This study aimed at investigating the relationship between English instructors&rsquo / negotiation strategies to handle conflicts in the FLE classroom and personality traits. Two scales which consist of a demographic inventory, two questionnaires and a semi structured interview were developed by the researcher. The first scale consists of &ldquo / Rahim Organizational Conflict Inventory II (ROCI II)&rdquo / and &ldquo / Eyesenck Personality Inventory (EPI). The results of these questionnaires were analyzed by SPSS 15.0. This data gathering instrument was implemented on 120 English instructors working at METU, TOBB ETU, &Ccedil / ankaya University, Atilim University, and Trakya University. Data gathered from 30 English instructors from the same universities were used for the piloting of the study. The data gathered from 120 English instructors in English Preparatory Schools represented the results of the main study. In analyzing the data, descriptive statistics as frequency, percent, average, and standard deviation, and inferential statistics as ANOVA was used. As the second scale of the current study, semi-structured interviews were conducted with 16 English instructors employed at these universities. The results of the interviews were analyzed through content analysis. The results of the study revealed that there is a relationship between English instructors&rsquo / use of negotiation strategies and their gender, age, educational background, work experience and the personality traits of introversion-extroversion.

Successful intercultural natural resource management collaboration is challenged by divergent worldviews and power disparities. Studies of non-intercultural collaboration efforts demonstrate that good outcomes emerge when procedural conditions are met, such as fostering open and high-quality deliberations, use of interest-based bargaining techniques and collective definition of the scope of the process. The applicability of these procedural conditions to intercultural collaboration efforts, such as negotiations between Aboriginal people, government resource managers and sustainable forest license holders, has not been explored. The aim of this thesis is to examine the outcomes and factors influencing two intercultural collaborations in the northeast region of Ontario. Semi-structured interviews with collaboration participants, negotiation meeting minutes and draft agreements are used as data sources. Following a general inductive coding approach and using QSR NVivo 2, the analysis of outcomes in both cases highlights improvements in relationships, increased understanding among the parties and the gradual definition of the scope of the negotiation. The findings also demonstrate that several barriers, including a lack of clear policy and legislative framework for collaboration and different definitions of the problem discourage intercultural collaboration. In one negotiation process, frequent and high quality deliberations, using an interest-based negotiation approach, and efforts to mutually define the scope of the negotiation prior to substantive negotiation do not overcome these systemic barriers to collaboration. However, in another negotiation process, the social and relational characteristics of the community and participants do contribute to the parties recognizing their interdependence, focusing on shared goals and undertaking joint action. This research demonstrates that the development of shared goals and acknowledgement of divergent problem definitions are more important to intercultural collaboration success than the development of improved relationships and establishing a mutually acceptable scope prior to collaboration. In the absence of a supportive legislative basis for the distribution of forest decision-making authority and responsibilities, this understanding of how Aboriginal, government and forest industry participants can collaborate is useful for developing more effective and equitable intercultural collaboration.

Successful intercultural natural resource management collaboration is challenged by divergent worldviews and power disparities. Studies of non-intercultural collaboration efforts demonstrate that good outcomes emerge when procedural conditions are met, such as fostering open and high-quality deliberations, use of interest-based bargaining techniques and collective definition of the scope of the process. The applicability of these procedural conditions to intercultural collaboration efforts, such as negotiations between Aboriginal people, government resource managers and sustainable forest license holders, has not been explored. The aim of this thesis is to examine the outcomes and factors influencing two intercultural collaborations in the northeast region of Ontario. Semi-structured interviews with collaboration participants, negotiation meeting minutes and draft agreements are used as data sources. Following a general inductive coding approach and using QSR NVivo 2, the analysis of outcomes in both cases highlights improvements in relationships, increased understanding among the parties and the gradual definition of the scope of the negotiation. The findings also demonstrate that several barriers, including a lack of clear policy and legislative framework for collaboration and different definitions of the problem discourage intercultural collaboration. In one negotiation process, frequent and high quality deliberations, using an interest-based negotiation approach, and efforts to mutually define the scope of the negotiation prior to substantive negotiation do not overcome these systemic barriers to collaboration. However, in another negotiation process, the social and relational characteristics of the community and participants do contribute to the parties recognizing their interdependence, focusing on shared goals and undertaking joint action. This research demonstrates that the development of shared goals and acknowledgement of divergent problem definitions are more important to intercultural collaboration success than the development of improved relationships and establishing a mutually acceptable scope prior to collaboration. In the absence of a supportive legislative basis for the distribution of forest decision-making authority and responsibilities, this understanding of how Aboriginal, government and forest industry participants can collaborate is useful for developing more effective and equitable intercultural collaboration.

Submitted by Paulo Junior (paulo.jr@fgv.br) on 2010-11-23T18:36:49Z No. of bitstreams: 1 Gustavo Broilo.pdf: 317991 bytes, checksum: 6622cf00a2badb89b54e1c93d882a650 (MD5) / Approved for entry into archive by Paulo Junior(paulo.jr@fgv.br) on 2010-11-23T18:37:09Z (GMT) No. of bitstreams: 1 Gustavo Broilo.pdf: 317991 bytes, checksum: 6622cf00a2badb89b54e1c93d882a650 (MD5) / Made available in DSpace on 2010-12-16T11:49:25Z (GMT). No. of bitstreams: 1 Gustavo Broilo.pdf: 317991 bytes, checksum: 6622cf00a2badb89b54e1c93d882a650 (MD5) Previous issue date: 2010-08-27 / O presente trabalho irá traçar um perfil dos negociadores chineses à luz de relatos de casos de negociações que ocorreram no mês de outubro de 2008, entre um grande importador de manufaturados brasileiro que chamaremos de 'Empresa Brasileira' e empresas chinesas, das cidades de Guangzhou, Pinghu e Huanzhou. Levantaremos alguns aspectos da cultura chinesa traçando um paralelo com a Matriz de Negociações Complexas, daremos exemplos sucintos de etapas do processo negocial e procuraremos relacionar com alguns dos dez elementos da Matriz de Negociações Complexas, sendo estes Contexto, Interesses, Opções, Poder, Cognição, Relacionamento, Concessões, Conformidade Legal, Critério e Tempo, nas quatro etapas do processo associadas, quais sejam: preparação, criação de valor, distribuição e implementação/monitoramento. O autor irá destacar quais destes dez elementos propostos pela MNC são mais relevantes em um processo de negociação com os chineses e os aspectos culturais que fazem estes elementos ter maior relevância: Cognição/comunicação, Relacionamento e Tempo. / The following final dissertation seeks to outline the profile of the Chinese negotiator in light of the negotiations that took place during the month of October 2008, between a major importer of Brazilian market of manufactured goods, that we will call “Brazilian Co.” and some Chinese companies from the cities of Guangzou, Pinghu and Hangzhou. The author will provide succinct examples of stages in the negotiation process and seek to link them with the ten elements of the Complex Matrix of Negotiation, namely: context, interest, options, power, cognition, relationship, concessions, accordance, criteria and time. There are four steps involved in the process: Preparation, Creating Value, Distribution and Implementation/Monitoring. The author will show which of these ten elements are main important in the negotiation process with Chinese and the cultural aspects that makes these elements main important: cognition/communication, relationship and time.

L'enseignement de la négociation commerciale est un enseignement relativement récent. Les travaux sur cet enseignement mettent l'accent sur les méthodes employées, les contenus transmis, l'activité des étudiants, le rôle de l'enseignant ; les savoirs préalables de l'étudiant comme une des variables du processus ont été assez peu étudiés.Le travail présenté dans cette thèse porte son attention sur les représentations de la négociation chez les étudiants, avec comme objectif d'identifier les connaissances implicites et les représentations préalables, afin de faire des propositions de rénovation de la pédagogie : que savent les étudiants quand ils ne savent rien ?Les publics étudiés sont des étudiants de première année et de dernière année de cycle commercial en école de commerce, ainsi que des adultes en formation continue, ayant une expérience professionnelle. La méthode utilisée est celle des récits écrits, dont le contenu est analysé par un traitement qualitatif à l'aide du logiciel Alceste.Entre 2008 et 2011, 301 récits de négociation d'étudiants de première année, 31 récits d'étudiants de troisième année et 52 récits d'adultes en formation continue ont été recueillis puis traités à l'aide d'Alceste. L'analyse Alceste fait ressortir 7 classes de représentations différentes chez les étudiants et 3 classes chez les adultes. Nous avons regroupé ces représentations collectives en trois ensembles chez les étudiants, et en trois ensembles différents, chez les adultes.L'analyse des récits de négociation, puis des représentations correspondantes entre la première année et la troisième année laisse percevoir une augmentation de la réflexivité des étudiants par rapport à leur façon de négocier, plus qu'une amélioration de leur performance.A la suite de cette analyse, nous proposons plusieurs scénarii de cours (de négociation commerciale), en organisant les connaissances à transmettre et les méthodes à utiliser, en fonction des représentations préalables des étudiants et des adultes : quand des savoirs préalables sont partiellement présents chez les apprenants, un rappel ou un auto-apprentissage peuvent être utilisés. Quand des savoirs préalables sont absents ou incomplets, une approche plus complexe, faite d'apports formels, d'exercices pratiques, de travaux individuels ou collectifs permettant un auto-apprentissage extérieur à la classe, est utilisée. Dans tous les cas, un accent important est mis sur la réflexivité de l'étudiant face à ses apprentissages et ses pratiques. Ce travail débouche également sur des réflexions à propos d'un cursus complet d'enseignement commercial en école de commerce : plusieurs cours (vente, négociation, etc.), assurés par plusieurs enseignants, peuvent alors s'articuler dans une cohérence pédagogique d'ensemble. / Teaching business negotiation is a relatively recent activity. Research about this activity study the methods used, the contents transmitted, student activities, the role of the teacher ; research about students knowledge as one of the variables of the process are scarce.The work presented in this thesis studies the representations of negotiation among students. Its goal is to identify implicit knowledge and previous representations, in order to make proposals for some improvement in a negotiation module : what do students know when they know nothing ?Public studied are freshmen and last year students from a business school, and adults with a professional experience. The method used for the study is the written story-telling, and the content of the stories is analyzed using the Alceste software (qualitative analysis).Between 2008 and 2011, 301 stories from freshmen, 31 stories of third-year students and 52 stories of adults were collected and analyzed with Alceste. The Alceste analysis reveals seven different classes of representations for the students and three classes for adults. We have grouped these collective representations into three conceptual sets in for the students, and three different sets for the adults.Analysis of stories and corresponding representations between the first year and third year shows an increase in reflexivity of students, more than improvement of their performance in negotiation.Following this analysis, we propose several course scenarios (in business negotiations) ; we organize the knowledge units to be transmitted and the methods to do so, by using previous representations of students and adults.When previous knowledge is partially present, self-learning or a simple recall can be used. When previous knowledge is missing or incomplete, a more complex approach, made of formal contributions, practical exercises, individual or group work allowing learning outside the classroom must be used.In all cases, strong emphasis is put on the student's reflexivity about his own thinking and practices. This work also leads to some reflections about a complete curriculum of business education in a business school : several courses (sales, negotiation, etc.) delivered by several teachers, can then be organized together in order to build coherence in teaching business.

International negotiation competitions are not a new phenomenon. These competitionshave been growing in popularity worldwide and have several pedagogic benefits forthe participants. Unfortunately, so far have been targeted only to students from the lawor business fields excluding students from other fields, including the humanitarianstudents. These students are likely to follow a career where negotiations play a keyrole, nevertheless, they are not well prepared for it. The purpose of this thesis is toexplore these benefits and the transferability of these competition models to thehumanitarian sector. This thesis, therefore, seeks to answer the research question“What benefits can international negotiation competitions have for participants?” and“Could students in the humanitarian sector benefit from negotiation competitionsadapted to the challenges they are likely to face?”. The study comprises of bothquantitative and qualitative methodological approaches. An analysis of existingliterature was undertaken alongside a pre-study survey to humanitarian students, 15expert interviews and an online survey to participants to negotiation competitions.The thesis presents the opinions of a variety of experts and participants in negotiationcompetitions and reveals several benefits of participation in such events. Thesebenefits include: skill development, multicultural environment, simulation of realemotions, feedback from judges, networking opportunities and promotion of the field.The findings also suggest that the transferability of this model to humanitarian studentscould be not only possible but beneficial, yet some barriers could arise. Explanation ofpossible barriers to this implementation and possible solutions to mitigate them aredisclosed.

Los sistemas multi-agente (SMA) son sistemas distribuidos donde entidades autónomas llamadas agentes, ya sean humanos o software, persiguen sus propios objetivos. El paradigma de SMA ha sido propuesto como la aproximación de modelo apropiada para aplicaciones como el comercio electrónico, los sistemas multi-robot, aplicaciones de seguridad, etc. En la comunidad de SMA, la visión de sistemas multi-agente abiertos, donde agentes heterogéneos pueden entrar y salir del sistema dinámicamente, ha cobrado fuerza como paradigma de modelado debido a su relación conceptual con tecnologías como la Web, la computación grid, y las organizaciones virtuales. Debido a la heterogeneidad de los agentes, y al hecho de dirigirse por sus propios objetivos, el conflicto es un fenómeno candidato a aparecer en los sistemas multi-agente. En los últimos años, el término tecnologías del acuerdo ha sido usado para referirse a todos aquellos mecanismos que, directa o indirectamente, promueven la resolución de conflictos en sistemas computacionales como los sistemas multi-agente. Entre las tecnologías del acuerdo, la negociación automática ha sido propuesta como uno de los mecanismos clave en la resolución de conflictos debido a su uso análogo en la resolución de conflictos entre humanos. La negociación automática consiste en el intercambio automático de propuestas llevado a cabo por agentes software en nombre de sus usuarios. El objetivo final es conseguir un acuerdo con todas las partes involucradas. Pese a haber sido estudiada por la Inteligencia Artificial durante años, distintos problemas todavía no han sido resueltos por la comunidad científica todavía. El principal objetivo de esta tesis es proponer modelos de negociación para escenarios complejos donde la complejidad deriva de (1) las limitaciones computacionales o (ii) la necesidad de representar las preferencias de múltiples individuos. En la primera parte de esta tesis proponemos un modelo de negociación bilateral para el problema de / Sánchez Anguix, V. (2013). Complex negotiations in multi-agent systems [Tesis doctoral no publicada]. Universitat Politècnica de València. https://doi.org/10.4995/Thesis/10251/21570 / Palancia

This diploma thesis deals with the impacts of the performance of non-governmental organizations (NGOs) on the effectiveness of multilateral negotiations in the World Trade Organization (WTO). In the introduction, I present the theoretical framework of the whole thesis which is based on the approach of Victor Kremenyuk and his definition of basic analytical elements of multilateral negotiation. Further, I describe the development of the relationship between the WTO and NGOs and I also introduce the various options of involvement of NGOs into the work of the WTO including the NGOs' activities by means of which they influence the negotiation effectiveness. Through the analysis of the NGOs' performance at the ministerial conferences in Singapore (1996), Geneva (1998) and Seattle (1999) I explore the participation, options of involvement and activities of NGOs. On a concrete case of NGOs' campaign for the acceptance of the commitment to respect the basic labour standards in WTO I examine the impacts of the NGOs' performance on particular elements of negotiation - actors and their strategies, issues, structure, process and outcomes of the negotiation. In the last part of this thesis I assess the overall performance of NGOs and consequently analyze its impacts on the effectiveness of multilateral...

This cumulative dissertation covers three studies on the research subject of Cross-Cultural-Negotiations. The first study provides a systematic literature review of the research field. It categorizes and synthesizes the literature based on the cultural dimensions used in negotiation research and sorts it along the four negotiation stages of Adair and Brett (2005). It shows controversial findings, research gaps, highlights potential impasses in methodological approaches, and provides recommendations for future research. The second study investigates the potential cultural influence on First Offer anchors in negotiations. No support for a direct cultural influence could be found. Instead, the participants' age and concerns that the opposite may take advantage of a too low First Offer has been found to influence First Offers. Additionally, the latter finding shows significant differences across cultures. The third study investigates whether the implicitly understood universality of ‘Getting to yes’ (Fisher, Ury, and Patton 2012) holds in a Cross-Cultural-Context. The study finds that the implicitly understood universality of principled negotiations is not supported by findings in Cross-Cultural-Negotiation research. Instead, a dichotomic applicability of the authors’ advice of ‘Getting to yes’ along the bipolar cultural construct of Hofstede’s Individuality dimension was found. This dissertation underlines that culture has a high impact on negotiations. It provides research, practice, and teaching additional knowledge to address and deal with the phenomenon of culture in Cross-Border-Negotiations.

Sweden is moving towards a society where not being a feminist is considered unmodern and conservative. People are fighting for women's rights and equality between the sexes. This feminist movement in Sweden is starting to show in more and more businesses. The fashion business has recently adapted the same movement and feminism has been used in different types of marketing, such as gender neutral merchandising or statement advertisements. The focus of this thesis is statements on products and the purpose is to investigate how Swedish consumers’ brand image of a high end fashion brand is affected by the brand using symbols of feminist statements on their products. The theoretical framework has been separated into three categories; Brand Image, Consumer Behaviour and Politics in Fashion, which sums up in a conceptual model. The model is tested in the empirical findings that were discovered through two focus groups. Consumers critical minds and high awareness of companies advertising techniques results in the conclusion that consumers demand more political effort in order to trust and accept the statement, apparently an important factor when it comes to change of brand image.