The data for this study was collected by the use of the Manifest Needs Questionnaire, Jackson's Personality Research Form, and the Thomas-Kilmann MODE Instrument to assess dominance at the individual and group levels.

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Mayan peoples of the Yucatán peninsula were colonized subjects of the Spanish empire from 1546 until 1821. Often, the events of nearly three centuries are viewed as a singular struggle between European hegemonies and a monolithic indigenous community that oscillated between passivity and rebellion. This dissertation shows that responses to colonial circumstances can be best understood by paying particular attention to the scale of interpretation. Analysis of extensive and intensive archaeological survey data from Beneficios Altos, a frontier Spanish colonial province, reveals the effects of colonial policy on nearly every segment of society. Archaeological materials are complemented by an interrogation of geographically relevant documents collected from Mexican archives. These two lines of information combine to suggest that investigation of the colonial process benefits from a microhistorical perspective that focuses on the roles of individuals and communities surviving colonial circumstances. This dissertation focuses on one element of the colonial relationship: the negotiation of alienating pressures from a hegemonic authority that sought to define every aspect of daily life and interaction. Negotiation took place not between idealized collective Spaniard and Maya entities, but rather between persons seeking to improve their personal circumstances either as agents of the colonizers or as members of the colonized--often a fluid distinction. Individual negotiation and alienating pressures are presented in this dissertation as they were materialized upon Beneficios Altos landscapes. Employing a microhistorical focus but heeding macrohistorical trends, this study examines negotiated survival through the following watershed events and processes: sixteenth century battles of the conquest period; rapid redefinition of the physical and spiritual layout of the region by the Catholic Church; establishment of foundational politics and economic policies of colonialism; world events that inspired a dramatic reversal of demographic trends within this frontier region; nineteenth century eruption and chaos of a violent military conflict known as the Caste War; and the identities of those who resettled the fractured landscape during the twentieth century. This dissertation focuses on individual interactions and highlights the importance of frontier areas and archaeological landscapes in crafting a new perspective on the nature of colonialism.

The issue of the division of equity is one that founders of joint ventures inevitably face during the start-up phase of business development. Whilst this is an issue of great importance in that it shapes the capital structure of the business (Roberts and Zender, 2008) and impacts on the future productivity of founder members (Holstrom, 1982), it is an area that has received little systematic attention in academic literature. Hellman and Wasserman (2011) conducted a large scale study of equity splits in start-up’s and noted that the three factors of (1) the value of the idea, (2) past entrepreneurial experience and (3) capital contribution played a significant role in determining the division of equity. This study employs a qualitative research methodology to investigate the process of equity negotiation with the aim of identifying further factors that may guide decisions in equity negotiation. The key findings of the research are that the dynamics of the interpersonal relationships that exist between founder members appear to influence equity negotiations, in that preserving goodwill in these relationships was a factor that motivated founder members to lean towards equal equity splits. The two phenomena that are associated with a need to preserve goodwill within the relationship are the existence of a relationship prior to entering into business, and the business venture being based on a shared idea.Copyright / Dissertation (MBA)--University of Pretoria, 2011. / Gordon Institute of Business Science (GIBS) / unrestricted

The past few years have proven a need in higher education for tools that help educators and students maintain a flexible and highly adaptive approach to their coursework. Research into applied improvisation has shown that the improvisational mindset is beneficial to educational settings in this way, in part because of the way it encourages collaborative negotiations as part of the education process. Building on the work of improvisers in the fields of music, law, business, theatre, and medicine, this dissertation breaks down three specific types of negotiations found within improv: 1) Negotiations of Status; 2) Negotiations of Rule-Making; and 3) Negotiations of Authenticity. This work identifies the key components for success in those negotiations. It also provides opportunities for practical application of these negotiations using improv-based games and activities. This research indicates several benefits for educators and others who incorporate improvisational training into their work. Special attention is paid to the application of improvisation in areas such as classroom management and interpersonal relationship-building with students. It also highlights a few key games and activities that could prove beneficial as part of training for anyone engaged in the work of negotiations and communication.

No one needs to lose in order for someone else to win. The increasing number of mediation centers throughout the world shows the desire of conflicting parties to find some type of resolution where both may be satisfied. While most centers present the process and rules for mediation, few centers emphasize the environment in which the negotiation is conducted. Retrofitted office buildings, resorts, and agreed ‘neutral’ sites are common destinations to conduct mediation services. How can Architecture influence private contemplation and public negotiation? This thesis attempts to investigate the effect of our built environment on how individuals work together. To explore this question, a conflict resolution center becomes the vehicle to study the physical, social, and intellectual impact on thinking and decision-making. / Master of Architecture

Conflict is an inevitable part qf any workplace environment. Mediation is a conflict resolution process whereby a skilled neutral assists conflicting parties in assessing the strengths and weaknesses of their positions, and helps them negotiate to reach a compromise. This study examines how one attribute of conflicting parties, their desire to set a precedent, interacts with mediation strategy to facilitate different negotiation outcomes. More specifically, parties may differ in the extent to which they simply wish to minimize the n·egative effects of a current conflict or wish to res,jlve underlying sources of conflict and set a precedent for the future. In addition, mediators can affect negotiation processes by focusing attention on either common interests or conflicting interests between the parties. A two-factor (2x2) ex:perimental design was used to investigate the effects of party intent (set precedent or no precedent) and mediator framing ( common-interest or power-focused) on solution quality, solution creativity, and participant satisfaction. A sample of 61 pairs of undergraduate business students ( 122 total participants) performed role-play scenarios representing each experimental condition, and produced negotiated agreements that were subsequently evaluated by two independent judges. The results of the experiment supported three conclusions. First, interest-based mediations produced higher quality and more creative solutions than power-based mediations. Next, parties not intending to set a precedent produced solutions with the same quality and creativity, and are equally satisfied, regardless of framing (interest-based or power-based). Finally, parties who were intending to set a precedent produced higher quality, more creative solutions and were more satisfi din interest-based mediations; and lower quality, less creative solutions and were less satisfied in power-based mediations.

Este estudo tem como objetivo entender como a dinâmica do relacionamento entre duas empresas é afetada por fatores internos e externos à mesa de negociação. Interdisciplinar, a pesquisa convergiu as contribuições de diversas literaturas, notadamente marketing de relacionamento e negociação, para poder lidar com a complexidade dos dados empíricos coletados. Através de um estudo de caso único, baseado na relação diádica entre um fornecedor e um canal do varejo alimentício brasileiro, foram analisados os fatores que levaram um relacionamento interorganizacional estável por décadas a se deteriorar em apenas dois anos. Os resultados encontrados apontam para o fortalecimento da concorrência e o conflito intradepartamental na empresa fornecedora como os principais motivos da migração para um estado relacional danificado. O histórico positivo do relacionamento se mostrou insuficiente para ajudar na recuperação do relacionamento, assim como a utilização da estratégia de compromisso pelos negociadores. A importância de distinguir em estudos as diferentes formas de conflito é ressaltada pela conclusão da pesquisa. Ao final do trabalho, implicações gerenciais derivadas das conclusões são apresentadas. / The present study aims at understanding how the relationship dynamic between two companies is affected by both internal and external factors to the negotiation table. Interdisciplinary, the research converged the contribution from several literatures, such as relationship marketing and negotiation, in order to deal with the empirical data complexity. Through a case study based on the dyadic relation between a supplier and a channel from Brazilian food retail, the research analyzed the factors that led a solid, long lasting interorganizational relationship to deteriorate into a damaged state in just two years. The results point to a strengthening of the competition and intradepartmental conflict as the main reasons of the migration to a damaged relationship state. The positive relationship history proved to be insufficient to aid in the recovery of the relationship, such as compromising. The importance of distinguishing different types of conflict when studying this phenomenon is highlighted by the study\'s conclusion, and managerial implications to channel management practice are presented.

by Ho Hin-shun. / Includes questionnaire in Chinese. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1994. / Includes bibliographical references (leaves 81-84). / ABSTRACT --- p.iii / ACKNOWLEDGMENTS --- p.v / TABLE OF CONTENTS --- p.vi / LIST OF TABLES --- p.viii / Chapter / Chapter 1. --- INTRODUCTION --- p.1 / Chapter 2 . --- THE MANAGEMENT PROBLEM --- p.7 / Chapter 3. --- LITERATURE REVIEW --- p.13 / Chapter 4. --- RESEARCH OBJECTIVES --- p.19 / Chapter 5. --- SAMPLE DATA AND METHODOLOGY --- p.22 / Chapter 5.1. --- Sample Data --- p.22 / Chapter 5.2. --- Questionnaire Construction --- p.23 / Chapter 5.3. --- Administering the Questionnaire --- p.25 / Chapter 6. --- RESULTS AND ANALYSIS --- p.27 / Chapter 6.1. --- Sample Characteristics --- p.27 / Chapter 6.2. --- Results of Questionnaire --- p.29 / Chapter 6.3. --- Results of MANVOA --- p.29 / Chapter 6. 4 --- .Multiple Regression --- p.39 / Chapter 7. --- MANAGEMENT IMPLICATIONS --- p.52 / Chapter 7.1. --- Satisfaction on US-China business negotiation --- p.53 / Chapter 7.1.1 . --- American Point of View --- p.53 / Chapter 7.1.2 . --- Chinese Point of View --- p.54 / Chapter 7.2. --- Efficiency on US-China business negotiation --- p.54 / Chapter 7.2.1 . --- American Point of View --- p.54 / Chapter 7.2.2. --- Chinese point of view --- p.55 / Chapter 7.3. --- Future in US-China Business --- p.56 / Chapter 7.3.1 . --- American Point of View --- p.56 / Chapter 7.3.2. --- Chinese Point of View --- p.57 / Chapter 7.4. --- Short term expectation in trade and investment --- p.57 / Chapter 7.4.1 . --- American Point of View --- p.57 / Chapter 7.4.2. --- Chinese Point of View --- p.58 / Chapter 7.5. --- Long term expectation in trade and investment --- p.58 / Chapter 7.5.1. --- American Point of View --- p.58 / Chapter 7.5.2. --- Chinese Point of View --- p.59 / Chapter 7.6. --- Strategic Implications --- p.59 / Chapter 7.6.1. --- Suggestions to American --- p.60 / Chapter 7.6.2. --- Suggestions to Chinese --- p.62 / Chapter 7.6.3. --- Research Implications --- p.63 / Chapter 8. --- CONCLUSIONS --- p.64 / APPENDIX 1 --- p.73 / QUESTIONNAIRE IN ENGLISH ( THREE PAGES ) --- p.73 / APPENDIX 2 --- p.77 / QUESTIONNAIRE IN CHINESE ( THREE PAGES ) --- p.77 / BIBLIOGRAPHY --- p.81

Multi-agent systems are a new computational approach for solving real world, dynamic and open system problems. Problems are conceptualized as a collection of decentralised autonomous agents that collaborate to reach the overall solution. Because of the agents autonomy, their limited rationality, and the distributed nature of most real world problems, the key issue in multi-agent system research is how to model interactions between agents. Negotiation models have emerged as suitable candidates to solve this interaction problem due to their decentralised nature, emphasis on mutual selection of an action, and the prevalence of negotiation in real social systems. The central problem addressed in this thesis is the design and engineering of a negotiation model for autonomous agents for sharing tasks and/or resources. To solve this problem a negotiation protocol and a set of deliberation mechanisms are presented which together coordinate the actions of a multiple agent system. In more detail, the negotiation protocol constrains the action selection problem solving of the agents through the use of normative rules of interaction. These rules temporally order, according to the agents' roles, communication utterances by specifying both who can say what, as well as when. Specifically, the presented protocol is a repeated, sequential model where offers are iteratively exchanged. Under this protocol, agents are assumed to be fully committed to their utterances and utterances are private between the two agents. The protocol is distributed, symmetric, supports bi and/or multi-agent negotiation as well as distributive and integrative negotiation. In addition to coordinating the agent interactions through normative rules, a set of mechanisms are presented that coordinate the deliberation process of the agents during the ongoing negotiation. Whereas the protocol normatively describes the orderings of actions, the mechanisms describe the possible set of agent strategies in using the protocol. These strategies are captured by a negotiation architecture that is composed of responsive and deliberative decision mechanisms. Decision making with the former mechanism is based on a linear combination of simple functions called tactics, which manipulate the utility of deals. The latter mechanisms are subdivided into trade-off and issue manipulation mechanisms. The trade-off mechanism generates offers that manipulate the value, rather than the overall utility, of the offer. The issue manipulation mechanism aims to increase the likelihood of an agreement by adding and removing issues into the negotiation set. When taken together, these mechanisms represent a continuum of possible decision making capabilities: ranging from behaviours that exhibit greater awareness of environmental resources and less to solution quality, to behaviours that attempt to acquire a given solution quality independently of the resource consumption. The protocol and mechanisms are empirically evaluated and have been applied to real world task distribution problems in the domains of business process management and telecommunication management. The main contribution and novelty of this research are: i) a domain independent computational model of negotiation that agents can use to support a wide variety of decision making strategies, ii) an empirical evaluation of the negotiation model for a given agent architecture in a number of different negotiation environments, and iii) the application of the developed model to a number of target domains. An increased strategy set is needed because the developed protocol is less restrictive and less constrained than the traditional ones, thus supporting development of strategic interaction models that belong more to open systems. Furthermore, because of the combination of the large number of environmental possibilities and the size of the set of possible strategies, the model has been empirically investigated to evaluate the success of strategies in different environments. These experiments have facilitated the development of general guidelines that can be used by designers interested in developing strategic negotiating agents. The developed model is grounded from the requirement considerations from both the business process management and telecommunication application domains. It has also been successfully applied to five other real world scenarios.