Organization Restrained Negotiation Behavior in CGF

2011 ◽  
Author(s):  
Cui Hao-hao ◽  
Feng Lei ◽  
Qin Long ◽  
Yin Quan-jun
Keyword(s):  
Negotiation Behavior

Quantitative Coding of Negotiation Behavior

2004 ◽  
Vol 9 (3) ◽  
pp. 441-456 ◽  
Author(s):  
Laurie Weingart ◽  
Philip Smith ◽  
Mara Olekalns
Keyword(s):  
Data Analysis ◽  
Quantitative Data ◽  
Primary Source ◽  
Research Process ◽  
Fundamental Step ◽  
Coding Scheme ◽  
Negotiation Behavior ◽  
Negotiation Processes ◽  
Shed Light

AbstractThe examination of negotiation processes is seen by many researchers as an insurmountable task largely because the required methods are unfamiliar and labor-intensive. In this article, we shed light on a fundamental step in studying negotiation processes, the quantitative coding of data. Relying on videotapes as the primary source of data, we review the steps required to extract usable quantitative data and the lessons we've learned in doing so in our own research. We review our experience working with one large negotiation dataset, Towers Market II, to illustrate two steps within the larger research process: developing a coding scheme and coding the data. We then go on to discuss some of the issues that need to be resolved before data analysis begins.

Big Five personality traits in simulated negotiation settings

2018 ◽  
Vol 13 (2) ◽  
pp. 201-213 ◽  
Author(s):  
Pedro Fontes Falcão ◽  
Manuel Saraiva ◽  
Eduardo Santos ◽  
Miguel Pina e Cunha
Keyword(s):  
Personality Traits ◽  
Factor Model ◽  
Five Factor Model ◽  
Big Five Personality ◽  
Content Type ◽  
Situational Variables ◽  
Integrative Negotiation ◽  
Negotiation Behavior ◽  
New Findings ◽  
And Behavior

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.

scholarly journals Impeding fatal violence through third-party diplomacy: The effect of mediation on conflict intensity

2020 ◽  
pp. 002234332093007
Author(s):  
Constantin Ruhe
Keyword(s):  
Conflict Resolution ◽  
Empirical Analysis ◽  
Model Prediction ◽  
Third Party ◽  
Mediation Process ◽  
Negotiation Behavior ◽  
Qualitative Evidence ◽  
Theoretical Mechanism ◽  
Conflict Intensity

Existing research provides no systematic insights into if and how mediation impedes battle-related deaths. Therefore, this article presents a temporally disaggregated analysis and assesses the effect of mediation on monthly fatal violence. The article predicts that adversaries evaluate opponents’ trustworthiness from both fighting and negotiation behavior. It argues that reducing fighting intensity during negotiations is a sign of cooperation, which can be negotiated by mediators to build trust. Over the course of mediation, the content of negotiations provides information about how genuinely a conflict party is interested in conflict resolution. Only if mediation achieves negotiation of core incompatibilities will conflict parties be willing to reduce fighting intensity. Under these conditions, information revealed in a mediation process can build trust and substantively reduce violence. An empirical analysis of all African conflicts between 1993 and 2007 supports this prediction and shows that on average mediation is followed by substantive and lasting reductions in fatal violence, if mediation discusses the conflict’s main incompatibility. In contrast, mediation on other topics is associated with a small, fleeting reduction in violence. Data of battle-related fatalities in Syria during negotiations as well as qualitative evidence further support the theoretical mechanism and the model prediction. The study concludes that mediation can reduce conflict intensity substantively, if it achieves exchange between conflict parties on the main conflict issues.

A Case Analysis of Negotiation Behavior in an Urban School System

1969 ◽  
Vol 2 (1) ◽  
pp. 22-39 ◽  
Author(s):  
James A. Belasco ◽  
Joseph A. Alutto ◽  
Frederick Greene
Keyword(s):  
School System ◽  
Case Analysis ◽  
Urban School ◽  
Negotiation Behavior

Do Women Accommodate More Than Men? Gender Differences in Perceived Social Support and Negotiation Behavior by Spanish and Dutch Worker Representatives

Sex Roles ◽  
2014 ◽  
Vol 70 (11-12) ◽  
pp. 538-553 ◽  
Author(s):  
Patricia Elgoibar ◽  
Lourdes Munduate ◽  
Francisco J. Medina ◽  
Martin C. Euwema
Keyword(s):  
Social Support ◽  
Gender Differences ◽  
Perceived Social Support ◽  
Negotiation Behavior
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