The purpose of this thesis is to find out what it takes for entrepreneurs to negotiate strategically in order to ultimately influence systemic change towards sustainability. It focuses on the challenges sustainability entrepreneurs face as they negotiate their twin objectives of social mission and positive cashflow during their collaborative processes. To answer this purpose, I conducted a participatory action research with the entrepreneurs at Hubs Westminster, King’s Cross and Islington in London. The Hub is a global community of people from every profession, background and culture working to tackle the world's most pressing social, cultural and environmental challenges. The Framework for Strategic Sustainable Development (FSSD) was used as a lens for the overall research while the Seven Elements Theory of Negotiation targeted the negotiation process. The thesis demonstrates that some core challenges need to be addressed in the entrepreneur’s preparation for their negotiation; and that entrepreneurs can intentionally favourably position themselves through their strategic actions in their attempt to meet the need to combine economic objectives with concerns about social responsibility and environmentalism. The implication of the thesis lies in better awareness on how to aim at creative outcomes during collaborations. Its originality lies in shedding light in this niche and rarely touched combination of sustainability, entrepreneurship and negotiation.

In the early 2010s, competitive market logic was introduced into healthcare systems so as to achieve rapid improvements. This took place as improvement policies began to emphasize the notion of collaboration as a method of ensuring patient safety across organizational boundaries. This thesis addresses how staff, in their practical improvement work, balance economic values, on the one hand, against meaningful solutions for the patient, on the other. The research interest focuses on the particular interpretations about improvements that emerge in negotiations about change. These interpretations are foundational to the learning that simultaneously takes place. The aim of the thesis is to analyse and explain the pedagogical conditions that take place in improvement practices in a healthcare system in the 2010s. The thesis takes its theoretical point of departure in a pedagogical theory that describes how contextual conditions influence learning processes in a specific practice where communication is foundational for learning. The thesis uses critical discourse analysis as a methodological point of departure and builds on a model of improvement work, namely, the clinical microsystem. The first study consists of a literature review of the microsystem framework. Subsequently, three case studies were conducted at Jönköping county council, Sweden. Discussions of improvements at clinical meetings and improvement coaches’ reflections over their pedagogical approaches provide the empirical data for the case studies. The findings show that market logic gives rise to a number of displacement effects with respect to learning processes. Short-term profits are shown to supersede goals of a more profound development of knowledge. The composition of an improvement practice is of critical importance to the nature of the negotiation that takes place, and thus how the practice comes to successfully challenge things that are taken for granted and the power structures that exist within the practice. Improvement coaches themselves become pedagogical prerequisites under the influence of the prevailing conditions, as they promote different learning organizations. This thesis develops the conceptual framework that is instantiated by the clinical microsystem, and it also contributes to the social constructionist field of improvement science by establishing pedagogical and discursive perspectives on improvement and change. / Bridging the Gaps

SAMMANFATTNING Titel: Revisorns identifikation med klienten respektive professionen – Hur påverkas valet av förhandlingsstrategi? Nivå: C-uppsats i ämnet företagsekonomi Författare: Jannicke Berghold och Vanessa Do Pilar Lemos Handledare: Jan Svanberg Datum: 2016 - Januari Syfte: Revisorers val av förhandlingsstrategi vid meningsskiljaktigheter med klienten angående rapporteringsmål, har visat sig få betydande konsekvenser på de slutliga reviderade rapporterna. Då intressenter till de reviderade företagen till stor del baserar sina investeringsbeslut på dessa rapporter är det av stor vikt att revisorn inte påverkas av den enskilda klienten vid förhandling. Social Identity Theory menar att individer identifierar sig med flertalet sociala grupper, vilka ibland besitter avsevärt skilda intressen och värderingar. Forskare menar att individen är mer eller mindre benägen att följa dessa beroende på hur stark denna identifikation är. Vidare föreslår ny forskning på området att individens beslutsfattande framförallt är beroende av vilken av dessa identiteter som är framträdande i individens sinne vid beslutsögonblicket. Vi ämnar med denna studie undersöka hur revisorns identifikation med klienten påverkar hur denne beter sig vid en förhandling med klienten, samt huruvida denna effekt förändras när professionsidentiteten är framträdande. Metod: Denna studie har genomförts genom att primärdata samlats in via en experimentell enkätundersökning. Urvalspopulationen bestod av 3600 auktoriserade och godkända revisorer i Sverige. Svarsdata har samlats in med hjälp av enkätprogrammet SUNET-survey, för att sedan sammanställas och analyseras i statistikprogrammet SPSS statistics. Resultat & slutsats: Studien visade att en stark klientidentifikation bidrog till att revisorn ansåg sig mer sannolik att använda sig av en förhandlingsstrategi som var inställsam mot klienten, gentemot när klientidentifikationen var svag. Vidare såg vi att när professionsidentiteten gjordes framträdande, så var respondenterna mindre benägen att använda sådana strategier. Vårt utfall visar att styrkan av klientidentifikation påverkar revisorns val av förhandlingsstrategi, dessutom verkar effekten av en framträdande professionsidentitet också influera revisorns val. 3 Förslag till fortsatt forskning: Då det stora bortfallet i vår studie kan ha bidragit till ett missvisande resultat, så föreslår vi att framtida forskare utför en studie i likhet med denna under mer kontrollerade former. Detta för att försäkra sig om en högre svarsfrekvens och för att öka möjligheten att i större utsträckning kunna dra generaliserbara slutsatser. Ett förslag, då tidsaspekten inte utgör ett problem, vore att komplettera enkäten med ett alternativ som gör det möjligt för forskaren att mer djupgående få inblick i respondenternas svar. Uppsatsens bidrag: Vår förhoppning är att vår studie kommer att lämna ett värdefullt bidrag till förhandlingslitteraturen. Detta då vi antar en ny infallsvinkel på revisorns förhandling med klienten genom att studera huruvida valet av förhandlingsstrategi skiljer sig åt beroende på vilken av revisorns multipla sociala identiteter som är mest framträdande i beslutsögonblicket. / ABSTRACT  Title: The auditor's identification with the client and the profession - How does it effect the  choice of negotiating strategy?  Level: Final assignment for Bachelor Degree in Business Administration Author: Jannicke Berghold and Vanessa Do Pilar Lemos Supervisor: Jan Svanberg Date: 2016 – January Aim: The auditor´s choice of negotiating strategy in cases of disagreement with the client regarding the reporting objectives, has proven to have a significant impact on the final statements to be presented to the public. As stakeholders of these companies largely base their investment decisions on these reports, it is very important that the individual client doesn’t influence the auditor at negotiation. Social Identity Theory predicts that individuals identify with multiple amounts of social groups, which sometimes possess significantly different interests and values. Scientists believe that the individual is more or less prone to follow these groups depending on how strong this identification is. Furthermore, new research in the field suggest that individual decision-making above all depends on which of these identities that are salient in the individual's mind at the moment of decision. With this study we intend to examine how the auditor's identification with the client influences how she choses negotiating strategy, and whether the effect changes when professional identity is made salient. Method: This study was conducted by a collection of primary data through an experimental survey. Sample population comprised 3,600 authorized and certified auditors in Sweden. Response data has been collected using questionnaires program SUNET survey, then compiled and analyzed in SPSS Statistics. Result & Conclusions: The study showed that a strong clientidentification contributed to that the auditor was likely with the use of a negotiation strategy that is slimy to the client, when the identification towards the client was weak. Furthermore, we saw that when professional identity was made salient, so respondents were less inclined to use such strategies. Our results show that the strength of client identification affect the auditor's choice of negotiating strategy, additionally appears the effect of a prominent professional identity also influence the auditor's election 5 Suggestions for future research: Since the great shortfall in our study may have contributed to a misleading result, we suggest that future researchers conducting a study like this, would do so under more controlled conditions. This to ensure a higher response rate and to increase the possibility of generalized conclusions. One proposal, when the time aspect does not present a problem, would be to complete the questionnaire with an option that allows the researcher to get more in-depth insight into the respondents' answers. Contribution of the thesis: We hope that our study will make a valuable contribution to the negotiation literature. This by our adaptation of the new approach to the auditor's negotiation with the client by studying whether the choice of negotiating strategy differs depending on which of the auditor's multiple social identities that are most prominent in the moment of decision

One of the most critical moments during any transition is when the executive power of the old regime is transferred to a new government in waiting. This is often characterised by instability and conflict. Hence the Transitional Executive Council (TEC) was established in South Africa to facilitate its gradual and peaceful transition in 1994. The TEC can be seen as a negotiated, temporary and transitional institution that managed and prevented conflict in South Africa prior to the April 1994 general election. Although it existed only for four months, from December 1993 to April 1994, it played a significant role in South Africa's democratic transition. The TEC contributed to levelling the political playing field and creating a climate favourable for free and fair elections. The TEC's seven sub-councils further contributed to the smooth transition and creation of the Government of National Unity. In this study special attention has been given to the Sub-council on Foreign Affairs and its role in integrating South Africa into the international community. The Foreign Affairs sub-council played a pivotal role in laying the foundation for South Africa's membership of the various organizations like the Organization of African Unity (OAU) and the Commonwealth. In order to gain a deeper understanding of the TEC, several theoretical frameworks are applied to analyse the different perspectives namely: transition theory, conflict resolution, power-sharing and constitutional negotiations. / POLITICAL SCIENCE / MA (INTERNAT POLITICS)

This qualitative research addressed systems psychodynamic consultation to boundary management. The systemic, dynamic and chaotic aspects of organisational life formed the backdrop against which the research was conducted. The general objective of the research was to describe a relevant consulting model for organisational consulting psychologists related to boundary management. Literature was reviewed in order to describe organisational consulting and organisational boundaries from the systems psychodynamic perspective. Key principles for boundary management consulting were also described. The objectives of the empirical study were to apply psychodynamic consulting to boundary management and to describe the process. A further objective was to produce research hypotheses about boundary management from both an organisational and a consulting perspective. A case study design was followed. Descriptive data was gathered by means of a participative observer. The data was analysed by means of systems psychodynamic discourse analysis. Ten working hypothesis were produced. These hypotheses culminated into two research hypotheses, describing the primary task of boundary management and boundary management consulting. The first research hypothesis was that the primary task of boundary management is to hold the polarities of integration and differentiation, not allowing the system to become fragmented or overly integrated. The second research hypothesis was that the primary task of the consultant in boundary management consulting is to help the organisation’s managing its own boundaries. This is carried out through taking up the role of organisational consultant, performing the consulting tasks and by applying a consulting process. The researcher concluded that boundary management is an activity of the whole organisation. Boundary management consulting facilitates or supports this organisational activity.

Thesis (PhD)--Stellenbosch University, 2015. / ENGLISH ABSTRACT: South Africa’s transition to democracy has been hailed as exemplary in the field of conflict resolution and constitution-making. The negotiated settlement was expected to serve as a consensual constitutional framework boding well for the newly democratic regime, but by 2014 evidence was accumulating of an emerging dissensus on the South African Constitution. The literature on the South African transition does not anticipate this emerging constitutional dissensus, or address the possibility that the constitution meant different things to different stakeholders. While there was widespread endorsement of the ratification of the constitution, an apparent divergence has emerged about its meaning and what is stands for. Many studies addressed the process of constitutional negotiations and the outcome thereof, but few examine the meaning that the original negotiators invested into this outcome. The study aimed to address whether this dissensus was present during the negotiating process (1990 - 1996), and whether the negotiators’ agreement on the formal text of the constitution obscures fundamentally diverging interpretations. The study is in the form of a qualitative, descriptive case study. This study created a novel conceptual framework within which to classify diverse interpretations. Perceptions of negotiated compromises in deeply divided societies were conceptualised in the form of Constitutional Contracts, Social Contracts and Benchmark Agreements. Original negotiators’ views and opinions were analysed in order to identify dispositions reconcilable with each of the concepts identified. This framework proved significantly helpful in identifying whether the views of the negotiators were divergent – on several levels, differences between negotiators during the negotiating period came to the fore. It became evident from the findings that there were indeed present among the ranks of the negotiators of the South African Constitution diverging interpretations of this outcome. It became clear that certain interpretations were more easily categorised than others: while being able to locate the views of some negotiators within the concepts of Constitutional Contract or Social Contract, identifying those views congruent with the Benchmark Agreement proved more difficult. Also, some negotiators’ views can be located within one, two or all of the categories. It became evident that while negotiators may be categorised within all three concepts of the framework, their opinions are not necessarily specific to the indicators of one single concept. This study brought significant insight into several concepts, including the Social Contract in a changing society. The Social Contract is identifiable within a system that fosters process over institutions, with specific focus on the working of the electoral system. The Social Contract is vested in the political culture as opposed to in the written text, but the written text does facilitate these types of processes by entrenching mechanisms for ongoing negotiation and revision. However, while some of these mechanisms exist within the Constitution, it does not mean that they are effectively used. Characteristics associated with the Social Contract, such as flexibility and an inclusive process, tend to be associated with longer lasting constitutions. The question remains whether South Africans should be actively seeking to build a Social Contract, and whether a Constitutional Contract can evolve into a Social Contract. / AFRIKAANSE OPSOMMING: Suid-Afrika se oorgang na demokrasie word beskou as ‘n uitnemende voorbeeld in die veld van konflikoplossing en die skryf van grondwette. Daar is verwag dat die onderhandelde skikking sal dien as ‘n ooreengekome grondwetlike raamwerk vir die nuwe demokratiese regime, maar teen 2014 het bewyse begin akkumuleer van ‘n opkomende dissensus oor die grondwet. Die literatuur oor die Suid-Afrikaanse oorgang antisipeer nie hierdie ontluikende grondwetlike dissensus nie, en spreek nie die moontlikheid aan dat die grondwet verskillende dinge vir verskillende rolspelers beteken nie. Alhoewel daar wydverspreide onderskrywing van die bekragtiging van die grondwet was, het daar ‘n klaarblyklike verdeeldheid na vore gekom oor wat die grondwet beteken, en waarvoor dit staan. Die proses van onderhandeling, sowel as die uitkoms in die formaat van die grondwet, is deur baie studies aangespreek, maar min ondersoek die betekenis wat die oorspronklike onderhandelaars in die uitkoms belê het. Dié studie is daarop gerig om ondersoek of hierdie onderliggende dissensus reeds tydens die onderhandelingsproses (1990 – 1996) teenwoordig was, en of die onderhandelaars se ooreenkoms oor die formele teks fundamenteel uiteenlopende interpretasies daarvan verberg. Die studie is in die vorm van 'n kwalitatiewe, beskrywende gevallestudie. ‘n Nuwe konseptuele raamwerk is ontwikkel waarbinne die diversiteit van opinie hieroor geklassifiseer kan word. Persepsies van onderhandelde kompromieë in diep verdeelde samelewings is gekonseptualiseer in die vorm van Grondwetlike Kontrakte, Sosiale Kontrakte en Maatstaf Ooreenkomste. Oorpsronklike onderhandelaars se standpunte en opinies is geanaliseer om gesindhede versoenbaar met elk van die konsepte te identifiseer. Hierdie raamwerk was nuttig om te identifiseer of die menings van die onderhandelaars uiteenlopend was. Verskille op verskeie vlakke het tussen die onderhandelaars tydens die onderhandelingstydperk na vore gekom. Dit is duidelik dat daar wel uiteenlopende interpretasies van hierdie uitkoms teenwoordig was binne die geledere van die onderhandelaars. Sekere interpretasies is makliker geklassifiseer as ander: die menings van sommige onderhandelaars kan as kongruent met die Grondwetlike Kontrak of die Sosiale Kontrak geidentifiseer word, maar dit was moeiliker om sienings ooreenstemmend met die Maatstaf Ooreenkoms te identifiseer. Sekere onderhandelaars se standpunte kan ook in een, twee of al drie kategorieë geplaas word. Dit het duidelik geword dat terwyl sekere onderhandelaars se opvattings binne al drie konsepte van die raamwerk geklassifiseer kan word, hul menings nie noodwendig spesifiek binne die aanwysers van 'n enkele konsep val nie. Hierdie studie het beduidende insig in verskeie konsepte gebied, insluitend die Sosiale Kontrak in 'n veranderende samelewing. Die Sosiale Kontrak is identifiseerbaar binne 'n stelsel wat die belangrikheid van proses oor instellings beklemtoon. Die Sosiale Kontrak berus in politieke kultuur, maar die geskrewe gondwetlike reëls fasiliteer hierdie tipe van prosesse deur die vestiging van meganismes vir voortgesette onderhandeling en hersiening. Hierdie verskynsel is tipies meer duidelik sienbaar in die werking van verskillende kiesstelsels. Alhoewel hierdie meganismes kan bestaan binne ‘n grondwet, beteken dit nie dat hulle doeltreffend gebruik word nie. Eienskappe wat verband hou met die Sosiale Kontrak, soos buigsaamheid en 'n inklusiewe proses, is geneig om verband te hou met 'n duursame en standhoudende grondwet. Die vraag bly staan of Suid-Afrikaners aktief op soek moet wees na die bou van ‘n Sosiale Kontrak, en of 'n Konstitusionele Kontrak kan ontwikkel om ‘n Sosiale Kontrak te vorm.

Syfte: Denna uppsats behandlar en undermedveten kognitiv bias vilken benämns som ”anchoring effect” eller förankringseffekten. Effekten uppenbaras då människor tenderar att lägga för mycket tillit till den första informationen som görs tillgänglig vid olika typer av beslutsfattande. Teoriramen för detta forskningsområde är tämligen utbredd med drygt 40 år av studier som på senare tid börjat undersöka förankringseffektens påverkan vid förhandlingar. Dessutom finns utbredda konstateranden för att betydande kunskap inte lindrar effekten i någon större omfattning. Däremot föreligger bristande forskningsslutsatser kring hur kunskapsvarians vid förhandlingar  påverkar förankringseffekten. Till följd av detta avser studien att undersöka nedanstående syfte: Syftet med denna studie är att undersöka hur förankringseffekten påverkar utfallet i en förhandlingssituation, när kunskapsvarians råder mellan parterna gällande det aktuella förhandlingsområdet. Metod: I studien genomfördes ett experiment med totalt 44 deltaganden. Experimenten utgjordes av prisförhandlingar gällande en fiktiv bostad, där varje enskild deltagare fick genomgå två förhandlingar vardera. Den första förhandlingen avsåg en lägenhetsförsäljning och den andra en villaförsäljning där parterna agerade säljare respektive köpare. I experimentgruppen förelåg det kunskapsvarians då tredjeårsstudenter från fastighetsmäklarprogrammet mötte studenter med annan utbildningsbakgrund. I kontrollgruppen ställdes motsatsvis deltagare från samma utbildning mot varandra för att skapa mindre skillnader i kunskap beträffande det aktuella förhandlingsområdet. Resultat & slutsats: Resultatet i denna studie tyder på att deltagare vars kunskap stod dem till förfogande, alstrat förmånligare överenskommelser i jämförelse med deltagare med låg kunskapsnivå. Detta trots att deltagarna vars kunskapsnivå var låg, erhållit fördelen av förankringseffekten då de fick lägga det första budet. Resultatet indikerar därmed att förankringseffekten kan lindras till följd av kunskapsvarians vid förhandlingar. Förslag till vidare forskning: Vidare forskning bör utgå från liknande förhandlingsexperiment där forskaren i första hand eftersträvar att generera större kunskapsskillnader mellan parterna i förhandlingen. En större omfattning av denna studie torde således resultera i ökade statistiska klarheter vilket torde vara gynnsamt för det aktuella forskningsområdet. Uppsatsens bidrag: Studiens bidrag är att forskningsresultaten tyder på en lindring av förankringseffekten vid kunskapsvarians inom förhandlingar. Detta till skillnad från tidigare studier där olika kunskapnivåer inte visats ha någon större betydelse. I och med att ingen tidigare studie undersökt detta förhållande har denna studie lyckats identifiera ett tydligt forskningsgap som bidragits till. / Aim: This paper is about a subconscious cognitive bias referred to as "Anchoring Effect". The effect is revealed by the fact that people tend to put too much trust in the first information that is made available in different types of decision-making situations. The theory framework for this research area is fairly widespread with over 40 years of studies, and lately the research has begun examining the anchoring effect in different types of negotiation dyads. In addition, there are widespread findings that significant knowledge does not mitigate the effect in any notable degree. However, there is a lack of research findings regarding how differences in knowledge within negotiations might affect the anchoring effect. Therefore, this study intends to investigate the following: The purpose of this study is to investigate how the anchoring effect is affecting the outcome of a negotiation, when the parties have different levels of knowledge regarding the negotiated area. Method: This study has conducted an experiment with a total of 44 participants. The experiments have involved simulated price negotiations regarding a condominium and a residence property. Each participant performed two negotiations each, one for respective dwelling place. In the experimental group, there was a difference in knowledge when third year students from a real estate brokering program negotiated with students from other programs. In contradistinction to the experimental group, the control group included students with similar education background in order to create minor knowledge differences within the negotiated area. Result & Conclusion: The result of this study shows undeniably that the experiment participants with greater knowledge have generated more favourable agreements, compared to the participants with lower relevant knowledge. Even though the participants with lower knowledge had the advantage of presenting the initial offer in the experimental group. Thus, a mitigation of the anchoring effect has been identified as a result of differences in knowledge within the negotiations. Further research: Further research should be based on similar negotiation experiments with focus on creating greater differences in knowledge between the participants. This in combination with a larger replica of our study should enable increased statistical clarities with fruitful outcomes in this research field. Contribution of the thesis: The theoretical contribution of our study is primarily the fact that the anchoring effect tends to be mitigated by variance in knowledge within negotiations. Considering that no previous studies have examined this before, we argue that a clear research gap have been identified and that our findings has contributed to the theoretical framework.

Impairment of stereoacuity is common in the elderly population and is found to be a risk factor for falls. The purpose of these experiments was to extend knowledge regarding impairment of binocular vision and adaptive gait. Firstly using a 3D motion analysis system to measure how impairment of stereopsis affected adaptive gait during a negotiation of a step, secondly by determining which clinical stereotest was the most reliable for measuring stereoacuity in elderly subjects and finally investigating how manipulating the perceived height of a step in both binocular and monocular conditions affected negotiation of a step. In conditions of impaired stereopsis induced by acutely presented monocular blur, both young and elderly subjects adopted a safety strategy of increasing toe clearance of the step edge, even at low levels of monocular blur (+0.50DS) and the effect was greater when the dominant eye was blurred. The same adaptation was not found for individuals with chronic monocular blur, where vertical toe clearance did not change but variability of toe clearance increased compared to full binocular correction. Findings indicate stereopsis is important for accurately judging the height of a step, and offers support to epidemiological findings that impaired stereoacuity is a risk for falls. Poor agreement was found between clinical stereotests. The Frisby test was found to have the best repeatability. Finally, a visual illusion that caused a step to be perceived as taller led to increased toe elevation. This demonstrates a potential way of increasing toe clearance when stepping up and hence increase safety on stairs.

This study investigates how the members of four different role-playing communities on the online platform Second Life perform social as well as dramatic roles within their community. The trajectories of power influencing these roles are my main focus. Theoretically I am relying primarily on performance studies scholar Richard Schechner, sociologist Erving Goffman, and post-structuralists Michel Foucault, Gilles Deleuze and Felìx Guattari. My methodological stance has its origin primarily within literature studies using text analysis as my preferred method, but I also draw on the (cyber)ethnographical works of primarily T.L. Taylor, Celia Pearce, and Mikael Jakobsson. In this dissertation my focus is the relationship of the role-player to their chosen role especially in terms of the boundary between being in character, and as such removed from ”reality,” and the popping out of character, which instead highlights the negotiations of the social, sometimes make-belief, roles. Destabilising and problematising the dichotomy between the notion of the online as virtual and the offline as real, as well as the idea that everything is ”real” regardless of context, my aim is to understand role-play in a digital realm in a new way, in which two modes of performance, dramatic and social, take place in a digital context online — or inworld as many SL residents call it.

本研究旨在了解國中校長遴選政策中組織的政治歷程，以微觀政治的角度來了解遴選組織中的政治現象，並用質性的研究方式訪談八位遴選政策參與者探求遴選過程的全貌，以分析國中校長遴選政策中個人及團體如何以權力為背景進行協商，運用那些處理衝突與利益的策略，以及探討遴選勝出的關鍵要素。最後探求國中校長遴選制度中，權力變化與協商對象改變的演化過程，並研究遴選政策帶來的省思與回應，作為未來改進的建議與參考之用。 本研究的結論如下： 一、以不變應萬變的「萬年校長」時代確實已成為歷史遺跡。 二、遴選委員會與政治勢力及政治策略的運作產生相當大的關聯。 三、遴選委員組成的「優勢聯盟」可以有效的決定校長的聘任。 四、在校長遴選過程中，參與的各方都有必要與其他人進行協商。 五、參與的各方之間因校長遴選而形成了上下交織的權力網絡。 六、協商產生了價值、權力解決了紛爭。 七、智慧的應用政治的策略，考驗行政者的管理藝術。 八、正視政治策略在校長遴選制度運作中的必要性與正當性，才能解決核心問題。 九、協商必須有權力做背景，協商中就有各種權力在其中運作。 十、決定國中校長任用的權力流動方向從省→縣市→學校及社區。 十一、遴選政策發展下去，最大的權力者竟然是被遴選的對象。 十二、「校長難為」應將是一種贊美與肯定。 十三、校長遴選就是一個政治制度，是眾人之事，也是協商妥協下的產物。 十四、適當與配合才是遴選政策的真知。 根據研究結論，提出下列建議： 一、對遴選政策主管單位的建議： (一)明定主事者及參與者的權力與責任。 (二)正視政治策略在校長遴選制度運作中的必要性與正當性。 二、對候聘校長的建議： (一)努力增加實力，學習互助合作。 (二)熟悉協商與權力運作技巧。 三、對後續研究的建議： (一)擴大研究範圍。 (二)改變研究方法。 / The Research in the Selections of Junior High School Principals --The Viewpoints of Organizational Negotiation and Power Manipulation Chang, Ching-Ying Abstract This research primarily hopes to understand the political process and framework in the selections of junior high school principals. It will achieve this aim by examining the aforementioned selections from a micro-political standpoint, and will seek to grasp an overview picture of the electoral process through qualitative research. The research will also analyze the role of individual and group power struggles in the principal selection campaign tactics by examining their political management and tactics for handling conflicts and interests. Additionally, it will discuss the crucial key factors that led to some principal political victories and successful selections. Last, the research will study feedbacks and afterthoughts brought on by these electoral tactics and policies, so they can be used as suggestions and references from future improvements.