A New Use for Practitioners in Teaching Negotiation

This article examines the role that practitioners as guest lecturers have traditionally played in the teaching of negotiation. The authors argue that, as seen from the perspective of student learning, this traditional role has not utilized the practitioner's expertise and experience to an optimal degree. Because of this, they have redesigned the role of the practitioner as guest lecturer in their negotiation course. They describe this new role in some detail. Their goal is to encourage students to understand how and why integrative negotiation techniques can work beyond the classroom in what students call the "real world."     

When Negotiations Become Routine: Not Reinventing the Wheel While Thinking Outside the Box

In this article, we seek to apply the insights of recent research on routine to the context of repeated negotiations. To demonstrate the link between both concepts, we introduce an analytical framework in which we identify different negotiation situations in which routine can develop. We distinguish two dimensions of the negotiation process: a problem-solving dimension and a communication dimension. Our framework for analyzing the role of routine in negotiation is built around these two dimensions. We define those skills that we argue in repeated negotiations can help negotiators manage particular kinds of negotiations depending on the level and type of routinization that type of negotiation involves. Moreover, we demonstrate that our framework is inherently dynamic, which we illustrate with simplified business examples.     

Bargaining for justice: A means to resolve competing justice claims

In many types of social situations, individuals defend their claims to a portion of the rewards by arguing that they are just. Although a great deal of research demonstrates that individuals differ in their distribution preferences and thus their beliefs about what is fair, the literature curiously omits consideration of the consequences of these differences, especially the conflict they may engender. This paper first reviews the few attempts to address such justice conflict. The limitations of these approaches suggest concerns to be addressed in an alternative framework. The paper presents a theoretical discussion of this alternative that integrates assumptions about distribution preferences, justice beliefs, conditions fostering the emergence of justice conflict, and elements of negotiation processes as a basic framework for predictions about the bargaining strategies individuals may employ to resolve competing justice claims.     

德国防暴警察解救人质策略

德国边防警察部队学习和借鉴其他国家防暴警察的行动战术 ,结合本国反恐怖的形势和要求 ,总结出一套行之有效的反劫持战术和解救人质策略。概括地讲 ,德国边防警察部队防暴警察和特种防暴警察在对付劫持人质事件中注重谈判技巧 ,讲求方法取胜 ,在万不得已的情况下诉诸武力 ,也要争取多方配合 ,巧施骗术 ,蒙蔽劫持者 ,给武力行动创造最佳时机 ,充分发挥武器装备的优势 ,力求速战速决 ,最大限度减少人质伤亡 ,保证反劫持解救人质行动的胜利     

The Promise and Peril of Automated Negotiators

Innovations in artificial intelligence are enabling a new class of applications that can negotiate with people through chat or spoken language. Developed in close collaboration with behavioral science research, these algorithms can detect, mimic, and leverage human psychology, enabling them to undertake such functions as the detection of common mistakes made by novice negotiators. These algorithms can simulate the cognitive processes that shape human negotiations and make use of these models to influence negotiated outcomes. This article reviews some of the scientific advances enabling this technology and discusses how it is being used to advance negotiation research, teaching, and practice.     

Social Media Influence on Diplomatic Negotiation: Shifting the Shape of the Table

Social media is changing not only the atmosphere in which international negotiations take place; it is also changing the very substance of the deals. Because of the pace and proliferation of social media, negotiators must read “weak signals” early on—and anticipate a quickly organized, highly motivated opposition. However, diplomatic negotiators still lack the tools to engage in this sort of anticipatory strategy design. This article examines two recent cases, one involving the Transatlantic Trade and Investment Partnership and the other involving a German Constitutional Court’s ruling on the European Central Bank’s Public Debt Purchasing Program, in which social media had a highly disruptive, unanticipated impact on international negotiations—to the point of forcing negotiators’ hands—and suggests institutional remedies to better anticipate the catalytic impact of advancing technology on diplomatic interactions.     

“入世”后我国应对环境贸易壁垒之研究

中国加入WTO之后,一些国家的环境贸易壁垒将进一步威胁我国的外贸出口。为此,我们应该研究运用WTO相关环境政策法规和争端解决机制来应对面临的环境贸易壁垒。还应注意团结广大发展中国家,积极参与包括环境贸易在内的新一轮WTO多边贸易谈判,做游戏规则的制定者和相关谈判的智者。     

中美商务谈判差异表现的文化根源及应对策略

中美商务谈判的差异表现主要在谈判战略、谈判战术、谈判决策和谈判方向四方面,这些差异可能对谈判造成误解、僵局乃至破裂等负面影响。中美商务谈判的差异表现根源在于中美文化的差异,主要表现在集体主义与个人主义的差异、思维方式差异和权力距离差异三个方面。为促进商务谈判的成功,可以采用双赢策略、团队策略、尊重策略和语言策略来应对这些差异。     

In Search of Master Negotiators: A Negotiation Competency Model

Over the last four decades, the field of negotiation has become a fully recognized academic discipline around the world and negotiation courses and competitions have become increasingly popular. Although it is believed that negotiators may be trained and that negotiation is a skill that can be taught and evaluated, the question of how to assess negotiation performance systematically and comprehensively remains largely unanswered. This article proposes a negotiation competency model for evaluating negotiation performance. The model includes a set of selected negotiation competencies together with proficiency levels and their behavioral indicators. Our goal is to help scholars design more effective negotiation courses and fairer negotiation competitions, improve negotiation pedagogy, and train negotiators who are well prepared to handle conflicts in our increasingly complex society.