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Negotiation: Readings, exercises, and cases (3rd ed.).
Abstract
This book represents a compilation of articles on negotiation and related topics: conflict, conflict resolution, power, influence, and persuasion. Most of the articles were selected from newspapers, magazines, and management journals. We chose them because they made very good points, were very readable, and were not unnecessarily theoretical or technical.
One purpose of this book—and the related practice activities (role plays and simulations)—is to help the student overcome the fear of negotiating. This fear can be overcome through mastery of the concepts presented here and practice of the related skills. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
... It is during the outcome phase of Spector's [36] model that participants use their bargaining behaviour based on their personalities and perceptions to facilitate power plays and achieve outcomes favourable to themselves. The relevance to IS requirements negotiation is that stakeholder consensus is contingent on the alignment of stakeholder perceptions and expectations [7,12,24,27,28,33]. ...
... Every stakeholder enters negotiation with their own set of personal norms [27,28]. These are the moral and ethical guidelines developed in individuals through their specific family and social experiences as they have grown up. ...
... Easterbrook [18] supported this stating during elicitation of requirements, comparison of viewpoints can shed new light on requirements to illuminate conflict but can also facilitate conflict resolution. It is also commonly accepted conflict influences IS stakeholder outcome expectations and fairness judgments [15,27,28,36,38]. One participant in the case study mentioned that during a conflict a counterpart had adjusted their opinion when they were offered an alternative to the original outcome. ...
This paper discusses the issues of stakeholder consensus making and in particular aspects of stakeholder personality, social, project and environmental factors, as they all combine to influence stakeholder bargaining behaviour. It discusses the development of the Interaction Model of Consensus (IMC) which demonstrates the interdependence between the communication, negotiation and consensus processes during Information System (IS) requirement elicitation. Using empirical data as a catalyst for discussion, the paper examines the communication and negotiation processes and their impact on forming stakeholder consensus in selecting IS requirements.
... Negotiation is a process in which two or more people (groups), despite having different decisions, strive to reach an agreement (Morhed & Griffin, 2005). Multiple studies have indicated a significant relationship between negotiation and the reduction of marital conflicts (Hassannejad et al., 2017;Larson, 2001;Saunders et al., 2003;Straus et al., 1996). It should be noted that conflicts A E-ISSN: 3041-8798 and disagreements in any marital relationship are natural and unavoidable. ...
Objective: This research aimed to compare the effectiveness of therapist-assisted couple therapy and emotion-focused couple therapy on psychological well-being, negotiation enhancement, and aggression reduction in women victims of spousal violence. Methods: The study was applied, field-based, and quasi-experimental, employing a pre-test, post-test design with a control group. The sample consisted of couples attending counseling and psychotherapy centers in Qom during the second half of 2021. Out of these, 45 couples were randomly assigned after entry criteria control into three groups: emotion-focused treatment group (15 couples), therapist-assisted treatment group (15 couples), and a control group (15 couples). The research tools included the Strauss et al. (1979) Conflict Tactics Scales and the Ryff (1989) Psychological Well-Being Scales, which were administered to the female victims in three phases: pre-test, post-test, and follow-up. The emotion-focused group received Johnson’s (2003) training package over nine sessions, and the therapist-assisted group received Aghayousefi et al.’s (2020) training package over eight sessions. The control group received no intervention. Data were analyzed using repeated measures ANOVA and SPSS software version 26. Findings: Results showed that both emotion-focused and therapist-assisted couple therapies significantly reduced aggression (F = 90.30, p < .001), increased negotiation (F = 64.47, p < .001), and enhanced psychological well-being (F = 103.81, p < .001) in the female victims of spousal violence, with these effects maintained at follow-up. However, the emotion-focused therapy package was more successful in improving psychological well-being, negotiation, and reducing aggression than the therapist-assisted therapy package. Conclusion: The findings suggest that both emotion-focused and therapist-assisted couple therapies are effective interventions for resolving conflicts and improving psychological well-being.
... La negociación distributiva de alguna manera permite lograr ciertos objetivos independientemente del tipo rudo de su estructura, el cual en algún momento y en algún tipo de culturas pudiera funcionar, pero en otros podría ser materia de conflicto por los métodos utilizados en la misma. "El poder distributivo otorga recompensas, pero por su naturaleza es desafiante, impredecible en este mundo contradictorio en que vivimos… En cualquier negociación (domésticas o internacionales), los participantes cuentan con diferentes puntos de vista y diferentes objetivos, según lo mencionan" (Drew, M., Mayfield, J., Herbig, P. en Lewicki, 2003). ...
Las relaciones comerciales, políticas y culturales que surgen entre los Estados
es fenómeno de las Relaciones Internacionales que han sido estudiadas por la
disciplina que lleva el mismo nombre. Los internacionalistas desde el surgimiento
como ciencia en 1919 se han dado la tarea de describir, analizar e interpretar
los fenómenos, políticos, económicos y sociales que se manifiestan en el Sistema
Internacional.
Las transformaciones mundiales que están operando en la actualidad son producto
de un conjunto de interrelaciones que se generan entre la diversidad cultural, los
procesos de cambio tecnológico, la globalización de las fuerzas económicas,
el entorno natural y la necesidad de nuevos valores, que son los que afectan la
práctica de las relaciones internacionales.
La apertura económica generada a partir del proceso de globalización ha
provocado incentivos para una mayor competencia de las unidades subnacionales
en el mercado internacional por colocar sus exportaciones y atraer inversión a sus
territorios (Schiavon, 2010).
Los estudios que se han realizado sobre las relaciones bilaterales entre Corea del
Sur y América Latina, principalmente México, demuestran un incremento en las
inversiones económicas en los últimos 15 años. De esta manera observamos que
las relaciones México-Corea se componen de diversas situaciones y vicisitudes que
estos países han tenido que padecer y las cuales han ido sorteando. Para tal efecto
es importante conocer los antecedentes históricos de sus políticas tanto al interior
como al exterior de estos países, así como el entendimiento de la transformación
de sus economías, para finalmente poder comprender cómo la relación entre
ambos países se fue forjando hasta llegar a signar acuerdos comerciales, políticos
y culturales los cuales se han ido capitalizando con importantes inversiones en
México y fortaleciendo la actividad de importación y exportación de productos y
servicios entre las dos naciones.
Un estudio realizado por la Comisión Económica para América Latina y el Caribe
(CEPAL, 2013), menciona que el principal aprendizaje que América Latina y el
Caribe pueden asimilar de las relaciones económicas, políticas y culturales con
la República de Corea, es que alcanzar el desarrollo depende críticamente de la
calidad y la coherencia de las políticas públicas de cada país.
Los lazos comerciales entre América Latina y el Caribe y la República de Corea
se han estrechado en los últimos años. En sus inicios el comercio entre ambas
regiones se concentraba en ciertos países, productos y empresas que se componían
principalmente de productos primarios. En los últimos tiempos la inversión
coreana se ha enfocado principalmente en el sector manufacturero, con presencia
en una amplia gama de industrias.
A través de este libro se pretende determinar los factores que en la práctica KIA
Motors México aplica para admitir a las pymes del estado en Nuevo León dentro
de su cadena de suministros ya que esto actualmente es desconocido. Podemos
recurrir a la literatura y encontrar una serie de mejores prácticas, pero todo eso
no está contextualizado ni a México, ni a Nuevo León y tampoco a KIA. Y es este
desconocimiento lo que el proyecto buscará esclarecer.
En este sentido se realizó un trabajo de investigación el cual se llevó a cabo en
dos etapas. La primera etapa consistió en un estudio cualitativo en donde se
desarrollarán entrevistas a profundidad a los líderes de la empresa KIA Motors
México, a funcionarios de gobierno y académicos. En la segunda parte el estudio
tuvo un enfoque cuantitativo en donde se determinará el modelo explicativo y
correlacional a partir de los resultados obtenidos en la primera etapa.
... The framing approach, essentially leading back to the publications of the sociologist Goffman [119] in the 1970s, can also be assigned to constructivist theories; in this case, however, we focus on its potential in the context of conflict resolution. Throughout the course of its development, the framing approach can be found in diverse disciplines such as the study of environmental conflicts, negotiation management, border research, political science, and media science, to name but a few [120][121][122][123][124][125][126][127][128][129]. The theory focuses on the analysis of how events or certain information/topics are embedded in social patterns, and how complex information is cognitively interpreted and communicatively processed through these social patterns in an effort to reduce the complexity of the issue. ...
In recent years, the presence of immersive virtual reality (VR) in everyday life has increased, and VR is also being studied in research. However, this research is essentially limited to technical issues, while the social relevance of VR remains largely unconsidered. Current social science research on VR remains bound to an empiricist paradigm; a theoretical framing is only done in exceptions. This article presents current social science theories related to space and landscape research, describes their application and potentials, with regard to the investigation of virtual spaces, and discusses which theoretical positions are suitable for the investigation of particular immersive VR-related questions. This investigation presents a range of approaches such as essentialism, positivism, and constructivism; theories such as critical, conflict, and discourse; and more-than-representational theories such as Phenomenology, Assemblage, and Actor-Network-Theory.
... Over the years, along with the building of a broad body of theoretical and empirical literature on negotiation -which embraces the development and validation of models and techniques to disclose how individuals should make collective, joint and collaborative agreements -several scholars have defined two predominant negotiation prototypes: distributive and integrative negotiation strategies (Fisher & Ury, 1981;Lewicki, 2009;Lewicki & Litterer, 1985;Lewicki et al., 1992;Neale & Bazerman, 1991;Pruitt, 1981;Ury, Brett, & Goldberg, 1988;Walton & McKersie, 1965). ...
DISTRIBUTIVE/INTEGRATIVE NEGOTIATION STRATEGIES IN INTERNATIONAL CONTEXTS: A COMPARATIVE STUDY.
Sara Benetti, Enrique Ogliastri
ABSTRACT
Integrative and distributive negotiation strategies are a key paradigm of practice, teaching, and research. Are these US formulated negotiation prototypes valid in the rest of the world? We analyze a sample of 214 foreigners who detailed the negotiation behavior they faced in Italy (134) and in the United States (80). Implementing Latent Class Analysis, we identify three clusters of negotiation prototypes: one is distributive and two are integrative. Country is clearly a predictor of clusters’ membership and there are relevant differences in the negotiation strategies between the two cultural groups. Most North American negotiators adopt an integrative strategy, using objectivity, technical criteria and avoiding haggling, even though they are impersonal and less oriented to explore the interests of the counterpart. Italian negotiators are fairly equally distributed between a distributive and an integrative negotiation prototype. The distributive one is the classical type, who conceives the negotiation as a zero-sum game and undertakes a bargaining process. The other one shows some of the typical traits of the integrative negotiation strategy, being oriented to explore interests and to create mutual value within a colleagueship process, but is also expressing and dealing with emotions during the negotiation, a controversial subject of research and practice.
Keywords: Negotiation prototypes, integrative negotiations, culture, latent class analysis, Italy, USA, emotions
INTRODUCTION
The universal validity of negotiation theories has been a major focus of research, particularly comparing and contrasting the behavioral models and prototypes developed in the United States. While there is a general acceptance of the two classic negotiator prototypes discussed in the literature – the distributive (or positional) and integrative (or principled) negotiators (Fisher & Ury, 1981; Walton & McKersie, 1965) – the specific differences due to country cultures are a far less conclusive field.
Our research question is to what extent the prototypes of integrative and distributive negotiators are useful representation of the negotiation behavior of another Western, understudied country (Italy), as compared to negotiators from the USA. Further, we ascertain the impact of country culture on negotiation prototypes.
“Although there continues to be progress in the advancement of theory and knowledge from comparative intracultural negotiation studies, the research on intercultural negotiations continues to lag” (Brett & Thompson, 2016: 75). In fact, throughout the last decades, research on cross-cultural negotiation has spread, especially focusing on the effects of social, political and cultural contexts on the negotiation process, strategies and outcomes.
Our study aligns with this research line and focuses on behaviors that people from different national cultures demonstrate during negotiation processes, as reported by counterparts who have been negotiating with them. We are using a sample of 214 reports on American and Italian negotiators to identify clusters of negotiation prototypes. Employing Latent Class Analysis (Collins & Lanza, 2010), we intend to determine whether belonging to a specific country culture has a relevant impact on the probability of belonging to one of the negotiator clusters. To perform the analysis, we use eight questions directly related to the four principles of negotiations suggested by Fisher, Ury and Patton (1991).
We find three negotiation prototypes, including a new integrative negotiation type for Italy, which is reported as clearly being oriented to explore interests and to create mutual value first, willing to deal with emotions within a colleagueship process. By contrast, the other integrative prototype (which is representative mainly of the USA) is more impersonal, more individualistic (self-centered), and does not deal with emotions; however, similar to the Italian integrative type, it is reported as using objective and technical criteria to distribute value and avoids a haggling process. Implementing a Latent Class Analysis using the country of origin as a covariate, we find that country culture plays a noteworthy role in predicting negotiation strategies and behaviors.
The paper is organized as follows: in the second section we review some relevant literature regarding negotiation prototypes and the connection between negotiation strategies and culture; in the third section we formally define our research question and describe our sample; in the fourth section we outline the main methodological features of the Latent Class Analysis; in the fifth section we comment on the main results of our investigation, complementing quantitative and qualitative inputs; finally, in the sixth section, we draw conclusions and propose possible further development of the research.
Sara.Benetti@incae.edu
Enrique.Ogliastri@incae.edu
... La negociación distributiva de alguna manera permite lograr ciertos objetivos independientemente del tipo rudo de su estructura, el cual en algún momento y en algún tipo de culturas pudiera funcionar, pero en otros podría ser materia de conflicto por los métodos utilizados en la misma. "El poder distributivo otorga recompensas, pero por su naturaleza es desafiante, impredecible en este mundo contradictorio en que vivimos… En cualquier negociación (domésticas o internacionales), los participantes cuentan con diferentes puntos de vista y diferentes objetivos, según lo mencionan" (Drew, M., Mayfield, J., Herbig, P. en Lewicki, 2003). ...
... The first method compares ideal negotiators with average negotiators in real negotiation situations. (e.g.: Neil Rackham, 1980). However, it is not always possible for researchers to access real negation environment. ...
This study aims to develop an original effective conflict resolution and negotiation skills scale which is culturally appropriate for use in Turkish context. The study employed three different phases of inquiry. First interviews were made with 134 working adults (70 male and 64 female) from different work settings to collect real life conflict experiences and to create items. To examine the validity and reliability of the items in the scale, the researchers analysed the results from 159 students (123 female and 36 male). Lastly, 115 employees from a company which produces white appliances, 98 male and 17 female adults participated in the research to test the scale among working adults. Trait Emotional Intelligence Questionnaire (TEIQ-SF) was used to test the convergent validity of the scale. At the end, the research findings showed that Effective Conflict Resolution and Negotiation Skills Scale has 40 items with 7 sub dimensions namely, “negotiator’s style” “rationality and common sense” “sensitivity for opponents” “goal orientation” “planning” “effective communication” “expressing oneself decidedly”. The results show that Effective Conflict Resolution and Negotiation Skills Scale, is a valid and reliable original scale that has its roots in Turkish culture.
... Table 5. The functions of mediator in negotiations (Source: created by the author using the following works: (Colosi 1993;Folberg, Taylor 1993;Mesjasz 1992;Moore 1993;Sheppard 1983)) Negotiation phase (sub process)/Particular tasks of mediator 1. Negotiations planning: ...
... In the field of negotiation studies, the definition of the concepts of distributive and integrative negotiation types was first made by Walton and McKersie (1965) and later popularized by Raiffa (1982). Simply put, when both parties perceive the available resources to be distributed as limited, they are compelled to become competitive and attempt to maximize their own gains at the expense of othersa win-lose situation, or distributive negotiation (Lewicki et al., 1999), often present in fixed-sum bargaining or haggling (Barry and Friedman, 1998;Kersten, 2001). An integrative negotiation is instead present during a negotiation in which one's individual gains do not translate in equal amount into the other's losses. ...
Purpose
After a hiatus in the research on individual differences in negotiation, there has been a surge of renewed interest in recent years followed by several new findings. The purpose of this paper is to explore the effects that personality, as structured by the five-factor model, have over negotiation behavior and decision making in order to create new knowledge and prescribe advice to negotiators.
Design/methodology/approach
This study replicates observations from earlier studies but with the innovation of using a different methodology, as data from a sample of volunteer participants were collected in regard to their personality and behavior during two computerized negotiation simulations, one with the potential for joint gains and the other following a more traditional bargaining scenario.
Findings
Significant results for both settings were found, with the personality dimensions of agreeableness, conscientiousness, and extraversion systematically reoccurring as the most statistically relevant, although expressing different roles according to the type of negotiation and measure being registered. The findings thus suggest a multidimensional relationship between personality and situational variables in which specific traits can either become liabilities or assets depending upon whether the potential for value creation is present or not.
Originality/value
The new findings on the impacts of personality traits on both distributive and integrative negotiations allow negotiators to improve their performance and to adapt to specific distributive or integrative negotiation situations.
... Students enrolled in an upper-level management course were asked to participate in the intergroup negotiation experiment. Participants took part in a negotiation called the Twin Lakes Mining Company, adapted from Lewicki et al. (2003). The negotiation involved three integrative issues between town officials and a mining company. ...
Research on groups in organizations has regularly identified the presence of favoritism toward members of one’s ingroup. Identity with a social group helps understand this bias, yet the mechanisms that may undermine the process have not been well documented. This study investigates the effect that not adhering to group expectations has on the positive bias otherwise awarded ingroup members, thus extending the literature on social identity theory and intragroup dynamics. Given that ingroup members, as compared to outgroup members, are expected to reciprocate loyalty and trust, this study examines what happens to the bias for the ingroup member that does not adhere to group expectations. Results from an intergroup negotiation experiment support the hypotheses that breaching group norms minimizes the ingroup bias effect. More importantly, results revealed a reversal of the ingroup bias, whereby ingroup members who did not uphold group expectations were evaluated more negatively than outgroup members.
... Gdy menedżer projektu zadaje sobie podstawowe pytania dotyczące motywowanie pracowników takie jak: czy pracownicy odczuwają satysfakcję z pracy?, w jakim stopniu pracownicy są zaangażowani w pracę? oraz czy zadowolenie z pracy i zaangażowanie pracowników wpływają na wydajność pracowników to udzielenie na nie odpowiedzi jest znacznie trudniejsze w środowisku projektu niż w organizacji procesowej 6 . ...
We współczesnych organizacjach, nawet tych, które zazwyczaj pracują w trybie procesowym, coraz częściej elementem rzeczywistości zarządzania organizacją staje się zarządzanie projektami. Biorąc pod uwagę, że metody zarządzania bazujące na technikach analitycznych nie zapewniają organizacji oczekiwanej przewagi konkurencyjnej większego znaczenia nabierają metody zarządzania zespołem projektowym. Celem artykułu jest zidentyfikowanie
i opisanie najtrudniejszych zadań i sytuacji dla menedżera projektu związanych z zarządzaniem zespołem projektowym. W artykule przedstawiono trzy etapy zarządzania zespołem projektowym: 1) etap planowania organizacyjnego, który jest silnie powiązany z planowaniem komunikacji w zespole projektowym; 2) etap pozyskiwania personelu ze szczególnym uwzględnieniem metod doboru pracowników do zespołu projektowego, w tym także podstawowe estymatory czasu realizacji zadań w projekcie oraz 3) etap kształtowania zespołu niezbędny do rozwijania i doskonalenia pracy zespołowej, w którym bardzo istotną rolę odgrywają struktury zarzadzania zespołem projektowym. Na każdym z tych etapów menedżer projektu napotyka określone trudności związane z zarządzaniem zespołem projektowym, dlatego też w artykule zaprezentowano wyniki obserwacji dotyczących umiejętności menedżera projektu, takich jak m.in.: budowanie tożsamości zespołu, określanie ról zespołowych, motywowanie zespołu projektowego oraz budowanie zaangażowania, które są niezbędne do osiągnięcia sukcesu projektu. W artykule szczególną uwagę zwrócono także na zagadnienie zarządzania konfliktem w zespole projektowym. Przedstawiono klasyfikację poziomów rozpatrywania konfliktów; czynniki wskazujące na konstruktywną oraz destrukcyjną naturę konfliktu a także podstawowe style zarządzania konfliktem. Jednym z wyzwań menedżera projektu opisanym w niniejszym artykule jest także zarządzanie nową generacją pracowników nazywanych „generacją Y”.
... La negociación distributiva de alguna manera permite lograr ciertos objetivos independientemente del tipo rudo de su estructura, el cual en algún momento y en algún tipo de culturas pudiera funcionar, pero en otros podría ser materia de conflicto por los métodos utilizados en la misma. "El poder distributivo otorga recompensas, pero por su naturaleza es desafiante, impredecible en este mundo contradictorio en que vivimos… En cualquier negociación (domésticas o internacionales), los participantes cuentan con diferentes puntos de vista y diferentes objetivos, según lo mencionan" (Drew, M., Mayfield, J., Herbig, P. en Lewicki, 2003). ...
Las relaciones comerciales, políticas y culturales que surgen entre los Estados es fenómeno de las Relaciones Internacionales que han sido estudiadas por la disciplina que lleva el mismo nombre. Los internacionalistas desde el surgimiento como ciencia en 1919 se han dado la tarea de describir, analizar e interpretar los fenómenos, políticos, económicos y sociales que se manifiestan en el Sistema
Internacional.
Las transformaciones mundiales que están operando en la actualidad son producto de un conjunto de interrelaciones que se generan entre la diversidad cultural, los procesos de cambio tecnológico, la globalización de las fuerzas económicas, el entorno natural y la necesidad de nuevos valores, que son los que afectan la práctica de las relaciones internacionales.
La apertura económica generada a partir del proceso de globalización ha provocado incentivos para una mayor competencia de las unidades subnacionales en el mercado internacional por colocar sus exportaciones y atraer inversión a sus territorios (Schiavon, 2010).
Los estudios que se han realizado sobre las relaciones bilaterales entre Corea del Sur y América Latina, principalmente México, demuestran un incremento en las inversiones económicas en los últimos 15 años. De esta manera observamos que las relaciones México-Corea se componen de diversas situaciones y vicisitudes que estos países han tenido que padecer y las cuales han ido sorteando. Para tal efecto es importante conocer los antecedentes históricos de sus políticas tanto al interior como al exterior de estos países, así como el entendimiento de la transformación de sus economías, para finalmente poder comprender cómo la relación entre ambos países se fue forjando hasta llegar a signar acuerdos comerciales, políticos y culturales los cuales se han ido capitalizando con importantes inversiones en México y fortaleciendo la actividad de importación y exportación de productos y servicios entre las dos naciones.
Un estudio realizado por la Comisión Económica para América Latina y el Caribe (CEPAL, 2013), menciona que el principal aprendizaje que América Latina y el Caribe pueden asimilar de las relaciones económicas, políticas y culturales con la República de Corea, es que alcanzar el desarrollo depende críticamente de la calidad y la coherencia de las políticas públicas de cada país.
Los lazos comerciales entre América Latina y el Caribe y la República de Corea se han estrechado en los últimos años. En sus inicios el comercio entre ambas regiones se concentraba en ciertos países, productos y empresas que se componían principalmente de productos primarios. En los últimos tiempos la inversión coreana se ha enfocado principalmente en el sector manufacturero, con presencia en una amplia gama de industrias.
A través de este libro se pretende determinar los factores que en la práctica KIA Motors México aplica para admitir a las pymes del estado en Nuevo León dentro de su cadena de suministros ya que esto actualmente es desconocido. Podemos recurrir a la literatura y encontrar una serie de mejores prácticas, pero todo eso no está contextualizado ni a México, ni a Nuevo León y tampoco a KIA. Y es este desconocimiento lo que el proyecto buscará esclarecer.
En este sentido se realizó un trabajo de investigación el cual se llevó a cabo en dos etapas. La primera etapa consistió en un estudio cualitativo en donde se desarrollarán entrevistas a profundidad a los líderes de la empresa KIA Motors México, a funcionarios de gobierno y académicos. En la segunda parte el estudio tuvo un enfoque cuantitativo en donde se determinará el modelo explicativo y correlacional a partir de los resultados obtenidos en la primera etapa.
... Using common values to begin such discussions may be illustrative of integrative or collaborative solutions to common problems. Common values may also provide a fertile ground for inventing options for mutual gain (Lewicki, Litterer, Saunders, and Minton, 1993). Common values that cross cultural and societal boundaries do exist (Sriramesh, 2009), and include basics such as the values of being communicated with honestly and dealt with fairly, not being murdered, property ownership, and not being enslaved (DeGeorge, 2010). ...
... Negotiation has been defined as a discussion aimed at reaching an agreementas the process of talking with another person to settle a matter. People negotiate for resources, information, cooperation, and support [62]. Opportunities A set of circumstances that makes it possible to do something. ...
Purpose:
A paradigm shift is taking place in pediatric rehabilitation research, practice, and policy - a shift towards the real-life contexts of clients rather than requiring clients to navigate the world of pediatric rehabilitation. This article proposes a conceptual framework to bring about a broader awareness of clients' lives and transactional processes of change over the life course.
Method:
The framework draws attention to transactional processes by which individuals, situated in life contexts, change and adapt over the life course and, in turn, influence their contextual settings and broader environments. This framework is based on (a) basic tenets derived from foundational theories taking a life course perspective to change, and (b) transactional processes identified from relevant pediatric rehabilitation models that bring these foundational theories into the pediatric rehabilitation sphere.
Results:
The framework identifies three types of transactional processes relevant to pediatric rehabilitation: facilitative, resiliency, and socialization processes. These processes describe how contexts and people mutually influence each other via opportunities and situated experiences, thus facilitating capacity, adaptation to adversity, and socialization to new roles and life transitions.
Conclusions:
The utility of the framework is considered for research, practice, service organizations, and policy. Implications for Rehabilitation The framework supports practitioners going beyond person and environment as separate entities, to provide services to the "situated person" in real-life contexts The framework shifts the focus from "body structures/functions" and "person in activity" to "person in changing and challenging life contexts" Working from a transactional perspective, practitioner-client conversations will change; practitioners will view client situations through a lens of opportunities and experiences, assess client experiences in real-life contexts, and strive to create context-based therapy opportunities The framework suggests the benefit of greater focus on resiliency processes to support client self-efficacy, self-determination, and autonomy, and socialization processes to enhance ability to enact new life roles at times of transition.
... Models of ethical decision making have largely neglected the role of emotion. Prior models have conceptualized ethical decision making as a product of economic incentives (Alingham & Sandmo, 1972;Holmstrom, 1979) or a mixture of incentives and cognitive factors (Jones, 1995;Jones & Ryan, 1997, 2001Lewicki, Saunders & Minton, 1999;Lewicki, 1983;Lewicki et el., 2003;Trevino, 1986;Grover, 1993;Tenbrunsel & Messick, 2001, 2004Gneezy, 2004;Alingham & Sandmo, 1972;Schweitzer, Ordonez & Douma, 2004). For example, Lewicki (Lewicki, 1983;Lewicki et el., 2003) suggests that individuals make unethical decisions by weighing the perceived benefits and perceived costs of engaging in unethical acts. ...
In this paper we describe the influence of envy on the use of deception. We find that individuals who envy a counterpart are more likely to deceive them than are individuals who do not envy their counterpart. Across both a scenario and a laboratory study, we explore the influence of envy in a negotiation setting. Negotiations represent a domain in which social comparisons are prevalent and deception poses a particularly important concern. In our studies, we induce envy by providing participants with upward social comparison information. We find that upward social comparisons predictably trigger envy, and that envy promotes deception by increasing perceived gains and decreasing psychological costs of engaging in deceptive behavior. We discuss implications of our results with respect to impression management and emotional intelligence as well as the role of emotions in ethical decision making and negotiations.
... win – win) ir jos yra priešingos distribucinio modelio " laimėjimo – pralošimo " deryboms. " Derybų strategija apibūdinama vadovaujantis derybininkų teikiamais prioritetais, skiriamos dvi prioritetų galimybės (Lewicki 2010): 1) tarpusavio santykiai; 2) derybų rezultatai. Lewicki (2010) pateikia tokias derybų strategijas: prisitaikymas (pralaimėti dėl laimėjimo); vengimas ( " pralaimėtojas – pralaimėtojas " ); kompromisas; bendradarbiavimas ( " laimėtojas – laimėtojas " ); konkurencija ( " laimėtojas – pralaimėtojas " ). ...
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.
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.
Reikšminiai žodžiai: derybos, derybų strategija, derėjimasis, derybų ciklas, derybų strateginiai sprendimai.
... This candidate's strong BATNA protects the candidate from accepting a low offer, in contrast to a candidate who has no other offers (ie, weak BATNA and a low resistance point). The candidate will accept the job simply because he or she needs employment [4]. It is equally critical to speculate the other party's BATNA to ascertain the other party's needs and ultimately reach a deal [1]. ...
... Second, there is a lively exchange in the scientific community on how to teach negotiation successfully, which is reflected in numerous publications and special issues in different scientific journals as for instance Negotiation and Conflict Management Research (Olekalns & Brett, 2008), The International Journal of Conflict Management (Friedman, 2002), or Negotiation Journal (Honeyman, Cohen, & De Palo, 2009). Third, several negotiation scholars have written excellent practitioner-oriented books that translate scientific knowledge into realworld settings (e.g., Lewicki, Saunders, Minton, & Barry, 2009;Thompson, 2008). Fourth, regular practitioner-oriented publications like ''Negotiation'' by the Program on Negotiation at Harvard or the Negotiation Journal actively facilitate the transmission of scientific knowledge on negotiation to the public domain. ...
... Integrative decisions, or agreements which integrate the interests of others, have proven to create more enduring and satisfying decisions longitudinally than those made from a top-down or onesided perspective (Lewicki, Litterer, Saunders, & Minton, 1993). Integrative decisions are arrived at through a process of collaboration in which dialog is used to discuss common goals and values, thereby creating ethics " in and through communication " (Jovanovic & Wood, 2006, p. 389 ). ...
This study builds on the public relations theory of organization–public relationships (OPRs) by exploring the role of ethics as a precursor to building OPRs. We qualitatively explore the existing relationship variables in the context of ethical behavior as a precursor to building authentic, long-term relationships with publics that will eventually benefit an organization’s effectiveness and reputation. These variables have not yet been explored in terms of ethics. We conducted elite interviews with public relations professionals of North America, Europe, and Asia who were either: (1) chief communications officers at the top of responsibility in the public relations function or (2) highly placed public relations professionals involved in the agency world who are in charge of regions or the heads of independent consultancies. Prior studies show that trust is a crucial variable of OPR and building on that foundation, we examine how ethics and trust are interrelated as part of complex relationships. Our research contributes to the foundation of ethics in building trust in both OPRs and the excellence theory within public relations. This study provides analysis and implications for the public relations industry in the use of ethics as a precursor to OPR, to build relationships between organizations and publics.
... Just as culture is critical to the analysis and resolution of conflicts, communication styles are also critical to understanding, analyzing, and managing conflict (Bolton, 1986;Tannen, 1990). The human and emotional aspects of conflict include the influence of anger, gender, and culture, which in turn impact the practice-based approaches to mediation and negotiation (Kriesberg, 1998, Lewiki, Saunders andMinton, 1999). For example, gender roles matter in conflict, and conflict is experienced and perceived differently by men and women (Northrup, 1996;Stephens, 1994). ...
This introductory article in the special issue on Peacebuilding, Reconciliation, Transformation highlights some of the central themes within the emergent field of Peace Conflict Studies (PACS). The article discusses how this transdisciplinary field contributes to our understanding of some of the key issues that confront the PACS field in terms of analysis, theory building, praxis. The contributors to this special issue provide a broad array of perspectives that explores conflicts its transformation from a multidimensional perspective.
... Collaborative decision making is thought to be inherently ethical because it allows people to share in creating their own destiny rather than having that outcome decided arbitrarily by others. Creating integrative decisions, or agreements, which integrate the interests of others, is a method of problem solving that has been shown over time to create more enduring and satisfying decisions than those made from a one-sided perspective (Lewicki, Litterer, Saunders, & Minton, 1993). From a moral philosophy perspective, collaborative decision making is often defined as good because it respects the interests of other parties rather than basing a decision in one entity's self-interest alone. ...
Algeria is undergoing an accounting reform initiative to transition from cash accounting to accrual accounting, to enhance transparency and accountability in state financial reporting. However, this transition presents challenges and potential resistance to change. This research aims to investigate effective strategies for managing resistance to change during the implementation of accounting reforms in the Algerian context. Using a qualitative approach, including semi-structured interviews with key reform actors, the study examines change management, resistance to change, the impact of resistance, and effective strategies. The results of the study show that a lack of familiarity with the new accounting information systems and the incompetence of those involved in credit management have slowed down the success of the accounting system modernization. Keywords: Accounting reform, resistance to change, accountability, Algeria, transparency.
In the context of business negotiation, negotiation is both a science and a skill; in terms of skill, business negotiation implies certain behaviours, skills, abilities and experiences, while knowledge on negotiation is considered a useful tool that facilitates process implementation; knowledge must be applied (used) as often as possible in order to, due to at times highly competitive differences in the concept of negotiation, shape it as a business process, in which the gap between theory and practice is bridged. Business negotiation is most often analysed in two contexts: the context of buying and selling and relationships within the business entity (internal negotiation). As an increasingly important business skill that finds solutions to conflict, but interdependent situations, effective business negotiation has a multiplier effect in terms of creating added value. Business negotiation is the “exchange of something beneficial for something else beneficial”, and what is beneficial and how to get there is decided by each side for themselves, which can be identified through the approach to negotiations as well as the strategies and tactics used. The paper analyses the strategy of distributive negotiation, which was the dominant negotiation approach in the past (and is still used today) with an emphasis on negotiation tactics used by distributive negotiators, as well as ways of responding to them. The tactics themselves, i.e. their names or terms are derived from negotiation experience, and arouse the interest of the general public due to the terms used for the description of the negotiation tactics.
The purpose of this research is to identify the possible interpretation of the Bangladeshi business managers' perception to negotiate with Chinese and Indians, probably not ever been explored by many researchers. A conceptual approach was developed from the personal interviews and based on the answer to the set questionnaire. It is great to find the peculiar and untapped information regarding both the countries in the data analysis chapter, how BATNA (Best Alternative to a Negotiated Agreement), mediator, corruption, legal issue and social context, face value, price strategy, complexity, and communication behaves mathematically and in the real world. Like, cultural complexity has a positive correlation with BATNA, which means it is more effective in complex societies as they always look for alternatives due to complexity in the decision-making process and for India, the effect would have been 28% against China has a degree of 54 % reduces the corruption by more than 6 % in China. At a length, an explanation of this research carried out on basis of a mixed-method will help us to understand what Bangladeshi managers perceived regarding the overall business environment of China and India to identify the strategic approach to future trade and investment of those countries and bears equal significance to policymakers and negotiators around the globe.
This book is the main deliverable of the SmartDevOps project, and it is the first systematic approach to smart cities competences development. It offers curricula for developing the required knowledge coherently and systematically. The profession and skills presented were elaborated from various viewpoints, through laborious market research. This Body of
Knowledge was developed in the context of the SmartDevOps project,
concluding that three new job professions are required for smart city professionals, namely: Smart City Planner, Smart City IT Manager, and SmartCity IT officer
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© 2021 Smart DevOps Competences for Smart Cities
ERASMUS+ Project: 601015-EPP-1-2018-1-EL-EPPKA2-SSA
Web: https://smartdevops.eu
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Twitter: @devops_smart
Email: devops@uth.gr
Nói ngắn gọn, đàm phán là một hoạt động thường xuyên, diễn ra hàng ngày mà ai cũng dùng để tác động đến người khác và để đạt đến mục tiêu của cá nhân. Thật vậy, đàm phán không chỉ là hoạt động thường xuyên, mà còn là hoạt động căn bản để con người có thể tận hưởng cuộc suống thỏa mãn và hiệu quả. Chúng ta- cá nhân hay tổ chức- đều có những nhu cầu về nguồn lực, thông tin, hợp tác, và cần sự hỗ trợ từ những người khác. Những người khác cũng có những nhu cầu khác nhau. Đàm phán chính là quá trình chúng ta cố gắng tác động đến người khác hỗ trợ ta thỏa mãn nhu cầu của mình, đồng thời cũng hỗ trợ người khác thỏa mãn nhu cầu của họ. Vậy nên, đàm phán không chỉ đơn thuần là một kỹ năng căn bản cho việc quản trị tổ chức thành công, mà còn là một nghệ thuật, có thể giúp cuộc sống cá nhân thành công.
Học phần “Đàm phán kinh doanh” nghiên cứu các phương pháp, mô hình, các kỹ năng, kỹ thuật, chiến thuật phục vụ cho công tác đàm phán của doanh nghiệp và cá nhân. Đây là một môn học thuộc lĩnh vực ứng dụng của các chuyên ngành quản trị kinh doanh. Mục đích của học phần này là để giúp cho học viên có cách tiếp cận phù hợp với mục đích và cách thực hiện tối ưu cho từng cuộc đàm phán. Học phần này được thiết kế trong hầu hết các chương trình Đại học và Cao học Quản trị Kinh doanh trên khắp thế giới. Tuy nhiên, mối quan tâm đến đàm phán kinh doanh không chỉ dừng lại trong học đường, mà như tên gọi, chính là mối quan tâm lớn đến những nhà kinh doanh, nhà quản lý, nhằm đạt được những mục tiêu trong kinh doanh.
Trong bối cảnh đó, sách chuyên khảo “Nghệ thuật Đàm phán trong Kinh doanh” được biên soạn nhằm đáp ứng nhu cầu học tập, trước hết của sinh viên, học viên, nghiên cứu sinh ngành quản trị kinh doanh nói chung, cùng những ngành có liên quan như kinh doanh quốc tế, thương mại- du lịch, marketing, tài chính, ngân hàng, bảo hiểm, …, cũng như đáp ứng nhu cầu tham khảo của độc giả, giới doanh nhân, và của những người đang làm việc liên quan đến các hoạt động kinh doanh hiện đại. “Nghệ thuật Đàm phán trong Kinh doanh” được biên soạn trên cơ sở kiến thức của những lý thuyết chính về Đàm phán, cũng như những kinh nghiệm của nhiều nhà đàm phán thành công trên thế giới, bao gồm 3 phần chính, 12 chương.
Phần 1 (Chương 1): Khái quát về đàm phán trong kinh doanh
Phần 2 (Chương 2, 3, 4, 5): Lập kế hoạch đàm phán
Phần 3 (Chương 6, 7, 8, 9, 10, 11, 12): Thực hiện đàm phán kinh doanh
Các chương được sắp xếp theo trình tự nội dung trước là luận cứ đưa đến nội dung sau. Cuối mỗi chương đều có tóm tắt chương, và ứng dụng thực tiễn để người đọc có thể tự giải quyết, nắm chắc nội dung đã trình bày trong chương.
Sách chuyên khảo “Nghệ thuật Đàm phán trong Kinh doanh” là sản phẩm từ quá trình làm việc nghiêm túc của tác giả, kết hợp với sự kế thừa, tiếp thu, tham khảo nhiều tài liệu khác nhau, trong nước, ngoài nước; cùng với kinh nghiệm giảng dạy nhiều năm, nhiều chương trình khác nhau ở nhiều trường, cũng như thực hiện các đề tài nghiên cứu cũng như thực tiễn có liên quan, đồng thời tham khảo kinh nghiệm thực tế của nhiều đồng nghiệp, học viên.
Chúng tôi xin trân trọng cảm ơn những tác giả đi trước, nhất là các tác giả có tên trong danh mục tài liệu tham khảo cuối sách. Bên cạnh đó, chúng tôi xin gởi lời cảm ơn chân thành đến Hội đồng Khoa học và Đào tạo Học viện Hàng không Việt Nam đã tạo điều kiện, hỗ trợ chúng tôi hoàn thành sách chuyên khảo. Chúng tôi xin cảm ơn gia đình, bạn bè, học viên, nghiên cứu sinh, doanh nghiệp đã nhiệt tình ủng hộ chúng tôi thực hiện sách chuyên khảo. Vì nguồn lực và thời gian có hạn, sách chuyên khảo không thể tránh khỏi những khiếm khuyết nhất định. Chúng tôi luôn quan tâm lắng nghe, và biết ơn những đóng góp từ toàn thể người đọc gần xa.
This study evaluated the use of 10 conflict resolution strategies in public relations/public affairs to help those in public policy understand, prepare for, and not underestimate the significant role the media and public relations will play in a public dispute and help the media to understand their unique responsibilities when reporting on public policy negotiations. The abiding question for this research was, “What were the mediator roles for the news media and public relations (PR) in the decision to build the Real Salt Lake stadium?” A case analysis of the content of media reports, and news releases was initially conducted, and initial patterns and themes were identified to construct an interview protocol and to set up the interviews. Twelve interviews were then conducted. Bias in this study was controlled through triangulation and reflexivity. The qualitative computer analysis program NVivo was applied to determine final patterns and themes. No one theory can explain the real interactions of a multiple party negotiation. Contention spread from the issue, to the process, to the media, and back again. The media both set agendas and have agendas set for them. The media cannot be totally neutral because they are part of the public negotiation process. The conflict resolution strategies of contention, cooperation, principled, avoidance, perseverance, and mediation were all used in this process. This case study is at the forefront of research involving public relations and conflict resolution. It brings together a number of other fields as well to evaluate a real public policy negotiation.
LỜI MỞ ĐẦU
Nói ngắn gọn, đàm phán là một hoạt động thường xuyên, diễn ra hàng ngày, ai cũng sử dụng để tác động đến người khác và để đạt đến mục tiêu của cá nhân. Thật vậy, đàm phán không chỉ là hoạt động thường xuyên, mà còn là hoạt động căn bản để con người có thể tận hưởng cuộc suống thỏa mãn và hiệu quả. Chúng ta- cá nhân hay tổ chức- đều có những nhu cầu về nguồn lực, thông tin, hợp tác, và cần sự hỗ trợ từ những người khác. Những người khác cũng có những nhu cầu khác nhau. Đàm phán chính là quá trình chúng ta cố gắng tác động đến người khác hỗ trợ ta thỏa mãn nhu cầu của mình, đồng thời cũng hỗ trợ người khác thỏa mãn nhu cầu của họ. Vậy nên, đàm phán không chỉ đơn thuần là một kỹ năng căn bản cho việc quản trị tổ chức thành công, mà còn cho một cuộc sống cá nhân thành công.
Học phần “Đàm phán kinh doanh” nghiên cứu các phương pháp, mô hình, các kỹ năng, kỹ thuật, chiến thuật phục vụ cho công tác đàm phán của doanh nghiệp và cá nhân. Đây là một môn học thuộc lĩnh vực ứng dụng của các chuyên ngành quản trị kinh doanh. Chính vì thế, mục đích của học phần này là để giúp cho học viên có cách tiếp cận phù hợp với mục đích và cách thực hiện tối ưu cho từng cuộc đàm phán.
Trong bối cảnh đó, giáo trình “Đàm phán Ứng dụng- Công cụ, Chiến thuật & Kỹ thuật” được biên soạn nhằm đáp ứng nhu cầu học tập, trước hết của sinh viên, học viên ngành quản trị kinh doanh nói chung, cùng những ngành có liên quan như kinh doanh quốc tế, thương mại- du lịch, marketing, tài chính, ngân hàng, bảo hiểm, cũng như đáp ứng nhu cầu tham khảo của độc giả, giới doanh nhân, và của những người đang làm việc liên quan đến các hoạt động kinh doanh hiện đại.“Đàm phán Ứng dụng- Công cụ, Chiến thuật & Kỹ thuật” là giáo trình được biên soạn trên cơ sở kiến thức của những lý thuyết chính về Đàm phán, cũng như những kinh nghiệm của nhiều nhà đàm phán thành công trên thế giới, bao gồm 3 phần chính, 12 chương.
Phần I (Chương 1): Khái quát về đàm phán trong kinh doanh
Phần II (Chương 2, 3, 4, 5): Lập kế hoạch đàm phán
Phần III (Chương 6, 7, 8, 9, 10, 11, 12): Thực hiện đàm phán: công cụ, chiến thuật và kỹ thuật
Các chương được sắp xếp theo trình tự nội dung trước là luận cứ đưa đến nội dung sau. Cuối mỗi chương đều có tóm tắt chương, và ứng dụng thực tiễn để người đọc có thể tự giải quyết, nắm chắc nội dung đã trình bày trong chương.
Giáo trình “Đàm phán Ứng dụng- Công cụ, Chiến thuật & Kỹ thuật” là sản phẩm từ quá trình làm việc nghiêm túc của tác giả, kết hợp với sự kế thừa, tiếp thu, tham khảo nhiều tài liệu khác nhau, trong nước, ngoài nước; cùng với kinh nghiệm giảng dạy nhiều năm, nhiều chương trình khác nhau ở nhiều trường, cũng như thực hiện các đề tài nghiên cứu cũng như thực tiễn có liên quan, đồng thời tham khảo kinh nghiệm thực tế của nhiều đồng nghiệp, học viên.
Chúng tôi xin trân trọng cảm ơn những tác giả đi trước, nhất là các tác giả có tên trong danh mục tài liệu tham khảo cuối sách. Bên cạnh đó, chúng tôi xin gởi lời cảm ơn chân thành đến Hội đồng Khoa học và Đào tạo Học viện Hàng không Việt Nam đã tạo điều kiện, hỗ trợ chúng tôi hoàn thành giáo trình cao học. Chúng tôi xin cảm ơn gia đình, bạn bè, học viên, nghiên cứu sinh, doanh nghiệp đã nhiệt tình ủng hộ chúng tôi thực hiện giáo trình. Vì nguồn lực và thời gian có hạn, giáo trình không thể tránh khỏi những khiếm khuyết nhất định. Chúng tôi luôn quan tâm lắng nghe, và biết ơn những đóng góp từ toàn thể người đọc gần xa.
PGS. TS. Hà Nam Khánh Giao
The article is devoted to the theoretical substantiation, first applied in the negotiation and mediatory practice by the St. Petersburg School of Negotiation and Mediation, the three-component control system of the negotiation process, its connections with other important negotiating components and Russian features. A modern feature of Russian negotiations is the predominance of “tactical” thinking associated with short-term planning due to high uncertainty and permanently changing legislation. As a rule, the result of negotiations is the achievement of goals and the conclusion of an agreement, which, in fact, are based on unconsciousness of the conflict participant’s goals and the fulfillment of the agreement. Simplification of the negotiation process in practice is due to its high complexity and variability. The analysis carried out by the authors indicates the need for structuring the negotiating process and overcoming these two problems. Structuring requires changing approaches to the negotiation process and the introduction of management in it. The article proposes the definition of a place of negotiations management in the logical sequence of their deployment from the intent of negotiations to results: interests — motivation — goals — strategy — tactics of negotiations specified. The conceptual meaning of the main terms used in the definition of negotiations is specified. Their interdependence is revealed as the negotiation process develops. It is noted that the management of negotiations arises after the formation of the strategy. The definition of the negotiations management is given. As a necessary clarification of the negotiation theory, a model of 3-component negotiation management is formulated. It includes organization of processes from 3 components: management of communication, content management, and negotiation procedure management and is disclosed in the structure of the negotiation process in the form of its stages. For each stage are selected constructs of control as objects of control. Management objects in real negotiations are disclosed by the subjects of management in each negotiating stage. The introduction of management in the negotiation process is of great practical importance. It allows streamlining and structuring the negotiation process. Especially, this is important for business negotiations due to the involvement of large resources in them and the complexity of their conduct. © 2018 Vestnik Sankt-Peterburgskogo Universiteta Filosofiia i Konfliktologiia. All rights reserved.
Considering several developments recently, especially at local self-government level, on budget design and application, we can notice that citizens have a deeply different perception on local PA performance than this last itself. Local government continuously claims their increasing performance, especially on accountability processes, even measuring it through effectiveness and efficiency of their investments as well as number and size of public services offered to the local community. Their pay-offs are not far of being glorious and making happy everybody taking notice on the presentation. While, on the other side, citizens of the same community have a far different view and estimation on this regard. They complain on communication, quality of public services, distribution quality of investments, division of local budget through sectors, till that point to refuse paying local taxes and tariffs, as well as burning career of “highly performance” local leaders (mayors) voting ‘no’ on elections not considering their ‘glorious increasing performance’ during the governmental mandate. Introducing citizen participation in a process of budget decision making in local self-government, especially during priority selection stage, as well as budgeting an important part of the local budget through common decision making – PA and community representativeness, analysing, first, the state of nature through adverse pricing or asymmetry reduction, both in their perception on prioritization, as well as estimating investments to each priority through independent estimation by each participator in a common Committee PA&citizens, Participatory Budgeting Committee, and second, presenting their project proposal, as well as defending it in front of the City Council, could produce a far better perceived performance by both sides.
Conflict models taught in the classroom often highlight the need for “collaborative” conflict outcomes. This experiential exercise combined with a canvas tool helps participants frame the complexities of conflict to better understand these factors. Participants are encouraged to view a conflict situation “from the balcony,” removing themselves from the emotional and competitive components associated with conflict. Participants are given a canvas or road map to help frame conflict situations, including understanding each party's viewpoint, motivations, and interpersonal histories. Specific instructions, example conflict vignettes, and guidance for debriefing the exercise are provided.
Negotiations bring not only uncertainty but also ambiguity on what is morally appropriate or not to do. This paper sought to determine how appropriate SMEs managers perceive the use of ethically questionable tactics that are usually used in business negotiations and how culture may impact this perception. To achieve this, the study makes comparisons of this perception across demographic and personal characteristics like gender, age, negotiating experience, training, etc. In addition, it studies the causal relationship between cultural values and cultural intelligence with business ethics to analyse the potential of culture to explain the perception of appropriateness of using ethically questionable tactics. The results show that the traditional competitive bargain tactics are seen as the most appropriate ones by those in Greater Lincolnshire and the tactics concerning attacking the opponent’s network as the least appropriate. Culture has a significant impact on the perceived appropriateness of using ethically questionable tactics in negotiations. The relevant implications are discussed along with the limitations and future research directions.
Phase I: Planning Phase II: Negotiation Phase III: Postnegotiation
Rev.esc.adm.neg
A good leadership is essential for the successful development of organizations and their staff members. Transformational leadership is a contemporary focus which highlights the moral bases of leadership and which has been valued in different cultures, being associated with its efectiviness and workers´ outcomes such as satisfaction and performance. This leadership is manifested through four basic performance dimensions (idealized influence, inspiring motivation, intellectual stimulus and individual consideration) and through the managerial competencies of an executive. In this case study, these dimensions and ten leadership competencies (integrity and confidence, orientation to outcomes, importance of action, perseverance, effective use of time, effective communication, high performance team formation and development, decision making, business capacity and strategic management capacity) have been analyzed taking an executive sample of 16 companies from the flower agricultural sector with the Florverde seal.
This seal shows care for products and compromise with companies regarding environmental affairs and social responsibility, issues which are closely related with transformational leadership. Two transformational leadership dimensions were found: idealized influence and inspiring motivation, and its most outstanding competence was confidence and integrity, key elements for the successful development of transformational leadership.
University mergers and consolidations are on the rise, and the trend is likely to continue in the near term future. Such a trend is significant, as a university consolidations are inherently challenging and require strong and well-developed leadership to be successful. In the current paper, a low-cost leadership development program (the Authentic Leadership Pipeline program) that was initiated and developed to meet the leadership needs of Augusta University, the institutional result of the consolidation of Georgia Health Sciences University and Augusta State University is described. In addition, an initial pilot evaluation of the program that examined reactions and subjective perceptions of learning and behavior change is described. The findings were promising and suggest a high level of satisfaction, significant learning, and new behavior. Implications, applications, and future directions are discussed.
This chapter explores the use of mediation in hierarchical conflicts in organizations. It is written for practitioners, researchers and students in conflict management. The first aim is to provide a practical overview of recent literature and research on mediation in conflicts between supervisors and subordinates. Special attention is given to the use of online tools in these mediations. The second aim is to offer a useful guide for mediators and researchers about how and when mediation can help resolve hierarchical conflicts. We first address the characteristics of hierarchical labor conflicts, and the challenges these pose on mediation in terms of procedural justice and development of trust. Additionally, we discuss specific mediator tactics that lead to effective mediation outcomes: the use of reflexive tactics and caucusing. Also, we explore the use of e-supported mediation as a tool to promote power balance in the mediation. The chapter concludes with ten recommendations for mediators working on hierarchical conflicts in organizations.
The negotiation is a complex decision-making process in which two or more parties talk with one another in afford to resolve their opposing interests. It can be divided into consecutive stages, namely: pre-negotiation phase involving structuring the problem and the analysis of preferences, the intention phase involving the iterative exchange of offers and counter-offers, and the postoptimization phase aiming at the improvement of the agreement obtained in the intention phase. In this chapter, we focus on the analysis of negotiators preferences in ill-structured negotiation problems. We employ the modified FTOPSIS approach and the AHP method for determining the negotiation offers scoring system, which allows for the easy evaluation of both the incoming offers as well as the packages under preparation. The imprecision and vagueness of the packages and option descriptions is modeled by the fuzzy triangular numbers. The Analytic Hierarchy Process is used to derive the negotiation issue weights instead of directly assigning such values to the issues (a classic approach). The FTOPSIS method is used to build the final scoring system allowing for the evaluation of any potential negotiation package. The whole process of negotiation supported by the approach we proposed is illustrated with an numerical example.
Wer internationales Marketing betreibt, muß verhandeln können. Exportverträge, Lizenzabkommen, Joint Ventures, die Gründung ausländischer Tochtergesellschaften — alle Formen der internationalen Zusammenarbeit setzen Gespräche mit ausländischen Partnern voraus. Aus diesem Grunde haben wird den vierten Teil dieses Buches dem Thema Verhandlungen gewidmet. Unser Hauptanliegen in diesem und dem folgenden Kapitel besteht dabei darin, den interkulturellen Aspekt von Verhandlungen herauszustellen22.
Anfang der 1990er Jahre betraten NGOs in einem zuvor nicht gekannten Umfang die Bühne der internationalen Politik. An der UN-Konferenz über Umwelt und Entwicklung (UNCED) in Rio 1992 nahmen so viele Nichtregierungsorganisationen (Non-Governmental Organizations, NGOs1) wie nie zuvor an einer internationalen Konferenz teil. Die NGO-Vertreterinnen engagierten sich in Rio im NGO-eigenen „Global Forum“, wo u.a. alternative Schlussdokumente erarbeitet wurden, und machten mit öffentlichkeitswirksamen Aktionen auf Umweltprobleme aufmerksam. Darüber hinaus hatten sich viele NGOs auch bei der UN akkreditiert, also einen offiziellen Beobachterstatus erworben, und tagten zusammen mit den Staatendelegationen in den Verhandlungsräumen. Indem sie Reden in Plenarveranstaltungen und Arbeitsgruppen hielten, versuchten diese NGOs Einfluss auf die internationale Politikgestaltung zu nehmen. Diese Arbeit der NGOs schlägt sich — zumindest ansatzweise — in den in Rio getroffenen Vereinbarungen nieder.2
This paper reports the results of a ten-year effort to establish ethics as a learning objective for all business students, to assess the effectiveness in achieving that learning objective and to incorporate ethical conduct as a part of the school's organizational culture. First, it addresses the importance of ethics instruction for all business students. Then curricular concerns are addressed, specifically the establishment of ethics as an overarching learning objective and ensuring adequate coverage of ethics throughout the curriculum. Next, assessment mechanisms are described to demonstrate improvement in student's moral judgment and moral courage, in achieving the ethics learning objective using pre-tests and post-tests. These tests validated the use of ethical vignettes/cases to improve ethical awareness and exposure and writing about moral exemplars to increase student resolve to have moral courage. Finally, the paper addresses ways to measure and improve the ethical climate of the organization (faculty and students)
This paper investigates the relationship between divestiture activity and subsequent acquisition deal-making. We argue that the divestiture activity of firms influences their acquisition behavior through corporate restructuring learning effects and enhanced strategic flexibility. These organizational spillovers affect not only the degree of risk acquirers are ready to take but also their ability to effectively negotiate with the target firm. We test the existence of organizational spillovers for an international sample of 4,795 acquirers for the period 1990-2008 and get support for our theoretical predictions.
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