by Chi-fai Chan. / Thesis (Ph.D.)--Chinese University of Hong Kong, 1992. / Includes bibliographical references (leaves 279-302). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iii / LIST OF FIGURES --- p.vii / LIST OF TABLES --- p.viii / ACKNOWLEDGEMENTS --- p.x / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / MNC and China Business Negotiation --- p.1 / Global Business --- p.1 / The China Market --- p.3 / MNC and China Business --- p.7 / Cross-Cultural Marketing Negotiation --- p.14 / Negotiators in China Business Deals --- p.15 / Business Negotiation --- p.23 / Definition of Negotiation --- p.23 / Negotiation in the Business Context --- p.25 / International Marketing Negotiation --- p.33 / Cultural Differences --- p.41 / Managerial Concerns --- p.41 / Social Psychological Perspective --- p.49 / The Chinese Context --- p.65 / Chapter II. --- REVIEW OF LITERATURE --- p.74 / China Business Deals and Negotiation --- p.74 / China Business Deals Studies --- p.74 / China Business Negotiation --- p.83 / Descriptive Studies --- p.84 / Case Studies --- p.105 / Survey Findings --- p.112 / Boundary Position --- p.122 / Inter-group Relationship --- p.129 / Intra-group Relationship --- p.138 / Boundary Role Interaction --- p.147 / Power Distance and Collectivism . --- p.151 / Hofstede's Chinese Work Values --- p.153 / Cross-Cultural Management --- p.161 / Behavioral Evidences --- p.166 / Managerial Issues --- p.171 / Impacts on Chinese Business Negotiation --- p.179 / Independent and Dependent Variables --- p.183 / Independent Variables --- p.183 / Dependent Variables --- p.186 / Management Styles --- p.186 / Business Performance --- p.188 / Research Hypotheses . --- p.192 / Chapter III. --- METHODS . --- p.205 / Pretests --- p.205 / Subjects . --- p.206 / Experimental Design --- p.208 / Procedure . --- p.213 / Manipulations . --- p.214 / Friendship --- p.214 / Job Status --- p.215 / Nationality --- p.215 / Operationalization of Dependent Variables --- p.217 / Analysis . --- p.221 / Scale Development and Pretests --- p.221 / Difference of Sub-Samples and Experimental Groups --- p.221 / Dimensionality and Discrimination --- p.223 / Multiple Group Analysis --- p.223 / Analysis of Variance Test --- p.225 / Chapter IV. --- RESULTS --- p.227 / Difference of Sub-samples and Experimental Groups --- p.227 / Manipulation Checks --- p.230 / Dimensionality and Discrimination --- p.232 / Results of Experimentation --- p.241 / Friendship --- p.241 / Job Status --- p.243 / Nationality --- p.243 / Nationality-Friendship Interaction --- p.244 / Nationality-Job Status Interaction --- p.246 / Chapter V. --- CONCLUSION --- p.248 / Evidence for the Hypotheses --- p.248 / Discussion of Findings --- p.253 / Implications --- p.259 / Cultural Differences --- p.259 / Unique Chinese Cultural Values --- p.260 / Implications to MNCs --- p.264 / Value of the Study --- p.272 / Limitations and Future Research --- p.276 / BIBLIOGRAPHY --- p.279 / APPENDICES --- p.303 / Chapter Appendix I. --- Description of Cases --- p.303 / Chapter Appendix II. --- Questionnaire --- p.320 / Chapter Appendix III. --- Comparison of U.S. and British Subjects --- p.331 / Chapter Appendix IV. --- ANOVA Tables --- p.333 / Chapter Exhibit 1 --- "Means, (Standard Deviations), and Analysis of Win-Win Attitude" --- p.334 / Chapter Exhibit 2 --- Marginal Means for the Interaction of Nationality and Friendship on Win-Win Attitude --- p.335 / Chapter Exhibit 3 --- "Means, (Standard Deviations), and Analysis of Positive Attitude" --- p.336 / Chapter Exhibit 4 --- "Means, (Standard Deviations), and Analysis of Perceived Efficiency" --- p.337 / Chapter Exhibit 5 --- "Means, (Standard Deviations), and Analysis of Perceived Satisfaction" --- p.338 / Chapter Exhibit 6 --- "Means, (Standard Deviations), and Analysis of Conformity" --- p.339 / Chapter Exhibit 7 --- Marginal Means for the Interaction of Nationality and Friendship on Conformity --- p.340 / Chapter Exhibit 8 --- Mean Conformity: Nationality by Friendship Condition --- p.341

The purpose of this study is to identify the roles and behaviors of interpreters. The context of this research is American-Chinese business negotiations. The focus of this study is on the roles and behaviors of interpreters by means of revealing the perspectives of interpreters and American negotiators.

Labors who are the weak group in modern capital society offer services for rewards. In order to establish a base of equal opportunity, labors often rise up and organize their own unions which exercise following the nation¡¦s laws. In light of the cooperative game-theory approach, the labors negotiate and coordinate with their employers to improve the operational environment and treatment. Under the situation of un-cooperative game-theory, however, the labors leverage conflicts and disputes between themselves and their employers by means of disagreement. This will usually cause the labor front to further conduct strike to naturalize the employers¡¦ economic operations; force them to join the negotiation in order to change operational environment and treatment based on the labors¡¦ intents. From 1999 through 2006, the Taiwan Airport Service Kaohsiung Company Labor¡¦s Union (TSKU) called up and three conferences of general assemblies. Labors voted to conduct strikes to express their discontent against the unlawful decision made by the employer authority in terms of unilaterally publishing the ¡§Payment Improvement Initiatives.¡¨ The purpose of this presentation is to study and review the case of TSKU regarding the approaches and strategies maneuvered by the TSKU leadership during the eight year period of time.

The study focuses on the use of negotiation skills as a managerial task of the school principal in order to reduce conflicts between teachers and between teachers and themselves, so as to enhance a good working interpersonal relationship between them. This will lead to the building of trust, professional development and success. The purpose of this study was to determine through a literature study and empirical investigation, the nature of negotiation in schools and the skills used by principals when negotiating with teachers. The empirical investigation determined the skills used the most and least by principals when negotiating with teachers. Chapter 1 covered the statement of the problem, aims and methods to be used to obtain an overview of the nature of negotiation. This chapter also covers the empirical investigation which includes the questionnaire, population and sample, the statistical techniques. This chapter further covers the arrangement of chapters. Chapter 2 emphasises the nature of negotiation in general and in schools. The definition of negotiation and the concepts closely related to it are given in this chapter. The significance of negotiation and the negotiation principles are explained. The process of negotiation with its three phases, are discussed, approaches to negotiation are explained and common mistakes that occur during negotiation are highlighted. Mention is also made of the attitude principals have towards the use of negotiation in schools, as well is the effects that negotiations have on school performance. The context and skills needed in successful negotiation are discussed in chapter 3. With regard to the context of negotiation, the climate, negotiating for common ground, the characteristics of good agreement and the elements of negotiation are covered. With regard to skills needed in successful negotiation, listening, empathy, space, timing and persuasion are discussed. In chapter 4 the empirical research design, administrative procedures, population and sampling as well as statistical techniques are discussed. The completed and questionnaires returned by respondents are empirically analysed and interpreted. The practical significance (effect size) of differences between biographical data and the different negotiation factors is done to determine if the differences are large enough to have an effect in practice. In chapter 5 the summary of all the chapters is done as well as the findings 60m the research and the recommendations. Of all the negotiation skills discussed, it is evident that empathy is a skill that is mostly used by principals, followed by persuasion and the process of negotiation. The skill that is used least by school principals and that is also recommended as a topic for further research, is space. Recommendations of this study emphasize the importance of workshops and or in-service training for principals on the use of negotiation skills. / Thesis (M.Ed.)--North-West University, Potchefstroom Campus, 2005.

The study focuses on the use of negotiation skills as a managerial task of the school principal in order to reduce conflicts between teachers and between teachers and themselves, so as to enhance a good working interpersonal relationship between them. This will lead to the building of trust, professional development and success. The purpose of this study was to determine through a literature study and empirical investigation, the nature of negotiation in schools and the skills used by principals when negotiating with teachers. The empirical investigation determined the skills used the most and least by principals when negotiating with teachers. Chapter 1 covered the statement of the problem, aims and methods to be used to obtain an overview of the nature of negotiation. This chapter also covers the empirical investigation which includes the questionnaire, population and sample, the statistical techniques. This chapter further covers the arrangement of chapters. Chapter 2 emphasises the nature of negotiation in general and in schools. The definition of negotiation and the concepts closely related to it are given in this chapter. The significance of negotiation and the negotiation principles are explained. The process of negotiation with its three phases, are discussed, approaches to negotiation are explained and common mistakes that occur during negotiation are highlighted. Mention is also made of the attitude principals have towards the use of negotiation in schools, as well is the effects that negotiations have on school performance. The context and skills needed in successful negotiation are discussed in chapter 3. With regard to the context of negotiation, the climate, negotiating for common ground, the characteristics of good agreement and the elements of negotiation are covered. With regard to skills needed in successful negotiation, listening, empathy, space, timing and persuasion are discussed. In chapter 4 the empirical research design, administrative procedures, population and sampling as well as statistical techniques are discussed. The completed and questionnaires returned by respondents are empirically analysed and interpreted. The practical significance (effect size) of differences between biographical data and the different negotiation factors is done to determine if the differences are large enough to have an effect in practice. In chapter 5 the summary of all the chapters is done as well as the findings 60m the research and the recommendations. Of all the negotiation skills discussed, it is evident that empathy is a skill that is mostly used by principals, followed by persuasion and the process of negotiation. The skill that is used least by school principals and that is also recommended as a topic for further research, is space. Recommendations of this study emphasize the importance of workshops and or in-service training for principals on the use of negotiation skills. / Thesis (M.Ed.)--North-West University, Potchefstroom Campus, 2005.

Negotiation competency is an important focus of all countries as negotiation is a core event in international relations and diplomacy. Malaysia is no exception. Existing literature indicates that there has never been any research to study the Malaysian practice in international negotiations. As far as diplomatic negotiation is concerned, there is also a dearth of literature on what is going on at the negotiation table due to its secretive nature. Most of the research conducted on negotiation has originated from Western concepts of negotiation, and there is a lack of research concerning non-Western and specifically Malaysian notions of negotiation. A number of studies have been carried out to identify negotiation styles of some countries in Asia, and research on Malaysian negotiation is merely a descriptive explanation of Malaysians’ business negotiation behaviour. Furthermore, there is a growing need of research that employs varieties of methods in studying negotiation as most of the overseas studies were quantitative in nature. Thus, researching into the Malaysian practice of international negotiation will help to close the gaps in the literature because: (1) it will address the lack of research on Malaysian negotiating styles from the viewpoint of the public sector, as opposed to the business sector; (2) it will extend the work on non-Western perspectives on diplomatic negotiation by injecting Malaysian notions of international negotiation, as seen by Malaysians; (3) it will enrich the current literature on negotiating styles of countries in Asia; (4) it will add to the small amount of international scholarship on diplomatic negotiation and (5) this research will employ a mixed-method approach, and this will complement the need to employ varieties of research methods in negotiation research. The main aim of this research is to explore and highlight the key features of Malaysian negotiating practice in international negotiations from the perspectives and experiences of Malaysian diplomats. This research adopted a mixed-methods approach. An interpretive approach with some elements of phenomenology, symbolic interactionism and systems theory was the main paradigm adopted for the qualitative study while a questionnaire survey was employed for the quantitative study. Key-informant interviews with 22 former diplomats were conducted and a survey of 39 respondents amongst in-service Malaysian diplomats was successfully carried out. The research contributes to understanding of Malaysian negotiating practice in international negotiations and generates important insights for diplomatic training providers in setting-up relevant training modules. It also helps negotiators from different nations to comprehend the negotiation practice of Malaysia and helps to eliminate stereotyping and biases. In addition, since international negotiation is a universal phenomenon, the findings of this study are not only applicable to Malaysia but to other nations as well. Important key and relevant points that could contribute to international negotiation knowledge were identified and discussed. Finally, based on the research, policy recommendations were proposed to enhance negotiation competency in any international negotiation, and future research was identified and suggested for the benefit of international negotiation knowledge and scholarship.

Thesis (M.M.S.) - Carleton University, 2005. / Includes bibliographical references (p. 134-140). Also available in electronic format on the Internet.

Thesis (Ph. D.)--University of Washington, 1996. / Vita. Includes bibliographical references (leaves [263]-270).

Thesis (Ph. D.)--University of Washington, 1996. / Vita. Includes bibliographical references (leaves [56]-59).

Reaching agreements over water management on transboundary rivers is a complex yet necessary endeavour to assure that humans can live within the limits of available resources. The myriad of challenges is both physical and social in nature; the uncertainty of water availability due to natural hydrologic variability is often increased by the involvement of multiple management institutions. Jurisdictions of control are typically defined by political borders, and thus they represent distinct geographic domains and interests. Increasing scarcity, driven by rapidly expanding populations and our growing awareness of climatic non-stationary, increases the urgency to find agreements among these institutions. Although the need is significant and growing, a lack of available approaches exist that considers the physical, technical and political dynamics to address these complex challenges. This thesis describes novel analytical methods to engage in the complex political realm of transboundary river management. Building from an engineering systems analysis approach to engage this topic, the main hypotheses of this thesis are: (1) Existing analytical approaches for water resource development are useful but often constrained in a transboundary negotiation context, and (2) cooperation among co-riparian water management institutions can be significantly increased with strategic implementation of analytical tools to jointly manage current and future risks. To test this hypothesis, this thesis presents an analytical approach that (1) examines previous applications of water resource models to identify their perceived contribution to managing transboundary rivers, (2) develops a new modelling framework that engages with transboundary negotiations, and (3) incorporates methods for risk-based decision making to evaluate the benefits, opportunities and trade-offs of cooperation among co-riparian states. A retrospective analysis is conducted on the Colorado and Murray-Darling River Basins to understand lessons learned from recent applications of analytical modelling tools. New methods are then developed and applied to the rapidly changing Eastern Nile River Basin. The ongoing construction of the Grand Ethiopian Renaissance Dam (GERD) and the implications on downstream countries of Sudan and Egypt provides the context and a relevant case for testing the methods and evaluating the hypotheses. Results from this thesis demonstrate the distinct advantages of an early development of system-wide analytical tools within a transboundary context, which is made available to all parties. Conversely, the challenges of reconciling multiple models used by different institutions after full allocation is reached in a basin is a significant barrier to cooperative management. Results also demonstrate the advantages of developing an analytical tool that is sufficiently accurate, transparent and flexible to seek creative solutions, and the need to select an appropriate breadth and depth of model design that conveys its credibility, saliency and legitimacy to support a decision-making process. The appropriate design of tools to consider multiple future hydrologic scenarios can shift a discourse from rigid water allocations to considering the effects of new developments in terms of changes to risks, and to allow stakeholders to decide whether these changes are tolerable when juxtaposed with the benefits that new infrastructure provides. Finally, the results show how risks among multiple stakeholders can be evaluated under expanding uncertainties, and cooperative solutions can be sought to minimise or balance these risks. The application of the proposed methods to the Eastern Nile Basin indicates that solutions are indeed possible that benefit all three countries. A number of cooperative solutions are identified that suggest operational rules for the new and existing infrastructure. These operations can be responsive to variable climatic conditions and thus encourage dynamic cooperation. In this light, the developments in Ethiopia need not be a risk, but can result in substantial benefits to the downstream countries if agreements can be reached. Embedding highly adaptable analytical tools within a negotiation process can help to overcome the challenges faced at this historic point on the Nile River.