scholarly journals Increasing Negotiation Performance at the Edge of the Network

2020 ◽  
pp. 351-365
Author(s):  
Sam Vente ◽  
Angelika Kimmig ◽  
Alun Preece ◽  
Federico Cerutti
Keyword(s):  
Negotiation Performance

Occurrence of rating distortions and ratees’ fairness perceptions per raters’ mood and affect

2016 ◽  
Vol 21 (7) ◽  
pp. 726-743 ◽  
Author(s):  
Sumrina Razzaq ◽  
Muhammad Zahid Iqbal ◽  
Malik Ikramullah ◽  
Jan-Willem van Prooijen
Keyword(s):  
Undergraduate Students ◽  
Repeated Measures ◽  
Content Type ◽  
Fairness Perceptions ◽  
Repeated Measures Analysis ◽  
Negotiation Performance ◽  
Fairness Theory ◽  
Affect Infusion Model ◽  
Analyse Data ◽  
Different Levels

Purpose The purpose of this paper is to investigate the occurrence of rating distortions under raters’ different mood conditions and at different levels of interpersonal affect of raters towards ratees, and further its association with ratees’ perceptions of distributive and interpersonal fairness. Design/methodology/approach For the scenario-based experiment, the study recruited 110 undergraduate students as participants. Of them, 22 raters appraised the video-taped buyer-seller negotiation performance of 88 ratees. Repeated measures analysis was employed to analyse data. Findings Results revealed that under different mood conditions (pleasant and sad) and at different levels of interpersonal affect towards ratees (high and low), raters distorted ratings (inflated and deflated, respectively). These rating distortions shaped ratees fairness perceptions in such a way that ratees who received inflated ratings due to raters’ pleasant mood and high interpersonal affect perceived more distributive and interpersonal fairness than ratees who received deflated ratings due to raters’ sad mood and low interpersonal affect. Originality/value The paper is a step towards integrating the affect infusion model with distributive and interpersonal fairness theory. This integration can be of value for enhancing our understanding of how rater-centric rating errors take place, which subsequently shape ratees’ fairness perceptions.

Improvement on Curve Negotiation Performance of Suspended Monorail Vehicle Considering Flexible Guideway

2020 ◽  
Vol 20 (05) ◽  
pp. 2050057
Author(s):  
Qinglie He ◽  
Chengbiao Cai ◽  
Shengyang Zhu ◽  
Kaiyun Wang ◽  
Yongzhi Jiang ◽  
...  
Keyword(s):  
Interaction Model ◽  
Dynamic Responses ◽  
Secondary Development ◽  
Design Parameters ◽  
Lateral Vibration ◽  
Vibration Level ◽  
Radial Stiffness ◽  
Negotiation Performance ◽  
Lateral Displacements ◽  
Curve Negotiation

This work presents the investigation and improvement on curve negotiation performance of suspended monorail vehicle considering a flexible guideway. First, a spatial train–guideway interaction model of suspended monorail system (SMS) is established based on the secondary development of ANSYS software. Then, the dynamic analysis of the train over the flexible curved guideway is conducted, and the curve negotiation performance of the vehicle and the guideway vibration feature are revealed. Subsequently, several crucial design parameters that significantly influence the curve negotiation performance of the vehicle are found, and their influences on the train–guideway dynamic responses are systematically investigated. Finally, by comprehensively considering the dynamic indexes of the vehicle–guideway system, the optimal ranges of these crucial design parameters are obtained. Results show that decreasing the radial stiffness of guiding tyre can effectively reduce the lateral vibration levels of vehicle and guideway, but it would increase the lateral displacements of the bogie and hanging beam; and the radial stiffness is finally suggested to be around 1[Formula: see text]kN/mm by comprehensively considering all dynamic indexes. Increasing the initial compression displacement of guiding tyre can well limit the lateral displacements of the bogie and the hanging beam, thus enhancing the train running safety; however, it would intensify the vehicle-guideway lateral vibration level; especially, the optimal initial compression displacement of guiding tyre is related to its radial stiffness characteristics. To ensure a good curve negotiation performance of vehicle and guideway vibration level, the stiffness of the anti-roll torsion bar and the initial gradient angle of the installed trapezoid four-link suspended device are suggested to be 1.0[Formula: see text]MNm/rad and 65–[Formula: see text], respectively.

Individual differences in negotiation: A relational process model

2020 ◽  
pp. 204138662096255
Author(s):  
Hillary Anger Elfenbein
Keyword(s):  
Individual Differences ◽  
Individual Difference ◽  
Process Model ◽  
Past Research ◽  
Complex Interplay ◽  
Traditional Treatment ◽  
Behavioral Dynamics ◽  
Negotiation Performance ◽  
The Individual ◽  
Relational Process

Intuition suggests that individual differences should play an important role in negotiation performance, and yet empirical results have been relatively weak. Because negotiations are inherently dyadic, the dyad needs to feature prominently in theorizing. In expanding the traditional treatment of individual differences to two systematically interconnected parties, a relational process model (RPM) emerges. The RPM illustrates how the individual differences of both negotiators spark complex behavioral dynamics through five distinct theoretical mechanisms. Individuals (a) select each other, (b) set expectancies for each other, (c) serve as behavioral triggers and affordances for each other, (d) reciprocate and complement each other’s behaviors, and (e) vary in their responses to identical behaviors. It also directs attention to new classes and dimensions of individual difference factors. The RPM helps explain why past research has been highly conservative. A more complete picture needs to incorporate the complex interplay starting with parties’ individual differences.

Testing of modified primary stiffness for heavy-haul locomotives operating on sharper-radius curves

2019 ◽  
Vol 233 (3) ◽  
pp. 531-548
Author(s):  
Pengfei Liu ◽  
Kai Wei ◽  
Kaiyun Wang ◽  
Quanbao Feng
Keyword(s):  
Load Transfer ◽  
Ride Comfort ◽  
Lateral Force ◽  
Mean Value ◽  
Lateral Stiffness ◽  
Coupled Vibration ◽  
Radial Stiffness ◽  
Longitudinal Stiffness ◽  
Negotiation Performance ◽  
Heavy Haul

For the typical wheelset drive subsystem with axle-suspended motor, the coupled vibration differential equations of wheelset and axle hung motor are derived. The mechanical model of traction rod is established. The subsystems are integrated into a whole locomotive-track coupled dynamic model which is verified from the aspects of load transfer and curving negotiation performance. To reduce the wheel–rail dynamic interaction of six-axle heavy-haul locomotive passing through curves in old existing lines, the parametric optimization flow of primary rubber joint is presented. The stiffness of 12 new rubber joints equipped in drawbars is tested and the stiffness dispersions are investigated. The research results show that, for a single rubber joint, the maximum and minimum values of radial stiffness can, respectively, increase and reduce by 16.2% and 33% with respect to the test mean value. For the assembled axle-box with upper and lower drawbars, the test longitudinal and lateral stiffness increase by 18% and 46%, respectively, relative to the designed values. A distinct dispersion phenomenon in the stiffness distributions of rubber samples is found. By combining with the numerical simulation results, the primary longitudinal stiffness is optimized from 199 MN/m to 52 MN/m, as the lateral stiffness changes from 6.89 MN/m to 2.6 MN/m. The final running test indicates that the optimized parameters can reduce the wheel–rail lateral force by 12% in the 300 m radius curve. The ride comfort could still keep in the same level, and the running stability has not been deteriorated.

When White Feels Right: The Effects of In-Group Affect and Race of Partner on Negotiation Performance

2013 ◽  
Vol 6 (2) ◽  
pp. 94-113 ◽  
Author(s):  
Debra Gilin Oore ◽  
Annette Gagnon ◽  
David Bourgeois
Keyword(s):  
Negotiation Performance

Negotiating Face to Face: Men's Facial Structure Predicts Negotiation Performance

2012 ◽  
Vol 2012 (1) ◽  
pp. 17587
Author(s):  
Michael Haselhuhn ◽  
Elaine M. Wong ◽  
Margaret Ormiston ◽  
M. Ena Inesi
Keyword(s):  
Facial Structure ◽  
Face To Face ◽  
Negotiation Performance
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