The Culture of Interest: A Proposed Addition and Revision of the Three‐Culture Model

Negotiation and conflict resolution theorists have classified world cultures according to three types for the purpose of describing and predicting some of the ways in which individuals and groups within broad, geographically based cultural groups behave in conflict and negotiation‐related situations. These three broad categories, called “cultural syndromes,” have described these cultures according to the relative value they place on these three concerns: honor, face, and dignity. Based on our examination of the literature on the cultural dimensions of negotiation and conflict management, our own practice, and an analysis of literature and practice pertaining to the place and utility of the honor, face, interest, and dignity attributes within and between cultural groups , we propose a reformulation of this typology. Our reformulation would replace the broad “dignity” category with a new category that we call “interest,” which we believe better characterizes Northern European and North American cultures. We also argue that a cultural orientation toward dignity is universal and not geographically unique and is thus shared by all three cultures. This new formulation, we believe, more accurately characterizes the global range of orientations toward negotiation and conflict resolution and would, if adopted, help scholars and practitioners better understand culturally divergent conflict orientations and behaviors as well as the ramifications of such differences for negotiation and conflict resolution practice.     

Buyer and Seller Differences in Business‐to‐Business Negotiations

The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.     

Why Do Peace Negotiations Succeed or Fail? Legal Commitment,Transparency, and Inclusion during Peace Negotiations in Colombia (2012–2016) and Turkey (2012–2015)

This article examines the ways in which the negotiation framework—i.e., the legal guarantees, information management mechanism, and degree of inclusivity in peace negotiations—shapes the likelihood of concluding a peace agreement. Codifying the peace negotiations in law, publicizing information about the content of negotiations, and including mediators and civil society actors in peace talks is likely to increase a government's short‐term costs. However, doing so alleviates the adversaries' information asymmetry and commitment problems, sets guidelines to insure the process against exogenous shocks, and increases the number of actors taking part in conflict management. Comparing the recent peace negotiations to end intrastate wars in Colombia and Turkey, this article argues that a legalized, public, and inclusive framework made a peace agreement possible in Colombia, while the lack of such a framework caused Turkey's peace talks to fail.     

Negotiating a New Social Contract for Work: An Online,Distributed Approach

A massive open online course (MOOC) entitled “Shaping the Future of Work” (offered through MITx, the Massachusetts Institute of Technology's online learning division) has been the context for a multiparty simulation designed to produce classroom negotiation results that will have social impacts. After running the course in the MOOC context three times and in face‐to‐face settings eight times, we noticed that key themes emerged. Participants have brought their own workforce perspectives to their simulation roles as employers, worker representatives, elected officials, and educators. They have called for reciprocal agreements centered on fair treatment and representation in the workplace, improved organizational performance, investments in skills and capabilities, aligned rewards and benefits for workers, and work–life balance in communities. We continue to use the simulation in the classroom and are exploring ways to expand its use. In the meantime, in this article, we discuss how the insights gleaned from this simulation could be used to crystallize and advance a new social contract at a time when the public policies, institutions, and organizational practices governing employment relations have not kept up with the dramatic changes taking place in the workforce, nature of work, and overall economy.     

Explaining Informal Policy-Making Patterns in the Eurozone Crisis: Decentralized Bargaining and the Theory of EU Institutions

ABSTRACT

During the Eurozone crisis, the so-called ‘Merkozy duumvirate’ emerged as an informal, but highly visible EU policy-making pattern. This article asks why such forms of decentralized bargaining emerge and what this implies for the theory of EU institutions. According to an approach based on negotiation theory, the article argues that Merkozy is a strategic tool used by Germany to realize its preferences on EU crisis management. Based on an incomplete contracts theory of EU institutions, instead, the article analyses Merkozy as an informal institution created by France and Germany to avoid being discriminated by supranational institutions. Both approaches are employed to assess Merkozy’s role in the decision-making process leading to the adoption of the Fiscal Compact.     

Visas and work permits: Possible global negotiating initiatives

We discuss global options for initiatives intended to ameliorate adverse impacts of visa and work permit systems used by national governments around the world. We first describe and document some of their effects, noting the relative lack of other research work on these issues. We then discuss proposals for a new and supplemental global visa structure which have been made as part of the Mode 4 GATS negotiations in the WTO, suggesting that the GATS/WTO may be an imperfect institutional location for negotiating on these matters. We then evaluate other approaches, including what realistically could be possible if a new body specifically created for global negotiation in the area were to be used.

A fateful weekend in 1921: at the crux of negotiations for an Anglo-Irish Treaty and an independent Irish parliament

This article highlights the stressful logistics of final negotiations for the Anglo-Irish Treaty of 1921, a treaty that both ended the Irish war of independence (1919–21) and authorized the creation of the Irish Free State (1922). The treaty also confirmed a new international border which is still problematic today (not least in respect to the United Kingdom's decision to exit the European Union). Caught between dissidents in Dublin and experienced British ministerial negotiators in London, the ostensible plenipotentiaries of an Irish revolutionary government were obliged to rush back by rail and boat on a fraught mission to Ireland and then return immediately to London for final negotiations. The article lays bare the circumstances of that fateful weekend of 2-4 December 1921, two days after which the Irish team in London signed a controversial document that was to be contested in a civil war between different groups of Irish nationalists in 1922. The author argues that logistical pressures cannot be divorced from political tensions bearing down on negotiators.     

反劫制暴战术谈判的现代社会价值

反劫制暴战术谈判目前已成为人们关注的热点,其社会价值在于它:与反恐斗争直接相关;开始填补国内空白;体现了生命之上、人性化解决危机的理念;体现了警察职业化、技能化要求.     

浅析高校工会工作协调关系的艺术

要开展好高校的工会工作,需要校党委和上级工会的高度重视,需要校行政的大力支持,需要和校内外有关单位的密切合作,需要广大工会干部的共同努力和全体会员的积极参与。探索和掌握工会与党委、行政、群团及会员等方面关系的协调艺术具有重要的现实意义。     

浅析英汉翻译中容易出现的问题

英汉翻译中易出现以下问题 :逐词对应 ,望文生义 ;局限句法 ,生搬硬套 ;文化差异 ,导致误译。以上问题在翻译中应特别注意。