Thesis (Ph. D.)--University of Toronto, 2006. / Source: Dissertation Abstracts International, Volume: 67-06, Section: A, page: 2085. Includes bibliographical references (p. 93-105).

Thesis (Ph. D.)--University of California, San Diego, 2007. / Title from first page of PDF file (viewed June 21, 2007). Available via ProQuest Digital Dissertations. Vita. Includes bibliographical references (p. 172-183).

Thesis (Ph.D.)--University of Melbourne, Dept. of Information Systems, 2005. / Typescript (photocopy). Includes bibliographical references (p. 195-215).

Thesis (Ph. D.)--University of Missouri-Columbia, 2007. / The entire dissertation/thesis text is included in the research.pdf file; the official abstract appears in the short.pdf file (which also appears in the research.pdf); a non-technical general description, or public abstract, appears in the public.pdf file. Title from title screen of research.pdf file (viewed on March 12, 2009) Includes bibliographical references.

Thesis (Ph. D.)--Oregon State University, 2009. / Printout. Includes bibliographical references (leaves 140-150). Also available on the World Wide Web.

Thesis (Ph. D.)--West Virginia University, 2006. / Title from document title page. Document formatted into pages; contains vii, 215 p. : ill. (some col.). Includes abstract. Includes bibliographical references (p. 207-215).

Abstract Title: The Mediator’s Qualities - How are the negotiating parties effected by the mediator's persistence and patience? Level: Final assignment for Bachelor Degree Author: Johanna Strandberg and Emma Hjalmarsson Supervisor: Jens Eklinder Frick and Jonas Molin Date: May 2015 Aim: Our aim is to create a greater understanding of the negotiating parties' experience of the mediator's persistence and patience. Method: We have chosen a deductive approach that we have based our empirical data on already existing research. Theoretical material has been gathered through literature, theses and scientific articles. With the background to our aim, we have chosen to use a qualitative approach where we have interviewed ten people who have been in contact with a real estate agent the last 24 months. The empirical data was then analysed and discussed in our analysis and conclusion. Result & Conclusions: We have found that the mediator's persistence and patience affect negotiating partners in various ways. Patient is seen as a positive quality while persistence can be perceived as negative. Our survey shows that when persistence and patience are combined, the result is successful. Our survey also showed that the main characteristics of the mediator were not at all persistence and patience, which earlier research has shown, but instead it was nice, impartial and knowledgeable. Suggestions for further research: What we think would be interesting for further research is to investigate the mediator's perspective because we only looked at the negotiating parties' perspective. We would encourage further research on qualities in general and also on the specific persistence and patience because we fount that it was a limited amount of research based on these qualities. Contribution of the thesis: The contribution of this study is that it has created a larger understanding for the characteristics that negotiation parties perceive as important for a real estate agent. This can be beneficial for real estate agents to know what properties the parties prefer and how they should act in their efforts to make the parties satisfied. Key words: Negotiation, mediation, characteristics, persistence, patience.

We present a study of conflict from an economic perspective. We start by reviewing the approach to conflict in the economic sciences. We model conflict as a process of allocation of resources into two main technologies, production and appropriation. Then we complement this framework by allowing participants to negotiate. We introduce models of bargaining with complete and incomplete information. We incorporate the cost of conflict and this ensures that negotiated settlements always produce a more efficient outcome. The possibility of conflict arises as a result of incomplete information, which takes the form of informational asymmetry about the cost of conflict. We find endogenous war equilibrium outcomes and compare the outcome of optimal resource equilibria with arbitrary non-equilibria allocations. We also present some empirical evidence in the literature supporting the choice of utility models of conflict and present new results showing support for our propositions.

abstract: Scholars have contemplated gender differences in negotiations for a number of years. Recently, attention has been directed to the early stages of a negotiation, particularly the propensity to initiate a negotiation. Indeed, there is evidence that men are significantly more likely than women to initiate a negotiation (Small, Gelfand, Babcock, & Gettman, 2007). In an effort to unpack these findings, the present mixed method study partially replicates the quantitative lab study by Small and her colleagues (2007) to explore gender differences and then extends this work with qualitative interviews to examine the rationales underlying the propensity to negotiate. In the quantitative phase of this study, undergraduate students were invited to complete a task in which they could earn between $3 and $10 in addition to course extra credit. All participants were offered $3 and could earn up to $10 if they initiated a negotiation for more money. The qualitative phase of this study included follow-up qualitative interviews to explore the reasons women and men chose to initiate or avoid a negotiation. Quantitative results demonstrate no significant gender differences in the propensity to negotiate. However, qualitative findings reveal trends suggesting that women maintained higher evaluations of money but lower probabilities of attaining more money during the negotiation. Findings support that clear gender differences exist with regard to perceived risks and the value in the decision to negotiate. Thus, findings suggest that gender differences in the propensity to negotiate are more complex than which can be quantitatively measured using a simple ask-no ask dichotomy. / Dissertation/Thesis / Doctoral Dissertation Communication 2015

O principal objetivo desta dissertação é identificar os perfis de comportamentos dos executivos que realizam transação do tipo comprador-vendedor em cursos de educação continuada de São Paulo, utilizando-se de um instrumento denominado TKI®. A amostra foi composta de 145 entrevistas com escolha por conveniência da autora. Cada um dos executivos respondeu a dois questionários contendo: caracterização do perfil do executivo e o instrumento TKI®, versão oficial do distribuidor no Brasil. Os resultados constatam a presença do estilo evitando para os grupos de compradores e vendedores, o que causou surpresa dada a natureza da atividade da profissão. Compradores concedem menos do que os vendedores e são mais competitivos. O estilo conciliando predomina em ambos os grupos com maior freqüência de respostas da amostra. / This study aimed at identifying and evaluating the negotiation styles among buyer-seller transactions in training programs of universities of São Paulo state, using the Thomas-Kilmann (TKI®) instrument. The sample was composed by 145 respondents with interviews among students of MBAs. Each executive answered two questionnaires: the TKI® instrument and perception questionnaire. Surprisingly it was found high frequency for avoiding style both for buyers and sellers. Buyers are less accommodating and more competing than sellers. Compromising style is predominant in both samples of buyers and sellers.