Negotiating Indigenous Peoples’ Exit From Colonialism: The Case for an Integrative Approach

2014 ◽  
Vol 27 (1) ◽  
pp. 283-303
Author(s):  
Michael Coyle
Keyword(s):  
Indigenous Peoples ◽  
Negotiation Process ◽  
Integrative Approach ◽  
Negotiation Strategy ◽  
Negotiation Strategies ◽  
Integrative Negotiation ◽  
Process And Outcome ◽  
Indigenous Governance ◽  
New Institutions

New institutions of indigenous governance will be the product of negotiations, negotiations that will take place against a background of colonial structures and relationships. Having examined the challenges of structuring a negotiation process that takes due account of pre-existing cultural and power differences between the parties, the author analyzes the significance of their choice of negotiation strategy on the negotiation process and outcome. In particular, this paper reflects on the promise and limitations of the parties’ adopting interest-based, or “integrative”, negotiation strategies and the potential for fruitful entanglements between those strategies and indigenous diplomatic traditions.

scholarly journals BUSINESS NEGOTIATION STRATEGIES: THE CONCEPT, DEFINITIONS AND PROCESS / VERSLO DERYBŲ STRATEGIJOS: SAMPRATA, SĄVOKOS, PROCESAS

2013 ◽  
Vol 5 (1) ◽  
pp. 13-21
Author(s):  
Kęstutis Peleckis
Keyword(s):  
Scientific Literature ◽  
Global Analysis ◽  
Negotiation Process ◽  
Negotiation Strategy ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Negotiation Research ◽  
Modern Business ◽  
Planning Concepts ◽  
Planning Concept

The modern business is developing in the context of rapid social and political changes, which contributes to the changes in economic and cultural priorities as well as mindset and behaviour of people. This puts new requirements on development and implementation of business negotiation strategies, aiming to ensure that during bargaining, everything is done to understand the other party and related contexts, to achieve mutual understanding, to reach common agreement and eventually find the optimal negotiating decision. The author of this article researched and analysed negotiation process concepts in the global scientific literature and practice. The article examines negotiation and bargaining concepts. Also, the global analysis of the scientific literature revealed that there is no single negotiation planning concept. The author defines the basic conceptual negotiation planning concepts. The paper deals with negotiation strategy conceptions used by scientists around the world. Conclusions present the proposals for further business negotiation research. Article in Lithuanian. Santrauka Šiuolaikinis verslas vystosi sparčių socialinių politinių ir technologinių pokyčių kontekste, darančiame įtaką ekonomikos ir kultūros prioritetų kaitai, mąstymo ir elgesio pokyčiams. Tai kelia naujus reikalavimus verslo derybų strategijų parengimui ir įgyvendinimui užtikrinti, kad būtų suplanuota ir realizuota derybinių veiksmų visuma, leidžianti suprasti kitą derybų pusę įvairiose situacijose, pasiekti tarpusavio supratimą, pasiekti bendrą susitarimą ir galiausiai rasti optimalų derybinį sprendimą. Autorius šiame straipsnyje pateikia derybų ciklo ir derybų procesų pasaulinės mokslinės literatūros bei praktikos analizę. Straipsnyje yra analizuojamos derybų ir derėjimosi sąvokos. Taip pat iš pasaulinės mokslinės literatūros analizės yra daroma išvada, jog nėra vieno bendro derybų sąvokų traktavimo. Autorius apibrėžia pagrindines koncepcines derybų sąvokas. Darbe yra nagrinėjami įvairių pasaulio mokslininkų požiūriai apie derybų strategijos sampratą. Darbo išvadose yra pateikiamos tolesnių verslo derybų tyrimų kryptys.

Preparation of International Business Negotiations Strategies Based on Evaluation of Negotiating Power: Case of E-Commerce

2015 ◽  
Author(s):  
Kęstutis Peleckis
Keyword(s):  
International Business ◽  
Process Management ◽  
Heuristic Algorithms ◽  
Value Added ◽  
Negotiation Process ◽  
Negotiation Strategy ◽  
Support Tool ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
Task Goals

Research Design and Methods: logical analysis, generating conclusions, comparing and generalization methods, game theory methods, multiple criteria evaluation. Findings: from experimental verification of model, which was created by author of article for development of international business negotiations strategies, it can be stated that this model can be used for electronic negotiations: both as a standalone tool or as a measure requiring partial negotiator intervention. As well created negotiation strategy model can be used to support the negotiations through various databases. Results of the investigation can be used to create business negotiation strategies in international business, with regard to globalization, internationalization and cooperation processes characterized by multiculturalism. Implications and Recommendations: The use of the heuristic algorithms can help to manage effectively the process of negotiations. Selection of principles and rules must be carried out by specialists of high qualifications and experience, consultants, negotiators in the fields concerned, in order to determine which option is the best, taking into account the specifics of each task, goals and conditions. Contribution and Value Added: perspective of using the developed model of international business negotiations: negotiation support tool, information tool for reducing uncertainty, autonomous engine of the negotiation process, management of large quantities of information.

scholarly journals Building an Automated win-win Negotiation Process Model

2021 ◽  
Vol 13 (1(I)) ◽  
pp. 33-46
Author(s):  
Latifa Ghalayini ◽  
Dana Deeb
Keyword(s):  
Decision Theory ◽  
Rational Choice ◽  
Process Model ◽  
Rational Choice Theory ◽  
Choice Theory ◽  
Negotiation Process ◽  
Integrative Approach ◽  
Automated Negotiation ◽  
Integrative Negotiation ◽  
To Come

This paper builds an automated negotiation process model for integrative negotiations. The process model defines and automates the necessary phases and activities along with the integrative negotiation approach principles to create win-win outcomes that mutually satisfy negotiating parties. However, to realize this objective, the negotiation literature and theories are reviewed to determine the relevant theories for integrative negotiations that help to develop and form the basis of the process model. After investigation, it became evident that three main theories, which are Decision Theory, Rational Choice Theory and Mutual Gains Theory, contribute to building the integrative process model by setting its phases and components. The model is composed of five main phases with several sub-phases. Decision theory with mutual gains theory provides the robust process model through several phases, and rational choice theory with mutual gains theory ensures they are implemented in a fair, objective manner to come up with a satisfying win-win solution. Hence, automated negotiation processes when designed in a robust manner that is based on the theory that serves integrative approaches could lead to win-win negotiation outcomes. The foundation of the win-win negotiation process model contributes to designing win-win negotiation outcomes through structuring automated negotiation and setting its phases along with the integrative negotiation principles. It develops the negotiation field by integrating automation and the integrative approach principles in a process model.

Resolving Disputed Financial Reporting Issues: Effects of Auditor Negotiation Experience and Engagement Risk on Negotiation Process and Outcome

2009 ◽  
Vol 28 (2) ◽  
pp. 65-92 ◽  
Author(s):  
Helen L. Brown ◽  
Karla M. Johnstone
Keyword(s):  
High Risk ◽  
Financial Reporting ◽  
Negotiation Process ◽  
Negotiation Strategy ◽  
Process And Outcome ◽  
Dyadic Negotiation ◽  
Aggressive Financial Reporting

SUMMARY: In an experiment involving a dyadic negotiation between a computer-simulated client and practicing auditors, we examine the effects of engagement risk and auditor negotiation experience on the process and outcomes of client-auditor negotiations. We find that auditors with lower negotiation experience who encounter a high risk client use a more concessionary negotiation strategy, achieve a negotiated outcome that is more aggressive (consistent with the client's aggressive preference), and are less confident that the outcome they negotiate is acceptable under GAAP compared with the negotiation process and outcome results of auditors with higher negotiation experience. In contrast, auditors with higher negotiation experience use a less concessionary strategy, achieve an outcome that is more conservative regardless of risk context, and are more confident that the outcome they negotiate is acceptable under GAAP. This study illustrates the important roles that engagement risk, task-specific negotiation experience, and pressure from the client regarding an aggressive financial reporting preference play in the process and outcomes of client-auditor negotiation.

scholarly journals Multi-criteria assessment tools for achieving balance between negotiating powers under distorted conditions of competition in construction sector’s market

2021 ◽  
Vol 129 ◽  
pp. 12003
Author(s):  
Kęstutis Peleckis
Keyword(s):  
Market Power ◽  
Market Competition ◽  
Value Added ◽  
Assessment Tools ◽  
Key Factors ◽  
Negotiation Strategy ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
Business Entities

Research background: this study identified which factors influence other factors and how they have a greater impact on the value of a business entity’s HHI index. By knowing the key factors, they can be used to model possible mergers and their impact on the HHI index and possible changes in the market power balance. Purpose of the article: to present the concept of business negotiation system, enabling to model and effectively manage the process of development and implementation of negotiation strategies, assessing the negotiating power of negotiating parties and selecting multi-criteria assessment tools to balance them in the conditions of distorted construction sector market competition. Methods: multi-criteria assessment is used to assess the market power of business entities in business negotiations in order to select effective strategic solutions for construction sector’s business negotiations. Findings & Value added: a developed algorithm for the development of construction sector’s business negotiation strategy based on evaluations of bargaining power is presented.

Strategies for Agent-Based Negotiation in E-Trade

2012 ◽  
pp. 43-65
Author(s):  
Raja Al-Jaljouli ◽  
Jemal H. Abawajy
Keyword(s):  
Decision Making ◽  
Reactive Attitudes ◽  
The Internet ◽  
Negotiation Strategy ◽  
Proper Action ◽  
Agent Based ◽  
Negotiation Strategies ◽  
Decision Making Factors ◽  
Market Status ◽  
Short Time

E-negotiation handles negotiation over the Internet without human supervision and has shown effectiveness in concluding verifiable and more favorable agreements in a reasonably short time. In this chapter, the authors discuss the negotiation system and its components with particular emphasis on negotiation strategies. A negotiation strategy defines strategic tactics, which advise on the proper action to select from a set of possible actions that optimizes negotiation outcomes. A strategy should integrate negotiation goals and reactive attitudes. Usually, a fixed strategy is implemented during the course of negotiation regardless of significant decision-making factors including market status, opponent’s profile, or eagerness for a negotiated goods/service. The chapter presents the main negotiation strategies and outlines the different decision-making factors that should be considered. A strategy uses a utility function to evaluate the offer of an opponent and advises on the generation of a counter offer or the best interaction. The authors finally discuss different utility functions presented in the literature.

Shortening Automated Negotiation Threads via Neural Nets

2011 ◽  
pp. 1418-1425
Author(s):  
Ioanna Roussaki ◽  
Ioannis Papaioannou ◽  
Miltiades Anagnostou
Keyword(s):  
Intelligent Agents ◽  
Autonomous Agents ◽  
Research Field ◽  
Future Research ◽  
Negotiation Strategy ◽  
Negotiation Strategies ◽  
Negotiation Protocol ◽  
Automated Negotiations ◽  
Formal Problem ◽  
To Come

In the artificial intelligence domain, an emerging research field that rapidly gains momentum is Automated Negotiations (Fatima, Wooldridge, & Jennings, 2007) (Buttner, 2006). In this framework, building intelligent agents (Silva, Romão, Deugo, & da Silva, 2001) adequate for participating in negotiations and acting autonomously on behalf of their owners is a very challenging research topic (Saha, 2006) (Jennings, Faratin, Lomuscio, Parsons, Sierra, & Wooldridge, 2001). In automated negotiations, three main items need to be specified (Faratin, Sierra, & Jennings, 1998) (Rosenschein, & Zlotkin, 1994): (i) the negotiation protocol & model, (ii) the negotiation issues, and (iii) the negotiation strategies that the agents will employ. According to (Walton, & Krabbe, 1995), “Negotiation is a form of interaction in which a group of agents, with conflicting interests and a desire to cooperate try to come to a mutually acceptable agreement on the division of scarce resources”. These resources do not only refer to money, but also include other parameters, over which the agents’ owners are willing to negotiate, such as product quality features, delivery conditions, guarantee, etc. (Maes, Guttman, & Moukas, 1999) (Sierra, 2004). In this framework, agents operate following predefined rules and procedures specified by the employed negotiation protocol (Rosenschein, & Zlotkin, 1994), aiming to address the requirements of their human or corporate owners as much as possible. Furthermore, the negotiating agents use a reasoning model based on which their responses to their opponent’s offers are formulated (Muller, 1996). This policy is widely known as the negotiation strategy of the agent (Li, Su, & Lam, 2006). This paper elaborates on the design of negotiation strategies for autonomous agents. The proposed strategies are applicable in cases where the agents have strict deadlines and they negotiate with a single party over the value of a single parameter (single-issue bilateral negotiations). Learning techniques based on MLP and GR Neural Networks (NNs) are employed by the client agents, in order to predict their opponents’ behaviour and achieve a timely detection of unsuccessful negotiations. The proposed NN-assisted strategies have been evaluated and turn out to be highly effective with regards to the duration reduction of the negotiation threads that cannot lead to agreements. The rest of the paper is structured as follows. In the second section, the basic principles of the designed negotiation framework are presented, while the formal problem statement is provided. The third section elaborates on the NN-assisted strategies designed and provides the configuration details of the NNs employed. The fourth section presents the experiments conducted, while the fifth section summarizes and evaluates the results of these experiments. Finally, in the last section, conclusions are drawn and future research plans are exposed.

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