WorldWideScience

Sample records for nvocc negotiated rate

  1. 75 FR 25150 - NVOCC Negotiated Rate Arrangements

    Science.gov (United States)

    2010-05-07

    ...,'' issued in 2004 and agreed to by the National Industrial Transportation League (NITL), NCBFAA, and the... Transportation League (NITL); New York/New Jersey Foreign Freight Forwarders & Brokers Association, Inc... contribute to the nation's security (New Direx, Inc. at 2-3; Superior Brokerage Services, Inc. at 2-3...

  2. 75 FR 26906 - NVOCC Negotiated Rate Arrangements; Notice of Public Meeting

    Science.gov (United States)

    2010-05-13

    ... must be filed with the Office of the Secretary no later than 5 p.m. on May 14, 2010, and include the... vessel-operating common carriers. Requests to appear should be addressed to the Office of the Secretary and submitted: By e-mail as an attachment (Microsoft Word) sent to [email protected] ; by facsimile to...

  3. 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.

  4. 76 FR 63581 - Certainty of Terms of Service Contracts and NVOCC Service Arrangements

    Science.gov (United States)

    2011-10-13

    ... Terms of Service Contracts and NVOCC Service Arrangements AGENCY: Federal Maritime Commission. ACTION... regarding certainty of terms of service contracts and non-vessel- operating common carrier service... flexibility if they decide to use long-term contracts that adjust based on a freight rate index that reflects...

  5. 78 FR 13011 - Non-Vessel-Operating Common Carrier Negotiated Rate Arrangements; Tariff Publication Exemption

    Science.gov (United States)

    2013-02-26

    ... 11353. There were also concerns about the lack of oversight of foreign-based unlicensed NVOCCs. Id. at... request. All records produced must be in English or be accompanied by a certified English translation... agent is designated in the tariff, that it has no knowledge of the identity of the ocean transportation...

  6. 78 FR 42886 - Non-Vessel-Operating Common Carrier Negotiated Rate Arrangements; Tariff Publication Exemption

    Science.gov (United States)

    2013-07-18

    ... receipt of service of judicial and administrative process (including subpoenas). (g) Termination or... registration process requiring foreign-based unlicensed NVOCCs to provide basic information about their identity, appoint an agent for service of process, or agree to comply with legitimate document requests is...

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

    Science.gov (United States)

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

    2015-01-01

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

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

    Science.gov (United States)

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

    2015-07-01

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

  9. 77 FR 51935 - Adjustment of the Amount for the Optional Bond Rider for Proof of NVOCC Financial Responsibility...

    Science.gov (United States)

    2012-08-28

    ....'' Mohawk did not identify disadvantages to the increase, other than the minor administrative burden of... and disadvantages of an adjustment to the current optional rider to the required NVOCC bond? 3. Please... in the cost of the China Bond Rider coverage. These disadvantages would be multiplied if the...

  10. 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...

  11. 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.

  12. 76 FR 80866 - Non-Vessel-Operating Common Carriers Negotiated Rate Arrangements; Tariff Filing Exemption

    Science.gov (United States)

    2011-12-27

    ...: Notice of Inquiry. SUMMARY: The Federal Maritime Commission is issuing this Notice of Inquiry seeking... surcharges, and are required to make their rules tariffs available to shippers free of charge; (2) NRA rates... in response to the Notice of Inquiry that contain confidential information, the confidential copy of...

  13. 48 CFR 3452.216-71 - Negotiated overhead rates-fixed.

    Science.gov (United States)

    2010-10-01

    ... acceptability of cost allocation methods shall be determined in accordance with part 31 of the Federal... different period, for which the rates apply, and (4) the specific items treated as direct costs or any changes in the items previously agreed to be direct costs. (e) Pending establishment of fixed overhead...

  14. 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...

  15. 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...

  16. 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...

  17. 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.

  18. 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...

  19. 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...

  20. DoD Did Not Negotiate Rates With Overseas Health Care Providers and Generally Paid Claims as Billed

    Science.gov (United States)

    2014-04-01

    another important benefit, and one that has far outpaced inflation .” Health care is an area that presents opportunities to help control costs. No Process...that received health care, coupled with health care inflation . The Assistant Secretary stated that Japanese providers are not willing to negotiate...South Africa 149,069 322,275 265,951 215,898 44.8 Peru 169,117 304,765 158,656 184,005 8.8 El Salvador 113,447 171,692 123,553 182,792 61.1 Bahamas

  1. 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.

  2. 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.

  3. 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 ...

  4. 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...

  5. 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…

  6. 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.

  7. 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.…

  8. Negotiation time

    Energy Technology Data Exchange (ETDEWEB)

    NONE

    1999-12-01

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

  9. Coalitional negotiation

    OpenAIRE

    Mauleon, Ana; Vannetelbosch, Vincent

    1999-01-01

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

  10. 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.

  11. 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.

  12. Sibling negotiation

    OpenAIRE

    Rufus A. Johnstone; Alexandre Roulin

    2003-01-01

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

  13. Negotiating Marriage

    Directory of Open Access Journals (Sweden)

    Tamara Sniezek

    2013-08-01

    Full Text Available Based on data from qualitative interviews with 40 engaged heterosexual couples, this paper examines how couples transform their relationship from “serious” to being “engaged to be married.” Social Scientists have developed relationship models designed to explain the transformation, but these models fail to adequately capture how couples transform their relationship and the context in which this behavior occurs. Using a constructionist framework, an alternative process model is offered. The five-process model captures the ongoing and fluid work couples perform to negotiate a redefinition of the relationship. Couples reflexively use a host of complex symbolic interaction including talk, rituals, relationships with others, testing, and use of time to construct their relationship in a new way. By examining the underlying reality construction process, rather than merely looking at the outcome, the social processes and human actions that shape relationships are revealed.

  14. 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.

  15. 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.

  16. 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

  17. 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.…

  18. 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....

  19. 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.

  20. 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.

  1. 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...

  2. 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...

  3. 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.

  4. 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

  5. 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

  6. 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…

  7. 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.

  8. 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....

  9. 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

  10. 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.

  11. 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

  12. 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...

  13. 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.

  14. 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...

  15. 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...

  16. 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. 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...

  18. 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.

  19. 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.

  20. 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,

  1. Formula Approaches for Market Access Negotiations

    NARCIS (Netherlands)

    J.F. François (Joseph); W. Martin (William)

    2002-01-01

    textabstractMost of the large tariff reductions achieved in multilateral trade negotiations have involved tariff-cutting formulas such as the "Swiss" formula. However, wide variations in initial tariff rates between active participants call for new approaches under the Doha Development Agenda. This

  2. 47 CFR 27.1251 - Mandatory Negotiations.

    Science.gov (United States)

    2010-10-01

    ... incumbent. In evaluating claims that a party has not negotiated in good faith, the FCC will consider, inter..., reliability is measured by the percent of time the bit error rate (BER) exceeds a desired value, and for analog or digital video transmission, it is measured by whether the end-to-end transmission delay is...

  3. 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.

  4. 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)

  5. 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...

  6. 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...

  7. 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...

  8. Learning as Negotiating Identities

    DEFF Research Database (Denmark)

    Jørgensen, Kenneth Mølbjerg; Keller, Hanne Dauer

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

  9. Suffering Beyond Negotiation

    DEFF Research Database (Denmark)

    Bertelsen, Olav W.

    2014-01-01

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

  10. 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.

  11. 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

  12. 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

  13. 1988 coal price negotiation

    Energy Technology Data Exchange (ETDEWEB)

    Senmura, Akira

    1988-12-01

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

  14. Dynamic Communication Resource Negotiations

    Science.gov (United States)

    Chow, Edward; Vatan, Farrokh; Paloulian, George; Frisbie, Steve; Srostlik, Zuzana; Kalomiris, Vasilios; Apgar, Daniel

    2012-01-01

    Today's advanced network management systems can automate many aspects of the tactical networking operations within a military domain. However, automation of joint and coalition tactical networking across multiple domains remains challenging. Due to potentially conflicting goals and priorities, human agreement is often required before implementation into the network operations. This is further complicated by incompatible network management systems and security policies, rendering it difficult to implement automatic network management, thus requiring manual human intervention to the communication protocols used at various network routers and endpoints. This process of manual human intervention is tedious, error-prone, and slow. In order to facilitate a better solution, we are pursuing a technology which makes network management automated, reliable, and fast. Automating the negotiation of the common network communication parameters between different parties is the subject of this paper. We present the technology that enables inter-force dynamic communication resource negotiations to enable ad-hoc inter-operation in the field between force domains, without pre-planning. It also will enable a dynamic response to changing conditions within the area of operations. Our solution enables the rapid blending of intra-domain policies so that the forces involved are able to inter-operate effectively without overwhelming each other's networks with in-appropriate or un-warranted traffic. It will evaluate the policy rules and configuration data for each of the domains, then generate a compatible inter-domain policy and configuration that will update the gateway systems between the two domains.

  15. 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,

  16. 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.

  17. Negotiated Indirect Cost Rate Agreement (NICRA)

    Data.gov (United States)

    US Agency for International Development — The NICRA Database is a Web-based tool located on the USAID internal network which provides USAID personnel access to PDF copies of NICRAs issued out of the Office...

  18. Negotiating Cluster Boundaries

    DEFF Research Database (Denmark)

    Giacomin, Valeria

    2017-01-01

    Palm oil was introduced to Malay(si)a as an alternative to natural rubber, inheriting its cluster organizational structure. In the late 1960s, Malaysia became the world’s largest palm oil exporter. Based on archival material from British colonial institutions and agency houses, this paper focuses...... on the governance dynamics that drove institutional change within this cluster during decolonization. The analysis presents three main findings: (i) cluster boundaries are defined by continuous tug-of-war style negotiations between public and private actors; (ii) this interaction produces institutional change...... within the cluster, in the form of cumulative ‘institutional rounds’ – the correction or disruption of existing institutions or the creation of new ones; and (iii) this process leads to a broader inclusion of local actors in the original cluster configuration. The paper challenges the prevalent argument...

  19. 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)

  20. Identity negotiations in meetings

    DEFF Research Database (Denmark)

    Asmuß, Birte; Oshima, Sae

    of the company, and all members know (and display) that he holds some information that the rest don’t have access to. Our analysis shows that the participants evoke various identities of the manager, sometimes orienting to the structure of the organization, and other times orienting to wider social categories......Meetings are places, where identity negotiation is a central activity and where members’ local practices recurrently inform and are informed by larger categories (Antaki and Widdicombe 1998). Correspondingly, the approach to understanding organization (macro) by way of identity work (micro) has...... company, and in the data recorded over 10 days, the employees frequently complain about the many changes that have taken place. Our focus lies in a unique occasion where one of the managers makes an unusual appearance at the lunchroom. In this situation, he is the only one that is on the business side...

  1. 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...

  2. 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.

  3. 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

  4. 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...

  5. 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...

  6. 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.

  7. 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 ...

  8. Negotiation without Justice

    Directory of Open Access Journals (Sweden)

    Luis Eduardo Hoyos

    2006-04-01

    Full Text Available Resumen:El artículo propone una reflexión filosófica inspirada en la actual situación de fragilidad institucional colombiana. Se arguye en él: (1 Que hay un elemento pragmático y uno normativo en la idea de que las instituciones políticas y sociales establecen y aseguran la vida humana y la hacen duradera. (2 Que la tradición de la negociación con agentes armados en Colombia en los últimos años se ha caracterizado por la ruptura del equilibrio entre este elemento pragmático y el normativo.Abstract:The paper presents a philosophical reflection inspired by Colombia’s ongoing institutional fragility. It argues: (1 that the idea of political and social institutions for establishing and safeguarding human life contains both a pragmatic and a normative element, and (2 that Colombia’s tradition of negotiation with armed actors has been characterized in the last years by a breakdown in the balance between these pragmatic and normative elements.

  9. The Social Negotiation of Risk

    Energy Technology Data Exchange (ETDEWEB)

    Ouzounian, Gerard [ANDRA, Chatenay-Malabry (France); Gaston, Didier; Vindimian, Eric [INERIS, Vemeuil-en-Halatte (France); Brugnot, Gerard [CEMAGREF, St-Martin-d' Heres (France); Masure, Philippe [BRGM, Orleans (France)

    2001-07-01

    The prevention of risk and the necessary protection against its consequences require a sound scientific and technical approach that may only be achieved once all stakeholders mutually agree on the means to be used. Those means depend on a social structure that relies on their accessibility and on the nature of the risks that society is ready to assume. Such a structure raises a series of different questions, all with various connotations: Technical: Do we have solutions to prevent risk and limit its consequences? Scientific: What do we know about risk and to what extent is it possible to foresee an event and its potential consequences? Economical: What financial means can we allocate to risk prevention? Insurance: What types of risk may be covered? Political and ethical: What is the significance of the community concerned? What types of risk are acceptable? Legal: What liabilities stand with regard to risk prevention and protection? Societal and political: What process needs to be adopted? In a democracy, who may hold the responsibility to decide on behalf of the population? Any approach that would restrict unduly any of those parameters would lead inevitably to a series of contentions resulting from neglected aspects - and eventually to failure. That explains why several projects had to be abandoned or rejected in recent decades, simply because of insufficient consultation or interaction. The third phase involves qualitative and quantitative predictions of impacts on relevant targets (human beings, ecosystem, industrial or capital goods). After adopting a probabilistic approach (hierarchisation of causes according to more or less probabilistic scenarios) and rating effects on a severity scale, the assessment may proceed with the fourth phase where risks are evaluated, rated and categorised based on acceptable thresholds that lie at the core of the social negotiation. Once the risk assessment is over, the risk manager is able to take preventive, protective and

  10. The Social Negotiation of Risk

    International Nuclear Information System (INIS)

    Ouzounian, Gerard; Gaston, Didier; Vindimian, Eric; Brugnot, Gerard; Masure, Philippe

    2001-01-01

    The prevention of risk and the necessary protection against its consequences require a sound scientific and technical approach that may only be achieved once all stakeholders mutually agree on the means to be used. Those means depend on a social structure that relies on their accessibility and on the nature of the risks that society is ready to assume. Such a structure raises a series of different questions, all with various connotations: Technical: Do we have solutions to prevent risk and limit its consequences? Scientific: What do we know about risk and to what extent is it possible to foresee an event and its potential consequences? Economical: What financial means can we allocate to risk prevention? Insurance: What types of risk may be covered? Political and ethical: What is the significance of the community concerned? What types of risk are acceptable? Legal: What liabilities stand with regard to risk prevention and protection? Societal and political: What process needs to be adopted? In a democracy, who may hold the responsibility to decide on behalf of the population? Any approach that would restrict unduly any of those parameters would lead inevitably to a series of contentions resulting from neglected aspects - and eventually to failure. That explains why several projects had to be abandoned or rejected in recent decades, simply because of insufficient consultation or interaction. The third phase involves qualitative and quantitative predictions of impacts on relevant targets (human beings, ecosystem, industrial or capital goods). After adopting a probabilistic approach (hierarchisation of causes according to more or less probabilistic scenarios) and rating effects on a severity scale, the assessment may proceed with the fourth phase where risks are evaluated, rated and categorised based on acceptable thresholds that lie at the core of the social negotiation. Once the risk assessment is over, the risk manager is able to take preventive, protective and

  11. The power rate, a matter of negotiation. Influence of power rates on the economy of refrigerators and airconditioning systems; Verhandlungssache Stromtarif. Energiepreiseinfluss auf die Wirtschaftlichkeit von Kaelte- und Klimaanlagen

    Energy Technology Data Exchange (ETDEWEB)

    Wannow, K. [Ingenieurbuero fuer Energiecontrolling, St. Ingbert (Germany)

    1999-09-01

    The economy of refrigerators and airconditioning systems is essentially determined by the rates of the different types of energy. The drives commonly used in refrigerators are electric motors, but some larger systems have gas engines. Apart from the investment cost, therefore, it is above all the the cost of operation or power cost that shows in the books. These costs accrue over the entire service-life of the system and represent current annual costs. (orig.) [German] Die Wirtschaftlichkeit von Kaelte- und Klimaanlagen wird im wesentlichen von den Preisen der verschiedenen Energiearten bestimmt. Ueblicherweise sind Elektromotoren fuer den Antrieb in Kaelteanlagen in Verwendung, die aber bei groesseren Systemen auch durch Gasmotoren ersetzt werden. Neben den Anlagenkosten fuer die Investitionen sind es vor allem die Betriebs- und damit also die Stromkosten, die zu Buche schlagen. Diese fallen ueber die gesamte Betriebszeit bzw. Lebensdauer der Anlage an und sind damit laufende Jahreskosten. (orig.)

  12. 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.

  13. 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

  14. The process of negotiating settlements at FERC

    International Nuclear Information System (INIS)

    Littlechild, Stephen

    2012-01-01

    Interstate gas pipelines and their customers presently settle about 90% of the rate cases set for hearing before the Federal Energy Regulatory Commission (FERC). The conventional regulatory litigation process is now only an occasional means of dispute resolution. This paper explains the settlement process, illustrating with the 12 section 4 rate cases brought by pipelines from 2008 and 2009. The paper also discusses and illustrates why parties prefer settlement to litigation, what difference it makes, which cases tend to settle, what might account for the increasing frequency of settlements over time, the recent phenomenon of pre-filing settlements and the recent settlement of section 5 cases brought by FERC. In contrast to many other regulatory jurisdictions, FERC Trial Staff play an active role in facilitating negotiation and settlement. They make an initial analysis 3 months after a pipeline files for a tariff rate increase. Thereafter, the regulatory aim is to bring the parties into agreement, not to determine an outcome and impose it upon them. This is a different role for the regulatory body than was previously apparent. - Highlights: ► About 90% of FERC rate cases are settled, not litigated. ► FERC Trial Staff play an active role in facilitating negotiation and settlement. ► Conventional regulation is now only an occasional means of dispute resolution. ► The paper also discusses which cases settle and what difference it makes.

  15. 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.

  16. 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,

  17. 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.

  18. 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.

  19. 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.

  20. 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.

  1. 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. ...

  2. 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.

  3. 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.

  4. 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

  5. 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....

  6. 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.

  7. 48 CFR 1615.070 - Negotiation authority.

    Science.gov (United States)

    2010-10-01

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

  8. 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

  9. 48 CFR 2115.070 - Negotiation authority.

    Science.gov (United States)

    2010-10-01

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

  10. 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...

  11. 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

  12. 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

  13. 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.

  14. 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...

  15. Step 4: Award Negotiation & Issuance

    Science.gov (United States)

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

  16. Teacher Negotiations of Sexual Subjectivities

    Science.gov (United States)

    Ferfolja, Tania

    2007-01-01

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

  17. Negotiations on climate in deadlock

    International Nuclear Information System (INIS)

    Mary, Olivier

    2014-01-01

    This article discusses the reasons of the failure of the negotiations on climate which took place in Warsaw in November 2013. Despite some agreements on projects (notably to avoid deforestation), evolutions are being blocked by financial issues. Besides, emerging countries and NGOs largely disagree with the posture of big countries. The future of the carbon market is also put into question again

  18. Negotiating Conventions and Creating Community

    DEFF Research Database (Denmark)

    Cole, Alexander Sasha; Barberá-Tomás, David

    2014-01-01

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

  19. 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

  20. Turning negotiation into a corporate capability.

    Science.gov (United States)

    Ertel, D

    1999-01-01

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

  1. 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...

  2. 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.

  3. 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.

  4. Floodplain conflicts: regulation and negotiation

    Science.gov (United States)

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

    2011-10-01

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

  5. Floodplain conflicts: regulation and negotiation

    Directory of Open Access Journals (Sweden)

    J. Pardoe

    2011-10-01

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

  6. North Korean nuclear negotiation drama

    International Nuclear Information System (INIS)

    Kim, Jai Bok

    1995-06-01

    This book reports negotiation on North Korean nuclear among South Korea, North Korea and U. S. It includes an account about international issues on North Korean nuclear activities, a new aspect on the problems of North Korean nuclear, pressure on North Korea and startup for dialogue trying to solve problems by communication, investigation by IAEA, IAEA resolution and high tension on Korean peninsula with North Korean nuclear.

  7. North Korean nuclear negotiation drama

    Energy Technology Data Exchange (ETDEWEB)

    Kim, Jai Bok

    1995-06-15

    This book reports negotiation on North Korean nuclear among South Korea, North Korea and U. S. It includes an account about international issues on North Korean nuclear activities, a new aspect on the problems of North Korean nuclear, pressure on North Korea and startup for dialogue trying to solve problems by communication, investigation by IAEA, IAEA resolution and high tension on Korean peninsula with North Korean nuclear.

  8. The Negotiation of Basel III

    DEFF Research Database (Denmark)

    Just, Sine Nørholm

    2015-01-01

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

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

    Directory of Open Access Journals (Sweden)

    Yu-Te Tu

    2013-07-01

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

  10. 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

  11. 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

  12. 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.

  13. 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.)

  14. 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.

  15. 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

  16. 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.

  17. 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.

  18. 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....

  19. Texting during stair negotiation and implications for fall risk.

    Science.gov (United States)

    Hashish, Rami; Toney-Bolger, Megan E; Sharpe, Sarah S; Lester, Benjamin D; Mulliken, Adam

    2017-10-01

    Walking requires the integration of the sensory and motor systems. Cognitive distractions have been shown to interfere with negotiation of complex walking environments, especially in populations at greater risk for falls (e.g. the elderly). With the pervasiveness of mobile messaging and the recent introduction of augmented reality mobile gaming, it is increasingly important to understand how distraction associated with the simultaneous use of a mobile device impacts navigation of the complex walking environments experienced in daily life. In this study, we investigated how gait kinematics were altered when participants performed a texting task during step negotiation. Twenty participants (13 female, 7 males) performed a series of walking trials involving a step-deck obstacle, consisting of at least 3 texting trials and 3 non-texting trials. When texting, participants ascended more slowly and demonstrated reduced dual-step foot toe clearance. Participants similarly descended more slowly when texting and demonstrated reduced single-step foot heel clearance as well as reduced dual-step foot fore-aft heel clearance. These data support the conclusion that texting during stair negotiation results in changes to gait kinematics that may increase the potential for gait disruptions, falls, and injury. Further research should examine the effect texting has on performing other common complex locomotor tasks, actual fall risk, and the patterns of resulting injury rate and severity when negotiating complex environments. Copyright © 2017 Elsevier B.V. All rights reserved.

  20. 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

  1. 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

  2. A social negotiation of hope

    DEFF Research Database (Denmark)

    Ungruhe, Christian; Esson, James

    2017-01-01

    This article examines the present-day perception among boys and young men in West Africa that migration through football offers a way of achieving social standing and improving their life chances. Drawing on ethnographic fieldwork among footballers in urban southern Ghana between 2010 and 2016, we...... argue that young people’s efforts to make it abroad and “become a somebody” through football is not merely an individual fantasy; it is rather a social negotiation of hope to overcome widespread social immobility in the region. It is this collective practice among a large cohort of young males...

  3. Negotiating

    CERN Document Server

    O'Connor, Philip; Scott-Barrett, Fiona

    1993-01-01

    This is part of a series of books, which gives training in key business communication skills. Emphasis is placed on building awareness of language appropriateness and fluency in typical business interactions. This new edition is in full colour.

  4. The Multi-Criteria Negotiation Analysis Based on the Membership Function

    Directory of Open Access Journals (Sweden)

    Roszkowska Ewa

    2014-08-01

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

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

    Science.gov (United States)

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

    2013-10-01

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

  6. 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...

  7. 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…

  8. 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 ...

  9. 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’.

  10. 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...

  11. 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...

  12. 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...

  13. 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.

  14. 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...

  15. 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

  16. 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...

  17. 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...

  18. 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...

  19. 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.

  20. 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.

  1. 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...

  2. 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

  3. Negotiating a Systems Development Method

    Science.gov (United States)

    Karlsson, Fredrik; Hedström, Karin

    Systems development methods (or methods) are often applied in tailored version to fit the actual situation. Method tailoring is in most the existing literature viewed as either (a) a highly rational process with the method engineer as the driver where the project members are passive information providers or (b) an unstructured process where the systems developer makes individual choices, a selection process without any driver. The purpose of this chapter is to illustrate that important design decisions during method tailoring are made by project members through negotiation. The study has been carried out using the perspective of actor-network theory. Our narratives depict method tailoring as more complex than (a) and (b) show the driver role rotates between the project members, and design decisions are based on influences from several project members. However, these design decisions are not consensus decisions.

  4. 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...

  5. 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.

  6. 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

  7. 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.

  8. 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.

  9. 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

  10. 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

  11. 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...

  12. 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…

  13. Love, or negotiation, is in the air

    Energy Technology Data Exchange (ETDEWEB)

    McLean, A. [McCloskey Coal Information Services (Australia)

    2001-10-01

    The columnist considers the issues of whether there will be any Japanese/Australian benchmark price negotiations at all this year, and if so whether Japan will continue to set the world price for coking and steam coal.

  14. Territorial stigmatisation and the negotiation of place

    DEFF Research Database (Denmark)

    Hansen, Kim Toft; Christensen, Jørgen Riber

    2018-01-01

    The article addresses the negotiated meaning of notorious places through a consideration of a recent tendency in Danish TV documentaries where marginalized, often peripheral, places are portrayed and debated. Based partly on sociological research about territorial stigmatisation, partly on location...

  15. 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

  16. 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.

  17. Negotiating Rights : Building Coalitions for Improving Maternal ...

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

    Negotiating Rights : Building Coalitions for Improving Maternal Health Services ... the state of maternal health in the country reflects poorly on public health priorities. ... A number of international agencies and civil society organizations are ...

  18. 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.

  19. Research and International Trade Policy Negotiations: Knowledge ...

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

    2009-10-07

    Oct 7, 2009 ... ... pillar of Latin America's development strategy into the 21st century. ... and policy advisors involved in trade negotiations and the formulation of trade policy. ... Expanding women's financial inclusion: A win-win for women and ...

  20. 32 CFR 644.83 - Negotiations.

    Science.gov (United States)

    2010-07-01

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

  1. 78 FR 17234 - Negotiated Service Agreement

    Science.gov (United States)

    2013-03-20

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

  2. Analysis of international negotiations and trade agreements

    OpenAIRE

    Górriz Gonzalo, Verónica

    2014-01-01

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

  3. 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

  4. A Framework for Argumentation-Based Negotiation

    OpenAIRE

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

    1997-01-01

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

  5. 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.

  6. Multilateral negotiations in foreign investment

    Directory of Open Access Journals (Sweden)

    David Orlando Ruiz Castro

    2016-04-01

    Full Text Available Direct foreign investment is one of the most important economic variables in the world. Aspects related to international investment agreements are reaching an outstanding place in economic international diplomacy. Nowadays, in the multilateral level there is not an agreement regarding investment and therefore this study is focused on this particular type of agreement. In order to reach this objective this study shows, first of all, how different attempts have been developed to get a multicultural a agreement regarding investment, and to refuse the general opinion that says that exponential growth of foreign investment flows in recent years has given impulse to launch a multilateral investment agreement. Secondly, this study discusses about regulations related to foreign investment under current WTO regulations, such as investment, measure agreements, and service agreement. Then, it analyzes what has happened inside the WTO from the creation of the investment team at the Singapore Conference to the failed Conference in Cancun. Finally, it analyzes the main arguments against the multilateral agreement and the effects of future possible multilateral negotiations in investment and it ends with some recommendations and conclusions.

  7. 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.

  8. 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.

  9. 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.

  10. Negotiation of coal price in 1987

    Energy Technology Data Exchange (ETDEWEB)

    Chimura, Akira

    1987-12-01

    Price and amount of coking coal for the fiscal year 1987 was announced. Contracted coals were 5 types with Australia and 4 types with Canada by end Jan, 1987. Average price came down from 47.72 US dollar/t to 43.57, i.e., 4.15 US dollar/t price decline to the previous year. In addition, the number of the branded coal are negotiated with Australia is 23 cases, 5 brands with Canada, 1 with South Australia, 2 with USSR, and 3 with China. General trend of the price is as follows: Coking coal price is influenced by the decrease of the Japanese steel production as well as the world-wide surplus of coal, and all import prices have gone down except semi-caking coal of USA. Price level is very high in USA and Canada, but is low in Australia and others. Recently, strikes are frequent in South Africa and Canada; profit of coal mines is coming down; US dollar rate is sinking; contract quantity is shrinking; these give an estimate that both general coal and coking coal prices will not so easily go down further. (10 tabs)

  11. 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.

  12. 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.

  13. 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.

  14. 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...

  15. 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...

  16. 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.

  17. 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)

  18. 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

  19. 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.

  20. Conflicting Perspectives in Trade and Environmental Negotiations

    International Nuclear Information System (INIS)

    Buchner, B.K.; Roson, R.

    2002-09-01

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

  1. Behavioral aspects of negotiations on mutual security

    International Nuclear Information System (INIS)

    Druckman, D.; Hopmann, P.T.

    1989-01-01

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

  2. 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.

  3. 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

  4. Negotiation and Monitoring of Service Level Agreements

    Science.gov (United States)

    Quillinan, Thomas B.; Clark, Kassidy P.; Warnier, Martijn; Brazier, Frances M. T.; Rana, Omer

    Service level agreements (SLAs) provide a means to define specific Quality of Service (QoS) guarantees between providers and consumers of services. Negotiation and definition of these QoS characteristics is an area of significant research. However, defining the actions that take place when an agreement is violated is a topic of more recent focus. This paper discusses recent advances in this field and propose some additional features that can help both consumers and producers during the enactment of services. These features include the ability to (re)negotiate penalties in an agreement, and specifically focuses on the renegotiation of penalties during enactment to reflect ongoing violations.

  5. Communication & Negotiation Skills Workshop for Women I

    Science.gov (United States)

    2016-03-01

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

  6. Communication & Negotiation Skills Workshop for Women II

    Science.gov (United States)

    2016-03-01

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

  7. The art of negotiation. A delicate balance.

    Science.gov (United States)

    Rehberg, C; Sullivan, G

    1997-01-01

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

  8. Negotiation techniques to resolve western water disputes

    Science.gov (United States)

    Lamb, Berton L.; Taylor, Jonathan G.

    1990-01-01

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

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

    Science.gov (United States)

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

    2015-04-01

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

  10. 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...

  11. 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...

  12. 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...

  13. 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....

  14. 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.

  15. 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...

  16. 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...

  17. 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...

  18. 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...

  19. 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)

  20. 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...

  1. 48 CFR 2515.215-70 - NSF negotiation authorities.

    Science.gov (United States)

    2010-10-01

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

  2. 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

  3. 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...

  4. 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...

  5. 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...

  6. 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...

  7. 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…

  8. 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...

  9. 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.

  10. 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

  11. 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.

  12. 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.…

  13. Pair Negotiation When Developing English Speaking Tasks

    Science.gov (United States)

    Bohórquez Suárez, Ingrid Liliana; Gómez Sará, Mary Mily; Medina Mosquera, Sindy Lorena

    2011-01-01

    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'…

  14. 77 FR 59343 - Contracting by Negotiation

    Science.gov (United States)

    2012-09-27

    ... DEPARTMENT OF DEFENSE Defense Acquisition Regulations System 48 CFR Part 3415 Contracting by Negotiation CFR Correction In Title 48 of the Code of Federal Regulations, Chapter 29 to End, revised as of October 1, 2011, on page 150, in section 3415.605, paragraph (d) is correctly revised, and section 3415.606 is added to read as follows: 3415.605...

  15. 5 CFR 9701.519 - Negotiation impasses.

    Science.gov (United States)

    2010-01-01

    ... 5 Administrative Personnel 3 2010-01-01 2010-01-01 false Negotiation impasses. 9701.519 Section 9701.519 Administrative Personnel DEPARTMENT OF HOMELAND SECURITY HUMAN RESOURCES MANAGEMENT SYSTEM (DEPARTMENT OF HOMELAND SECURITY-OFFICE OF PERSONNEL MANAGEMENT) DEPARTMENT OF HOMELAND SECURITY HUMAN RESOURCES MANAGEMENT SYSTEM Labor-Management...

  16. The hostage experience: implications for negotiation strategies

    NARCIS (Netherlands)

    Giebels, Ellen; Noelanders, Sigrid; Vervaeke, Geert

    2005-01-01

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

  17. The hostage experience : Implications for negotiation strategies

    NARCIS (Netherlands)

    Giebels, E; Noelanders, S; Vervaeke, G

    2005-01-01

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

  18. From Informed Consent to Negotiated Consent.

    Science.gov (United States)

    Moody, Harry R.

    1988-01-01

    Considers informed consent standard inadequate for insuring autonomy in long term care. Argues for complex standard of "negotiated consent." Illuminates philosophical argument by qualitative data from interviews with physicians, nurses, and social workers in nursing homes, which demonstrated continuum of interventions ranging from…

  19. Licensing and negotiating: exploring unfamiliar ground

    NARCIS (Netherlands)

    Verhagen, N.; Stone, G.; Anderson, R.; Feinstein, J.

    2006-01-01

    Over the last decade the scene in which librarians have had to operate has completely changed. Librarians have migrated from book-buyers to licence-negotiators, from circulation experts to providers of digital services. This chapter tries to map some of the fields that they have entered and to

  20. Negotiating Your Syllabus: Building a Collaborative Contract

    Science.gov (United States)

    Kaplan, David M.; Renard, Monika K.

    2015-01-01

    We provide instruction for engaging students in negotiating their course syllabus. In contrast to the common conceptualization of the syllabus as an instructor-determined contract, we involve our students in developing the collaborative contract under which they will be evaluated. We discuss our successful facilitation of this activity and how to…

  1. 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.

  2. 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

  3. Negotiating School Conflicts to Prevent Student Delinquency.

    Science.gov (United States)

    De Cecco, John P.; Roberts, John K.

    One of 52 theoretical papers on school crime and its relation to poverty, this chapter presents a model of negotiation as a means to resolve school conflict. The assumption is that school conflict is inevitable, but student delinquency is not. Delinquent behavior results from the way that the school deals with conflict. Students resort to…

  4. Order and Mystery in Negotiation Groups.

    Science.gov (United States)

    Putnam, Linda L.; Bullis, Connie

    A preliminary study investigating the perceptions of intergroup relations in the bargaining process supports Kenneth Burke's concepts of order and mystery. Questionnaires, interviews, and direct observations of teachers' and school boards' teams involved in contract negotiations show that people closest to the bargaining saw more order in the…

  5. Shifting Selves: Constructing and Negotiating Academic Identities

    Science.gov (United States)

    Vandeyar, S.

    2010-01-01

    This study set out to explore how academics construct and negotiate their identities within the world of the academe. Identity construction involves different forms of community participation and identification. Utilising the research methodology of narrative inquiry, this article explores how academics came to see themselves across those…

  6. Designing an International Joint Venture Negotiation Game.

    Science.gov (United States)

    Kenkel, Phil; And Others

    1996-01-01

    Evaluates a simulation game that models management problems encountered in negotiating and managing international joint ventures. Designed to instruct executives of state-owned agribusinesses in Indonesia in abstract concepts such as partner rapport, transfer price conflicts, and marketing disagreements, its success suggests that simulation games…

  7. Essence and resolution of international climate negotiation

    Directory of Open Access Journals (Sweden)

    Xiang-Wan Du

    2014-09-01

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

  8. An Intimate Encounter: Negotiating Subtitled Cinema

    Directory of Open Access Journals (Sweden)

    Niall Flynn

    2016-01-01

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

  9. 47 CFR 101.73 - Mandatory negotiations.

    Science.gov (United States)

    2010-10-01

    ... relocation process. In evaluating claims that a party has not negotiated in good faith, the FCC will consider... overall reliability of the FMS system. For digital systems, reliability is measured by the percent of time... measured by the percent of time that audio signal quality meets an established threshold. If an analog...

  10. 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…

  11. 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 ...

  12. Administration by negotiation in the Netherlands

    NARCIS (Netherlands)

    Jansen, O.J.D.M.L.

    2002-01-01

    The legal literature in the Netherlands has been paying a considerable amount of attention for some time now to horizontal administration or administration by negotiation., voluntary agreements, mediation, Alternative Dispute Resolution (ADR) and dispute settlement. The issue is still of continued

  13. Stair negotiation in women with fibromyalgia

    Science.gov (United States)

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

    2017-01-01

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

  14. 41 CFR 109-40.305-50 - Negotiations involving national security.

    Science.gov (United States)

    2010-07-01

    ... national security. 109-40.305-50 Section 109-40.305-50 Public Contracts and Property Management Federal... Management § 109-40.305-50 Negotiations involving national security. Title 49 U.S.C., section 10721(b)(2... rate established * * * for transportation provided to the U.S. Government would endanger the National...

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

    OpenAIRE

    Coron , Clotilde

    2016-01-01

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

  16. 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 ...

  17. 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

  18. 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)

  19. 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

  20. 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.

  1. 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

  2. Gender Differences in Negotiation: Implications for Salary Negotiations

    OpenAIRE

    Johnson, Julia

    2016-01-01

    Despite incentives aimed at achieving equality for women in the workforce, women continue to lag behind men in terms of pay and leadership positions. This is despite the fact that women, on average, have equal or better educational credentials and offer comparable skill sets to employers.  A variety of causal factors have been postulated for this disparity, including women’s tendency to choose to enter fields with lower pay at higher rates than men, and their greater concern for work-life bal...

  3. 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.

  4. 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.

  5. 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.

  6. 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...

  7. 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.

  8. Dynamic SLA Negotiation in Autonomic Federated Environments

    Science.gov (United States)

    Rubach, Pawel; Sobolewski, Michael

    Federated computing environments offer requestors the ability to dynamically invoke services offered by collaborating providers in the virtual service network. Without an efficient resource management that includes Dynamic SLA Negotiation, however, the assignment of providers to customer's requests cannot be optimized and cannot offer high reliability without relevant SLA guarantees. We propose a new SLA-based SERViceable Metacomputing Environment (SERVME) capable of matching providers based on QoS requirements and performing autonomic provisioning and deprovisioning of services according to dynamic requestor needs. This paper presents the SLA negotiation process that includes on-demand provisioning and uses an object-oriented SLA model for large-scale service-oriented systems supported by SERVME. An initial reference implementation in the SORCER environment is also described.

  9. 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.

  10. Status of Iran's nuclear program and negotiations

    International Nuclear Information System (INIS)

    Albright, David

    2014-01-01

    Iran's nuclear program poses immense challenges to international security. Its gas centrifuge program has grown dramatically in the last several years, bringing Iran close to a point where it could produce highly enriched uranium in secret or declared gas centrifuge plants before its breakout would be discovered and stopped. To reduce the risk posed by Iran's nuclear program, the P5+1 have negotiated with Iran short term limits on the most dangerous aspects of its nuclear programs and is negotiating long-term arrangements that can provide assurance that Iran will not build nuclear weapons. These long-term arrangements need to include a far more limited and transparent Iranian nuclear program. In advance of arriving at a long-term arrangement, the IAEA will need to resolve its concerns about the alleged past and possibly on-going military dimensions of Iran's nuclear program

  11. Negotiating Collaborative Governance Designs: A Discursive Approach

    DEFF Research Database (Denmark)

    Plotnikof, Mie

    2015-01-01

    This article addresses the design and implementation issues of collaborative governance, a public-management practice aimed at involving stakeholders in problem solving and public innovation. Although aspects of for example stakeholder inclusion and power are conceptualized in the literature......, these issues remain challenging in practice. Therefore, the interest in understanding the emerging processes of collaborative governance is growing. This article contributes to theorizing discursive aspects of such processes by conceptualizing and exploring the meaning negotiations through which collaborative...... governance designs emerge and change. The findings of a case study of local governments’ efforts to innovate quality management in education through collaborative governance suggest that such form of governance is continuingly negotiated in communication during both design and implementation phases. Through...

  12. Eighth ITER negotiations meeting (N-8)

    International Nuclear Information System (INIS)

    Korzhavin, V.

    2003-01-01

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

  13. GATS Mode 4 Negotiation and Policy Options

    Directory of Open Access Journals (Sweden)

    Kil-Sang Yoo

    2004-06-01

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

  14. Negotiation Performance: Antecedents, Outcomes, and Training Recommendations

    Science.gov (United States)

    2011-10-01

    informational processing system. One consequence of this fact, according to their model, is that any cognitive activity that taps this pool, such as...training these skills (Burke & Day, 1986; Falcone, 105 1985; Taylor, Russ- Eft , & Chan, 2005). In their recent meta-analysis of BMT, Taylor, Russ- Eft ...Gender differences in negotiation outcome: A meta- analysis. Personnel Psychology, 52, 653-677. Taylor, P.J., Russ- Eft , D.F., & Chan, D.W.L. (2005

  15. Merger negotiations with stock market feedback

    OpenAIRE

    Betton, Sandra; Eckbo, B. Espen; Thompson, Rex; Thorburn, Karin S.

    2011-01-01

    Merger negotiations routinely occur amidst economically significant a target stock price runups. Since the source of the runup is unobservable (is it a target stand-alone value change and/or deal anticipation?), feeding the runup back into the offer price risks "paying twice" for the target shares. We present a novel structural empirical analysis of this runup feedback hypothesis. We show that rational deal anticipation implies a nonlinear relationship between the runup and the offer price ma...

  16. Tangoing All the Way: Is Everything Negotiable?

    Directory of Open Access Journals (Sweden)

    Brett Bonfield

    2011-06-01

    Full Text Available “Negotiation seems like dancing the Tango, two steps forward, two steps back and suddenly three surprising steps forward.” — Margot Wallström Smart, well-intentioned people often have good reasons for saying stupid things. Who hasn’t been swept up in an election, worried that there will be terrible consequences if we put the wrong person in the [...

  17. An intimate encounter: negotiating subtitled cinema

    OpenAIRE

    Flynn, Niall

    2016-01-01

    The question of subtitling has received little attention in Film Studies, despite being the primary means by which foreign-language cinema is experienced. Current literature focuses on important matters of language and translation, but there are other aspects that exceed these matters when we watch subtitled films, aspects which are able to affect and move viewers without relying on explanation through translation. My paper shows how viewers have to negotiate these affective elements in order...

  18. 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.

  19. [Teamwork and negotiation with family in pediatrics].

    Science.gov (United States)

    Ramos-Mendes, Maria Goreti; Rodrigues Araújo, Beatriz; Pereira Martins, Manuela

    2016-01-01

    Analyze the negotiation and interaction process within nurses' practice with mothers of hospitalized children in pediatric unit from the teamwork perspective. A qualitative approach was used in this study, based on the Grounded Theory from the symbolic interaction perspective. The study included 12 nurses of the pediatric unit and 18 mothers who stayed in the hospital with their hospitalized children. The number of participants was defined according to data saturation. Participant observation and semi-structured interviews were chosen as data collection techniques and it was analyzed using the program NVivo8. From the analysis performed, the central category identified was «weaknesses in the negotiation process», within the interactions between nurses and mothers. Nurses revealed difficulties in the communication process, they did not include roles definition with mothers in order to establish their participation in the care process and a power imbalance was also evidenced. Within the studied settings, an important lack of collaborative work with hospitalized children's mothers was observed. The weaknesses in the negotiation process and specifically the difficulties found in communication; the lack of roles and tasks clarification and the perceived power imbalance regarding relationships, prevent mothers involvement in their children care process, considered a basic component to achieve a greater mother implication, better results in terms of health and a lower impact of hospitalization in the children. Copyright © 2016 Elsevier España, S.L.U. All rights reserved.

  20. Conflicting Perspectives in Trade and Environmental Negotiations

    Energy Technology Data Exchange (ETDEWEB)

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

    2002-09-01

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

  1. The Alliance Negotiation Scale: A psychometric investigation.

    Science.gov (United States)

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

    2016-08-01

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

  2. Negotiation of identities in intercultural communication

    Directory of Open Access Journals (Sweden)

    Janík Zdeněk

    2017-01-01

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

  3. 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.

  4. 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

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

    Science.gov (United States)

    Tinsley, C H

    2001-08-01

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

  6. 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).

  7. 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.

  8. Virtual Power Players Internal Negotiation and Management in MASCEM

    DEFF Research Database (Denmark)

    Santos, Gabriel; Pinto, Tiago; Vale, Zita

    2013-01-01

    for the management of coalitions in electricity markets. This approach is tested using the multi-agent market simulator MASCEM (Multi-Agent Simulator of Competitive Electricity Markets), taking advantage of its ability to provide the means to model and simulate Virtual Power Players (VPP). VPPs are represented......Electricity Markets are not only a new reality but an evolving one as the involved players and rules change at a relatively high rate. Multi-agent simulation combined with Artificial Intelligence techniques may result in very helpful sophisticated tools. This paper presents a new methodology...... as coalitions of agents, with the capability of negotiating both in the market and internally, with their members in order to combine and manage their individual specific characteristics and goals, with the strategy and objectives of the VPP itself. A case study using real data from the Iberian Electricity...

  9. 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.

  10. 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...

  11. 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

  12. 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...

  13. 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...

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

    NARCIS (Netherlands)

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

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

  15. Teaching Negotiation Skills through Practice and Reflection with Virtual Humans

    National Research Council Canada - National Science Library

    Core, Mark; Traum, David; Lane, H. Chad; Swartout, William; Gratch, Jonathan; van Lent, Michael; Marsella, Stacy

    2006-01-01

    .... The motivation for such simulations is training soft skills such as leadership, cultural awareness, and negotiation, where the majority of actions are conversational, and the problem solving involves...

  16. 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.

  17. 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.

  18. 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.

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

    NARCIS (Netherlands)

    E. Pannebakker (Ekaterina)

    2013-01-01

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

  20. Trend of UNFCCC negotiation and its countermeasure

    Energy Technology Data Exchange (ETDEWEB)

    Kim, Yong Gun [Korea Environment Institute, Seoul (Korea)

    2000-06-01

    It has been eight years since UNFCCC was adopted in 1992 Rio environmental commission. Through five Conference of the Parties (COP) and twelve subcommittee meetings, there are still disagreements and controversies on major issues such as compensation to the developing countries, technology transfer, and Kyoto mechanism (clean development system, emission permit trade, cooperative implementation). On the other hand, each country demands that Kyoto protocol should go into effect by the 10th anniversary of Rio commission. In this study, based on the 12th subcommittee meeting held in June 2000, it is discussed recent trend of negotiation and prospect.

  1. Agent-Based Negotiation in Uncertain Environments

    Science.gov (United States)

    Debenham, John; Sierra, Carles

    An agent aims to secure his projected needs by attempting to build a set of (business) relationships with other agents. A relationship is built by exchanging private information, and is characterised by its intimacy — degree of closeness — and balance — degree of fairness. Each argumentative interaction between two agents then has two goals: to satisfy some immediate need, and to do so in a way that develops the relationship in a desired direction. An agent's desire to develop each relationship in a particular way then places constraints on the argumentative utterances. The form of negotiation described is argumentative interaction constrained by a desire to develop such relationships.

  2. Technology development for meeting with automobiles negotiation

    Energy Technology Data Exchange (ETDEWEB)

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

    2000-06-01

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

  3. WTO negotiations on agriculture and developing countries:

    OpenAIRE

    Hoda, Anwarul; Gulati, Ashok

    2008-01-01

    The World Trade Organization’s Doha Round of trade talks has been plagued by a lack of concrete progress toward establishing a fair and harmonious agricultural trading system. Because the results of the Doha Round could have far-reaching implications for the trade and economic prospects of developing countries in the twenty-first century, it is critical for these countries to fully understand the issues involved in the negotiations on agriculture. However, there has been no authoritative an...

  4. 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.

  5. 7 CFR 4279.125 - Interest rates.

    Science.gov (United States)

    2010-01-01

    ... 7 Agriculture 15 2010-01-01 2010-01-01 false Interest rates. 4279.125 Section 4279.125 Agriculture... Interest rates. The interest rate for the guaranteed loan will be negotiated between the lender and the applicant and may be either fixed or variable as long as it is a legal rate. Interest rates will not be more...

  6. 7 CFR 3575.33 - Interest rates.

    Science.gov (United States)

    2010-01-01

    ... 7 Agriculture 15 2010-01-01 2010-01-01 false Interest rates. 3575.33 Section 3575.33 Agriculture... GENERAL Community Programs Guaranteed Loans § 3575.33 Interest rates. (a) General. Rates will be negotiated between the lender and the borrower. They may be either fixed or variable rates. Interest rates...

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

    NARCIS (Netherlands)

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

    2008-01-01

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

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

    NARCIS (Netherlands)

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

    2018-01-01

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

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

    NARCIS (Netherlands)

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

    2004-01-01

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

  10. United Nations negotiations on climate change

    International Nuclear Information System (INIS)

    Street, R.B.

    1993-01-01

    Climate change is a global environmental issue which is the subject of intergovernmental negotiations in the United Nations system. The World Commission on Environment and Development (WCED) recommended to the UN General Assembly a four-track strategy relating to climate change: improved monitoring and assessment; increased research; development of internationally agreed policies to reduce greenhouse gases; and adoption of strategies to minimize impacts of climate change. The UN hosted a Conference on Environment and Development (UNCED) in Rio de Janeiro, Brazil, in June 1992 to attempt to find a common basis for action to protect the Earth's future and to secure a sustainable and equitable process of development. The focal point for UNCED efforts related to climate change is the Protection of the Atmosphere chapter of Agenda 21. Program A of this agenda contains responses to the WCED recommendations and Program B includes promotion of sustainable development in energy development, transportation, industry, and resource development. A framework convention on climate change was developed by an Intergovernmental Negotiating Committee established in 1990 and adopted by 130-140 countries. This convention includes general and specific obligations such as stabilization and control of greenhouse gas concentrations, development of emission inventories, and provision of financial resources to aid developing countries in responding to the climate change problem. 3 refs

  11. Negotiating a regime to control global warming

    International Nuclear Information System (INIS)

    Sebenius, J.K.

    1991-01-01

    For purposes of analysis, this paper has uncritically maintained that the prospect of a serious climate problem exists and has only lightly examined the broader advantages and drawbacks of various proposed policy and institutional responses. Crucial as they are to a full treatment of the issues, these underlying substantive and policy questions enter the analysis primarily insofar as they affect the likely outcomes of pending and potential negotiations. To an advocate of a new greenhouse control regime, the fundamental negotiating task is to craft and sustain a meaningful winning coalition of countries backing such a regime. Two centrally necessary conditions for the fundamental task are: (1) that each member of the coalition see enough gain in the regime relative to the alternatives to adhere and (2) the potential and actual blocking coalitions of interests opposed to the regime be prevented from forming and from being acceptably accommodated or otherwise neutralized. The analysis of this paper is organized around key questions whose answers will influence whether and how these two necessary conditions might (or might not) be met

  12. Adversarial life testing: A Bayesian negotiation model

    International Nuclear Information System (INIS)

    Rufo, M.J.; Martín, J.; Pérez, C.J.

    2014-01-01

    Life testing is a procedure intended for facilitating the process of making decisions in the context of industrial reliability. On the other hand, negotiation is a process of making joint decisions that has one of its main foundations in decision theory. A Bayesian sequential model of negotiation in the context of adversarial life testing is proposed. This model considers a general setting for which a manufacturer offers a product batch to a consumer. It is assumed that the reliability of the product is measured in terms of its lifetime. Furthermore, both the manufacturer and the consumer have to use their own information with respect to the quality of the product. Under these assumptions, two situations can be analyzed. For both of them, the main aim is to accept or reject the product batch based on the product reliability. This topic is related to a reliability demonstration problem. The procedure is applied to a class of distributions that belong to the exponential family. Thus, a unified framework addressing the main topics in the considered Bayesian model is presented. An illustrative example shows that the proposed technique can be easily applied in practice

  13. 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

  14. 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...

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

    OpenAIRE

    Nongkran Lertpittayapoom; Souren Paul

    2006-01-01

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

  16. Negotiating over bundles and prices using aggregate knowledge

    NARCIS (Netherlands)

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

    2004-01-01

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

  17. 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...

  18. 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...

  19. 48 CFR 852.273-71 - Alternative negotiation techniques.

    Science.gov (United States)

    2010-10-01

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

  20. 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...

  1. 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...

  2. 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...

  3. Effective Technique for Consistent Evaluation of Negotiation Skills

    Science.gov (United States)

    Page, Diana; Mukherjee, Arup

    2009-01-01

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

  4. 48 CFR 215.406-3 - Documenting the negotiation.

    Science.gov (United States)

    2010-10-01

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

  5. 31 CFR 10.31 - Negotiation of taxpayer checks.

    Science.gov (United States)

    2010-07-01

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

  6. 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...

  7. Examining Cultural Intelligence and Cross-Cultural Negotiation Effectiveness

    Science.gov (United States)

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

    2015-01-01

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

  8. 12 CFR 269.9 - Mediation of negotiation impasses.

    Science.gov (United States)

    2010-01-01

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

  9. 15 CFR 930.157 - Mediation and informal negotiations.

    Science.gov (United States)

    2010-01-01

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

  10. 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.

  11. A protocol for arguing about rejections in negotiation

    NARCIS (Netherlands)

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

    2006-01-01

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

  12. The interpersonal effects of anger and happiness in negotiations

    NARCIS (Netherlands)

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

    2004-01-01

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

  13. The interpersonal effects of anger and happines in negotiations

    NARCIS (Netherlands)

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

    2004-01-01

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

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

    Science.gov (United States)

    Taylor, Steven; And Others

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

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

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

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

  16. The influence of Culture on ABMP Negotiation Parameters

    NARCIS (Netherlands)

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

    2010-01-01

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

  17. The influence of culture on ABMP negotiation parameters

    NARCIS (Netherlands)

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

    2011-01-01

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

  18. Is stair negotiation measured appropriately in functional assessment scales?

    NARCIS (Netherlands)

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

    2003-01-01

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

  19. Intersectional Identity Negotiation: The Case of Young Immigrant Children

    Science.gov (United States)

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

    2017-01-01

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

  20. 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…

  1. 17 CFR 200.735-7 - Negotiation for employment.

    Science.gov (United States)

    2010-04-01

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

  2. Negotiation as a Model for Teaching Public Relations Professionalism.

    Science.gov (United States)

    Saunders, Martha Dunagin; Perrigo, Eileen

    1998-01-01

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

  3. 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…

  4. 77 FR 25658 - Negotiated Rulemaking Committee; Public Hearings

    Science.gov (United States)

    2012-05-01

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

  5. THE TPP AND TTIP TRADE AGREEMENTS: THE INTERNATIONAL NEGOTIATION PROCESS

    Directory of Open Access Journals (Sweden)

    Ioana GUTU

    2016-03-01

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

  6. Focus Groups as Social Arenas for the Negotiation of Normativity

    DEFF Research Database (Denmark)

    Kristiansen, T. M.; Gronkjaer, M.

    2018-01-01

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

  7. 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

  8. 77 FR 14016 - General Services Administration Acquisition Regulation; Preparation, Submission, and Negotiation...

    Science.gov (United States)

    2012-03-08

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

  9. 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.

  10. 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...

  11. Negotiating equity for management of DOE wastes

    International Nuclear Information System (INIS)

    Carnes, S.A.

    1994-01-01

    One important factor frustrating optimal management of Department of Energy (DOE)-complex wastes is the inability to use licensed and permitted facilities systematically. Achieving the goal of optimal use of DOE's waste management facilities is politically problematic for two reasons. First, no locale wants to bear a disproportionate burden from DOE wastes. Second, the burden imposed by additional wastes transported from one site to another is difficult to characterize. To develop a viable framework for equitably distributing these burdens while achieving efficient use of all DOE waste management facilities, several implementation and equity issues must be addressed and resolved. This paper discusses stakeholder and equity issues and proposes a framework for joint research and action that could facilitate equity negotiations among stakeholder and move toward a more optimal use of DOE's waste management capabilities

  12. Negotiation and Contracting in Collaborative Networks

    Science.gov (United States)

    Oliveira, Ana Inês; Camarinha-Matos, Luis M.

    Due to the increasing market turbulence, companies, organizations and individuals need to tune their actuation forms so that they can prevail. It is particularly essential to create alliances and partnerships for collaborative problem solving when responding to new businesses or collaborative opportunities. In all types of alliances it is necessary to establish agreements that represent the rights and duties of all involved parts in a given collaboration opportunity. Therefore, it is important to deeply understand the structures and requirements of these alliances, i.e. what kind of members does the alliance have, what kind of protocols may be implied, how conflicts may possibly be resolved, etc. Moreover to these requirements, also the required support tools and mechanisms have to be identified. For that, this paper presents a research work that is being carried in the negotiation and contracting field, in order to promote agility in collaborative networks.

  13. The Affective Negotiation of Slum Tourism

    DEFF Research Database (Denmark)

    Holst, Tore Elias Harsløf Mukherjee

    , India. Slum tours are typically framed as both tourist performances , bought as commodities for a price on the market, and as appeals for aid that tourists encounter within an altruistic discourse of charity. This book enriches the tourism debate by interpreting tourist performances as affective...... economies, identifying tour guides as emotional labourers and raising questions on the long-term impacts of economically unbalanced encounters with representatives of the Global North, including the researcher. This book studies the ‘feeling rules’ governing a slum tour and how they shape interactions. When...... the space of comfortable affective negotiation constituted by the guides? This book will be essential reading for undergraduates, postgraduates and researchers working within the fields of human geography, slum tourism research, subaltern studies and development studies....

  14. Climate Change and International Civil Aviation Negotiations

    Directory of Open Access Journals (Sweden)

    Veronica Korber Gonçalves

    Full Text Available Abstract The International Civil Aviation Organization (ICAO has discussed ways of regulating greenhouse gas (GHG emissions by civil aircraft for almost 20 years. Over the past four years, a consensus has developed about a market-based mechanism in the form of a carbon offset system. This article describes the route to the agreement reached by ICAO’s 39th Assembly, in order to contextualise the results and point out some of its limitations. It points to two main factors that contributed to the consensus: the role of the European Union, which sought to lead the negotiations, and the choice of a flexible and ultimately weak mechanism that received support from the international airlines.

  15. Climate Watchlist: Key issues for Cancun negotiations

    Energy Technology Data Exchange (ETDEWEB)

    Chandani, Achala; Siegele, Linda

    2010-11-15

    We must mitigate and adapt to climate change. On this, the international community is agreed. But exactly how to do that is still up for debate. There were high hopes that last year's UN climate talks in Copenhagen would deliver a legally binding agreement for action on climate change. But the outcome — the Copenhagen Accord — was instead a political 'statement of intent' that fell significantly short of expectations. Now, after a year of interim meetings and several negotiating texts, parties to the UN Framework Convention on Climate Change (UNFCCC) are gathering in Cancun, Mexico, to try again. Their success will largely depend on settling disputes — particularly between the developed and developing world — about six key issues: shared vision; adaptation; climate finance; technology transfer; reducing emissions from deforestation and degradation; and post-2012 emissions reduction targets.

  16. Negotiating Values in the Creative Industries

    DEFF Research Database (Denmark)

    Fairs, festivals and competitive events play a crucial role in the creative industries; yet their significance has been largely overlooked. This book explores the role of such events through a series of studies that include some of the most iconic fairs and festivals in the world. It brings...... together a team of distinguished scholars to examine art fairs, biennales, auctions, book fairs, television programming markets, film festivals, animation film festivals, country music festivals, fashion weeks, wine classifications and wine-tasting events. This diverse set of studies shows that such events...... serve a variety of purposes: as field-configuring events (FCEs), as a way of ritualizing industry practices, and as ‘tournaments of values’ where participants negotiate different cultural values to resolve economic issues. Suitable for academics and practitioners, this book presents a fascinating new...

  17. Negotiating equity for management of DOE wastes

    International Nuclear Information System (INIS)

    Carnes, S.A.

    1993-01-01

    One important factor frustrating optimal management of DOE-complex wastes is inability to use licensed and permitted facilities systematically. Achieving the goal of optimal use of DOE's waste management facilities is politically problematic for two reasons. First, no locale wants to bear a disproportionate burden from DOE wastes. Second, the burden imposed by additional wastes transported from one site to another is difficult to characterize. To develop a viable framework for equitably distributing these burdens while achieving efficient use of all DOE waste management facilities, several implementation and equity issues must be addressed and resolved. This paper discusses stakeholders and equity issues and proposes a framework for joint research and action that could facilitate equity negotiations among stakeholders and move toward a more optimal use of DOE's waste management capabilities

  18. On limiting technology by negotiated agreement

    Science.gov (United States)

    Carnesale, Albert

    1983-10-01

    The substance of my remarks tonight will be far narrower in scope than the prescribed title of my talk would indicate. This reflects two considerations: first, this topical meeting is focused on technologies associated with nuclear weapons systems; and, second, President Reagan recently (i.e., on March 23, 1983) called for ``a program to counter the awesome Soviet missile threat with measures that are defensive.'' In light of these considerations, I will concentrate tonight on the case of anti-ballistic missile (ABM) systems as an example of a countinuing effort to limit technology by negotiated agreement? Why limit ABM systems? After all, such systems are defensive in nature, not offensive. Defensive systems are intended to protect people and the things of value to them. It is the offensive systems that cause death and destruction. Why don't we just go ahead and deploy the best available ABM system, and develop and test even better systems for deployment in the future?

  19. DIPLOMACY AS A SKILL OF NEGOTIATIONS

    Directory of Open Access Journals (Sweden)

    NADA SIMJANOSKA

    2017-02-01

    Full Text Available Diplomacy in the XXI century is transformed and expanded from peaceful method of relations among states into a general tool of communication between globalized societies. At the beginning it was practiced only by professional diplomats as an art in leading affairs of state. Today, because of the growing number of participants in international relations (states, international organizations, non-governmental organizations, transnational companies, the media, academia, etc., focus of traditional diplomacy is augmented, while the monopoly by traditional diplomacy is fading. The policy and diplomacy have not lost their ability to actively modulate the decisions required by the state, but they need to justify their superior ability, and thus their legitimacy to solve community problems through modern means and methods such as negotiations.

  20. Negotiating equity for management of DOE wastes

    International Nuclear Information System (INIS)

    Carnes, S.A.

    1994-01-01

    One important factor frustrating optimal management of Department of Energy (DOE)-complex wastes is the inability to use licensed and permitted facilities systematically. Achieving the goal of optimal use of DOE's waste management facilities is politically problematic for two reasons. First, no locale wants to bear a disproportionate burden from DOE wastes. Second, the burden imposed by additional wastes transported from one site to another is difficult to characterize. To develop a viable framework for equitably distributing these burdens while achieving efficient use of all DOE waste management facilities, several implementation and equity issues must be addressed and resolved. This paper discusses stakeholders and equity issues and proposes a framework for joint research and action that could facilitate equity negotiations among stakeholders and move toward a more optimal use of DOE's waste management capabilities

  1. 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).

  2. 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.

  3. Case-based Reasoning in Conflict Negotiation in Concurrent Engineering

    Institute of Scientific and Technical Information of China (English)

    1999-01-01

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

  4. Consensus Making in Requirements Negotiation: the communication perspective

    Directory of Open Access Journals (Sweden)

    Jenny Price

    2005-11-01

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

  5. INSURGENT WAR, NEGOTIATION OF CONFLICT AND HISTORCAL MEMORY IN COLOMBIA

    Directory of Open Access Journals (Sweden)

    ARIEL ÁLVAREZ RUBIO

    2017-09-01

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

  6. 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...

  7. 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.

  8. 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.

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

    Institute of Scientific and Technical Information of China (English)

    张栋栋

    2016-01-01

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

  10. 25 CFR 1000.65 - What kinds of activities do planning and negotiation grants support?

    Science.gov (United States)

    2010-04-01

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

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

    Science.gov (United States)

    Bowles, Hannah Riley; Babcock, Linda

    2013-01-01

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

  12. 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.

  13. 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.

  14. The Future Control of Food: A Guide to International Negotiations ...

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

    2008-02-05

    Feb 5, 2008 ... The Future Control of Food: A Guide to International Negotiations and Rules on Intellectual ... New funding opportunity to fight antimicrobial resistance ... IDRC and key partners will showcase critical work on adaptation and ...

  15. Approximating the Qualitative Vickrey Auction by a Negotiation Protocol

    Science.gov (United States)

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

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

  16. Negotiation in the New Strategic Environment: Lessons From Iraq

    National Research Council Canada - National Science Library

    Tressler, David M

    2007-01-01

    U.S. soldiers in Iraq from junior to senior leaders conduct thousands of negotiations with Iraqi leaders while pursuing tactical and operational objectives that affect the strategic import of the U.S...

  17. 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

  18. An implementation of norm-based agent negotiation.

    NARCIS (Netherlands)

    Dijkstra, Pieter; Prakken, H.; Vey Mestdagh, C.N.J. de

    2007-01-01

    In this paper, we develop our previous outline of a multi-agent architecture for regulated information exchange in crime investigations. Interactions about information exchange between agents (representing police officers) are further analysed as negotiation dialogues with embedded persuasion

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

    Science.gov (United States)

    Maaravi, Yossi; Ganzach, Yoav; Pazy, Asya

    2011-08-01

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

  20. 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.

  1. Self-organized service negotiation for collaborative decision making.

    Science.gov (United States)

    Zhang, Bo; Huang, Zhenhua; Zheng, Ziming

    2014-01-01

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

  2. 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.

  3. Analytical Support to African and Caribbean Trade Negotiations ...

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

    Analytical Support to African and Caribbean Trade Negotiations - Phase III. International Lawyers and Economists against Poverty (ILEAP) is an initiative that aims to help African and Caribbean countries derive full benefit from integration into ...

  4. 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

  5. Preference Elicitation and Negotiation in a Group Recommender System

    OpenAIRE

    Álvarez Márquez , Jesús ,; Ziegler , Jurgen

    2015-01-01

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

  6. 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...

  7. Transactional Analysis - Cultural and Educational Perspectives of Negotiations

    Directory of Open Access Journals (Sweden)

    Lect. Ph. D. Oana Iucu

    2009-05-01

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

  8. 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

  9. Persuasive negotiation for autonomous agents: A rhetorical approach

    OpenAIRE

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

    2003-01-01

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

  10. 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.

  11. International negotiations about reducing the emission of greenhouse gases

    International Nuclear Information System (INIS)

    Lepage, C.

    1999-01-01

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

  12. Negotiation and argumentation in multi-agent systems

    CERN Document Server

    Lopes, Fernando

    2014-01-01

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

  13. 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.

  14. Legal issues in power sale contract negotiations

    International Nuclear Information System (INIS)

    Goodwin, L.M.

    1990-01-01

    The Public Utility Regulatory Policies Act of 1978 (PURPA) is the foundation of the cogeneration industry. However, few cogeneration projects could be financed on the basis of PURPA alone. PURPA guarantees project owners the right to sell power at the purchasing utility's Avoided Cost, whatever that may be from time to time. However, the development and financing of a cogeneration project requires a secure and dependable income stream, not a mere guarantee of the right to receive the spot price for power. Accordingly, developers have found that a formal power sale contract with the purchasing utility is a prerequisite to successful project development. This paper summarizes some current issues in power sale contract negotiation, with a particular emphasis on contract terms which shift risks from the utility and its ratepayers to the developer. Many of these trends originally appeared before the advent of competitive bidding systems, but most will continue to affect power sale contracts under competitive bidding, and under IPP project development as well

  15. 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.

  16. 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

  17. Particle Swarm Optimization of Electricity Market Negotiating Players Portfolio

    DEFF Research Database (Denmark)

    Pinto, Tiago; Vale, Zita; Sousa, Tiago

    2014-01-01

    Energy systems worldwide are complex and challenging environments. Multi-agent based simulation platforms are increasing at a high rate, as they show to be a good option to study many issues related to these systems, as well as the involved players at act in this domain. In this scope the authors......, the type of day (business day, weekend, holiday, etc.) and most important, the renewable based distributed generation forecast. The proposed approach is tested and validated using real electricity markets data from the Iberian operator – MIBEL.......’ research group has developed a multi-agent system: MASCEM (Multi- Agent System for Competitive Electricity Markets), which performs realistic simulations of the electricity markets. MASCEM is integrated with ALBidS (Adaptive Learning Strategic Bidding System) that works as a decision support system...... for market players. The ALBidS system allows MASCEM market negotiating players to take the best possible advantages from each market context. However, it is still necessary to adequately optimize the players’ portfolio investment. For this purpose, this paper proposes a market portfolio optimization method...

  18. Advancing Sustainable Development in Global Trade and Multilateral Negotiations

    Directory of Open Access Journals (Sweden)

    Christophe Bellmann

    2011-05-01

    Full Text Available Published by Palgrave MacmillanWorld exports and imports are quickly recovering after the 2008-09 sharp decline in merchandise trade, as illustrated by global trade performances in the first and second quarters of 2010. In spite of this impressive recovery, domestic concerns in OECD countries about employment, competitiveness and China’s exchange rate policy have created a difficult political environment for further liberalisation under the Doha Round. Interestingly, developing countries, which were reluctant to engage in a new round of trade negotiations back in 2001, are now in the vanguard of those that wish for a swift conclusion of the talks, even if consensus on the ambitious ‘development package’ envisaged in Doha remains elusive. At the same time trade has been the subject of unprecedented attention and scrutiny in the climate change talks. In a world where multilateral cooperation is in crisis there is a dire need for the international community to generate new types of arrangements and innovative responses to the imperatives of development and the global transition to a low-carbon economy.

  19. 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.

  20. 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...

  1. 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...

  2. 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.

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

    Science.gov (United States)

    Baker, Robert

    1998-09-01

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

  4. 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.

  5. 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...

  6. 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.

  7. 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).

  8. 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.

  9. Design of SIP transformation server for efficient media negotiation

    Science.gov (United States)

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

    2001-07-01

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

  10. Impact of Information and Communication Technologies in International Negotiation Performance

    Directory of Open Access Journals (Sweden)

    Jose Alejandro Cano

    2015-08-01

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

  11. 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.

  12. Biologically-Inspired Adaptive Obstacle Negotiation Behavior of Hexapod Robots

    Directory of Open Access Journals (Sweden)

    Dennis eGoldschmidt

    2014-01-01

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

  13. 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.

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

    Science.gov (United States)

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

    2016-05-01

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

  15. 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

  16. Consortium Negotiations with Publishers - Past and Future

    Directory of Open Access Journals (Sweden)

    Pierre Carbone

    2007-09-01

    Full Text Available Since the mid nineties, with the development of online access to information (journals, databases, e-books, libraries strengthened their cooperation. They set up consortia at different levels around the world, generally with the support of the public authorities, for negotiating collectively with the publishers and information providers general agreements for access to these resources. This cooperation has been reinforced at the international level with the exchange of experiences and the debates in the ICOLC seminars and statements. So did the French consortium Couperin, which is now gathering more than 200 academic and research institutions. The level of access and downloading from these resources is growing with geometrical progression, and reaches a scale with no comparison to ILL or access to printed documents, but the costs did not reduce and the libraries budgets did not increase. At first, agreements with the major journal publishers were based on cross-access, and evolved rapidly to the access at a large bundle of titles in the so-called Big deal. After experiencing the advantages of the Big deal, the libraries are now more sensitive to the limits and lack of flexibility and to cost-effectiveness. These Big deals were based on a model where online access fee is built on the cost of print subscriptions, and the problem for the consortia and for the publishers is now to evolve from this print plus online model to an e-only model, no more based on the historical amount of the print subscriptions, to a new deal. In many European countries, VAT legislation is an obstacle to e-only, and this problem must be discussed at the European level. This change to e-only takes place at a moment where changes in the scientific publishing world are important (mergers of publishing houses, growth of research and of scientific publishing in the developing countries, open access and open archives movement. The transition to e-only leads also the library

  17. An analysis of adaptation negotiations in Poznan

    International Nuclear Information System (INIS)

    Garnaud, B.

    2009-01-01

    Adaptation Programmes of Action (NAPAs) by the Least Developed Countries (LDCs). These NAPAs are meant to provide LDCs the means to identify pressing adaptation needs at the national level, 'those whose further delay could increase vulnerability, or lead to increased costs at a later stage'. On negotiations more specifically, Bali helped emphasizing adaptation by giving it an important place on the road-map to Copenhagen. (author)

  18. An analysis of adaptation negotiations in Poznan

    Energy Technology Data Exchange (ETDEWEB)

    Garnaud, B

    2009-07-01

    National Adaptation Programmes of Action (NAPAs) by the Least Developed Countries (LDCs). These NAPAs are meant to provide LDCs the means to identify pressing adaptation needs at the national level, 'those whose further delay could increase vulnerability, or lead to increased costs at a later stage'. On negotiations more specifically, Bali helped emphasizing adaptation by giving it an important place on the road-map to Copenhagen. (author)

  19. 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)

  20. An Evolutionary Approach to the Climate Change Negotiation Game

    Energy Technology Data Exchange (ETDEWEB)

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

    2001-10-01

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

  1. ROMANIA’S NEGOTIATIONS WITH EUROPEAN UNION REGARDING AGRICULTURAL SECTOR

    Directory of Open Access Journals (Sweden)

    Eduard IONESCU

    2006-01-01

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

  2. Multi-agent framework for negotiation in a closed environment

    Science.gov (United States)

    Cretan, Adina; Coutinho, Carlos; Bratu, Ben; Jardim-Goncalves, Ricardo

    2013-10-01

    The goal of this paper is to offer support for small and medium enterprises which cannot or do not want to fulfill a big contract alone. Each organization has limited resources and in order to better accomplish a higher external demand, the managers are forced to outsource parts of their contracts even to concurrent organizations. In this concurrent environment each enterprise wants to preserve its decision autonomy and to disclose as little as possible from its business information. To describe this interaction, our approach is to define a framework for managing parallel and concurrent negotiations among independent organizations acting in the same industrial market. The complexity of our negotiation framework is done by the dynamic environment in which multi-attribute and multi-participant negotiations are racing over the same set of resources. Moreover, the proposed framework helps the organizations within the collaborative networked environment to augment their efficiency and ability to react to unforeseen situations, thus improving their market competitiveness.

  3. Applying conceptual design to B2B sales negotiations

    DEFF Research Database (Denmark)

    Illi, Mikko; Ylirisku, Salu

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

  4. GPs' negotiation strategies regarding sick leave for subjective health complaints

    DEFF Research Database (Denmark)

    Nilsen, Stein Tore; Malterud, Kirsti; Werner, Erik L.

    2015-01-01

    Objectives: To explore general practitioners ’(GPs’) specific negotiation strategies regarding sick-leave issues with patientssuffering from subjective health complaints. Design: Focus-group study. Setting: Nine focus-group interviews in three citiesin different regions of Norway. Participants: 48...... GPs (31 men, 17 women; age 32–65), participating in a course dealing with diagnostic practice and assessment of sickness certifi cates related to patients with subjective health complaints. Results: TheGPs identified some specific strategies that they claimed to apply when dealing with the question...... to sick leave. Conclusions and implications: GPs seem to have a conscious approach to negotiations of sickness certification, as they report applying specific strategies to limit the duration of sick leave due to subjective health complaints. This give-and-take way of handling sick leave negotiations has...

  5. 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.

  6. An Evolutionary Approach to the Climate Change Negotiation Game

    International Nuclear Information System (INIS)

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

    2001-10-01

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

  7. The effect of Dutch and German cultures on negotiation strategy : comparing operations and innovation management in the supply chain

    NARCIS (Netherlands)

    Ulijn, J.M.; Wynstra, J.Y.F.; Lincke, A.; Reddy, S.

    2005-01-01

    Different business settings may induce different types of negotiation behavior. More specifically, clearly defined problems in an operations management (OM) setting may lead to different negotiation behavior than more diffuse innovation management (IM) problems. In addition, negotiators from

  8. The effect of Dutch and German culture on negotiation strategy : an exploratory study to compare innovation and operations contexts

    NARCIS (Netherlands)

    Ulijn, J.M.; Lincke, A.; Wynstra, J.Y.F.

    2004-01-01

    Different business settings may induce different types of negotiation behavior. More specifically, clearly defined problems in an operations management (OM) setting may lead to different negotiation behavior than more diffuse innovation management (IM) problems. In addition, negotiators from

  9. OUTSOURCING STRATEGIES. HOW TO FORMALIZE AND NEGOTIATE THE OUTSOURCING CONTRACT.

    Directory of Open Access Journals (Sweden)

    Meo Colombo Carlotta

    2011-07-01

    Full Text Available In the globalized economy multinational firms have given rise to local firms able to produce at a low cost and at acceptable quality levels. A growing number of firms have outsourced production and manufacturing activities of all types to these firms, not only to reduce production costs but also to make their organizational structures more streamlined and flexible. Outsourcing decisions, which originally were limited to production which had a modest technological content and was of marginal importance for the business in question, is increasingly adopted for activities which, requiring core competencies or belonging to the core business, were considered inseparable from the organization and thus not outsourceable. Gradually an outsourcing strategy has developed which has found it convenient to outsource even core competencies and functions, such as specialized manufacturing, which require a particular technology, marketing, product design, and the search for know-how (Prahalad and Hamel 1990: 79-91.Such an outsourcing strategy has a number of advantages, among which quality improvement, a greater focus on managing other core competencies, a greater flexibility and leverage regarding resources, along with the possibility of entering new markets, even ones with a high rate of development.This article analyzes the fundamental stages for an outsourcing strategy. It will demonstrate how, in order to achieve an outsourcing strategy, it is necessary to include outsourcing in the general strategy, gather suitable information for choosing the outsourcer, negotiate the contract with the supplier, choose the type of relationship to have with the supplier, and, finally, plan the transfer of activities and functions from the outsourcee to one or more outsourcers or providers.

  10. Negotiating Gender Norms to Support Men in Psychological Distress.

    Science.gov (United States)

    Keohane, Aisling; Richardson, Noel

    2018-01-01

    Underpinning a general pattern of higher suicide rates in men is the assumption that men do not ask for help or utilize the health-care system during times of psychological distress. There has been a failure to grapple with the dynamic of when, how and from whom men might ask for help during times of psychological distress, and what key barriers or enabling factors are likely to influence potential help-givers' capacity or willingness to offer help to men in psychological distress. The aim of this study was to investigate how masculine norms impact men's help-seeking as well as care givers' behaviors and willingness to support men in need of psychological help or perceived to be at risk of suicide. Focus groups ( n = 13) were used with "high-risk suicide" groups of men and community gatekeepers. The principles of grounded theory were used for data analysis. Three themes emerged: "negotiating ways to ask for, offer and accept help without compromising masculinity"; "making and sustaining contact with men in psychological distress"; and "navigating roles responsibilities and boundaries to support men in psychological distress." Approaches to suicide prevention need to take account of how masculine norms shape men's willingness to ask for and accept help during times of psychological distress as well as care givers willingness to offer help. The findings address a gap in the literature by looking beyond men's help-seeking as a passive, one dimensional construct, to a more dynamic triad of help-seeking/giving/taking behaviors that are embedded in the sociocultural context of men's lives.

  11. CAH AMPERA: HYBRID IDENTITY OF KAMPUNG YOUTHS IN NEGOTIATING CITIZENSHIP

    Directory of Open Access Journals (Sweden)

    Subando Agus Margono

    2014-06-01

    Full Text Available This article attempts to investigate the negotiating process for citizenship of a group of youths facing entrenched social, cultural, and political exclusion. It examines the phenomenon of citizenship negotiation based on stigmatized position of exluded youths. It was found that despite overwhelming odds, the youths use their hybrid identity, which is a manifestation of cah Ampera identity. They succeed in managing the antagonism and affiliation. The citizenship of cah Ampera ismanaged through symbolic capital and action in village micro politics. Success is reflected in their ability to manage their relations with adults, employment, and their young world.

  12. THE SCIENCE OF COMMUNICATION AND NEGOTIATION IN MEDIATION

    Directory of Open Access Journals (Sweden)

    ELENA NEDELCU

    2011-04-01

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

  13. Policy-Based Negotiation Engine for Cross-Domain Interoperability

    Science.gov (United States)

    Vatan, Farrokh; Chow, Edward T.

    2012-01-01

    A successful policy negotiation scheme for Policy-Based Management (PBM) has been implemented. Policy negotiation is the process of determining the "best" communication policy that all of the parties involved can agree on. Specifically, the problem is how to reconcile the various (and possibly conflicting) communication protocols used by different divisions. The solution must use protocols available to all parties involved, and should attempt to do so in the best way possible. Which protocols are commonly available, and what the definition of "best" is will be dependent on the parties involved and their individual communications priorities.

  14. Discourse strategies in professional e-mail negotiation

    DEFF Research Database (Denmark)

    Jensen, Astrid

    2009-01-01

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

  15. ADMINISTRATION OF THE INFORMATION AND THE PROCESS OF BANK NEGOTIATION

    Directory of Open Access Journals (Sweden)

    Almir Lindemann

    2009-07-01

    Full Text Available This paper analyzes the quality of the administration of information, identifying deficiencies in the information systems, used in the negotiation process for concession of bank credit, to small and mid-sized companies, under the business managers' perspective. The results make the deficiencies evident and confirm the need for change in the systems of administration of information, in order to allow for both an improvement in the negotiation process of bank credit as well as a larger economical efficiency of the available resources.

  16. QoS Negotiation and Renegotiation Based on Mobile Agents

    Institute of Scientific and Technical Information of China (English)

    ZHANG Shi-bing; ZHANG Deng-yin

    2006-01-01

    The Quality of Service (QoS) has received more and more attention since QoS becomes increasingly important in the Internet development. Mobile software agents represent a valid alternative to the implementation of strategies for the negotiation. In this paper, a QoS negotiation and renegotiation system architecture based on mobile agents is proposed. The agents perform the task in the whole process. Therefore, such a system can reduce the network load, overcome latency, and avoid frequent exchange information between clients and server. The simulation results show that the proposed system could improve the network resource utility about 10%.

  17. The Value of Negotiating Cost-Based Transfer Prices

    Directory of Open Access Journals (Sweden)

    Anne Chwolka

    2010-10-01

    Full Text Available This paper analyzes the potential of one-step transfer prices based on either variable or full costs for coordinating decentralized production and quality-improving investment decisions. Transfer prices based on variable costs fail to induce investments on the upstream stage. In contrast, transfer prices based on full costs provide strong investment incentives for the upstream divisions. However, they fail to coordinate the investment decisions. We show that negotiations prevent such coordination failure. In particular, we find that the firm benefits from a higher degree of decentralization so that total profit increases in the number of parameters being subject to negotiations.

  18. Client contribution in negotiations on employability – categories revised?

    DEFF Research Database (Denmark)

    Eskelinen, L.; Olesen, Søren Peter; Caswell, D.

    2010-01-01

    worker–client talk: how the category unemployed is shaped and ‘translated’ when the client negotiates her situation with the social worker. Two types of category revisions are identified. First, the employability of the client, rather than her unemployment situation, is the issue under negotiation......In this article, we explore how the institutional category ‘unemployed’ is specified in everyday practice when implementing an active employment policy. We illustrate the process of categorisation as an aspect of the in situ positioning and self-representation of the client by examining one social...

  19. 46 CFR 531.6 - NVOCC Service Arrangements.

    Science.gov (United States)

    2010-10-01

    ..., in the manner set forth in Appendix A of this part, a true and complete copy of every NSA or amendment before any cargo moves pursuant to that NSA or amendment. (b) Every NSA filed with the Commission shall include the complete terms of the NSA including, but not limited to, the following: (1) The origin...

  20. Landmines on the Table: A Negotiations Analysis of the Global Campaign to Ban Landmines

    National Research Council Canada - National Science Library

    Moody, Eric M

    2008-01-01

    ...?" I argue that the competitive, distributive negotiation strategies and tactics used by the United States and pro-ban advocates during the campaign ensured that a negotiated agreement was not reached...

  1. Negotiation processes in urban redevelopment projects: dealing with conflicts by balancing integrative and distributive approaches

    NARCIS (Netherlands)

    Baarveld, Marlijn; Smit, Marnix; Dewulf, Geert P.M.R.

    2015-01-01

    Dealing with conflict through dialogue receives considerable attention in current planning approaches. However, debate and negotiation are also inevitable features in the planning of urban redevelopment projects. Insight into the negotiation process contributes to current planning practice as

  2. Winning the War and the Relationships: Preparing Military Officers for Negotiations With Non-Combatants

    National Research Council Canada - National Science Library

    Nobel, Orly; Wortinger, Brian; Hannah, Sean

    2007-01-01

    ... as a central component of military leadership. This report develops a conceptual framework capturing the unique characteristics of negotiations between military personnel and local civilians that can guide the design of negotiation training...

  3. 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.

  4. 'You're not in charge here' : Negotiations of control and connection in a binational stepfamily

    NARCIS (Netherlands)

    Kolstrup, Kirsten L.

    2013-01-01

    This article explores the interactional processes of a binational stepfamily in Denmark. Following Bourdieu (1977), it is argued that in stepfamily interaction, negotiations of legitimacy precede, overlap and become intertwined with negotiations of control and connection. In previous studies

  5. 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.

  6. Simple negotiation schemes for agents with simple preferences: sufficiency, necessity and maximality

    NARCIS (Netherlands)

    Chevaleyre, Y.; Endriss, U.; Maudet, N.

    2010-01-01

    We investigate the properties of an abstract negotiation framework where agents autonomously negotiate over allocations of indivisible resources. In this framework, reaching an allocation that is optimal may require very complex multilateral deals. Therefore, we are interested in identifying classes

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

    OpenAIRE

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

    2007-01-01

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

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

    OpenAIRE

    Amandi, Analia Adriana; Monteserin, Ariel José

    2016-01-01

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

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

    OpenAIRE

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

    2017-01-01

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

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

    NARCIS (Netherlands)

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

    2005-01-01

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

  11. 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…

  12. A semantic based framework for supporting negotiation in service oriented architectures

    NARCIS (Netherlands)

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

    2009-01-01

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

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

    Science.gov (United States)

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

    2010-01-01

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

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

    Science.gov (United States)

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

    2004-01-01

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

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

    OpenAIRE

    Donald McClatchy

    2001-01-01

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

  16. Negotiating interests or values and reaching integrative agreements: the importance of time pressure and temporary impasses

    NARCIS (Netherlands)

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

    2004-01-01

    Negotiation research and theory tends to focus on interests and ignores values. This experiment compared the influence of negotiations about interests with negotiations about values under low or high time pressure. Results showed that (1) individuals got locked into early impasses more often under

  17. 41 CFR 102-75.900 - What is a negotiated sale for economic development purposes?

    Science.gov (United States)

    2010-07-01

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

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

    Science.gov (United States)

    Brace, Diane

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

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

    NARCIS (Netherlands)

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

    2012-01-01

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

  20. 48 CFR 1415.406-70 - Department of the Interior price negotiation memorandum (PNM).

    Science.gov (United States)

    2010-10-01

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

  1. 48 CFR 36.214 - Special procedures for price negotiation in construction contracting.

    Science.gov (United States)

    2010-10-01

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

  2. 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...

  3. 48 CFR 552.219-72 - Preparation, Submission, and Negotiation of Subcontracting Plans.

    Science.gov (United States)

    2010-10-01

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

  4. 48 CFR 15.607 - Criteria for acceptance and negotiation of an unsolicited proposal.

    Science.gov (United States)

    2010-10-01

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

  5. 48 CFR 915.607 - Criteria for acceptance and negotiation of an unsolicited proposal.

    Science.gov (United States)

    2010-10-01

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

  6. 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...

  7. 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...

  8. 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...

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

    Science.gov (United States)

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

    2017-01-01

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

  10. 25 CFR 1001.10 - Selection criteria for other planning and negotiating financial assistance.

    Science.gov (United States)

    2010-04-01

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

  11. The Applicability of Western Socio-Legal Frameworks to the Study of Negotiation in Chinese Society

    Science.gov (United States)

    Chung, Mona; Ingleby, Richard

    2011-01-01

    Theoretical frameworks for the examination of negotiation generated by Western academics do not easily translate to Chinese society because of fundamental differences between Western and Chinese society. Attempts to study negotiation in Chinese society and to improve negotiation between Chinese and Western business people are themselves…

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

    Science.gov (United States)

    Volkema, Roger J.; Kapoutsis, Ilias

    2016-01-01

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

  13. Discursive Tactical Negotiations within and across Literacy Coaching Interactions

    Science.gov (United States)

    Hunt, Carolyn S.

    2013-01-01

    In this dissertation, the researcher employed de Certeau's theoretical insights into cultural production in everyday life to examine how literacy coaches and teachers discursively negotiated issues of identity, power, and positioning during coaching interactions. The study also explored how literacy coaches and teachers enacted emotions within…

  14. Stepwise Advice Negotiation in Writing Center Peer Tutoring

    Science.gov (United States)

    Park, Innhwa

    2014-01-01

    While the delivery and reception of advice is a practice integral to a wide range of settings, little attention has been given to the detailed practices of advice resistance and how it leads to advice negotiation. Based on 7 hours of videotaped tutoring interactions among 6 tutors and 11 tutees, this conversation analytic study examines the…

  15. 14 CFR 1261.403 - Consultation with appropriate officials; negotiation.

    Science.gov (United States)

    2010-01-01

    ... 14 Aeronautics and Space 5 2010-01-01 2010-01-01 false Consultation with appropriate officials; negotiation. 1261.403 Section 1261.403 Aeronautics and Space NATIONAL AERONAUTICS AND SPACE ADMINISTRATION PROCESSING OF MONETARY CLAIMS (GENERAL) Collection of Civil Claims of the United States Arising Out of the Activities of the National Aeronautic...

  16. Stair negotiation in women with fibromyalgia: A descriptive correlational study.

    Science.gov (United States)

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

    2017-10-01

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

  17. Role Effects in Negotiation : The One-Down Phenomenon

    NARCIS (Netherlands)

    Donohue, William A.; Taylor, Paul J.

    Role is a concept that underlies most studies of human behavior in negotiation as subjects take on the roles of buyers and sellers or labor and management contract bargainers, for example Naturalistic studies also focus on such roles as teacher and administrator contract bargainers, hostage takers

  18. Price negotiation of coal to be loaded in 1989

    Energy Technology Data Exchange (ETDEWEB)

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

    1989-06-01

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

  19. Negotiating Disarmament and Demobilisation: A Descriptive Review of the Evidence

    Directory of Open Access Journals (Sweden)

    Robert Muggah

    2013-04-01

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

  20. Negotiating the Reality of Care Giving: Hope, Burnout and Nursing.

    Science.gov (United States)

    Sherwin, Elisabeth D.; And Others

    This study examined the effects of reality negotiation strategies on burnout among nurses (N=45) in chronic-care rehabilitation units. It was predicted that hope would be inversely related to three components of burnout. The factors of hope were described as: (1) "agency," defined as a sense of meaning and goal-directed energy; and (2)…

  1. 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)

  2. A Dialogue Game Protocol for Agent Purchase Negotiations

    NARCIS (Netherlands)

    McBurney, P.; Eijk, R.M. van; Parsons, S.; Amgoud, L.

    2003-01-01

    We propose a dialogue game protocol for purchase negotiation dialogues which identifies appropriate speech acts, defines constraints on their utterances, and specifies the different sub-tasks agents need to perform in order to engage in dialogues according to this protocol. Our formalism combines

  3. A bargaining game analysis of international climate negotiations

    Science.gov (United States)

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

    2014-06-01

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

  4. 47 CFR 51.301 - Duty to negotiate.

    Science.gov (United States)

    2010-10-01

    ..., the following actions or practices, among others, violate the duty to negotiate in good faith: (1... that an agreement complies with all provisions of the Act, federal regulations, or state law; (3... reach agreement. Such refusal includes, but is not limited to: (i) Refusal by an incumbent LEC to...

  5. 10 CFR 603.840 - Negotiating data and patent rights.

    Science.gov (United States)

    2010-01-01

    ....840 Energy DEPARTMENT OF ENERGY (CONTINUED) ASSISTANCE REGULATIONS TECHNOLOGY INVESTMENT AGREEMENTS Award Terms Related to Other Administrative Matters Intellectual Property § 603.840 Negotiating data and... property counsel to develop an overall strategy for intellectual property that takes into account...

  6. Effects of time pressure and accountability to constituents on negotiation

    NARCIS (Netherlands)

    Mosterd, I.; Rutte, C.G.

    2000-01-01

    A laboratory experiment examined the effects of time pressure (high versus low) and accountability to constituents (not-accountable-to-constituents versus accountable-to-constituents) on the competitiveness of negotiators' interaction and on the outcome (i.e., agreement or impasse) of the

  7. Designing the Widget: A Group Decision and Negotiation Task

    Science.gov (United States)

    Delise, Lisa A.; Mello, Abby L.

    2017-01-01

    The Widget design task is an in-class, experiential exercise that affords students the opportunity to develop interpersonal skills in group negotiation. Students engage in new product design in committees of two dyads where one dyad represents Consumer Research and the other represents Strategic Management. Task information creates different…

  8. 78 FR 25235 - Negotiated Rulemaking Committee; Public Hearings; Correction

    Science.gov (United States)

    2013-04-30

    .... ACTION: Intent to establish negotiated rulemaking committee; correction. SUMMARY: In May 2012, we... consideration by that committee. We announced three public hearings at which interested parties may comment. We.... This document corrects the inconsistent docket numbers we provided for commenters in the April 16...

  9. Bounded rationality and social interaction in negotiating a climate agreement

    NARCIS (Netherlands)

    Gsottbauer, E.; van den Bergh, J.C.J.M.

    2013-01-01

    An agreement on climate change mitigation hinges on large-scale international cooperation. Rational agents are supposed to consider the cost and benefits of cooperation, which then determine their negotiation positions. Behavioral economics provides experimental evidence that decision-making in

  10. Composition of Negotiation Protocols for E-Commerce Applications

    NARCIS (Netherlands)

    Diakov, N.K.; Zlatev, Z.V.; Pokraev, S.

    A company doing e-business needs capabilities to negotiate electronically the parameters of its deals in order to fully utilize the potential of the Information and Communication technology (ICT). Businesses continuously engage in interactions of competitive or cooperative nature. This paper focuses

  11. Negotiating a Plurilateral Agreement on Trade in Services

    Directory of Open Access Journals (Sweden)

    Agnes Ghibuțiu

    2014-01-01

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

  12. 48 CFR 16.103 - Negotiating contract type.

    Science.gov (United States)

    2010-10-01

    ... CONTRACTING METHODS AND CONTRACT TYPES TYPES OF CONTRACTS Selecting Contract Types 16.103 Negotiating contract... basic profit motive of business enterprise, shall be used when the risk involved is minimal or can be...) Contracts on a firm fixed-price basis other than those for major systems or research and development, and (3...

  13. Collective Negotiations and Teacher Satisfaction in Selected Indiana Secondary Schools.

    Science.gov (United States)

    Davies, Paul R.; Kline, Charles E.

    This paper reports a study that sought to determine whether differences in bargaining procedures are related to differences in teacher satisfaction or morale. Of the forty schools in the random sample, 27 were operating under traditional collective negotiation procedures -- teachers relatively unorganized; eight were operating under procedural…

  14. Trends in International Persuasion: Persuasion in the Arms Control Negotiations.

    Science.gov (United States)

    Hopmann, P. Terrence; Walcott, Charles

    An analysis of the bargaining process in international arms control negotiations is possible by developing a framework of interrelated hypotheses, by delineating and practicing interactions study called "Bargaining Process Analysis," and by formulating procedural steps that bridge the gap between laboratory studies and "real world" situations. In…

  15. Building Place: Students' Negotiation of Spaces and Citizenship in Schools

    Science.gov (United States)

    Tupper, Jennifer A.; Carson, Terry; Johnson, Ingrid; Mangat, Jyoti

    2008-01-01

    This study explored how high school students negotiate school spaces beyond the classroom within a broader context of citizenship education and identity construction. Using visual hermeneutics, researchers worked over three years with students and staff in a large, diverse, urban, public high school. Through student-produced photographs of school…

  16. Role Playing: Applications in Hostage and Crisis Negotiation Skills Training

    Science.gov (United States)

    Van Hasselt, Vincent B.; Romano, Stephen J.; Vecchi, Gregory M.

    2008-01-01

    Role playing has been a mainstay of behavioral assessment for decades. In recent years, however, this analogue strategy has also enjoyed widespread application in the field of law enforcement. Most notably, role-play procedures have become an integral component of assessment and training efforts in hostage and crisis negotiation, which attempts to…

  17. The Process of Identity Work: Negotiating a Work Identity

    NARCIS (Netherlands)

    Crafford, A.; Adams, B.G.; Saayman, T.; Vinkenburg, C.J.; Jansen, P.G.W.; Roodt, G.

    2015-01-01

    Identity work is an important process in negotiating, regulating and maintaining a coherent sense of self-(identity). In this chapter we discuss how identity work is particularly useful in establishing a work identity. The crux of the discussion in this chapter is based on the qualitative phase of

  18. 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…

  19. Salary Negotiation Patterns between Women and Men in Academic Libraries

    Science.gov (United States)

    Silva, Elise; Galbraith, Quinn

    2018-01-01

    Due to persistent wage gaps between men and women nationally, and in the field of academic librarianship, researchers wished to study possible issues that contribute to the phenomenon. This study examines the tendency for men and women to negotiate salaries in academic libraries upon hire. Researchers surveyed professional librarians employed in…

  20. Using Language Positively: How to Encourage Negotiation in the Classroom

    Science.gov (United States)

    Schoerning, Emily; Hand, Brian

    2013-01-01

    The importance of argument in science teaching is a hot topic. Educators are told "doing science" doesn't just involve following a scientific method; it involves the restructuring and refinement of ideas through negotiation and critique with other people. Understanding the importance of argument is one thing, but even for the…