Types of motions as proposed in the Dutch House of Representatives

This exploratory study provides an answer to the question what a coalition agreement means for negotiation by political parties in the House and what consequences this has for the motions submitted. Motions on environmental and immigration policy are compared at the time of two different governments. Based on the coalition agreements we estimate how much space for negotiation with regard to both issues and both periods is available. On that basis predictions are made regarding the numbers of submitted and passed motions. Moreover, a new classification is introduced in order to be able to group motions based on the intended purpose. Also predictions are made about this. The results show that, in line with expectations, fewer motions are proposed on issues where the negotiation space is limited, but this effect is not significant. However, there are significant findings with regard to motions that have passed. Where negotiation space is smaller, fewer motions pass than with respect to topics where the negotiation space is greater. As regards the different types of motions, the research gives unexpected, but interesting, results.     

Labor union negotiations: stepping stones or stumbling blocks for a responsible downsizing strategy? Empirical tests in Taiwan

Firms have used organizational downsizing strategies for years. But organizational downsizing not only cannot surely improves firm performance, but also harms thousands of employees and their families. A number of scholars investigating organizational change suggest that ‘a responsible downsizing strategy’ can mitigate or solve this issue. As the major stakeholder in downsizing, labor unions naturally negotiate with firms to protect employee rights and benefits. Their negotiation, therefore, may either enhance or mitigate the effect of responsible downsizing strategy on firm performance. This study used a sample of 154 downsized local firms and multinational corporations in Taiwan to examine the research construct, and invited focus groups to have a further validated explanation. The findings show that labor union negotiation may act as either stepping stones or stumbling blocks. The results indicate that firms employing labor union negotiation experience higher downsizing performance than non-unionized firms do. However, labor union interventions can also become stumbling blocks. Labor union negotiation neutralize the positive effect of employee-caring practices on downsizing performance, leading to a decline in downsizing performance when firms increase employee participation and justice consideration in the downsizing process. The research findings provide implications for further scholarly research and management practices in terms of organization change, stakeholder management and labor–management relationship.     

Supplier behavior and its impact on customer satisfaction: A new characterization of negotiation behavior

Many questions of customer/supplier negotiation dynamics remain unanswered. One reason behind this is that most existing models do not entirely reflect the complex relationship between negotiation behavior and the attained outcome of the negotiation process, analyzing the former from a purely dichotomous perspective. This study examines supplier negotiation behavior and how it impacts the outcome (satisfaction) from the customer´s perspective, thereby proposing a new characterization of negotiation behavior. Our analysis is based on a case study of 21 customer/supplier negotiations carried out by four leading supermarket chains in Costa Rica. Evidence supports our proposal that in customer/supplier negotiations, supplier negotiation behavior can include both integrative and competitive actions within the same negotiation, thereby justifying our proposal of different classifications existing within the negotiation continuum. It was also noted that supplier negotiation behavior influences a customer´s perceived satisfaction level. These findings are relevant to both academia and the professional world and can be used to promote better implementation and performance of agreements attained during a negotiation.     

Social partners' levers: job quality and industrial relations in the waste sector in three small European countries

This article examines how social partners in the waste sector in Austria, Bulgaria and Denmark strive to protect job quality from negative impacts of two European trends: privatisation and greening. The article uses qualitative, comparative research to examine social partners' levers for protecting and improving job quality. Three levers are identified: negotiation power, collective agreements and general regulation that facilitate negotiation and social partnership. In general, privatisation has had a negative influence on job quality and the levers of collective actors, whereas the impact of greening is ambiguous, that is, not necessarily positive. The article concludes that stakeholders' ability to improve job quality is contingent upon their activity on both a national and European level.     

A multi-agent-based model for a negotiation support system in electronic commerce

This study proposes a multi-agent-based model for bilateral multi-objective negotiation in electronic commerce trading. The function and behaviour of several types of agents are discussed. These agents interact with each other in our negotiation support system model to create the most appropriate solution for both negotiating parties. In particular, we are concerned with a win-win negotiation approach in which agents seek to strike a fair deal that also maximizes the payoff for everyone involved. That is, if the opponent cannot accept an offer then the proponent should endeavour to find an alternative to make a trade-off. Against this background, a utility model based on fuzzy constraint satisfaction problems is proposed to ensure that these agents reach a solution that is fair for both negotiating parties if such a solution exists. The model uses prioritized fuzzy constraints to indicate how concessions should be made when necessary. In addition, by incorporating the notion of a negotiation argument into our evaluation model, the agents can sometimes reach agreements that would otherwise be impossible. Finally, a numerical example is given to display the applicability of the proposed approach for electronic trading assistance.     

英语口语在大学英语教学中的仿真实训研究

毫无疑问地,在全球经济一体化背景下,英语是广泛应用于文化交流、业务谈判以及国际事务合作的全球性语言。英语口语在各行各业中的应用越来越频繁,将英语口语嵌入非英语专业大学英语课堂教学活动,激发高职学生自主学习外语能力,是高职要面对的这种挑战。本文就多媒体课件辅助下如何提高听说技能应用的研究。     

我国贸易谈判中商务英语的应用技巧

对外贸易离不开商务谈判,在谈判的过程中有很多因素会影响谈判的结果。因此,在进行谈判时对于一名专业的商务谈判人员来讲仅仅只是了解谈判的基本原则和熟悉有关的理论知识是远远不够的,还必须掌握和熟练使用谈判的相关技巧,结合商务英语的基本策略就可以实现共赢,只有如此才可以在谈判中掌握先机达到自己的目的。     

文化差异与我国跨文化商务谈判策略

我国加入WTO后,国际贸易和对外交随之增多,各种类型、各种层次的外贸、外经、外交谈判也越来越显示其在我国社会、政治、经济生活中的重要地位。从中西文化差异的角度,探讨国际商务谈判的特点及文化差异对跨文化谈判结果的影响,并积极寻求我国涉外商务谈判的方法和策略,为我国的社会主义市场经济建设服务。     

谈判支持系统国内外研究比较及展望

谈判已成为解决社会生活中许多冲突的重要手段。而随着谈判理论、计算机技术和通讯技术及网络技术的发展,谈 判支持系统应运而生。本文首先对谈判支持系统研究内容进行论述,然后用所收集的数据对谈判支持系统国内外研究现状进 行比较分析,最后提出了谈判支持系统需要解决的一些问题和可能的发展趋势。     

基于不完全信息动态博弈模型的报价策略研究

目前应用博弈论对价格谈判所进行的研究大多集中于讨价还价问题,而关于报价问题的研究往往依靠定性分析。因此本文建立了一个关于报价策略的三阶段不完全信息动态博弈模型,并通过求解证明：在谈判双方信息对称的条件下,无论对买方还是卖方来说,“抢先报价”都是占优策略。在买卖双方都采取“抢先报价”策略时,报价顺序博弈的结果具有不确定性。在现实中买卖双方往往会通过各种其他手段来达到抢先报价的目的。     

Game Theoretic Models of Wage Bargaining

This paper aims at being a tool to help apply game theoretic bargaining models to wage negotiations. In this perspective, we review a number of articles which explicitly deal with wage determination as well as purely game theoretical models which we believe can be fruitfully extended to account for specific features of labour markets. We discuss some common shortcomings in the wage negotiation literature, and suggest possible lines of research worth pursuing to deal with such weaknesses.     

Managing metadata: Networks of practice,technological frames,and metadata work in a digital library

The organizations that develop information systems are usually composed of members and groups with different technological backgrounds and experiences. While these different backgrounds are necessary to support the many dimensions of information system development, at the same time they can result in barriers to sharing organizational knowledge, and can thus impede this work. Understanding how the technological backgrounds of organizational groups are constituted and mediated thus provides useful insight into how information system development occurs in organizational contexts. This article contributes to this discussion with a qualitative and interpretive case study of a small team engaged in creating metadata for a digital library. A number of unexpected and recalcitrant problems were encountered that delayed this metadata work. Drawing on theories of networks of practice, technological frames, and perspective making and perspective taking, the article uses ethnographic- and action research-based interviews, to probe project members' understanding of metadata. The analysis identified different networks of practice and technological frames in the project, including the IT workers, who had a systems administration perspective, and the faculty members, who had a theoretical research perspective. The tensions caused by these differences are described, as are the ways in which the project resolved them. Two findings are that the intercommunal negotiation was established not just between individual networks of practice in the project, but with reference to an emerging community of practice that served as a boundary object, and that intercommunal negotiation also had to be carried out diachronically across time, with this latter form of negotiation being difficult to achieve.     

商品房认购书的性质与法律效力

认购书通常不能直接构成商品房买卖合同,其在本质上为"将行谈判的预约"。认购书不以预售许可为有效要件,其核心内容为使开发商和认购人负担诚信谈判之义务,但双方并不因此负担必须缔约之义务。在双方诚信谈判仍不能达成商品房买卖合同时,认购书自动失去其效力。若一方当事人违反诚信谈判义务导致商品房买卖合同不能缔结,对方不能强制其实际履行认购书,而只能追究其违反预约之责任,亦即商品房买卖合同不成立之缔约过失责任。     

基于相互威慑模型的国际工程索赔谈判博弈研究

随着我国世界经济地位的不断提升,国家地位差异对我国对外承包工程项目索赔谈判的影响变得越来越显著。在发生工期延误后,业主与承包商总会在工期索赔和费用索赔等方面产生冲突,解决冲突最好的方法就是协商谈判。论文通过对相互威慑模型和博弈论在索赔谈判中的应用分析,解析不对等经济地位下承包商与业主索赔的谈判过程,为双方在索赔谈判中作出科学合理的决策提供依据。     

模拟商务谈判实践教学研究

商务谈判是一门实践性很强的课程,模拟谈判教学能够更好的体现这种实践性,加强商务谈判课堂教学的效果。文章从模拟谈判教学的重要意义出发,阐述了模拟《商务谈判》,教学模式的创新点,并提出了几点建议。     

Contracts,Negotiation, and Learning: An Examination of Termination Provisions

Taking a temporal view of learning in partnerships, we argue that learning to contract from prior relationships can be manifested not only in an increase in the level of contractual detail but also in a decrease in negotiation time for a given level of contractual detail. We analyse the influence that the length of prior relationships and the detail of termination provisions have on negotiation time, or the time period that it takes for partners to reach a mutually acceptable agreement. We find that: (1) the length of prior relationships has a curvilinear, U‐shaped effect on negotiation time, suggesting the possibility of diverse learning mechanisms as the relationship unfolds; (2) the impact of the detail of termination provisions on negotiation time varies across different types of termination provisions; and (3) it takes a shorter time to negotiate certain types of termination provisions when partners have longer prior relationships. Beyond suggesting the need to investigate the consequences of contractual provisions for collaborators, our study proposes negotiation time as an additional indicator of a learning‐to‐contract effect that complements existing ones.     

Navigating value networks to co-create sustainable business models: An actionable staging approach

Sustainable transitions typically require collaboration between multiple actors in the value chain or value network. Recent research has emphasized mapping of stakeholders and values as a starting point for identifying opportunities to realign these relationships, followed by business model experimentation to enable change. However, a simple mapping exercise does not consider the interplay between actors' concerns, business models, and interpretations of sustainability. Pedersen et al. (2022) advocated that aligning concerns is essential to collaborative design and innovation, and requires continuous negotiation between multiple actors. Here, we present a microlevel in-depth case study to examine how alignment across central value chain actors may be facilitated through the staging of numerous negotiations during the innovation process. Drawing on the staging negotiation spaces co-design framework, we provide insight into the content of multiple negotiations concerned with different aspects of sustainability during the development of a more sustainable laundry service system on the Danish island of Bornholm. Our findings illustrate how both value chain actors and a third-party intermediary stage negotiations, and elaborate the framework by attending to the strategic navigational efforts of network alignment through negotiations.     

An empirical investigation of scheduling performance criteria

Planning and scheduling significantly influence organizational performance, but literature that pays attention to how organizations could or should organize and assess their planning processes is limited. We extend planning and scheduling theory with a categorization of scheduling performance criteria, based on a three-stage survey research design. Particularly, the results show that, next to schedule quality, the planning process factors timeliness, flexibility, communication, and negotiation are important performance criteria, and especially so in organizations that are faced with high levels of uncertainty. The results suggest that organizational and behavioral aspects of planning and scheduling cannot be mitigated with advanced models and software that solely focus on good schedules. Rather, high quality schedules and high quality scheduling processes need to be facilitated simultaneously to attain high planning and scheduling performance.     

The influence of relational experience and contractual governance on the negotiation strategy in buyer–supplier disputes

This paper theoretically refines and empirically extends the debate on the type of interplay between relational experience and contractual governance in an under-researched area: supply chain disputes. We define relational experience as either cooperative or competitive; distinguish between control and coordination functions of contractual governance; and assess their interplay on the negotiation strategy used in disputes. Using a unique data set of buyer–supplier disputes, we find, in particular that increasing contractual control governance weakens the positive effect of cooperative relational experience on cooperative negotiation strategy. However, increasing contractual control governance for a buyer–supplier dyad with competitive relational experience will increase cooperative negotiation strategy. Contractual coordination governance reinforces the positive effect of cooperative relational experience. Through this study, we reach a better understanding of how and when contractual and relational governance dimensions interact; rather than whether they act as substitutes or complements as has been studied in prior research. We discuss the implications of these findings for the field of supply chain management.