International negotiations on carbon dioxide reductions: A dynamic game model

Is there is a warming trend in the earth's climate caused by an increase in concentrations of greenhouse gases in the upper atmosphere, it may be sensible to try to slow down that process by reducing emissions of greenhouse gases and, in particular, the emissions of carbon dioxide produced by the energy sector of world economies. For a number of reasons, a consensus on such reductions is difficult to reach. In this article, we model the problem as a dynamic game with national governments, or coalitions of such governments, as players. Clearly, the negotiations on worldwide reductions in CO₂ emissions can succeed only if there exists a cooperative solution superior to the noncooperative one. According to our model, the existence of a collectively preferable cooperative solution depends on the degree of concern among national governments about negative impacts of increased CO₂ concentrations. In addition to this unsurprising conclusion, the model can provide insights as to whose concerns will count most for the success of the negotiations and who will have to be induced by side payments to participate.     

无线网络中谈判解的协作带宽分配策略

为了促使无线网络中的“自私”节点参与合作,提出了谈判解协作带宽分配（CBA）策略,解决了节点间采用交换带宽资源协作传输,彼此以多大带宽中继对方数据的问题。首先,将两个节点的协作带宽分配问题建模为合作博弈中的谈判过程;之后,采用拉格朗日乘数法得到两个用户的纳什谈判解（NBS）协作带宽分配;其次,提出了一种新的Kalai-Smorodinsky谈判解（KSBS）协作带宽分配策略;最后,对两种谈判解协作带宽分配策略的公平性进行了研究。仿真表明,KSBS协作带宽分配策略和NBS协作带宽分配策略对提升用户效用的作用基本相同,但KSBS策略比NBS策略更为公平。     

Labor-management contract negotiations in an electronic meeting room: A case study

We present perhaps the first case study of labor-management contract talks conducted in an electronic meeting room supported by a computer Negotiation Support System (NSS). The organization's union and management representatives spent a total of 57 hours (13 sessions) in the electronic meeting room; their efforts resulted successfully in a contract ratified by both sides. The NSS described comprised three tools from theGroup Systems electronic meeting system and three ad hoc tools. Besides the NSS, three other intervention factors were introduced in tandem with the NSS: new negotiation process techniques, the active involvement of third party mediators, and a unique negotiation setting. The new process techniques were introduced based on the goals of integrative bargaining and the Win-Win techniques. The negotiation process was divided into three distinct stages: strategy, issues, and bargaining.     

跨文化商务谈判中应该注意的一些问题

随着中国对外合作关系的深入发展，中国公司面临的跨国谈判也在日益增加。由于跨国谈判的谈判方都是由来自不同国家和化背景的人组成的，在谈判过程中谈判各利益方就会不可避免地遇到许多单化谈判中不会遇到的挑战。这篇论从7个方面探讨了在跨国谈判中谈判利益方应该注意的一些问题．以推动谈判过程中双赢协议的达成。这7个方面包括谈判前的准备工作、谈判中的化问题以及谈判时的一些细节问题。     

The impact of minimum goals and aspirations on judgments of success in negotiations

Experiment 1 examined the impact of minimum goals and aspiration values on feelings of success. Negotiators with low minimum goals felt more successful than did those with higher minimum goals, even though their final settlements were identical. Furthermore, negotiators with low aspirations felt more successful than did negotiators with higher aspirations, even though the final settlement was identical. Experiment 2 examined the relative impact of minimum goals and aspirations and found that aspirations influenced negotiators' perceptions of success more than did minimum goals. Experiment 3 examined how goals affected the demands negotiators made to their opponents. Negotiators with low minimum goals and high aspirations demanded more from their opponents than did negotiators with high minimum goals and low aspirations. In general, aspirations, as compared to minimum goals, exerted a more powerful influence on the demands people made to others in negotiations and how successful they felt about negotiated outcomes.This research was supported by grants from the National Science Foundation, #SES8921926, #SE9210298, and PYI9157447. Research reported in this article was completed while the author was a fellow at the Center for Advanced Study in the Behavioral Sciences with the support of NSF grant SBR8921926. I thank Terri DeHarpport, Dennis Hrebec, and Linda Palmer for helpful comments and suggestions on earlier drafts of this article.     

Cultural variation in response to strategic emotions in negotiations

This research examined how culture influences the effectiveness of the strategic displays of emotions in negotiations. We predicted that in cross-cultural negotiation settings, East Asian negotiators who highly regarded cultural values that are consistent with communicating respect as humility and deference would be more likely to accept an offer from an opposing party who displayed positive as opposed to negative emotion. With a sample of East Asian MBA students, the results of Study 1 confirmed this prediction. Study 2 results replicated this finding with a sample of Hong Kong executive managers and also found they were less likely to accept an offer from a negotiator displaying negative emotion than Israeli executive managers who did not hold humility and deference in such high regard. Implications for strategic display of emotions in cross-cultural settings are discussed.     

Deceitful when insecure: The effect of self-efficacy beliefs on the use of deception in negotiations

This article investigates if and how negotiators' self-efficacy beliefs affect their use of deception in negotiation. Specifically, we propose that self-efficacy can be interpreted as a threat to self-concept, which encourages individuals to temporarily bypass self-regulatory obstacles by morally disengaging their cognitive moral filters, thereby enabling them to use deception in negotiation. We test our hypotheses in three independent experimental studies involving an interactive negotiation simulation, totalizing 460 participants. We find that negotiators with low self-efficacy regarding their negotiation abilities are more likely to use deception than those with high self-efficacy beliefs. Furthermore, we find that moral disengagement mediates the effects of self-efficacy on deception. Our findings suggest that self-efficacy plays a key role in shaping negotiators' ethical behaviors and we identify the psychological mechanism underlying this relationship.     

Learning by doing, trade in capital goods and growth

This paper aims at reconciling theoretical models of endogenous growth with the empirical evidence on trade and growth. In particular, we show that the conventional wisdom according to which trade is growth-impairing for a country with comparative advantage in goods with limited opportunities for learning fails to hold when the imported good is a capital good. The intuition is that the country gains access to cheaper capital goods, which raises investment, output per worker and learning by doing.     

Web Services for Negotiation and Bargaining in Electronic Markets: Design Requirements, Proof-of-Concepts, and Potential Applications to e-Procurement

Information Systems researchers continue to develop Web services hoping that, in a near future, these services will be widely offered in the e-marketplace, using a Web-based protocol that is universally adopted for posting, locating and invoking available services. Posting services does not, however, necessarily lead to market transactions, and a number of brokering activities are needed to facilitate trade. These include, but are not limited to, service discovery and ranking, price negotiation and contract preparation. We propose a set of Web services that support the process of negotiation and bargaining to facilitate the matching of supply and demand of Web services. As a market broker, these web services would help (a) discover the supply/demand of web services in e-marketplaces; (b) find the most appropriate available service for a specific request; (c) facilitate services be modified if needed to satisfy user's needs; (d) arbitrate the pricing mechanism with the recourse to bargaining whenever necessary; and (e) generate a contract. As a proof of concept, we illustrate the potential use of Web services for negotiation and bargaining in e-procurement.     

Towards an ecological technology for global growth in a North-South trade model

In a world of rapid and cheap communication, where countries are not isolated, ideas and information spread quickly across international borders. Technological progress, leading to more efficient productive processes, in terms of the required amount of natural resources, seems to be the key to overcoming the conflict between environmental concerns and economic growth. This paper investigates the relationship between natural resources and sustainable economic growth in a North-South trade model. We assume that a process of capital transfer from North to South is performed in two different scenarios depending on the effect of this transfer upon the Southern economy. Within a game theory framework, we characterize the optimal paths of global economic growth which respects the sustainable use of natural resources.     

A general equilibrium model of bilateral trade with strategic public investment in commercial infrastructure

We explore how public investment in commercial infrastructure affects the composition of trade between countries. To this end, we develop a model of bilateral trade in which two countries produce, consume, and trade a continuum of goods. Goods are produced by a single homogeneous factor, labor, the productivity of which depends on the quality of the country’s commercial infrastructure, broadly conceived to encompass transportation, communication, and power transmission networks; regulatory and legal institutions; and basic research and educational systems. Countries may improve the quality of their commercial infrastructures through increased public investment. However, returns on these investments are constrained by fixed ‘natural’ endowments, with the better-endowed country enjoying greater labor productivity for a given level of public investment. We begin by analyzing optimal investment in public infrastructure in one country when public investment by the trading partner is fixed. We find that, ceteris paribus, greater public investment in commercial infrastructure raises general labor productivity, leading to gains in workers’ real income. We then analyze a non-cooperative game in which both countries strategically vary public investment in commercial infrastructure. We find that, in a Nash game, the better-endowed country optimally spends more on infrastructure and produces the goods requiring the greatest labor productivity. However, in a Stackelberg game, the results are ambiguous. An empirical analysis based on recent international trade data supports our theoretical finding that investment in public infrastructure is positively related to the export of ‘high-end’ goods.     

Hidden influences in international negotiations: The interactive role of insecure cultural attachment,risk perception,and risk regulation for sellers versus buyers

This research examines the previously unstudied role of cultural attachment in international negotiations. Specifically focusing on the fearful attachment style, this article reveals the intricate interaction of cultural attachment, risk perception, and risk regulation on negotiators' ability to claim value in international negotiation. Supporting our theorizing based on cultural attachment and prospect theory, findings show that risk‐averse sellers with fearful attachment to their national culture perceive greater risk and in turn are more motivated to regulate risk through relationship‐building with their counterpart (Study 1). Moreover, these individuals achieve lower economic gains when they regulate relational risk by making fewer threats to walk away (Study 2). We discuss the implications and the importance of understanding one's attachment to own national culture as its interplay with role and risk mechanisms impacts effectiveness in international negotiations.     

Cognitive hurdles in the use of decision support systems to enhance problem understanding

Computer-assisted decision support systems have been widely promoted as a means of enhancing problem understanding in crisis and noncrisis decision making. Clinical observation of actual applications of a particular category of software for interactive decisions (CONAN, DECISIONMAKER) have identified cognitive hurdles in the use of such systems. These hurdles not only pose a challenge to the development of such normative interventions in the decision process, but also an opportunity for furthering the shift to a new psychologically informed paradigm for decision making.