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1.
Connectedness Problem Solving and Negotiation 总被引:3,自引:3,他引:0
Melvin F. Shakun 《Group Decision and Negotiation》2009,18(2):89-117
Difficult polarizing problems/conflicts are pervasive in the United States and the world. Welcome to spiritual rationality/connectedness
problem solving and negotiation involving spirituality and rationality, and emphasizing connectedness in problem solving.
In particular, we develop CPSN-ESD—Connectedness Problem Solving and Negotiation (CPSN) through Evolutionary Systems Design
(ESD)—discussing spiritual rationality/connectedness and highlighting connectedness with One and with each other as values,
among others, in problem solving. In CPSN-ESD, CPSN is effected through ESD, a game-theory based, general formal systems-
spirituality modeling/design framework for individual and multiagent (group) problem solving and negotiation implemented by
computer technology. Problem solving is represented by an evolving problem system of purposes and their relations from the
lowest-level action to the highest purpose, ultimate common ground—spirituality, connectedness with One (or a surrogate, as
discussed). For an agent, an evolved problem system satisfying spiritual rationality identifies right action (a solution)
producing spirituality, connectedness with One (or a surrogate). A negotiation agreement requires multiagent agreement on
the action to be taken. Agents may be natural or artificial. The paper focuses mostly on human agents with ideas being applicable
to other natural and artificial (computer) agents with lesser (or greater) capabilities than humans according to their built-in
capabilities. Present-to-future CSPN-ESD work includes furthering support of human agents; designing spiritual agents; designing
multiagent systems for connectedness capitalism; developing connectedness democracy; further research and applications on
intercultural and international negotiation; work on the world connected. 相似文献
2.
Consciousness, Spirituality and Right Decision/Negotiation in Purposeful Complex Adaptive Systems 总被引:3,自引:3,他引:0
Melvin F. Shakun 《Group Decision and Negotiation》1999,8(1):1-15
Both cybernetic and self-organizing, purposeful complex adaptive systems (PCAS) express purpose by solving problems defined by choosing and delivering values to participants as operational goals through decision making. Individuals, groups, organizations, and economies are PCAS. Here we focus on indviduals and groups. Evolutionary Systems Design (ESD) is a universal (culture independent) general problem solving, formal modeling/design framework for PCAS that can be computer implemented in same time/same place or telework modes. Formally, in ESD sets of elements and their relations modeling a PCAS evolve through cybernetics/self organization. Spirituality and the concept of right decision/negotiation in PCAS are discussed in relation to consciousness. Rightness comes from spirituality, i.e., consciousness experiencing oneness. Oneness is integrally bound with love; hence the term oneness/love. Through right decision/negotiation PCAS try to realize their ultimate purpose to live Two (the relative, the process of all there is) as One (the absolute, all there is). Oneness/love, connectedness to One, promotes problem solving and negotiation - expressed formally in the ESD problem representation - that is at the same time right. Simply put, right problem solving requires oneness/love and delivers oneness/love. Computer and receiver modes of consciousness are discussed in relation to oneness/love and its absence experienced as separateness/fear. Ways to transit from the latter to the former are considered. P.L. Yu's Habitual Domain (HD) framework is introduced and discussed in relation to ESD. Evolutionary heuristics for evolution of an ESD right problem representation through cybernetics/self-organization are presented based on combined HD and ESD concepts. Then operational procedures for defining and validating a right problem for an individual or group and associated right decision/negotiation outcome are considered. Thus, the work contributes to procedural rationality - how decisions should be or are made - in purposeful complex adaptive systems. The paper suggests that for humans to live fully (awake) is to live in our love-based spirituality, in the moment, consciousness experiencing oneness/love at the edge of chaos, challenged in our purpose to live Two as One by spiritual or right decision/negotiation through cybernetics/self-organization, i.e., problem solving under oneness. Artificial agents in PCAS may participate in right decision/negotiation. They may in principle have consciousness but the nature of the subjective experience is unclear. 相似文献
3.
Land use planning and policy making for environmental systems involve uncertainty, long time scales, and complex socio-natural
systems and processes; most decisions are often characterized by conflict and tension and give rise to disagreements which
are widely considered and managed as disagreement about socio-environmental values. Although the growing acceptance of participatory
models in environmental planning and policy making is forcing the public authorities to implement participatory mechanisms,
participation practices are not showing much effectiveness in reducing conflict and tension. This paper argues that negotiation
approaches in participatory decision making often pose the attention on disputing actors and their related values (in the
field of environmental planning, on socio-environmental values) thus amplifying the risk for conflict to sharpen. Participation
practices, in fact, often use Decision and Conflict Analysis models as means to disclose structures of parties’ values and
preferences to parties themselves, thus risking to enhance sources for conflict and tension. In this article, participation
is conceptualized as an exploration process looking for decision ‘opportunities’ which allow transforming participatory decision
making into operational collaboration. To illustrate the discussion we present a case of participatory decision making process
in the Torre Guaceto wetland, a Natural Reserve in Southern Italy. The process refers to the formulation of the land use plan
and is analysed by the application of a cognitive model. The analysis shows how the negotiation process evolves from a conflict
to collaboration and becomes centred on the content of the decision rather than the social and environmental values involved. 相似文献
4.
Melvin F. Shakun 《Group Decision and Negotiation》2010,19(5):417-419
In this GDN 2010 meeting commentary, the author presents an overview of CATNAPS (Connectedness And Technology for Negotiation And Problem Solving)—as a technology
framework for evolving “right” problems/solutions in individual and group negotiation and problem solving. Although the focus
in this commentary is mostly on humans, negotiators (agents) may be humans or computers. We consider taking CATNAPS to negotiation/problem
stories meaning applying CATNAPS to various specific problems, negotiation/problem stories. 相似文献
5.
Andreas Dietrich 《Small Business Economics》2012,38(4):481-494
The lending-rate differentials between loans to small and large companies are striking. According to several studies, these
disparities of loan rates are primarily a result of a lower informational efficiency at small companies. This study examines
to what extent such differences in loan rates are caused not only by informational inefficiencies, but also by operational
costs and the borrower’s negotiation power. By using unique, hand-collected data from the credit-pricing models of 15 Swiss
regional banks, we provide new empirical evidence that operational costs are a key factor in explaining differences in lending
rates between small and large enterprises. Furthermore, we also found that the lack of negotiation power of small enterprises—expressed
in the profit margin amount of the bank—has significant explanatory power. 相似文献
6.
Ricardo Ernst Jose Ignacio López-Sánchez David Urbano 《Group Decision and Negotiation》2009,18(5):499-517
This paper analyzes, in the context of negotiation, the problem of coordination and conflict resolution between the manufacturer
(Seller) and the retailers (Buyers) for a two-tier inventory system. The retailers capture demand (from customers) and therefore
are responsible for the level of service offered by the system. The larger the inventory that a retailer has of a particular
product, the lower the probability of running out of stock and therefore, avoid the possibility of a lost sale for the manufacturer.
A conflict arises (and therefore the negotiation process starts) when the manufacturer wants the retailer to increase the
level of service while retailers are satisfied with the status quo. Using the Nash bargaining solution, we develop a theoretical
framework that incorporates behavioral dimensions and predicts the outcome of “sharing” the profit. The results indicate the
advantage of developing long term relationships among the members of the distribution channel to minimize the uncertainty
and therefore the source of conflict. 相似文献
7.
Melvin F. Shakun 《Group Decision and Negotiation》2006,15(5):491-510
We develop the Evolutionary Systems Design (ESD) formal consciousness model for international negotiation extending the usual cognitive rationality of formal models to right rationality validated subjectively by cognition, affection, conation, holistically, and spiritually. Two subjective validation tests for right rationality are described. The purpose is to attain right negotiation agreements in international negotiation. Practice and computer implementation are discussed and applications presented. Though the ESD general formal mathematical model is an evolving difference game, in applying it to specific problems mathematical symbols are not normally used, relations between generally familiar sets of elements being expressed by tables (matrices). We believe that ESD can help close the gap between formal modeling and practice of international negotiation. 相似文献
8.
Melvin F. Shakun 《Group Decision and Negotiation》1999,8(3):237-249
Intercultural problem solving and negotiation involves interaction of two or more cultures. These processes may be formally modeled using the Evolutionary Systems Design (ESD) framework implemented by appropriate computer group support systems (GSS). The ESD/GSS combination provides an ESD computer culture for intercultural problem solving and negotiation in a same place/same time or telework mode. With this, players in a multicultural group can be computer supported in generating and formally representing an evolving common culture (a situational culture) with regard to the specific problem at hand - an intercultural evolving group problem representation and solution. At the same time, the ESD computer culture provides an operational cybernetic/self-organization framework for the empirical study of cultural emergence in a multicultural group. This paper uses and develops work by Shakun (1996b). 相似文献
9.
Seeking an effective approach to supporting negotiation through the use of computer technology, we have constructed a prototype
negotiation support system based on the concept of problem structure. Problem structure refers to the characteristics of the
feasible settlement space and efficient frontiers as defined by the joint utility distribution of negotiators' utilities.
Problem structure is recognized as playing a major role in negotiation processes and outcomes. The cognitive complexity and
inherent uncertainty of typical negotiations make it difficult for negotiators to effectively visualize and “navigate” the
settlement space defined by the problem structure. As a result, negotiators often resort to suboptimizing heuristics which
produce inefficient and/or unsatisfying outcomes. It follows that a promising approach to negotiation support is to exploit
the computational speed and graphics capabilities of computer technology to make problem structure and its implications more
accessible. Thus, our prototype is designed to allow negotiators to hypothesize problem structure and to explore and manipulate
the resulting settlement space quickly and easily. Preliminary experimentation has demonstrated the value of this approach
and has suggested areas for extended, comprehensive support. A negotiation process formalism, Cognitive Action Theory, neural
network technology, and computer simulation are well-suited to providing more comprehensive support, and we suggest an architecture
for delivery through NSS. 相似文献
10.
Negotiations proceed differently across cultures. For realistic modeling of agents in multicultural negotiations, the agents
must display culturally differentiated behavior. This paper presents an agent-based simulation model that tackles these challenges,
based on Hofstede’s model of national cultures. The context is a trade network for goods with a hidden quality attribute.
The negotiation model is based on the ABMP negotiation architecture and applies a utility function that includes market value,
quality preference and risk attitude. The five dimensions of Hofstede’s model are the basis for the modification of ABMP parameters
and weight factors in the utility function. The agents can observe each other’s group membership and status. This information
is used, along with the indices of Hofstede’s dimensions, to differentiate behavior in different cultural settings. The paper
presents results of test runs that verify the implementation of the model. The model helps to explain behaviors of actors
in international trade networks. It proves that Hofstede’s dimensions can be used to generate culturally differentiated agents.
Further validations of the model with case studies from literature and experiments have yet to be conducted. Extensions can
make this model a useful tool for training traders who engage in cross-cultural negotiation and for implementation in negotiation
support systems. 相似文献
11.
In negotiation by electronic means, language is an important deal-making tool which helps realize negotiation strategies.
Negotiators may use language to request information, exchange offers, persuade, threaten, as well as reach a compromise or
find prospective partners. All this is recorded in texts exchanged by negotiators. We explore the language signals of strategies—argumentation,
persuasion, negation, proposition. Leech and Svartvik’s approach to language in communication gives our study the necessary
systematic background. It combines pragmatics, the communicative grammar and the meaning of English verbs. Language signals
become features in the task of classifying those texts. We employ Statistical Natural Language Processing and Machine Learning
techniques to find general trends that negotiation texts exhibit. Our hypothesis is that language signals help predict negotiation
outcomes. We run experiments on the Inspire data. The electronic negotiation support system Inspire was gathering data for several years. The data include text messages which negotiators may exchange while trading offers.
We conduct a series of Machine Learning experiments to predict the negotiation outcome from the texts associated with first
halves of negotiations. We compare the results with the classification of complete negotiations. We conclude the paper with
an analysis of the results and a list of suggestions for future work. 相似文献
12.
13.
Abbas Foroughi William C. Perkins M. Tawfik Jelassi 《Group Decision and Negotiation》1995,4(6):485-512
Negotiating is one of the four major decisional roles played by managers. In fact, resolving conflict is said to occupy 20% of a manager's working hours. This growing frequency of negotiation scenarios coupled with the increasing complexity of the issues which need to be resolved in a negotiation make the possibility of computer enhancement for negotiation very appealing. Implementations of computerized Negotiation Support Systems (NSS) in the business world, international affairs, labor law, and environmental and safety disputes have demonstrated their potential for making negotiation problems more manageable and comprehensible for negotiators. Still, pioneers in NSS research have expressed their dismay at the lack of rigorous empirical research and evaluation of NSS. In particular, research is needed which will determine how and under what circumstances negotiation processes can be enhanced by NSS support.This article describes empirical research on the effects of a highly structured, interactive NSS on the outcome of face-to-face issues resolution and the attitudes of negotiators in both low- and high-conflict situations. In a laboratory experiment, bargaining dyads played the roles of manufacturers negotiating a four-issue, three-year purchase agreement for an engine subcomponent in conditions of high and low conflict of interest. The results of the study showed that NSS support did help bargainers achieve higher joint outcomes and more balanced contracts, but that the NSS support increased negotiation time. Satisfaction was greater for NSS dyads in both conflict levels, and perceived negative climate was reduced in low conflict.One primary implication of the results of this study is that NSS developers should keep in mind the importance of providing users with a system with interactive qualities which not only enhance the decision-making process but also provide them with a sense of participation in reaching the solution, as was done in this study. 相似文献
14.
Sustainable consumer behaviour—behaviour motivated or influenced by social and/or environmental considerations—is an important
topic in public policy and consumer psychology. Research on the antecedents of sustainable consumer behaviour has found a
robust “gender effect”: women are more likely than men to express concern about consumption’s broader impacts and to act upon
those concerns. The mechanisms underlying the gender effect have not been well elucidated. At the same time, more limited
research has found that sustainable consumer behaviour is also influenced by personality: more agreeable and more open consumers
are more likely to place importance on and to act on social and environmental concerns. Separate research in personality psychology
has shown that women tend to be more agreeable than men. The authors integrate these findings to propose and test a model
in which personality mediates the effect of sex on sustainable consumer behaviour. The personality differences mediating this
effect are the same ones elsewhere subsumed within “gender” differences. Our findings clarify the mechanisms underlying the
observed sex effect, confirm the utility of personality constructs in clarifying differences in consumer attitudes and behaviours,
and have compelling implications for public policy. 相似文献
15.
Angelos Kotios 《Intereconomics》2001,36(4):196-207
After more than a decade of cooperation between the European Union and the formerly socialist Balkan countries, the latter—in stark contrast to a number of other ex-socialist countries—are characterised by severe transition problems, poor economic conditions, political instability and proneness to military conflict. Against this background, our author evaluates the EU's past and present Balkan development policies, concluding with some suggestions towards a new strategy of cooperation. 相似文献
16.
Annie Liu 《Journal of Marketing Channels》2013,20(2):103-121
Channel relationships are dynamic and complex. Though much of channel literature has dealt with power, dependency, and conflict resolution, relatively little research focuses on how channel members apply different modes of negotiation to resolve channel conflicts and, most important, how they finagle their ways through different stages of negotiation to obtain desirable outcomes. This article suggests that in deciding which strategy to adopt to effectively negotiate with others, channel members should take into account two vital outcomes during the negotiation process: substantive gain and relationship outcome. Integrating high versus low levels for each of these two types of outcomes, this study develops a framework for channel conflict negotiation in an international setting and recommends appropriate negotiation strategies for various scenarios and phases of negotiation. 相似文献
17.
This research examined how trust affected resource allocation in a three-party negotiation. Negotiators were presented with
an empty core problem in which their theoretical share of resources exceeded the resources available for distribution. We
tested which of three components of trust—reliability, predictability and empathy—predicted negotiators’ outcomes. We distinguished
between absolute and relative trust. We found that relative trust was a more consistent predictor of individual outcomes than
absolute trust and that the most trusted party in a network obtained the highest individual outcomes. This finding highlights
the importance of social context in shaping trust judgements. The component of trust that predicted individuals’ outcomes
was affected by structural power. High and low power negotiators benefited from conveying empathy (identity-based trust),
whereas moderate power negotiators benefited from conveying predictability (knowledge-based trust). Low power parties also
benefited from appearing unreliable (low calculus-based trust).
The research reported in this paper was supported by a grant from the Australian Research Council. An earlier version of this
paper was presented at the 2002 International Association of Conflict Management Conference, Park City, Utah. 相似文献
18.
Melvin F. Shakun 《Group Decision and Negotiation》1996,5(4-6):305-317
Evolutionary Systems Design (ESD) is a universal general problem solving, formal modeling, design framework for purposeful
complex adaptive systems (PCAS) and processes, i.e., task-oriented group processes. These processes constitute policy making,
group decision, negotiation, and multiagent problem solving with human and/or artificial agents. ESD is also a framework for
computer group support systems (GSS) that support these processes. The ESD general framework can be applied to define and
solve specific problems. In this article the ESD framework is presented and illustrated by example. The article provides background
for ESD computer implementations discussed in two other related articles (Lewis and Shakun 1996; Bui and Shakun 1996). 相似文献
19.
Gerben A. Van Kleef Eric van Dijk Wolfgang Steinel Fieke Harinck Ilja van Beest 《Group Decision and Negotiation》2008,17(1):13-30
This paper reviews research on the role of anger in conflict. We distinguish between intrapersonal and interpersonal effects
of anger, the former referring to the impact of parties’ feelings of anger on their own behavior and the latter referring
to the impact of one parties’ anger on the other’s behavior. We further compare the effects of anger across a variety of conflict
settings, including negotiation, ultimatum bargaining, prisoner’s dilemma, resource dilemma, and coalition formation. At the
intrapersonal level, anger is associated with competition in all conflict settings. In contrast, the interpersonal effects
of anger differ across situations, with anger sometimes eliciting cooperation, sometimes eliciting competition, and sometimes
having no effect. Based on the research reviewed, we conclude that the interpersonal effects of anger in conflict are determined
by the level of interdependence of the parties, their information processing tendencies, and the justifiability of the anger
expressions.
Preparation of this paper was facilitated by a Veni grant from the Netherlands Organization for Scientific Research (NWO 451–05–010)
awarded to Gerben A. Van Kleef. 相似文献