Who lies in negotiations—and when and why? While research has considered many factors, an important and understudied determinant is people’s expectancies about others. I argue that negotiators’ expectations about other people can help predict their own deceptive behavior. Chapter I explores how projection and pessimism shape deceptive behavior. Studies 1a-1d investigated negotiators’ expectancies and found evidence of projection and of rampant pessimism; negotiators consistently overestimated the percentage of other people who shared their own beliefs and the percentage of people who thought deception was appropriate in negotiations. Study 2 found that expectancies about others’ ethical standards predicted the degree to which negotiators were misleading or dishonest in negotiations. Study 3 manipulated expectancies and found that a higher perceived prevalence of gamers led to more misleading or dishonest behavior. Negotiators’ decisions to engage in deception were heavily influenced by an exaggerated pessimism about others’ ethical standards. In supplementary analyses, Chapter I also briefly addresses how expectancies about a specific counterpart’s level of deception shape deceptive behavior. Finally, Chapter II investigates how stereotypes shape deceptive behavior in negotiations, using the stereotype content model, which suggests that social groups are judged on two primary dimensions of warmth and competence. Study 1 provided evidence that deceptive negotiators are perceived to possess less warmth and greater competence than truthful negotiators. Study 2 showed that people from cold competent groups are perceived as more deceptive than people from warm incompetent groups. Study 3 tested actual behavior and demonstrated that manipulating the social category membership of a counterpart affected deception in a negotiation situation. Expectancies play a critical and understudied role in influencing a negotiator’s decision to be deceptive.

Within the context of the 2007/2008 subprime crisis, we examine the impact and relevance of previous ex ante residential mortgage research to prevent and mitigate mortgage default and develop a general taxonomy of (ex-ante) government intervention. We continue by investigating the various forms of (ex-post) default mitigation options prevalent in the United States and innovatively categorise them into one of three categories based on whether the mortgage contract has been renegotiated. We examine the strategic renegotiation option, alongside the more traditional ruthless or strategic default option, for a US owner-occupier residential mortgage holder and non-owner occupier residential mortgage holder uniquely deriving closed form solutions to calculate the optimal ex-ante LTV (Loan to Value) and ex-post exercise moment where a heterogeneous borrower exercises a renegotiation option. We finally relax the perpetual ability to pay assumption underlying strategic default and negotiation to investigate default and negotiation triggered by both an inability to pay and unwillingness to pay. We simulate the overall effect of (institutionalised) renegotiation under these two assumptions, comparing the effect of a stylised HAMP program on the overall default, foreclosure and prepayment probabilities of owner occupied residential homeowners in the absence of a HAMP program. We conclude that the traditional option theoretic assumption that homeowners "can always pay" is a very strong assumption the consequence of which could induce relevant policy makers to incorrectly interpret and act on conclusions and recommendations flowing from historical option theoretic mortgage research.

At individual level, we adopted the well-known ultimatum game experiment with asymmetric information. By allowing individuals to view historical market information, we study how individuals utilize the market transaction information to help them make decisions under the asymmetric information condition. We testified the History-Consistent Rationality Model, and illustrated that the model is sufficient to yield accurate point predictions that are on average within 5% absolute deviation of the total pie size for every subject behavior in 20 rounds. / At market level, we studied how people evaluate the value of information, and what kind of information revelation mechanism would collectively maximize market efficiency. We examined the prevailing market mechanism and found that there are unavoidable deadweight losses, so we proposed a new model that could eliminate deadweight losses under many market conditions, and designed and conducted experiments to testify our claims. / In this dissertation, we relaxed the perfect information assumption in the marketplace, and studied the reality with asymmetric information from a market scope, and then drill down to decision making model at individual level. / Stiglitz (2009) reviewed the cause of the recent financial tsunami, and claimed that Adam Smith's invisible hand is invisible because it is not actually there: market equilibrium is not constrained Pareto efficient whenever there are information imperfection or asymmetric information, which is always the case in reality. People have conflicts of interests and incentives to provide distorted information, which could be difficult to verify by the other parties, so even if individuals are acting in a perfectly rational way, the outcome is not systemically rational. He concluded that "we need to do a better job of managing our economy, but this will require better research that is less framed by the flawed models of the past, less driven by simplistic ideas, and more attuned to the realities of today." / Lau, Ka William. / Adviser: Ching Chyi Lee. / Source: Dissertation Abstracts International, Volume: 72-04, Section: A, page: . / Thesis (Ph.D.)--Chinese University of Hong Kong, 2010. / Includes bibliographical references (leaves 122-127). / Electronic reproduction. Hong Kong : Chinese University of Hong Kong, [2012] System requirements: Adobe Acrobat Reader. Available via World Wide Web. / Electronic reproduction. Ann Arbor, MI : ProQuest dissertations and theses, [200-] System requirements: Adobe Acrobat Reader. Available via World Wide Web. / Electronic reproduction. Ann Arbor, MI : ProQuest Information and Learning Company, [200-] System requirements: Adobe Acrobat Reader. Available via World Wide Web. / Abstract also in Chinese.

Este é um estudo das relações intergovernamentais entre as três esferas de governo que ocorrem na implantação e implementação da política de saúde no estado do Acre, com o foco na função de coordenação da esfera estadual do SUS na condução dessa política. A investigação buscou identificar como ocorre essa coordenação que envolve transferências de recursos financeiros entre as esferas de governo que são negociados no âmbito do sistema de saúde. A investigação foi centrada na Secretaria Estadual de Saúde e na Secretaria Municipal de Saúde de Rio Branco. Os demais 21 municípios do estado foram estudados nas suas relações com a esfera estadual no seu papel de gestora do sistema de saúde. Foi adotada a estratégia do estudo de caso para caracterizar, descrever e analisar o Sistema Único de Saúde do Acre no período do início da década de 1990 até o final de 2008. Para contextualizar as especificidades do Acre foram estudados os serviços de saúde antecedentes ao SUS. Realizou-se investigação documental, observação sistemática e entrevistas com os principais atores envolvidos com essa política. A implantação do SUS no Acre foi um processo lento com divergências entre as esferas de governo quanto à descentralização dos serviços. Essas divergências eram maiores e retardavam mais o processo nos municípios onde os gestores locais tinham identificações partidárias diferentes do gestor estadual. O processo de implantação da política de saúde no Acre aconteceu em cenários de escassez de recursos financeiros sendo que em alguns momentos os poucos recursos e falhas administrativas causaram graves crises nos serviços. Em 1999, a receita fiscal do Estado do Acre foi de 81,83 milhões de Reais e os gastos com a saúde foram de 97,37 milhões de Reais. Em 2008, a receita fiscal foi de 555,33 milhões de Reais e os gastos com a saúde foram de 373,48 milhões de Reais. Embora pareça um significativo aumento da receita, nesse período houve a descentralização de serviços de saúde para os municípios e os mesmos passaram a receber recursos financeiros da União para sustentarem seus serviços. Tanto na esfera estadual como nos municípios, a sustentação da política de saúde depende dos recursos da União. As relações da esfera estadual do SUS com os municípios passaram por sucessivos conflitos para a descentralização de serviços e no período recente persiste um tratamento desigual da esfera estadual em relação aos municípios / This is a study of intergovernmental relations between the three spheres of government that occur in the deployment and implementation of health policy in the state of Acre, with the focus on the coordinating role of the state sphere of SUS in the conduct of that policy. The investigation sought to identify how this coordination occurs which involves transfers of funds between the spheres of government that are traded within the health system. The investigation was centered on the State Health Department and the Municipal Health Secretariat of Rio Branco. The remaining 21 counties in the state were studied in their relations with the state level in his role as manager of the health system. We adopted the strategy of case study to characterize, describe and analyze the National Health System of Acre during the beginning of the 1990s until the end of 2008. To contextualize the particularities of Acre were studied health services background to SUS. We carried out documentary research, systematic observation and interviews with key actors involved with this policy. The implementation of the NHS in Acre was a slow process with divergent levels of government regarding the decentralization of services. These differences were larger and more retarded the process in the municipalities where local managers had different party identifications of the state administrator. The implementation process of health policy happened in Acre on scenarios of scarcity of financial resources and in some instances the few resources and administrative failures caused serious crises in services. In 1999, tax revenue of Acre was 81.83 million Reais and health spending were 97.37 million Reais. In 2008, tax revenue was 555.33 million Reais and health care expenditures were 373.48 million Reais. Although it seems a significant increase in revenues during this period was the decentralization of health services to municipalities and they began to receive Union funds to sustain their services. Both at the state level as in the municipalities, the support of health policy depends on the resources of the Union\'s relations with the state level SUS municipalities have gone through successive conflicts for the decentralization of services and in the recent period there remains an unequal treatment of state level in relation to municipalities

Chan, Chi Chuen. / Thesis (M.Phil.)--Chinese University of Hong Kong, 2009. / Includes bibliographical references (leaf 85). / Abstract also in Chinese. / Chapter I --- Introduction --- p.1 / Chapter II --- Bargaining with Matching --- p.8 / Chapter III --- Horizontal Merger --- p.14 / Chapter IV --- Analysis --- p.22 / Chapter IV.1 --- Existence of Profitable Merger --- p.22 / Chapter IV.2 --- Endogenously Determined Merger Size --- p.36 / Chapter IV.3 --- Industry Optimal Merger Size --- p.45 / Chapter V --- Extensions --- p.49 / Chapter V.1 --- Two-step Sequential Merger --- p.49 / Chapter V.2 --- Multiple Mergers of Common Size --- p.53 / Chapter V.2.1 --- Analysis --- p.54 / Chapter V.2.2 --- Endogenously Determined Merger Size --- p.60 / Chapter V.2.3 --- Industry Optimal Merger Size --- p.63 / Chapter VI --- Discussion --- p.65 / Chapter A --- Appendix --- p.69 / Chapter A.l --- Figures --- p.69 / Chapter A.2 --- Mathematical Proof in Detail --- p.79

Hostage/crisis negotiation has been described as a complex verbal dance between the negotiator and the subject. While one of law enforcement's most effective tools and most significant developments in law enforcement and police psychology over the past several decades, the acceptance of mental health professionals (MHP) on a hostage/crisis negotiation team is ambiguous. This study examined how mental health professionals working with hostage/crisis negotiation teams are perceived, if there is positive small group socialization within teams, whether the outcome of incidents is affected by designation of the MHP as a team member versus a consultant, and whether prior law enforcement experience influences team members' perception of the MHP. A comparative research design was utilized and data were collected from 362 hostage/crisis negotiators using the Hostage/Crisis Negotiation and Mental Health Professional Questionnaire. Independent sample t tests indicated that MHPs designated as team members scored higher on the Small-Group Socialization and Perception scales than those designated as consultants. Results indicated that MHPs with law enforcement experience were perceived more positively than those without. The type of MHP designation showed no significant effect on incident outcome. This study's outcome may produce positive social change in that the results will enhance and promote ideas and cohesion that involves the unity of the MHP and their law enforcement team members in a field that focuses in on preservation of human life in the worst possible conditions, with positive implications for the team, hostages, victims, communities, and even the individual in crisis.

La renégociation du contrat est un mécanisme qui permet de sauvegarder le contrat lorsque celui-ci devient déséquilibré du fait de circonstances nouvelles. Ce déséquilibre, parce qu'il affecte l'une des parties, met en péril la pérennité de la relation. Le droit public l'a depuis longtemps admis. A contrario, le droit privé a toujours refusé d'accueillir la correction du contrat au nom du principe d'intangibilité prévu à l'article 1134 alinéa 1er du Code civil. Sa mise en œuvre ne peut alors résulter que d'une prévision contractuelle. Pourtant, le principe de bonne foi prévu à l'alinéa de ce même texte, ayant pour corolaire l'obligation de coopération et de collaboration, encourage cette reconnaissance. Admettre légalement le droit à la renégociation du contrat devenu déséquilibré ne peut pas être attentatoire aux principes de force obligatoire et de sécurité juridique. Le droit à la renégociation repose sur la liberté contractuelle : les parties doivent pouvoir entrer en renégociation mais elles gardent toute leur liberté quant à l'expression d'une volonté d'adaptation du contrat aux circonstances nouvelles de son exécution. Le droit à la renégociation du contrat doit être un mécanisme d'atténuation de l'intangibilité du contrat. Le droit supranational admet cette théorie : on la retrouve dans de nombreuses dispositions en droit communautaire et en droit international. De même, les projets de réformes nationaux du droit des contrats font tous référence à cette théorie qu'ils accueillent à l'unanimité. Il appartient aujourd'hui au législateur de mettre fin à cette particularité française fondée sur l'arrêt du Canal de Craponne, et accueillir cette théorie afin de redonner toute son efficacité au contrat, qui demeure l'outil fondamental des échanges économiques. / Renegotiation of the contract is a mechanism that allows you to save the contract when it becomes unbalanced due to new circumstances. This imbalance, because it affects one of the parties, jeopardizes the sustainability of the relationship. Public law has long been recognized. By contrast, private law has always refused to accept the correction of the contract on behalf of the principle of inviolability under Article 1134 paragraph 1 of the Civil Code. Its implementation can then result from a contractual forecast. However, the principle of good faith under paragraph of this same text, with the corollary obligation of cooperation and collaboration, encourages recognition.Legally recognize the right to renegotiate the contract become unbalanced can not be detrimental to the principles of binding and legal. The right to renegotiate based on freedom of contract: the parties must enter into renegotiation but they still have their freedom in the expression of a willingness to adapt to the new circumstances of the contract execution. The right to renegotiate the contract must be a mechanism to mitigate the sanctity of the contract.Supranational law admits this theory is found in many of the provisions of Community law and international law. Similarly, the draft national reform of contract law all refer to this theory they host unanimously. It now belongs to the legislature to end this French based on the judgment Canal Craponne, and welcome to this theory in order to restore its effectiveness in the contract, which remains the fundamental tool of the trade.

L2 learner's use of communication strategies (CSs) has received an attention since 1970s (Faech & Kasper, 1983; Tarone et al., 1983). Previous studies have focused on identification and classification of CSs, the effectiveness and teachability of CS, the uses of CSs by different proficiency levels in different tasks, and individual differences in CS use. In spite of the varieties in focus of the previous researches, no research has address whether the use of CSs affects L2 acquisition over and beyond the level of sustainment of communication. Recent studies in classroom acquisition have shown beneficial effects of negotiation during peer conversation on L2 grammar acquisition. However, previous studies in peer interaction focus primarily on how a listener's negotiation move or corrective feedback helps a speaker to repair his/her erroneous utterances. One the other hand, CS research concerns with a speaker's voluntary action to make him/her understood at the time of communication difficulty. In other words, both negotiation strategies and CSs occur in the same conversational context. Even so, no research has ever investigated the relationship between them. Therefore, the purpose of the present study is to investigate the relationship between the use of CSs and negotiation strategies on L2 acquisition. Twenty four students enrolled in the intermediate and advance Japanese language courses are asked to engage in two types of communicative tasks, and their development of vocabulary and grammar knowledge are examined through pre- and posttests of the target linguistic items. Also, conversations during the tasks are transcribed and qualitatively analyzed to examine the pattern of CS use and the rate of successful repair moves. The results indicate that some CSs such as appeals and code switching are beneficial, with or without a negotiation move from the interlocutor, but others may be detrimental to L2 development.

The general goal of this study was to investigate the feasibility of creating a constructivist learning environment in a university mathematics course as an alternative to the dominant transmissionist learning environments currently in place in most such courses. In order to accomplish this goal the researcher, a university professor, attempted to create this environment and document it in a case study.The study sought to ascertain which dimensions of a constructivist learning environment - autonomy, prior knowledge, negotiation, student-centeredness - university students preferred and how these preferences changed after being in such an environment. It also sought to find out how students' preferred environments matched the environment they perceived to be in place. In addition, the study sought to determine what changes the instructor had to make in his teaching practice to implement each of the dimensions.The results of the study suggest most students very strongly preferred the prior-knowledge and negotiation dimensions, strongly preferred the autonomy dimension, and weakly to moderately preferred the student-centeredness dimension. The data indicate that during the study student preferences for prior knowledge and negotiation increased slightly, preferences for student centeredness increased moderately, and preferences for autonomy increased significantly.In addition, the researcher found that the four dimensions were not implemented equally. While the first three dimensions were strongly implemented, the student-centeredness dimension was only moderately implemented. Interestingly, the learning environment the students perceived to be in place closely matched their preferences.

Negotiation is one of the most important activities for organisations in conducting electronic business. Traditional purchasing and selling have been conducted through complex processes involving negotiation that includes coordination and cooperation. To conduct automated negotiation for electronic business, a multi-agent system is needed where agents interact with each other. To perform this activity effectively and efficiently agents need to be able to negotiate, coordinate and cooperate with each other within the system. The research detailed in this thesis investigated the negotiation process in business-to business (B2B) transactions in supply chain management for multi-agent based electronic business (e business). Specifically, it answers the following research question: How can the negotiation process in B2B transactions be formulated and applied in multi-agent based e-business? The research strategy utilized an exploratory case study framework, with methods from decision theory, game theory, fuzzy logic and simulation for analysis. A series of integrated studies were undertaken to develop: an automated negotiation protocol; negotiation strategies; and a coordination and cooperation model. These were analysed in the context of the case study, Trading Agent Competition Supply Chain Management (TAC SCM) game scenario. Currently, the TAC SCM is the only international competition involving an electronic marketplace (e market). The studies involved the negotiation strategy between two agents, where the agents will be able to solve a problem by finding the best feasible strategy to bind an agreement for negotiation. By adopting a maximin and minimax strategy, this research proposes that agents will reach a reasonable positive intention approach towards negotiation, and will increase the agreement binding rate. A negotiation strategy was also examined by Fuzzy Logic using possibility theory and linguistic variables in which it also proposes a negotiation strategy in an uncertain situation for the TAC SCM. This will aid in binding the agreement to achieve the agent’s expected profit. Next, this research reviewed the TAC SCM game and explored the procurement performance of agents.The monotonic concession negotiation protocol, which determines the rules in which the agents can offer and counter-offer in the negotiation process was investigated. The author proposes two types of protocols. The first protocol is a Non-Monotonic Protocol with theoretical analysis. The second protocol is an Extended and Flexible Iterated Negotiation Process. This research also developed an Extended Bilateral Negotiation Model based on OMG (1999). The Negotiation Mechanism involving Offering and Counter-Offering models were also developed. Next, this research reviewed the cooperation and coordination process. This study identified problems in conducting e-business and supply chain management and expected benefits for supply chains with agents working together in coordinated and cooperative processes. The utilization of the multi-agent system in supply chain management with the Enhanced and Effective Cooperative Processing Stages is discussed. To apply these stages, the author proposes an architecture of Effective Cooperative Processing for Agents, and some characteristics in modelling coordination and cooperation for TAC SCM have been outlined. The research detailed how the negotiation process in B2B transactions can be formulated and applied in multi-agent based e-business. Through the proposal of a Flexible and Iterated Negotiation Framework, consisting of an Extended Bilateral Negotiation Model and a Cooperation and Coordination Model, the research community moves further towards the ultimate goal of an efficient, economic and automated negotiation process. In summary, the main contributions of the thesis include: a theoretical analysis of the negotiation process with coordination and cooperation; proposed models for an automated negotiation process; development of strategies and protocols for automated negotiation; and the coordination and cooperation model that can be used not only in supply chain management but also in any type of e-business. / Doctor of Philosophy