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1.
Davide Pietroni Gerben A. Van Kleef Carsten K. W. De Dreu 《Group Decision and Negotiation》2008,17(1):31-49
Negotiators may respond to each other’s offers and demands in different ways. Whereas many negotiation experiments present
participants with numerical information about offers and counteroffers (e.g., “I propose 6–8–2”; numerical response mode), real life negotiations often involve affective and evaluative statements (e.g., “I didn’t like your last
offer, but I would be happy to explore alternatives”; affective response mode). The present research explores the differential consequences of responding in affective as opposed to numerical
terms. Specifically, we predicted and found that affective responses increase the impact of social and contextual cues on
negotiation behavior. Three studies demonstrate that the impact of other’s toughness (Experiment 1), other’s respectability
(Experiment 2), and other’s appearance (Experiment 3) on a negotiator’s demands and concessions is greater when the other
provides affective rather than numerical feedback. 相似文献
2.
The Effects of Framing on Inter-group Negotiation 总被引:1,自引:1,他引:0
The present paper explores the way in which groups cognitively represent information framed as danger and the way in which
such collective cognitive representations influence group performance during inter-group negotiations. One hundred and two
participants were distributed over 34 three-person groups and were involved in a negotiation game developed by Lewicki et al.
(1999, Negotiation: readings, exercises and cases. McGraw-Hill, Boston). The groups were organized in 17 pairs and each pair
played the negotiation game in two rounds. The game rules and the available resources were the same for both groups, but one
of the groups in each pair received the game information framed as “danger”, while the other group in the pair received a
neutral framing. The groups with a “danger” frame developed a more defensive strategy during negotiations, adopted more often
a collaborative approach and had a significantly lower performance as compared to the groups in the non-framing condition. 相似文献
3.
The effectiveness of threats in negotiations was examined by exploring two factors likely to affect it: implicitness, or the extent to which the threat mentions what action the perpetrator would take if the target does not comply; and timing, or the time when the threat is stated. Participants were given a negotiation scenario that differed only by the nature of the threat made by their counterpart. The design was a 2 (implicit vs. explicit threat) × 2 (early vs. late threat) factorial design with a control condition (no threat). The study showed that early-implicit and late-explicit threats were both more likely to elicit concessions than early-explicit and late-implicit threats. The two more effective threats were also the ones that made the perpetrator seem less aggressive. Further, perceived credibility mediated the positive effect that late-explicit threats had over late-implicit threats in eliciting concessions. These results support the claim that whether making the threats sanction implicit is effective depends on its timing, as the nature of bargaining moves and perceptions varies over time (Pruitt 1981). They suggest that the way in which a threat is stated may dramatically influence its effect on the target. 相似文献
4.
Trade negotiations occur through time and between the governments of many countries. An important issue is thus whether the value of concessions that a government wins in a current negotiation may be eroded in a future bilateral negotiation to which it is not party. We identify rules of negotiation that serve to protect the welfare of governments that are not participating in the bilateral negotiation. Our main finding is that the two central principles of GATT/WTO—nondiscrimination (MFN) and reciprocity—preserve the welfare of nonparticipating governments and therefore offer a “first-line of defense” against bilateral opportunism. 相似文献
5.
Trade negotiations occur through time and between the governments of many countries. An important issue is thus whether the value of concessions that a government wins in a current negotiation may be eroded in a future bilateral negotiation to which it is not party. We identify rules of negotiation that serve to protect the welfare of governments that are not participating in the bilateral negotiation. Our main finding is that the two central principles of GATT/WTO—nondiscrimination (MFN) and reciprocity—preserve the welfare of nonparticipating governments and therefore offer a “first-line of defense” against bilateral opportunism. 相似文献
6.
A Generic Framework for Automated Multi-attribute Negotiation 总被引:1,自引:0,他引:1
Agents in a negotiation may have to negotiate multiple issues simultaneously. Automated multi-attribute negotiation provides
an important mechanism for distributed decision makers to reach agreements on multiple issues. Moreover, it also furnishes
the opportunity to reach “win–win” solutions. In this paper, we first provide a survey that synthesizes the research on multi-attribute
negotiation. We discuss the limitations of the existing research and conclude that three key issues need further study: incomplete
information, Pareto optimality, and tractability. We then present a generic framework for automated multi-attribute negotiation
with two new mechanisms that address the above issues. Finally, we discuss the challenges and directions for future work. 相似文献
7.
Multi-attribute negotiation is an important mechanism for distributed decision makers to reach agreements in real-world situations. It allows the possibility of reaching “win-win” solutions for both parties, who trade off different attributes in a solution. Existing research on multi-attribute negotiations has mainly focused on the situations when negotiation parties have complete information about each other's preference. This paper presents a model with incomplete information, while considering Pareto-efficiency and computational efficiency. A non-biased mediator, who applies query learning to maintain near Pareto-efficiency without heavy computation, is adopted in the model. In addition, the mediating mechanism proposed in the model overcomes the difficulty of preference elicitation which usually arises in the preliminary step of a multi-attribute negotiation. Our model also reduces the negotiation complexity by decomposing the original n-dimensional negotiation space into a sequence of negotiation base lines. Agents can negotiate upon a base line with rather simple strategies. The experimental results show that near Pareto-efficient agreements can be reached effectively. 相似文献
8.
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
9.
The emerging concern about software piracy and illegal or unauthorized use of information technology and software has been
evident in the media and open literature for the last few years. In the course of conducting their academic assignments, the
authors began to compare observations from classroom experiences related to ethics in the use of software and information
technology and systems. Qualitatively and anecdotally, it appeared that many if not most, students had misconceptions about
what represented ethical and unethical behaviors in these realms. Clearly, one can argue that if college students are uncertain
about what constitutes appropriate and inappropriate behavior then this uncertainty will be carried forward into their workplaces
upon graduation. Furthermore, if their workplaces don't provide ethics training as a component of a new employee orientation
program, one can project a potential for unintentional violations and infringements of copyrights and law in the field. This
study was conducted among graduate and undergraduate students to gain insight into their attitudes, perceptions and understanding
of some of the relevant ethics issues. A questionnaire of 11 statements was employed that described ubiquitous but most likely
unethical (or surely dubious) behaviors in the prevailing business and academic environments. Each respondent was asked to
evaluate each statement twice (once for “self” and once for “colleague”) on a five-option highly ethical (5) to neutral (3)
to highly unethical (1) scale. The statements were worded such that lower instrument score was associated with higher ethical
responses. The questionnaire's two-part structure was designed to solicit honest answers. The encouraging learning from this
study was that the overall sample and its various sub-samples did not consider any of the eleven behaviors to be “ethical”
or “highly ethical.” It was also encouraging to note that the overall sample and all sub-samples considered “highly unethical”
those behaviors associated with personal privacy or property or outright theft. This indicated that moral judgment and probity
prevail. The discouraging learning was that behaviors associated with the use of enterprise property were viewed as “neutral”
i.e., neither “ethical” nor “unethical.” These findings suggested confusion and lack of clarity and definition around workplace
deportment as it regards ethics in software and information technology use. The current study suggests that additional research
needs to be conducted to define and clarify the issues, which in turn can form the basis for programs to rectify or at least
ameliorate the situation. 相似文献
10.
In this paper, we develop a typology of bargaining steps for multi-issue negotiations, which is derived from possible changes
in single issues. By considering all combinations of such changes, we create a consistent classification of steps. This classification
forms the basis of an empirical analysis of the impact of different types of bargaining steps on various outcome dimensions
of negotiations. We perform an exploratory analysis based on an ex-post analysis of existing negotiation data, which was collected
over several years using an Internet-based negotiation support system. Empirical results indicate a strong positive impact
of log-rolling strategies and a negative impact of “hard” tactics like insistence on the chances of reaching an agreement.
Contrary to expectations, hard tactics do not improve the efficiency of agreements. 相似文献
11.
Joan Costa-i-Font 《Intereconomics》2011,46(3):161-168
The creation of a single currency is deemed to produce further heterogeneity in regional trade, as regions differ in their
exposure to trade with other European countries. It is possible to disentangle two separate effects on bilateral trade, namely
the “exchange rate volatility effect” (from exchange rate fixing in 1999) and the pure “common currency effect” (resulting
from the issuing of a new currency in 2002). This paper presents an empirical analysis that shows evidence of a regional concentration
of currency union effects in a few Spanish regions. 相似文献
12.
In many professional and services industries, firms try to scale up their operations by reproducing practices in new locations
through franchising arrangements, especially business format franchising. The classic but still prevailing explanations for
franchising related phenomena, especially the initiative of franchising, the propensity to franchise, and the franchise performance,
are mostly based on two orders of reasons (or a combination of them): franchising is either explained as a means to deal with
resource scarcity or (and) as a mechanism for franchisor and franchisee to align incentives between themselves. However, empirical
studies have shown limited support for both such claims, especially in face of the so called plural form, where proprietary
and franchised units of the same franchisor co-exist. It may also be argued that the traditional literature on franchising
has assumed a high level of homogeneity within and between franchising “networks,” possibly due to the perception that they
tend to be “dominated” by a high level of standardization and replication of practices, both operative and relational. However,
learning processes in such “networks” have recently been brought in as an attempt to capture other mechanisms that may underlie
their operation and sustainability. This article seeks to explore a third perspective to look at franchising “networks,” by
drawing from the literatures on capabilities and industrial networks. Seen from this perspective, business format franchising
may involve more than the mere replication or exploitation of a recipe, especially if we take into consideration the partly
idiosyncratic nature of both the relationships between actors and their capabilities and intentions. Within this perspective,
variety preservation, and not only uniformity, may be recognized by participants as relevant for the performance of the franchise
chain. In other words, variety may reflect the need for the refinement of the “package” throughout time, in more than one
ways, together with the gradual development of the network and the learning experiences that take place in that context. 相似文献
13.
Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode 总被引:1,自引:1,他引:0
In this paper, we study the effects of synchronous and asynchronous communication mode on electronic negotiations. By applying content analysis, we compare the negotiation processes of two e-negotiation simulations conducted in a synchronous and an asynchronous setting. Our results show significant differences in communication behaviour of subjects. Synchronous negotiation mode leads to less friendly, more affective, and more competitive negotiation behaviour. In the asynchronous communication mode, negotiators exchange more private and task-oriented information and are friendlier. These results suggest that negotiators in the asynchronous mode, who have more time to reflect, cool down and control emotions better while negotiators, who communicate synchronously engage more in emotional and competitive “hot” debates. In addition, negotiators in the asynchronous mode are more satisfied with the process and outcome of the negotiation. We conclude that de-individuation and escalating effects might be caused by communication mode rather than by the ability of the media to transmit social cues. 相似文献
14.
J��zsef S��kovics 《Quantitative Marketing and Economics》2011,9(4):339-363
I show that when consumers (mis)perceive prices relative to reference prices, budgets turn out to be soft, prices tend to
be lower and the average quality of goods sold decreases. These observations provide explanations for decentralized purchase
decisions, for people being happy with a purchase even when they have paid their “valuation”, and for why trade might affect
high quality local firms “unfairly”. 相似文献
15.
Domènec Melé 《Journal of Business Ethics》2012,106(1):89-101
The article starts by arguing that seeing the firm as a mere nexus of contracts or as an abstract entity where different stakeholder
interests concur is insufficient for a “humanistic business ethos”, which entails a complete view of the human being. It seems
more appropriate to understand the firm as a human community, a concept which can be found in several sources, including managerial
literature, business ethics scholars, and Catholic Social Teaching. In addition, there are also philosophical grounds that
support the idea of business as a human community. Extending this concept, and drawing from some Phenomenological-Personalist
philosophers, we propose that the firm should be seen as a particular “community of persons” oriented to providing goods and
services efficiently and profitably. Being a “community of persons” emphasizes both individuals and the whole, and makes explicit
the uniqueness, conscience, free will, dignity, and openness to human flourishing. This requires appropriate communication
about and participation in matters which affect people’s life, and makes it essential to cooperate for the common good of
the business firm and the society. 相似文献
16.
Logrolling Procedure for Multi-Issue Negotiation 总被引:1,自引:1,他引:0
In order to better deal with the complexity in multi-issue negotiation, a quantitative method which produces Pareto optimal solutions through jointly improving exchange of issues is proposed. The trade-off process is modelled using logrolling, in which loss in some issues is traded for gain in others, resulting in overall gain for all parties. This mutual gain approach is designed based on the integrative negotiation strategy. The objective of the logrolling method is in negotiation support by providing a structure and systematic analysis for ill-defined multi-issue negotiation problems. This study presents a formal representation of logrolling, the sequential logrolling procedure that is based on the exchange of two issues, and the general properties of the efficient frontier produced by logrolling under a linear preference assumption. The study also includes some discussion on implementation aspects of the logrolling method. 相似文献
17.
Virtuousness refers to the pursuit of the highest aspirations in the human condition. It is characterized by human impact,
moral goodness, and unconditional societal betterment. Several writers have recently argued that corporations, in addition
to being concerned with ethics, should also emphasize an ethos of virtuousness in corporate action. Virtuousness emphasizes
actions that go beyond the “do no harm” assumption embedded in most ethical codes of conduct. Instead, it emphasizes the highest
and best of the human condition. This research empirically examines the buffering and amplifying effects of virtuousness in
organizations. The study hypothesizes that virtuousness has a positive effect on organizations because amplifying dynamics
make subsequent virtuous action more likely, and buffering dynamics reduce the harmful effects of downsizing. The study reveals
that two types of virtuousness – tonic and phasic – are associated with these effects. 相似文献
18.
Ikuyo Morimoto Miki Saijo Kayoko Nohara Kotaro Takagi Hiroko Otsuka Kana Suzuki Manabu Okumura 《Group Decision and Negotiation》2006,15(2):157-169
The purpose of this study is to investigate ways in which ordinary Japanese people negotiate in a multi-party meeting. We initially gave such a way of negotiation the tentative name of “naïve negotiation”. The analysis of the conversational data reveals three structural features of naïve negotiation: (1) at the utterance level, the participants tend to claim their opinions without providing any overt grounds, (2) at the local consensus-building level, they tend to jump to conclusions without the full examination of proposed hypotheses, (3) at the final consensus-making level, there tends to be disjunctions between discussion units. Although these features are not necessarily seen as irrational or illogical, a naïve-negotiation style can still be a trouble-source in achieving successful consensus-making. This leads us to emphasize the necessity of developing a support system for the discussants. 相似文献
19.
“Pay 80%” versus “get 20% off”: The effect of novel discount presentation on consumers’ deal perceptions 总被引:2,自引:0,他引:2
Consumers often undervalue price promotions because they discount the discounts. In this research, we examine the effect of
using a novel type of discount presentation (e.g., “Pay 60% of the regular price”) on deal evaluations, and compare it to
that of an equivalent discount presentation commonly used in the U.S. (e.g., “Get 40% off the regular price”). In three experiments
we show that the former discount presentation results in higher perceived savings and higher purchase likelihood than the
latter. Using process measures, we demonstrate that this effect is due to increased systematic processing induced by the novelty
of the discount presentation, which improves calculation accuracy and hence decreases the underestimation of discounts. We
also report a boundary condition of the effect of discount presentations on deal evaluations by showing that it is eliminated
when consumers do not need to expend effort to accurately process price information.
Both authors contributed equally and are listed in alphabetical order 相似文献
20.
This study examines perceptions of ethical climate and ethical practices of 118 successful Chinese managers among business
students and managers in the Zhejiang province of China. The impact of different ethical climate types on perceived ethical
practices of successful managers was also investigated. The “rules” was the most reported, and “independence” was the least
reported, among the various climate types. A majority of the respondents perceive successful managers as ethical. In addition,
those who believed that their organization had a “rules” climate perceived a strong positive link between success and ethical
behavior. None of the other climate types had an impact on the link between success and ethical behavior. 相似文献