...the literature indicates that, after the national protests of 1983-1986, these actions have been repeated with less frequency, and have gradually ceased. Through a protest event analysis of the ...occupations that took place in Santiago between 1978 and 2000, we have shown that these actions have occurred more commonly than thought. ...they could be understood as a part of a unitary period of mobilization for housing. The historical continuity of this form of mobilization throughout very diverse political contexts can be explained because the "tomas" have largely achieved the objective of the homeless: not so much to settle on a plot of land, but rather to cause a public event, in order to start negotiation with the authorities. Recordando que no es sencillo determinar el éxito de una movilización (Amenta et al., 2010; Bosi et al., 2016), y adaptando la idea de resultados directos e indirectos propuesta por Cress y Snow (2000), podemos identificar dos grupos de efectos logrados a través de las tomas.
Purpose
Based on gender role theory, this study aims to test a moderated mediation model in which gender, mediated by shame, affected salary negotiation initiation and writing pay raise ...justifications before the negotiation moderated gender effects, by boosting women’s negotiation initiation and lowering their shame.
Design/methodology/approach
Mixed-methods approach: in a scenario experiment, participants (N = 172; 92 women) imagined initiating salary negotiations with real employers, and shame and the inclination to actually initiate the negotiation were measured. About half the sample wrote pay raise justifications as part of the task. In the qualitative phase of the study, justifications were analyzed.
Findings
The model’s predictions were not supported. Women were neither less inclined to negotiate nor reported higher shame than men. Across gender, shame related to lower negotiation initiation and was alleviated by justifications’ preparation. Writing justifications did not affect men’s negotiation initiation, but lowered women’s. The qualitative analysis revealed that while all participants preferred communal themes in their justifications, women used themes of confidence, entitlement and power less than men.
Originality/value
The study provides original evidence in negotiation literature, on the effects of shame, on the practice of preparing pay raise justifications and on specific patterns in justifications’ content.
Although scholars and practitioners have repeatedly touted the importance of negotiating effectively across cultures, paradoxically, little research has addressed what predicts intercultural ...negotiation effectiveness. In this research, we examined the impact of cultural intelligence (CQ) on intercultural negotiation processes and outcomes, controlling for other types of intelligence (cognitive ability and emotional intelligence), personality (openness and extraversion), and international experience. Transcripts of 124 American and East Asian negotiators were coded for sequences of integrative information behaviors and cooperative relationship management behaviors. CQ measured a week prior to negotiations predicted the extent to which negotiators sequenced integrative information behaviors, which in turn predicted joint profit, over and beyond other individual differences. Additional analyses revealed that the level of integrative sequencing was more a function of the lower-scoring than the higher-scoring negotiator within the dyad. Other individual difference characteristics were not related to effective intercultural negotiation processes. Theoretical and practical implications are discussed.
Purpose
This study aims to test the contributions of a new type of resilience, Trait Negotiation Resilience (TNR; Nelson et al., 2016), to negotiators’ effective behavior, perception of opponent and ...negotiation outcomes.
Design/methodology/approach
A laboratory study (N = 98; 49 dyads) featuring a mixed-motive negotiation task. Participants self-reported TNR (emotional skills, social sensitivity, intrinsic motivation for self-improvement and a sense of purpose to life events) up to a week before negotiating. After the negotiations, they rated their opponents on resilient, effective personal attributes and reported their own subjective value (SV). Trained judges watched the negotiations, coded objective outcomes and rated negotiators on dimensions of effective negotiation behavior. Statistical analyses accounted for dyadic interdependence.
Findings
TNR predicted higher levels of effective negotiation behavior, which, in turn, fully mediated TNR’s favorable contribution to negotiated value. TNR also predicted higher levels of SV, and this contribution was partially mediated by perceiving effective personal attributes in the opponent.
Research limitations/implications
The sample size was moderate and it consisted of undergraduate students, most of them female.
Originality/value
Evidence on the contribution of a personality construct to both outcome and process negotiator variables; contribution to the research of specific types of resilience.
•Job candidates are highly concerned about jeopardizing a deal by negotiating.•Candidates’ perception is inflated compared to managers’ reports of offer withdrawal.•Candidate-manager discrepancy ...persists even in non-monetary and integrative negotiations.•Perceived likelihood of jeopardizing a deal is associated with negotiation avoidance.•Zero-sum and power perceptions mediate the candidate-manager discrepancy.
When deciding whether to negotiate, individuals typically assess any potential costs of negotiation. We propose that one major cost that individuals are concerned about, particularly in the context of job offers, is an offer being withdrawn from the bargaining table—losing out on a deal entirely. We refer to this heretofore unexamined concern as the perceived likelihood of jeopardizing a deal by negotiating. We investigate job candidates’ perceived likelihood of jeopardizing a deal, as compared to hiring managers’ reports, across seven studies (total N = 3,338), including surveys of academic job candidates and members of academic hiring committees, managers and hiring professionals, and experimental studies with interactive, incentivized negotiations conducted both in person and online. We consistently document that job candidates’ perception of the likelihood of jeopardizing a deal is exaggerated, i.e., discrepant with that of the hiring side. In some cases, this perception is associated with negotiation avoidance. We also theorize and find support for two underlying psychological mechanisms: zero-sum perceptions and psychological power. We further document contextual factors that decrease candidates’ zero-sum perceptions or increase their perceived power, which, in turn, diminish (but do not fully eliminate) the discrepancy between candidates’ and managers’ perceptions of the likelihood of jeopardizing a deal.
Human-computer negotiation has the potential to play an important role in today's highly dynamic online environment, especially in business-to-consumer e-commerce transactions. However, the lack of ...research on effective automated negotiation algorithms to respond to human buyers' strategic and/or tactic offers has limited the development of automated human-computer negotiation systems for real-world applications. Intelligent software agents that are capable of dynamically adjusting their negotiation strategy in response to human buyers' offers can greatly improve the negotiation experience of human buyers. In this study, guided by design science principles, we design a portfolio strategy model, which implements four negotiation strategies (i.e., time-dependent, behavior-dependent, dynamic time-dependent, and impasse resolution) as the core of our software agent for negotiating with human buyers. To evaluate this novel model, we implement a prototype of the system and compare it with three benchmark single-strategy models (i.e., competitive, collaborative, and selection) in human-computer negotiation experiments. The results show that our model not only enables the software agent to outperform its human counterpart but also significantly increases the settlement ratio and the joint outcome of both parties.
Purpose The purpose of this briefing is to highlight the critical importance of negotiation skills in the everyday lives of real estate professionals. It delves into how negotiators must improve ...their negotiations skills given the negotiation-intensive nature of real estate. It also helps to handle common pitfalls and challenges in negotiations, particularly in the increasingly volatile, uncertain, complex and ambiguous (VUCA) reality of the real estate industry. The briefing offers strategic insights for preparation and negotiation aimed at improving any real estate negotiator’s average performance. Design/methodology/approach The expert opinion piece combines a literature review on negotiation strategies with practical insights. It addresses the observed under appreciation of negotiation theory and skill, reflecting on real-world real estate negotiations. The goal is to enhance the use and recognition of negotiation theory in the real estate industry. The approach merges theoretical analysis with practical application, offering actionable recommendations to improve negotiation outcomes. Findings The negotiation-intensive real estate industry and the transformative impact of VUCA challenges on real estate professionals’ ability to adapt and continuously negotiate successful deals clashes with many real estate’s professional or fixed mind-set over negotiation historically being an art or a talent and mostly being stuck with win-lose strategies. Instead, negotiation is a science that can be learned and deliberately improved to counter stress-induced or fear-based responses that lead negotiators toward suboptimal negotiation strategies, such as win-lose or naive win-win. However, these dynamics are preventable. Well-equipped and well-prepared value win-win negotiators can adopt a growth mind-set, study modern negotiation advice and frameworks to thrive in the negotiation-rich real estate industry and convert even VUCA challenges into an amazing source of value. Practical implications Real estate professionals can become more aware of which and how current obstacles and poor choices negatively contribute to their negotiation performance. It contrasts win-lose and win-win strategic frameworks to enable real estate professionals to become more sophisticated when choosing their negotiation strategies. The briefing also helps real estate professionals expand their negotiation repertoire towards improved strategic flexibility when managing the evolving real estate profession reality and challenges. Originality/value The originality and value of the briefing lie in its comprehensive approach to addressing the negotiation challenges faced by real estate professionals. It offers a holistic view of real estate negotiation, advocating for a paradigm shift from traditional win-lose tactics to a collaborative, value win-win approach. The briefing integrates modern negotiation theory and emphasises ethical practices, providing practical strategies and best practices for professionals to improve their skills and adapt to industry changes. By empowering real estate professionals with knowledge and tools to navigate negotiations effectively, the briefing contributes to the overall success and professionalism of the industry.
There are three general philosophical conceptions of how worldviews might impact negotiations—we can call them “meta” worldviews. At one extreme, actors negotiate, and are fully in charge; they can ...bypass any specific or “micro” worldviews they originally hold; they remain free agents in the final analysis. At the other extreme, “micro” worldviews shape protagonists' words and acts to such an extent that, even unbeknownst to them, they are themselves, in effect, being negotiated upon by the worldviews. In between these two poles, both agency and worldviews impact negotiations and influence protagonists on a continuum with various degrees of freedom. If we acknowledge the impact of “micro” worldviews on negotiators, we can study them as a set of interactive components—sociological, psychological, and biological—that mold the identity of an actor or group. This recognition of the impact of “micro” worldviews does not prevent us from offering proactive platforms to reinforce agency. When two people negotiate with each other they can acknowledge, unilaterally and hopefully jointly, how worldviews inhabit and influence each of them, and still dynamically deploy a series of moves to get things done responsibly across their respective worldviews.
With the improvement of intelligent systems and robotics, social robots are becoming part of our society. To accomplish complex tasks, robots and humans may need to collaborate, and when necessary, ...they need to negotiate with each other. While designing such socially interacting robots, it is crucial to consider human factors such as facial expression, emotions, and body language. Since gestures play a crucial role in interaction, this article studies the effect of gestures in human-robot negotiation experiments. Additionally, it compares the performance of variants of the well-known negotiation tactics (i.e., time-based and behavior-based) in automated negotiation literature in the context of human-robot negotiations. Our experimental results support the finding in automated negotiation. That is, the robot gained higher utility when it imitates its opponent's bidding strategy than employing a time-based negotiation strategy. When adopting a behavior-based technique, there is a statistically significant effect of gestures on the underlying negotiation process, and, therefore, on negotiation outcome.
Law enforcement agencies often deal with difficult, dangerous, and disordered individuals by applying the theory and practice of tactical negotiation, which is composed of a unique application of ...communication techniques aimed at obtaining voluntary compliance. Known as hostage or crisis negotiation, law enforcement tactical negotiation (LETN) has shown to be an effective technique for resolving barricaded hostage and crisis situations, kidnappings, and suicidal incidents. Over the years, there have been several models of LETN, however; most of them are based on the assumption that the 1) subject is rational and 2) the subject views the officer as credible; however, in situations where people are in crisis, emotions control their actions rather than reason. Therefore, being successful requires the officer to return the subject to a rational state of mind and establish trust (credibility). If either of these, elements are missing, then traditional negotiation will most likely fail in gaining voluntary compliance in a timely manner. This is especially true with suicidal persons who have exceeded their ability to cope with their situation and believe that no one will help them. The Behavioral Influence Stairway Model (BISM) operates on the premise that a state of personal crisis occurs when coping and social support mechanisms fail and that to end the crisis, at least one of these elements must be restored. In these situations, the BISM provides a method by which the officer can re-establish social support through effectively dealing with emotions (thus returning the individual to a rational state of mind) and demonstrating empathy (thus obtaining trust).
In Hong Kong, the Police Negotiation Cadre (PNC) routinely deals with a unique form of suicide where persons in crisis frequently choose jumping off high-rise buildings as their preferred means of suicide. Unlike in the United States, where a significant number of suicides involve barricaded individuals with firearms, most LETN in Hong Kong is accomplished face-to-face, since officer safety relating to firearms is atypical. Despite these differences in structure, culture, and language, the BISM is routinely used to successfully resolve suicidal situations in Hong Kong, based on the theory that emotions and relationship needs are universal and not contingent on context. Therefore, this article will present an updated version of the BISM and extend the principles of the BISM cross-culturally by providing evidence of its efficacy in negotiating with suicidal persons who threaten to jump from multi-story buildings in Hong Kong, as well as its proactive application to non-police intervenors.
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