As a result of the prevailing of international global e-commerce, e-negotiation had become a common form of individuals or enterprise's administrators everyday. In addition due to the growing of the internet and communication technology, e-negotiation had not limited the e-mail anymore. An increasing number of individuals or enterprises exploit synchronous way, such as instant messenger to conduct business over the internet. As more organizations and individuals face a choice between these technologies, we need to understand the impact of communication media on negotiation process and outcome. Otherwise, studies comparing traditional mode with CMC negotiations concentrate mainly on the criterion of multiple cues. The possibility to provide immediate feedback, which is determined by the communication mode synchronous vs. asynchronous), has not been considered so far. Therefore, the purpose of this research is based on the criterion of immediate feedback, and to explore how the e-negotiation mode impact negotiation process. Furthermore we also explore how these process impact the result of decision quality. The study shows that when negotiators use synchronous e-negotiation system, they have greater control level, higher ability of evaluation others¡¦ deception and clearer message in the process of negotiation. Furthermore, negotiators¡¦ control level, task-oriented communication, perceptions of others¡¦ deception and message clarity will positive impact decision quality.

Bakgrund: Internationella förhandlingar har länge varit en fundamental del av internationellt företagande, där den internationella förhandlingen påverkas av både kultur och förhandlingsstrategi. Den globala pandemin orsakad av Covid-19 har haft effekter på omvärlden, där viruset hanterats olika från land till land. Till följd av detta har fysiska möten i internationella förhandlingar minskat, vilket avsevärt kan tänkas ha påverkat förhandlingsprocessen. Syfte: Syftet med studien är att undersöka hur Covid-19 har påverkat den internationella förhandlingsprocessen samt undersöka om det finns något samband mellan förändringar i förhandlingsprocessen och dess enskilda faser. Utöver detta avser studien även att jämföra och undersöka om det finns någon skillnad mellan olika kontinenter i Covid-19s inverkan på den internationella förhandlingsprocessen. Metod: Studien är av kvantitativ karaktär med en deduktiv ansats och induktiva anslag. Empiriska data har insamlats med hjälp av en onlineenkät och analyserats med hjälp av statistiska metoder. Slutsats: Slutsatsen av studien påvisar att Covid-19 har påverkat hela förhandlingsprocessen men främst på stadiet av förberedelse och implementering, samt att det finns ett samband mellan förändringar i förhandlingsprocessen och dess enskilda faser. Utöver detta visar studien även på att det finns skillnader mellan Covid-19s påverkan på förhandlingsprocessen mellan olika kontinenter, där Europa skiljer sig från resterande. / Background: International negotiations serve as a fundamental part of international business where the process determines the outcome. The global pandemic caused by the virus Covid-19 has had a tremendous effect forcing the world to readjust and become more digitalized. As a result, the physical meeting in international business negotiations has decreased due to work done remotely. The physical meeting usually playing an important role in the cross-cultural world of international negotiations, the process might have been remarkably affected. Purpose: The purpose of this study investigate how Covid-19 has affected the international negotiation process, as well as if there is any connection between a change in the over negotiation process, and a change in the separate stages of the international negotiation process. Additionally, the study aims to investigate and compare if there are any differences between continents in how the pandemic has affected the international negotiation process. Method: This study is of quantitative nature with a deductive research approach including inductive elements. The empirical data is collected through an online survey and analyzed through statistical methods.  Conclusion: The result of the study shows that Covid-19 has affected the international negotiation process and argues for a close connection between a change in the overall negotiation process and a change in the pre-negotiation and face-to-face negotiation phase. Moreover, the study concludes differences between the continents in how Covid19 has affected the international negotiation process in the preparation and execution s

The popularity of global e-business and the rapid development of Web technologies have made e-negotiation an integral part of the daily lives of many managers in all types of business affairs. Moreover, the presence of severe competition has made making business processes both efficient and effective a necessity for enterprises to survive. This has made time pressure a crucial factor in e-negotiation, and hence it is important to understand how time pressure affects the both the process and outcome of e-negotiation. Most of the many studies on time pressure have considered face-to-face negotiations, and the findings therefore cannot be directly applied to the e-negotiation context because the degree of media richness has been shown to affect negotiations. The purpose of this study was to elucidate the effects of time pressure on e-negotiations from three aspects: negotiation strategy, process, and outcome. Though research results did not find the relationship between time pressure and negotiation strategy, we still found the significant negative relationship between time pressure and perceived control over the negotiation. Moreover, we also found that perceived control over the negotiation had significant positive influence on outcome satisfaction.

In this thesis, besides the developing a bilateral automated negotiation model between agents, in incomplete information state, integrating the personality effects of human on the negotiation process and outcomes, we proposed an architecture of such agents ("buyer" or "seller"). To do so, a new offer generation approach of three adaptive families of tactics has been proposed as follows : the time dependent tactics (time supposed as continuous), behavior dependent tactics, and time independent tactics.This thesis takes into consideration also the personality effects (of negotiator agent) on negotiation process and outcome. In fact, with regard to "Big five" personality model and introducing the cognitive orientations, we have developed a negotiator agent's architecture based on personality. This architecture is, mainly, inspired from the game theory. In fact, the artificial agent's cognition in terms of negotiation is considered as a certain negotiator's mental orientation favorising the concession of the negotiator agent towards one of following three equilibria (based on game theory) : Win-Lose, Lose-Win, and Win-Win According to the privileged orientation and the personality of negotiator, such a negotiator agent decides the adequate combination of tactics (models, etc) in order to modulate, consequently, the expected outcomes of negotiation

Ce travail de recherche explore le thème des négociations dans les opérations de fusion et acquisition et leurs résultats en termes d’aboutissement de l’opération. Le premier chapitre de la présente thèse porte sur la volonté de vendre des actionnaires de l’entreprise cible et cherche à mesurer l’influence de cette caractéristique sur le dénouement des négociations au travers des trois éléments suivants : la probabilité de succès de l’offre, le montant de la prime et l’effet net sur le niveau de richesse des actionnaires de la société cible, en tenant compte de l’intensité concurrentielle entre les acquéreurs potentiels. Le second chapitre de la présente thèse explore la relation entre la durée du processus denégociation et la probabilité de succès de l’offre, mettant l’accent sur l’importance de la phase privée des négociations qui se déroule avant l’annonce publique de l’opération. Enfin, le troisième chapitre cherche à déterminer le lien entre la structure de rémunération des dirigeants et l’attention qu’ilsprêtent aux réactions des marchés financiers en modifiant ou non leurs décisions d’investissement en matière de fusions-acquisitions. Notre travail de recherche contribue à améliorer la compréhension des résultats observables dans les opérations de fusion et acquisition en apportant des facteurs nouveaux qui influencent la probabilité de succès d’une offre, notamment, la volonté de se vendre de l’entreprise cible et le temps passé dans l’interaction directe avec les acquéreurs potentiels. Ce travail souligne également l'importance des motivations des agents économiques dans le processus d'allocation des ressources et permet de vérifier la pertinence du lien qui existe entre les mécanismes d’incitation financière et la qualité des décisions managériales / This research work explores the theme of negotiations in mergers and acquisitions and their outcome in terms of deal completion. The first chapter focuses on the target company’s willingness to sell and seeks to measure its influence on the outcome of negotiations through the following three elements:the probability of bid success, the amount of premium paid and the resulting net wealth effect for thetarget shareholders, taking into account the intensity of competition between potential acquirers. The second chapter explores the relationship between the duration of the negotiation process and the likelihood of deal completion, putting emphasis on the private part of the negotiation process that takes place before the public announcement of the deal. Finally, in the third chapter we aim todetermine the relationship that may exist between the executive compensation structure and the amount of attention they pay to the financial markets by changing or not their present investment decisions with regard to mergers and acquisitions. This research contributes to improving our understanding of the outcome of mergers and acquisitions, bringing new factors that influence theprobability of bid success, namely, the willingness of the target’s shareholders to sell and the time spent in the direct interaction with potential buyers. This work also highlights the importance of acknowledging economic agents’ motivations (both for the acquirer and the target) as determinants of observable outcomes in the resource allocation process and allows checking the relevance of financialincentive mechanisms for the quality of managerial decisions

Dans cette thèse, conjointement au développement d'un modèle de négociation bilatérale automatisée entre agents, dans un contexte à informations incomplètes, intégrant les effets de la personnalité du comportement humain sur le processus et sur les résultats de la négociation, nous proposons une architecture de tels agents (″vendeur ″ ou ″acheteur″). Pour cela, une nouvelle approche de génération d'offres a été présentée en proposant notamment trois familles de tactiques adaptatives (par rapport aux intervalles de réservation et aux dates limites), à savoir : les tactiques dépendantes du temps (supposé continu), les tactiques dépendantes du comportement et les tactiques indépendantes du temps. Cette thèse s'intéresse aussi à la prise en considération des effets de la personnalité (de l'agent négociateur) sur les issues de la négociation. En fait, en recourant à modèle appelé ‘‘cinq grands facteurs de la personnalité'' et en introduisant des orientations cognitives, nous avons développé une architecture d'agent négociant basé sur la personnalité. Notre architecture s'inspire principalement de la théorie des jeux. En effet, la connaissance de l'agent artificiel en termes de la négociation est considérée comme une certaine orientation mentale du négociateur favorisant les concessions de ce dernier vers l'un des trois équilibres (au sens de la théorie des jeux) suivants : Gagnant-Perdant, Perdant-Gagnant, ou Gagnant-Gagnant. Selon l'orientation privilégiée et la personnalité du négociateur, un tel agent négociateur décide de la combinaison adéquate des tactiques (modèles etc.) afin de moduler, en conséquence, les issues escomptées de la négociation / In this thesis, besides the developing a bilateral automated negotiation model between agents, in incomplete information state, integrating the personality effects of human on the negotiation process and outcomes, we proposed an architecture of such agents (“buyer” or “seller”). To do so, a new offer generation approach of three adaptive families of tactics has been proposed as follows : the time dependent tactics (time supposed as continuous), behavior dependent tactics, and time independent tactics.This thesis takes into consideration also the personality effects (of negotiator agent) on negotiation process and outcome. In fact, with regard to “Big five” personality model and introducing the cognitive orientations, we have developed a negotiator agent's architecture based on personality. This architecture is, mainly, inspired from the game theory. In fact, the artificial agent's cognition in terms of negotiation is considered as a certain negotiator's mental orientation favorising the concession of the negotiator agent towards one of following three equilibria (based on game theory) : Win-Lose, Lose-Win, and Win-Win According to the privileged orientation and the personality of negotiator, such a negotiator agent decides the adequate combination of tactics (models, etc) in order to modulate, consequently, the expected outcomes of negotiation

Le conflit civil moldave entre 1989 et 1992 a laissé un pays et une population divisés entre le fleuve Dniestr/Nistru. Malgré la victoire de la Pridnestrovie (RMP) dans sa guerre d’indépendance, elle n’a pas atteint son objectif de devenir un Etat reconnu. L’Accord de cessez-le-feu de 1992 qui a mis officiellement fin à la guerre a renforcé la séparation de la RMP par la création d’une zone tampon et l’établissement des forces de maintien de la paix. Comme convenu dans cet accord, la fin du nouveau statu quo et donc la résolution finale du conflit devraient passer obligatoirement par la détermination d’un nouveau statut politique pour la RMP. Faute d’avoir réussi à déterminer un statut officiel, le conflit est resté gelé. Lors de la période d’après-guerre, l’équilibre des pouvoirs a favorisé la RMP sur le plan économique, énergétique et sécuritaire, la plaçant dans une position de force vis-à-vis de la Moldavie. Cependant, puisqu’une reconnaissance étatique n’a jamais été accordée à la RMP, cette dernière a donc hérité d’un déficit symbolique que seule la Moldavie pouvait lui octroyer par la reconnaissance. Une politique active de reconnaissance envers la RMP entre 1994 et 1998 a été le facteur déterminant dans la transformation du conflit, conduisant à la signature de trois « grands accords ». Le célèbre Mémorandum de Moscou de 1997 a souligné ce processus transformatif au travers duquel les deux « opposants » se sont dès lors considérés comme « partenaires » au sein des négociations. Au cours de l’année 1998, Chisinau et Tiraspol se sont engagées sur le chemin de la paix en adoptant des mesures de confiance et de sécurité avec l’Accord d’Odessa / The Moldovan civil conflict between 1989 and 1992 left the country and the people permanently divided between the banks to the Dniestr/Nistru River. Despite Pridnestrovia’s (PMR) victory in its war of independence, it would not achieve its goal of being a recognized state. The ceasefire agreement of 1992 officially put an end to the war and solidified Prinestrovia’s separation through the creation of a security zone and the establishement of peacekeeping forces. Furthermore, the resolution of the conflict and the end of the new status quo had to be synchronized with the accordance of a new political status for the PMR. As an official status was never determined, the conflict has remained frozen. During the post-war period, the balance of power favored the PMR from an economic, energy and security perspective, providing it with major leverage over Moldova. However, given that the PMR was never attributed statehood meant that it inherited a symbolic deficit because only Moldova could provide it with recognition. Moldova’s policy of recognition towards the PMR between 1994 and 1998 would be the determing factor in the transformation of the conflict, leading to the signing of three “major accords”. The historic Moscow Memorandum of 1997 highlighted this transformative process by which the two “opponants” considered eachother as “partners” within the negociation process. By 1998, Chisinau and Tiraspol embarked upon the path of confidence building and security measures with the Odessa Accord of 1998

With our increasingly competitive globalized economy, we are experiencing an emerging trend of firms competing on new international business markets (Bell et al. 2001; Huang 2010). In order to successfully negotiate in an international context, cultural sensitivity needs to be taken into consideration (Manrai & Manrai 2010). This study aims to examine how and to what extent professionalnegotiators’ international negotiation process is influenced by different businesscultures. The study was made by in-depth interviews of five Swedish based professional negotiators and their experiences from negotiating in France, Brazil and Singapore. The mentioned negotiation process was based on Ghuari’s(2003) international business negotiation model which consists of a pre- negotiation stage, a face-to-face negotiation stage and a post-negotiation stage. These stages have been analyzed and interconnected with several cultural variables such as cultural intelligence, adaptation, communication, hierarchy and the Hofstede (2011) parameter of collectivistic versus individualistic cultures to substantiate our two research questions: 1) How does culture intervene in the different stages of the negotiation process? And 2) How are the negotiators adjusting their negotiation strategy to better accommodate the specific culture? The empirical findings showed that there are several differences in both theFrench, Brazilian and Singaporean business culture as well as the negotiators’experiences of their need of adapting to the culture they are negotiating with. The data highlighted the importance of cultural understanding and obtaining the knowledge in a pre-negotiation stage in order to prevent unnecessary misunderstandings which could obstruct the negotiation. The major differenceswhich required the negotiators’ understanding and adaptation was the crucialfactor of building a relationship with the Singaporean delegation, the French’stough negotiation approach and the hierarchical setting in Brazil. The conclusions demonstrated the benefits of cultural adaption as well as the potential pitfall of over-adapting and the imperative preparatory work needed in the pre-negotiation stage of the negotiation.

The diploma thesis describes accession of Croatia and Macedonia to the European union. It analysis their economic situation in context of comparison with EU member states. The information about competitiveness are brought. The goal of the thesis is to clarify readiness of both countries for integration within the EU. Their economy and competitiveness will be evaluated. Integration process is described from two point of view: European union as well as Croatia and Macedonia. There is overview of actual status and negotiation progress of both countries on their way to the EU.

This thesis aims to study if organizational culture affects the negotiation strategy in negotiation processes between municipalities in Sweden. Our cases are four municipalities involved in the municipal cooperation “Tillväxt Bohuslän”; a project which aims to foster cooperation. The question this thesis seeks to answer is: “Does the cultural attribute of organizational culture (ability for joint action) of the municipalities in ‘Tillväxt Bohuslän’ affect negotiation strategy in a negotiation process?” The municipalities’ ability for joint action has been classified as either strong or weak by a previous study. This thesis uses these already established classifications with the intention to test if they affect which negotiation strategy municipalities use. The negotiation strategy can either be of a competitive or a collaborative nature. The method to collect data about the municipalities’ negotiation strategies is semi-structured interviews with politicians who are actively involved in the negotiation in the municipal cooperation “Tillväxt Bohuslän”. Results from the analysis in this thesis show a zero result; the municipalities’ ability for joint action does not affect which negotiation strategy they use. However, interesting empirical findings are explored.