The unprecedented growth of international business has resulted in an increased volume of face-to-face negotiations between parties from different cultures. The importance of cross-cultural negotiation in today¡¦s business environment is reflected in the growing body of negotiation literature. However, there is a notable void in negotiation research regarding the impact of culturally divergent modes of nonverbal communication. The purpose of this paper is to identify the key linkages between the disparate fields of cross-cultural negotiation and nonverbal communication. A model illustrating how key determinants of nonverbal communication affect cross-cultural negotiation is presented. The goal of the model is to provide some valuable insights into how negotiators from diverse backgrounds communicate on a nonverbal level, and how divergences in nonverbal communication affect the negotiation process and outcomes.

Thesis (M.A. in Security Studies (Defense Decision-Making))--Naval Postgraduate School, December 2009. / Thesis Advisor(s): Looney, Robert. Second Reader: Tsypkin, Mikhail. "December 2009." Description based on title screen as viewed on January 29, 2010. Author(s) subject terms: Inducements, bargaining, war, Ukraine, Russia, denuclearization, Prospect Theory, rational choice, cognitive, model, bargaining and war. Includes bibliographical references (p. 75-80). Also available in print.

Thesis (M. Phil.)--Hong Kong University of Science and Technology, 2002. / Includes bibliographical references (leaves 19-20). Also available in electronic version. Access restricted to campus users.

Thesis (Ph. D.)--University of Missouri-Columbia, 2003. / Typescript. Vita. Includes bibliographical references (leaves 98-111). Also available on the Internet.

Thesis (Ph. D.)--University of Missouri-Columbia, 2003. / Typescript. Vita. Includes bibliographical references (leaves 98-111). Also available on the Internet.

Diss. Stockholm : Handelshögskolan, 2009.

In this paper we report findings of a multidisciplinary study of online participation by culturally diverse participants in a distance adult education course offered in Canada and examine in detail three of the study's findings. First, we explore both the historical and cultural origins of "cyberculture values" as manifested in our findings, using the notions of explicit and implicit enforcement of those values and challenging the assumption that cyberspace is a culture free zone. Second, we examine the notion of cultural gaps between participants in the course and the potential consequences for online communication successes and difficulties. Third, the analysis describes variations in participation frequency as a function of broad cultural groupings in our data. We identify the need for additional research, primarily in the form of larger scale comparisons across cultural groups of patterns of participation and interaction, but also in the form of case studies that can be submitted to microanalyses of the form as well as the content of communicator's participation and interaction online.

As population pressures rise there are associated increases in development, resource use, competition and environmental threats. These increases, contribute to the intensification of conflict within the coastal zone. Dispute resolution techniques must be incorporated into the management of coastal resources. Negotiation use is one means of dispute resolution. The goal of this thesis is to establish whether and how negotiation is used in coastal zone management. Two bodies of literature were reviewed. Literature on North American coastal zone management was examined to characterize management approaches with particular reference to the FREMP and the PSWQA. Literature on negotiation was reviewed to develop a framework for analyzing the use of negotiation in resolving coastal zone management conflicts. The FREMP and PSWQA provide two case studies for examining the use of negotiation in resolving coastal zone management conflicts. In each case, two comparable decision-making bodies were examined: the FREMP Management Committee Executive (MCE) and the Standing Committee on the Water Quality Plan (WQSC) and the PSWQA Authority Board (AB) and Point Source Committee (PSC). Data on the use of negotiation were collected by telephone interviews with people involved in each of the four decision-making processes. The management areas of the Fraser River Estuary and the Puget Sound are comparable in that both are located in the Pacific Northwest of North America with similar climates and natural resources, and are experiencing growing population and development pressures. The management processes differ in the scale of areas covered (estuary versus basin), the size of the populations (the Fraser Estuary is half the population of Puget Sound) and the approach to coastal zone management (coordinator versus player; smaller versus larger budgets; lesser versus greater public involvement). There is no use of "explicit" negotiation in the four decision-making processes examined in the case studies. “Explicit" negotiation use is identified when there is explicit expression of the use of negotiation in the decision-making. "Implicit" negotiation is identified when people make trade-offs to adopt an agreement without explicitly expressing they are doing so (Dorcey and Riek, 1987), and is routinely used in all four decision-making situations. There is no use of any outside third party assistance such as mediators or facilitators in the negotiations; however, the FREMP Programs Coordinator facilitates the MCE negotiations and the PSWQA AB chair mediates the Board meetings. The implicit negotiations of the FREMP and the PSWQA exhibited a high degree of "structure" with the greatest extent in the PSWQA. "Structured" negotiations are identified as negotiations that actively seek to reach agreement by incorporating structure into the decision-making process through: the utilization of preparatory techniques, opportunity for the representation of affected interests, the utilization of explicit agreement criteria, some means to commit to the agreed-upon actions. Future coastal zone management should recognize the “implicit" use of negotiation since it is used so extensively within coastal zone management and evaluate the contribution of "implicit" negotiation in coastal zone management. Finally, consideration must be given to making the use of negotiation in coastal zone management "explicit" so that means are actively sought to resolve coastal resource use conflicts.

This study examines the effects of performance feedback on negotiator emotions, interpersonal influence, negotiator behavior, and negotiation outcomes. A model based on the role of emotions in dyadic negotiation is proposed that comprises relationships amongst variables before, during, and after negotiation. This model is based on four major elements: namely, cognitive appraisal, emotional specificity, emotional flux, and interpersonal influence, and their influence on negotiator behavior and negotiation outcomes. / A 2 x 4 x 4 (Negotiation Role x Feedback Conditions for the Negotiator x Feedback Conditions for the Counterpart) experimental study was designed to examine the effects of performance feedback during negotiation in a simulation based on an employment contract negotiation. The experiment consisted of two negotiation tasks that were completed sequentially. The emotions of the participants were manipulated after Task 1 by providing them four types of performance feedback in Task 1. These feedbacks were based on two valences (success or failure) and two agency attributes (other locus of responsibility or self locus of responsibility). / Four hundred and fourteen participants from executive and academic programs at a Pakistani university took part in this study. The data were analyzed using general linear models, linear multiple regressions, and Pearson correlational analysis to test: (1) the arousal of negotiator emotions after Task 1 as a result of appraisal of the performance feedback, (2) the influence of negotiator emotions on negotiator behavior during Task 2, (3) the interpersonal influence of counterpart emotions and behavior during Task 2 on negotiator behavior in Task 2, (4) the effect of negotiator behavior in Task 2 on negotiation outcomes, (5) the effect of negotiation outcomes on post-negotiation emotions and the desire for future interaction. / The results supported the hypothesized relationships in the proposed model. The treatment effect was successful in producing the four factors of emotions: namely, anger, guilt-shame, gratitude, and pride-achievement emotions, corresponding to the four types of performance feedback. The negotiator behavior was predicted by these emotions along with counterpart emotions and behavior according to the proposed model. The negotiation outcomes were related to negotiator and counterpart behaviors. Negotiator satisfaction was the main predictor of post-negotiation emotions and the desire for future interaction, although economic negotiation outcomes played some role as well.

This thesis studies the planning and negotiation process engaged in the conceptualization and initial stages of Vancouver's waterfront urban renewal project Concord Pacific Place at the False Creek North waterfront, Vancouver. Numerous articles have devoted attention to the physical form of this urban renewal development. However current discourse on Concord Pacific Place overlooks the planning and negotiation process, which has been integral to its urban renewal success. It is for this reason that my thesis sets out to study the planning and negotiation process in an effort to offer a new perspective on Concord Pacific. To contextualize the development of Concord Pacific Place over the two decades between 1987 and 2007, this thesis surveys the introduction of high-rises in the city of Vancouver, looking at the city's apartment typology prior to the redevelopment of False Creek North, a brief history of Expo 86 and the planning and negotiation process behind B.C. Place, as well as the planning and negotiation process that has transformed the former Expo land into the master-planned urban neighbourhood at Concord Pacific Place. This thesis also identifies the results of the planning and negotiation process that have contributed to the False Creek North development. The material gathered includes a collection of historical and background information on the transformation of the City of Vancouver in general and in particular the False Creek North site found in published accounts, consultation of the archives of Concord Pacific, and interviews with key players involved with the development of Concord Pacific Place. City planning officials were also consulted on issues pertaining to the basic planning principles of the City of Vancouver as well as the decision-making process involving City planners and developers. This research highlights the importance of the relationship between the City planners and the developer as well as participation from the public throughout the planning and development stages of the Concord Pacific Place development. It points out specific initiatives that were established as a result of this megaproject, the main challenges and limitation encountered with the process. It also identifies lessons learned at the end of the journey.