The use of psychology to study influence has mainly escaped the attention of negotiation researchers. Seen as combining the theories of cultural negotiation with that of negotiation and social influence, this study builds on previous research by Malhotra and Bazerman, (2008) and complements that body of work by demonstrating the cognitive perceptions of cultural and gender bias and the influence phenomenon on the negotiation process - an indirect contact on intergroup attitudes and perceptions. Indirect contact includes the influence on the negotiation process of (a) cultural bias: learning about the groups’ attitudes towards projects of targeted stereotype groups, (b) gender bias: exploring each gender’s perceptions of their own ability to negotiate and testing the genders’ perceptions about the opposite gender’s ability to negotiate, and (c) gender power: testing the perceptions of physical attraction on the negotiation process when dealing with the opposite sex. This study proposes a pragmatic guide to business leaders and finds evidence that business leaders may safely and confidently apply less significance to the literature on influence in the context of cultural and gender bias, and may rather apply more significance to the influence of attribution bias by reducing stereotype endorsement, prejudice, and even discrimination relating to decision-making in influencing the negotiation process. / Dissertation (MBA)--University of Pretoria, 2013. / pagibs2014 / Gordon Institute of Business Science (GIBS) / MBA / Unrestricted

Traditional methods for teaching negotiation have required both instructor and student to be physically present in the same location. With the advent of the Internet and associated technological advances, however, instructors may now transcend geographical barriers and effectively deliver the same content virtually. In this article, we present an exploratory study comparing two masters-level negotiation courses: one taught using a traditional in-person method and the other taught online. Results showed no significant difference in knowledge acquisition as quantified by objective measures, including mean grades. In addition, self-report data indicate that, although students' skill and mastery of negotiation improved in both courses, online students reported that they experienced less interaction and social engagement with their classmates and instructor. Several course development strategies and best practices are discussed.

published_or_final_version / Business Administration / Master / Master of Business Administration

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This research examines the interaction of groups in the environment of international contract negotiations. The thesis addresses psychological aspects of negotiation, such as roles of social relationships, egocentrism, motivated illusions and emotion. The thesis examines the role of culture in cross-border negotiations and describes major effects from negotiation definitions, selection of negotiators, protocol, communication, time, risk propensity, group versus individual decision making, and nature of the agreement. Interviews conducted with expert negotiators yielded a set of factors that research participants identified as the most influential in the negotiation process and its outcome. Recommendations are offered in regards to common issues that arise during an international negotiation process. These include: (a) thoroughly preparing for all aspects of the contract; (b) aiming toward mutual gain; (c) planning for alternatives that the other party can accept; (d) expressing disagreements with a polite and non-argumentative manner; (e) adjustment to the degree of formality of the host team; and (f) understanding the other party's authority to commit as well as the decision making structure of the organization it represents. If a negotiator learns to cope with them at a sufficient level, then he/she has enough tools in his/her possession for the purpose of negotiation.

Literature on identities in marriage has suggested that there is a tension between the interpretation of marriage as a unity between two partners, and the importance of each partner within the marriage maintaining his/her individuality. By drawing on data from seven semistructured qualitative interviews with married couples or couples involved in marriage-like relationships I examine some ways in which these boundaries between individual and collective identities and associated epistemic rights are drawn or become treated as blurred. Specifically, I use a conversation analytic approach to examine two sets of practices that reveal how this tension is made observable and is negotiated: 1) the use of personal and collective pronouns and 2) shifts in gaze direction. In contrast to previous research on this topic, I focus on the exploration of these phenomena in their moment-by-moment construction in talk-in-interaction. Based on my findings, I conclude that these practices serve to demonstrate the oriented-to ways in which marriage involves compromising one’s own individual identity or epistemic rights while becoming a part of a unit and show how and where this is done in interaction.

本文研究一個賣家和多個潛在買家對於一個不可分割商品的議價，且賣家之間存在與身份相關的外部性。我們考察一個有限期的展開形式的博弈，此博弈採用內生的匹配機制，在每一期的博弈中，賣家選擇和哪一個買家進行議價。 / 此博弈有一個唯一的平衡，且無論外部性爲正或負，在平衡中，協議總是立即達成。只有兩個買家時，若外部性爲負，商品必然售予效率買家；若外部性爲正，當買家的議價能力提高時，平衡結果可能會從無效率變爲有效率。若有超過兩個買家存在，無效率結果出現的可能性將會提高。 / This paper studies bargaining between one seller and multiple potential buyers on the sale of one indivisible good, in which indentity-dependent exernalities exist among buyers. We consider an extensive game with nite horizon and endogenous matching procedure, that is, the seller chooses the buyer whom to bargain with during each period of the bargaining game. / The bargaining game has a unique equilibrium with immediate agreement regardless of whether externalities are positive or negative. In a two-buyer game, the good is sold to the efficient buyer when externalities are negative. When externalities are positive, the outcome may change from inefficient to efficient by increasing the bargaining power of the buyers. Inefficient outcomes arise with higher probability in a game with more than two buyers. / Detailed summary in vernacular field only. / Detailed summary in vernacular field only. / Zhang, Xuechao. / Thesis (M.Phil.)--Chinese University of Hong Kong, 2013. / Includes bibliographical references (leaves 37-38). / Electronic reproduction. Hong Kong : Chinese University of Hong Kong, [2012] System requirements: Adobe Acrobat Reader. Available via World Wide Web. / Abstracts also in Chinese. / Abstract --- p.i / Abstract in Chinese --- p.ii / Acknowledgements --- p.iii / Chapter 1 --- Introduction --- p.1 / Chapter 2 --- Literature Review --- p.5 / Chapter 3 --- The Model --- p.8 / Chapter 3.1 --- Bargaining Procedure --- p.8 / Chapter 3.2 --- Histories and Strategies --- p.9 / Chapter 3.3 --- Outcomes and Payos --- p.10 / Chapter 4 --- Equilibrium Analysis --- p.13 / Chapter 4.1 --- Equilibrium Dynamics --- p.13 / Chapter 4.2 --- Effi ciency Analysis --- p.20 / Chapter 5 --- Further Extensions --- p.32 / Chapter 5.1 --- Buyer-active Protocol --- p.32 / Chapter 5.2 --- Innite-horizon Framework --- p.34 / Chapter 6 --- Conclusion --- p.36 / References --- p.37

Wong, Yat Fung. / Thesis (M.Phil.)--Chinese University of Hong Kong, 2007. / Includes bibliographical references (leaves 41-43). / Abstracts in English and Chinese. / Chapter 1 --- Introduction --- p.1 / Chapter 2 --- Literature Review --- p.6 / Chapter 3 --- Basic Model --- p.10 / Chapter 4 --- Perfect Equilibrium with Delay --- p.15 / Chapter 5 --- Perfect Equilibrium with Immediate Agreement --- p.21 / Chapter 6 --- Efficiency Loss Caused by Optimism --- p.26 / Chapter 7 --- Discussions --- p.31 / Chapter 8 --- Concluding Remarks --- p.33 / Chapter 9 --- Appendix --- p.34

Ko, Chiu Yu. / Thesis (M.Phil.)--Chinese University of Hong Kong, 2007. / Includes bibliographical references (leaves 81-83). / Abstracts in English and Chinese. / Chapter 1 --- Introduction --- p.1 / Chapter 2 --- Literature Review --- p.7 / Chapter 3 --- Model --- p.10 / Chapter 4 --- Finite Stage Model --- p.15 / Chapter 4.1. --- "Stage with deadline: G(n, z)" --- p.15 / Chapter 4.2 --- "Stage without deadline G(n,∞)" --- p.32 / Chapter 5 --- Infinite Stage Models --- p.40 / Chapter 5.1. --- "Stage with deadline G(∞,z)" --- p.40 / Chapter 5.2 --- "Stage without deadline G(∞,∞）" --- p.40 / Chapter 6 --- Non-convex Example --- p.49 / Chapter 6.1 --- Risk loving players --- p.49 / Chapter 6.2 --- Indomitable players --- p.52 / Chapter 7 --- Application --- p.64 / Chapter 8 --- Conclusion --- p.67 / Chapter 9 --- Appendix --- p.70 / Chapter 9.1 --- Alternative assumption of recognition of the first proposer --- p.70 / Chapter 9.2 --- "Proof of equilibrium for finitely repeated Rubinstein, bargaining problem" --- p.72 / Chapter 9.3 --- Proof for general risk loving bargainers --- p.76 / Chapter 9.4 --- Definition of security equilibrium --- p.77

O principal objetivo desta dissertação é identificar os perfis de comportamentos dos executivos que realizam transação do tipo comprador-vendedor em cursos de educação continuada de São Paulo, utilizando-se de um instrumento denominado TKI®. A amostra foi composta de 145 entrevistas com escolha por conveniência da autora. Cada um dos executivos respondeu a dois questionários contendo: caracterização do perfil do executivo e o instrumento TKI®, versão oficial do distribuidor no Brasil. Os resultados constatam a presença do estilo evitando para os grupos de compradores e vendedores, o que causou surpresa dada a natureza da atividade da profissão. Compradores concedem menos do que os vendedores e são mais competitivos. O estilo conciliando predomina em ambos os grupos com maior freqüência de respostas da amostra. / This study aimed at identifying and evaluating the negotiation styles among buyer-seller transactions in training programs of universities of São Paulo state, using the Thomas-Kilmann (TKI®) instrument. The sample was composed by 145 respondents with interviews among students of MBAs. Each executive answered two questionnaires: the TKI® instrument and perception questionnaire. Surprisingly it was found high frequency for avoiding style both for buyers and sellers. Buyers are less accommodating and more competing than sellers. Compromising style is predominant in both samples of buyers and sellers.