scholarly journals Improving negotiation success in B2B sales organizations: is structured negotiation management a success factor?

2021 ◽  
Author(s):  
Markus Mayer ◽  
Markus Voeth
Keyword(s):  
Qualitative Comparative Analysis ◽  
Negotiation Process ◽  
Management Style ◽  
Management Approach ◽  
Success Factor ◽  
Sales Organizations ◽  
High Level ◽  
And Behavior ◽  
Negotiation Success ◽  
Control Management

AbstractResearchers and practitioners alike recognize the necessity to manage salespeople before, during, and after negotiations. Literature identifies four approaches that companies use to manage salespeople in and around negotiations. However, it has never been researched which of these approaches help companies implement negotiation management successfully. The present study examines which management approach or combination of approaches lead to a consistently high level of negotiation success. The authors use a fuzzy-set qualitative comparative analysis to identify the conditions explaining negotiation success. The findings indicate that any effort to actively manage negotiations as a corporate capability supports sales in achieving a higher level of negotiation success. While the study was not able to identify any necessary conditions, the sufficient solution formula to reach a high level of negotiation success comprises two paths in its most parsimonious form. Following this solution formula, companies should either enable salespeople to solve complex situations autonomously and provide guidance along the negotiation process or define clear objectives, manage salespeople against deviations from the objectives, and monitor them closely throughout the negotiation process. This suggests, that successful negotiation management either empowers salespeople to act autonomously or focuses on a control management style. The latter should comprise both aspects of outcome and behavior control.

Production of asari (Manila) clams, Ruditapes philippinarum, during the period of harvest decrease in the 2000s in the Banzu tidal area, Tokyo Bay

2020 ◽  
Vol 33 ◽  
pp. 14
Author(s):  
Mitsuharu Toba ◽  
Jun Kakino ◽  
Kazuo Tada ◽  
Yutaka Kobayashi ◽  
Hideharu Tsuchie
Keyword(s):  
Field Investigation ◽  
Ruditapes Philippinarum ◽  
Management Style ◽  
Seed Stock ◽  
Tokyo Bay ◽  
Yearly Variation ◽  
Culture Area ◽  
Stock Biomass ◽  
Tidal Area ◽  
High Level

In Tokyo Bay, the harvestable quantity of asari (Manila) clams Ruditapes philippinarum has been decreasing since the late 1990s. We conducted a field investigation on clam density in the Banzu culture area from April 1988 to December 2014 and collected records spanning January 1986 to September 2017 from relevant fisheries cooperative associations to clarify the relationship between the temporal variation in stock abundance and the production activities of fishermen. The yearly variation in clam abundance over the study period was marked by larger decreases in the numbers of larger clams. A large quantity of juvenile clams, beyond the biological productivity of the culture area, may have been introduced as seed stock in the late 1980s despite the high level of harvestable stock. The declines in harvested quantity began in the late 1990s and may have been caused by decreases in harvestable stock despite the continuous addition of seed stock clams. The harvested quantity is likely to be significantly dependent upon the wild clam population, even within the culture area, as the harvestable quantity was not correlated with the quantity of seed stock introduced during the study period. These declines in harvested quantity may have resulted from a decreasing number of operating harvesters due to the low level of harvestable stock and consequently reduced profitability. Two findings were emphasized. A certain management style, based on predictions of the contributions of wild and introduced clams to future stock biomass, is essential for economically-feasible culturing. In areas with less harvestable stock, actions should be taken to maintain the incomes of harvesters while avoiding overexploitation, even if the total harvest quantity decreases.

Bracketed Morality in Sport

2019 ◽  
Vol 6 (2) ◽  
pp. 34-45
Author(s):  
Visnja Djordjic
Keyword(s):  
Moral Reasoning ◽  
Positive Influence ◽  
Fair Play ◽  
Personal Factors ◽  
Moral Integrity ◽  
Moral Decision Making ◽  
Male Athletes ◽  
Moral Atmosphere ◽  
High Level ◽  
And Behavior

Summary Although sport can promote moral values and prosocial behavior in youth, numerous research shows that sports engagement alone does not guarantee that outcome. Instead of striving for fair-play and sport excellence which not exclude justness, solidarity and moral integrity, contemporary sport frequently follows the Lombardian ethic, where „winning isn’t everything, it’s the only thing”. Moral pause or bracketed morality, as described in sport, refers to the phenomenon of tolerance and acceptance of aggressive behavior or cheating, that will be morally condemned outside sports arenas. Accordingly, lower levels of moral reasoning and behavior have been identified in athletes and non-athletes in the sports-related situation in comparison to other life situations; in athletes when compared to non-athletes, in more experienced athletes, high-level athletes, team-sport athletes, and male athletes. Moral reasoning and behavior of athletes are influenced by contextual and personal factors, with coaches having a particularly important role to play. The positive influence of sport on the moral development of athletes might be related to pre-service and in-service education of coaches how to develop adequate moral atmosphere, and how to plan for moral decision-making as an integral part of everyday practice.

Negotiations over Accounting Issues: The Congruency of Audit Partner and Chief Financial Officer Recalls

2005 ◽  
Vol 24 (s-1) ◽  
pp. 171-193 ◽  
Author(s):  
Michael Gibbins ◽  
Susan A. McCracken ◽  
Steven E. Salterio
Keyword(s):  
Negotiation Process ◽  
Chief Financial Officers ◽  
Chief Financial Officer ◽  
Relative Importance ◽  
Common Elements ◽  
Contextual Features ◽  
Large Numbers ◽  
The Common ◽  
High Level ◽  
Two Sides

Much of what takes place in auditor-client management negotiations occurs in unobservable settings and normally does not result in publicly available archival records. Recent research has increasingly attempted to probe issues relating to accounting negotiations in part due to recent events in the financial world. In this paper, we compare recalls from the two sides of such negotiations, audit partners, and chief financial officers (CFOs), collected in two field questionnaires. We examine the congruency of the auditors' and the CFOs' negotiation recalls for all negotiation elements and features that were common across the two questionnaires (detailed analyses of the questionnaires are reported elsewhere). The results show largely congruent recall: only limited divergences in recall of common elements and features. Specifically, we show a high level of congruency across CFOs and audit partners in the type of issues negotiated, parties involved in resolving the issue, and the elements making up the negotiation process, including agreement on the relative importance of various common accounting contextual features. The analysis of the common accounting contextual features suggests that certain contextual features are consistently important across large numbers of negotiations, whether viewed from the audit partner's or the CFO's perspective, and hence may warrant future study. Finally, the comparative analysis allows us to identify certain common elements and contextual features that may influence both audit partners and CFOs to consider the accounting negotiation setting as mainly distributive (win-lose).

scholarly journals Proposals for the Negotiation Process on the United Nations Global Compact for Migration

2017 ◽  
Vol 5 (3) ◽  
pp. 682-693 ◽  
Author(s):  
Víctor Genina
Keyword(s):  
New York ◽  
United Nations ◽  
International Migration ◽  
Negotiation Process ◽  
General Assembly ◽  
Global Compact ◽  
Member States ◽  
Un General Assembly ◽  
The United Nations ◽  
High Level

On September 19th, 2016, the United Nations (UN) General Assembly adopted Resolution 71/1, the text of the New York Declaration for Refugees and Migrants (the “New York Declaration”). Resolution 71/1 is the outcome document of the high-level plenary meeting on addressing large movements of refugees and migrants, held at the UN headquarters. The New York Declaration reflects how UN member states have decided to address the challenge of large movements of people in two main legal categories: asylum seekers/refugees and migrants. Resolution 71/1 includes an annex titled “Towards a Global Compact for Safe, Orderly and Regular Migration” (the “global compact for migration” or “global compact”). This document is comprised of several thematic issues related to international migration that will be the basis of a globally negotiated agreement on how member states should respond to international migration at the national, regional, and international levels, as well as to issues related to international migration and development. The global compact for migration is intended to be adopted at a conference on international migration and development before the inauguration of the 73rd annual session of the UN General Assembly in September 2018. This paper addresses how UN member states should plan to address international migration in the future. It does not refer to refugees and asylum seekers: a global compact on refugees will be drafted by the United Nations High Commissioner for Refugees (UNHCR) in 2018, and to be presented to the UN General Assembly for states' consideration during its 73rd annual session, which starts in September 2018.1 For those who have been involved in migration issues within the United Nations, the fact that member states have finally agreed to convene an international conference on international migration represents a major achievement. It is the result of an extended process that started decades ago and was made possible by a long chain of efforts by many state delegations and other stakeholders. The global compact for migration will not be the first outcome document dealing exclusively with international migration. A declaration2 adopted at a high-level meeting at the United Nations in October 2013, for example, paved the way for the 2018 conference. Nonetheless, the global compact represents a unique opportunity to address international migration comprehensively and humanely. This paper contributes to the discussion on the elements that should be included in the global compact for migration. The paper is divided into two sections. The first section analyzes the main elements of Annex II, “Towards a Global Compact for Safe, Orderly and Regular Migration,” and the criteria that needs to be adopted in order to achieve a substantive outcome. In particular, participants in the negotiation process should aim to balance the concerns of states and the members of host societies, on one hand, with the needs and rights of migrants, on the other. The second section includes proposals to enrich the final global compact for migration and takes into account two documents written by two different actors within the UN system, the Special Representative of the Secretary-General on Migration, and the Special Rapporteur on the Human Rights of Migrants. In particular, the paper proposes that the global compact for migration: • sets forth principles that can inform the actions of governments in relation to international migration at all levels; • enunciates a clearer definition of state protection responsibilities in relation to migrants in crisis situations and so-called “mixed flows”3; affords a substantive role to civil society organizations, the private sector, and academic institutions in the global compact's follow-up and review process; • defines the institutional framework for the implementation and follow-up of the global compact within the United Nations, including through the work of the UN High-level Political Forum on Sustainable Development (HLPF); • establishes a mechanism to fund migration policies for states that lack enough resources to invest sufficiently in this task; and • builds a cooperation-oriented, peer-review mechanism to review migration policies. The paper has been conceived as an input for those who will take part in the negotiation of the global compact for migration, as well as those who will closely follow those negotiations. Thus, the paper assumes a level of knowledge on how international migration has been addressed within the United Nations during the last several years and of the complexities of these negotiation processes. The author took part in different UN negotiation processes on international migration from 2004 to 2013. The paper is primarily based on this experience.4

scholarly journals Rational metareasoning and the plasticity of cognitive control

2017 ◽  
Author(s):  
Falk Lieder ◽  
Amitai Shenhav ◽  
Sebastian Musslick ◽  
Tom Griffiths
Keyword(s):  
Cognitive Control ◽  
Self Control ◽  
Neural Pathways ◽  
Interference Control ◽  
Learning Mechanisms ◽  
Control Failure ◽  
Stimulus Features ◽  
High Level ◽  
Computational Resources ◽  
And Behavior

The human brain has the impressive capacity to adapt how it processes information to high-level goals. While it is known that these cognitive control skills are malleable and can be improved through training, the underlying plasticity mechanisms are not well understood. Here, we develop and evaluate a model of how people learn when to exert cognitive control, which controlled process to use, and how much effort to exert. We derive this model from a general theory according to which the function of cognitive control is to select and configure neural pathways so as to make optimal use of finite time and limited computational resources. The central idea of our Learned Value of Control model is that people use reinforcement learning to predict the value of candidate control signals of different types and intensities based on stimulus features. This model correctly predicts the learning and transfer effects underlying the adaptive control-demanding behavior observed in an experiment on visual attention and four experiments on interference control in Stroop and Flanker paradigms. Moreover, our model explained these findings significantly better than an associative learning model and a Win-Stay Lose-Shift model. Our findings elucidate how learning and experience might shape people’s ability and propensity to adaptively control their minds and behavior. We conclude by predicting under which circumstances these learning mechanisms might lead to self-control failure.

scholarly journals The impact and importance of new technologies in business development in context of economic diversity

2017 ◽  
Vol 11 (1) ◽  
pp. 698-710 ◽  
Author(s):  
Oana-Georgiana Ciobanu ◽  
Daniela Mihaela Neamţu
Keyword(s):  
Generation X ◽  
New Technologies ◽  
Technological Development ◽  
Qualitative Comparative Analysis ◽  
Business Environment ◽  
Management Style ◽  
Group Method ◽  
Continuous Innovation ◽  
Two Generations ◽  
The Impact

Abstract In a globalized world, led and connected by and through technology, gadgets and perpetual and intense technological development, the business environment and the trajectory travelled by entrepreneurs in the process of creation and development of a business, becomes more and more challenging and complex. Continuous innovation has become mandatory and „adaptability” became the keyword for the success of any entrepreneurial actions. In this socio-economic context, an organization must find, through entrepreneurs or managers, the courage to face the uncertainty and be always prepared to adopt radical solutions, so that, can provide sustainability of the business through competitiveness. The purpose of this research started from the need for adaptability and flexibility of the Romanian entrepreneurial environment to the trends in the digital era, in order to maintain the level of competitiveness and to develop sustainably. The objective of this scientific approach is to conduct a qualitative comparative analysis relating to the importance and the impact of new technologies in the development and sustainability of a business. The comparison will be made through the eyes of two main categories of actors in the creation and development of a business namely entrepreneurs and managers from two consecutive generations - generation X (born between 1965 and 1980) and generation Y (born between 1980 and 1995). The methodology used in this study is qualitative research through focus group method, and it aims to be highlighted the changes occurred in leadership and management style of a business/organization, by observing and comparing the two generations' attitudes towards change, towards new, towards the digital component, and the intent of the use of new technologies, and more than that, their impact on the management style.

scholarly journals Storytelling as a Polifunctional Instrument of Modern Communication: Linguistic and Stylistic Features

2019 ◽  
pp. 106-121
Author(s):  
Olga Pyatetska
Keyword(s):  
Real Life ◽  
Target Audience ◽  
Separate Analysis ◽  
Parts Of Speech ◽  
Effective Learning ◽  
Learning Techniques ◽  
Commercial Advertising ◽  
High Level ◽  
Direct Acting ◽  
And Behavior

The article analyzes media instrument of modern communication, i.e. storytelling, which is widely used for commercial, advertising and corporate purposes to influence recipient's emotions, cognition and motivations. At the same time, storytelling based on real life facts is one of the most effective learning techniques that promotes linguistic competence and enables various communication tasks to be solved. Analysis of storytelling showed that it gained particular relevance due to the principles of submission the information in implicit form, unobtrusively influencing the audience, gaining its trust and loyalty, resulting in the recipients make their own decisions and draw appropriate conclusions. It is established that to reach a high level of influence on the target audience, a story must be true, emotional, relevant and new, contain an idea, a bright character or image, have a dynamic plot, often with a surprise effect, logical conclusion, intrigue till the end and (for electronic versions)be accompanied by quality content. Despite defined algorithms for story-building and typical content structures of its plot, there is a tendency to create storytelling outside the box. The main principle that determines the theme, ideas, specifics of language organization of stories is adaptation to the target audience. Separate analysis of direct-acting storytelling which has recently spread in social networks is given. Its purpose is to draw the reader's attention to current problems, influence the recipient's emotions and behavior with the help of verbal and non-verbal means. An example of such storytelling in Ukraine is the Ukraїner Media Project which helped to represent our country in a new way and realize the dreams of many ordinary citizens. The studying of different stories showed that storytelling uses such linguistic and stylistic means as emotionally coloured vocabulary which is typical for literary, mass media and colloquial functional styles, foreign words, jargon, slang expressions, phraseologisms, metaphors, personifications, rhetoric constructions etc. As for parts of speech, verbs are more frequently used because they intensify and dynamize the narrative.

scholarly journals Screening Library Evolution through Automation of Solution Preparation

2007 ◽  
Vol 12 (5) ◽  
pp. 724-732 ◽  
Author(s):  
U. Schopfer ◽  
F. Höhn ◽  
M. Hueber ◽  
M. Girod ◽  
C. Engeloch ◽  
...  
Keyword(s):  
Process Control ◽  
High Throughput Screening ◽  
High Performance ◽  
Life Cycle Management ◽  
Storage Conditions ◽  
Success Factor ◽  
Manual Task ◽  
Solution Preparation ◽  
High Level ◽  
Screening Library

The quality of the compound library is a critical success factor in every high-throughput screening campaign. Screening solutions have to be prepared with a high level of process control to ensure the correct identity and initial concentration of each compound. However, even under optimized storage conditions, a certain level of degradation in solution cannot be avoided. Therefore, regular quality control and eventual removal of solutions from the screening deck is necessary. Because solution preparation, especially the weighing of compounds, is a tedious and often manual task, a regular resolubilization of compounds is difficult to achieve. By complete automation of the solution preparation, the authors have laid the foundation for a life cycle management of screening solutions. They demonstrate how a combination of quality and process control leads to a continuous improvement of the screening library. In presenting an automation concept, they show how a series of innovative process optimizations led to a high-performance system that achieves full industrialization of solution preparation. ( Journal of Biomolecular Screening 2007:724-732)

Knowledge, attitude, and practice toward COVID-19 in Trinidad and Tobago

2021 ◽  
Author(s):  
Azad Mohammeda ◽  
Vrijesh Tripathib ◽  
Delezia S. Singh ◽  
Lauren Ali ◽  
Ruth Mohana ◽  
...  
Keyword(s):  
Trinidad And Tobago ◽  
Cross Sectional Study ◽  
Management Approach ◽  
Cross Sectional ◽  
Significant Relationships ◽  
Level Of Knowledge ◽  
Occupation Level ◽  
High Level ◽  
Permanent Residents ◽  
Domain Scores

Background: Severe Acute Respiratory Syndrome Coronavirus 2 (COVID-19) has affected over 250 million people globally and resulted in over 5 million deaths since it was first reported in November 2019. Methods: A cross-sectional study was conducted online from July to September 2020 among nationals and permanent residents of Trinidad and Tobago (N = 812). The related questionnaire consisted of demographic characteristics, 11 items on knowledge, 11 items on attitude and 7 items on practice and experience. Domain scores were derived for each component (K, A and P) and independent t-tests and one-way ANOVA were used to compare differences in scores within demographic categories. Results: The population possessed a high level of knowledge about COVID-19(0.85 ± 0.09). Attitude scores (0.54 ± 0.07) were influenced by factors such as sex, age, occupation, level of education and area of residence. Significant relationships (P<0.05) were found between demographic categories of sex, age, profession, education, geographical region and the mean domain scores. Conclusion: There was overall high level of knowledge and good practices in response to COVID-19 which suggests that the government's management approach was effective in providing information about COVID-19 and the safe practice needed to reduce spread of the virus.

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