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1.
    
Strategy in negotiation is often modeled as an activity involving the interplay of creating and claiming behaviors. Theorists have advanced differing perspectives on what game best describes the consequences of choosing one approach over the other. David Lax and James Sebenius offer the prisoner's dilemma game as a model, whereas Richard Walton and Robert McKersie's analysis is consistent with a version of a classic coordination game — namely, the game of “chicken.” This article revisits these two perspectives and shows that the Walton–McKersie view is applicable to a broad range of contexts. In particular, it demonstrates how what is commonly called the tension between creating value and claiming is better understood as the simple tension between a high‐risk and a low‐risk choice.  相似文献   

2.
《国际相互影响》2012,38(1):51-73
One of the most important debates in the field of international relations is over the effect of regime type on militarized conflict. This debate, however, has rarely extended to how regime type influences other aspects of foreign policy. Using a computer simulated intergroup prisoner's dilemma, we investigate whether democratic decisionmaking groups are more cooperative than authoritarian decisionmaking groups. We argue that differences between cooperation tendencies of groups can be explained by the structure of the decision process. Repeated simulations show that democracies tend to be more consistent in their decisions in comparison to authoritarian groups. Implications for international relations theory and policy are discussed.  相似文献   

3.
    
Behavior in social-dilemma (mixed-motive) situations has been of great interest to economists, psychologists, and negotiation scholars. In this study, we used a threshold social-dilemma game to examine factors that have not yet been investigated and that may have an impact on behavior in these settings: gender and group identity. We found that, for women, interacting with members of a naturally occurring group increased coordination and efficiency, while for men, interacting with members of a naturally occurring group decreased coordination and efficiency. Psychological literature on gender differences and group interdependence explains these differences. We conclude by discussing the implications of these results for gender differences in negotiation behavior.  相似文献   

4.
    
This article discusses the pedagogical value of using remote role plays in cross‐cultural negotiations between two classes taught simultaneously at different and geographically distant institutions. We argue that remote role‐play simulations provide valuable teaching and learning experiences, and are particularly helpful for managing issues associated with outside‐group negotiation and cultural differences, the prenegotiation stage, electronic negotiations and distorted communication, and one‐shot settings in which the negotiator lacks previous knowledge of the partner. The article begins with a discussion of some critical limitations of “traditional” in‐class role plays, followed by a practical guide to remote role plays and a report of our experiences with them. Finally, we discuss the advantages and disadvantages of remote role plays as a teaching tool for international negotiation classes and the key lessons for the participating students.  相似文献   

5.
    
Although important work is being done in the emerging field of negotiation architecture and \"shaping the game,\" little of it has found its way into the classroom. Simulation exercises are among the most powerful pedagogical tools available to negotiation educators, but most existing exercises have static architectures in the form of fixed parties, issues, and interests. This article summarizes existing research on negotiation design and proposes a framework for designing \"manageably dynamic\" exercises that can be used to teach key game-shaping concepts. The framework is illustrated through an in-depth discussion of an exercise based on the negotiations to end the civil war in El Salvador.  相似文献   

6.
    
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7.
当今世界,全球化出现了由经济全球化转向安全全球化的趋势,并存在进一步向“全球安全困境”坍缩的迹象。一些国家的政策开始由倾向于通过经济全球化带动增长,转向更多考虑国家安全因素并宁可为此牺牲经济效率,表现出更不相信开放、更不相信市场、战略竞争加码、供应链及支付网络安全化、军事投入及部署增加等特征。拯救全球化的根本之道在于通过突破性创新驱动的技术进步,将趋于疲弱的世界经济扭转至相对高速的增长轨道,让各国由“存量博弈”回归“增量博弈”。边疆或边缘地区具有打破常规、爆发出制度及科技等方面突破性创新的有利条件,但也存在特有的脆弱性。对一国而言,除应针对边疆地区出台大兴创新之风的鼓励政策外,还应当加强对其所承受的硬权力及软权力影响情况的监测和研判,在用好国际国内两个市场、两种资源的同时,须臾不可放松在软权力上的引致性投资,增强边疆地区的向心力,为其富有活力的突破性创新潜力的发挥创造安定团结的社会环境。  相似文献   

8.
    
Mediation caucusing — that is, separate meetings conducted by the mediator with some, but not all, of the parties — is widely used, but it has become increasingly controversial, as some mediators advocate for a no‐caucus form of mediation using only joint sessions with all parties present. The rationale for the no‐caucus model is that caucuses give the mediator too much power at the expense of the parties, and joint sessions improve the parties' understanding of each other's views. But caucusing adds value to mediation in several ways. First, from the standpoint of economic theory, caucusing provides mediators with an important tool for overcoming two impediments to settlement — the “prisoner's dilemma” (caused by the parties' fear of mutual exploitation) and “adverse selection” (caused by the failure to disclose information). Second, caucusing can help the mediator overcome a variety of negotiation problems, such as communication barriers, unrealistic expectations, emotional barriers, intraparty conflict, and fear of losing face. Third, caucusing provides a more private setting in which the mediator can develop a deeper and more personal understanding of the parties' needs and interests. Although the no‐caucus model may be appropriate for certain types of mediation (particularly those cases in which the parties will have an ongoing relationship), some parties may prefer the efficiency that can be achieved with caucusing, even if that means sacrificing certain other values — such as greater understanding — or giving the mediator more information than the parties have, thus creating the risk of manipulation by the mediator. Moreover, the choice is not binary — numerous variations and hybrid formats can be useful, such as sessions in which the mediator meets with only the parties' lawyers or with only the parties. Choosing the best format for a mediation is more of an art than a science, and mediators should consider, with the parties, whether the parties' objectives would be best served using only joint sessions, extensive caucusing, or a combination of these approaches.  相似文献   

9.
  总被引:2,自引:2,他引:0  
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10.
    
Artificial intelligence (AI), machine learning (ML), affective computing, and big‐data techniques are improving the ways that humans negotiate and learn to negotiate. These technologies, long deployed in industry and academic research, are now being adopted for educational use. We describe several systems that help human negotiators evaluate and learn from role‐play simulations as well as applications that help human instructors teach negotiators at the individual, team, and organizational levels. AI can enable the personalization of negotiation instruction, taking into consideration factors such as culture and bias. These tools will enable improvements not only in the teaching of negotiation, but also in teaching humans how to program and collaborate with technology‐based negotiation systems, including avatars and computer‐controlled negotiation agents. These advances will provide theoretical and practical insights, require serious consideration of ethical issues, and revolutionize the way we practice and teach negotiation.  相似文献   

11.
    
The business landscape is constantly changing. Moreover, because of globalization, increased competition, and instant communication, the rate of change is accelerating. A student who has practiced only static scenarios is ill prepared to recognize, process, or adapt to changing negotiation issues and interests. Thus, negotiation instructors must change our practices to prepare students to succeed in the increasingly dynamic negotiation situations they will face by utilizing simulations that are also dynamic. This article reviews research on adaptive thinking, applies it to negotiation training, and provides examples of dynamic simulations that require students to adapt. Finally, it offers advice on how to make existing cases dynamic by using \"shocks and rumors.\"  相似文献   

12.
    
The close co‐operation between French President Sarkozy and German Chancellor Merkel (‘Merkozy’) dominated a significant part of eurozone crisis management. Yet, after the election of a new French government in 2012, the Franco‐German co‐operation in the Economic and Monetary Union deteriorated. This article asks why the Franco‐German tandem got stuck. Drawing on bargaining theory, it argues that Germany used ‘Merkozy’ as a negotiation strategy to further its aims in eurozone crisis management. However, when the preferences of the two countries were no longer reconcilable due to changes in France as well as in the negotiation environment, the strategy failed. Thus, while much of the literature has focused on the persistence of the Franco‐German partnership, this approach accounts for variation in its functioning. The results provide an explanation for the rise and fall of Merkozy and bear implications for assessing the future Franco‐German relationship.  相似文献   

13.
    
Initial random acts can be replicated and evolve into precedents, but precedents can also be built with strategic intent. Regardless of their origin, strategically applying a particular precedent or effectively refuting the relevance of a precedent can help a negotiator control decisions and achieve interdependent goals. The purposeful use of precedents has received little attention in the negotiation literature, even though using precedents can be a powerful negotiating tactic. In this study, we examine how past decisions became precedents that helped establish the Korea–Australia Free Trade Agreement of 2014 (KAFTA). We further consider how precedents established through KAFTA later influenced trade negotiations with Canada, China, India, and Japan. Following an extensive literature review and field research, we developed a two‐dimensional matrix (precedent ownership and negotiator goals) to help guide negotiators both offensively (what I want from you) and defensively (what I don't want to give you). We conclude by proposing research to enhance our understanding of temporal issues in negotiation. No previous study within the negotiation literature has examined precedents empirically.  相似文献   

14.
Anya Benson 《Japan Forum》2015,27(2):235-256
The long-running Japanese children's media franchise Doraemon is commonly interpreted both inside and outside academic discourse as a representation of a positive vision of the future, an analysis based partially on its portrayal of a lovable robot. This view is supported by the series' use of ‘science’ to represent unlimited accessibility, and the branding of the series as a companion to children's scientific education. Doraemon's celebration of the future's boundless potential is complicated, however, by the impulse in recent works to reject the same notion of ‘progress’ on which the series relies. The works remain frozen in a romanticised vision of 1960s’ Japan, and have come to connote childhood nostalgia while presenting characters that do not grow or change over time. In the 2008 film Nobita to Midori no Kyojinden, the perpetual act of returning that defines much of Doraemon today is taken to a dramatic extreme, as a pre-modern ideal becomes the blueprint for both morality and might. Doraemon constructs temporal mixtures that simultaneously glorify both the past and the future.  相似文献   

15.
Negotiation educators have long considered the use of role‐play simulations as an essential classroom teaching method, and have had high expectations regarding their suitability and efficacy for teaching. In this article, we review the literature to examine the degree to which simulations deliver on these perceived benefits, finding that simulations enjoy only limited advantages over other teaching methods. We note three trends that have developed as part of this reevaluation process: improving the way simulations are conducted, deemphasizing the use of simulations as a teaching tool while seeking new methods, and finding paradigm‐changing uses for simulations. With regard to this last trend, we describe our own experiments assigning students to design their own simulations, rather than participate in them as role players. Among other benefits of the design method, we found that designers showed greater improvements in concept learning and motivation than did role players.  相似文献   

16.
17.
Abstract

The first international men's lifestyle magazine to enter South Africa was Men's Health in 1997, followed by FHM and GQ. Not unlike their international counterparts, these magazines have been extolled in the publishing sector for their commercial success and disparaged in academia for their potentially negative influence on the sensitive gender politics of the new South Africa. In 2001, a new breed of men's lifestyle magazine emerged in South Africa: one that catered to a particular cultural or racial niche market that presumably was not satisfied by the generalising tone of the mainstream men's lifestyle magazines. The Afrikaans Christian magazine MaksiMan is the subject of this analysis, as much for what it signifies in terms of the presence of vernacular masculinities in post-apartheid South Africa as for the texture that it brings to the genre of men's lifestyle magazines. Mainstream men's magazines typically refuse to include reference to the role of father that certain of their readers might occupy. MaksiMan breaks this trend through articles and features centred on fatherhood. This article comprises an analysis of the representation of fatherhood within this niche men's lifestyle magazine.  相似文献   

18.
    
In this article, we focus on generational differences in women's representation and hypothesize that younger generations of women should be more highly represented than older generations, both in general and within the same parliament. We tested this hypothesis with data on all members who have ever served in the European Parliament since 1979. Of the four generations who have ever served in Brussels and Strasbourg – the World War II generation, the 1968 generation, the post‐1968 generation and the post‐materialist generation – we found both that women's representation increased with every generation and that their representation differs between generations within the same parliament. Finally, our results indicate that while these processes occurred roughly one generation later in eastern and southern Europe, yet, they happened faster in these parts of the European Union.  相似文献   

19.
    
In reaching their decisions, arbitrators are currently expected to act like judges by listening fully to both sides and then withdrawing to write the final and complete decision. But because of some key differences between their roles, I argue, arbitrators and judges should exercise completely different styles of decision making. Unlike judges, who make decisive rulings in order to enforce the law, arbitrators are empowered and chosen by the parties themselves to handle specific disputes or govern continuing relationships. Instead of shifting a negotiated process into an authoritative one, arbitrators have the capacity to solicit input from parties as they craft the award. Under a new model of arbitration that I call “consensus arbitration,” arbitrators would facilitate negotiation between the parties but retain the power to break impasses with partial, incomplete decisions, behaving more like facilitators than judges.  相似文献   

20.
    
《Japan Forum》2012,24(2):189-203
Abstract

Japanese women's history has been regarded as marginal to historical investigation for a long time. The subject hardly existed before 1945 and even after that date many academic historians were reluctant to accept women's history as a part of Japanese history. However, the social and political climate of the 1980s in particular, favourable in many ways to women, gave opportunities for Japanese women's historiography to promote itself and also brought the subject fuller academic recognition. Exciting and innovative research on Japanese women's history has been carried out over the past decade or so. Much of this has been conducted not only by ‘academic’ women's historians, but also by freelance writers, journalists and amateur historians, that is by people who have been less saddled with traditional historical methods and expectations. The study of Japanese women's history has now reached the point where the subject no longer requires justification.

This paper gives an overall picture of the development of Japanese women's historiography from about 1920 to 1985. It outlines major publications on the subject, which helped promote the standards of its scholarship, and evaluates these, making some comparison with Western counterparts. It discusses the most likely developments in the subject for the future.  相似文献   

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