Connectedness Problem Solving and Negotiation

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.     

Consciousness, Spirituality and Right Decision/Negotiation in Purposeful Complex Adaptive Systems

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.     

Unbounded Rationality

The paper discusses bounded and unbounded rationality in purposeful complex adaptive systems (PCAS) modeled by the Evolutionary Systems Design (ESD) framework. Due to Herbert Simon, bounded rationality is the rationality of cognition. Unbounded rationality is the generalized rationality of connectedness represented mathematically, of spirituality, and of right decision/negotiation. Operational procedures for defining/solving and validating a problem in group decision and negotiation under unbounded rationality are discussed. With human PCAS as a focus, the paper more generally considers rationality in multiagent systems with natural and/or artificial agents.     

Right Problem Solving: Doing the Right Thing Right

This paper discusses right problem solving to define/solve a right problem for doing the right thing right. In so doing, the paper operationally considers purposeful complex adaptive systems (PCAS), Evolutionary Systems Design (ESD), group/negotiation support systems, consciousness, connectedness, spirituality, rationality, problems, and right rationality in theory and practice. System agents may be natural (human) and/or artificial.     

Negotiation Engineering: A Quantitative Problem-Solving Approach to Negotiation

Although they are often complex, negotiations are practical problems that can be solved with the aid of specialized, ad hoc methods. We introduce a problem-solving approach to difficult negotiations inspired by the established solution-oriented discipline of engineering, which we term “Negotiation Engineering”. It is based on the reduction of problems to their most formal structures and the heuristic application of quantitative methods for problem solving. We argue that mathematical language in negotiations helps to increase logical accuracy in negotiation analysis and allows for the use of a variety of existing helpful mathematical tools to achieve a negotiation agreement. We demonstrate the practicability and usefulness of this approach using four case studies in the area of international diplomacy in which Negotiation Engineering was applied to achieve negotiation solutions.     

Issue linkage and issue tie-in in multilateral negotiations

We describe a model of international, multidimensional policy coordination where countries can enter into selective and separate agreements with different partners along different policy dimensions. The model is used to examine the implications of negotiation tie-in — the requirement that agreements must span multiple dimensions of interaction — for the viability of multilateral cooperation when countries are linked by international trade flows and transboundary pollution. We show that, while in some cases negotiation tie-in has either no effect or can make multilateral cooperation more viable, in others a formal tie-in constraint can make an otherwise viable joint multilateral agreement unstable.     

Modeling and supporting task-oriented group processes: Purposeful complex adaptive systems and Evolutionary Systems Design

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).     

Multi-bilateral Multi-issue E-negotiation in E-commerce with a Tit-for-Tat Computer Agent

We discuss multi-bilateral multi-issue electronic negotiation (e-negotiation) in the context of an e-commerce marketplace system in which multiple players – buyers and sellers – conduct bilateral (pair-wise) multi-attribute negotiations followed optionally by an auction. Negotiators both make and request specific concessions. The concept of a tit-for-tat concession strategy is developed and implemented by a computer agent. The work is related to the Evolutionary Systems Design (ESD) framework for formal modeling/design of Purposeful Complex Adaptive Systems (PCAS).     

Negotiation processes,Evolutionary Systems Design,and NEGOTIATOR

A negotiation accord is often the result of an intense, laborious, and evolutionary negotiation process. During this process, disputing parties are confronted with goal, judgment, and outcome conflict. This article demonstrates the utility of a conflict resolution framework—Evolutionary Systems Design (ESD)—by using a Negotiation Support System. ESD seeks to guide negotiators to move their individual goals and judgments in such a way as to enhance the chance of achieving a common solution. As illustrated by the use of NEGOTIATOR, a multiattribute utility negotiation support system, we argue that computer mediation can prove to be an effective means to implement the ESD framework.     

Negotiation beliefs: Comparing Americans and the Chinese

We address the micro foundations of international business research by examining negotiation beliefs as a parsimonious guide for international business negotiators. We conceptualise the construct of ‘negotiation beliefs’ as a negotiator’s cognition about the nature of negotiation and effective negotiation strategies. We integrate the negotiation literature and empirically investigate the differences and similarities in the negotiation beliefs of Americans and the Chinese. Across two studies, we conduct a conceptual analysis of negotiation beliefs and develop measures for the culturally similar and culturally different factors of the negotiation beliefs of Chinese and American negotiators. We find that negotiation beliefs can predict negotiation outcomes. Our findings indicate that Americans and the Chinese share negotiation beliefs about cooperation and competition. They also understand negotiation using culturally different factors, namely hierarchy and relationship for the Chinese and economic interest and confrontation for the Americans. We further discuss the theoretical and practical implications for international negotiations, particularly regarding disputes between the US and China.     

A Formal Basis for Negotiation Support System Research

A high-level theoretical model of negotiation activity is introduced as a foundation for guiding future research and development in the area of negotiation support literature. A formal model at this level is presently absent from the negotiation support systems. The model is formally expressed in terms of definitions and postulates that describe eight important negotiation parameters. Relationships between the model and research in game theory, social behavior science, and decision support systems fields are examined.     

An ESD Computer Culture for Intercultural Problem Solving and Negotiation

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).     

International Sales Negotiations:

Successful business negotiation in global markets requires effective cross-cultural communication between buyer and seller. Building on a growing body of literature, this paper develops a four-step, funnel-like model of international sales negotiation. This bi-directional framework traces the communications flow from broad non-selling issues to specific aspects of the international sales transaction. The four stages—non-task related activities, information exchange, persuasion, and adjustment—are then discussed individually. Finally, directions for future research in the area of international sale negotiation are presented.     

On automated e‐business negotiations: Goal,policy, strategy,and plans of decision and action

In recent years, there has been increasing interest in automated e‐business negotiations. The automation of negotiation requires a decision model to capture the negotiation knowledge of policymakers and negotiation experts so that the decision‐making process can be carried out automatically. Current research on automated e‐business negotiations has focused on defining low‐level tactics (or negotiation rules) so that automated negotiation systems can carry out automated negotiation processes. These low‐level tactics are usually defined from a technical perspective, not from a business perspective. There is a gap between high‐level business negotiation goals and low‐level tactics. In this article, we distinguish the concepts of negotiation context, negotiation goals, negotiation strategy, and negotiation tactics and introduce a formal decision model to show the relations among these concepts. We show how high‐level negotiation goals can be formally mapped to low‐level tactics that can be used to affect the behavior of a negotiation system during the negotiation process. In business, a business organization faces different negotiation situations (or contexts) and determines different sets of goals for different negotiation contexts. In our decision model, a business policymaker sets negotiation goals from different perspectives, which are called goal dimensions. A negotiation policy is a functional mapping from a negotiation context to some quantitative measures (or goal values) for the goal dimensions to express how competitive the policymaker wants to reach that set of goals. A negotiation expert who has the experience and expertise to conduct negotiations would define the negotiation strategies needed for reaching the negotiation goals. Formally, a negotiation strategy is a functional mapping from a set of goal values to a set of decision‐action rules that implement negotiation tactics. The selected decision‐action rules can then be used to control the execution of an automated negotiation system, which conducts a negotiation on behalf of a business organization.     

The Connectedness Decision Paradigm: Group Decision, Negotiation and Leadership in World Problems

We discuss connectedness, a dynamic unity relation experience. The Connectedness Decision Paradigm (CDP) is a formal, general systems-spirituality framework, technology-supported, for group decision and negotiation (GDN) and leadership in making “right” decisions. A right problem/solution is validated by a spiritual rationality validation test involving connectedness. A participant (agent) may experience connectedness with purposes (intended results). Purposes for which there is reciprocated (shared) purpose connectedness across agents constitute common ground for these agents. A basic idea is to identify and expand such common ground. Even in difficult problem solving, as with polarization, where there seems to be little or no common ground, a priori there is always the ultimate purpose common ground of connectedness with One (spirituality) from which other common ground as connectedness with the “other” can arise. Common ground can lead to additional common ground and to an agreed problem solution—itself constituting common ground—that can be tested for rightness. Our focus here is on human agents considered as spiritual purposeful complex adaptive systems in multiagent environments. The ideas are applicable to other agents with lesser or greater capabilities than humans according to their capabilities. Expanding earlier work, this commentary on CDP is also based on GDN 2012, 2013 meeting remarks by the author, as well as on a lecture, “Hope on the Edge of Chaos: The New Connectedness Paradigm in World Affairs”, Hamilton Hall, Salem, Massachusetts, February 2012. In presenting CDP, this commentary is also a call for problem solving frameworks for GDN and leadership, and solutions to world problems.     

Brexit and its economic consequences

As the formal process of Brexit has already started, there is much uncertainty about Brexit's impacts on Britain's social, political and economic future. This paper examines the economic impact. After briefly discussing some significant EU treaties that serve as the background materials, it presents the key arguments advocated by the leave and remain camps. The economic impact depends critically on the negotiation outcomes. Aside from the debate on the divorce costs, there are numerous issues that must be negotiated, such as immigration, trade in goods, services, agriculture, fisheries and financial regulations. We discuss various scenarios of possible new trade regimes, resulting in different impacts on the UK economy. With each side having its bargaining chips to play, the trade‐offs between “give and take” in the negotiation game are analysed. Considering various strategic options, this paper urges rationality and cooperation, especially weighing both sides’ entwined economic interests, in addition to their mutual security, defence, environmental and world concerns. The potential gains and losses in the event where the UK contemplates new trade arrangements with the non‐EU countries are analysed in the Appendix .     

International Business Negotiations A Turn-Key Project

The article describes and analyses the negotiation process between a Swedish supplier and an African customer. Although the literature on international business negotiations is very poor, it is reviewed; a model for international business negotiations is developed and then utilised to describe and analyse a case-study. The factors influencing the negotiation process are identified and conclusions are drawn; the process took a very long time, more than two years, and a number of unexpected issues caused interference in the process. The differences in cultural background and the atmosphere between the parties strongly affected their chances of reaching a mutually satisfactory agreement.     

Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach

Game theoretic models attempted to predict unique equilibrium outcomes of negotiations with limited success. The imprecise character of negotiation is often altered to fit the game theorist's exacting approach. Alternative models deviated from the formal game theoretic approach and attempted to accommodate concepts such as negotiator power and time pressure. In this paper, we introduce a model which uses a fuzzy logic approach to deal with the imprecision in the negotiation process and to integrate several negotiation theories. The new model is used to simulate multiple-issue, two-party negotiations and results are consistent with established negotiation theories.