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L2 learner's use of communication strategies (CSs) has received an attention since 1970s (Faech & Kasper, 1983; Tarone et al., 1983). Previous studies have focused on identification and classification of CSs, the effectiveness and teachability of CS, the uses of CSs by different proficiency levels in different tasks, and individual differences in CS use. In spite of the varieties in focus of the previous researches, no research has address whether the use of CSs affects L2 acquisition over and beyond the level of sustainment of communication. Recent studies in classroom acquisition have shown beneficial effects of negotiation during peer conversation on L2 grammar acquisition. However, previous studies in peer interaction focus primarily on how a listener's negotiation move or corrective feedback helps a speaker to repair his/her erroneous utterances. One the other hand, CS research concerns with a speaker's voluntary action to make him/her understood at the time of communication difficulty. In other words, both negotiation strategies and CSs occur in the same conversational context. Even so, no research has ever investigated the relationship between them. Therefore, the purpose of the present study is to investigate the relationship between the use of CSs and negotiation strategies on L2 acquisition. Twenty four students enrolled in the intermediate and advance Japanese language courses are asked to engage in two types of communicative tasks, and their development of vocabulary and grammar knowledge are examined through pre- and posttests of the target linguistic items. Also, conversations during the tasks are transcribed and qualitatively analyzed to examine the pattern of CS use and the rate of successful repair moves. The results indicate that some CSs such as appeals and code switching are beneficial, with or without a negotiation move from the interlocutor, but others may be detrimental to L2 development.

I argue that Xing hun (Contract marriage)” and “Coming out with Chinese characteristics” are creative and feasible approaches for Chinese Tongzhi (queer) from the perspective of vertical historical development. My study is a critical intercultural examination of the western-centric in dominant queer discourse. I discussed the non-confrontational communication practices which are different from the western confrontational practices (visibility & sexuality identity). / Transnational forces in the processes of globalization have determined the identities of the Chinese queer population. This thesis aims to explore how global capitalism, information and communication technology, and international collaboration in dealing with HIV and AIDS have facilitated the spread of western queer discourses and ideologies to China, and how these forces have influenced the construction of Chinese Tongzhi/queer identities. I use the discourse analysis to argue that the western norms of queer “coming out” and “declaring identity” can be an action accompanied by risk in the Chinese social, cultural, and political contexts, given that homosexual desires have challenged the institutions--not just sexuality but also marriage and family-- of heteronormativity. Chinese Tongzhi have to deal with the tension between Chinese traditional norms and western queer culture by negotiating some complex and dynamic strategies for defining their sexual identities. These strategies include “keeping silent about one’s sexual identity, or not coming out” and “having xinghun (contract and fake marriages with opposite-sex individuals.)” as a compromise between their traditional family obligations and homosexual desires in order to be able to live a “tolerable” queer life. I conclude that the strategies of the Chinese Tongzhi illustrate the agency of Chinese queers in creating a feasible space in which to live with their sexual identities and the process of globalized queer culture in a specifically Chinese context. / Thesis / Master of Social Work (MSW) / This thesis aims to explore how global capitalism, information and communication technology, and international collaboration in dealing with HIV and AIDS have facilitated the spread of western queer discourses and ideologies to China, and how these forces have influenced the construction of Chinese Tongzhi/queer identities.Chinese Tongzhi has to deal with the tension between traditional Chinese norms and western queer culture by negotiating some complex and dynamic strategies for defining their sexual identities.

Este estudo tem como objetivo entender como a dinâmica do relacionamento entre duas empresas é afetada por fatores internos e externos à mesa de negociação. Interdisciplinar, a pesquisa convergiu as contribuições de diversas literaturas, notadamente marketing de relacionamento e negociação, para poder lidar com a complexidade dos dados empíricos coletados. Através de um estudo de caso único, baseado na relação diádica entre um fornecedor e um canal do varejo alimentício brasileiro, foram analisados os fatores que levaram um relacionamento interorganizacional estável por décadas a se deteriorar em apenas dois anos. Os resultados encontrados apontam para o fortalecimento da concorrência e o conflito intradepartamental na empresa fornecedora como os principais motivos da migração para um estado relacional danificado. O histórico positivo do relacionamento se mostrou insuficiente para ajudar na recuperação do relacionamento, assim como a utilização da estratégia de compromisso pelos negociadores. A importância de distinguir em estudos as diferentes formas de conflito é ressaltada pela conclusão da pesquisa. Ao final do trabalho, implicações gerenciais derivadas das conclusões são apresentadas. / The present study aims at understanding how the relationship dynamic between two companies is affected by both internal and external factors to the negotiation table. Interdisciplinary, the research converged the contribution from several literatures, such as relationship marketing and negotiation, in order to deal with the empirical data complexity. Through a case study based on the dyadic relation between a supplier and a channel from Brazilian food retail, the research analyzed the factors that led a solid, long lasting interorganizational relationship to deteriorate into a damaged state in just two years. The results point to a strengthening of the competition and intradepartmental conflict as the main reasons of the migration to a damaged relationship state. The positive relationship history proved to be insufficient to aid in the recovery of the relationship, such as compromising. The importance of distinguishing different types of conflict when studying this phenomenon is highlighted by the study\'s conclusion, and managerial implications to channel management practice are presented.

A corrida é um dos esportes mais acessíveis atualmente, pois sua prática não requer alto investimento financeiro, sendo praticável em academias ou ao ar livre. Indivíduos sedentários alegam falta de tempo, outras obrigações e outros fatores para não praticar exercícios físicos. Estratégias de negociação de barreiras às práticas esportivas se fazem necessárias para que indivíduos comecem ou continuem suas práticas de exercício físico. Esta pesquisa tem como objetivos:(1) descrever as principais barreiras que corredores de rua têm que superar para continuar correndo, (2) descrever as principais estratégias de negociação usadas por estes corredores para superar tais barreiras, (3) comparar corredores orientados com corredores autônomos nas suas estratégias de negociação para continuar correndo e (4) verificar se diferentes estratégias de negociação podem explicar a variância no envolvimento e no comprometimento de corredores amadores com a corrida de rua.. A escala de barreiras foi baseada em Alexandris, Tsorbatzoudis e Grouios (2002). A escala de negociação foi baseada em Alexandris, Kouthouris e Girgolas (2007). A escala de envolvimento foi traduzida a partir de Beaton et al. (2011) e a escala de comprometimento foi traduzida a partir de Pritchard, Havitz e Howard (1999), Funk et al. (2011) e Ridinger et al. (2012). Os corredores amadores (n = 437) eram, na sua maioria, do sexo masculino (60,1% homens), 45% eram alunos de assessoria de corrida, com idade média de 39,9 anos (DP = 11,6) e tinham experiência média em corrida de 6,79 anos (DP = 7,19). As principais barreiras encontradas por corredores amadores foram a falta de tempo (M = 2,93; DP = 1,22) e a falta de local adequado (M = 2,65; DP = 1,31). Os corredores investigados informaram que utilizam estratégias para continuar correndo baseadas na negociação para falta de vontade (M = 5,93; DP = 0,8) e na flexibilidade de local, dias e horários para correr (M = 4,26; DP = 1,16). Com relação ao envolvimento, os respondentes informaram que se tornam mais envolvidos com a corrida principalmente por valores hedônicos (M = 5,9; DP = 1,13). O nível de comprometimento com a corrida de rua informado pelos corredores foi moderado (M = 4,89; DP = 1,56). Os resultados dos testes t mostraram que não houve diferença entre corredores autônomos e corredores orientados nas estratégias de negociação de flexibilidade e de negociação para dor, mas eles diferiram nas estratégias de negociação de tempo (t=-6,605; p<0,001), na busca de parceiros e informação (t=-10,613; p<0,001) e na negociação para falta de vontade (t=-3,243; p =0,001). A partir do modelo de regressão, foram explicadas pelas cinco dimensões da negociação: 25,3% do envolvimento hedônico, 42,2% da centralidade, 21,6% do valor simbólico e 30,2% do comprometimento. As dimensões negociação para falta de vontade, e busca por parceiros e informação foram preditores significantes em todas as análises. Conclui-se que corredores amadores que utilizam estratégias de negociação para superar barreiras são mais envolvidos e comprometidos com a corrida de rua. / Running is one of the most accessible sports currently, because its practice does not require high financial investment, once it can be performed in gyms or outdoors. Sedentary individuals claim they do not have enough time to exercise, besides other personal obligations and reasons not to practice physical activities. Because of these excuses, it is necessary to create negotiation strategies to overpass these constraints and make people start or continue practicing exercises. The purposes of this study are: (1) describing the main constraints which street runners must overcome to keep running, (2) describing the main negotiation strategies used by these runners to surpass those constraints, (3) comparing runners who are coached by a running club to those who practice running autonomously in their negotiation strategies to keep running and (4) to verify if different negotiation strategies can explain the variation of amateur runner\'s involvement and commitment with the running.. The scale of negotiation was based on Alexandris, Kouthouris e Girgolas (2007). The scale of involvement was translated from Beaton et al. (2011) and the scale of commitment was translated from Pritchard, Havitz & Howard (1999), Funk et al. (2011) and Ridinger et al. (2012). The amateur runners (n = 437) were mostly male (60,1% men), 45% of them were coached by a running club, their average age was of 39,9 years old (SD = 11, 6) and they had been running for an average of 6,79 years (SD = 7,19). The main constraints that were faced by amateur runners were: lack of time (M = 2,93; SD = 1,22) and the absence of a suitable place (M = 2,65; SD = 1,31). The studied runners told that they make use of the strategies to keep on running based on negotiation due to the lack of will (M = 5,93; SD = 0,8) and on the flexibility of place, days and time to run (M = 4,26; SD = 1,16). Regarding involvement, the studied runners informed that they become more concerned to the running activity mainly because of the pleasant factors (M = 5,9; SD = 1,13). It was observed an average level due to the commitment with the street running (M = 4,89; SD = 1,56). The results of the t tests showed that there were no differences between the autonomous runners and the coached runners regarding the flexibility and pain strategies of negotiation. On the other hand, they differed in the time strategies of negotiation (t=-6,605; p<0,001), in the search of partners and information (t=-10,613; p<0,001) and in the negotiation for the lack of will (t=-3,243; p =0,001). Through regression model they were explained through five negotiation dimensions: 25,3% of involvement by pleasure, 42,2% of centrality, 21,6% of symbolism and 30,2% of commitment. The factors \'negotiation for the lack of will\' and \'negotiation for the search of partners and information\' were very important predictors for the analysis. It was possible to conclude that amateur runners who make use of negotiation strategies to overpass constraints are more engaged and committed to running.

A corrida é um dos esportes mais acessíveis atualmente, pois sua prática não requer alto investimento financeiro, sendo praticável em academias ou ao ar livre. Indivíduos sedentários alegam falta de tempo, outras obrigações e outros fatores para não praticar exercícios físicos. Estratégias de negociação de barreiras às práticas esportivas se fazem necessárias para que indivíduos comecem ou continuem suas práticas de exercício físico. Esta pesquisa tem como objetivos:(1) descrever as principais barreiras que corredores de rua têm que superar para continuar correndo, (2) descrever as principais estratégias de negociação usadas por estes corredores para superar tais barreiras, (3) comparar corredores orientados com corredores autônomos nas suas estratégias de negociação para continuar correndo e (4) verificar se diferentes estratégias de negociação podem explicar a variância no envolvimento e no comprometimento de corredores amadores com a corrida de rua.. A escala de barreiras foi baseada em Alexandris, Tsorbatzoudis e Grouios (2002). A escala de negociação foi baseada em Alexandris, Kouthouris e Girgolas (2007). A escala de envolvimento foi traduzida a partir de Beaton et al. (2011) e a escala de comprometimento foi traduzida a partir de Pritchard, Havitz e Howard (1999), Funk et al. (2011) e Ridinger et al. (2012). Os corredores amadores (n = 437) eram, na sua maioria, do sexo masculino (60,1% homens), 45% eram alunos de assessoria de corrida, com idade média de 39,9 anos (DP = 11,6) e tinham experiência média em corrida de 6,79 anos (DP = 7,19). As principais barreiras encontradas por corredores amadores foram a falta de tempo (M = 2,93; DP = 1,22) e a falta de local adequado (M = 2,65; DP = 1,31). Os corredores investigados informaram que utilizam estratégias para continuar correndo baseadas na negociação para falta de vontade (M = 5,93; DP = 0,8) e na flexibilidade de local, dias e horários para correr (M = 4,26; DP = 1,16). Com relação ao envolvimento, os respondentes informaram que se tornam mais envolvidos com a corrida principalmente por valores hedônicos (M = 5,9; DP = 1,13). O nível de comprometimento com a corrida de rua informado pelos corredores foi moderado (M = 4,89; DP = 1,56). Os resultados dos testes t mostraram que não houve diferença entre corredores autônomos e corredores orientados nas estratégias de negociação de flexibilidade e de negociação para dor, mas eles diferiram nas estratégias de negociação de tempo (t=-6,605; p<0,001), na busca de parceiros e informação (t=-10,613; p<0,001) e na negociação para falta de vontade (t=-3,243; p =0,001). A partir do modelo de regressão, foram explicadas pelas cinco dimensões da negociação: 25,3% do envolvimento hedônico, 42,2% da centralidade, 21,6% do valor simbólico e 30,2% do comprometimento. As dimensões negociação para falta de vontade, e busca por parceiros e informação foram preditores significantes em todas as análises. Conclui-se que corredores amadores que utilizam estratégias de negociação para superar barreiras são mais envolvidos e comprometidos com a corrida de rua. / Running is one of the most accessible sports currently, because its practice does not require high financial investment, once it can be performed in gyms or outdoors. Sedentary individuals claim they do not have enough time to exercise, besides other personal obligations and reasons not to practice physical activities. Because of these excuses, it is necessary to create negotiation strategies to overpass these constraints and make people start or continue practicing exercises. The purposes of this study are: (1) describing the main constraints which street runners must overcome to keep running, (2) describing the main negotiation strategies used by these runners to surpass those constraints, (3) comparing runners who are coached by a running club to those who practice running autonomously in their negotiation strategies to keep running and (4) to verify if different negotiation strategies can explain the variation of amateur runner\'s involvement and commitment with the running.. The scale of negotiation was based on Alexandris, Kouthouris e Girgolas (2007). The scale of involvement was translated from Beaton et al. (2011) and the scale of commitment was translated from Pritchard, Havitz & Howard (1999), Funk et al. (2011) and Ridinger et al. (2012). The amateur runners (n = 437) were mostly male (60,1% men), 45% of them were coached by a running club, their average age was of 39,9 years old (SD = 11, 6) and they had been running for an average of 6,79 years (SD = 7,19). The main constraints that were faced by amateur runners were: lack of time (M = 2,93; SD = 1,22) and the absence of a suitable place (M = 2,65; SD = 1,31). The studied runners told that they make use of the strategies to keep on running based on negotiation due to the lack of will (M = 5,93; SD = 0,8) and on the flexibility of place, days and time to run (M = 4,26; SD = 1,16). Regarding involvement, the studied runners informed that they become more concerned to the running activity mainly because of the pleasant factors (M = 5,9; SD = 1,13). It was observed an average level due to the commitment with the street running (M = 4,89; SD = 1,56). The results of the t tests showed that there were no differences between the autonomous runners and the coached runners regarding the flexibility and pain strategies of negotiation. On the other hand, they differed in the time strategies of negotiation (t=-6,605; p<0,001), in the search of partners and information (t=-10,613; p<0,001) and in the negotiation for the lack of will (t=-3,243; p =0,001). Through regression model they were explained through five negotiation dimensions: 25,3% of involvement by pleasure, 42,2% of centrality, 21,6% of symbolism and 30,2% of commitment. The factors \'negotiation for the lack of will\' and \'negotiation for the search of partners and information\' were very important predictors for the analysis. It was possible to conclude that amateur runners who make use of negotiation strategies to overpass constraints are more engaged and committed to running.

Este estudo tem como objetivo entender como a dinâmica do relacionamento entre duas empresas é afetada por fatores internos e externos à mesa de negociação. Interdisciplinar, a pesquisa convergiu as contribuições de diversas literaturas, notadamente marketing de relacionamento e negociação, para poder lidar com a complexidade dos dados empíricos coletados. Através de um estudo de caso único, baseado na relação diádica entre um fornecedor e um canal do varejo alimentício brasileiro, foram analisados os fatores que levaram um relacionamento interorganizacional estável por décadas a se deteriorar em apenas dois anos. Os resultados encontrados apontam para o fortalecimento da concorrência e o conflito intradepartamental na empresa fornecedora como os principais motivos da migração para um estado relacional danificado. O histórico positivo do relacionamento se mostrou insuficiente para ajudar na recuperação do relacionamento, assim como a utilização da estratégia de compromisso pelos negociadores. A importância de distinguir em estudos as diferentes formas de conflito é ressaltada pela conclusão da pesquisa. Ao final do trabalho, implicações gerenciais derivadas das conclusões são apresentadas. / The present study aims at understanding how the relationship dynamic between two companies is affected by both internal and external factors to the negotiation table. Interdisciplinary, the research converged the contribution from several literatures, such as relationship marketing and negotiation, in order to deal with the empirical data complexity. Through a case study based on the dyadic relation between a supplier and a channel from Brazilian food retail, the research analyzed the factors that led a solid, long lasting interorganizational relationship to deteriorate into a damaged state in just two years. The results point to a strengthening of the competition and intradepartmental conflict as the main reasons of the migration to a damaged relationship state. The positive relationship history proved to be insufficient to aid in the recovery of the relationship, such as compromising. The importance of distinguishing different types of conflict when studying this phenomenon is highlighted by the study\'s conclusion, and managerial implications to channel management practice are presented.

In the last four decades, hostage situations have rapidly increased in the world due to the threat of terrorism and other social problems. The goals of hostage takers are to achieve certain political, criminal, and/or social benefits through hostage situations. It is not only a police problem but also a governmental problem. Police apply either negotiation or tactical intervention in hostage situations to recover hostages without bloodshed or loss of life. Success in this endeavor is based on effective negotiation. The purposes of this study are to analyze the major actors and their roles in hostage situations, to identify effective negotiation strategies and tools, and to provide some future recommendations for governments, police agencies, and researchers for peaceful resolutions in hostage situations.

Titel: Förhandlingsstrategier hos fastighetsmäklare: En studie av anpassning till kundbeteende inom förmedlingsprocessen. Nivå: Examensarbete på grundnivå (kandidatexamen) i ämnet företagsekonomi. Författare: Emil Johnsson och Tobias Söderberg Handledare: Lars-Johan Åge Datum: Maj 2023 Nyckelord: Förhandling, förhandlingsstrategier och anpassningsförsäljning Syfte: Syftet med studien är att undersöka hur en fastighetsmäklare anpassar sin förhandlingsstrategi gentemot kund beroende på hur kunden agerar under förmedlingsprocessen.  Metod: För att genomföra studien valdes en kvalitativ forskningsmetod där semistrukturerade intervjuer har använts. Utöver semistrukturerade intervjuer har författarna använt en litteraturgenomgång för att samla teoretisk grund till arbetet. Resultat: Enligt den empiriska delen av arbetet framgår det att INS används främst av fastighetsmäklare rent generellt men förhandlingsstrategier varierar beroende på hur kunden agerar. Det finns olika kundbeteenden som fastighetsmäklare bemöter, de två huvudkategorierna var osäker samt bestämd kund.  Slutsats: Vid bemötandet av osäkra kunder är förhandlingsstrategin DNS mest applicerbar eftersom fastighetsmäklaren kan styra kunden till att behaga fastighetsmäklarens behov enbart. Jämförelsevis vid den andra huvudkategorin bestämd kund är INS. Vidare forskning: Tre förslag framtogs enligt följande: Påverkan av CPK under förhandlingarna, Förhandlingsstrategierna enligt Holmes m.fl. (2017) ur ett kundperspektiv samt kundbeteenden inom den generella förhandlingen.

No description available.