Distributive Negotiation Strategies

2015 ◽  
pp. 1-9
Author(s):  
Mike Allen ◽  
Nancy Burrell
Keyword(s):  
Negotiation Strategies ◽  
Distributive Negotiation

scholarly journals Distributive/integrative negotiation strategies in cross-cultural contexts: a comparative study of the USA and Italy

2021 ◽  
pp. 1-23
Author(s):  
Sara Benetti ◽  
Enrique Ogliastri ◽  
Andrea Caputo
Keyword(s):  
Latent Class ◽  
The United States ◽  
Cross Cultural ◽  
Cluster Membership ◽  
Negotiation Strategies ◽  
Integrative Negotiation ◽  
Distributive Negotiation ◽  
Practice Teaching ◽  
The Usa ◽  
Crucial Part

Abstract Integrative and distributive negotiation strategies are a key paradigm of practice, teaching, and research. Are these US-formulated negotiation prototypes valid in the rest of the world? Adopting a cross-cultural view, we analyze a sample of 214 foreigners who detailed the negotiation behavior they faced in Italy (134) and in the United States (80). Implementing latent class analysis, we identify three clusters of negotiation prototypes. Our findings show how the Country is a predictor for cluster membership, and peculiar cultural traits of the two groups contribute to explain the differences in negotiation strategies. Three prototypes emerged: a typically distributive, an emotional integrative (mostly Italian), and an impersonal integrative (mostly American). Results show how the handling of emotions is a crucial part of the interaction for Italian negotiators, regardless of their orientation toward negotiation strategies, implying a cultural influence toward handling emotions in negotiations.

Language learning through an intersectional lens: Gender, migrant status, and gain in symbolic capital for Syrian refugee women in Turkey

Multilingua ◽  
2020 ◽  
Vol 0 (0) ◽  
Author(s):  
Susan Beth Rottmann ◽  
Maissam Nimer
Keyword(s):  
Language Learning ◽  
Symbolic Capital ◽  
Social Contexts ◽  
Power Dynamics ◽  
Negotiation Strategies ◽  
Linguistic Resources ◽  
Syrian Refugee ◽  
Perspective Drawing ◽  
Language Classes ◽  
Learning Language

AbstractThis paper sheds light on Syrian refugee women’s negotiation strategies in language learning classrooms and in their broader social contexts from an intersectional perspective. Drawing on in-depth interviews and focus groups complemented by participatory observation in language classes, we use a post-structuralist approach to examine gendered language socialization. Our research combines an intersectional framework and a Bourdieusian perspective on symbolic capital to show how women perform gender and negotiate their roles in classrooms, within families and vis-à-vis the host society. The findings demonstrate that being a woman and a migrant presents particular challenges in learning language. At the same time, learning language allows for the re-negotiation of gender relations and power dynamics. We find that gender structures women’s access to linguistic resources and interactional opportunities as they perform language under social pressure to conform to prescribed roles as mothers, wives and virtuous, and shy women. Yet, these roles are not static: gender roles are also reconstituted in the process of language learning and gaining symbolic capital.

scholarly journals ANEGMA: an automated negotiation model for e-markets

2021 ◽  
Vol 35 (2) ◽  
Author(s):  
Pallavi Bagga ◽  
Nicola Paoletti ◽  
Bedour Alrayes ◽  
Kostas Stathis
Keyword(s):  
Reinforcement Learning ◽  
Deep Neural Network ◽  
Automated Negotiation ◽  
Learning To Learn ◽  
Negotiation Model ◽  
Negotiation Strategies ◽  
Exploration Time ◽  
Model Free ◽  
Bilateral Negotiations ◽  
Time Required

AbstractWe present a novel negotiation model that allows an agent to learn how to negotiate during concurrent bilateral negotiations in unknown and dynamic e-markets. The agent uses an actor-critic architecture with model-free reinforcement learning to learn a strategy expressed as a deep neural network. We pre-train the strategy by supervision from synthetic market data, thereby decreasing the exploration time required for learning during negotiation. As a result, we can build automated agents for concurrent negotiations that can adapt to different e-market settings without the need to be pre-programmed. Our experimental evaluation shows that our deep reinforcement learning based agents outperform two existing well-known negotiation strategies in one-to-many concurrent bilateral negotiations for a range of e-market settings.

The Moscow Theater Hostage Crisis: The Perpetrators, their Tactics, and the Russian Response

2003 ◽  
Vol 8 (3) ◽  
pp. 577-611 ◽  
Author(s):  
Richard Pilch ◽  
Adam Dolnik
Keyword(s):  
International Debate ◽  
Negotiation Strategies ◽  
Crisis Negotiation ◽  
Hostage Crisis ◽  
The Future ◽  
Analytical Perspective ◽  
Potential Impact ◽  
Media Event ◽  
Successes And Failures

AbstractThe Moscow theater hostage crisis was a spectacular media event, which sparked a wide domestic and international debate concerning the appropriateness of the Russian response. This article attempts to reconstruct and assess the events that took place in terms of negotiability of the incident, and seeks to provide an analytical perspective on the possible alternatives that were available to the Russian authorities throughout the crisis. Part I provides a brief overview of the events that unfolded. This section of the article also places Chechen motivations behind the incident into perspective with regard to past Chechen operations and to their overall strategy. Part II focuses on the details of the attack itself, particularly the Russian response. Special attention is devoted to analyzing the successes and failures of both the negotiations and the tactical assault. The conclusion discusses the implications of the Moscow theater incident for the future, including its potential impact on the likelihood of success of crisis negotiation strategies and the future tactics of the Chechen rebels.

scholarly journals Understanding Hunting Constraints and Negotiation Strategies: A Typology of Female Hunters

2015 ◽  
Vol 20 (1) ◽  
pp. 30-46 ◽  
Author(s):  
Elizabeth Covelli Metcalf ◽  
Alan R. Graefe ◽  
Nate E. Trauntvein ◽  
Robert C. Burns
Keyword(s):  
Negotiation Strategies

Gender differences in anticipated pay negotiation strategies and outcomes

1994 ◽  
Vol 9 (2) ◽  
pp. 183-197 ◽  
Author(s):  
Vicki S. Kaman ◽  
Charmine E. J. Hartel
Keyword(s):  
Gender Differences ◽  
Negotiation Strategies
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