How representatives with a dovish constituency reach higher individual and joint outcomes in integrative negotiations

2016 ◽  
Vol 21 (1) ◽  
pp. 111-126 ◽  
Author(s):  
Hillie Aaldering ◽  
Femke S. Ten Velden
Keyword(s):  
Information Exchange ◽  
Negotiation Process ◽  
Optimal Outcomes ◽  
Integrative Negotiation ◽  
Individual Outcomes ◽  
Value Claiming

Representative negotiations often take a competitive course due to constituency pressures. However, in multi-issue integrative negotiation settings, using a competitive value-claiming strategy may result in less than optimal outcomes for both parties. In this experiment, we compared the negotiation process and outcomes of representatives with hawkish versus dovish constituencies. Representatives with a dovish constituency engaged in more information exchange and less contentious tactics, resulting in fewer impasses and higher quality agreements. Although representatives with a hawkish constituency claimed more value by placing higher demands, this negatively affected not only their joint, but also their individual outcomes. Overall, results suggest that representatives with a dovish constituency achieve better outcomes, both on an individual and dyadic level.

STILL A MAN'S WORLD? SECOND GENERATION GENDER BIAS IN EXTERNAL EQUITY TERM SHEET NEGOTIATIONS

2016 ◽  
Vol 21 (03) ◽  
pp. 1650015 ◽  
Author(s):  
ETHNÉ SWARTZ ◽  
FRANCES M. AMATUCCI ◽  
SUSAN COLEMAN
Keyword(s):  
Gender Bias ◽  
Women Entrepreneurs ◽  
Second Generation ◽  
Negotiation Process ◽  
Future Research ◽  
Exploratory Research ◽  
Endogenous Factors ◽  
Optimal Outcomes ◽  
Equity Funding ◽  
External Equity

Women increasingly start and lead growth ventures yet receive a small proportion of external equity funding. Term sheet negotiation is a pivotal moment for obtaining growth capital. We employ a multi-method, mixed mode research design to explore strategies of women entrepreneurs who have negotiated term sheets and discuss our quantitative findings. Results indicate that women entrepreneurs in our sample worked hard to achieve optimal outcomes yet come up short because of exogenous and endogenous factors linked to second generation gender bias in the negotiation process. Propositions for future research are generated given the results of this exploratory research.

scholarly journals A Study of Integrative Bargaining Model with Argumentation-Based Negotiation

2019 ◽  
Vol 11 (23) ◽  
pp. 6832 ◽  
Author(s):  
Jinsoo Park ◽  
Hamirahanim Abdul Rahman ◽  
Jihae Suh ◽  
Hazami Hussin
Keyword(s):  
Negotiation Process ◽  
Human Interaction ◽  
Bargaining Model ◽  
Automated Negotiation ◽  
Integrative Bargaining ◽  
Integrative Negotiation ◽  
Online Purchase ◽  
Agent Negotiation ◽  
Strategy Model ◽  
Future Negotiation

E-commerce is increasingly competitive and there is a constant need for new approaches and technology to facilitate exchange. Emerging techniques include the use of artificial intelligence (AI). One AI tool that has sparked interest in e-commerce is the automated negotiation agent (negotiation-agent). This study examines such agents, and proposes an offer strategy model of integrative negotiation for a negotiation-agent with a focus on negotiation agent-to-human interaction. More specifically, a new offer strategy was developed based on the integrative bargaining model, which emphasizes the importance of exchanging information among negotiators and multi-issue negotiation that includes package offers to achieve an integrative (win-win) outcome. This study incorporated an argumentation-based negotiation and the negotiation tactic of multiple equivalent simultaneous offers, which was programmed into the negotiation-agent. An experiment was conducted performing 49 negotiation-agent-to-human negotiations over three issues in online purchase tasks to demonstrate the effectiveness of the proposed strategy. Experimental results indicated that the proposed offer strategy with agent negotiation can enhance the persuasiveness of an offer and the performance of negotiation outcome (human counterpart’s perception toward negotiation process, opponent–agent and desire for future negotiation). The findings confirmed the effectiveness of the proposed design and demonstrated an innovative approach to e-commerce transactions.

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 Do narrar o virtual e o real: experiência de uma tradução

ILUMINURAS ◽  
2011 ◽  
Vol 12 (29) ◽  
Author(s):  
Mauren Pavão Przybylski
Keyword(s):  
Social Interaction ◽  
Collective Memory ◽  
Information Exchange ◽  
Negotiation Process ◽  
The Internet ◽  
Interaction Information ◽  
Plural Subject ◽  
The City ◽  
Do So

Esta reflexão pretende ver a memória não só como seletiva, mas como um processo de negociação que visa conciliar a memória coletiva e a individual. Para tanto, se pretende considerar imagens e discursos elaborados por sujeitos que ocupam um determinado espaço, espaço esse em que acontecem conflitos, convívio social, trocas de informações, sensibilidades e práticas que conferem sentidos e significados. A internet é, por sua vez, ferramenta de constituição de um sujeito plural.  Ver e analisar a cidade não só por suas construções arquiteturais e por suas possíveis ocupações no espaço, mas, sobretudo, pela dimensão da existência, visto que ela é construída por homens e suas relações é o objetivo desta análise. Palavras chave: Memória. Internet. Espaço. Sujeito. Cidade.   Narrating the virtual and real: experience of a translation  Abstract   This reflection aims to see not only how selective memory, but as a negotiation process that seeks to reconcile individual and collective memory. To do so, whether to consider pictures and speeches written by individuals who occupy a given space, the space in which conflicts occur, social interaction, information exchange, sensibilities and practices that give sense and meaning. The Internet is, in turn, a tool for creating a plural subject .View and analyze the city not only for their architectural constructions and their possible occupations in space, but mainly by the dimension of existence, since it is built by men and their relationships is the goal of this analysis. Keywords: Memory. Internet. Space. Subject. City.

A Tale of Two Tragedies: Bhopal Gas Leak in India and BP Oil Spill in US

2016 ◽  
pp. 1-25
Author(s):  
Dheeraj Sharma
Keyword(s):  
Oil Spill ◽  
Emerging Economy ◽  
Negotiation Process ◽  
Cross Cultural ◽  
Communication Process ◽  
Cultural Issues ◽  
Bp Oil Spill ◽  
Optimal Outcomes ◽  
Gas Leak

The case deals with comparison of two events namely Bhopal Gas Tragedy and BP Oil Spill Tragedy. Specifically, the case compares the negotiation process and its outcome. In other words, the case compares how negotiation was carried out on behalf of victims of these tragedies and resulted in optimal outcomes in one situation and sub-optimal outcomes in another situation. It case also provides insights into cross-cultural issues in negotiation process as one of the events took place in emerging economy (India) and other one in a developed economy (USA). The case gives insight for individuals on how handle communication process during the course of negotiation.

scholarly journals Exploring forensic environments: how do environmental factors influence individual outcomes for residents and staff? A systematic review

2018 ◽  
Vol 22 (4) ◽  
pp. 203-217 ◽  
Author(s):  
Karine Greenacre ◽  
Emma Palmer
Keyword(s):  
Systematic Review ◽  
Interpretative Phenomenological Analysis ◽  
Quantitative Methods ◽  
Current Knowledge ◽  
Extensive Literature ◽  
Correctional Institution ◽  
Content Type ◽  
Optimal Outcomes ◽  
Individual Outcomes ◽  
Psychometric Measures

Purpose Increasing attention is focusing on the role of environments in the rehabilitation of offenders, with a range of reported outcomes in the literature. The purpose of this paper is to explore forensic environments and the outcomes and changes that result, in order to assess the current knowledge in this area and to inform current and future practice. Design/methodology/approach Using a systematic review approach with an extensive literature search and robust application of appraisal methods, nine studies were identified. The studies included one mixed method study (n=1), qualitative methods (n=4) that utilised thematic analysis, interpretative phenomenological analysis and Foucauldian discourse analysis and quantitative methods (n=4) that utilised the responses to psychometric measures including the EssenCES and correctional institution environment scale (CIES) to assess the quality and outcomes associated with environments in forensic settings. Findings Three superordinate themes were identified: factors required for successful environments, factors that influence successful environments and factors affected by successful environments. Research limitations/implications Further research would be beneficial around motivation, as it appears to influence the success of environments and be a potential outcome of environments. Further research might usefully explore the ideal time in services, for optimal outcomes in order to advise those currently commissioning services of this nature. Originality/value In addition to outcomes, this review found factors required for forensic environments that are consistent with previous literature within the field, and factors that might influence how successful environments can be.

scholarly journals A Blockchain Based Buyer-seller Watermark Protocol with Trustless Third Party

2020 ◽  
Vol 13 (6) ◽  
pp. 942-950
Author(s):  
Chunlin Song ◽  
Hong Wang ◽  
Wei Zhang ◽  
Sud Sudirman ◽  
Haogang Zhu
Keyword(s):  
Information Exchange ◽  
Information Technologies ◽  
Negotiation Process ◽  
Third Party ◽  
Perceptual Quality ◽  
The Internet ◽  
Digital Information ◽  
Digital Multimedia ◽  
Conspiracy Attack ◽  
Types Of Information

Background: With the development and innovation of digital information technologies and new-generation Internet information platforms, new types of information exchange methods have been spawned. It has broken the restriction of the traditional internet boundary, and integrated all round connections between people and objects. Methods: Based on the above progresses, digital multimedia contents distributed or published much more convenient on the internet than before and most of them without any copyright protection. The dishonest owner can easily copy and distribute digital multimedia content without reducing any perceptual quality. According to the relative concerns, watermark protocol networks play a very important role in the usage tracking and copyrights infringement authentication, etc. However, most of the watermark protocols always require a “fully trusted third party”, which has a potential risk to suffer conspiracy attack. Results: Therefore, in this paper, we focus on designing a watermark protocol with trustless third party via blockchain for protecting copyrights of owners that they want to publish or distribute on the internet. The proposed watermark protocol includes three sub-protocols which covers the negotiation process, transaction process and identification processes. Conclusion: In addition, this paper also provides a fully detail analysis that describes the benefits and weaknesses of current solution.

scholarly journals Increasing Integrative Negotiation in European Organizations Through Trustworthiness and Trust

2021 ◽  
Vol 12 ◽  
Author(s):  
Patricia Elgoibar ◽  
Francisco J. Medina ◽  
Martin Claes Euwema ◽  
Lourdes Munduate
Keyword(s):  
Human Resources ◽  
Working Hours ◽  
Negotiation Process ◽  
Current Situation ◽  
European Countries ◽  
Risk Prevention ◽  
Integrative Negotiation ◽  
Human Resources Managers ◽  
Labor Negotiations

Integrative negotiation in which employers and employees create value is a major necessity in the current challenging context. Collective labor negotiations in organizations are traditionally focused on mostly distributive issues, such as pay, working hours, and holidays. However, the current situation demands the inclusion of other issues of a potentially more integrative nature, such as telework, sustainability, and risk prevention, the enhancement of which is a major challenge for organizations. In this study, we explore the negotiation process between management and employee representatives (ERs), analyzing the roles of trust and trustworthiness. We collected data from 614 human resources managers from different organizations in 11 European countries. The results confirm that ERs who management perceive to be trustworthy have a greater influence on negotiation, particularly with regard to integrative as opposed to distributive issues, and that trust partially mediates this relationship.

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.

scholarly journals "Enhancement of the Contract Negotiation Process In Agency Relationships in IT Outsourcing A model for improving contract negotiations and the emergence of trust between principals and agents in IT outsourcing agency relationships"

2020 ◽  
Author(s):  
◽  
Frank Henrich
Keyword(s):  
Agency Theory ◽  
Information Exchange ◽  
Well Being ◽  
Negotiation Process ◽  
Theory And Practice ◽  
It Outsourcing ◽  
Contract Negotiations ◽  
Agency Relationships ◽  
Wide Range ◽  
Hidden Actions

The research aims at establishing an understanding of the influencing factors and their enhancement through a contract enhancement model (CEM) in order to ensure an improved course of contract negotiations between principals and agents in agency relationships in IT outsourcing. The research discusses the phenomenon of hidden actions and their occurrences, challenges and solutions as explained in the agency theory (JENSEN/MECKLING, 1976). The CEM helps to ensure that the phenomenon of hidden actions as well as opportunistic behaviour are reduced and maximation of benefit is given and shared between the parties. To guarantee a better understanding, the research sets the theoretical facts of the agency theory in conjunction with facts of other theories, such as economics and social cognitive science, in order to manifest the content of the CEM and to ensure that the theoretical framework of the research is based on solid grounds. The research contributes to theory and practice. It provides an enhanced approach for solving challenges arising from hidden actions. With the help of the CEM, the research instructs and guides interacting parties in agency relationships in IT outsourcing how to increase the speed, the efficiency and the effectiveness of their contract negotiations to enable them to develop a solid foundation for a long-lasting business relationship, from the very beginning. Previous research has been conducted in the field of enhancing relationships between principals and agents, but such research has focused on enhancing communication and knowledge transfer between the parties (Henrich, 2011). The present research is understood as a continuation of this previous research. As mentioned above, it aims at enhancing contract negotiations by making them more efficient and speeding them up to help principals and agents in agency relationships in IT outsourcing to run through the process of contract negotiations more effectively. Besides focusing on agency theory, the research also draws on literature in the field of outsourcing, trust and information exchange. In the past, various studies have shown that many outsourcing projects have failed to run for a prolonged period or have been interrupted, renegotiated or even terminated (Leimeister, 2010, p. 2). The literature shows that generally research has already contributed to this subject with a wide range of theories about the constitution and characterisation of mutual exchange between organisations (Kuhlmann, 2012, p. 3). Solving the conflict of information asymmetry as described in the agency theory will lead to an increase of total well-being and should be the aspired solution from a utilitarian point of view (Zaggl, 2012, p. 7).

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