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Author: Quan Wen
Publisher:
ISBN:
Category : Game theory
Languages : en
Pages : 160
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Book Description
Author: Quan Wen
Publisher:
ISBN:
Category : Game theory
Languages : en
Pages : 160
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Book Description
Author:
Publisher:
ISBN:
Category :
Languages : en
Pages : 3
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Author: Bertram I. Spector
Publisher: Taylor & Francis
ISBN: 1000649008
Category : Political Science
Languages : en
Pages : 222
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Book Description
This book explores the dynamics of international negotiations from the perspectives of researchers and practical negotiators. Reinforcing the idea that the study of negotiation is not merely an academic endeavor, the essays reflect the author’s lifetime experiences as a negotiation researcher and provider of analytical support to international negotiation teams. Addressing a wide range of critical issues, such as creativity and experimentation, psychological dynamics, avoiding incomplete agreements, engineering the negotiation context, reframing negotiations for development conflicts, understanding what matters when implementing agreements, utilizing decision support systems, engaging new actors, and expanding core values, each chapter opens new doors on our conceptual and practical understanding of international negotiations. The author introduces new ways of understanding and explaining the negotiation process from different intellectual perspectives. The goal of this book is to resolve many critical unanswered questions by stimulating new research on these dynamics and developing new approaches that can help negotiation practitioners be more effective. The book will be used in university courses on international negotiation and conflict resolution, and provide a useful resource for researchers, policymakers, practitioners, NGOs, donor organizations, and grant-giving organizations.
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
ISBN: 9780395631249
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author: Shanshan Huang
Publisher:
ISBN: 9781303442834
Category : Economics
Languages : en
Pages : 228
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Book Description
Negotiation is a widely applied tool to solve seemingly conflicting needs in personal life, business practices, and international affairs (Thompson 2011). The bargainers' role (whether they are buyers or sellers), situational characteristics (availability of information), and the bargainers' strategies (friendly or hostile) generally determine negotiation outcomes (Campbell et al. 1988). In my dissertation I study groups of experimental negotiation environments that other researchers rarely touch. I conduct detailed analyses of player behavior. I find that outcomes are strongly associated with a player's opening bid or offer. Moreover, market practices, such as a buyer choosing a negotiating partner, or a seller choosing a partner, shape player behaviors. One surprising result is that buyers usually outperform sellers in negotiations where theoretically the surplus should be split equally. Rigorous solution concepts are provided for infinite-horizon bilateral bargaining when players have complete information. When players have incomplete information, theorists suggest several solution concepts, in which the history of offers and counteroffers help players form and update beliefs about trading partners. This dissertation presents background on negotiation theory and reports results of market experiments, in three parts. Broadly, I explore (1) bargaining strategies in different choice environments, (2) investigate the relationship between player concession behavior and partner choice, and (3) study role-related framing effects when bargainers have different earning potential. My first essay discusses experimental findings relating to players' bargaining behavior when they are able to choose their counterpart. Three main environments are explored in treatments where buyers and sellers are randomly paired, where each buyer can choose which seller to negotiate with and vice versa, and where the chosen partner is able to reject this choice. Results show that initial prices, which are the first price offers proposed by negotiators, and concessions in subsequent price negotiation explain 66 percent of the variation in final price with random matching; about 40 percent when players can choose their partner; and about 67 percent in the player-choosing-with-rejection treatments. Similar results were found with respect to quantities traded. I conclude that initial prices and concessions are significant determinants of outcome variables in all three treatments. In my second essay, I conduct deep investigations into the relationship between concession behaviors during price negotiations and market efficiency when buyers and sellers are randomly matched or are able to choose and be rejected by each other. In a long-term trading situation, players with aggressive behavior may not be welcomed by their counterparts because it signals potential emergence of competition. On the other hand, when players have the option to choose and reject, players may choose partners who use cooperative strategies. Choosing and rejection may force players to adopt cooperative strategies more often than when players are simply randomly paired. Offers and counteroffers signal how willingly players want to cooperate. Moreover, players using cooperative strategies may be more likely to achieve higher total earnings. I find that players behave more cooperatively and concede in similar manners when buyers can choose a seller and the seller can reject the selection than when they are randomly matched. Players do not act cooperatively and concede in similar manners when sellers can choose a buyer and the buyer can reject the selection compared with random-matching. Players' total earnings are also significantly larger when buyers choose sellers than when they are randomly paired. This difference in earnings is not observed, however, when sellers are able to choose buyers. Cooperation helps to sustain profitable relationships. Different concession behaviors depending on whether buyers or sellers are able to choose partners are explored. In my third essay, I study the role-related framing effect where buyers and sellers are given unequal surpluses at the competitive market price. Buyers and sellers, driven by different motivations to trade, apply different strategies. Buyers act as expenditure-minimizers, and sellers behave as gain-maximizers. This paper examines buyer and seller strategies when they face a demand or supply shift in experimental markets. Offers are greatly affected by the shift. Buyers on average make larger concessions for a demand increase; sellers make smaller concessions for a negative supply shock. Extremely low buyer initial prices and moderately high seller initial prices benefit buyers the most. Final trade prices, in the midpoint of buyer and seller initial prices, favor buyers. As a result, buyers almost always outperform sellers, regardless of initial allocations of surplus. Results also show that participants trade less than the competitive equilibrium quantity in a private negotiation trading institution. The paper argues that reluctance to make concessions for a profitable trade can be another reasonable explanation to the disparity between willingness to pay and willingness to accept. (Abstract shortened by UMI.)
Author: I. William Zartman
Publisher: Routledge
ISBN: 1134086911
Category : History
Languages : en
Pages : 308
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Book Description
This book presents a series of essays by I. William Zartman outlining the evolution of the key concepts required for the study of negotiation and conflict management, such as formula, ripeness, pre-negotiation, mediation, power, process, intractability, escalation, and order. Responding to a lack of useful conceptualization for the analysis of international negotiation, Zartman has developed an analytical framework and specific concepts that can serve as a basis for both study and practice. Negotiation is analyzed as a process, and is linked to other major themes in political science such as decision, structure, justice and order. This analysis is then applied to negotiations to manage particular types of conflicts and cooperation, including ethnic conflicts, civil wars and regime-building. It also develops typologies and strategies of mediation, dealing with such aspects as leverage, bias, interest, and roles. Written by the leading exponent of negotiation and mediation, Negotiation and Conflict Management will be of great interest to all students of negotiation, mediation and conflict studies in general.
Author: Deborah M. Kolb
Publisher: Not Applicable
ISBN: 9781880711125
Category : Mediation.
Languages : en
Pages : 351
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Book Description
Author: Katharina Friederike Sträter
Publisher:
ISBN:
Category :
Languages : en
Pages :
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Book Description
Author: Lavinia Hall
Publisher: SAGE Publications
ISBN: 1452285764
Category : Language Arts & Disciplines
Languages : en
Pages : 229
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Book Description
The articles are well-written and informative. . . . All the authors write with authority. . . . This is a sound and interesting . . . text that merits consideration as a library purchase, and has implications for researchers in the field of negotiation studies. --The Service Industries Journal "The essays . . . are of a consistently high standard. . . . The appendixes are well laid out with useful material for those engaged in teaching negotiatory skills, or developing programmes in this field. . . . The essays in this volume cover a wide range of topics. . . . The strength of the book, however, is that it provides a good blend of theory and practice in the art and science of negotiating in diverse settings. The book is well organized in a systematic manner, and deals in a logical way with the interaction processes in negotiating. . . . This book is highly recommended to practitioners who would find much by way of applicable theory developed from practice. It will be of interest to academics, and especially to those who use the case-study method of teaching in graduate courses." --Industrial Relations Journal "Negotiation is a valuable contribution for both negotiators and students of the process. Most of the authors are themselves both innovators in practice and scholars. The book is packed with so much wisdom . . . nuggets of insight and practical advice. Challenged with conveying such wisdom in a chapter, each author comes right to the point, usually in straightforward language, buttressed by vivid examples. It is a must read." --Richard E. Walton, Wallace Brett Donham Professor of Business Administration, Graduate School of Business Administration, Harvard University "Negotiation: Strategies for Mutual Gain is a rich store of creative ideas and valuable advice by leading experts in the field of negotiation and conflict resolution." --Jeswald W. Salacuse, Dean, The Fletcher School of Law and Diplomacy, Tufts University "Lavinia Hall has managed to pack into a single volume much of this country′s most provocative current work on the subject of what is known popularly as ′win-win′ negotiations. The book should prove invaluable to those concerned with how we manage our differences--in the workplace, the courtroom, and at home. There is something in this volume for everyone." --Michael Lewis, President, ADR Associates, Washington, DC "Lavinia Hall has pulled together an excellent collection of readings. The articles represent important contributions by many of the leading thinkers in the fields of negotiation and dispute resolution. This is a very useful anthology." --Roy J. Lewicki, Professor of Management and Human Resources,
Author: Robert E. Kemper
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 506
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Book Description
The authors summarize and cite key articles, researchers and writers, subtopics, and sources about global organizational negotiations. This work should be of interest to research scientists ...practicing members and managers of organizations who negotiate on a daily basis, and students of negotiation who seek an area for imaginative study and research. --NEGOTIATION JOURNAL
