An innovative negotiation framework for resolving complex construction conflicts and disputes has been developed in this research. The unique feature of the proposed negotiation framework is that it takes into account the attitudes of the decision makers, which is an important human factor in construction negotiation at both the strategic and tactical levels of decision making. At the strategic level, the Graph Model for Conflict Resolution (GMCR) technique has been systematically employed as a method of determining the most beneficial strategic agreement that is possible, given the competing interests and attitudes of the decision makers. At the tactical level, a previously agreed-upon strategic decision has been analyzed in depth using utility functions in order to determine the trade-offs or concessions needed for the decision makers to reach a mutually acceptable resolution of the negotiation issues. A real-life case study of a brownfield construction negotiation has been used to illustrate how the proposed methodology can be applied and to demonstrate the importance and benefits of incorporating the attitudes of the decision makers into the negotiation process to better identify the most feasible resolutions. The proposed attitude-based negotiation framework constitutes a new systems engineering methodology that will assist managers in tackling real-world controversies, particularly in the construction industry. The negotiation framework has been implemented into a convenient negotiation decision support system that automates the proposed negotiation methodology. The research is expected to improve negotiation methodologies for construction disputes, thereby saving significant amounts of time and resources. The proposed methodology may also assist decision makers in overcoming the challenges of conventional negotiation processes because the incorporation of the attitudes of the decision makers results in a more accurate identification of tradeoffs, greater recognition of the level of satisfaction of the decision makers, and enhanced generation of optimum solutions.

An innovative negotiation framework for resolving complex construction conflicts and disputes has been developed in this research. The unique feature of the proposed negotiation framework is that it takes into account the attitudes of the decision makers, which is an important human factor in construction negotiation at both the strategic and tactical levels of decision making. At the strategic level, the Graph Model for Conflict Resolution (GMCR) technique has been systematically employed as a method of determining the most beneficial strategic agreement that is possible, given the competing interests and attitudes of the decision makers. At the tactical level, a previously agreed-upon strategic decision has been analyzed in depth using utility functions in order to determine the trade-offs or concessions needed for the decision makers to reach a mutually acceptable resolution of the negotiation issues. A real-life case study of a brownfield construction negotiation has been used to illustrate how the proposed methodology can be applied and to demonstrate the importance and benefits of incorporating the attitudes of the decision makers into the negotiation process to better identify the most feasible resolutions. The proposed attitude-based negotiation framework constitutes a new systems engineering methodology that will assist managers in tackling real-world controversies, particularly in the construction industry. The negotiation framework has been implemented into a convenient negotiation decision support system that automates the proposed negotiation methodology. The research is expected to improve negotiation methodologies for construction disputes, thereby saving significant amounts of time and resources. The proposed methodology may also assist decision makers in overcoming the challenges of conventional negotiation processes because the incorporation of the attitudes of the decision makers results in a more accurate identification of tradeoffs, greater recognition of the level of satisfaction of the decision makers, and enhanced generation of optimum solutions.

Orientador: Antônio Vicente Marafioti Garnica / Banca: Marcelo Carbone Carneiro / Banca: Carlos Roberto Vianna / Banca: Geraldo Antônio Bergamo / Banca: Heloisa da Silva / Resumo: A expectativa deste estudo é exercitar possibilidades de análise no campo da Educação a partir de um dispositivo estratégico que além de despontar como um caminho teórico possível para o estudo sistemático das formas de poder que controlam, exploram, devastam e exaurem as possibilidades da Educação, ao mesmo tempo permite perceber como estas formas de poder vinculam-se a uma lógica de poder global. Para isso, optamos por utilizar entrevistas com professores de Matemática que possuem posições de comando em instituições de ensino superior na cidade de Maringá (PR). A História Oral, utilizada como método dessa nossa investigação, possibilitou a utilização da memória mais como meio para a análise das ações por ela governadas e menos pelo conhecimento que, pela memória, foi possível registrar. A interconexão entre as opções metodológica e teórica presentes neste estudo possibilitaram a articulação de três elementos que julgamos fundamentais para compreender a Educação como instrumento de distribuição de poderes e saberes: o controle da natureza, o controle social e o autocontrole dos indivíduos / Abstract: The expectation of this study is to exercise possibilities of analysis in the field of Education based on a strategic approach that, in addition to pointing to a possible theoretical path for the systematic study of forms of power that control, exploit, devastate, and exhaust the possibilities of education, make it possible to perceive how these forms of power are linked to a logic of global power. We opted to use interviews with mathematics professors who are in positions of authority in higher education institutions in the city of Maringá (PR). The method used was oral history, which enabled us to use memory more as a means of analyzing the actions governed by memory, and less for the knowledge it allows us to record. The interconnection between the theoretical and the methodological options in the study made it possible to articulate three elements we judge to be fundamental for understanding education as an instrument of distributing power and knowledge: the control of nature; social control; and individual self-control / Doutor

Made available in DSpace on 2014-06-11T19:31:40Z (GMT). No. of bitstreams: 0 Previous issue date: 2009-03-26Bitstream added on 2014-06-13T19:42:07Z : No. of bitstreams: 1 bernardes_mr_dr_bauru.pdf: 8043715 bytes, checksum: 6e04a4deeb3e1cd047495dc72deef883 (MD5) / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior (CAPES) / A expectativa deste estudo é exercitar possibilidades de análise no campo da Educação a partir de um dispositivo estratégico que além de despontar como um caminho teórico possível para o estudo sistemático das formas de poder que controlam, exploram, devastam e exaurem as possibilidades da Educação, ao mesmo tempo permite perceber como estas formas de poder vinculam-se a uma lógica de poder global. Para isso, optamos por utilizar entrevistas com professores de Matemática que possuem posições de comando em instituições de ensino superior na cidade de Maringá (PR). A História Oral, utilizada como método dessa nossa investigação, possibilitou a utilização da memória mais como meio para a análise das ações por ela governadas e menos pelo conhecimento que, pela memória, foi possível registrar. A interconexão entre as opções metodológica e teórica presentes neste estudo possibilitaram a articulação de três elementos que julgamos fundamentais para compreender a Educação como instrumento de distribuição de poderes e saberes: o controle da natureza, o controle social e o autocontrole dos indivíduos / The expectation of this study is to exercise possibilities of analysis in the field of Education based on a strategic approach that, in addition to pointing to a possible theoretical path for the systematic study of forms of power that control, exploit, devastate, and exhaust the possibilities of education, make it possible to perceive how these forms of power are linked to a logic of global power. We opted to use interviews with mathematics professors who are in positions of authority in higher education institutions in the city of Maringá (PR). The method used was oral history, which enabled us to use memory more as a means of analyzing the actions governed by memory, and less for the knowledge it allows us to record. The interconnection between the theoretical and the methodological options in the study made it possible to articulate three elements we judge to be fundamental for understanding education as an instrument of distributing power and knowledge: the control of nature; social control; and individual self-control

[pt] A importância das Compras organizacionais pode ser explicada, em parte, pelo alto impacto dos custos envolvidos. A estratégica das atividades de Compras vem se evidenciando nas organizações, independentemente do tamanho e da natureza do negócio. Essa importância fez surgir um estudo profundo das categorias de produtos e do mercado fornecedor, tendo como consequência, além da melhoria dos processos, a padronização dos itens de um mesmo produto para diversas unidades de um negócio; a seleção e qualificação de fornecedores; avaliação do desempenho dos prestadores de serviço e fornecedores de materiais; negociação entre as partes interessadas em uma contratação; e o monitoramento dos níveis de estoque para planejamento de futuras aquisições. Nessa dissertação, é abordada a gestão de categorias de compras a partir da análise crítica das categorias de compras de itens de tecnologia da informação e comunicação (TIC) em uma empresa de petróleo. Este estudo se torna relevante devido à importância do tema que gera desafios e oportunidades de formalizar, organizar e padronizar os processos de gestão de suprimentos na área de TIC da empresa. Para tanto, os itens da carteira de compras da área TIC foram classificados de acordo com a Matriz de Kraljic (1983), segundo a visão do pessoal da própria área de TIC e das áreas responsáveis pela gestão do macro processo suprir bens e serviços e gestão de contratos. Assim, foram identificados os fatores ao longo da cadeia de suprimentos que contribuem para a divergência da classificação entre as áreas. Desta forma, foi feita a validadação da análise nas dimensões: redução de custo da cadeia de suprimentos, melhoria do nível de serviço, redução do risco de descontinuidade de suprimento e priorização de materiais e produtos. Esta validação procurou verificar a aderência do modelo utilizado às premissas estabelecidas pela empresa. Como conclusão, são propostas alterações necessárias na classificação e recomendações em relação aos procedimentos e estratégias de compras a serem adotados pela área de TIC. / [en] The importance of organizational Purchases can be explained partly by the high impact of the costs involved. Strategic Purchasing of activities has been evident in organizations, regardless of size and nature of business. This importance made a deep study of the product categories and vendor market, resulting in addition of process improvement, standardization of items of the same product to different units of a business arise; the selection and qualification of suppliers; assess the performance of contractors and suppliers of materials; negotiation between the parties in a contract; and monitoring of inventory levels for planning future acquisitions. In this dissertation, we discuss management of categories of purchases from the critical analysis of the categories of purchases items of information and communication technology (ICT) in an oil company. This study is relevant because of the importance of the topic that generates challenges and opportunities to formalize, organize and standardize the processes of supply management in the ICT area of the company. To do so, the items of ICT area portfolio were classified according to Kraljic Matrix (1983), according to the vision of their own area of ICT staff and the areas responsible for managing the macro process supplying goods and services and management of contracts. Thus, the factors were identified along the supply chain that contributes to the divergence between the areas of classification. Thus, it was made validation analysis dimensions: cost reduction of supply, improving the level of service, reduces the risk of supply interruption and prioritization of materials and products chain. This validation tried to check adherence of the model used the premises established by the company. In conclusion, we propose necessary changes in classification and recommendations regarding procedures and sourcing strategies to be adopted by the ICT area.

This diploma thesis deals with an information technology support of organization's decision making processes using Exact Software's enterprise information systems. The main goal of this paper is a demonstration of various Exact Software applications using real world examples from several Czech enterprises. Illustration of various benefits of integrated enterprise systems architecture is another goal of this paper. Possible benefits gained during the process of implementation of Exact Software's applications and necessary requirements that have to be fulfilled create the last goal. Risks and issues that can be encountered during the implementation process are mentioned along with benefits. To achieve these goals this diploma paper contains a lot of practical illustrations supplemented by theoretic explanation. Paper includes four parts. First part is an introduction into decision making processes in enterprises and provides a general overview of Exact Software's enterprise information systems portfolio. Another area covered by the first part is an overview of possible benefits of these systems in according to the level of organization management. Second part is dedicated to Exact Synergy Enterprise. At the beginning of this part there are outlined procedures, benefits and assumptions necessary for successful system implementation. The following text in part two contains many real world examples from the decision making point of view. Third part covers Business Intelligence application Exact Business Analytics from the standpoint of implementation guidelines, prerequisites and benefits. Subsequent subchapters contain practical examples of usage of this system. The last part is comprised from two case studies of Exact Software's systems implementation -- first one is a financial counseling company, second one is a company from the IS/ICT area. The paper as a whole represents unique material for companies that are looking for solutions on their decision making and analytical procedures problems. On the basis of this paper the reader can create an overview of current capabilities of enterprise information systems. A vast majority of presented solutions are system independent i.e. the usage of systems from Exact Software is only exemplary. Case studies of complex enterprise IS architectures in real world enterprises represents another great contribution to this diploma paper.

Nous présentons un modèle de recherche qui permet d'étudier de nombreuses complexités desstratégies de lancement de nouveaux produits, de tester de façon empirique les relationshypothétiques entre les décisions de lancement, de diffuser des connaissances sur les façonsdont les managers ont tendance à élaborer diverses options de décision de lancement enstratégies de lancement génériques, et de lier le succès de nouveaux produits aux stratégiesgénériques des managers. Les données de cette recherche ont été recueillies d'octobre 2010 àjanvier 2011 au sein de l'industrie pharmaceutique iranienne. La taille de l'échantillon est de500 projets de nouveaux produits. Les répondants doivent avoir une expérience de lancementd'au moins cinq nouveaux produits, depuis janvier 2007, pour pouvoir répondre à cette étude.Nous avons demandé aux managers du marketing de sélectionner des projets de nouveauxproduits introduits après janvier 2007 par leurs entreprises, définis par celles-ci commeclairement commerciaux, et de répondre à cette enquête en fonction de l'introduction de ceproduit. Ainsi, plusieurs décisions prises par les managers lors du lancement de nouveauxproduits impliquent des choix d'options de lancement cohérents avec les choix de lancementdéjà effectués. Sur la base des données, nous identifions également trois stratégies delancement génériques, en fonction desquelles la réussite du nouveau produit eststatistiquement variable. Bien que l'ensemble de décisions, que comprend chaque stratégie, estseulement une petite portion de l'ensemble étudié, nous constatons que ces ensembles dedécisions sont associés à divers niveaux de succès. Nous étudions également les effets desréactions compétitives sur la structure de stratégie de lancement et la réussite du nouveauproduit. / We present a research model that allows the investigation of many of the complexities of newproduct launch strategies, empirically test for hypothesized relationships among launchdecisions, spread knowledge on the ways in which managers tend to build choices amonglaunch decision options into generic launch strategies and link new product success tomanagers' generic strategies. The data for this research was collected from October 2010 toJanuary 2011 in Iranian pharmaceutical industry. Sample size is 500 new product projects.XIThe respondents should have experience on launching at least five or more new product sinceJanuary 2007 in order to be qualified to answer this study. We asked marketing managers toselect new product projects introduced after January 2007 by their firms, defined by the firmsas a clear commercial and answer this survey based on the case of that product introduction.Thus, several decisions managers make in the new product launch require choosing launchdecision options consistent with already made launch choices. From the data, we also identifythree generic launch strategies across which new product success statistically varies. Althoughthe set of decisions, which comprises each strategy, is only a smaller portion of the full setinvestigated, we find that these decision sets are associated with different levels of success.We also study effects of competitive reactions on launch strategy structure and new productsuccess.

This thesis is devoted to financial planning related to the establishment and management of a social undertaking during its lifecycle. It follows from the research focused on the issue of social undertakings in business in general. It describes various fields of social business activities and the best practices in financial planning and management recommended in literature. Along with this, it identifies the current situation in financial planning and management at social undertakings in the territory of the Czech Republic. In addition to the monitoring of the current situation, this paper deals with the results of the evaluation whether the undertakings which adhere to the recommended business administration methods of planning and management achieve better results. The aim of this work is to find and specify the differences between successful and unsuccessful undertakings on the basis of the defined best practices and their financial management and planning and to find a "manual" on how a social undertaking should plan and manage in order to achieve optimum results. Keywords Social economy, social business, strategic and tactical management, financial management, financial planning, costs, revenues, profit, breakeven point

Die stets zentraler werdende Rolle der Data Warehouses, in allen Entscheidungsebenen eines Unternehmens, führt zu der Forderung nach hochaktuellen Daten bzw. echtzeitfähigen Data-Warehouses-Systemen. Dieser Artikel stellt die Frage inwieweit mit bestehenden Data-Warehouse-Architekturen eine Informationsversorgung in Echtzeit zu gewährleisten ist, deckt die Schwächen dieser Architekturen auf und diskutiert verschiedene Lösungsansätze.