It is well established that one of the key contributing factors to the growth of countries’ economies is the existence of appropriate economic and social infrastructures. The setup of these infrastructures and their operation or delivery of public services associated with them have proved to be a costly and often unaffordable business for most governments. Therefore, private sector participation in the delivery of public services has been opted for by governments under Public-Private Partnerships (PPPs). Additional reasons for the public sector to choose a PPP framework to deliver public services include the public sector representatives’ lack of sufficient technical knowledge and specifications required by most projects; the required amount of investment to implement such projects is too high to be affordable by the public sector alone; the increasing difficulties of predicting and controlling the uncertainties that typically govern the phases of such projects including the level of actual demand for the related services by the time the project is operational; the level of bureaucracy in the public sector and its implications on the time frame of decision-making processes; the relatively low efficiency in project execution by the public sector; and most importantly the fact that, in practice, these difficulties are often better managed by the private sector who seem to possess both the financial and the executive capabilities to undertake such projects Currently, there is a gap in the game theory literature on modelling PPP related decisions and issues. This thesis contributes to reducing such gap by proposing three novel and practice-oriented game theoretical models along with algorithms for solving them, namely an ordinal game for the shortlisting of potential private sector partners; two non-cooperative dynamic games for negotiation with shortlisted private sector partners and selection of private sector partner to award the PPP contract to; and a non-cooperative dynamic game for financial renegotiation post-PPP contract award. In sum, each novel game addresses an important problem faced by the private sector during the typical stages of the life cycle of PPPs, namely private sector partner selection at the tendering stage; negotiation between the public sector and shortlisted bidders to select the candidate to whom to award a PPP contract to at the post-tendering stage; and financial re-negotiation between the public sector and the selected private sector partner at the post-contract award stage.

<p>This paper examines the distribution of corrective feedback in the Swedish EFL classroom, and the relationship between the context of teacher-student exchanges and the provision of feedback. Corrective feedback was categorized in six types as being ‘recasts’, ‘explicit feedback’, ‘repetition’, ‘elicitation’, ‘metalinguistic feedback’, and ‘clarification requests’. In parts of this study, the latter four types were classed together as ‘prompts’ because they aim at pushing the students to say the correct forms of language. Student exchanges were defined in four ways: content, communication, management, and explicit language-focused exchanges. The results show the number of moves per category of corrective feedback type used by each of the teachers, the overall number of feedback moves per context, and even the overall number of feedback moves provided by each teacher in each context. The findings indicated that recasts yielded the highest number of feedback moves. Recasts were also the favored feedback type provided by the teachers. However, when recasts were compared to prompts, prompts were used often by teachers, and thus suggesting that at least two of the teachers usually pushed their students to say the correct form. The findings also indicated that explicit language-focused exchanges yielded the highest number of feedback moves, whereas management exchanges had the fewest. In conclusion, this study suggests that context plays a role in the provision of corrective feedback, and teachers appear to favor recasts over any other single feedback type. The findings also confirmed that similar results which have been found in other cultural and educational contexts can be yielded in the Swedish EFL classroom.</p>

Due to the emerging importance of e-negotiation and women position in business, it is important to understand the gender difference in online negotiation context. We designed four researches to examine the impact of gender difference on e-negotiation from three perspectives: (1) individual perspective; (2) dyadic perspective; and (3) interactive perspective. From the individual perspective, the individual negotiator¡¦s self gender background was taken into consideration. We examined the individual negotiator¡¦s self gender difference in negotiation strategic behavior and final performance (Research 1). From the dyadic perspective, the gender composition of a negotiation dyad was considered. We examined its impact on negotiation strategic behavior and final performance (Research 2). Finally, from the interactive perspective, we examined the impact of gender composition on strategic response (Research 3) and negotiation strategy in different negotiation phases (Research 4). All subjects were collected from Inspire e-negotiation system based on their gender backgrounds. Inspire is a web-based system which has been operated since 1996. From the countless samples, 60 pairs of negotiation (120 subjects) from 4 representative Western countries (American, Austria, Canada and Germany) were selected. All subjects dealt with the same purchasing negotiation scenario in which they have to negotiate four issues. We applied content analysis methodology to the collected complete transcripts of negotiations done by the selected subjects. Content analysis is superior to the questionnaire in terms of qualitative criteria. Totally, the collected 612 messages were divided into 6227 units, which serve as the data source of analysis. Overall, based on the results of this study, females and males still maintain gender stereotypical behavior in virtual environment. Negotiators¡¦ strategic behaviors are influenced by counterparts¡¦ gender backgrounds. In other words, from individual and dyadic perspectives, gender plays an influential factor. However, in investigating the impact of gender, dyadic perspective provides more precise findings. Further, our results also found that genders behaved differently in the strategic response and the strategy performing during different negotiation phases. However, honestly, the overall differences seem to be not as strong as expected since the gender difference might be less salient in the virtual negotiation situation. We hope this series of gender researches could contribute to comprehensive understanding of gender behavior in the online negotiation.

In this study, performance in the speech event of negotiation was used to investigate the validity of using experiential, linguistic, and psychological/affective/cognitive assessment instruments for training or selecting candidates for intercultural business negotiation between Canadians and Koreans. Instruments used were: background questionnaire, TOEIC scores, and CCAI scores. The participants were 12 businesspeople from Korea and 12 commerce students from Canada. After the bargaining session, each person completed a questionnaire. The negotiation outcome variables considered were source's relative monetary performance and target's relative satisfaction with the negotiation, including process and end-deal aspects. Case analysis suggests that individual experience and middle-to-high TOEIC scores have no significant correlation with either type of performance. Three subsections of the individual CCAI scores were associated with partner satisfaction, but not with monetary performance. Analysis of combined dyadic data revealed strong negative correlation between pair CCAI scores and negotiated endprice. Positive correlation was shown between pair CCAI scores and mutual satisfaction.

This thesis presents the results of three studies that extend understanding of ethical decision making in negotiation. First, by comparing how Chinese and Australian negotiators think about contextual variables in an interpretive study, an extended model of ethical decision making in negotiation is offered. This study suggested differences in how codes of ethics and perception of the other party were understood as well as a shared understanding of the influence of the legal environment across the two cultures. Importance of organisational goals and personal and business reputation also emerged as important variables in negotiators' ethical decision making. The next study began testing the extended model with an investigation of the interaction between culture and closeness of the relationship with the other party using the SINS scale (Robinson, Lewicki, & Donahue, 2000). It was found that Chinese negotiators generally rated ethically ambiguous negotiation tactics as more appropriate than Australians, and that Chinese differentiated more in their ratings of appropriateness according to the social context. In the test for metric equivalence of the SINS scale, this study found that the existing approach of inductively deriving types of ethically ambiguous negotiation tactics based on ratings of perceived appropriateness is flawed since patterns of ratings are likely to vary across groups of negotiators. In light of this, a new typology of ethically ambiguous negotiation tactics is offered based on an a priori identification of conceptually distinct types of tactics. This new inventory of items represents the first step in the process of producing a cross-culturally generalisable scale of ethically ambiguous negotiation tactics.

This paper examines the distribution of corrective feedback in the Swedish EFL classroom, and the relationship between the context of teacher-student exchanges and the provision of feedback. Corrective feedback was categorized in six types as being ‘recasts’, ‘explicit feedback’, ‘repetition’, ‘elicitation’, ‘metalinguistic feedback’, and ‘clarification requests’. In parts of this study, the latter four types were classed together as ‘prompts’ because they aim at pushing the students to say the correct forms of language. Student exchanges were defined in four ways: content, communication, management, and explicit language-focused exchanges. The results show the number of moves per category of corrective feedback type used by each of the teachers, the overall number of feedback moves per context, and even the overall number of feedback moves provided by each teacher in each context. The findings indicated that recasts yielded the highest number of feedback moves. Recasts were also the favored feedback type provided by the teachers. However, when recasts were compared to prompts, prompts were used often by teachers, and thus suggesting that at least two of the teachers usually pushed their students to say the correct form. The findings also indicated that explicit language-focused exchanges yielded the highest number of feedback moves, whereas management exchanges had the fewest. In conclusion, this study suggests that context plays a role in the provision of corrective feedback, and teachers appear to favor recasts over any other single feedback type. The findings also confirmed that similar results which have been found in other cultural and educational contexts can be yielded in the Swedish EFL classroom.

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.

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No. of bitstreams: 1 Microsoft Word - Dissertação Final Marcelo Gomes 11 03 09.pdf: 816692 bytes, checksum: 031db49b74c18db083e3b21d4a32233d (MD5) Previous issue date: 2008 / O propósito deste Estudo de Caso é descrever, comparar e interpretar informações que nos permita confirmar a importância da utilização de uma ferramenta de gestão durante os processos de negociação. Com a ajuda destas ferramentas, negociadores poderão maximizar as probabilidades de sucesso em suas negociações, dada a visão estratégica que estas oferecem nos estágios de preparação, desenvolvimento e conclusão das negociações. Quando utilizada adequadamente, a ferramenta dará aos negociadores uma visão mais ampla em cada etapa, muito além de somente pontos técnicos e/ou comerciais inerentes a um determinado projeto, os quais comumente são considerados. Para suportar este Estudo de Caso, foi realizada uma Pesquisa Qualitativa junto a profissionais de vendas de várias Empresas do Setor de Telcomunicações no Brasil, a qual vem apoiada por material teórico de autores de referência, objetivando confortar a percepção limitada pelas próprias características da pesquisa qualitativa. Este estudo avalia, diagnostica e recomenda soluções de gestão de negociações, à luz da técnica da criação de consensos suportadas e conduzidas pela ferramenta MNC (Matriz de Negociações Complexas), tendo como base os resultados finais de uma negociação comercial ocorrida em finais de 2003 entre duas grandes multinacionais do Setor de Telecomunicações e cujo principal objetivo na época era a obtenção de um contrato para expansão e modernização de uma Rede CDMA WLL de Telefonia Fixa Celular pertencente a uma Operadora. No decorrer da negociação a qual é abordada como exemplo, não foram utilizadas técnicas semelhantes àquelas sustentadas pela MNC, importante ferramenta de gestão de negociação, a qual já vem sendo utilizada inclusive pelo CDES (Conselho de Desenvolvimento Econômico e Social) do Brasil, nem tampouco nenhuma outra ferramenta de gestão. Este trabalho objetiva demonstrar que sua aplicação na organização, acompanhamento, diagnose, condução e conclusão de negociações, quaisquer que sejam estas, pode aumentar a probabilidade de êxito, trazendo para as Organizações, Instituições ou para aqueles que a adotarem, maior eficácia na condução e alcance dos resultados finais almejados. É apresentada uma análise diagnóstica dos parâmetros envolvidos na negociação em questão, passando por aqueles que estavam em desacordo com a ferramenta como o Contexto, as Opções, a Comunicação, o Relacionamento, as Concessões, o Facilitador, etc., e que foram considerados inconsistentes ou que eventualmente tenham passado despercebidos pelos negociadores, apresentando como conclusão os resultados comparativos entre a negociação utilizando-se os parâmetros da MNC e aqueles obtidos sem a utilização dos mesmos. Este estudo procura sustentar que a adoção desta ferramenta possui grande importância para a melhoria de desempenho durante os processos de negociação, não significando todavia, uma garantia de êxito sobre todas as negociações nas quais os negociadores estiverem envolvidos. Autores como Roger Fisher e Willian Ury (1981) sustentam que as pessoas negociam para obter um resultado melhor do que o que obteriam caso não negociassem. Desta forma, pode-se notar que de maneira direta ou indireta, no decorrer de nossas vidas sempre estivemos e a cada dia novamente estaremos nos deparando com a necessidade em participar de algum novo processo de negociação, diariamente, desde o mais básico ao mais complexo. A negociação passa a ser para o indivíduo uma ciência extremamente necessária e ao mesmo tempo complexa, atraente e sedutora, cuja percepção da necessidade de desenvolvimento dessas habilidades pode muitas vezes passar despercebida por muitos no transcorrer de suas vidas. As conclusões deste estudo de caso têm a intenção de demonstrar também que o sucesso de uma negociação nem sempre se resumirá em atingir os objetivos inicialmente propostos na MNC. Outros aspectos considerados por esta metodologia, se melhor ou pior aplicados, também poderão contribuir para o eventual sucesso ou fracasso de uma negociação. / The purpose of this Case Study is to describe, compare and interpret information that could allow us to confirm the importance of a negotiation management tool usage during the negotiation processes. With the help of these tools, negotiators could enhance their probabilities of success along negotiations, considering the strategic vision it offers during the stages of preparation, development and conclusion of the negotiations. When correctly applied, it can allow negotiators have better and bigger perceptions regarding negotiation’s stages, beyond only commercial and/or technical issues, commonly considered. To support this Case Study, a Qualitative Research was done among sales representatives of several Companies, which comes sustained by theoretical material from renamed authors, with the objective to comfort the limited perception of the qualitative research. This study evaluate, diagnosis and recommend negotiation management solutions, considering the mutual gain approach supported by the MCN – (Matrix of Complex Negotiations), based on the final outcomes from a commercial negotiation which took place by the end of 2003 among two big multinational companies of the Brazilian Telecommunication Sector, where the main purpose was get a Contract to expand and upgrade an existing CDMA WLL Cellular Network, owned by an Operator. Considering that during the negotiation covered by this example, the techniques held by the MCN were not properly used, our analysis objectives demonstrate that its usage as a tool to prepare, conduct and follow-up negotiations, could certainly enhance their success probabilities, bringing to Organizations, Institutions or for everyone that use it as well, bigger effectiveness on reaching the final results early defined. This study will present a diagnostic analysis of the parameters involved on the present negotiation, covering the ones that were not in accordance with the tool, as e.g. the context, the options, the communication, the concessions, the facilitator, etc and were considered inconsistent or eventually not perceived by the negotiators, presenting as conclusion, a comparative expected outcome among the negotiation considering the MCN parameters and the obtained final outcome without its usage. Additionally, this study objectives demonstrate that the adoption of this tool is very important to the enhancement of negotiator’s performance during a negotiation process, however, it doesn’t effectively guarantee success over all negotiations they may be involved. Authors like Roger Fisher and William Ury (1981) sustain that people use to negotiate in order to obtain a result better that they could obtain if they do not negotiate. Based on the above definition, we can perceive that directly or indirectly during all phases of our lives, we had been and probably will be again facing the necessity to engage ourselves in new negotiation processes, daily, since the basic ones till the most complexes. Hence, negotiation is for every individual an extremely necessary, complex and attractive science, which the necessity on developing its abilities can pass unnoticed for many during their lives. The conclusion of this Case Study has also the intention to demonstrate that the success of a negotiation is not properly always tied up on reaching the original objectives initially proposed by the MCN. Other aspects considered by this methodology, if better or not applied, could also contribute for the success or failure of a negotiation.

In this study, performance in the speech event of negotiation was used to investigate the validity of using experiential, linguistic, and psychological/affective/cognitive assessment instruments for training or selecting candidates for intercultural business negotiation between Canadians and Koreans. Instruments used were: background questionnaire, TOEIC scores, and CCAI scores. The participants were 12 businesspeople from Korea and 12 commerce students from Canada. After the bargaining session, each person completed a questionnaire. The negotiation outcome variables considered were source's relative monetary performance and target's relative satisfaction with the negotiation, including process and end-deal aspects. Case analysis suggests that individual experience and middle-to-high TOEIC scores have no significant correlation with either type of performance. Three subsections of the individual CCAI scores were associated with partner satisfaction, but not with monetary performance. Analysis of combined dyadic data revealed strong negative correlation between pair CCAI scores and negotiated endprice. Positive correlation was shown between pair CCAI scores and mutual satisfaction. / Education, Faculty of / Language and Literacy Education (LLED), Department of / Graduate

This dissertation examines the negotiating style of the Dominican negotiator. The research presented is of qualitative nature -a phenomenology study- which looks at a single country: the Dominican Republic. Two major research strategies used in this research are (a) in-depth interviews with negotiators and observers and (b) a cultural survey instrument of Dominican managers. Data has been collected from primary sources, through interviews of negotiators in the private and public sector and through surveys completed by managers and negotiators. After distilling the interview through horizonalization and other qualitative analyses methods, within-case and across-case analysis were done to determine key findings of each interview. This dissertation provides an insight into the cultural profile of Dominicans, as the foundation to create a descriptive profile of the Dominican negotiator.