scholarly journals Driving a Hard Bargain is a Balancing Act: How social preferences constrain the negotiation process

2021 ◽  
Author(s):  
Yola Engler ◽  
Lionel Page
Keyword(s):  
Social Preferences ◽  
Negotiation Process ◽  
Bargaining Game ◽  
Bargaining Outcome ◽  
Equal Split ◽  
First Offers ◽  
Made In

We investigate the haggling process in bargaining. Using an experimental bargaining game, we find that a first offer has a significant impact on the bargaining outcome even if it is costless to reject. First offers convey information on the player’s reservation value induced by his social preferences. They are most often accepted when they are not above the equal split. However, offers which request much more than the equal split induce punishing counteroffers. The bargaining outcome is therefore critically influenced by the balance of toughness and kindness signaled through the offers made in the haggling phase.

THE RESEARCH LITERATURE, EFFECTS OF INTELLECTUAL CAPITAL ON THE QUANTITATİVE AND QUALITATIVE PERFORMANCE OF BUSINESS IN TURKEY

2021 ◽  
Vol 6 (11) ◽  
pp. 354-364
Author(s):  
Bahar ALTUNOK
Keyword(s):  
Intellectual Capital ◽  
Business Performance ◽  
Social Preferences ◽  
Research Literature ◽  
Industrial Society ◽  
Technological Developments ◽  
Main Factors ◽  
Qualitative Performance ◽  
Positive Effect ◽  
Made In

Globalization, technological developments, changes in social preferences and the fact that customers become more accessible to better with cheaper prices have changed the nature of competition for businesses in the process of transition from industrial society to knowledge economy. In this competitive environment, intellectual capital is defined as the greatest competitive power for businesses. Because intellectual capital is special and unique to every business and it is the invisible assets of businesses that are known only by their own employees, covering the knowledge and skills of the employees. And businesses with intellectual capital develop and use their intellectual capital effectively; However, they can make a difference to their competitors and add value to themselves in today's competitive market. In this study, the studies are examined which made in the YÖK Thesis Center regarding the effects of intellectual capital and its sub-main factors on business performance and the importance of intellectual capital for businesses has been tried to be shown. In the studies examined, the result has been reached that intellectual capital has a positive effect on business performance.

Health in the Eighteenth Century

Health ◽  
2019 ◽  
pp. 222-245
Author(s):  
Tom Broman
Keyword(s):  
Public Health ◽  
Eighteenth Century ◽  
Final Section ◽  
Human Life ◽  
Emotional Instability ◽  
First Offers ◽  
Made In

This chapter first offers a survey of definitions and conceptions of health in the eighteenth century, drawing on a range of sources including medical textbooks such as Herman Boerhaave’s Institutiones Medicae and Diderot’s Encyclopédie. It then moves on to examine the notion of “sensibility” that offered a link between the organic and the mental and moral spheres of human life. The Swiss thinker Samuel Auguste Tissot is discussed for the close connections he draws between moral and physical deficiency. The role of “sensibility” in accounting for women’s supposed emotional instability is related to anatomical ideas about the gendered body, for instance in Pierre Roussel’s Système physique et moral de la femme. A final section looks at advances made in public health during the period.

scholarly journals Two-Player Preplay Negotiation Games with Conditional Offers

2016 ◽  
Vol 18 (01) ◽  
pp. 1550017
Author(s):  
Valentin Goranko ◽  
Paolo Turrini
Keyword(s):  
Normal Form ◽  
Bargaining Power ◽  
Payoff Matrix ◽  
Negotiation Process ◽  
Value Of Time ◽  
Bargaining Games ◽  
Bargaining Process ◽  
Normal Form Games ◽  
Normal Form Game ◽  
Made In

We consider an extension of strategic normal form games with a phase before the actual play of the game, where players can make binding offers for transfer of utilities to other players after the play of the game, contingent on the recipient playing the strategy indicated in the offer. Such offers transform the payoff matrix of the original game but preserve its noncooperative nature. The type of offers we focus on here are conditional on a suggested matching offer of the same kind made in return by the receiver. Players can exchange a series of such offers, thus engaging in a bargaining process before a strategic normal form game is played. In this paper, we study and analyze solution concepts for two-player normal form games with such preplay negotiation phase, under several assumptions for the bargaining power of the players, as well as the value of time for the players in such negotiations. We obtain results describing the possible solutions of such bargaining games and analyze the degrees of efficiency and fairness that can be achieved in such negotiation process. We show the similarities and the differences with a variety of frameworks in the literature of bargaining games and games with a preplay phase.

scholarly journals Registro fotográfico e a dinâmica das negociações na construção da etnografia: minhas experiências com a pesquisa “Bonecas Karajá”

ILUMINURAS ◽  
2013 ◽  
Vol 14 (32) ◽  
Author(s):  
Telma Camargo da Silva
Keyword(s):  
Research Abstract ◽  
Structural Features ◽  
Negotiation Process ◽  
Study Group ◽  
Photographic Image ◽  
Photographic Documentation ◽  
Made In

Este artigo apresenta e analisa aspectos da autorização, captação e devolução de fotografias realizadas na pesquisa para registro das bonecas Karajá como Patrimônio Cultural Imaterial do Brasil. O uso metodológico da imagem fotográfica aprofundou diálogo, expôs tensões e revelou subjetividades. Argumento que a dinâmica das negociações decorrentes das particularidades estruturais do grupo estudado problematiza as normatizações previstas pelos Comitês de Ética em Pesquisa. As evidências etnográficas apresentadas indicam que as etapas de autorização, captação e devolução de imagem se fundem em continuo processo de negociação com as e os interlocutores envolvidas/os. Palavras chave: Bonecas Karajá. fotografia e metodologia. diário iconográfico. pesquisa e devolução.   Photographic documentation and dynamics of negotiations in the construction of ethnography: my experiences with "Bonecas Karajá" research   Abstract   This article presents and analyzes aspects involved in the agreement for capture and in the return of photographs made in the research which constitutes the documentation for the registry of Karaja dolls as Patrimônio Cultural do Brasil.The methodological use of the photographic image deepened dialogue, exposed tensions and revealed subjectivities. I argue that the dynamics of the negotiations resulting from structural features of the study group questions the norms laid down by the Comitês de Ética em Pesquisa. The ethnographic evidence suggests that the separated steps of authorization, capture and return of image merge into continuous negotiation process with the stakeholders involved. Keywords: Karajá dolls. photography and methodology. iconographyc journal. research return.

scholarly journals By chance or by choice? Biased attribution of others’ outcomes when social preferences matter

2021 ◽  
Author(s):  
Nisvan Erkal ◽  
Lata Gangadharan ◽  
Boon Han Koh
Keyword(s):  
Social Preferences ◽  
Decision Makers ◽  
Belief Formation ◽  
Risk And Uncertainty ◽  
Trade Off ◽  
Good Outcome ◽  
Attribution Biases ◽  
Choices Under Risk ◽  
Made In

AbstractDecision makers in positions of power often make unobserved choices under risk and uncertainty. In many cases, they face a trade-off between maximizing their own payoff and those of other individuals. What inferences are made in such instances about their choices when only outcomes are observable? We conduct two experiments that investigate whether outcomes are attributed to luck or choices. Decision makers choose between two investment options, where the more costly option has a higher chance of delivering a good outcome (that is, a higher payoff) for the group. We show that attribution biases exist in the evaluation of good outcomes. On average, good outcomes of decision makers are attributed more to luck as compared to bad outcomes. This asymmetry implies that decision makers get too little credit for their successes. The biases are exhibited by those individuals who make or would make the less prosocial choice for the group as decision makers, suggesting that a consensus effect may be shaping both the belief formation and updating processes.

Tools for Managing Complex Negotiations

2020 ◽  
Vol 25 (1) ◽  
pp. 151-165
Author(s):  
Larry Crump
Keyword(s):  
External Environment ◽  
Negotiation Process ◽  
Negotiation Analysis ◽  
Theoretical Frameworks ◽  
Negotiation Strategy ◽  
Substantial Progress ◽  
Made In

Abstract “Management of complexity” was identified as a paradigm for negotiation analysis 25 years ago. Substantial progress has been made in conceptualizing complex negotiations since, although less has been accomplished with regard to operationalizing that knowledge so that tools can be developed to manage complex negotiations. This article begins by reviewing five separate theoretical frameworks of negotiation complexity and, through this analysis, identifies six significant characteristics of negotiation complexity: party numbers, negotiator roles, external environment, negotiation process, negotiation strategy, and party relations. Operational tools are identified for each variable. On the basis of this analysis, the article concludes by identifying additional tools that could be developed for managing complex negotiations.

scholarly journals Analysis of product mix, capacity release and utilities

2021 ◽  
Vol 13 (1) ◽  
pp. 35-51
Author(s):  
Gelmar García-Vidal ◽  
Reyner Pérez-Campdesuñer ◽  
Alexander Sánchez-Rodríguez ◽  
Rodobaldo Martínez-Vivar
Keyword(s):  
Negotiation Process ◽  
Unit Price ◽  
Variable Cost ◽  
Financial Perspective ◽  
Negotiation Processes ◽  
The Right ◽  
The Cost ◽  
Installed Capacity ◽  
Made In ◽  
Composition Of Products

The objective of the article is to present the design and application of a technique based on the Cost - Volume - Benefit method, in order to have economic - financial information of the right mix of products that allows achieving the expected results of the organization in a negotiation process. The proposed analysis has the usual components of the Cost - Volume - Benefit method, namely unit price, unit variable cost, operating expenses and financial expenses. The technique consists of ten steps that will lead to create as many scenarios as necessary in which the mix of products, the installed capacity and the profits of the organization will be evaluated, the ultimate goal of the same. These steps, through the formulations that allow their application, will explain the way to achieve the desired profits or the point of balance with a certain composition of products. The application is made in a small business consisting of a machining workshop. The results obtained show that the proposed technique allows the achievement of the stated objective, in the case that occupies a level of desired utilities. This research provides an economic-financial perspective so that entrepreneurs have the information required to prepare the negotiation processes and can make the most pertinent decisions in order to achieve the expected results.

Sign in / Sign up

Export Citation Format

Share Document