The (Negligible) Benefit of Moving First: Efficiency and Equity in Principal-Agent Negotiations

Like the first-mover in an ultimatum game, the principal is a first-mover with foreknowledge of the agent’s “rational” best response function. The solution to the “principal’s problem” is to choose a contract that maximizes the principal’s expected profit given the agent’s marginal efficacy and marginal effort cost. However, this paper reports experiments that show that principals make large concessions toward an equal division outcome. As in ultimatum games, agents are at times willing to punish principals who are perceived as being overly acquisitive. Variations in agent effort cost and effectiveness that should (theoretically) produce qualitatively different game-theoretic equilibria have little impact on outcomes.     

徘徊中的发展——中央苏区私营商业政策的波折

中央苏区时期,是中国共产党人全面开展经济实践的重要时期。由于指导思想上三次"左"倾错误的影响,党在对待私营商业的问题上,经历了一个曲折的认识过程。这是一个交织了正确与错误的复杂过程,错误中不失正确的尝试,正确中又会出现错误的偏差,在对错中徘徊,在错误中反思,总体上是逐步发展的。尽管如此,党在这一时期对私营商业政策在徘徊中的探索,仍然有着积极意义,其影响是深远的。     

Collectivistic and Individualistic Values: Their Effects on Group Dynamics and Productivity in China

Collectivistic and individualistic values are theorized to have far reaching effects on teamwork and organizations. This study proposes that cooperative and competitive goal interdependence mediates the relationship between these values and group interaction and outcomes. Working in State Owned Enterprises in three regions of China, 689 employees in 194 teams indicated their group's values, goal interdependence, constructive controversy, and productivity. Their managers also reported on the extent these teams were productive. Structural equation analysis suggested that collectivistic values may reinforce cooperative goals and an open-minded discussion of views which in turn results in strong relationships and team productivity, as experienced from both the team's and manager's perspectives. Individualistic values, especially the horizontal version, can have contrasting effects through fostering competitive goals and closed-minded discussion. These results, coupled with previous research, suggest that collectivist values, cooperative goals, and constructive controversy provide an important foundation for productive teamwork.     

Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression Analysis

We analyze concession patterns in electronic negotiations using a modified version of the Actor–Partner Interdependence Model (APIM). Our extension of the APIM takes into account that concessions in negotiations can only be evaluated in terms of utilities of the receiving side. We show that actor and partner effects in that model can directly be related to central concepts of negotiation theory such as cooperative versus distributive bargaining tactics and reciprocity. Based on this connection, we formulate hypotheses on the differences of actor and partner effects between successful and failed negotiations. We test these hypotheses on two existing data sets. Results show consistent and strong actor effects, while partner effects are only present in specific settings.     

Relational Resources in Interorganizational Exchange: The Effects of Trade Equity and Brand Equity

This research examines the effects of two key relational resources in relationships between retailers and national brand manufacturers. We introduce the new concept of trade equity, defined here as the value that accrues to a firm from being known in a trading network as a trustworthy trading partner, to explore the relational resources that are inherent in a firm’s ties with trading partners. We consider brand equity to represent relational resources that are located in a firm’s relational ties with end consumers. Based on data collected in a survey of 797 home appliance retailers, results show that a manufacturer’s trade equity and brand equity have differential effects on the retailer’s dependence and commitment to the manufacturer. Findings show that a manufacturer’s brand equity strengthens the effect of its trade equity on the retailer’s dependence and weakens the effect on the retailer’s commitment.     

The Effects of Personalised Negotiation Training on Learning and Performance in Electronic Negotiations

Individuals have different learning styles and thus require different methods for knowledge acquisition. Whereas learning theories have long acknowledged this fact, personalised negotiation trainings especially for electronic negotiations have rarely been developed. This paper integrates learning styles and negotiation styles and reports on an implementation of this integration. We will discuss personalised negotiation trainings, namely an enactive training and a vicarious training, that we developed to match the learners’ learning styles. Such a matching is proposed to be beneficial regarding learning outcomes. Furthermore, positive effects on the dyadic negotiation outcomes are assumed. To this end, an experiment with participants from different European countries was conducted. The results show tendencies that personalised negotiation trainings lead to better skill acquisition during the training and also to fairer negotiation outcomes. Overall, this paper contributes an integration of the theories on individual differences from the domains of negotiation and learning as well as valuable insights for further experiments on individual differences in negotiations.     

Dovish and Hawkish Influence in Distributive and Integrative Negotiations: The Role of (A)symmetry in Constituencies

Group Decision and Negotiation - Dovish and hawkish constituency pressures influence representative negotiations. Dovish constituency voices promote a collaborative and problem-solving approach,...     

论巨灾权益卖权及其发展

巨灾权益卖权 (Catastrophe Equity Put,CatEPut)是一种以保险公司股票为交易标的的期权,用以规避保险公司因支付大量的巨灾损失赔偿而引起公司股票价值下降的风险.本文旨在从巨灾权益卖权的市场发展、设计原理、运行机制、典型实例和定价模型等角度,来对这一创新型巨灾风险融资工具进行系统梳理.     

澳、新与东盟可能于今年8月完成FTA谈判

2008年5月8日澳大利亚、新西兰与东盟十国在印度尼西亚巴厘岛举行了更紧密经济关系（AEM-CER）磋商,参与磋商的各国部长们承诺,将在今年8月在新加坡召开的下一次会议上完成谈判,达成东盟-澳大利亚-新西兰自由贸易协议（FTA）。     

Eating Their Feelings: Examining Emotional Eating in At-Risk Groups in the United States

Emotional eating affects many individuals and can lead to food overconsumption. The present research provides a theoretical foundation for examining the influence of food advertising, social norms, and related mediating influences on emotional eating. Insight offered through interviews with emotional eaters and an emotional eating conceptual model demonstrate that emotional eating is heavily influenced by food advertising, which can incite desire and ruminative thoughts about food. Additionally, emotional eaters may enlist prefactuals in the form of hedonic rationalizations to justify unhealthy eating behavior. Evidence from this research also suggests that individuals who emotionally eat may be doing so because such behavior has been learned. Finally, despite regulatory and policy efforts to create more informed consumers by providing nutrient content information on labels and packaging, emotional eaters possess little motivation to process this information. Implications for public policy and social marketing initiatives are discussed.     

Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations

Journal of Business Ethics - Self-confidence is associated with many positive outcomes, and training programs routinely seek to build participants’ self-efficacy. In this article, however, we...     

Emotional support from a digital assistant in technology-mediated services: Effects on customer satisfaction and behavioral persistence

In their traditional role, digital assistants in technology-mediated services provide customers with information, guidance, and suggestions. However, as the opportunities offered by technology and artificial intelligence increase, digital assistants can also provide emotional support, which refers to empathetic, reassuring expressions for customers who have failed or succeeded in fulfilling a task. We show across four experiments that emotional support offered by a digital assistant increases customer satisfaction (Study 1 and 2) and persistence (Study 3 and 4) in using technology-mediated services. The increase in satisfaction occurs via the perceived warmth of the digital assistant, and the increase in persistence via the serial mediation of perceived warmth and satisfaction. Further, the results of a moderated serial mediation show that the effect on persistence only occurs when a digital (but not when a human) assistant provides emotional support in technology-mediated services. Finally, the effect of emotional support on persistence occurs independently of the digital assistant's embodiment. Practitioners learn how to imbue technology-mediated services with a human touch, inducing favorable customer outcomes.     

《生物安全议定书》的贸易条款及其影响

由于转基因生物对生物多样性、生态环境和人体健康可能产生潜在的有害影响,《生物安全议定书》的贸易条款对转基因生物贸易作了较严格的限制。但是受到多种因素的交互影响,这些条款的贸易限制效果是有限的。     

员工与顾客间的情绪感染——调节效应分析

员工与顾客之间存在着情绪感染问题。通过对餐饮与美发业利用配对样本从个人层面的问卷调查显示:员工工作满意,在对顾客服务中,其人际沟通质量和基本服务质量两个维度都有正向的影响;顾客年龄在员工工作满意与人际沟通质量、基本服务质量之间的关系中都存在负向的调节作用;员工情绪敏感度在员工工作满意与人际沟通质量之间的关系中具有负向的调节作用;而员工情绪表现力、顾客学历以及顾客——员工(企业)间关系的强度等则与员工工作满意之间的关系不显著。其结论是:服务行业需重视对员工及顾客个性的研究,并加强员工的情绪引导。     

Mini‐symposium on the WTO Non‐agricultural Market Access (NAMA) Negotiations

NAMA liberalisation alone will not be sufficient to achieve the development goals of the Doha Round. The structure of developing countries’ economies and weaknesses in their infrastructure and institutions mean that adjustment to liberalisation is often costly and export responses slow. To make NAMA work, developing countries will need technical and financial support to raise their ability to adapt to greater openness and globalisation pressures and to increase their export capabilities. Although developing countries should decide how to raise their ability to adjust and to increase exports, bilateral donors and multilateral agencies will need to fund NAMA support programmes. The WTO, however, is not the appropriate or competent international agency to provide or disburse such funding. It can provide technical advice and offers a negotiating vehicle for industrial countries to signal that the development aims of the Doha Round are recognised in substantive terms. If industrial countries support developing countries’ NAMA‐related adjustment costs in addition to offering NAMA tariff cuts, the chances of a successful Doha agreement and genuine pro‐development outcomes will be boosted significantly.     

政府经济人行为与国有产权流动性——基于北京产权交易所数据分析

在中国,政府为了自身利益,会对转让的国有资产设置各种条件,从而影响到国有产权的流动性。利用北京产权交易所公布的2007年12月—2008年12月的742项产权交易项目数据,对国有产权流动性及其影响因素进行分析,结果发现:转让产权比例越高,挂牌价格越高,标的企业员工越多,产权流动性越小,产权市场成交时间越长;从受让条件看,对意向受让方资本要求越高,支付期限要求越短,承担债务压力越多,产权流动性越小;此外,产权转让监管机构级别越高,产权流动性越小。     

产业集群的规模与效率影响

本文使用我国第一次经济普查和1998-2012年全部国有及规模以上工业企业数据,从规模和效率两个角度评估了制造业产业集群对企业和产业表现的影响.工具变量的估计结果显示,城市产业集群发展尽管显著促进了制造业企业就业和产出规模的扩张,但是没有带来企业生产效率的普遍提升.不同规模企业受集群发展的影响程度存在差异.集群发展对企业表现的促进作用主要被行业中处于关键地位的大企业所获得,中小企业的表现并没有得到显著改善,但是集群发展并非完全无益于中小企业.有关产业集群效应的机制分析结果显示,集群发展可通过弱化企业融资约束降低企业的投资和生产门槛,更多中小企业得以进入生产,带来城市-产业规模的扩张.