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).     

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.     

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.     

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.     

Defining a right problem in group decision and negotiation: Feeling and evolutionary generating procedures

It is not unusual that decision makers define and solve a wrong problem. Here we develop an operational procedure for defining a right or correct problem. A problem may be represented as—a problem representation defining a problem consists of—two evolving hierarchies of relations, as discussed in the article. Rightness in a problem representation requires rightness in these relations which are beliefs held by a decision maker. Operational definition and validation of rightness in these relations, that is, retaining them as correct, is by feeling and by specified evolutionary generating procedures for examining, changing (evolving), and retaining these relations. Based on rightness in these relations, we discuss right group problem definition and solution in the general case where information is not fully shared (nonshared) among individuals in the group. Thus, our work contributes to procedural rationality—how decisions should be or are made—in individual and group decision-making and associated group decision and negotiation support systems (GDNSS).     

E-Alliance: A Negotiation Infrastructure for Virtual Alliances

In this paper we provide an overview of E-Alliance, a software infrastructure we are developing to support negotiation activities in concurrent inter-organisational alliances. Our baseline is to offer a collaboration framework which fully preserves the autonomy of organisations grouped in an alliance, while enabling concurrency of their activities, flexibility of their negotiations and dynamic evolution of their environment. We propose to support negotiation between the partners within such alliances by combining different technologies, such as software engineering techniques, middleware-level coordination facilities and multiagent systems support. We present our approach in the context of a sample scenario of an alliance where partners are printshops capable of (out/in) sourcing print jobs among them to better accomplish their customers' requests.     

Negotiation support using the Graph Model for Conflict Resolution

The Graph Model for Conflict Resolution is a flexible methodology for systematically studying strategic conflicts in the real world, and is therefore a natural tool for negotiation support. The basic definitions underlying the graph model are reviewed, and the techniques for analysis and interpretation are discussed. The modeling and analysis of a case study, an international trade negotiation concerning the export of Canadian softwood lumber to the United States, are used to demonstrate the practical application of the Graph Model for Conflict Resolution as a negotiation support tool. The modeling and analysis is carried out using the GMCR software system. The ability of the Graph Model for Conflict Resolution to provide insights and advice to negotiators is emphasized.     

Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making

INSPIRE is a Web-based system for the support and conduct of negotiations. The primary uses of the system are training and research. Between July 1996 and April 1997, 281 bilateral negotiations were conducted through the system by managers, engineers and students from over 50 countries. INSPIRE has been used at eight universities and training centers. In research it is being used to study cross-cultural differences in decision making and the use of computer support in negotiation. This paper outlines the system, the negotiation methodology embedded in it, and reports the initial results of the experimental study of the impact of culture on Web-based bilateral negotiation.     

Computer-Assisted International Negotiation: A Tool for Research and Practice

This article describes a web-based computer-assisted tool for diagnosing progress in international negotiation. Following a discussion of the need for such a tool, we provide the research sources for its development, present the model on which it is based, describe how it works, and present the results of attempts to validate its diagnoses with case materials. Focusing on flexibility in negotiation, the program consists of questions divided into five categories: issues, parties, delegations, situation, and process. The questions track to variables shown in published studies to influence flexibility. Answers to the questions are processed according to algorithms that include weights derived from the results of a statistical meta-analysis of bargaining studies. An example of the question-answer format and computations leading to the diagnoses are provided. A help function that provides advice for resolving impasses is also described. Strong correspondences between diagnoses generated by the program and actual outcomes obtained in a number of cases attest to the validity of the approach. The article concludes with ideas for further development stimulated by the web-based version of the program.     

A Multi-Attribute Negotiation Support System with Market Signaling for Electronic Markets

Despite the rapid growth of technology and Internet-based markets, many of the current systems limit themselves to price as the single dimension variable and offer, if at all, only minimal negotiation support to the consumer. In the real world, commercial transactions take into account many other parameters both quantitative and qualitative such as product quality, speed, reputation, after sales service, etc. This paper discusses how these multiple attributes can be captured to augment standard negotiation processes in order to support electronic market transactions. Using a combination of utility theory and multicriteria decision-making, we propose heuristic algorithms to discover potential trades. In addition, the approach is included within a larger framework that incorporates market-signaling mechanisms. This not only allows for the systematic evolution of negotiation positions among buyers and sellers but can ultimately lead towards improving both market transparency and efficiency. To illustrate the multiple criteria model coupled with the dynamic market signaling framework, we report in this paper the implementation of a Web-based clearinghouse that serves the real estate market.     

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.     

B2B Negotiation Support: The Need for a Communication Perspective

Negotiation support is an important challenge for business-to-business e-commerce that is still poorly supported in current information systems. One reason is that negotiation processes are much harder to formalize than the business processes in the fulfilment phase. The goal of this paper is to provide the basis for a formal analysis of different types of electronic negotiations which can help developers of future negotiation support systems. The analysis is performed from a communication perspective, in particular, Habermas' theory of communicative action. Using this perspective, a distinction can be made between norm-oriented, goal-oriented and document-based negotiation. Whereas traditional modeling methods take a data-oriented view, the theory of communicative action supports a communication-oriented view that provides more insight in the logic of negotiation processes. The analysis forms the basis for the negotiation support prototype implemented within the ESPRIT project MeMo (Mediating and Monitoring Electronic Commerce) which was aimed at B2B e-commerce for SMEs in Europe.     

Web Services for Negotiation and Bargaining in Electronic Markets: Design Requirements, Proof-of-Concepts, and Potential Applications to e-Procurement

Information Systems researchers continue to develop Web services hoping that, in a near future, these services will be widely offered in the e-marketplace, using a Web-based protocol that is universally adopted for posting, locating and invoking available services. Posting services does not, however, necessarily lead to market transactions, and a number of brokering activities are needed to facilitate trade. These include, but are not limited to, service discovery and ranking, price negotiation and contract preparation. We propose a set of Web services that support the process of negotiation and bargaining to facilitate the matching of supply and demand of Web services. As a market broker, these web services would help (a) discover the supply/demand of web services in e-marketplaces; (b) find the most appropriate available service for a specific request; (c) facilitate services be modified if needed to satisfy user's needs; (d) arbitrate the pricing mechanism with the recourse to bargaining whenever necessary; and (e) generate a contract. As a proof of concept, we illustrate the potential use of Web services for negotiation and bargaining in e-procurement.     

A Negotiation-Oriented Model of Auditor-Client Relationships

The increasing frequency and complexity of inter-organizational relationships suggests that inter-organizational negotiations should represent an area of increasing concern to management and academicians. Unfortunately, there is little theorizing about, nor study of, these negotiations. The few extant models are heavily influenced by models of individual negotiating styles that are then raised to the inter-organizational level with minimal change. The model developed here attempts to provide a framework for understanding the context of these inter-organizational negotiations by identifying and illuminating factors that influence the outcome of interactions in various long-term supplier relationships. Factors discussed include dynamic and stable environments, organizational cultures, role involvement, previous interactions between the individuals and organizations, and the unique characteristics of the decision-making processes that characterize the specific parties. As a framework for our presentation, we draw upon Kleinman and Palmon's (1999) theory of audit firm-client firm relationships, which is based on Kahn et al.'s (1964) Role Episode Model and Merton's (1966) Role Set Model. This paper incorporates Shakun's (1988) theory of evolutionary system design. The inclusion of the latter improves upon Kleinman and Palmon's work by first providing a better motive for the interaction between the parties, and second by shedding further light on the dynamics of the negotiation process.     

正式控制对销售绩效的影响机制研究--一个被中介的调节作用模型

基于目标设定理论,构建了一个被中介的调节作用模型,探讨正式控制(包括结果控制和行为控制)对销售人员绩效的影响。实证结果表明：结果控制、行为控制分别与销售绩效显著正相关;结果控制与行为控制对销售绩效有交互的影响效应,结果控制与行为控制较强时,销售绩效更高;销售人员的顾客导向行为对上述交互效应与销售绩效的关系起部分中介作用。本研究的结论说明销售管理者需要通过结果控制为下属设置目标,配合使用行为控制提供反馈,从而激发销售人员迎合顾客需求的销售行为,提升其销售绩效。     

基于H-O模型的外生技术进步与国际贸易分析

在H-O模型的基础上通过几何分析和代数证明,本文分别阐述了在小国情形和大国情形下,出口部门与进口部门的希克斯中性技术进步对一国的生产模式、贸易模式、要素报酬、要素密集度和社会福利的影响。     

Labor-management contract negotiations in an electronic meeting room: A case study

We present perhaps the first case study of labor-management contract talks conducted in an electronic meeting room supported by a computer Negotiation Support System (NSS). The organization's union and management representatives spent a total of 57 hours (13 sessions) in the electronic meeting room; their efforts resulted successfully in a contract ratified by both sides. The NSS described comprised three tools from theGroup Systems electronic meeting system and three ad hoc tools. Besides the NSS, three other intervention factors were introduced in tandem with the NSS: new negotiation process techniques, the active involvement of third party mediators, and a unique negotiation setting. The new process techniques were introduced based on the goals of integrative bargaining and the Win-Win techniques. The negotiation process was divided into three distinct stages: strategy, issues, and bargaining.     

TNC Motives for Signing International Framework Agreements: A Continuous Bargaining Model of Stakeholder Pressure

Over the past decade, discussion has flourished among practitioners and academics regarding workers’ rights in developing countries. The lack of enforcement of national labour laws and the limited protection of workers’ rights in developing countries have led workers’ rights representatives to attempt to establish transnational industrial relations systems to complement existing national systems. In practice, these attempts have mainly been operationalised in unilateral codes of conduct; recently, however, negotiated international framework agreements (IFAs) have been proposed as an alternative. Despite their growing importance, few studies have empirically studied IFAs. This paper starts to fill this gap by studying why corporations adopt IFAs, based on a qualitative study of the process leading to the signing of a recent IFA. The study’s findings complement existing research into why corporations adopt IFAs, codes of conduct, and CSR policies by demonstrating that corporate motives can be linked to a desire to retain a trusting relationship with the labour union movement. In addition, the findings indicate that the discrete campaign model of stakeholder pressure dominant in previous research should be complemented by a continuous bargaining model of stakeholder pressure. The paper concludes by discussing differences between these conceptual models of stakeholder pressure and avenues for future research.

拓展国际市场的联合品牌策略:影响因素及实施过程研究

近年来,联合品牌已成为在世界范围内日益为企业所广泛采用的一种策略性营销工具。本文将联合品牌策略置于经济全球化背景之下,在论述联合品牌作用及其机制的基础上,分析联合品牌策略的影响因素,并对企业如何实施联合品牌策略以拓展国际市场进行了探讨。