Thesis (Ph. D.)--Washington State University, August 2007. / Includes bibliographical references (p. 89-97).

Thesis (Ph. D.)--University of Oregon, 2006. / Typescript. Includes vita and abstract. Includes bibliographical references (leaves 105-107). Also available for download via the World Wide Web; free to University of Oregon users.

Four studies provide support for the development and validation of a framework for understanding the range of social psychological outcomes valued subjectively as consequences of negotiations. Study 1 inductively elicited and coded elements of subjective value among students, community members, and negotiation practitioners, revealing 20 categories that negotiation theorists in Study 2 sorted to reveal four underlying dimensions: Feelings about Instrumental Outcomes, the Self, Process, and Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) questionnaire and confirmed its 4-factor structure, and Study 4 presents convergent, discriminant, and predictive validity data for this SVI. Results suggest the SVI is a promising tool to systematize and encourage research on the subjective outcomes of negotiation.

This study analyzes the impact of self-esteem (high vs. low), situational characterization ("negotiate" vs. "ask"), and gender (men vs. women) on the likelihood an individual initiates negotiation (n = 140). Self-esteem was primed with a prompt and the participants were told they could either "negotiate" or "ask" for more money after completing two tasks. A main effect of situational characterization was found such that negotiation was more likely in the "negotiate" condition than in the "ask" condition. Neither self-esteem nor gender produced significant results. A significant interaction showed that men were more likely to negotiate in the "ask" condition, but there were no gender differences in the "negotiate" condition. Finally, gender differences in anticipated future earnings were found. Men held considerably higher expectations for average salary 5 years after graduating from college than women. These results have important implications for training students to negotiate for the salaries they deserve and moving closer to closing the gender wage gap.

This study reports data from a three-month discourse analysis of a fifth-grade teacher`s language used to negotiate meaning of text with linguistically and culturally diverse students. Specifically, I use Gee`s (2005) discourse analysis methodology to examine the teacher`s language-in-use for seven building tasks of language--significance, activities, identities, relationships, politics (the distribution of social goods), connections, and sign systems and knowledge--in a micro level analysis for eight teaching episodes covering reading and/or social studies instruction. In doing so, I conceptualize categories and subcategories of language use for each of the language building tasks. I find that the teacher used instructional language overwhelmingly to build significance (almost two-thirds of the coded data) and that in building significance the teacher used reproduction of meaning (including repetition, paraphrase, and citation), prosodic devices, questions, overt attention, life connection, and adjective labeling. In a macro level of analysis, I examine the content of the meanings the teacher negotiated, and find that situated meanings in her discourse often allude to issues of power that implicate a discourse model of a critical outlook on social studies and social issues that appear in social studies, reading and other texts. I end with a discussion of how these findings might be of practical use for educators and suggestions for future research.

Accurately guessing the thoughts and feelings of another person, known as empathic accuracy, is thought to be a useful skill across many domains. However, the evidence supporting the value of empathic accuracy has been mixed, perhaps because the domains previously examined did not require accuracy for functionality. Negotiation may be one domain in which being accurate really matters for positive outcomes for the perceiver. Additionally, men and women may have different motivations to be accurate, including the presence of a competitive or cooperative situation. The primary research questions of this study are: 1) Is empathic accuracy related to outcomes in the negotiation?; 2) Is accuracy dependent on how the negotiation is framed?; and 3) Does how the negotiation is framed affect men’s and women’s empathic accuracy differently? Individual differences in personal power and Machiavellianism are also examined in relation to accuracy in this context. In this study, 336 participants interacted in same-sex dyads to negotiate over small items in either a competitive or cooperative context, resulting in a 2 (gender) x 2 (context) design. Accuracy was measured both as empathic accuracy for partner’s thoughts during the negotiation as well as accuracy for guessing their partner’s idiosyncratic item preferences (provided prior to the negotiation). Actor-Partner Interdependence models were used to estimate the contributions of each person in the dyad to the outcome of interest. Neither empathic accuracy nor accuracy for guessing item values led to any increases in personal gain in the negotiation. However, empathic accuracy was predictive of satisfaction with the outcome of the negotiation, such that more accurate actors and having more accurate partners both led to significantly increased satisfaction with the outcome. Contrary to the hypotheses, accuracy was not affected by gender or the framing of the negotiation or any interactions between the two variables. Individual differences in power and Machiavellianism did not lead to increases in perceiver empathic accuracy, but rather led to decreases in partner’s accuracy: actors that had partners who were high in power or high in Machiavellianism were less empathically accurate. The implications for negotiation research and future empathic accuracy research are discussed.

Even though scholars and researchers have suggested that the Liberian civil war arose as a result of socioeconomic and political inequalities, oppression, discrimination, and marginalization of a certain group of people, Social Dominance Theory (“SDT”) suggests an alternate understanding: social group-based hierarchy is produced and maintained in society by legitimizing myths. SDT explains how these legitimizing myths tend to produce discriminatory and/or anti-discriminatory policies that are endorsed by dominant and subordinate groups, which, if left unattended, eventually lead to conflict.

This work is an interdisciplinary exploration of negotiations between the nations that make up Canada. It explores the disparity that remains between Aboriginals and non Aboriginals in Canadian North America at a systemic level. It will show that the postcolonial era is rampant with colonial doctrine and that these principles and policies maintain a dogmatic system that can not allow for the continued existence of Aboriginals as separate and distinct peoples. I will show my understanding and interpretation of an old Indigenous system and suggest ways in which aspects of this ancient system may be valuable in creating a coordination of world views that can allow for both factions to exist and prosper. I will specifically address how the differing world views that exist between Aboriginal and non-Aboriginal Canadians—and the inequality between these two groups of peoples—has been and remains infused in the negotiation process that these governments attempt to complete. The final aspect of this work will be a theatrical production piece that allows (in some small way) the traditional Indigenous approach to ‘law’ to be given equal weight as the Supreme Court in Delgamuukw suggests. / Law, Faculty of / Graduate

Historians of the American South have been diverse in their descriptions of the master-slave relationship over the last half-century, and have engaged in lengthy discussions in an attempt to answer the intricate question of what life was like between slaves and their masters. The phenomenon of slave runaways has perhaps offered the most convincing evidence of the troubles on southern plantations, which has been used in recent decades to emphasize negotiation and agency in the shaping of master-slave relations. The last twenty years have been consequently marked by a plethora of studies that accentuate non-traditional slave holding as it becomes clearer that masters had to compromise with their human chattel. Through an examination 9,975 runaway slave advertisements and 943 testimonies of former slaves, this study illustrates how black bondsmen absented themselves so to negotiate the terms of their working and living conditions. It traces the acts of individual slave runaways in place of broader generalizations that have for a long time contributed to some of the myths and legends of American slavery through examination of the many reasons that slaves chose to stay in bondage.

The theoretical part of this thesis deals with the negotiations tactics, methods and strategies, the relationship with the suppliers and is the base for the practical part. The aim of my thesis is testing of selected negotiation tactics and methods on selected tenders in purchasing department in Škoda Auto a.s. The result is discovering the optimal strategy for specific price negotiations and introduction of their pros and cons. The second aim of my thesis is optimization of purchasing process and recommendation of suggestions for improvement.