The negotiator's assembly line

<p>This thesis explores how a weaker negotiating party may be able to effectively manage information as a tool to leverage power imbalances in negotiations. Although these imbalances may never be completely resolved, the effective management of information will enable the weaker party to stack their advantages in their favour to increase their chances for a fairer outcome. The thesis will look at the management of information through the phases of gathering, processing and conveying information. It is proposed that these phases are managed by three specific professionals, the analytical investigator, the innovative inventor and the diplomatic salesperson. These archetypes personify certain attributes that a negotiator can evoke when extracting applicable intelligence from raw information to use in negotiation discussions. The intention is for raw information to be processed as applicable intelligence through these phases in an assembly-line fashion to produce options for mutual gain for the negotiating parties. In the process of establishing this assembly line, the thesis will also explore the interplay between competitive and collaborative negotiation strategies. With this exploration, a negotiator may be able to be integrate these strategies to negotiate on both bargaining and problem-solving platforms using the Negotiator’s Assembly Line.</p>

The negotiator's assembly line

<p>This thesis explores how a weaker negotiating party may be able to effectively manage information as a tool to leverage power imbalances in negotiations. Although these imbalances may never be completely resolved, the effective management of information will enable the weaker party to stack their advantages in their favour to increase their chances for a fairer outcome. The thesis will look at the management of information through the phases of gathering, processing and conveying information. It is proposed that these phases are managed by three specific professionals, the analytical investigator, the innovative inventor and the diplomatic salesperson. These archetypes personify certain attributes that a negotiator can evoke when extracting applicable intelligence from raw information to use in negotiation discussions. The intention is for raw information to be processed as applicable intelligence through these phases in an assembly-line fashion to produce options for mutual gain for the negotiating parties. In the process of establishing this assembly line, the thesis will also explore the interplay between competitive and collaborative negotiation strategies. With this exploration, a negotiator may be able to be integrate these strategies to negotiate on both bargaining and problem-solving platforms using the Negotiator’s Assembly Line.</p>

From constraints to participation: A study of the behaviour of New Zealand travellers with mobility impairments

<p>Individuals with disabilities have been acknowledged in the literature to have the same desire to travel as their able-bodied counterparts. However, participation in tourism imposes disproportional challenges for many of them and there are still various areas that need to be improved. Research on travellers with disabilities is still in its infancy and most studies concentrate on barriers and constraints to participation. Not much is known about how these constraints are being dealt with and what influence they have on travel experiences of travellers with disabilities. This study explores the travel experiences of travellers with mobility impairments, with a focus on travel constraints and the negotiation strategies. This research draws upon the author’s personal experience as a traveller with mobility impairments who has faced travel constraints and tried to negotiate and overcome those constraints. I enjoy personal travel experiences and believe travel is a fundamental right for those with disabilities. Using an approach based on the social model of disability enhanced with a degree of human agency, this research was undertaken with travellers who have some degree of privileged status in terms of access to opportunities and resources required for travel. They voice concerns and problems, but they also demonstrate human agency which is significant for their travel experiences. The study seeks better insight into the tension between travel constraints and the ability of travellers with mobility impairments to participate in tourism. Constraints, negotiation strategies, and their influence on participation are addressed across different scales: the intrapersonal, interpersonal, and structural. A qualitative methodology informed by an interpretive social sciences paradigm enables this study to access people’s experiences expressed in their own words, give voice to them to get the meaning of social interactions, and thereby explain their travel experiences. Fourteen New Zealand-based participants aged between 18 and 44 were recruited, all of whom have either a congenital or acquired a mobility impairment. In-depth semi-structured interviews were designed with a staggered approach comprising three interview sessions with each participant. Overall, 42 interview sessions with 14 participants resulted in detailed data which was analysed using a content analysis approach. The analysis focused on the travel experiences of travellers with mobility impairments which span over degrees of participation: from non-participation to partial participation to full participation. This outlined the tension between constraints and negotiation and how the final levels of participation were impacted by that tension. Travel constraints, negotiation strategies, and tourism facilitators ‒ in three levels of intrapersonal, interpersonal, and structural ‒ affected the levels of participation. Sometimes participants used negotiation strategies from a different category than the constraint; for instance, an interpersonal negotiation strategy to overcome a structural constraint. The research confirmed many of the factors identified in the literature but revealed a greater range of constraints, facilitators and negotiation strategies, including some that have not previously been explored, for example, time (constraint), resilience and determination (facilitator), and developing emotional skills (negotiation strategy). The findings also revealed that some factors could influence participation with multiple roles. Equipment and money could be constraints, facilitators, and negotiation strategies in different travel experiences. Although generalized helplessness around travel was not observed in the sample, individual incidents of feeling a sense of helplessness had an effect on participation in tourism. Participants’ disability, more specifically the type and severity of their impairments, was another determining factor for participation. Lastly, the type of trip and destination were significant in terms of constraints encountered, negotiation strategies used, and the level of participation. Participants regarded business trips as the easiest (when compared to VFR and pleasure travel) with fewer constraints that generally were easier to overcome. Most participants also regarded domestic trips as easier compared to international trips due to their familiarity with the travel context. The research brings together the theory of negotiation, the theory of learned helplessness, and the leisure constraints model into a single study to understand different levels of participation among travellers with mobility impairments. Therefore, it contributes to an understanding of the travel experiences of travellers with mobility impairments in the New Zealand context and the implications of disabilities for travel. Hence, the research hopes to promote the changes required to improve the travel experiences of travellers with mobility impairments. Based on the theoretical and practical contributions of the study, several recommendations are provided for the tourism industry and the policy-makers. These recommendations aim at moving towards a more inclusive and fair tourism for travellers with disabilities.</p>

From constraints to participation: A study of the behaviour of New Zealand travellers with mobility impairments

<p>Individuals with disabilities have been acknowledged in the literature to have the same desire to travel as their able-bodied counterparts. However, participation in tourism imposes disproportional challenges for many of them and there are still various areas that need to be improved. Research on travellers with disabilities is still in its infancy and most studies concentrate on barriers and constraints to participation. Not much is known about how these constraints are being dealt with and what influence they have on travel experiences of travellers with disabilities. This study explores the travel experiences of travellers with mobility impairments, with a focus on travel constraints and the negotiation strategies. This research draws upon the author’s personal experience as a traveller with mobility impairments who has faced travel constraints and tried to negotiate and overcome those constraints. I enjoy personal travel experiences and believe travel is a fundamental right for those with disabilities. Using an approach based on the social model of disability enhanced with a degree of human agency, this research was undertaken with travellers who have some degree of privileged status in terms of access to opportunities and resources required for travel. They voice concerns and problems, but they also demonstrate human agency which is significant for their travel experiences. The study seeks better insight into the tension between travel constraints and the ability of travellers with mobility impairments to participate in tourism. Constraints, negotiation strategies, and their influence on participation are addressed across different scales: the intrapersonal, interpersonal, and structural. A qualitative methodology informed by an interpretive social sciences paradigm enables this study to access people’s experiences expressed in their own words, give voice to them to get the meaning of social interactions, and thereby explain their travel experiences. Fourteen New Zealand-based participants aged between 18 and 44 were recruited, all of whom have either a congenital or acquired a mobility impairment. In-depth semi-structured interviews were designed with a staggered approach comprising three interview sessions with each participant. Overall, 42 interview sessions with 14 participants resulted in detailed data which was analysed using a content analysis approach. The analysis focused on the travel experiences of travellers with mobility impairments which span over degrees of participation: from non-participation to partial participation to full participation. This outlined the tension between constraints and negotiation and how the final levels of participation were impacted by that tension. Travel constraints, negotiation strategies, and tourism facilitators ‒ in three levels of intrapersonal, interpersonal, and structural ‒ affected the levels of participation. Sometimes participants used negotiation strategies from a different category than the constraint; for instance, an interpersonal negotiation strategy to overcome a structural constraint. The research confirmed many of the factors identified in the literature but revealed a greater range of constraints, facilitators and negotiation strategies, including some that have not previously been explored, for example, time (constraint), resilience and determination (facilitator), and developing emotional skills (negotiation strategy). The findings also revealed that some factors could influence participation with multiple roles. Equipment and money could be constraints, facilitators, and negotiation strategies in different travel experiences. Although generalized helplessness around travel was not observed in the sample, individual incidents of feeling a sense of helplessness had an effect on participation in tourism. Participants’ disability, more specifically the type and severity of their impairments, was another determining factor for participation. Lastly, the type of trip and destination were significant in terms of constraints encountered, negotiation strategies used, and the level of participation. Participants regarded business trips as the easiest (when compared to VFR and pleasure travel) with fewer constraints that generally were easier to overcome. Most participants also regarded domestic trips as easier compared to international trips due to their familiarity with the travel context. The research brings together the theory of negotiation, the theory of learned helplessness, and the leisure constraints model into a single study to understand different levels of participation among travellers with mobility impairments. Therefore, it contributes to an understanding of the travel experiences of travellers with mobility impairments in the New Zealand context and the implications of disabilities for travel. Hence, the research hopes to promote the changes required to improve the travel experiences of travellers with mobility impairments. Based on the theoretical and practical contributions of the study, several recommendations are provided for the tourism industry and the policy-makers. These recommendations aim at moving towards a more inclusive and fair tourism for travellers with disabilities.</p>

The Mediating Role of Managing the High Involvement Management Between Organizational Power and Negotiation StrategiesAnalytical Research of the Views of a Sample of Leaders of the Iraqi Ministry of Industry and Minerals

The research aims to test the relationship and impact of High Involvement Management as an independent variable in negotiation strategies as a response variable, at the headquarters of the Iraqi Ministry of Industry and Minerals in Baghdad Governorate, and then trying to come up with a set of recommendations that contribute to strengthening the negotiations carried out by the ministry’s leaders and based on the importance of the topic of research in public organizations and the importance of the surveyed organizations to the society. The descriptive-analytical approach was adopted in the completion of this research, and the research included a sample of (180) leaders of the Iraqi Ministry of Industry and Minerals, and data was collected from (120) respondents who represent the research community exclusively and comprehensively, represented by (general managers, directors of departments people managers). By adopting the questionnaire, which included (47) paragraphs, the personal interviews were used during the distribution of the questionnaire and the explanation and clarification of its paragraphs. The research adopted the program Amos V.26, Spss V.26) with the adoption of descriptive statistics methods (linearity test, normal distribution test, confirmatory factor analysis, building models of variables, arithmetic mean, percentages, standard deviation, relative importance, and coefficient of variation, Pearson correlation coefficient, simple regression coefficient, path analysis, Sobel test) to test its hypotheses. As for the most prominent conclusions of the research that showed the validity of the hypotheses, they were embodied in the effect of high inclusion directly in the negotiation process and its strategies, and from it, we conclude that the management of high inclusion affects the negotiation directly and indirectly, and on this basis, these indirect influences contributed to increasing the value of the effect. The research came out with a number of recommendations; the most important of which is the investment of the reciprocal and interactive relationship between the management of high containment and negotiation strategies, directly or indirectly, with the realization that their elements and dimensions and their ability to develop, change and add in a way that coincides with the development and diversity of jobs and changes in the accelerating environment

Masked mimicry: The way of neo-culturalism

Currently, the world is in the grip of a new health and social crisis linked to the coronavirus disease 2019 (COVID-19) pandemic. In this article, we opt for a descriptive and analytical sociological analysis of behaviours and reactions resulting from the introduction of barrier measures, imposed for the prevention of COVID-19 disease, in particular wearing of a mask, while focusing our interest on the Algerian society. The reactions are multiple and inform us about the issues and negotiation strategies for the integration of this new behaviour qualified as preventive to contain the pandemic: a societal phenomenon on a global scale which has triggered a process of normalisation through the integration of neo-culturalism of the Proxemic type with a pandemic character. According to the recommendations of the study, a Proxemic neo-culturalism is in the process of spreading in a pandemic manner, to establish an interactional balance through the emergence of a new social dynamic made concrete by the adaptation of ‘honest signals’. Keywords: Facial mimicry, mask, COVID-19, protection, social distancing, neo-culturalism.

Prisoners of their own device: Brexit as a failed negotiating strategy

Brexit has occasioned a rightward shift in British politics as successive leaders have grappled with the difficulties of negotiating with the European Union and the vicissitudes of politics in the governing Conservative party. Explanations for the hardening of Eurosceptic preferences focus on the demands of ‘taking back control’ and the polarisation of post-referendum politics as key drivers. But they have not explored the ways in which negotiation strategies shaped – rather than reflected – domestic political developments. Drawing on two-level games accounts of ‘synergistic’ bargaining, this article argues both David Cameron and Theresa May sought to leverage Eurosceptic sentiment in their respective negotiations to make it more credible the United Kingdom would walk away if its demands were rejected. While both leaders failed to convey their resolve, they inadvertently strengthened Eurosceptic constituencies back home, contributing to the paucity – and the rejection – of their negotiated agreements.

Goal orientation and negotiation strategies: an empirical analysis

Purpose This study aims to examine how negotiators’ goal orientations may affect their negotiation strategy and consequently the negotiation outcomes. Design/methodology/approach Using cross-sectional data collected from a Fortune 500 Global firm based in France, this study empirically examines how goal orientations of negotiators may affect their value creation (win-win) and value-claiming (win-lose) negotiation behavior reflecting their desired outcome in a given sales negotiation. In so doing, this study proposes a conceptual model and tests a number of hypotheses using partial least squares structural equation modeling. Findings This study shows that learning and performance goal orientations (PGO) are indeed related with two commonly used negotiation strategies: win-win (integrative) and win-lose strategies (distributive) strategies, respectively. The results indicate that while the learning orientation has a positive relationship with a win-win strategy and a negative relationship with a win-lose negotiation strategy, just the opposite is true with the PGO, which is positively related to win-lose strategy and negatively related to win-win strategy. Originality/value To the best of the authors’ knowledge, this research represents one of the first attempts to connect goal orientations with negotiations strategies to achieve desired negotiation outcome using data from salespeople with negotiation experience.