Collaborative Role‐Play Design: Teaching Negotiation through a Novel Student–Business Partnership

Simulations are a valuable tool for teaching negotiation, and the different ways in which they are used have been extensively discussed in the pedagogy literature. Scholars have critically reflected on the role of simulations and the conditions under which they are used, and some have stressed their drawbacks. These include their often artificial context, which can, some argue, limit the participants' real commitment. We have undertaken an innovative pedagogical experiment in an effort to address these concerns. As a part of this experiment, the students designed the simulations themselves, deriving inspiration from real situations they had experienced at companies in which they had completed internships. Our students' experiences suggest ways in which this novel pedagogical approach can ameliorate some of the usual pitfalls that instructors encounter when they use role plays. Further, we believe this process allows the students to understand the importance of achieving the right balance between the distributive and integrative dimensions of the negotiation.     

Precedents in Negotiated Decisions: Korea–Australia Free Trade Agreement Negotiations

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.     

From aid negotiation to aid effectiveness: the case of food and nutrition security in Ethiopia

This paper looks at aid ownership through the lens of negotiations that take place between a country and its development partners (DPs). Based on the case of Ethiopian food security policies, it combines a structural analysis of the negotiation capital of both parties with an actor-oriented analysis of the institutional setting through which negotiations take place. First, it shows that the growing influence donors have come to have in the shaping of Ethiopian public policies results from the relative loss of legitimacy the government has experienced after the 2005 political crisis and its greater need for external economic assistance. Second, the more recent creation of a negotiation platform between the Government of Ethiopia (GoE) and its DPs has allowed the GoE to enhance donor’s alignment with its development policies and regain some control over its development agenda, while giving them more room to contribute to several food and nutrition security policy reforms which have been positively evaluated. The paper stresses the need for donors to better recognise the centrality of politics in any aid intervention.     

The Interaction Effects of Bargaining Power: The Interplay Between Veto Power,Asymmetric Interdependence,Reputation, and Audience Costs

In international relations, different rationalistic theories have developed to explain negotiators’ behavior and the outcomes of negotiations. The compatibility and interaction effects between the different forms of bargaining power, however, remain unexplored. In this article, I seek to fill this gap by connecting four rationalistic concepts of bargaining power: veto power, asymmetric interdependence, reputation, and audience costs. By showing that domestic veto players are only semiveto players in international politics – because they can veto an improvement but not a deterioration of the status quo – threats based on asymmetric interdependence to disrupt a mutually beneficial cooperative relationship can be connected to veto power; the incompatibility of the factors concerned would otherwise make this impossible. The combination of veto power and asymmetric interdependence, however, raises a theoretical question: Will rational actors ever approve a deterioration of the status quo? Theories of reputation and audience costs can help answer this question. According to these approaches, threatening parties suffer ex post costs when they back down from their own threats. This theoretical analysis sheds new light on how different forms of bargaining power interact with each other and also helps to address some of the theoretical inconsistencies of the original individual concepts. Finally, this analysis suggests some of the weaknesses of empirical studies that have neglected these interaction effects.     

论反劫持谈判的心理策略

在反劫持谈判中,谈判人员须运用正确的心理策略,动之以情、晓之以理、导之以行,以调节劫持者的情感、认知和意志等心理活动,并进而控制其行为,保证谈判活动顺利进行。     

Decentering Motherhood: Reentry Strategies for Women on Parole and Probation

As the population of mothers under state supervision rapidly increases, it is necessary to document and analyze their experiences. This research contributes to the literature by exploring the experiences of such mothers, highlighting narratives from mothers who transitioned to a halfway house as part of their reintegration. We analyze how such mothers define good mothering and how they construct and manage their own mothering in light of their histories of drug use and criminal justice involvement, which often lead to prolonged absences from their children. The discourses of priority and presence dominate the mothers’ narratives, supported by expectations from both probation/parole and the halfway house. Collectively our data suggest that mothers engage in a complex negotiation between state supervision and motherhood that reimagines the nature and practice of good mothering and adapts strategies for fulfilling state obligations.     

Beyond Offers and Counteroffers: The Impact of Interaction Time and Negotiator Job Satisfaction on Subjective Outcomes in Negotiation

In this study, we examined real‐world sales negotiations by collecting data in collaboration with a large Taiwanese eyeglasses company. We found, as has been established previously, that higher first offers predict higher company profits and that the impact of high opening offers can be muted by greater customer awareness of prices at other stores. When we investigated a more qualitative outcome, customers’ perceptions of service quality, a different set of predictors emerged. Our results indicate that salespeople who spent more time introducing the products and services were perceived by the customers as providing higher service quality, but this effect only occurred for those salespeople who reported high levels of job satisfaction. Also, price reduction by salespeople did not improve customer satisfaction. Our results indicate that customer satisfaction does not require negotiated price concessions, but rather depends on extensive interaction with salespeople who are happy in their work. This is the first study to show that negotiator job satisfaction can affect important negotiation outcomes.     

Developing Strategies for Asking Questions in Negotiation

Although negotiation writers often advise negotiators to have a strategy for asking their counterparts questions, the negotiation literature does not currently provide a detailed discussion of how to develop a strategy for asking questions in negotiation. This essay begins that discussion. In doing so, it draws from such disciplines as logic, linguistics, and cognitive psychology, in which the act of questioning has been examined with the goal of developing theory. This article also draws from such applied disciplines as law, education, and journalism, in which questioning as a matter of strategy has also been examined. A common theme across these different domains has been potential resistance to answering questions on the part of the person being interviewed and explorations of the sources of that resistance. Therefore, in this discussion of questioning strategy, I have focused particularly on how resistance can be avoided or overcome.     

Explaining the Origins of the Iran Hostage Crisis: A Cognitive Perspective

Psychological approaches have long been utilized to try to understand the mindsets of terrorists, but much of this literature has drawn on Freudian-inspired psychoanalytic approaches derived from the field of what is sometimes known as abnormal psychology. Building upon recent work which has largely dismissed the value of this kind of approach, this article suggests that we ought to draw more actively than hitherto upon newer, cognitive-based approaches to the study of terrorism. Stressing the importance of analogical reasoning in normal human reasoning, this article seeks to explain the actions of the Iranian students who stormed the U.S. embassy in Tehran in November 1979. Cognitive images of “another 1953,” it is argued, played an especially decisive role in the hostage takers' decision-making processes. While analogical reasoning represents only one cognitive approach to decision-making, future research in the field of terrorist studies should utilize more up-to-date “mainstream” approaches to understanding the psychology of terrorist decision-making.