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.     

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。     

我国内地与港澳的区际司法协助与机制构建

我国内地与港澳之间的区际司法协助是由《基本法》设定,并具有自身特殊规律的一种法律合作形式。它以特别行政区的高度自治和独立司法权为基础,通过各主体之间的平等协商来具体实施。因三地的法律制度差异较大,又缺乏上位法和上位司法权协调机制,在具体合作和制度建设中遇到不少难题,亟待更新观念,从理论与实务两个层面进行突破。各法域应在"一国两制"方针的指导下,按照相互尊重、主动合作、注重程序、效率优先的原则构建合作机制和开展司法协助,为区域经济发展和社会稳定提供法制保障。     

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.

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.     

会计信息与工资集体协商--理论与实务的几个问题

工资集体协商的实质是经济利益的协商,协商的效果和质量取决于协商手段的运用,特别是协商过程中财务信息的运用。研究工资集体协商过程中涉及的若干会计问题,目的是引导协商主体,充分利用财务信息,提高工资集体协商的质量,实现共赢。