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.

Negotiation is one of the key elements in the business activity. Traditional approach to negotiation takes place in a face-to-face environment. E-negotiations present all or part of the negotiating processes through the electronic media or digital channels, to transfer data or to help to achieve better negotiation effects. With the rapid development in E-Commerce, the Internet has becoming an important and inevitable channel of trade and business communication, as well as E-negotiations. Therefore, E-negotiation is progressively popularized and valued. In addition to assisting in communication and decision, the other significant contribution to adopt e-negotiation is to collect the complete and detailed data in every negotiation process, as well as the result. We are able to have clearer understanding in negotiation behavior through analyzing the negotiation behavior data, and therefore will be able to proceed to construct the theory of negotiation. The purpose of negotiations is to successfully agree on, explore which negotiation strategies minister to agreements, and to obtain more knowledge in achieving successful negotiations. Likewise, this is the purpose of this research. Inspire is the first web-based e-negotiation system, and built in 1996. The data collected by this system include users¡¦ demographic data, system usage, offers and counter offers, final agreements, strategy adopted, utility values, and so on. This research has collected 700 pairs of one-to-one negotiation activity records from Inspire negotiation support system, and has grouped negotiators into two groups, cooperative and non-cooperative, using the clustering analysis technology. These two groups manifest differences in the aspects of negotiation outcome and negotiation strategy.

With the rapid growth of the Internet, more and more business conducted commercial activities electronically. It brought more and more electronic negotiations. Electronic negotiations solve the time and space problems between negotiators, and they could raise efficiency and effectiveness of negotiation. Furthermore, world-wide Internet access and globalization have increased the amount of international negotiations conducted online. To communicate with others coming from different countries, people maybe force to use non-native language as communication tool. Language usage is an important factor in electronic negotiation. Some studies on language usage on communication and traditional negotiation, and the findings can¡¦t apply to the e-negotiation because of the degree of media richness has been shown to affect negotiations. E-negotiation provides the function of recording negotiation history, and the negotiation history could be used to analyze the negotiation process. This study used content analysis methodology to analyze the strategic behavior of negotiators. This study is an exploration study, and provides four propositions: first, the language usage (native vs. non-native language) will impact e-negotiation behavior. Second, negotiators using native language employ more claiming value strategic behaviors than negotiators using non-native language. Third, compared with non-native language, negotiators will have higher communication effectiveness and efficiency when using native language in negotiation. Forth, compared with non-native language, negotiators will be easier to reach agreement when using native language in negotiation.

With the rapid development of global e-business and the popularity of Web technologies, e-negotiation has become an integral part of daily life for many managers in business. Moreover, female job achievements rose abruptly during these years. As greater numbers of females achieve upper level positions in business, the need to have an understanding of how gender affects negotiation behaviors becomes even more important. An awareness of the clear gender differences can help in managing conflicts in e-negotiations. This study aims to discover some interesting findings about the interdependence of gender and negotiation behaviors by using the research methodologies of explorative research and content analysis. We expect to infer propositions which will be verified in future research and have some contributions. This study also tries to understand if gender has influence on negotiators¡¦ behaviors and to determine whether negotiators¡¦ behaviors have departures in different dyadic composition of gender. This study reveals that females and males have different negotiation behaviors in e-negotiations, and negotiation behaviors are influenced by gender composition. Moreover, there are some differences in detailed negotiation behaviors between females and males in e-negotiations. Negotiators who meet the same gender counterparts have more ¡§reference to relationship¡¨ behavior. When males negotiate with females, they have more ¡§suggest package trade-off¡¨ behaviors. Females have more ¡§show negative emotions¡¨ behaviors in negotiating with males.

Syfte: Studien syftar till att undersöka hur valet av revisorns initiala förhandlingsstrategi påverkas av det karismatiska ledarskapet utövat av klientens CFO. Studiens forskningsfrågor berör även vilka förhandlingsstrategier som är det mest sannolika att revisorn väljer att tillämpa när klientens CFO upplevs som karismatisk. Metod: Studien baseras på positivistiskt synsätt där jag genom en deduktiv ansats har prövat resultatet från en kvantitativ undersökning mot teorier inom området. Studien har en tvärsnittsdesign. Datainsamlingen gjordes genom en webbaserad enkätundersökning som skickades ut till revisorer verksamma i Sverige. Resultat & slutsats: Studien bekräftar att begreppet karismatisk ledare är relevant i sammanhanget då det visar att respondenterna upplever starka och svaga ledare i sin dagliga förhandlingsgärning i termer av karismatiska ledare. Vidare kunde studien identifiera ett samband mellan en av förhandlingsstrategierna och karismatiskt ledarskap. Uppsatsens bidrag: Studien bidrar till redovisningslitteraturen genom att gestalta förhandlingen mellan revisorer och klienter som ett socialt fenomen där möjligheten att inflyta över motparten är central. Vidare är studien ensam om att undersöka karismatiskt ledarskap som påverkansfaktor på revisorns val av förhandlingsstrategi. Förslag till fortsatt forskning: Studiens begränsningar utgörs av den låga svarsfrekvensen och svårigheten att iscensätta effekterna av ett karismatiskt ledarskap. Vidare studier bör anta en mer experimentell karaktär för att ytterligare kunna förklara den potentiella effekten som det karismatiska ledarskapet kan ha på revisorers val av förhandlingsstrategi samt en studie av hur klientens val av förhandlingsstrategi påverkar revisorns val av förhandlingsstrategi. / Aim: The study aims at investigating how the choice of the auditor's initial negotiation strategy is influenced by the charismatic leadership exercised by the client's CFO. The research questions also concern which negotiation strategies are most likely that the auditor chooses to apply when the client's CFO is perceived as charismatic. Method: The study is based on positivistic and deductive approach, through which I have tested the result of a quantitative survey with theories in the field. The study has a cross sectional design. The data collection was done through a web-based survey that was sent to auditors operating in Sweden. Result & Conclusions: The study confirms that the term charismatic leader is relevant in this context as it shows that respondents experience strong and weak leaders in their daily negotiation action in terms of charismatic leaders. Furthermore, the study could identify a link between one of the negotiation strategies and charismatic leadership. Suggestions for future research: The study contributes to the accounting literature by stating the relationship between auditors and their clients, and more specifically the negotiation between auditors and clients as a social phenomenon. Furthermore, the study is alone in applying the charismatic leadership as an impact factor on the auditor's choice of negotiation strategy. Contribution of the thesis: The limitations of the study consist of the low response rate and the difficulty in staging the effects of charismatic leadership. Further studies should adopt a more experimental character to further explain the potential impact that charismatic leadership may have on the auditors' choice of negotiation strategy as well as a study of how the client's choice of negotiation strategy influences the auditor's choice of negotiation strategy.

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.

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.