CFR 50.54(f) letter dated September 17, 1985, and to support continuing TVA nuclear activities, including plant operations. 19 refs., 3 figs

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.

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.

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.

Еnterprise’s corporate management improvement on the base of corporate culture development

Directory of Open Access Journals (Sweden)

T.O. Biliak

2016-12-01

Full Text Available The author reveals extremely important role of corporate culture and uniqueness of the corporate culture system. It is established that the corporate management is characterized above all, by the economic activity and corporate culture practice. The securement of the balance in the process of interaction between organization and its environment plays one of the key roles in any management system. The author determines the influence of corporate culture on the business activity of the enterprise, when personnel predicts the situation development according to which they build models and evaluate their behavior. While realizing them in their activity employees strengthen certain trends and create in such a way appropriate situations. The search of ways of development and changing corporate culture as the base of corporate management improvement is conducted with the use of the strategic approach. The creation of a corporate culture that supports the development strategy of the enterprise, is an essential component of effective business and management, because the culture shapes a socio-psychological climate and corporate spirit which contributes to the operational execution of tasks and achievement of certain goals. Accordingly to the mentioned above, the set of measures of enterprise’s corporate culture development securement is proposed.

Rethinking water corporatisation: A 'negotiation space' for public and private interests, Colombia (1910-2000

Directory of Open Access Journals (Sweden)

Kathryn Furlong

2018-02-01

Full Text Available As part of neoliberal reforms to public service delivery, the corporatisation of water supply has been of increasing concern since the late 1990s. Typically, both promoters and detractors frame it within neoliberal theory: it is the next best (or worst thing to privatisation, enabling the ostensibly independent, commercial and technical management of utilities. In Colombia, however, city-owned water supply corporations are far from new. They were adopted across the country’s main cities at the beginning of the 20th century. Colombia’s century-long experience with corporatised water supply is instructive. The case reveals a model that emerged in the context of challenges common to Southern cities, rather than as a 'solution' imposed from the North, the deep inter-linkages between public and private sectors in the evolution of publicly owned corporations and thus the limited nature of utility autonomy under corporatisation. In sum, corporatisation – imagined as a technology for the 'government of government' – cannot escape the shifting social realities in which it is immersed. It therefore emerges as a technology not for the excising of government authority but for the negotiation of public and private interests in (and influence over utility services in contexts of relatively limited government autonomy from the private sector.

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.

Beyond takeovers: politics comes to corporate control.

Science.gov (United States)

Pound, J

1992-01-01

In the 1990s, politics will replace takeovers as the defining tool for corporate governance challenges, and a marketplace of ideas will replace the frenzied activity that once dominated the financial marketplace in the 1980s. In the transaction-driven market of the past, corporate raiders used junk bonds and other financial tools to take control of their targets. In the new marketplace of ideas, debate will replace debt as active shareholders press specific operating policies for their target corporations in a new politicized market for corporate control. John Pound, associate professor of public policy at the John F. Kennedy School of Government at Harvard, reports that investors are already using shadow management committees, independent director slates, and outside experts to influence management policy. Pound cites Carl Icahn's battle for control of USX as an example of the emerging trend. What began as a hostile takeover ended with a negotiated solution in which many constituencies ultimately played a role in the restructuring of the company. This political approach to governance gives management a chance to embrace a bargain that is in its long-term interest. By promoting politically based tactics, managers can generate political capital with their major investors. Managers in companies as diverse as Avon and Lockheed now meet regularly with investors, seeking their input on both financial and strategic decisions. In the new politicized market for corporate control, striking a bargain with long-term investors is ultimately in the best interest of the corporation.

BUSINESS NEGOTIATION IN MANAGEMENT

Directory of Open Access Journals (Sweden)

Svetlana Trajković

2014-10-01

Full Text Available Every day we are faced with some form of negotiation. Negotiation is a means of communication between two or more persons with the aim of achieving an adequate agreement that will be acceptable to both sides. Successful business negotiation in management is used in organizations of all types and sizes, at all organizational levels and in all sectors of business throughout the world. Management shall in all circumstances to plan, organize, lead and control in different ways according to their managerial position as well as the knowledge, abilities and skills that they possessed. Negotiation is an important part of communication which results should contribute to increasing the efficiency of business organizations. Any experienced negotiator in negotiation process has consciously and deliberately, and has a strategy of negotiation. The strategy represents a proactive approach to the negotiations, and the approach aims to influence the course of negotiations.

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.

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...

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

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.

Persuasion through negotiation

OpenAIRE

Elosua, Miguel

2013-01-01

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

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.

Creating corporate advantage.

Science.gov (United States)

Collis, D J; Montgomery, C A

1998-01-01

What differentiates truly great corporate strategies from the merely adequate? How can executives at the corporate level create tangible advantage for their businesses that makes the whole more than the sum of the parts? This article presents a comprehensive framework for value creation in the multibusiness company. It addresses the most fundamental questions of corporate strategy: What businesses should a company be in? How should it coordinate activities across businesses? What role should the corporate office play? How should the corporation measure and control performance? Through detailed case studies of Tyco International, Sharp, the Newell Company, and Saatchi and Saatchi, the authors demonstrate that the answers to all those questions are driven largely by the nature of a company's special resources--its assets, skills, and capabilities. These range along a continuum from the highly specialized at one end to the very general at the other. A corporation's location on the continuum constrains the set of businesses it should compete in and limits its choices about the design of its organization. Applying the framework, the authors point out the common mistakes that result from misaligned corporate strategies. Companies mistakenly enter businesses based on similarities in products rather than the resources that contribute to competitive advantage in each business. Instead of tailoring organizational structures and systems to the needs of a particular strategy, they create plain-vanilla corporate offices and infrastructures. The company examples demonstrate that one size does not fit all. One can find great corporate strategies all along the continuum.

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.

Political authorities of local government

International Nuclear Information System (INIS)

Messing, M.

1977-01-01

Historically the responsibility for planning, siting, constructing, and operating the generating, transmission, and distribution systems for electric utility service (as well as the end-use systems) developed within the electric utility industry itself, subject to state and local regulation. This responsibility was later sanctioned as a functional authority as both private and publicly-owned utility franchises were negotiated with states and brought under the regulatory purview of Public Service Commissions and Public Utility Commissions around the turn of the century. Since 1970 this historic framework has been substantially altered by the enactment of powerplant siting laws in approximately 23 states and by the assertion of state interests in not only the corporate regulation, but the long range planning of electric powerplants and the consideration of alternative energy systems. Thus it is instructive to consider the authorities for powerplant siting in the following context: (1) historically the reponsibility and the authority for powerplant siting has redounded to franchised utility companies; (2) since 1970 the states have begun to exercise their constitutional authority over the development of power plant siting and energy systems; (3) both local governments and electric utility companies exist as subdivisions of the state, subject to state regulation and the delegation of state authorities. However, the assertion of state authorities in this area has come at a time when changes in the technology an the institutional structure of the electric utility industry have extended the functional service areas beyond the geographic boundaries and political jurisdictions of either local or state government, thereby creating a jurisdictional hiatus between the serivce areas of electric utilities and the jurisdictional authorities of state and local government

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...

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

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.

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.

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...

Claiming Our Turf: Students' Civic Negotiation of the Public Space of School

Science.gov (United States)

Schmidt, Sandra J.

2013-01-01

In the ongoing effort to conceptualize meaningful civics curriculum, the author looks beyond the intended curriculum to consider the civics lessons embedded in spatial interaction and engagement. She examines how young people negotiate school, a space she contends can be conceived of as a public space. Their negotiations rely upon tactics of…

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)

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...

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)

Corporate Governance as a Crucial Factor in Achieving Sustainable Corporate Performance

Directory of Open Access Journals (Sweden)

Julija Bistrova

2014-06-01

Full Text Available In the developed stock markets the corporate governance aspect is crucial in the stock portfolio selection process for investor seeking to achieve shareholder value sustainability. In the emerging markets the importance of the corporate governance role just starts to be realized by the investors and by the corporate managers. The present research, looking at the stock performance leaders and laggards, analyzes whether the corporate governance system matters to achieve long-term shareholder value within the Central and Eastern European stock markets universe. Corporate governance quality was assessed and compared among the out- and underperformers. The financial results plausibility and the ownership structure were considered as well. Additionally, the authors analyzed whether the quality of corporate governance influences the economic performance of the company. The obtained results provide the proof that the corporate governance does matter as the market outperformers have above average corporate governance quality and provide trustworthy financial results more often than the underperforming companies. Besides, well-governed companies are also able to deliver more attractive financial results.

45 CFR 1201.11 - Authority.

Science.gov (United States)

2010-10-01

... 45 Public Welfare 4 2010-10-01 2010-10-01 false Authority. 1201.11 Section 1201.11 Public Welfare Regulations Relating to Public Welfare (Continued) CORPORATION FOR NATIONAL AND COMMUNITY SERVICE PRODUCTION... Authority. The Corporation receives authority to change its governing regulations from the National and...

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 COP22 in Africa. Is the African group of negotiators in tune?

International Nuclear Information System (INIS)

Maupin, Agathe

2016-01-01

As the COP22 is about to take place in an African country (Morocco), the author discusses how African countries deal with the fact that they belong to different negotiation groups, and which are the strategies adopted until now by the group of African negotiators to cope with the delicate combination of national requests and continental vision. Thus, the author recalls and comments the positions adopted since COP1 by the five groups of negotiators and their relationships with different international bodies. She discuses the posture and strategies of African countries, and how to gather them about topics of common interest such as adaptation, financing and transfer of capacities and technologies. She also comments the emergence of a new strategy regarding financing mechanisms

An Empirical Exploration, Typology, and Definition of Corporate Sustainability

Directory of Open Access Journals (Sweden)

Manfred Max Bergman

2017-05-01

Full Text Available The relationship between business and society is evolving. On the one hand, social, environmental, and long-term economic issues subsumed under the UN 2030 Agenda for Sustainable Development are inspiring intergovernmental organizations, governments, NGOs, NPOs, foundations, and civic society to legislate and regulate corporate behavior toward a greater concern for the wellbeing of groups, regions, or entire societies. On the other, a growing trend toward protectionism, nationalism, and populism may be the consequence or expression of a dissatisfaction with the perceived dissociation of the private sector from society. As a form of self-regulation, corporate responsibility deals with the complex responsibilities businesses have toward society. However, it tends to be hampered by an emphasis on theology and philosophy-based business ethics, which are difficult to integrate into day-to-day business operations or to translate between national or corporate cultures. In this article, we argue that corporate sustainability could be a more useful concept to help improve on how government, the private sector, and academia understand the links between business and society, and how to translate the interdependence between business and society from one culture to another. For this purpose, we empirically analyzed the relevant academic literature on corporate sustainability, using Content Configuration Analysis. Our analyses revealed three conceptual types and nine subtypes of corporate sustainability. Based on their assessment, we suggest conceptual preferences and a definition of corporate sustainability, which fulfil criteria that may render the concept more useful to global political and socioeconomic negotiations among stakeholder groups for the long-term benefit of business and society.

Corporal punishment.

Science.gov (United States)

Bauman, L J; Friedman, S B

1998-04-01

Pediatricians differ on the optimal ways to discipline children. The major controversy surrounds the use of corporal punishment. In an effort to resolve this controversy, the American Academy of Pediatrics (AAP) cosponsored a conference entitled "The Short and Long-Term Consequences of Corporal Punishment" in February 1996. This article reviews scientific literature on corporal punishment and summarizes the proceedings from the conference. The authors conclude that, although the research data are inadequate to resolve the controversy, there are areas of consensus. Practitioners should assess the spanking practices of the parent they see and counsel parents to avoid those that are, by AAP consensus, dangerous, ineffective, or abusive.

How does Iran negotiate? Diplomatic bazaar or the Iranian art of negotiation

International Nuclear Information System (INIS)

Bordes, Marjorie

2014-01-01

As Iran is using a speech building designed to save time while making the evolutions of its nuclear programme less unacceptable, the author proposes an analysis of the Iranian approach and practice of negotiations, its rhetoric and its staging. She first outlines some cultural, religious, political and ideological backgrounds. Then, she highlights the main objectives of Iran: to face sanctions and restrictions on the short term, while keeping technological gains and know-how on the long term. In the last part, the author identifies some methods and subterfuges used by Iran like a toolbox: principle of 'argumentum ad nauseam', disinformation, manipulation and concealment, use of various problematics to digress, and use of multiple channels of discussion

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.

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

Science.gov (United States)

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

2016-02-05

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

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

Corporate communication and impression management - New perspectives why companies engage in corporate social reporting

NARCIS (Netherlands)

Hooghiemstra, R

This paper addresses the theoretical framework on corporate social reporting. Although that corporate social reporting has been analysed from different perspectives, legitmacy theory currently is the dominating perspective. Authors employing this framework suggest that social and environmental

Negotiation of Legitimacy of Witch-Finders in Lusaka

Directory of Open Access Journals (Sweden)

Mildnerová Kateřina

2017-12-01

Full Text Available The article aims at legal and illegal activities of Lusaka´s traditional healers within the system of traditional medicine which is primarily anchored in the constitution of traditional healers´ associations. It primarily focuses on witch-finders, whose social status, professional position and authority is constantly negotiated within the formal and informal sector of traditional medicine. Since the late 1990s, the quest for services of traditional healers specialised in witch-finding has gained popularity, particularly amongst the impoverished Lusaka compound-dwellers. Due to the increasing public violence against those denoted as witches, the activities of witch-finders were officially banned by the Witchcraft Act in 1995 and this profession is not officially recognised by the Constitution of Traditional Health Practitioners Association of Zambia (THAPAZ. In spite of the prohibition, there remain many witch-finders in Lusaka who practise witch-finding secretly, in order not to commit an offence they do not openly denounce the name of an alleged witch. Their authority and credibility is threatened by many “official” as well as “unofficial” competitors in the city and it must be constantly reaffirmed and negotiated by introducing innovations. The ability to keep clients and to gain a good reputation thus depends on the originality of their diagnostic and therapeutic procedures. At the same time witch-finders must counter diverse obstacles and uncertainties resulting from their illegal status within the sector of traditional medicine. The author analyses tactics that Lusaka´s witch-finders have developed and employed to negotiate their social status, credibility and authority visà-vis the competition from the “official” traditional healers.

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...

Factors Affecting Peace Negotiations in Resolving Armed Conflicts in Sub-Saharan Africa

Science.gov (United States)

2011-06-10

the problems of this continent. — Nelson Mandela , former President of South Africa. This chapter analyzes the role of peace negotiations in...of international and regional organizations like the Inter-Governmental Authority on Development (IGAD), influential personalities ( Nelson Mandela ...important lesson for peace negotiations to be successful is summarized by the former President of South Africa, Nelson Mandela , who noted that nobody

The Cultural Negotiations of Korean Immigrant Youth

Science.gov (United States)

Yeh, Christine J.; Ma, Pei-Wen; Madan-Bahel, Anvita; Hunter, Carla D.; Jung, Sunna; Kim, Angela B.; Akitaya, Kyoko; Sasaki, Kiyoko

2005-01-01

The authors investigated the process of cultural adjustment among 13 Korean immigrant youths using consensual qualitative research (C. E. Hill, B. J. Thompson, & E. N. Williams, 1997). Results indicate that Korean youth are expected to negotiate and shift their identities to meet differing expectations across various interpersonal contexts.…

Negotiated economic opportunity and power: perspectives and ...

African Journals Online (AJOL)

It is least acknowledged in daily discourses that street vending is a very important phenomenon. Little wonder that street vending involves negotiating for space in all its manifestations: physical space, economic opportunity and power. The vendors are coerced by both local urban and national authorities and sometimes the ...

A Multi-Agent Environment for Negotiation

Science.gov (United States)

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

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

Negotiation skills for clinical research professionals

Directory of Open Access Journals (Sweden)

Sanjay Hake

2011-01-01

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

Negotiation skills for clinical research professionals

Science.gov (United States)

Hake, Sanjay; Shah, Tapankumar

2011-01-01

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

Author Details

African Journals Online (AJOL)

Abdul-Baki, Z. Vol 22, No 1 (2014) - Articles The Value-Adding Potentials of Corporate Social Responsibility Report Audit to Corporate Reporting in Nigerian Banks Abstract. ISSN: 2458-7435. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL ...

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.…

Modern model of integrated corporate communication

Directory of Open Access Journals (Sweden)

Milica Slijepčević

2018-03-01

Full Text Available The main purpose of this paper is to present the modern model of integrated corporate communication. Beside this, the authors will describe the changes occurring in the corporate environment and importance of changing the model of corporate communication. This paper also discusses the importance of implementation of the suggested model, the use of new media and effects of these changes on corporations. The approach used in this paper is the literature review. The authors explore the importance of implementation of the suggested model and the new media in corporate communication, both internal and external, addressing all the stakeholders and communication contents. The paper recommends implementation of a modern model of integrated corporate communication as a response to constant development of the new media and generation changes taking place. Practical implications: the modern model of integrated corporate communication can be used as an upgrade of the conventional communication models. This modern model empowers companies to sustain and build up the existing relationships with stakeholders, and to find out and create new relationships with stakeholders who were previously inaccessible and invisible.

Negotiating Contexts to Construct an Identity as a Mathematics Teacher

Science.gov (United States)

Hodges, Thomas E.; Cady, Jo Ann

2012-01-01

The authors focused on 1 middle-grades mathematics teacher's identity and her efforts to implement standards-based instructional practices. As professionals, teachers participate in multiple professional communities and must negotiate and manage conflicting agendas. The authors analyze how the contexts of these communities influence the teacher's…

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 American experience of negotiable permits to combat air pollution

International Nuclear Information System (INIS)

Gros, Ch.

2001-01-01

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

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.

Negotiating for more: the multiple equivalent simultaneous offer.

Science.gov (United States)

Heller, Richard E

2014-02-01

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

Corporate Support of Education: Some Strings Attached

Science.gov (United States)

Malott, Robert H.

1978-01-01

Corporate self-interest should guide corporate giving. Managers of publicly held corporations have the right, the capability, and the obligation to establish a philosophical screen to use in determining how shareholders' money is to be donated. (Author/MLF)

Factor analysis of processes of corporate culture formation at industrial enterprises of Ukraine

Directory of Open Access Journals (Sweden)

Illiashenko Sergii

2016-06-01

Full Text Available Authors have analyzed and synthesized the features of formation and development of the corporate culture at industrial enterprises of Ukraine and on this basis developed recommendations for application in the management of strategic development. During the research authors used the following general scientific methods: at research of patterns of interaction national culture, corporate culture and the culture of the individual authors used logical generalization method; for determining factors influencing corporate culture formation with the level of occurrence authors used factor analysis; for trend analysis of the corporate culture development at appropriate levels authors used comparative method. Results of the analysis showed that macro- and microfactors are external and mezofaktors (adaptability of business and corporate governance, corporate ethics, corporate social responsibility and personnel policies, corporate finance are internal for an enterprise. Authors have identified areas for each of the factors, itemized obstacles to the establishment and development of corporate culture at Ukrainian industrial enterprises and proposed recommendations for these processes management.

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.

The Corporate Law Curriculum

Science.gov (United States)

Mofsky, James S.

1976-01-01

On the premise that corporate counsel must be an able diagnostician before he can focus on highly specialized and interrelated issues of business law, the author suggests an approach to corporate law curriculum in which the basic course balances the quality and quantity of material designed to create the needed sensitivity. (JT)

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

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

International Nuclear Information System (INIS)

Kojo, Matti

2007-01-01

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

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

International Nuclear Information System (INIS)

Guerin, E.

2008-01-01

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

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.

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

Lithuanian corporate tax accounting improvement solutions

OpenAIRE

Bružauskas, Valentinas; Stončiuvienė, Neringa

2012-01-01

The article sets out the research results of existing Corporate Tax accounting in Lithuania. There is disclosed the link between financial and Corporate Tax accounting, and their coordination improvement. The authors think that, the closer link between financial and tax accounting is obligatory. The provisions of Corporate Tax calculation should be adjusted with requirements of financial accounting. Also there is specified the methods of Corporate Tax reform and their feasibility. In the arti...

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...

Corporate crime: Criminological and cultural aspects

Directory of Open Access Journals (Sweden)

Keković Zoran

2011-01-01

Full Text Available The process of economic transition in Serbia has highlighted the problem of socially responsible behavior of corporations and especially the growing phenomenon of corporate crime. The consequences of corporate wrongdoing are almost everywhere and cannot be overseen. The most tremendous ones are those related to human casualties, environmental disasters, long-term negative health effects and great material budget losses on local and state levels. The fact that corporations are profiting from criminal activity which causes enormous damage to society and individuals makes public policy makers face the ultimate choice - either to devise new effective measures for reducing and controlling this phenomenon or to retain the standard model of crime control, in accordance with the principles of classical criminal law. The first choice would require one of the pillars of criminal law - the principle of individual and subjective guilt of physical persons as the exclusive grounds for imposing criminal liability - to be either modified and widened in order to be used as a base for imposing corporate criminal liability or partially changed by new criminal law categories which would introduce different grounds for imposing criminal liability on an organization. The second choice would require the decision-makers to refuse to change old and well-established principles. The criminal reality, however, has made most legislatures in Europe and around the world choose the first option and introduce different forms of corporate criminal liability. Serbian criminal legislation has been headed in the same direction since 2008, when it was changed in order to enable the imposing of liability for criminal acts on corporations. However, although corporate criminal liability is becoming the European legislative standard, one question remains - Is this the only measure of criminal politics which can be used as a means of reducing and preventing corporate crime? The authors

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....

Stereotype threat in salary negotiations is mediated by reservation salary.

Science.gov (United States)

Tellhed, Una; Björklund, Fredrik

2011-04-01

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

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.

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.

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...

76 FR 771 - Grant of Authority for Subzone Status; Dow Corning Corporation (Silicones); Carrollton...

Science.gov (United States)

2011-01-06

... Status; Dow Corning Corporation (Silicones); Carrollton, Elizabethtown and Shepherdsville, KY Pursuant to..., located in Carrollton, Elizabethtown and Shepherdsville, Kentucky (FTZ Docket 20-2009, filed 5-1-2009... Corning Corporation, located in Carrollton, Elizabethtown and Shepherdsville, Kentucky (Subzone 29K), as...

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...

Intercultural Negotiation: The “Nomadic” Approach

Directory of Open Access Journals (Sweden)

Sandra E. WALKER

2012-01-01

Full Text Available Globalization has a strong impact on international negotiation. Negotiators must manage situationswhere they may have to deal with several people coming from many different cultures. It is thusnecessary to manage diversity during the negotiation processes and interactions to achieve asufficiently high level of performance to be competitive in world markets.Researchers have tended to focus on the importance of cultural knowledge to internationalnegotiators. Many articles describe different styles of negotiations according to countries, regionsor even cultural groupings, such as for Anglo-Saxon or Arab negotiating partners.However, researchers have given less attention to the notion of intercultural competence and howcompanies could develop the ability to adapt to any culture, even if a negotiator has little priorinformation concerning their partners. This skill is universal across all cultures and could be addedto the profile of a successful negotiator. It is an attitude based on openness towards people comingfrom a different culture. This paper describes negotiators who adopt this attitude: the way of a‘nomad’.

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…

Corporate social responsibility practices in the Nigerian oil sector: The case of Royal Dutch Shell

Science.gov (United States)

Rwabizambuga, Alexis

The thesis contributes to the perspective on the role of stakeholder engagement in negotiating corporate social responsibility (CSR) policies and practices in developing country context. It critically examines the role of societal pressures as drivers of Shell's CSR agenda, and explores the forms of relationships existing between Shell and its stakeholders in Nigeria, as the company implements its CSR programme, both in the light of its strategic business objectives and of its social responsibilities and environmental liabilities. Furthermore, it examines the role of government in the oil MNCs' CSR agenda, and explores the conditions under which the government, in its dual role as business partner and as state authority, promotes CSR policies and practices in Nigeria. Shell's CSR policies and practices in Nigeria were examined under the theoretical lenses of the resource-based view perspective extended to notions of legitimacy and the licence to operate. Additionally, the stakeholder engagement perspective was applied as the theoretical framework for examining Shell's stakeholder engagement, and the role of the company's stakeholders in negotiating its current CSR policies and practices in Nigeria. Data collection was undertaken during field research in Nigeria. The evidence presented is drawn from individual interviews with corporate executives at Shell Nigeria, Shell International, several stakeholders in the Nigerian oil sector, and from an online survey conducted in 2005 on Shell Nigeria's stakeholders. Both quantitative and qualitative methods were used throughout the analysis presented in the thesis. The research findings suggest that the relationship between the firm's pursuit of the social licence to operate through CSR initiatives and stakeholder engagement is more complex than assumed. It adds to the understanding of the dynamics of a MNC's stakeholder engagement in the local context. It highlights the various interdependencies that develop between

19 CFR 141.18 - Entry by nonresident corporation.

Science.gov (United States)

2010-04-01

... 19 Customs Duties 2 2010-04-01 2010-04-01 false Entry by nonresident corporation. 141.18 Section....18 Entry by nonresident corporation. A nonresident corporation (i.e., one which is not incorporated... entry is located who is authorized to accept service of process against that corporation or, in the case...

Peace Negotiations in the Third World: A Comparative Analysis

Directory of Open Access Journals (Sweden)

Raúl Benítez Manaut

1995-01-01

Full Text Available In this article the negotiations and peace processes in the Third World are analized from a comparative viewpoint in order to focus in on the case of Centroamerica. Reference is made to the special features and common elements of those peace processes in otherregions of the Third World and they are compared to those which have taken place in Centroamerica. It is a retrospective and comparative analysis. For this reason, the author has decided to carry out a brief typology of those conflicts offered by Centroamerica: inNicaragua, El Salvador and Guatemala. Later, the author goes on to analyse the most relevant peace and negotiation processes involving the Third World including one or two from Latin America: the cases of Panama, Afghanistan, Iran-Iraq, Colombia, southern Africa (South Africa, Namibia and Angola and Cambodia. Later, the author goes overthe peace process periods in Centroamerica and the temporary contradictions which are presented by internal conflict, regional conflict and geopolitical conflict. Finally, a comparative methodological exercise is carried out which allows to focus on modes of implementation of the peace processes.

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

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.

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...

CORPORATE SOCIAL RESPONSIBILITY – CORPORATE BRANDING RELATIONSHIP: AN EMPIRICAL COMPARATIVE STUDY

OpenAIRE

Bistra Vassileva

2009-01-01

Current academic research on the relationship of firms’ CSR activities with corporate branding typically focuses on consumers’ and shareholders’ viewpoints. This research aims to shed light on how organisational members in firms perceive to be the impact of CSR activities upon their corporate brand strategy. Using a survey administered to companies in the U.K. and Bulgaria, the author investigate, firstly, organisational members’ perceptions of the impact of different CSR-related activities u...

Features of the content of corporate contracts

Directory of Open Access Journals (Sweden)

Elena Petrovna Gladneva

2015-09-01

Full Text Available Objective to study the legal nature to reveal the peculiarities of the subject and other essential terms of corporate contracts as a technique and means of legal regulation of corporate relations. Methods general and specific methods of cognition dialectical formal logic analysis synthesis modeling structural and systemicfunctional methods as well as comparative legal logical legal historical legal grammatical methods and systemic interpretation. Results it is concluded that the object of corporate contracts includes terms about the features of implementation of corporate rights for shares and share in capital assets conditions order of the implementation of corporate rights and approval of other actions related to company management activity reorganization and liquidation the passive duty of corporate organizations to refrain from committing any action authority arising from the nature of corporate agreements as well as the active responsibilities associated with the certain implementation of corporate rights certified by stocks shares rights to stocks shares. In addition to the subject the content of corporate contractsincludes other essential necessary conditions stipulated by the corporate legislation norms and the agreement of the participants of economic entity. Scientific novelty for the first time taking into account modern achievements of civilistic jurisprudence and practice the authors investigate the relationship between the concepts of a civil contract and corporate contract give the definition of corporate contract show the specificity of the subject and other material terms of corporate contracts. Practical significance the findings can be taken into account in the further research of corporate law issues as subbranch of civil law used in law making and enforcement activities in the educational process as a teaching material in civil law. nbsp

Turning point of U.S. government decision in US-Japan nuclear fuel reprocessing negotiation in 1977

International Nuclear Information System (INIS)

Izumi, Yoshinori

2010-01-01

U.S. President Carter's Nuclear Nonproliferation Policy, announced in April 1977, which terminated federal funding for reprocessing, was a shock to the Atomic Energy Authority of the Japanese Government that had promoted the construction of Tokai Reprocessing Plant (TRP). After that, it became necessary to negotiate the 'Joint Determination for the Effective Safeguardability of TRP' subject to the 1968 Agreement for cooperation between the Government of Japan and the Government of the United States of America concerning civil use of Atomic Energy. Negotiations for the 'Joint Determination for the Effective Safguardability of TRP' were conducted in the U.S.-Japan Nuclear Fuel Reprocessing Negotiation and Joint Field Work meetings from April to September 1977. Both governments agreed to the TRP operation's terms and conditions including 'Joint Determination for the Effective Safeguardability of TRP' in the third negotiation. In spite of the hard position on reprocessing stated in the Nuclear Nonproliferation Policy enacted by President Carter, these negotiations concluded accepting the operation of TRP with condition. In this paper, I will explore the reasons for the abovementioned political decision by the U.S. government based on its disclosure documents. (author)

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.

Corporate Politics on Polish Millennials

Directory of Open Access Journals (Sweden)

Natalia Roślik

2017-12-01

Full Text Available In the very beginning of this particular paper, an author is trying to determine and describe who Millennials actually are. Then, the basis of Millennials definition is analysing corporation’s activity over the past years regarding this age group. The main goal of the thesis is to bring their specific futures out and describe what corporations on Polish job market are doing to encourage them to work in their offices. Especially in Poland within the last years, it is observed that big multinational companies are paying special attention to Millennials and trying to hire them before competitors will do so. As a part of this paper, an author will describe corporate politics and practices on Thomson Reuters and BNY Mellon examples. Within this work, an author is also discussing key features and differences between this generation and Millennials parent’s generation. Additionally, there is a reference to corporate social responsibility concept and work-life balance issues.

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.

Rethinking the Method of Principled Negotiation--1981-2011

OpenAIRE

Yoshiaki Nomura

2012-01-01

Fisher, Ury & Patton's Getting to Yes has established the Seven Elements of Negotiation and shows what a "theory for practitioners" should be. However, the following three points, among others, should be given reconsideration. First, though various authors support the framework of the seven elements, their interrelationship has not been clarified by those authors. Second, the meaning of 5 core concerns and its relationship with the element of interests are not so clear. Rethinking of non-econ...

Prospects and Challenges of Corporate Governance in Ghana

OpenAIRE

Agyemang, Otuo Serebour; Aboagye, Emmanuel; Ahali, Aaron Yao Ofoe

2013-01-01

The relevance of corporate governance principles in the management of corporate organisations cannot be underestimated. The increasing influence of principles of corporate governance across the globe has been greatly linked to the recent corporate frauds and scandals. These frauds and scandals largely resulted from the failure of authorities of countries to effectively implement the legal and regulatory frameworks pertaining to corporate governance. Ghana is archetypal in regards to the failu...

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...

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

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.

The negotiation of the new US/EURATOM co-operation agreement

International Nuclear Information System (INIS)

Kraemer, J.

1992-01-01

The current Agreements for Cooperation between the United States (U.S) and the countries of the European Community will expire on December 31, 1995. Several difficult issues concerning, inter alia, the application of U.S. consent rights over reprocessing of spent fuel and storage of plutonium in the Community and transfers of materials and equipment from the Community, stand between the negotiators and a successor agreement. The U.S. negotiators will likely use the recent Agreement with Japan, with its consent right/programmatic approval approach, as their model text. The Community negotiators are averse to accepting Agreement conditions that stem solely from requirements of U.S. legislation, and may seek technical or commercial benefits in return for any concessions they give. Both sides have compelling incentives to conclude a successor agreement, if only because the political and economic consequences of failure would be so severe. (author)

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.

Consultation and IBA negotiations in wind projects

Energy Technology Data Exchange (ETDEWEB)

Merle, Alexander [Bull Housser and Tupper LLP (Canada)

2011-07-01

This presentation aimed at providing more information on consultation and IBA negotiations in wind energy projects, it was given by a law firm Bull, Housser and Tupper LLP. The subjects tackled by this paper are: the duty to consult, what First Nations are expecting from IBAs, if IBAs will differ from one wind project to another, if templates assist in achieving equity, who should be responsible for financing IBAs, and whether benefits or payments of money can achieve equity. The presentation emphasised that it is important to cooperate and share information in determining what the role of the Crown should be. In addition, the authors believe that an innovative resolution table should be established and that legal certainty should be obtained. This presentation provided First Nations with useful information on consultation and IBA negotiations in wind energy projects.

Making offshore industries greener: negotiating environmental policy in the Dutch oil and gas sector

International Nuclear Information System (INIS)

Hinssen, J.

1994-01-01

In this paper the negotiations between the Dutch Government and the oil and gas sector regarding environmental measures for the offshore industry are analysed. Dutch environmental policy is presently being developed via 'Target Group Management'. The instrument used in this approach is policy negotiations, resulting in covenants. By signing a covenant, both government and industry take responsibility for the development and implementation of a realistic environmental policy. Negotiating environmental policies, however, can be problematic. This relates to the delay in obtaining an integrated approach to environmental problems. It is not unlikely that, in the four years required for the negotiation process, a legally binding environmental law might also have been developed. It is concluded that the value of the covenant mainly depends on the goodwill of the parties involved. (Author)

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.

12 CFR 995.4 - Book-entry procedure for Financing Corporation obligations.

Science.gov (United States)

2010-01-01

... 12 Banks and Banking 7 2010-01-01 2010-01-01 false Book-entry procedure for Financing Corporation... FINANCING CORPORATION OPERATIONS § 995.4 Book-entry procedure for Financing Corporation obligations. (a) Authority. Any Federal Reserve Bank shall have authority to apply book-entry procedure to Financing...

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...

Implementation of the corporate governance code as a measure of an efficiency increasing process in corporate management

Directory of Open Access Journals (Sweden)

Ana SPÎNU

2017-03-01

Full Text Available The majority of leaders of economic entities in Moldova should recognize the role of effective corporate management for the proper development of their activities. Therefore, to ensure obtaining competitive advantage, the leaders must accept the fact that the policy of improvement of corporate management becomes a major component of enterprise development, and using the principles and best practices of corporate governance are already highlighted both at the level of their enterprises and at international level. Therefore, the authors of the article present some measures to streamline corporate management.

Negotiation genius how to overcome obstacles and achieve brilliant results at the bargaining table and beyond

CERN Document Server

Malhotra, Deepak

2008-01-01

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotia...

Complex Automated Negotiations Theories, Models, and Software Competitions

CERN Document Server

Zhang, Minjie; Robu, Valentin; Matsuo, Tokuro

2013-01-01

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

Multi-issue Agent Negotiation Based on Fairness

Science.gov (United States)

Zuo, Baohe; Zheng, Sue; Wu, Hong

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

Corporate Branding and Corporate Reputation

DEFF Research Database (Denmark)

Karmark, Esben

2013-01-01

Corporate branding has been seen as developing in “waves”. This chapter explores the links between corporate branding and corporate reputation as they emerge in the context of three waves of corporate branding. It highlights the way in which the two constructs have related to each other through o...... for corporate brands and corporate communication.......Corporate branding has been seen as developing in “waves”. This chapter explores the links between corporate branding and corporate reputation as they emerge in the context of three waves of corporate branding. It highlights the way in which the two constructs have related to each other through...... organizational culture and identity, and how, although characterized by parallel developments, new ideas and models from a “third” wave of corporate branding challenge prevailing assumptions of corporate reputation particularly in terms of the assumptions that reputations emerge from authentic and transparent...

Multilateral Mediated Negotiation Protocols with Feedback (abstract)

NARCIS (Netherlands)

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

2013-01-01

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

Evolving fuzzy rules for relaxed-criteria negotiation.

Science.gov (United States)

Sim, Kwang Mong

2008-12-01

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

The board's role in meaningful collaboration. After negotiations are completed, a new round of work begins.

Science.gov (United States)

Deets, M K

1991-06-01

For collaborations that in some way modify involved organizations' assets and organizational or governance issues, negotiations are the responsibility of the congregation and not the healthcare system. Congregational leaders should, however, actively involve the system chief executive officer in the process and should also seek the advice of the system board. The board can be particularly helpful in offering financial, legal, and managerial advice to negotiators. Once an agreement is reached, however, the board must consider whether to approve it. And from this point forward, its involvement in the details of the collaboration will be more active. Because board members must evaluate a proposed collaboration from the perspective of the organization they serve, they may not always take the same view of it as did the congregational leaders. Moreover, what congregational leaders believe to be in the best interests of Catholic healthcare may not be consistent with the legitimate self-interest of some of the many constituencies affected by a collaboration. After negotiators have reached an agreement and the board has approved it, the board must make the necessary financial and organizational changes necessary to achieve the transition to a new corporate entity. In doing so, its goal will be to promote standardization without destroying the member institutions' rich traditions.

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

CORPORATE SOCIAL RESPONSIBILITY – CORPORATE BRANDING RELATIONSHIP: AN EMPIRICAL COMPARATIVE STUDY

Directory of Open Access Journals (Sweden)

Bistra VASSILEVA

2009-01-01

Full Text Available Current academic research on the relationship of firms’ CSR activities with corporate branding typically focuses on consumers’ and shareholders’ viewpoints. This research aims to shed light on how organisational members in firms perceive to be the impact of CSR activities upon their corporate brand strategy. Using a survey administered to companies in the U.K. and Bulgaria, the author investigate, firstly, organisational members’ perceptions of the impact of different CSR-related activities upon corporate branding and, secondly, their beliefs about what customers and shareholders think are the impacts of CSR-related activities upon brand image and brand identity. The findings indicated that while organisational members rated quality products, customer service and corporate governance highly as key components of CSR activity, they were much more ambivalent about their companies'commitment to broader actions which involve the 'community' and 'society'. This paper concludes by discussing the implications of the findings for future 'CSR education' among companies.

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.

Corporate Civil Disobedience in the Consumer Interest.

Science.gov (United States)

Dennis, Michael R.; And Others

1994-01-01

Through catalytic issue management, corporations proactively seek to affect resolutions of issues in which they have some interest. Corporations now catalyze legal changes by purposely disobeying existing law, facing the associated consequences, and lobbying for desired changes. (Author)

Understanding customer reactions to brokered ultimatums: applying negotiation and justice theory.

Science.gov (United States)

Humphrey, Stephen E; Ellis, Aleksander P J; Conlon, Donald E; Tinsley, Catherine H

2004-06-01

There has been little research examining customer reactions to brokered ultimatum game (BUG) contexts (i.e. exchanges in which 1 party offers an ultimatum price for a resource through an intermediary, and the ultimatum offer is accepted or rejected by the other party). In this study, the authors incorporated rational decision-making theory and justice theory to examine how customers' bids, recommendations, and repatronage behavior are affected by characteristics of BUG contexts (changing from an ultimatum to negotiation transaction, response timeliness, and offer acceptance or rejection). Results indicated that customers attempt to be economically efficient with their bidding behavior. However, negotiation structures, long waits for a response, and rejected bids create injustice perceptions (particularly informational and distributive injustice), negatively influencing customers' recommendations to others and their repatronage. The authors then discuss the practical and theoretical implications of their results. (c) 2004 APA

24 CFR 290.13 - Negotiated sales.

Science.gov (United States)

2010-04-01

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

Next frontier in agent-based complex automated negotiation

CERN Document Server

Ito, Takayuki; Zhang, Minjie; Robu, Valentin

2015-01-01

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

Negotiating Life Chances

DEFF Research Database (Denmark)

Korzenevica, Marina

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

Novel insights in agent-based complex automated negotiation

CERN Document Server

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

2014-01-01

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

Corporate Author Entries. Revision 5

International Nuclear Information System (INIS)

Hendricks, P.L.

1986-05-01

This reference authority has been created and is maintained to provide standard forms for recording the names of organizations consistently in bibliographic citations. This revision includes approximately 42,000 entries established since 1973

Use of the RAINS model in acid rain negotiations in Europe

International Nuclear Information System (INIS)

Hordijk, L.

1991-01-01

The use of models in international negotiations on environmental problems for which no compulsory action can be imposed is a recent trend. In the past, international agreements have been reached without any model being used. For example, the first step in reducing acid rain in Europe and North America was made in 1985 without using an integrated model. Neither was a model used to establish the Vienna Convention on Protection of the Ozone Layer (1986). Analyzing the reasons for using mathematical models in environmental negotiations is not the subject of this paper. Suffice it to say there are several recent examples of models being used in preparing international policy actions, for instance the Law of the Sea and the Intergovernmental Panel on Climate Change. The acceptance of models as tools in negotiations depends on many factors. The differences in the attitudes toward use of models in the case of assessment of acid rain in Europe and North America have been analyzed. In this paper, the author reviews the current use of the RAINS model and points out some lessons for the development of models that could be used in international environmental negotiations

78 FR 23472 - Amendments to Existing Validated End-User Authorizations: CSMC Technologies Corporation in the...

Science.gov (United States)

2013-04-19

... Corporation in the People's Republic of China (PRC) AGENCY: Bureau of Industry and Security, Commerce. ACTION... Technologies Corporation (CSMC) in the People's Republic of China (PRC). Specifically, BIS amends Supplement No... comment are not required under the APA or by any other law, the analytical requirements of the Regulatory...

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.

31 CFR 210.4 - Authorizations and revocations of authorizations.

Science.gov (United States)

2010-07-01

... 31 Money and Finance: Treasury 2 2010-07-01 2010-07-01 false Authorizations and revocations of authorizations. 210.4 Section 210.4 Money and Finance: Treasury Regulations Relating to Money and Finance... corporate action, or the appointment of a receiver, conservator, or liquidator for the RDFI. In any such...

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...

THE SOUND OF CORPORATE GOVERNANCE

Directory of Open Access Journals (Sweden)

DUMITRASCU LUMINITA MIHAELA

2012-07-01

Full Text Available The paper explores the corporate governance and corporate social responsibility in music industry, by reviewing the literature and investigating the aspects in the context of a sample made by top companies in this domain. The paper spotlighting the mutual connections between corporate governance and corporate social responsibility. The research methodology used consists in investigate the corporate governance codes. It’s about a qualitative interpretive research methodology that was adopted. The findings suggest the intercorelation of corporate governance with corporate social responsibility. The main contribution of the author consists in the fact that the added value of this paper and the original contribution leads in the intercorelation of these two aspects of corporate governance and corporate social responsibility, the findings beeing interesting, implying that recent preoccupation with corporate governance in music industry is starting to be equable by some attention to social responsibility aspects, with growing appreciation of their interdependencies. Previous literature has researched corporate governance and corporate social responsibility independently. Due to this fact, this paper is considering them jointly. The paper is important for both practical and theoretical aspects: for managers and also can serve as the basis for future research on this topic. The current paper is realized in the doctoral program entitled “PhD in Economics at the Standards of European Knowledge- DoEsEc”, scientific coordinator Prof. PhD Niculae Feleaga, Institution: The Academy of Economic Studies Bucharest, Faculty of Accounting and Management Informatic System, Department of International Accounting, period of research 2009-2012.

The Corporations Act 2001

OpenAIRE

Bostock, Tom

2002-01-01

The author outlines reforms made in Australia in the area of company law with an analysis of the Corporations Act 2001, which along with the Australian Securities and Investments Commission Act 2001 comprises Corporations legislation in Australia. Article by Tom Bostock (a partner in the law firm Mallesons Stephen Jaques, Melbourne, Australia). Published in Amicus Curiae - Journal of the Institute of Advanced Legal Studies and its Society for Advanced Legal Studies. The Journal is produced by...

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.

12 CFR 1408.4 - Delegation of authority.

Science.gov (United States)

2010-01-01

... 12 Banks and Banking 7 2010-01-01 2010-01-01 false Delegation of authority. 1408.4 Section 1408.4 Banks and Banking FARM CREDIT SYSTEM INSURANCE CORPORATION COLLECTION OF CLAIMS OWED THE UNITED STATES Administrative Collection of Claims § 1408.4 Delegation of authority. The Corporation official(s) designated by...

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...

How Not to Lose Face in International Negotiation – Sociolinguistic and Linguistic Approach

Directory of Open Access Journals (Sweden)

Gilbert MAGNUS

2012-01-01

Full Text Available The aim of this paper is to present the sociolinguistic and linguistic approaches of theinternational negotiation in its details and of the argumentation in general. Several authors arethus mentioned: in alphabetical order, Jean-Michel Adam, Klaus Brinker, Karl Bühler, OswaldDucrot, Erving Goffman, Roman Jakobson, Catherine Kerbrat-Orecchioni and Eddy Roulet. In allcases of negotiation the question is to “save the face”, a notion taken from E. Goffman, and to keepa trust relationship and insurance with one’s interlocutor.

Handbook of group decision and negotiation

CERN Document Server

Eden, Colin

2010-01-01

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

Transformation processes of the corporate development in Russia: corporate social responsibility

Directory of Open Access Journals (Sweden)

Zhanna Sergeyevna Belyayeva

2011-03-01

Full Text Available Financial and economic crises made the level of readiness to changes in the different types of organizations throughout the world and Russia visible. Variation of social and economic programmes implemented by governmental and corporate sectors is widely seen; not all of them work positively for the population, especially in the countries with emerging markets. At the same time, twenty years of the market economy in Russia, for instance, have definitely built a new social and economic system, but whether it has changed fundamentally in the management techniques? This research generalizes some trends of the corporate development in Russia in the context of social responsibility and socio-economic transformation. The author attempts to define Russia's place on the world map of corporate social responsibility. The opportunities for Russia to learn from foreign experience are also examined.

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

Science.gov (United States)

2013-09-19

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

Virtual reality negotiation training system with virtual cognitions

NARCIS (Netherlands)

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

2017-01-01

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

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.

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....

18 CFR 45.2 - Positions requiring authorization.

Science.gov (United States)

2010-04-01

... mentioned which applicant holds and which are invested with executive authority, applicant shall state in... directors, or otherwise. 1 Corporation means any corporation, joint-stock company, partnership, association...

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 off on the right foot: subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations.

Science.gov (United States)

Curhan, Jared R; Elfenbein, Hillary Anger; Kilduff, Gavin J

2009-03-01

Although negotiation experiences can affect a negotiator's ensuing attitudes and behavior, little is known about their long-term consequences. Using a longitudinal survey design, the authors tested the degree to which economic and subjective value achieved in job offer negotiations predicts employees' subsequent job attitudes and intentions concerning turnover. Results indicate that subjective value predicts greater compensation satisfaction and job satisfaction and lower turnover intention measured 1 year later. Surprisingly, the economic outcomes that negotiators achieved had no apparent effects on these factors. Implications, limitations, and future directions are discussed. (c) 2009 APA, all rights reserved.

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.)

Corporate governance and audit features: SMEs evidence

OpenAIRE

Al-Najjar, Basil

2018-01-01

Purpose\\ud The purpose of this paper is to investigate the effect of corporate governance factors on audit features, namely, audit fees and the selection of Big 4 audit firms within the UK SMEs context.\\ud \\ud Design/methodology/approach\\ud The author uses different regression models to investigate the impact of corporate governance characteristics on audit features, and employs cross-sectional time series models as well as two-stage least squares technique. In addition, the author has used l...

Negotiation as a metaphor for distributed problem solving

Energy Technology Data Exchange (ETDEWEB)

Davis, R.; Smith, R.G.

1983-01-01

The authors describe the concept of distributed problem solving and defines it as the cooperative solution of problems by a decentralized and loosely coupled collection of problem solvers. This approach to problem solving offers the promise of increased performance and provides a useful medium for exploring and developing new problem-solving techniques. A framework is presented called the contract net that specifies communication and control in a distribution problem solver. Task distribution is viewed as an interactive process, a discussion carried on between a node with a task to be executed and a group of nodes that may be able to execute the task. The kinds of information are described that must be passed between nodes during the discussion in order to obtain effective problem-solving behavior. This discussion is the origin of the negotiation metaphor: task distribution is viewed as a form of contract negotiation. 32 references.

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.

Sustainability as Social Contract: Textile and Apparel Professionals’ Value Conflicts within the Corporate Moral Responsibility Spectrum

Directory of Open Access Journals (Sweden)

Rachel LoMonaco-Benzing

2016-12-01

Full Text Available Current discussions of sustainability in the textile and apparel (T&A supply chain tend to focus on consumer behavior or methods of production. Few studies investigate how T&A supply chain members experience corporate sustainability initiatives within their own moral value spectrum. This study was designed to describe the gaps that might exist between personal and corporate moral values of T&A supply chain members, and how individuals manage such gaps to align personal and corporate identities. The researchers investigated the views of ten T&A supply chain members residing in the United States, both as employees and consumers of T&A companies, through semi-structured interviews. Dunfee’s extant social contracts and Schwartz’s theory of basic values were used as theoretical frameworks to better understand the participants’ lived experiences in negotiating personal and corporate expectations. The findings revealed three themes: (a nature of the value gap; (b frustration due to the value gap; and (c strategies to manage the value gap. The strategies used to realign values split into either those that held sustainability as their responsibility and worked to move corporate values toward their personal values; or those that shifted the blame to others so that their values could remain untouched.

Iranian Corporations and Corporate Social Responsibility

Directory of Open Access Journals (Sweden)

Hadi Chapardar

2011-10-01

Full Text Available Comparative studies have demonstrated that the themes for corporate social responsibility (CSR initiatives are different among nations and geographic regions based on their cultural, political, legal, social, and economic contexts. In this research, which was conducted on 56 corporations from IMI100 (100 Iranian companies with highest annual sales, ranked by Industrial Management Institute or IMI, CSR themes in priority have been identified. Data collected from a semistructured questionnaire and some complementary interviews were analyzed against the results of a reference study over 100 companies from developed countries. The resulted themes, some of which may have several subthemes, were developed in three economic, environmental, and social categories. Beside these qualitative findings, two indices are constructed for indicating the “importance” of and “contribution” to each theme. The results and discussions are supposed to help business leaders, international companies inside Iran, governmental authorities, and researchers to improve CSR discussions and practices in the country where CSR undergoes a less structured platform.

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.

Hubungan Corporate Governance, Corporate Social Responsibilities dan Corporate Financial Performance Dalam Satu Continuum

Directory of Open Access Journals (Sweden)

Etty Murwaningsari

2009-01-01

Full Text Available This research aims to identify the influence of Good Corporate Governance, represented by institutional ownership and managerial ownership, on Corporate Social Responsibility and Corporate Financial Performance, and also to observe the possible influence of Corporate Social Responsibility on Corporate Financial Performance. This research examines 126 manufacturing companies which are listed in Indonesian Stock Exchange (ISX and have issued an audited financial statement for 2006. The statistical method used to test the hypothesis is Path Analysis. The result suggests that Good Corporate Governance influences both the disclosure of Corporate Social Responsibility and Corporate Financial Performance and that Corporate Social Responsibility significantly influences Corporate Financial Performance. The result also suggests that CEO Tenure, the controlling variable, holds a significant influence on the disclosure of Corporate Social Responsibility. Yet, there is no strong evidence to support the type of industries as an influencing factor of Corporate Social Responsibility. Furthermore, we found that the latter condition would also apply when we analyze the influence of Corporate Secretary and Nomination and Remuneration Committee on Corporate Financial Performance. Abstract in Bahasa Indonesia: Penelitian ini bertujuan untuk mengidentifikasi pengaruh antara struktur Coorporate Governance yang diproksikan sebagai kepemilikan institusional, kepemilikan manajerial terhadap corporate social responsibility dan corporate social responsibility terhadap corporate financial performance. Penelitian menggunakan data sekunder dari laporan tahunan 2006 perusahaan publik yang terdapat di Pusat Referensi Pasar Modal (PRPM Bursa Efek Indonesia (BEI. Sampel dalam penelitian ini sebanyak 126 perusahaan. Melalui pendekatan analisa jalur (path analysis menunjukkan Good Corporate Governance yaitu kepemilikan managerial dan institusional mempunyai pengaruh terhadap

Corporate Law and Corporate Governance

OpenAIRE

Roberta Romano

1998-01-01

We have seen a revival in interest in corporate law and corporate governance since the 1980s, as researchers applied the tools of the new institutional economics and modern corporate finance to analyze the new transactions emerging in the 1980s takeover wave. This article focuses on three mechanisms of corporate governance to illustrate the analytical usefulness of transaction cost economics for corporate law. They are the board of directors; relational investing, a form of block ownership in...

Privatization and Corporate Governance in Poland: Problems and Trends

OpenAIRE

Piotr Kozarzewski

2006-01-01

The paper is devoted to the problems of the impact of privatization on corporate governance formation in Poland. It discusses the dilemmas of choosing a model for privatization and corporate governance, legal background, mechanisms of corporate governance formation depending on a privatization method applied, and the evolution of these structures in the course of systemic transformation in Poland. The Author comes to the conclusion that the processes of privatization and corporate governance ...

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

Possibilities for Negotiated Agreements on Energy Efficiency in CEE Countries

International Nuclear Information System (INIS)

Stanic, Z.

1997-01-01

This article summarises the results of the four month study of the possibilities for using Negotiated Agreements on Energy Efficiency between Government and Industry as a tool for improving energy efficiency in the CEE industrial sector. Negotiated Agreements are becoming increasingly popular in many countries as a potential means of addressing environmental problems (SO 2 , NO x and CO 2 ) and resource depletion (the use of fossil fuels), without adversely affecting economic development. In the report the use of these instrument in a number of countries is considered and described in view of developing a framework for assessing the possibilities for such agreements in CEE countries. The framework was applied through a case-study of Poland and a quick 'scan' of Belarus, Croatia and Latvia. (author)

The polarizing effect of arousal on negotiation.

Science.gov (United States)

Brown, Ashley D; Curhan, Jared R

2013-10-01

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

Modeling and Negotiating Service Quality

Science.gov (United States)

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

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

32 CFR 644.85 - General negotiation procedures.

Science.gov (United States)

2010-07-01

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

Managing Corporate Reputation Through Corporate Branding

DEFF Research Database (Denmark)

Schultz, Majken; Hatch, Mary Jo; Adams, Nick

2012-01-01

This article, which concentrates on symbolic management by explaining the role of corporate branding in managing corporate reputation, using Novo Nordisk as a case study, presents three perspectives on corporate branding: the marketing perspective, the organisational perspective and the co...... is a way to influence corporate reputation. The Novo Nordisk management believes the data indicate that corporate branding influenced reputation more than the other way around. Formal brand management practices may work considerably better when they complement rather than try to control existing forces......-creation perspective. The three perspectives reviewed show the possibility of developing a multidisciplinary conceptualisation of corporate branding. They all offer insights important to managing organisations as corporate brands in a multi-stakeholder context and thus to the likelihood that corporate branding...

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...

Separate streams of discourse: Identity and the rise of the corporate state in East Texas, 1919-1935

International Nuclear Information System (INIS)

Hoskins, D.J.

1991-01-01

The discovery of oil brought a corporate state influence into East Texas. Forced by local control over this discovery, oil corporations negotiated with government to establish permanent mechanisms granting control over oil production to corporations regulated by government. That shifted the power structure operating locally out of local hands. The locally privileged classes renegotiated their positions to gain privilege and access to power within the new structure. The white business classes in particular struggled to define their positions, ultimately claiming the right to define who could fill what other functions within the new system. By undermining the material foundations of their separatism, the oil industry and its governmental and local allies defined economic survival as privileges for which poor whites and blacks would compete. Instead, these two traditionally resistant cultures claimed to some extent the raced, classed, and gendered definitions imposed upon them, using them to locate new arenas within which to continue defining themselves

Separate streams of discourse: Identity and the rise of the corporate state in East Texas, 1919-1935

Energy Technology Data Exchange (ETDEWEB)

Hoskins, D.J.

1991-01-01

The discovery of oil brought a corporate state influence into East Texas. Forced by local control over this discovery, oil corporations negotiated with government to establish permanent mechanisms granting control over oil production to corporations regulated by government. That shifted the power structure operating locally out of local hands. The locally privileged classes renegotiated their positions to gain privilege and access to power within the new structure. The white business classes in particular struggled to define their positions, ultimately claiming the right to define who could fill what other functions within the new system. By undermining the material foundations of their separatism, the oil industry and its governmental and local allies defined economic survival as privileges for which poor whites and blacks would compete. Instead, these two traditionally resistant cultures claimed to some extent the raced, classed, and gendered definitions imposed upon them, using them to locate new arenas within which to continue defining themselves.

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.

Research in corporate communication: An overview of an emerging field

OpenAIRE

Riel, Cees

1997-01-01

textabstractThis commentary is intended as an amendment to Argenti's (1996) viewpoint, published in Volume 10, Issue 1, of Management Communication Quarterly. Van Riel provides an overview of research in corporate communication, focusing on achievements found in the international academic literature in both communication and business school disciplines. In the author's opinion, there are three key concepts in corporate communication research: corporate identity, corporate reputation, and orch...

Employment of the Disabled in Large Corporations.

Science.gov (United States)

Rabby, Rami

1983-01-01

Large corporations are in a unique position to employ the disabled, but they sometimes lack the motivation to do so. The author discusses elements of a corporate policy for the disabled, ways of formulating and disseminating it, assignment of responsibility, changes in management attitudes, and the special case of the multinational company.…

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.

Negotiating biomedical and traditional Chinese medicine treatments among elderly Chinese Singaporean women.

Science.gov (United States)

Chang, Leanne; Basnyat, Iccha

2015-02-01

In this article we examine how elderly Chinese Singaporean women navigated between biomedicine and traditional Chinese medicine in their practices of maintaining well-being. We interviewed 36 elderly women to understand their negotiation of medical choices in the interplay of structure, culture, and personal agency. Our findings show that participants made situational decisions under structural and cultural influences, such as family members' changing expectations and interpretations of medical practices, institutional preferences for biomedicine, and the patients' negotiating position between biomedicine and traditional Chinese medicine. Participants demonstrated their capacity to enact agency through their examination of the effects and side effects of each medical system and through their integrative use of different medical treatments, depending on the purpose. Through our findings, we unveil contextual meanings of health among elderly women and the unique coexistence of traditional and modern medical practices within the context of Singapore. © The Author(s) 2014.

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. ...

The comprehensive test ban treaty negotiations: a view from Geneva

International Nuclear Information System (INIS)

Weston, Michael.

1995-01-01

The United Kingdom- one of the alliance's three nuclear powers is fully and actively involved in the search for a Comprehensive Test Ban Treaty (CTBT) which would play an important role in both non-proliferation and disarmament objectives. This article considers how the negotiations are proceeding and assesses the prospects in a number of key areas. (author)

CORPORATE GOVERNANCE IN INDIA: AN ANALYSIS

Directory of Open Access Journals (Sweden)

Meghna Thapar

2017-03-01

Full Text Available Corporate governance is a process, relation and mechanism set up for the corporations and firms based on certain guidelines and principles by which a company is controlled and directed. The principles provided in the system ensure that the company is governed in a way that it is able to set and achieve its goals and objectives in the context of the social, regulatory and market environment, and is able to maximize profits and also benefit those whose interest is involved in it, in the long run. The division and distribution of rights and responsibilities among different participants in the corporation (such as the board of directors, managers, shareholders, creditors, auditors, regulators, and other stakeholders and inclusion of the rules and procedures for making decisions in corporate affairs are identified with the help of Corporate Governance mechanism and guidelines. The need to make corporate governance in India transparent was felt after the high profile corporate governance failure scams like the stock market scam, the UTI scam, Ketan Parikh scam, Satyam scam, which were severely criticized by the shareholders. Thus, Corporate Governance is not just company administration but more than that and includes monitoring the actions, policies, practices, and decisions of corporations, their agents, and affected stakeholders thereby ensuring fair, efficient and transparent functioning of the corporate management system. By this paper, the authors intend to examine the concept of corporate governance in India with regard to the provisions of corporate governance under the Companies Act 2013. The paper will highlight the importance and need of corporate governance in India. We will also discuss the important case laws which contributed immensely in the emergence of corporate governance in India.

33 CFR 1.05-60 - Negotiated rulemaking.

Science.gov (United States)

2010-07-01

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

49 CFR 1144.1 - Negotiation.

Science.gov (United States)

2010-10-01

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

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...

Negotiating Conflict within the Constraints of Social Hierarchies in Korean American Discourse.

Science.gov (United States)

Kang, Agnes M.

2003-01-01

Provides an interactional account of conflict negotiation strategies in Korean American discourse. With specific attention to the sociolinguistic phenomenon of codeswitching among Korean Americans, argues that speaking Korean at particular moments evokes ideologies of social hierarchy that serve to mitigate potential conflicts. (Author/VWL)

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...

How Do Employees Perceive Corporate Responsibility? Development and Validation of a Multidimensional Corporate Stakeholder Responsibility Scale

OpenAIRE

El Akremi, A.; Gond, J-P.; Swaen, V.; De Roeck, K.; Igalens, J.

2015-01-01

Recent research on the microfoundations of corporate social responsibility (CSR) has highlighted the need for improved measures to evaluate how stakeholders perceive and subsequently react to CSR initiatives. Drawing on stakeholder theory and data from five samples of employees (N = 3,772), the authors develop and validate a new measure of corporate stakeholder responsibility (CStR), which refers to an organization’s context-specific actions and policies designed to enhance the welfare of var...

Fuzzy Constraint-Based Agent Negotiation

Institute of Scientific and Technical Information of China (English)

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

2005-01-01

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

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

Energy Technology Data Exchange (ETDEWEB)

Al-Shawi, K.

1985-07-01

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

Corporate Investments in Education during an Economic Downturn

Science.gov (United States)

McCarthy, Kirstin; Contardo, Jeanne; Eckert, Leila Morsy

2010-01-01

Corporate philanthropies can provide much-needed support to K-12 and postsecondary education efforts. This article analyzes whether select multi-billion dollar corporate philanthropies continue such support and adhere to best-funding practices during an economic downtown. Drawing on interview and document review data, the authors examine the…

Simulating the Camp David Negotiations: A Problem-Solving Tool in Critical Pedagogy

Science.gov (United States)

McMahon, Sean F.; Miller, Chris

2013-01-01

This article reflects critically on simulations. Building on the authors' experience simulating the Palestinian-Israeli-American Camp David negotiations of 2000, they argue that simulations are useful pedagogical tools that encourage creative--but not critical--thinking and constructivist learning. However, they can also have the deleterious…

Writing and Publishing Books in Counseling: A Survey of Authors.

Science.gov (United States)

Seligman, Linda; Kelly, Shirley C.

1990-01-01

Presents data and ideas from 74 authors who published books in counseling field. Reviews writing and publishing process. Provides information on timetables, book contracts, and remuneration as well as suggestions on publisher selection and contract negotiation. (Author/CM)

Ontolology Negotiation Between Scientific Archives

Science.gov (United States)

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

2001-01-01

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

Using Cognitive Agents to Train Negotiation Skills

Directory of Open Access Journals (Sweden)

Christopher A. Stevens

2018-02-01

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

Using Cognitive Agents to Train Negotiation Skills.

Science.gov (United States)

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

2018-01-01

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

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

Directory of Open Access Journals (Sweden)

Peter R A Oeij

2006-10-01

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

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

International Nuclear Information System (INIS)

Luo Delong

2005-01-01

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

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.

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

Coughing Up Executives or Rolling the Dice?: Individual Accountability for Corporate Corruption

NARCIS (Netherlands)

S. Oded (Sharon)

2017-01-01

textabstract“Flesh-and-blood” corporate criminals have long been a major focus of U.S. enforcement authorities in the battle against foreign bribery. Many of the actions taken against individuals were largely enabled due to the cooperation of culpable corporations with investigative authorities. For

Corporate against corporate management

OpenAIRE

Runcev, Nikolce; Krstev, Boris; Golomeova, Mirjana

2010-01-01

In contemporary economic performance, corporate governance is considered an essential prerequisite in building a successful system for creating an attractive investment climate, which is characterized by competing companies oriented and efficient financial markets. Good corporate governance is based on principles of transparency, bias, efficiency, timeliness, completeness and accuracy of information at all levels of management. Companies with good corporate governance and afford easier acc...

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

Measuring instruments of corporate reputation

Directory of Open Access Journals (Sweden)

Damir Grgić

2008-12-01

Full Text Available The subject of this paper is focused on the instruments for the measurement of corporate reputation. Recent research of the elements which influence the success of a company shows a growing interest in intangible values. Corporate reputation itself has been identified as one of the key intangible assets which create the company’s added value. Understanding of the importance of corporate reputation has been determined as a significant component of the company’s competitiveness, that is, of its competitive edge. Reputation is a normal part of our life and an integral part of our society. Our interest in the honesty and integrity of others is firmly established in all cultures and nowadays the focus of this interest is switching increasingly on companies. Corporate reputation can be acquired by means of strong, well-developed strategies, which are crucial for the opinion of stakeholders regarding future stability and competitive sustainability of the company. On the other hand, it should be emphasized that in order to manage it, corporate reputation has to be measured first. However, although the concept of corporate reputation is universally accepted and its significance has been recognized especially in the last two decades, the process of its measurement is still at an early stage and there is no universally accepted instrument for its measurement. Therefore, the author of this paper gives an overview of the instruments used for the measurement of corporate reputation which have gained a foothold through former practical usage.

Author Details

African Journals Online (AJOL)

Casey, David. Vol 6, No 1 (2016) - Articles Employees, sustainability and motivation: Increasing employee engagement by addressing sustainability and corporate social responsibility. Abstract PDF. ISSN: 2224-3534. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's ...

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

DEFF Research Database (Denmark)

Ladegaard, H. J.

2011-01-01

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

50 CFR 600.760 - Fishery Negotiation Panel lifetime.

Science.gov (United States)

2010-10-01

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

Examining Classroom Negotiation Strategies of International Teaching Assistants

Science.gov (United States)

Williams, Gwendolyn M.

2011-01-01

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

48 CFR 15.406-3 - Documenting the negotiation.

Science.gov (United States)

2010-10-01

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

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

International Nuclear Information System (INIS)

HOPKINS, A.M.

2003-01-01

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

Negotiation: How to Be Effective.

Science.gov (United States)

Weiss, Arnold-Peter C

2017-01-01

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

Second negotiation meeting on the joint implementation of ITER

International Nuclear Information System (INIS)

Okumura, Y.

2002-01-01

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

Expressing Intervals in Automated Service Negotiation

Science.gov (United States)

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

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

48 CFR 570.105-1 - Contracting by negotiation.

Science.gov (United States)

2010-10-01

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

48 CFR 315.372 - Preparation of negotiation memorandum.

Science.gov (United States)

2010-10-01

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

Are the strategic stars aligned for your corporate brand?

Science.gov (United States)

Hatch, M J; Schultz, M

2001-02-01

In recent years, companies have increasingly seen the benefits of creating a corporate brand. Rather than spend marketing dollars on branding individual products, giants like Disney and Microsoft promote a single umbrella image that casts one glow over all their products. A company must align three interdependent elements--call them strategic stars--to create a strong corporate brand: vision, culture, and image. Aligning the stars takes concentrated managerial skill and will, the authors say, because each element is driven by a different constituency: management, employees, or stakeholders. To effectively build a corporate brand, executives must identify where their strategic stars fall out of line. The authors offer a series of diagnostic questions designed to reveal misalignments in corporate vision, culture, and image. The first set of questions looks for gaps between vision and culture; for example, when management establishes a vision that is too ambitious for the organization to implement. The second set addresses culture and image, uncovering possible gaps between the attitudes of employees and the perceptions of the outside world. The last set of questions explores the vision-image gap--is management taking the company in a direction that its stake-holders support? The authors discuss the benefits of a corporate brand, such as reducing marketing costs and building a sense of community among customers. But they also point to cases in which a corporate brand doesn't make sense--for instance, if you are a product incubator, if you've recently experienced M&A activity, or if you are expecting fallout from risky ventures.

Restart 2.0 of substrategic nuclear weapon disarmament? Negotiation approaches and models; Neustart 2.0 zur Abruestung substrategischer Nuklearwaffen? Verhandlungsansaetze und -modelle

Energy Technology Data Exchange (ETDEWEB)

Paul, Michael

2011-05-15

The author discusses the following topics with respect a possible restart of nuclear disarmament negotiations: nuclear disarmament versus nuclear deterrence; substrategic nuclear weapons; initial positions for the negotiations (American position, Russian position, German position); strategic and substrategic nuclear weapon disarmament (including the questions of transparency and verification); imponderables.

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.

45 CFR 2507.12 - Authority.

Science.gov (United States)

2010-10-01

... 45 Public Welfare 4 2010-10-01 2010-10-01 false Authority. 2507.12 Section 2507.12 Public Welfare... FOR DISCLOSURE OF RECORDS UNDER THE FREEDOM OF INFORMATION ACT § 2507.12 Authority. The Corporation receives authority to change its governing regulations from the National and Community Service Act of 1990...

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).

Auditors' Experience with Corporate Psychopaths

DEFF Research Database (Denmark)

Klarskov Jeppesen, Kim; Leder, Christina

2016-01-01

Purpose: The purpose of this paper is to analyse auditors’ experience with corporate psychopaths in their client management. Design/methodology/approach: The research was conducted as a survey among Danish state-authorized auditors, to which 179 auditors responded, representing 9% of the total...... population. Findings: Of the participating auditors, 69% had experienced corporate psychopaths in their client management and 70% of these had experienced more than one case. In addition, 43% of the auditors who had experienced psychopathic managers reported that they had committed fraud. The vast majority...... of cases were detected in the execution and completion phases of the audit and resulted in increased professional scepticism, the use of more experienced auditors and the requirement for more and better audit evidence. Research limitations/implications: The findings confirm that corporate psychopaths...

Corporate Governance: A Keynote Speech

DEFF Research Database (Denmark)

Balling, Morten

1998-01-01

In the article, the author gives an overview of the many different aspects of corporate governance to discuss at a conference in Budapest in May 1997 arranged by Société Universitaire Européenne de Recherches Financières (SUERF). Among the subjects dealt with are the relationsship between...... cases of privatization in Western Europe. Almost everywhere, the role of institutional shareholders is increasing. The internationalization proces implies that also the role of the governance systems changes the incentives for corporate managers to demonstrate good financial performance, and there seems...

Hubungan Corporate Governance, Corporate Social Responsibilities dan Corporate Financial Performance Dalam Satu Continuum

OpenAIRE

Etty Murwaningsari

2009-01-01

This research aims to identify the influence of Good Corporate Governance, represented by institutional ownership and managerial ownership, on Corporate Social Responsibility and Corporate Financial Performance, and also to observe the possible influence of Corporate Social Responsibility on Corporate Financial Performance. This research examines 126 manufacturing companies which are listed in Indonesian Stock Exchange (ISX) and have issued an audited financial statement for 2006. The statist...

75 FR 70226 - Mackay Bar Corporation; Notice of Authorization for Continued Project Operation

Science.gov (United States)

2010-11-17

... DEPARTMENT OF ENERGY Federal Energy Regulatory Commission [Project No. 3041-004] Mackay Bar... Mackay Bar Corporation, licensee for the Hettinger Hydroelectric Project, filed an Application to..., notice is hereby given that an annual license for Project No. 3041 is issued to the Mackay Bar...

Viable circumstances for financial negotiations in Pakistan contracting process

OpenAIRE

Nazir, Ejaz; Nadeem, Faisal

2015-01-01

Approved for public release; distribution is unlimited In Pakistan, competitive forms of procurement include only two-step sealed bidding. In the United States, negotiated procurement falls under competitive forms of procurement. Pakistan established the Pakistan Procurement Regulatory Authority (PPRA) in 2002 on the recommendations of the World Bank and enacted PPRA rules in 2004 based on the 1994 UNCITRAL model procurement law. The purpose of PPRA rules in 2004 was twofold: First, it imp...

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.

CORPORATE SOCIAL RESPONSIBILITY: OPTIONAL OR REGULATORY

Directory of Open Access Journals (Sweden)

MIHAELA IRINA IONESCU

2012-05-01

Full Text Available Given the collateral activity developed and the economic background of the present author I took the approach of a topic that includes aspects from both fields, namely “Corporate Social responsibility- optional or regulatory”. Through the paper I will try to summarize the pros and cons of regulation, mandatory of corporate social responsibility and to review, present the ways in which countries with advanced economies in European Union and the EU itself have addressed this issue.

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...

Corporate Responsibility

DEFF Research Database (Denmark)

Waddock, Sandra; Rasche, Andreas

2015-01-01

We define and discuss the concept of corporate responsibility. We suggest that corporate responsibility has some unique characteristics, which makes it different from earlier conceptions of corporate social responsibility. Our discussion further shows commonalities and differences between corporate...... responsibility and related concepts, such as corporate citizenship and business ethics. We also outline some ways in which corporations have implemented corporate responsibility in practice....

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.

Corporal and capital punishment of juveniles.

Science.gov (United States)

Frazier, H C

1990-01-01

There is a previously unobserved connection between corporal punishment of public school children and capital punishment of juveniles. Both are barometers of acceptable levels of violent punishment and their elimination is a hallmark of a maturing and decent society. Within a majority of the eighteen states where school authorities most frequently strike children are housed 25 of the nation's 28 juvenile death row inmates. On average, the homicide rates of these jurisdictions are two and a half times greater than those that have abolished both state-sanctioned corporal and capital punishment or limit death sentences to those age eighteen and older at the time of their crime(s). Most of the eighteen state abolitions of corporal punishment occurred in the 1980's. The US Supreme Court has ruled both corporal and capital punishment of juveniles constitutional. Additional state legislative abolition of both is anticipated in the 1990s.

Author Details

African Journals Online (AJOL)

Nandonde, FA. Vol 6, No 1-2 (2012) - Articles Understanding Corporate Social Responsibility as Implemented by SMEs in Tanzania: The Case of the Hotel Industry Abstract. ISSN: 0148-2963. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL ...

Author Details

African Journals Online (AJOL)

Mukokoma, MM. Vol 2, No 1 (2009) - Articles Application and Effectiveness of New Public Management in National Water and Sewerage Corporation Abstract. ISSN: 2070-1748. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's Partners ...

Author Details

African Journals Online (AJOL)

Elifneh, YW. Vol 4, No 2 (2014) - Articles The Corporate Social Responsibility Practices and Concerns of Addis Ababa University: Implications for Higher Learning Institutions in Ethiopia Abstract PDF. ISSN: 2410-2393. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's ...

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

Science.gov (United States)

2010-10-01

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

Virtual reality negotiation training increases negotiation knowledge and skill

NARCIS (Netherlands)

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

2012-01-01

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

Role of the Occupational Physician in Corporate Management of Health Risks: An Important Aspect of Corporate Social Responsibility (CSR).

Science.gov (United States)

Sugita, Minoru; Miyakawa, Michiko

2016-01-01

understand the merit of occupational physicians working with the management to decrease health risks. However, an occupational physician is an important member of the corporation, so he/she must be involved in the management of health risks not only within the corporation itself, but also outside the corporation from the viewpoint of CSR. Effective management of health risks due to corporate activities should be widely discussed among occupational physicians, business entrepreneurs and managers of the division in charge of corporate health risk management as well as stakeholders. The authors propose expanding the role of occupational physicians to actively manage health risks not only inside but also outside the corporations.

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

Sovereign Wealth Funds – the New Challenge for Corporate Governance

Directory of Open Access Journals (Sweden)

Dariusz Urban

2010-10-01

Full Text Available The article discusses Sovereign Wealth Funds with reference do the process of corporate governance. In the first part the paper presents the rise, growth and current investment activity of those funds. In the second section the author consider reasons for implementation of corporate governance best practices. The last part of the paper compares Santiago Principles with OECD principles of corporate governance.

Corporate plan 1994/95 to 1998/99

International Nuclear Information System (INIS)

1994-04-01

The National Radiological Protection Board is a public authority established by the Radiological Protection Act 1970. As with all non-departmental public bodies it is required to prepare a Corporate Plan against which its performance and the relevance of its activities to contemporary requirements can be measured. The Board has produced annual Corporate Plans since 1986. In this issue, summary sections on background, objectives, and finances are followed by fifteen sections describing the major areas of work in a structured manner with the Plan objectives, achievements, and alterations set out. Altogether, the Plan shows a good level of attainment and a clear sense of direction. (author)

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 ...

RUSSIAN CORPORATIONS: THE PROBLEM OF INTRACORPORATE RELATIONS AND INTERESTS

Directory of Open Access Journals (Sweden)

Olga Brizhak

2015-09-01

Full Text Available The article actualizes the problem of the study of intra-corporate relations and economic interests of the various economic actors involved in the corporate environment of the Russian economy. The author considers the specific conditions of socio-economic and innovative development of Russian big business.

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).

25 CFR 226.8 - Corporation and corporate information.

Science.gov (United States)

2010-04-01

... 25 Indians 1 2010-04-01 2010-04-01 false Corporation and corporate information. 226.8 Section 226... RESERVATION LANDS FOR OIL AND GAS MINING Leasing Procedure, Rental and Royalty § 226.8 Corporation and corporate information. (a) If the applicant for a lease is a corporation, it shall file evidence of...

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...

Rebates and spreads: pharmacy benefit management practices and corporate citizenship.

Science.gov (United States)

Rentmeester, Christy A; Garis, Robert I

2008-10-01

How ought we determine whether businesses in the health care sector profit fairly? One class of companies in the health care sector, pharmacy benefit managers (PBMs), deserves special consideration. We describe two specific revenue-generating practices--rebates and spread pricing--that account significantly for PBMs' profits but have been neglected in the bioethics and health policy literature as important sources of fiscal waste in our current health care system. We offer analyses of two common cases, consider employers' and employees' vulnerabilities, explore normative assumptions about how markets function, and raise questions about transparency in contract agreements between PBMs and employers. We consider ethical dimensions of PBMs' corporate citizenship in the health care sector and suggest how employers can negotiate more effectively with PBMs.

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…

The Tactics of Persuasion: Environmental negotiations over a corporate coal project in coastal India

International Nuclear Information System (INIS)

Kohli, Kanchi; Menon, Manju

2016-01-01

Following the earthquake of 2001 in the Kutch district of Gujarat (India), the state government and corporate investors have focussed on the coastal areas of Kutch, India's largest district, for economic and infrastructure development. Within a decade of industrialisation of this landscape, these projects have had profound impacts on the environment, livelihoods and futures of its Kutchi inhabitants. Today, the coastline between the old Kandla and Mundra ports is drawn into a three-way battle between International Financial Institutions (IFIs) investing in coal projects, technical experts of sustainable development and international anti-coal campaigners. These three groups have selectively engaged the project affected Kutchis on the importance of economic development, environmental management and climate change. But the affected local people comprising artisanal fisherfolk who belong to a minority community, economically powerful salt and agricultural farmers and a traditional pastoral community of camel herders, frame, debate and act upon the impacts of the project in pragmatic ways. The range of remedies sought by them can be located between the practical expediency of everyday life and ethical questions about correct action. These remedies offer a glimpse of what regulatory bodies should be paying attention to rather than abstract or procedural justice. - Highlights: • The Bhuj earthquake of 2001 lead to the economic reshaping of Kutch. • Coal based imports, transportation and power generation has undermined local livelihood and ecology. • Without remedies, affected people are drawn into corporate patronage relations. • Impacts need to be addressed soon, close to the site, and with local involvement. • If embedded in the locality, energy regulation can become mutually beneficial.

Author Details

African Journals Online (AJOL)

Kumar, R. Sreevalsa. Vol 34, No 1 (2018) - Articles Students' experience and attitude towards corporal punishment in the elementary schools of the central zone of Tigray Region in Ethiopia Abstract. ISSN: 1684-4173. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's ...

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African Journals Online (AJOL)

Erasmus, P. Vol 20, No 1 (2016) - Articles Advances in the corporate governance practices of Johannesburg Stock Exchange companies. Abstract PDF. ISSN: 1998-8125. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's Partners · Terms ...

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African Journals Online (AJOL)

Igwe, Kingsley N. Vol 8, No 1 (2017) - Articles Delivery of community information service as corporate social responsibility by librarians in Nigerian tertiary institutions. Abstract PDF. ISSN: 2360-994X. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL ...

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...

Corporate Governance: Can Universities Learn from the Private Sector?

Science.gov (United States)

Henze, Raphaela

2010-01-01

Corporate governance has several objectives: growth, transparency, leadership, social responsibility and trust, as well as the protection of shareholders and company assets. It also plays a key role in determining a company's control environment. In this article, the author takes a closer look at corporate governance in the private sector,…

Exploring work-related issues on corporate sustainability.

Science.gov (United States)

Brunoro, C M; Bolis, I; Sznelwar, L I

2015-01-01

In a research project about work-related issues and corporate sustainability conducted in Brazil, the goal was to better understand how work-related issues were addressed in the corporate context. Particularly, there are some specific initiatives that serve as guides to organizational decisions, which make their performance indicators for the context of corporate sustainability. 1) To explore the presence of work-related issues and their origins in corporate sustainability approach, analyzing a) corporate disclosures; b) sustainability guidelines that are identified as relevant in corporate disclosures; c) documents that are related to sustainable development and also identified as key-documents for these guidelines and initiatives. 2) To present the activity-centered ergonomics and psychodynamics of work contributions to work-related issues in a corporate sustainability approach. An exploratory study based on multiple sources of evidence that were performed from 2012 to 2013, including interviews with companies that engaged in corporate sustainability and document analysis using the content analysis approach. Work-related issues have been presented since the earliest sustainable development documents. It is feasible to construct an empirical framework for work-related issues and corporate sustainability approaches. 1) Although some authors argue that corporate sustainability has its roots based only on the environmental dimension, there is strong empirical evidence showing that social dimension aspects such as work-related issues have been present since the beginning. 2) Some indicators should be redesigned to more precisely translate the reality of some workplaces, particularly those indicators related to organizational design and mental health.

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.

39 CFR 222.1 - Authority to administer postal affairs.

Science.gov (United States)

2010-07-01

..., or in any other Postal Service employee. (b) Corporate officers. Corporate officers are authorized to... matters within their areas of responsibility, except as limited by law or by the specific terms of their...

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....

Author Details

African Journals Online (AJOL)

Agba, A.M. Vol 5, No 1 (2010) - Articles Leadership style and employees' intrinsic job satisfaction in the cross river newspaper corporation, Calabar, Nigeria Abstract PDF · AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's Partners · Terms ...

Author Details

African Journals Online (AJOL)

Olabisi, JO. Vol 7, No 1 (2013) - Articles Appraisal of Strategic Alliances and Corporate Effectiveness Abstract PDF. ISSN: 2070-0083. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's Partners · Terms and Conditions of Use · Contact AJOL ...

Author Details

African Journals Online (AJOL)

Iguh, NA. Vol 2 (2011) - Articles An Examination of the Child Rights Protection and Corporal Punishment in Nigeria Abstract PDF. ISSN: 2276-7371. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's Partners · Terms and Conditions of Use ...

Author Details

African Journals Online (AJOL)

Edet, AO. Vol 12, No 1 (2012) - Articles Effects of Corporal Punishment on Disciplinary Control of Secondary School Students in Calabar Metropolis of Nigeria Abstract. ISSN: 1596-6224. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's ...

Author Details

African Journals Online (AJOL)

Mbamba, Ulingeta O.L.. Vol 14, No 1-2 (2014) - Articles Managers' Perceptions of the Role of Corporate Social Responsibility in the Growth of Firms: Evidence from Tanzania Abstract. ISSN: 2591 6831. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about ...

Author Details

African Journals Online (AJOL)

Akinsulore, Adedoyin. Vol 7, No 1 (2016) - Articles The effects of legislation on corporate social responsibility in the minerals and mines sector of Nigeria Abstract PDF. ISSN: 2467-8392. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's ...

Elimination of corporal punishment of children's a human right

Directory of Open Access Journals (Sweden)

Stevanović Ivana

2010-01-01

Full Text Available The authors indicate the necessity of explicit legal prohibition of all corporal punishment of children that represent a violation of the right of the child to respect his/her physical integrity and human dignity. The paper emphasizes why all corporal punishment of children should be prohibited and points out the progress made at the legislative level to the elimination of all corporal punishment of children in some member states of the Council of Europe and the Republic of Serbia.

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...

Negotiating Northern Resource Development Frontiers: People, Energy, and Decision-Making in Yamal

Science.gov (United States)

Osipov, Igor A.

This dissertation examines contemporary models of co-existence and partnerships negotiated between local communities, government, and resource corporations in the Russian District of Purovsky (Arctic Yamal), with a particular focus on the relations of these partnerships to Russia's wider socio-cultural and political contexts and, more broadly, the circumpolar world. Yamal has Eurasia's richest oil and gas reserves, and is an important crossroads region where various geopolitical and financial interests intersect. With the opening up of new gas and oil fields, and construction of roads and pipelines, Yamal is experiencing rapid changes; and is being challenged to reshape its many 'frontiers' in which people, energy, and decisions are closely linked to one another. Since the late 1970s, resource development projects have had significant impacts on the lives of the local people in the Purovsky tundra. Along with experiencing negative consequences, such as water and soil contamination, impacts on land, wildlife, and local communities have also nurtured creative ways of adaptation, decision-making, and self-organization. Since 1998, a number of unique models of co-existence and participatory dialogue, involving public project reviews, and sound participation of local indigenous activist groups have been developed and implemented in Yamal. Furthermore, during the past decade the Purovsky District has served as a unique decision-making polygon for the Northeastern Urals. Several joint community-industry-government political and economic cooperation models have been tested and their elements have subsequently been implemented in other Arctic Russian localities. From 2006-2008 this project was focused on documenting these important developments by investigating and explicating the on-the-ground models of agreement-making in the context that these models have been developing since the 1970s. This project, as such, strives to benefit the areas of anthropology, political

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.

20 CFR 703.211 - Authority to seize security deposit; use and/or return of proceeds.

Science.gov (United States)

2010-04-01

... acceptable negotiable securities in its place; (3) Fails to renew any deposited negotiable securities at... place; (4) Has State insolvency proceedings initiated against it; or (5) Fails to comply with any of the... 20 Employees' Benefits 3 2010-04-01 2010-04-01 false Authority to seize security deposit; use and...

Negotiation on the Assessment of Research Articles with Academic Reviewers: Application of Peer-Review Approach of Teaching

Science.gov (United States)

Kumar, Prashant; Rafiq, Imran; Imam, Boulent

2011-01-01

This study provides an insight into the dominant negotiation processes that occur between the authors of research articles and academic reviewers at the peer reviewing stage. Data of reviewers comments and authors responses on 32 science and engineering based journal articles covering four decision categories (accept as is, accept with minor…

Corporate social responsibility and hospitals: US theory, Japanese experiences, and lessons for other countries.

Science.gov (United States)

Takahashi, Toshiro; Ellen, Moriah; Brown, Adalsteinn

2013-01-01

This paper examines the role that corporate social responsibility can play in advancing hospital management. Corporate social responsibility is the integration of social and environmental concerns within business operations. The authors discuss how corporate social responsibility can help hospitals and provide suggestions to hospitals in deciding which corporate social responsibility initiatives to pursue.

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.

Author Details

African Journals Online (AJOL)

Ijaiya, H. Vol 3, No 1 (2014) - Articles Challenges of corporate social responsibility in the Niger delta region of Nigeria Abstract PDF. ISSN: 2467-8392. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's Partners · Terms and Conditions of Use ...

Author Details

African Journals Online (AJOL)

Krüger, JGA. Vol 13, No 3 (2010) - Articles Restructuring of Insolvent Corporations in Canada Abstract PDF. ISSN: 1727-3781. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's · More about AJOL · AJOL's Partners · Terms and Conditions of Use · Contact AJOL · News.

Author Details

African Journals Online (AJOL)

Amkpa, Samuel Arubam. Vol 2, No 2 (2011) - Articles Effects of corporate culture on the implementation of automation in libraries of federal universities in the North–East Zone of Nigeria Abstract PDF. ISSN: 2360-994X. AJOL African Journals Online. HOW TO USE AJOL... for Researchers · for Librarians · for Authors · FAQ's ...

Prescribing safety, negotiating expertise

International Nuclear Information System (INIS)

Rolina, Gregory

2010-01-01

Owing to their presumed impact on the safety of high-risk installations, the interactions between regulators and the regulated are a major but seldom explored subject of research in risk management. A study by experts on human and organizational factors in nuclear safety sheds light on the various phases (and their effects) of the process whereby experts produce assessments. Light is shed on a 'negotiated expertise' typical of the French style of safety regulations in nuclear installations. It is based on an ongoing technical dialog between experts and operators ('French cooking' for Anglo-Saxons). This analysis of 'expertise' and thus of the 'logics of action' implemented by experts proposes a typology of actions that can be transposed to other sorts of risk or other fields of activity. It hands us the keys for understanding a very contemporary activity. (author)

Probability of Corporal Punishment: Lack of Resources and Vulnerable Students

Science.gov (United States)

Han, Seunghee

2011-01-01

The author examined corporal punishment practices in the United States based on data from 362 public school principals where corporal punishment is available. Results from multiple regression analyses show that schools with multiple student violence prevention programs and teacher training programs had fewer possibilities of use corporal…

Corporate-Academic Partnerships: Creating a Win-Win in the Classroom

Science.gov (United States)

Deeter-Schmelz, Dawn Reneé

2015-01-01

For instructors seeking ways to provide sales students with experiential learning projects designed to develop and enhance skills in an authentic environment, corporate-academic partnerships offer a viable option. The author describes a unique and innovative corporate-academic integrated project, including course content, role plays, and corporate…

The role of corporate governance in preventing economic crises

Directory of Open Access Journals (Sweden)

Marek Matuszak

2012-12-01

Full Text Available The author discusses the role of corporate governance in preventing economic crises, both in the enterprise and in the economy. The article is based on the research of literature. It presents the concept of corporate governance, crisis, and factors affecting the effectiveness of the supervisory board. In the final part, it presents the principles of effective corporate governance established by the OECD, and the recommendations for redefining of the rules resulting from the analysis of experiences of the last global financial crisis.

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.

Incorporating Corporate Social Responsibility and Sustainability into a Business Course: A Shared Experience

Science.gov (United States)

Persons, Obeua

2012-01-01

The author discusses how corporate social responsibility (CSR) and sustainability were incorporated into a business course by using 4 assignments, a project with a CSR question, 7 ethics cases, and 17 ethics scenarios tied to a corporate code of ethics. The author also discusses student evaluation of CSR learning experience, strengths and…

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

Antecedents and benefits of corporate citizenship : an investigation of French businesses

NARCIS (Netherlands)

Maignan, I.S.J.; Ferrell, O.C.

The authors first propose a conceptualization and operationalization of corporate citizenship. Then, they present an empirical study conducted among French businesses aimed at: (1) understanding whether an organization's culture affects its likelihood of engaging in corporate citizenship and (2)

International negotiations on climate change towards a new international deal?

International Nuclear Information System (INIS)

2009-11-01

This document reports the work performed by the French 'Centre d'Analyse Strategique' until the first of November within the perspective of a new international agreement to struggle against climate change beyond 2012. The basic idea is that such an agreement will have a meaning only if it is signed and ratified by the both main greenhouse gas emitting countries, the United States and China. A first part of this report describes the context and the post-2012 negotiation perspectives, as well as the status of international cooperation in the field of climate change. The two following chapters present syntheses of the climate policies and negotiation postures of China and United States. Then, the authors give an overview of the strategic interests and postures of some other big countries like India, Brazil, Russia, Canada, OPEC countries, and so on. The last part deals with issues of rights of intellectual property applied to the elaboration of 'clean' technologies and to international technological transfers

COP21: to save negotiations or to save the climate?

International Nuclear Information System (INIS)

Fremeaux, Alexis; Faure, Elisa; Guillou, Antoine

2015-01-01

This note proposes an overview of the main issues which could render an agreement possible at the end of the Paris COP21, and makes some proposals on principles which should be mentioned in the agreement to create a future strong foundation, as well as on tools and measures which could be implemented thereafter. The authors first discuss the content and results of the previous COPs, and comment the negotiation process between Copenhagen and Paris to outline the main challenges and stakes to reach of common agreement. They address the main issues of the COP21 negotiations: mobilisation of 100 billions dollars per year to help emerging countries in reaching a low carbon development mode and to adapt to climate change, how to urgently orient private investments towards a low carbon economy, to base on standards and transparency as two main action levers in case of absence of agreement on carbon price, and definition of needed more ambitious objectives

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.

Innovation activity of corporations in emerging economies

Directory of Open Access Journals (Sweden)

Soboleva Ekaterina N.

2016-01-01

Full Text Available The paper considers macro parameters of corporation innovation activity in the BRICS countries. The authors determine transnational corporation behavior strategies in the context of creating and transferring new knowledge, where developed countries (the USA, European countries and Japan play an important role and take a leading position in this process. Companies from emerging economies focus on using and adopting innovations. The reason for this is that knowledge “is coded” specifically, consequently the participants of its exchange have to be in similar intellectual space. Nevertheless, the market-leading corporations from the BRICS countries join the world chains of innovation creation, building their networks to satisfy their branches needs concerning technological decisions and personnel training

Corporate Governance, between Classicism and Modernism

Directory of Open Access Journals (Sweden)

Niculae Feleaga

2006-07-01

Full Text Available Corporate governance represents a complex concept, being an assembly of mechanisms used to set order into company leaders’ decisions. The rules of corporate governance are the ones keeping the score between the economic entity’s leaders and the third parties who invest their resources in the business. The corporate governance issue did not appear by hazard, but it resulted from the necessity to reconcile many business interests within a company (sometimes contradictory issues, especially the ones between the shareholders and the business leaders. The Anglo-Saxon view, in which the business power is given to the Equity items, is traditionally opposing the European (continental vision, where focus is being made on the Stakeholders’ interests. Within a world dominated by globalization issues, and where the financial markets evolve on an exponential curve, the two above mentioned corporate governance models ought to interact one with another in a constructive manner. Even if the corporate governance concept has developed recently, mainly during the last 25 years, its origins are rooted way back into the world history. Corporate governance is organically linked to the capitalist society and economy. After the 11 September attacks, many of the contemporary authors had the tendency to declare this date as the beginning of the XXIst century. If the ‘Twin Towers’ had hosted companies like: Tyco, Enron, Xerox, Wordcom and many other Stock Exchange-quoted businesses, it is likely that the financial crisis from 2000-2002 would have been differently perceived, and corporate governance had developed slightly different evolutionary mechanisms. A scientific article, based on the comparison between the classical and modern corporate governance experiences, would therefore suit the Romanian business environment.

Corporate Governance, between Classicism and Modernism

Directory of Open Access Journals (Sweden)

Cristina Vasile

2006-09-01

Full Text Available Corporate governance represents a complex concept, being an assembly of mechanisms used to set order into company leaders’ decisions. The rules of corporate governance are the ones keeping the score between the economic entity’s leaders and the third parties who invest their resources in the business. The corporate governance issue did not appear by hazard, but it resulted from the necessity to reconcile many business interests within a company (sometimes contradictory issues, especially the ones between the shareholders and the business leaders. The Anglo-Saxon view, in which the business power is given to the Equity items, is traditionally opposing the European (continental vision, where focus is being made on the Stakeholders’ interests. Within a world dominated by globalization issues, and where the financial markets evolve on an exponential curve, the two above mentioned corporate governance models ought to interact one with another in a constructive manner. Even if the corporate governance concept has developed recently, mainly during the last 25 years, its origins are rooted way back into the world history. Corporate governance is organically linked to the capitalist society and economy. After the 11 September attacks, many of the contemporary authors had the tendency to declare this date as the beginning of the XXIst century. If the ‘Twin Towers’ had hosted companies like: Tyco, Enron, Xerox, Wordcom and many other Stock Exchange-quoted businesses, it is likely that the financial crisis from 2000-2002 would have been differently perceived, and corporate governance had developed slightly different evolutionary mechanisms. A scientific article, based on the comparison between the classical and modern corporate governance experiences, would therefore suit the Romanian business environment.

Implementation of corporate governance principles in Romania

Directory of Open Access Journals (Sweden)

Ramona Iulia Țarțavulea (Dieaconescu

2014-12-01

Full Text Available The paper aims to conduct a study regarding the manner in which corporate governance principles are applied in Romania, in both public and private sector. In the first part of the paper, the corporate governance principles are presented as they are defined in Romania, in comparison with the main international sources of interest in the domain (OECD corporate governance principles, UE legal framework. The corporate governance (CG principles refer to issues regarding board composition, transparency of scope, objectives and policies; they define the relations between directors and managers, shareholders and stakeholders. The research methodology is based on both fundamental research and empirical study on the implementation of corporate governance principles in companies from Romania. The main instrument of research is a corporate governance index, calculated based on a framework proposed by the author. The corporate governance principles are transposed in criteria that compose the framework for the CG index. The results of the study consist of scores for each CG principles and calculation of CG index for seven companies selected from the public and private sector in Romania. The results are analyzed and discussed in order to formulate general and particular recommendations. The main conclusion of this study is that that a legal framework in the area of corporate governance regulation is needed in Romania. I consider that the main CG principles should be enforced by developing a mandatory legal framework.

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...

Native title contestation in Western Australia's Pilbara region

Directory of Open Access Journals (Sweden)

Paul Cleary

2014-12-01

Full Text Available The rights afforded to Indigenous Australians under the Native Title Act 1993 (NTA are very limited and allow for undue coercion by corporate interests, contrary to the claims of many prominent authors in this field. Unlike the Commonwealth’s first land rights law, Aboriginal Lands Rights (Northern Territory Act 1976 (ALRA , the NTA does not offer a right of veto to Aboriginal parties; instead, they have a right to negotiate with developers, which has in practice meant very little leverage in negotiations for native title parties. And unlike ALRA, developers can deal with any Indigenous corporation, rather than land councils. These two factors have encouraged opportunistic conduct by some developers and led to vexatious litigation designed to break the resistance of native title parties, as demonstrated by the experience of Aboriginal corporations in the iron ore-rich Pilbara region of Western Australia.

The Relationship of Corporate Governance, Corporate Social Responsibilities and Corporate Financial Performance in One Continuum

OpenAIRE

Murwaningsari, Etty

2010-01-01

This study aims to identify the impact of Good Corporate Governance, represented by institutional ownership and managerial ownership, on Corporate Social Responsibility and Corporate Financial Performance.It examines 126 manufacturing companies listed at the Indonesian Stock Exchange (IDX) and have issued audited financial statements for 2006. The statistical method used to test the hypothesis is Path Analysis. The main results suggest that Good Corporate Governance has effects on both Corpor...

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.

76 FR 28418 - Voluntary Termination of Foreign-Trade Subzone 33C; Sony Corporation of America, Mt. Pleasant, PA

Science.gov (United States)

2011-05-17

...-Trade Subzone 33C; Sony Corporation of America, Mt. Pleasant, PA Pursuant to the authority granted in... Industrial Development Corporation of Southwestern Pennsylvania, (grantee of FTZ 33) authorizing the establishment of Foreign-Trade Subzone 33C at the Sony Corporation of America plant in Mt. Pleasant...

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 ...

Instruments for public environment policies: The negotiation; Strumenti per le politiche ambientali pubbliche: La negoziazione

Energy Technology Data Exchange (ETDEWEB)

Sartori, S [ENEA - Direzione Centrale Studi - Centro Ricerche Energia, Casaccia, Rome (Italy); Squillacioti, M T [Contrattista ENEA (Italy)

1990-12-15

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)

Data Acquisition in a Manoeuver Auto-negotiation System

Directory of Open Access Journals (Sweden)

Joanna Szlapczynska

2015-09-01

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

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

Science.gov (United States)

2010-07-01

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

Negotiating Family Tracking

DEFF Research Database (Denmark)

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

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

Using Cognitive Agents to Train Negotiation Skills

NARCIS (Netherlands)

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

2018-01-01

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

AGENT-BASED NEGOTIATION PLATFORM IN COLLABORATIVE NETWORKED ENVIRONMENT

Directory of Open Access Journals (Sweden)

Adina-Georgeta CREȚAN

2014-05-01

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

Intelligence and negotiating

International Nuclear Information System (INIS)

Hetherington, J.A.

1990-01-01

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

Global Market, Colonial Economies and Trade Corporations: The consulates at Guadalajara and Buenos Aires

Directory of Open Access Journals (Sweden)

Antonio Ibarra

2013-04-01

Full Text Available This paper seeks to examine the global organization of two Spanish American colonial spaces during the era of free trade: the Hispanic North and Rio de la Plata. By studying the consular records on foreign trade, included in the derecho de avería records, I analyse how their economies were integrated into the circulation of silver, slaves, and imports. Moreover, I explain the institutional development of their trade communities, favored by the body of consulates in the cities of Guadalajara and Buenos Aires, viewed as institutional instruments of corporate negotiation, market administration, and interest organization against a backdrop of trade globalization.

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.

The Professional Judgement of Accountant in Determining the Composition of Non-Negotiable Tangible Assets in the Light of Harmonization with the IFRS

Directory of Open Access Journals (Sweden)

Storozhuk Tetiana M.

2018-03-01

Full Text Available The need to expand the autonomy of enterprises based on the use of professional judgment by accounting workers in the formation of composition and determination of the objects of non-negotiable tangible assets has been substantiated. The general attributes of identification of the objects of non-negotiable tangible assets have been defined. With the purpose of adaptation of the national practice with the international standards, the authors prove the necessity of independent definition, in terms of the accounting policy of enterprise on the basis of professional judgement, approaches on reflection in accounting of spare parts and groups of the other non-negotiable tangible assets as stocks or as basic means; objects of the social and cultural sphere – as fixed assets or other non-negotiable assets; the right to transfer library funds to tangible or intangible assets. The main factors of object determination and composition of non-negotiable tangible assets have been determined on the basis of professional judgment.

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.

The nuclear power corporation's foreign exchange risk management research

International Nuclear Information System (INIS)

Zhang Yi

2012-01-01

To manage and control foreign exchange rate risk under the floating exchange rate system, historical simulation method of VaR model has been utilized to evaluate the nuclear power corporation's foreign exchange risk and the risk causation has been analyzed. Finally, the measure of enhancing the nuclear power corporation's foreign exchange rate risk management level has been exposed for sharing. (author)

The medium as an innovation in international negotiation : an introduction

NARCIS (Netherlands)

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

2004-01-01

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

24 CFR 982.506 - Negotiating rent to owner.

Science.gov (United States)

2010-04-01

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

Budget Time: A Gender-Based Negotiation Simulation

Science.gov (United States)

Barkacs, Linda L.; Barkacs, Craig B.

2017-01-01

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

Do Not Shoot, a Personal Negotiation

Science.gov (United States)

2010-01-01

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

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

International Nuclear Information System (INIS)

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

2003-01-01

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

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

Energy Technology Data Exchange (ETDEWEB)

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

2003-02-27

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

World Trade Organization Negotiations: The Doha Development Agenda

National Research Council Canada - National Science Library

Fergusson, Ian F

2008-01-01

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

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

Science.gov (United States)

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

2018-01-01

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

Corporate Brand Trust as a Mediator in the Relationship between Consumer Perception of CSR, Corporate Hypocrisy, and Corporate Reputation

Directory of Open Access Journals (Sweden)

Hanna Kim

2015-03-01

Full Text Available The aim of this research is to investigate the relationship between consumer perception of Corporate Social Responsibility (CSR, corporate brand trust, corporate hypocrisy, and corporate reputation. Based on the one-to-one interview method using a structured questionnaire of 560 consumers in South Korea, the proposed model was estimated by structural equation modeling analysis. The model suggests that consumer perception of CSR influences consumer attitudes toward a corporation (i.e., perceived corporate hypocrisy and corporate reputation by developing corporate brand trust. This in turn further enhances corporate reputation while decreasing corporate hypocrisy. The findings of our study demonstrate that consumer perception of CSR is an antecedent to corporate brand trust, which fully mediates the relationship between consumer perception of CSR and corporate reputation. In addition, corporate brand trust has the role of partial mediator in the relationship between consumer perception of CSR and corporate hypocrisy. These results imply that to better understand the relationship between consumer perception of CSR and consumer attitudes toward a corporation, it is necessary to consider corporate brand trust as an important mediating variable. The theoretical and practical implications of this study are discussed, together with its limitations and potential for future research.

Corporate governance, ownership and control: A review of recent scholarly research

Directory of Open Access Journals (Sweden)

Alex Kostyuk

2018-01-01

Full Text Available This manuscript is aimed at highlighting the most recent trends in corporate governance, ownership and control based on the manuscripts presented at the international conference “Corporate Governance, Ownership and Control” that took place in Rome on February 27, 2018. We have also used reputable papers published in the relevant academic journals in the past to support the arguments stated by the authors of the papers, presented at the conference. This paper covers a wide range of corporate governance topics in corporate ownership and control toward corporate governance mechanisms, such as board of directors, the board diversity, directors’ remuneration, firm performance, auditing and accounting, etc. We saw a growing interest of researchers to widen the scope of their major research to link it to corporate ownership and control issues. Currently, corporate governance research follows two major routs: classical empirical corporate governance research and multidisciplinary research aimed at findings non-conventional methods to solution of existing problems.

Corporate Social Responsibility of Multinational Oil Corporations to ...

African Journals Online (AJOL)

Corporate Social Responsibility of Multinational Oil Corporations to Host ... Exxon Mobil and Elf oil Nigeria Limited within their corporate-community relations strategy in the ... The paper concludes by exploring the implications for partnerships' ...

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 ...

NRPB corporate plan

International Nuclear Information System (INIS)

Clarke, Roger

1995-01-01

As with all non-departmental public bodies, the National Radiological Protection Board is required to prepare a Corporate Plan each year. The Plan for 1995/1996 to 1999/2000 is now available as a Board report; extracts from the introductory section are given here. They deal with the Board's statutory duty to provide advice and conduct research and with its power to provide services, all in relation to ionising and non-ionising radiations. (author)

How Corporate Governance Affects Strategy of Corporations : - Lessons from Enron Corporation -

OpenAIRE

Ahmed, Hameed; Najam, Ali

2006-01-01

Corporate governance is a subject of academic and professional debate. It has and it will continue to be a topic under scrutiny for subsequent deliberations since there are many different research dimensions and contexts associated with it. However, it has been observed that the linkage between corporate governance and strategy of a corporation remains as an untapped area with considerable avenues of research. This paper tends to explore this linkage, using Enron scandal as backdrop. In the a...

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…

Corporate identity as a factor of corporate security

OpenAIRE

Perelygina, Elena

2011-01-01

Forming-up of the corporate identity is based on cognitive, affective and conative elements of corporate culture. The group as an entity choosing goals and values ensures a certain response to standards and values of corporate culture within the parameters of its social responsibility. Corporate security as security of community and cooperation acts as a form of organizational and ethical approach to developing socially responsible attitude of government and business.

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

14 CFR 399.12 - Negotiation by air carriers for landing rights in foreign countries.

Science.gov (United States)

2010-01-01

... 14 Aeronautics and Space 4 2010-01-01 2010-01-01 false Negotiation by air carriers for landing rights in foreign countries. 399.12 Section 399.12 Aeronautics and Space OFFICE OF THE SECRETARY, DEPARTMENT OF TRANSPORTATION (AVIATION PROCEEDINGS) POLICY STATEMENTS STATEMENTS OF GENERAL POLICY Policies Relating to Operating Authority § 399.12...

A new corporate governance

Directory of Open Access Journals (Sweden)

Ion Bucur

2015-12-01

Full Text Available The issue of corporate governance has become increasingly important as globalisation has begun to accelerate and the economic and financial turmoil have intensified. Post-crisis context has imposed the need to expand the prospects for analysis over governance and companies, as well as the need to identify new ways of administration and resource management. From this perspective, the author aims to highlight the conditions, factors and events that have generated profound changes within the business environment, while the analysis is focusing on contemporary changes in the systems of corporate governance and economic mutations, especially in terms of the companies. The establishment of new governance rules is demanding a theoretical approach based on new methodological requirements which are needed to reform theoretical foundations and to promote creative and effective shapes and governance systems.

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,

Special and Differential Treatments provisions in the TRIPs negotiations

DEFF Research Database (Denmark)

Alavi, Amin

2008-01-01

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

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...

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

Corporate Identity as a Factor of Corporate Security

Directory of Open Access Journals (Sweden)

Elena B. Perelygina

2011-01-01

Full Text Available Forming-upof the corporate identity is based on cognitive, affective and conative elements of corporate culture. The group as an entity choosing goals and values ensures a certain response to standards and values of corporate culture within the parameters of its social responsibility. Corporate security as security of community and cooperation acts as a form of organizational and ethical approach to developing socially responsible attitude of government and business.

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.

Negotiations on climate change: propositions for a new French strategy

International Nuclear Information System (INIS)

Colombier, M.; Kieken, H.; Tubiana, L.; Wemaere, M.

2007-01-01

The authors propose innovating options enabling political, technological and financial cooperation, for a better negotiation on climate. They identify nine issues: defining a constraining legal and institutional framework which will preserve Kyoto's assets, defining a long term objective (by 2050), implementing credible actions and realistic national commitments, strengthening of carbon markets, defining precisely the role of credit systems, establishing a specific agreement on avoided deforestation, paying particular attention to adaptation, developing means of coordination on technologies, and implementing sector agreements

Country Stakes in Climate Change Negotiations. Two Dimensions of Vulnerability

International Nuclear Information System (INIS)

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

2007-01-01

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

British Columbia Power Export Corporation: Operational review for operating year, October 1989 to September 1990

International Nuclear Information System (INIS)

1990-01-01

The British Columbia Power Export Corporation (POWEREX) is a wholly owned subsidiary of British Columbia Hydro, established in 1988 as the single agency responsible for implementing the provincial policy of international electricity trade. POWEREX objectives are to conduct long term firm electricity trade utilizing private sector financing, operating capabilities, and generating sources. Short term electricity transactions are handled by the part of POWEREX called the Powerex Pool Operation. An operational review of POWEREX for 1989-90 is presented, giving information on export contracts, license approvals, export sales negotiations, pool operation revenues and sales, British Columbia Hydro generation and integrated system performance, and operational planning. 15 figs

Corporate plan 1997/98 to 2001/02

International Nuclear Information System (INIS)

1997-01-01

The National Radiological Protection Board is a public authority established by the Radiological Protection Act 1970 with functions concerning the protection of people from radiation hazards. Members of the Board are appointed by the Health Ministers. Officers and employees of the Board are responsible to it for executing the functions. The Board produces a Corporate Plan which is presented to the Department of Health, its sponsoring Department. This is the Corporate Plan for 1997/98 and the subsequent four years to 2001/02. It follows from discussions with Government Departments and other customers and reflects Ministerial priorities. It also takes into account the recommendations of the recent Cabinet Office publication on Objective Setting and Monitoring in Executive Non-Departmental Public Bodies prepared by the Efficiency Unit. And it reflects the outcome of the recent Prior Options Review of the Board. The main purposes of the Corporate Plan are to describe the broad programme of work for the planning period and the manner in which it is to be implemented, to identify the strategic and specific objectives, and to make the necessary financial forecasts. (author)

C-corporation Hotels vs. Hotel-REITs: A Theoretical and Practical Comparison

Directory of Open Access Journals (Sweden)

Tarik Dogru

2017-02-01

Full Text Available What are the main differences between C-corporation hotels, such as Marriott, Hilton, and Choice, and Hotel-REITs like Diamond Rock, Felcor, and Host? What are the potential growth opportunities in these hotel structures? The author answers these questions by comparing the two corporate structures.

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.

Negotiation of Meaning and Co-Construction of Knowledge: An Experimental Analysis of Asynchronous Online Instruction

Science.gov (United States)

Hull, Darrell M.; Saxon, Terrill F.

2009-01-01

Variations in group co-construction of knowledge and the extent to which participants engaged in negotiating meaning were directly related to instruction. The authors examined social interaction resulting from controlled variation in instruction using a counter-balanced design in two professional development courses for teachers. Both courses were…

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...

What other's disappointment may do to selfish people: Emotion and social value orientation in a negotiation context

NARCIS (Netherlands)

van Kleef, G.A.; van Lange, P.A.M.

2008-01-01

The authors examined whether individual differences in social value orientation moderate responses to other’s expressions of disappointment in negotiation. The literature suggested competing hypotheses: First, prosocials are more responsive to other’s disappointment because they have a greater

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

Science.gov (United States)