by Tang Wai-man. / Thesis (M.Phil.)--Chinese University of Hong Kong, 2001. / Includes bibliographical references (leaves 80-85). / Abstracts in English and Chinese. / List of Figures --- p.vii / List of Tables --- p.viii / Chapter CHAPTER1 --- INTRODUCTION --- p.1 / Chapter 1.1 --- E-commerce in Real Estate --- p.2 / Chapter 1.2 --- Need for Negotiation Supports --- p.3 / Chapter 1.3 --- Need for Real-time Information --- p.4 / Chapter 1.4 --- Motivation and Research Contributions --- p.4 / Chapter 1.5 --- Organization of the Thesis --- p.5 / Chapter CHAPTER2 --- LITERATURE REVIEW --- p.7 / Chapter 2.1 --- Electronic Markets --- p.8 / Chapter 2.1.1 --- Classifications --- p.8 / Chapter 2.1.2 --- Evolution of market systems --- p.9 / Chapter 2.1.3 --- Future trends --- p.21 / Chapter 2.2 --- The Middlemen --- p.12 / Chapter 2.2.1 --- Middlemen for HK property market --- p.14 / Chapter 2.2.2 --- Information transparency and efficiency --- p.14 / Chapter 2.2.3 --- Impacts of IT to the middlemen --- p.15 / Chapter 2.3 --- Negotiation Support Systems --- p.16 / Chapter CHAPTER3 --- TRANSACTION PROCESS --- p.18 / Chapter 3.1 --- Preparation --- p.19 / Chapter 3.2 --- Negotiation --- p.20 / Chapter 3.2.1 --- Evaluation --- p.21 / Chapter 3.2.2 --- Adjustment --- p.22 / Chapter 3.2.3 --- Concession --- p.22 / Chapter 3.3 --- Termination --- p.23 / Chapter CHAPTER4 --- MODEL OF NEGOTIATION --- p.26 / Chapter 4.1 --- Negotiation Process --- p.26 / Chapter 4.2 --- Direct Negotiation Without a Middleman --- p.28 / Chapter 4.3 --- Two-Stage Negotiation Approach --- p.29 / Chapter 4.4 --- Property Matching --- p.30 / Chapter 4.4.1 --- Principles --- p.30 / Chapter 4.4.2 --- Process --- p.32 / Chapter 4.4.3 --- Utility function --- p.34 / Chapter 4.5 --- Rating of Counteroffer --- p.38 / Chapter 4.6 --- Recommendation Price --- p.41 / Chapter CHAPTER5 --- INFORMATION NEEDED FOR NEGOTIATION --- p.42 / Chapter 5.1 --- Textual information --- p.43 / Chapter 5.2 --- Numeric data --- p.44 / Chapter 5.3 --- Signalling --- p.45 / Chapter CHAPTER6 --- SYSTEM --- p.47 / Chapter 6.1 --- System Design --- p.47 / Chapter 6.2 --- Overview of the Transaction Process --- p.48 / Chapter 6.2.1 --- Preparation --- p.48 / Chapter 6.2.2 --- Negotiation --- p.49 / Chapter 6.2.3 --- Termination --- p.57 / Chapter 6.3 --- Functionality --- p.52 / Chapter 6.3.1 --- Price Trend --- p.52 / Chapter 6.3.2 --- News --- p.52 / Chapter 6.3.3 --- Property Listing --- p.53 / Chapter 6.3.4 --- Property Searching --- p.53 / Chapter 6.3.5 --- My Property --- p.54 / Chapter 6.3.6 --- Alert --- p.54 / Chapter 6.3.7 --- Negotiation --- p.55 / Chapter CHAPTER7 --- EXPERIMENT AND RESEARCH FINDINGS/EVALUATION --- p.58 / Chapter 7.1 --- Objectives --- p.58 / Chapter 7.2 --- Design of the Experiment --- p.60 / Chapter 7.3 --- Overview of the Experiment --- p.61 / Chapter 7.4 --- Results and Findings --- p.62 / Chapter CHAPTER8 --- CONCLUSIONS AND FUTURE WORKS --- p.65 / Chapter 8.1 --- Conclusions --- p.65 / Chapter 8.2 --- Future Works --- p.67 / APPENDIX A ALGORITHM FOR PROPERTY MATCHING --- p.69 / APPENDIX B1 PRICE TREND --- p.70 / APPENDIX B2 READING AND SENDING NEWS ARTICLES --- p.71 / APPENDIX B3 PROPERTY LISTING --- p.72 / APPENDIX B4 PROPERTY SEARCHING --- p.73 / APPENDIX B5 SEARCHING RESULT --- p.74 / APPENDIX B6 MY PROPERTY --- p.75 / APPENDIX B7 SYSTEM ALERT --- p.76 / APPENDIX B8 ONGOING NEGOTIATIONS --- p.77 / APPENDIX B9 TERMINATED NEGOTIATIONS --- p.78 / APPENDIX B10 SIGNALLING --- p.79 / BIBLIOGRAPHY --- p.80

Made available in DSpace on 2016-04-25T16:44:17Z (GMT). No. of bitstreams: 1 Juliana Martins Vantine.pdf: 1219831 bytes, checksum: c27a63b6a8188a9fbe147b3cf35aa4e1 (MD5) Previous issue date: 2010-12-20 / This dissertation is related to emotions and gender in the sales negotiation process of consulting and audits projects, and the main objective of it is to understand the perception regarding the emotions in the negotiation process, as well as identifies what kind emotions are presented in this process. One of the aspects that get influence into a negotiation process is the emotion, which is presented in any negotiation process. The emotion can be better controlled by a person and more apparent in another; however what is common in this process is the fact that it exists and can be an issue in a big deal closing process. Some emotions can confuse the thoughts complicating the relationship with the counterparty during the negotiation process. Besides the emotions, other variables that can influence the negotiation are as follows: power, time and information. Not necessarily in a negotiation you must have all three variables, as just one of them can occur in this process. These variables come from contact with people; learning regarding prior situations lived by the person, prior experiences; therefore based on the day-by-day activities lived by the person. The survey had a sample size of 30 negotiators, including 11 women and 19 men who work in São Paulo with a global auditing and consulting firm. In order to catch the data the PANAS-X scale was applied, which contains 60 emotions, and are grouped into the following sub-scales: positive emotion, negative emotion, juvenescence, self confidence, attention / care, fear, hostility, guilt, sadness / melancholy shyness, fatigue, serenity and surprise. In addition, interviews were performed using opening questions in order to understand in detail how the negotiation process is. The result was that there are differences in the emotions felt by men and women negotiators, and in this sample the negotiators presented much more positive emotions, such as interested, caring, active, determined, focused, self-assured, and confident / Esta dissertação trata das emoções e do gênero num processo de negociação de venda de projetos de consultoria e auditoria, e tem como principal objetivo entender a percepção com relação às emoções no processo de negociação e identificar quais emoções estão presentes nesse processo. Um dos aspectos que influenciam um processo de negociação são as emoções, elas estão presentes em todo e qualquer processo de negociação. Ela pode ser mais bem controlada por uma pessoa e mais aparente em outra, mas o que é comum é o fato dela existir e poder ser um obstáculo para o fechamento de um grande negócio. Algumas emoções podem prejudicar o raciocínio, deixando a pessoa prejudicada no relacionamento com a contraparte. Além das emoções outras variáveis que influenciam uma negociação são: poder, tempo e informação. Numa negociação não necessariamente deve-se ter todos os três pilares. Pode ocorrer neste processo de existir apenas um. Essas variáveis surgem do contato com as pessoas, do aprendizado de situações vivenciadas, do aproveitamento de oportunidades, ou seja, no dia-a-dia do indivíduo. A pesquisa teve como amostra 30 negociadores, sendo 11 mulheres e 19 homens, de uma empresa global de auditoria e consultoria, que trabalham no escritório de São Paulo. Para a captura dos dados aplicamos a escala PANAS-X, a qual contém 60 emoções, que são agrupadas em sub-escalas: emoção positiva, emoção negativa, jovialidade, autoconfiança, atenção/cuidado, medo, hostilidade, culpa, tristeza/melancolia, timidez, fadiga, serenidade e surpresa. Além disso, efetuamos entrevistas com perguntas abertas, para entender com mais detalhe como funciona o processo de negociação. O resultado identificado foi que há diferenças nas emoções sentidas entre os homens e mulheres negociadores, e nesta amostra os negociadores demonstraram mais emoções positivas, como: interessado, atencioso, ativo, determinado, concentrado, seguro de si mesmo, confiante, coragem

O controle postural vem sendo estudado há algum tempo com o intuito de entender o complexo funcionamento do sistema de controle postural, além de servir para evitar quedas em idosos. As quedas são eventos que ocorrem em aproximadamente um terço da população idosa e podem levar a consequências muito graves, o que dá importância para o tema. A dupla-tarefa com interferência cognitivo-motora pode afetar o desempenho dos idosos na tarefa de manter o equilíbrio e aumentar o risco de quedas. Logo, o objetivo desse estudo foi avaliar o efeito de tarefas cognitivas sobre o desempenho em tarefas de controle motor estático e dinâmico em adultas jovens (n=25) e idosas caidoras (n=20) e não-caidoras (n=21). Foram avaliados o controle postural estático em dois tipos de superfície (estável e instável) e também o desempenho na tarefa de marcha com transposição de obstáculos, durante dois tipos de tarefas cognitivas (teste de Stroop e contagem regressiva em etapas de três). ANOVAs de dois fatores foram usadas para avaliar as diferenças entre grupos e condições. O equilíbrio estático foi melhor para jovens em comparação com idosas, que não diferiram entre caidoras e não-caidoras. A tarefa de contagem regressiva piorou o equilíbrio, principalmente nas idosas. Na tarefa de ultrapassagem de obstáculos, a velocidade das idosas caidoras foi menor, mesmo sem tarefa cognitiva, sendo que a tarefa cognitiva influenciou o desempenho das idosas não-caidoras e jovens. As distâncias verticais na transposição do obstáculo foram maiores para o grupo de idosas caidoras, diferente do esperado, denotando uma segurança maior na tarefa nesses indivíduos e uma menor chance de cair nesses indivíduos. É possível que esse resultado seja relacionado ao medo de cair nesses idosas, o que levou os mesmos a realizarem uma tarefa mais cautelosa na transposição do obstáculo. Com relação às distâncias horizontais, as jovens afastaram mais o pé do obstáculo, denotando maior capacidade nessa tarefa que idosas não-caidoras e caidoras, não havendo efeito da tarefa cognitiva. Os resultados indicam que o desempenho em tarefas de controle postural estático e dinâmico é pior em idosas, sem grandes diferenças entre caidoras e não-caidoras. Na tarefa de transposição do obstáculo, as idosas optaram por uma tarefa mais cautelosa, mesmo quando nenhuma tarefa cognitiva era solicitada, ao passo que a tarefa cognitiva levou as jovens a realizar estratégia semelhante. O medo de cair que acomete o idoso pode ter levado a estratégias mais cautelosas. Conclui-se que o as tarefas cognitivas afetam o desempenho no controle postural estático em jovens e idosas e afetam o desempenho da tarefa dinâmica em jovens, principalmente. Durante a execução da tarefa de marcha com obstáculo, as idosas assumiram uma estratégia mais segura, possivelmente pelo medo de cair. Somente o teste de contagem regressiva aplicou demanda cognitiva suficiente para afetar a realização das tarefas motoras, enquanto que o teste de Stroop ajudou a tarefa motora em alguns casos. / Postural control has been studied in the last years to understand the hard behavior of the postural control system and to find ways to prevent falls in elderly. One third of the elderly people experiences falls during the live and falls can lead to serious consequences, being an important issue to study. Cognitive-motor interference in dual-task conditions can affect balance tasks performance on elderly and increase the risk of falls. Thus, this study aims to evaluate the effect of cognitive tasks on static and dynamic motor control tasks performances in young women (n = 25) and fallers (n = 20) and non-fallers (n = 21) older women. Static postural control in two surface conditions (stable and unstable) and obstacle negotiation task during walking were evaluated, while the subjects were performing two different cognitive tasks (Stroop task and counting backwards on steps of three) and without any cognitive task. Were performed ANOVAs with two factor to test differences between groups and conditions. Static balance was better in younger compared to old-aged, and non-fallers and fallers did not differ between themselves. Counting backward cognitive task impaired the balance especially in elderly. During obstacles negotiation tasks, the mean velocity was lower for fallers than the other groups, even without cognitive task. Cognitive tasks impaired performance of non-fallers and younger groups. Vertical distances on obstacle negotiation were higher for the fallers group, different than we expected. It means that this group performs the task safer than the others perform and has lower chance of falling. It is possible that these results are related to the elderly fear of falling, which led them to conduct a more cautious task during obstacle negotiation. Regarding to horizontal distances, young people distance more their foot from obstacle, showing increased capacity in this task than non-fallers and fallers, with no effect of cognitive task. Results indicate that static and dynamic performance on postural control tasks is worse in the elderly, without many differences between fallers and non-fallers. In obstacle negotiation task, elderly have opted for a more cautious task, even when no cognitive task was requested, while the cognitive tasks lead young people to perform similar strategy. Fear of falling that affect elderly people has led them to take more cautious strategies. We conclude that the cognitive tasks affect static postural control performances in young and old groups and affect dynamic task performance mainly in the young group. During the obstacle negotiation task, elderly have taken a safer strategy, possibly due to fear of falling in this task. Only the counting backwards task applied a sufficient cognitive demand to affect the proposed motor tasks while the Stroop task improved the performances for some variables.

Made available in DSpace on 2016-04-26T20:21:02Z (GMT). No. of bitstreams: 1 Aldo Jose Fossa de Sousa Lima.pdf: 1131948 bytes, checksum: b6165b54c0adbbafdb0c6c3e8a7fa67d (MD5) Previous issue date: 2012-06-15 / Faced with a scenario where states experienced today are increasingly weakened by capital strength, at which time, especially because of the crisis in European countries, the world starts to turn their attention to America, when the union of nations is inevitable and necessary for strengthening the respective regions of the planet, it seems essential to make possible the increase of relations between countries, for over twenty years, decided to create the Southern Common Market and plotted as one of its foundations the free movement of goods and services. And the free movement of workers between these states is presented as a real possibility for increased regional integration, enabling the same way the social and economic development. We analyze these issues and found that the absence of law can be an obstacle to the development of the labor market in the region, which is why the group negotiation emerged as the fastest and most efficient instrument for achieving this integration. We found that the grounds on which they were recorded Mercosul, as well as the domestic laws of member countries, plus an effective political will, can allow this possibility becomes a reality soon. Thus, we see a growth of relations between these countries with greater opportunities for citizens and the possibility of integral development of the economic bloc / Diante de um cenário hoje vivenciado onde os Estados estão cada vez mais fragilizados pela força do capital, época em que, notadamente em razão da crise que assola países europeus, o mundo começa a voltar suas atenções para a América, momento em que a união das nações é necessária e inevitável para fortalecimento das respectivas regiões do planeta, parece fundamental tornar viável o incremento das relações entre os países que, há mais de vinte anos, resolveram criar o Mercado Comum do Sul e traçaram como um de seus fundamentos a livre circulação de bens e serviços. E a livre circulação dos trabalhadores entre esses Estados apresenta-se como uma possibilidade efetiva para maior integração da região, viabilizando da mesma forma o desenvolvimento econômico e social. Analisamos esses aspectos e verificamos que a ausência de regramento legal pode ser um óbice para o desenvolvimento do mercado de trabalho na região, motivo pelo qual a negociação coletiva surge como o mais rápido e eficiente instrumento para viabilizar essa integração. Verificamos que os fundamentos sobre os quais foram constituídos o Mercosul, bem como a legislação interna dos países integrantes, acrescida de uma efetiva vontade política, podem permitir que esta possibilidade se torne realidade em breve. Assim, poderemos assistir a um crescimento das relações estabelecidas entre estes países com maiores oportunidades para os cidadãos e possibilidade de desenvolvimento integral do bloco econômico

Much of the academic - and popular - literature on the South African negotiations process focuses on the two principal players, the African National Congress (ANC) and the National Party Government. A significant number of other political groupings were vying for influence at this time and although they would not fare well electorally in 1994, their influence and also their symbolic importance has been overlooked. Four groupings that have found themselves on the margins of the South African transition are the subject of this thesis: The white right wing (Afrikaner Volksunie, the Conservative Party, the Freedom Front); the homelands (in particular Bophuthatswana, KwaZulu and Transkei), the Democratic Party (DP) and the Pan Africanist Congress (PAC). All four of these political groupings were deeply involved in the transition process and critically, offered very different options and scenarios for the future. These included alternative visions of a federal South African state, a more independent judiciary, stronger provincial powers and greater degrees of cultural and territorial self-determination. For some of the parties - notably the PAC- the compromises reached in the constitution around property rights were unacceptable. In the case of the PAC, Inkatha and some far-right Afrikaner groupings, there was a turn to violence - even if not always sanctioned by leadership - that had an important impact on conditioning the settlement. The differing trajectories and prescriptions of these groupings offer up important lessons regarding the history of the negotiations period, the potential for alternative pathways during this time as well as the deficiencies of the current constitutional order. The histories of these marginal groupings on the sidelines of a historic settlement speak to longstanding fault lines in South Africa's political discourse, including the role and salience of liberalism, socialism and ethno-nationalism in the post-apartheid era.

The published works that form the basis of this PhD are a selection of hip-hop songs written over a period of six years between 2010 and 2015. The lyrics for these pieces are all written by the author and performed with hip-hop group Stanley Odd. The songs have been recorded and commercially released by a number of independent record labels (Circular Records, Handsome Tramp Records and A Modern Way Recordings) with worldwide digital distributionlicensed to Fine Tunes, and physical sales through Proper Music Distribution. Considering the poetics of Scottish hip-hop, the accompanying critical reflection is an autoethnographic study, focused on rap lyricism, identity and performance. The significance of the writing lies in how the pieces collectively explore notions of identity, ‘outsiderdom', politics and society in a Scottish context. Further to this, the pieces are noteworthy in their interpretation of US hip-hop frameworks and structures, adapted and reworked through Scottish culture, dialect and perspective. Reflecting the multi-disciplinary nature of hip-hop studies, an autoethnographic framework (Monaco, 2010; Munro 2011) is combined with poetic analysis, musicological discussion and social and cultural studies toexamine the pieces that comprise the published works. Through a consideration of poetics, linguistics, sociological issues and cultural considerations, a schematic emerges, describing a construct of lyrical techniques, signifying practices, social interactions and outsider narratives that speak to (re)imagining, (re)creating and (re)constructing local culture by expressing it through hip-hop and vice versa. This study demonstrates new knowledge regarding global and local intersections in Scottish hip-hop, identity construction and negotiation, and creative approaches to rap storytelling.

O presente trabalho tem como objeto a análise dos documentos preliminares, usualmente chamados de carta de intenções e memorando de entendimentos, firmados na fase das tratativas durante o período pré-contratual. Em um primeiro momento, busca-se entender a natureza desses documentos, mediante o exame dos atos das partes na fase das tratativas, em especial as negociações e as declarações de vontade, e a comparação com figuras afins, como a proposta, o contrato, o contrato preliminar, a carta-conforto e a minuta. A partir dessa compreensão, aliada à demonstração de sua tipicidade social, chega-se a uma definição de documentos preliminares, baseada no acordo de vontades capaz de produzir efeitos obrigacionais de intensidade variada. Em um segundo momento, expõe-se a principal forma de tratamento dispensada a esses documentos na common law, dividindo-os entre aqueles que têm eficácia jurídica contratual (binding) e aqueles que não têm eficácia jurídica (nonbinding). Posteriormente, são trazidos casos da jurisprudência brasileira, seguindo-se o mesmo método, culminando com o papel da figura do abuso de direito nos casos de rompimento das negociações, identificada como a principal situação que desencadeia a discussão dos efeitos desses documentos nos tribunais. Adiante, as obrigações autônomas, como a de confidencialidade, exclusividade e divisão de custo, muitas vezes verificadas nesses documentos, são objeto de estudo, finalizando-se com a análise de determinadas cláusulas, perquirindo-se sua validade e efeitos. O resultado deste estudo revela que os efeitos que serão produzidos por um documento preliminar dependem não apenas do seu conteúdo, mas também do comportamento das partes condizente com ele. A partir desses dois fatores será possível determinar se o documento produzirá algum efeito, incluindo efeitos de vinculação aos deveres de proteção ou de vinculação contratual. / The subject of this work is the analysis of the preliminary documents, usually known as letter of intent or memorandum of understanding, executed in the negotiation phase during the precontractual period. Firstly, it seeks to understand the nature of these documents, through the examination of the parties’ acts during the negotiation phase, especially their dialogues and declarations, and the comparison with the proposal, the contract, the preliminary contract, the comfort letter and the minute. Given this comprehension, added to its social typicality, it reaches a definition of the preliminary document, based on the agreement capable of producing obligational effects of varied intensity. Secondly, it introduces the main approach given to these documents by the common law system, dividing them between those that have contractual legal effects (binding) and those that don’t have any legal effects (non-binding). Subsequently, cases from the Brazilian Case Law are brought, following the same method, ending with the role of the abuse of the law in the cases in which the parties break the negotiations, which are identified as the main situation that triggers the courts debate about the effects of such documents. Furtherly, the independent obligations, such as confidentiality, exclusivity and sharing of expenses, commonly identified in these documents, are studied, finalizing with the analysis of certain clauses investigating its validity and effects. The result of this work reveals that the effects that will be produced by a preliminary document depend not only of its content, but also of a parties’ behavior suitable with it. From these two factors it will be possible to determine whether or not the document will produce any effect, including binding effects in relation to protection duties or binding contractual effect.

No description available.

The aim of this thesis is to analyze agenda manipulation in international negotiations. The analysis is focused on the United Nations Framework Convention on Climate Change and its conferences in the past three year. A theoretical framework of agenda manipulation is established and the conferences are analyzed through a series of comparative case studies. The theoretical framework offer insight into 1) power politics and state interest, 2) negotiation as a method to manage external relations, 3) the existing framework in which the actors try to advance their agenda and 4) the various internal and external influences on state behavior.

O objetivo principal da presente pesquisa é a investigação das estratégias interacionais e cognitivas adotadas por crianças nas suas conversações, em situação lúdica, a fim de que a negociação interpessoal seja estabelecida. Pretendemos, dessa forma, observar como as crianças procederam para desfazer as eventuais complicações que surgiram no curso da negociação, até o restabelecimento de uma troca conversacional equilibrada. Nesse sentido, o estudo em questão nos permitiu compreender melhor a transição entre os momentos de acordo e de desacordo/conflito instaurados nas interações sociais entre as crianças, nos processos de diferenciação \"eu-outro\" (Wallon, 1987). A partir da análise de amostras de interações conversacionais de crianças de 5, 8 e 10 anos, no contexto do evento lúdico (jogo de construção), identificamos as ocorrências de implicaturas conversacionais (Grice, 1982), conflitos, equívocos, regulações discursivas (Caron, 1983) e mecanismos de ameaça e preservação das faces (Goffman, 1967) durante o processo discursivo, que estimularam a criança a argumentar em favor de suas próprias crenças a respeito dos fatos, culminando, muitas vezes, no surgimento da negociação interpessoal com a outra criança e/ou com o adulto. Foi igualmente possível verificar, nesse contexto, a percepção que as crianças têm dos estados mentais (desejos, crenças, intenções, etc.) dos outros que, por sua vez, diferem de seus próprios estados mentais (Perner & Wimmer, 1985). Foram realizadas gravações em áudio de seis pares de crianças, de ambos os sexos, na presença da pesquisadora. Cada sessão foi constituída da gravação de um evento lúdico completo, isto é, pela abertura, desenvolvimento e finalização do jogo. Tais gravações foram transcritas posteriormente, de acordo com as Normas para Transcrição, comumente utilizadas pelos pesquisadores do Projeto NURC/SP Projeto de Estudo da Norma Linguística Urbana Culta de São Paulo. Posteriormente à transcrição dos dados coletados, empreendemos uma análise de cunho qualitativo de amostras de conversação entre as crianças e/ou entre as crianças e a pesquisadora. Considerando-se todos os exemplos analisados, foi possível concluir que há traços interacionais que se sobressaem no contexto conversacional de cada idade observada, o que se reflete na mobilização de diferentes estratégias de negociação interpessoal. / The main objective of this research is to investigate interactional and cognitive strategies adopted by children in their conversations, on a playing situation, in order to establish an interpersonal negotiation. We intend, therefore, to observe how children proceeded to undo eventual complications that arise in the course of negotiation until a balanced conversation is restored. Accordingly, the present study allowed us to better understand the transition between moments of agreement and disagreement/conflict which happens at social interactions among children, described by Wallon in 1987 as the process of differentiating \"self-other\". Analyzing samples from conversational interactions among children aged 5, 8 and 10 years, in a context of a playing event (building game), we have identified instances of conversational implications (Grice, 1982), conflicts, misunderstandings, discursive regulations (Caron , 1983) and mechanisms of threat and face-saving (Goffman, 1967) during the discursive process, which encouraged children to argue for their own beliefs about facts, resulting often in the emergence of interpersonal negotiation with another child and/or with adults. In this context, it was also possible to verify the perception that children have about mental conditions of others (desires, beliefs, intentions, etc.), which differ from their own mental conditions (Perner & Wimmer, 1985). Audio recordings were made of six pairs of children from both sexes, in the presence of the researcher. Each session consisted on a recording of a complete playing event, which encompasses the opening, development and completion of the game. These recordings were transcribed later, according to the Standards for transcription, commonly used by researchers from the NURC / SP - Project for the Study of the Cult Urban Language Standard of São Paulo. After the transcription of data collected, we undertook a qualitative analysis of samples from conversation between children and/or between children and researcher. Considering all samples analyzed, it was possible to conclude that there are interactional traces which stand out in conversational context on each observed age, which is reflected in the utilization of different interpersonal negotiation strategies.