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(Psychology)</h1><div class="u-tcGrayDark">1,671 Followers</div><div class="u-tcGrayDark u-mt2x">Recent papers in <b>Negotiation (Psychology)</b></div></div></div></div></div></div><div class="TabbedNavigation"><div class="container"><div class="row"><div class="col-xs-12 clearfix"><ul class="nav u-m0x u-p0x list-inline u-displayFlex"><li class="active"><a href="https://www.academia.edu/Documents/in/Negotiation_Psychology_">Top Papers</a></li><li><a href="https://www.academia.edu/Documents/in/Negotiation_Psychology_/MostCited">Most Cited Papers</a></li><li><a href="https://www.academia.edu/Documents/in/Negotiation_Psychology_/MostDownloaded">Most Downloaded Papers</a></li><li><a href="https://www.academia.edu/Documents/in/Negotiation_Psychology_/MostRecent">Newest Papers</a></li><li><a class="" href="https://www.academia.edu/People/Negotiation_Psychology_">People</a></li></ul></div><style type="text/css">ul.nav{flex-direction:row}@media(max-width: 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href="https://www.academia.edu/484811/The_big_bang_the_evolution_of_negotiation_research">The big bang: the evolution of negotiation research</a></div></div><div class="u-pb4x u-mt3x"></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/484811" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="9ad76a7cd8950ca105412f3fdfb5bdee" rel="nofollow" data-download="{"attachment_id":3451657,"asset_id":484811,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button 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u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">The Four Step Sales Cycle Found in Every Successful Business Transaction. “Selling with EASE Will Help You Close More Deals, Advance Your Career and Build Your Income.” JEB BLOUNT - Bestselling Author of Fanatical Prospecting and People... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_21680880" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">The Four Step Sales Cycle Found in Every Successful Business Transaction.<br /><br />“Selling with EASE Will Help You Close More Deals, Advance Your Career and Build Your Income.” JEB BLOUNT - Bestselling Author of Fanatical Prospecting and People Buy You</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue 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class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="23194474" href="https://independent.academia.edu/ChrisMurray6">Chris Murray</a><script data-card-contents-for-user="23194474" type="text/json">{"id":23194474,"first_name":"Chris","last_name":"Murray","domain_name":"independent","page_name":"ChrisMurray6","display_name":"Chris Murray","profile_url":"https://independent.academia.edu/ChrisMurray6?f_ri=30916","photo":"https://gravatar.com/avatar/dfaa49fd02dd67075375e7641e1fbed6?s=65"}</script></span></span></li><li class="js-paper-rank-work_21680880 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="21680880"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ 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You\n","downloadable_attachments":[{"id":42371125,"asset_id":21680880,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":23194474,"first_name":"Chris","last_name":"Murray","domain_name":"independent","page_name":"ChrisMurray6","display_name":"Chris Murray","profile_url":"https://independent.academia.edu/ChrisMurray6?f_ri=30916","photo":"https://gravatar.com/avatar/dfaa49fd02dd67075375e7641e1fbed6?s=65"}],"research_interests":[{"id":26,"name":"Business","url":"https://www.academia.edu/Documents/in/Business?f_ri=30916","nofollow":true},{"id":46,"name":"Business Ethics","url":"https://www.academia.edu/Documents/in/Business_Ethics?f_ri=30916","nofollow":true},{"id":3131,"name":"Small Business","url":"https://www.academia.edu/Documents/in/Small_Business?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":12815,"name":"Customer 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Marketing","url":"https://www.academia.edu/Documents/in/Sales_and_Marketing?f_ri=30916"},{"id":306043,"name":"Sales Promotion","url":"https://www.academia.edu/Documents/in/Sales_Promotion?f_ri=30916"},{"id":743959,"name":"Cross Selling","url":"https://www.academia.edu/Documents/in/Cross_Selling?f_ri=30916"},{"id":1190704,"name":"Selling and Sales Management","url":"https://www.academia.edu/Documents/in/Selling_and_Sales_Management?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_846865" data-work_id="846865" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/846865/Diplomatic_ambiguity_Language_power_law_2011_">Diplomatic ambiguity: Language, power, law (2011)</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Diplomatic ambiguity is one of the most interesting kinds of language-use in politics in general, and in diplomacy in particular. Normally, it is taken as a device that buys a temporary agreement at the price of a later verbal and... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_846865" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Diplomatic ambiguity is one of the most interesting kinds of language-use in politics in general, and in diplomacy in particular. Normally, it is taken as a device that buys a temporary agreement at the price of a later verbal and interpretive conflict or misunderstanding. Prior to this study, no comprehensive or theory-guided analysis of this both political and linguistic phenomenon had been attempted. The study focuses on a number of ambiguously phrased peace-agreements, exploring three fundamental parameters in terms of which the concept of diplomatic ambiguity can be framed: language, power, and law. It proposes an argument of relevance to the most prominent schools of thought in International Relations, and closes a visible gap in the existing literature dealing with conflict, diplomacy, international politics, and discourse-related aspects of such politics. Due to its interdisciplinary character and sensitivity to the requirements of practice, it also offers an informative and practicable guide to the practitioners of international relations, diplomacy, politics, and law.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/846865" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="77a8bb9a42b600101f7aa13427cc2362" rel="nofollow" data-download="{"attachment_id":30514001,"asset_id":846865,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/30514001/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="678458" href="https://independent.academia.edu/DrazenPehar">Drazen Pehar</a><script data-card-contents-for-user="678458" type="text/json">{"id":678458,"first_name":"Drazen","last_name":"Pehar","domain_name":"independent","page_name":"DrazenPehar","display_name":"Drazen Pehar","profile_url":"https://independent.academia.edu/DrazenPehar?f_ri=30916","photo":"https://0.academia-photos.com/678458/235435/164870623/s65_drazen.pehar.png"}</script></span></span></li><li class="js-paper-rank-work_846865 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="846865"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 846865, container: ".js-paper-rank-work_846865", }); 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Normally, it is taken as a device that buys a temporary agreement at the price of a later verbal and interpretive conflict or misunderstanding. Prior to this study, no comprehensive or theory-guided analysis of this both political and linguistic phenomenon had been attempted. The study focuses on a number of ambiguously phrased peace-agreements, exploring three fundamental parameters in terms of which the concept of diplomatic ambiguity can be framed: language, power, and law. It proposes an argument of relevance to the most prominent schools of thought in International Relations, and closes a visible gap in the existing literature dealing with conflict, diplomacy, international politics, and discourse-related aspects of such politics. Due to its interdisciplinary character and sensitivity to the requirements of practice, it also offers an informative and practicable guide to the practitioners of international relations, diplomacy, politics, and law.","downloadable_attachments":[{"id":30514001,"asset_id":846865,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":678458,"first_name":"Drazen","last_name":"Pehar","domain_name":"independent","page_name":"DrazenPehar","display_name":"Drazen Pehar","profile_url":"https://independent.academia.edu/DrazenPehar?f_ri=30916","photo":"https://0.academia-photos.com/678458/235435/164870623/s65_drazen.pehar.png"}],"research_interests":[{"id":534,"name":"Law","url":"https://www.academia.edu/Documents/in/Law?f_ri=30916","nofollow":true},{"id":542,"name":"Jurisprudence","url":"https://www.academia.edu/Documents/in/Jurisprudence?f_ri=30916","nofollow":true},{"id":797,"name":"International Relations","url":"https://www.academia.edu/Documents/in/International_Relations?f_ri=30916","nofollow":true},{"id":803,"name":"Philosophy","url":"https://www.academia.edu/Documents/in/Philosophy?f_ri=30916","nofollow":true},{"id":807,"name":"Philosophy Of Language","url":"https://www.academia.edu/Documents/in/Philosophy_Of_Language?f_ri=30916"},{"id":813,"name":"Political Philosophy","url":"https://www.academia.edu/Documents/in/Political_Philosophy?f_ri=30916"},{"id":1166,"name":"International Relations Theory","url":"https://www.academia.edu/Documents/in/International_Relations_Theory?f_ri=30916"},{"id":1198,"name":"Peace and Conflict Studies","url":"https://www.academia.edu/Documents/in/Peace_and_Conflict_Studies?f_ri=30916"},{"id":1696,"name":"Political Theory","url":"https://www.academia.edu/Documents/in/Political_Theory?f_ri=30916"},{"id":2575,"name":"International Law","url":"https://www.academia.edu/Documents/in/International_Law?f_ri=30916"},{"id":3337,"name":"Balkan Studies","url":"https://www.academia.edu/Documents/in/Balkan_Studies?f_ri=30916"},{"id":3742,"name":"Public Diplomacy","url":"https://www.academia.edu/Documents/in/Public_Diplomacy?f_ri=30916"},{"id":3872,"name":"War Studies","url":"https://www.academia.edu/Documents/in/War_Studies?f_ri=30916"},{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916"},{"id":5248,"name":"Legal Theory","url":"https://www.academia.edu/Documents/in/Legal_Theory?f_ri=30916"},{"id":7369,"name":"Political communication","url":"https://www.academia.edu/Documents/in/Political_communication?f_ri=30916"},{"id":9707,"name":"Diplomacy","url":"https://www.academia.edu/Documents/in/Diplomacy?f_ri=30916"},{"id":10344,"name":"International Politics","url":"https://www.academia.edu/Documents/in/International_Politics?f_ri=30916"},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916"},{"id":13396,"name":"Political Economy of Development","url":"https://www.academia.edu/Documents/in/Political_Economy_of_Development?f_ri=30916"},{"id":15674,"name":"Linguistics","url":"https://www.academia.edu/Documents/in/Linguistics?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":80313,"name":"Radicalism","url":"https://www.academia.edu/Documents/in/Radicalism?f_ri=30916"},{"id":102744,"name":"Ambiguity","url":"https://www.academia.edu/Documents/in/Ambiguity?f_ri=30916"},{"id":571898,"name":"Global Social Movements","url":"https://www.academia.edu/Documents/in/Global_Social_Movements?f_ri=30916"},{"id":997252,"name":"Legisprudence","url":"https://www.academia.edu/Documents/in/Legisprudence?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_2326065" data-work_id="2326065" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/2326065/Madill_A_2009_Construction_of_anger_in_one_successful_case_of_psychodynamic_interpersonal_psychotherapy_Problem_re_formulation_and_the_negotiation_of_moral_context">Madill, A. (2009) Construction of anger in one successful case of psychodynamic-interpersonal psychotherapy: Problem (re)formulation and the negotiation of moral context.</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">This paper provides a worked exemplar of psychotherapy research using the approach of conversation analysis inspired discourse analysis (CA/DA), sometimes known as discursive psychology (Edwards & Potter, 1992; Potter, 2003; Potter &... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_2326065" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">This paper provides a worked exemplar of psychotherapy research using the approach of conversation analysis inspired discourse analysis (CA/DA), sometimes known as discursive psychology (Edwards & Potter, 1992; Potter, 2003; Potter & Wetherell, 1987). The aim of the paper is to explore the potential usefulness of discursive analysis for qualitative psychotherapy research within a relational centred ethos. The paper presents an analysis of extracts from a case of psychodynamic-interpersonal psychotherapy based on Hobson’s (1985) conversational model. This model has a particular relational focus in assuming clients’ problems arise from relationship disturbances and that the therapeutic encounter is a vehicle for the manifestation, exploration, and modification of such problems. The model is conversational in that intervention consists of therapists’ use of strategies such as negotiation, metaphor, and development of a ‘common feeling language’...</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/2326065" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="8a2b6c97c6213a4258d7c94fe976e0f2" rel="nofollow" data-download="{"attachment_id":31245399,"asset_id":2326065,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/31245399/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="231432" href="https://leeds.academia.edu/AnnaMadill">Anna Madill</a><script data-card-contents-for-user="231432" type="text/json">{"id":231432,"first_name":"Anna","last_name":"Madill","domain_name":"leeds","page_name":"AnnaMadill","display_name":"Anna Madill","profile_url":"https://leeds.academia.edu/AnnaMadill?f_ri=30916","photo":"https://0.academia-photos.com/231432/153122/178163/s65_anna.madill.jpg"}</script></span></span></li><li class="js-paper-rank-work_2326065 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="2326065"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 2326065, container: ".js-paper-rank-work_2326065", }); 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The paper presents an analysis of extracts from a case of psychodynamic-interpersonal psychotherapy based on Hobson’s (1985) conversational model. This model has a particular relational focus in assuming clients’ problems arise from relationship disturbances and that the therapeutic encounter is a vehicle for the manifestation, exploration, and modification of such problems. 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Ecosystems","url":"https://www.academia.edu/Documents/in/Human_Ecosystems?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_17826062" data-work_id="17826062" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/17826062/The_Agreement_Bias_in_Negotiation_Teams_Facilitate_Impasse">The Agreement Bias in Negotiation: Teams Facilitate Impasse</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">This research represents the first empirical investigation of the agreement bias in negotiation. The agreement bias is a negotiation trap characterized by settling for terms that are worse than one's alternatives. Results from two... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_17826062" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">This research represents the first empirical investigation of the agreement bias in negotiation. The agreement bias is a negotiation trap characterized by settling for terms that are worse than one's alternatives. Results from two experiments indicated that teams reduce the agreement bias by facilitating impasse in negotiations with a negative bargaining zone. Study 1 found that the addition of a single teammate was sufficient for generating discontinuity between teams and solos in their ability to avoid the agreement bias. Study 2 provided support for two proposed explanations for the agreement bias. Consistent with the faulty-judgment explanation, the role that required the most information processing benefited the most from the addition of a teammate. Consistent with the concern-with-being-liked explanation, solos were perceived as exhibiting more agreeable behavior than teams, and agreeable behavior was associated with a greater likelihood of agreement.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/17826062" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="9fd11f8102127e202e6ba071f7aaa680" rel="nofollow" data-download="{"attachment_id":39731299,"asset_id":17826062,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/39731299/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="37637975" href="https://cmu.academia.edu/TCohen">Taya R Cohen</a><script data-card-contents-for-user="37637975" type="text/json">{"id":37637975,"first_name":"Taya","last_name":"Cohen","domain_name":"cmu","page_name":"TCohen","display_name":"Taya R Cohen","profile_url":"https://cmu.academia.edu/TCohen?f_ri=30916","photo":"https://0.academia-photos.com/37637975/10606819/11839268/s65_taya.cohen.jpg"}</script></span></span></li><li class="js-paper-rank-work_17826062 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="17826062"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 17826062, container: ".js-paper-rank-work_17826062", }); 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$(".js-view-count[data-work-id=17826062]").text(description); $(".js-view-count-work_17826062").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_17826062").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="17826062"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">5</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="248" rel="nofollow" href="https://www.academia.edu/Documents/in/Social_Psychology">Social Psychology</a>, <script data-card-contents-for-ri="248" type="text/json">{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="3008" rel="nofollow" href="https://www.academia.edu/Documents/in/Teams">Teams</a>, <script data-card-contents-for-ri="3008" type="text/json">{"id":3008,"name":"Teams","url":"https://www.academia.edu/Documents/in/Teams?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="9985" rel="nofollow" href="https://www.academia.edu/Documents/in/Group_Processes_and_Intergroup_Relations">Group Processes & Intergroup Relations</a>, <script data-card-contents-for-ri="9985" type="text/json">{"id":9985,"name":"Group Processes \u0026 Intergroup Relations","url":"https://www.academia.edu/Documents/in/Group_Processes_and_Intergroup_Relations?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a><script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=17826062]'), work: {"id":17826062,"title":"The Agreement Bias in Negotiation: Teams Facilitate Impasse","created_at":"2015-11-05T14:40:51.100-08:00","url":"https://www.academia.edu/17826062/The_Agreement_Bias_in_Negotiation_Teams_Facilitate_Impasse?f_ri=30916","dom_id":"work_17826062","summary":"This research represents the first empirical investigation of the agreement bias in negotiation. The agreement bias is a negotiation trap characterized by settling for terms that are worse than one's alternatives. Results from two experiments indicated that teams reduce the agreement bias by facilitating impasse in negotiations with a negative bargaining zone. Study 1 found that the addition of a single teammate was sufficient for generating discontinuity between teams and solos in their ability to avoid the agreement bias. Study 2 provided support for two proposed explanations for the agreement bias. Consistent with the faulty-judgment explanation, the role that required the most information processing benefited the most from the addition of a teammate. Consistent with the concern-with-being-liked explanation, solos were perceived as exhibiting more agreeable behavior than teams, and agreeable behavior was associated with a greater likelihood of agreement.","downloadable_attachments":[{"id":39731299,"asset_id":17826062,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":37637975,"first_name":"Taya","last_name":"Cohen","domain_name":"cmu","page_name":"TCohen","display_name":"Taya R Cohen","profile_url":"https://cmu.academia.edu/TCohen?f_ri=30916","photo":"https://0.academia-photos.com/37637975/10606819/11839268/s65_taya.cohen.jpg"}],"research_interests":[{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true},{"id":3008,"name":"Teams","url":"https://www.academia.edu/Documents/in/Teams?f_ri=30916","nofollow":true},{"id":9985,"name":"Group Processes \u0026 Intergroup Relations","url":"https://www.academia.edu/Documents/in/Group_Processes_and_Intergroup_Relations?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_37214500" data-work_id="37214500" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/37214500/Getting_to_Excess_Psychological_Entitlement_and_Negotiation_Attitudes">Getting to Excess: Psychological Entitlement and Negotiation Attitudes</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">In this paper, we extend the literature on psychological entitlement to the domain of negotiation. Psychological entitlement describes a tendency to demand excessive and unearned rewards. For negotiators, entitlement is associated not... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_37214500" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">In this paper, we extend the literature on psychological entitlement to the domain of negotiation. Psychological entitlement describes a tendency to demand excessive and unearned rewards. For negotiators, entitlement is associated not only with individually beneficial attitudes, like aspirations, first offer intentions and self-efficacy, but also with contentious and unethical approaches to bargaining. As such, we argue that entitlement in negotiation may function as a social trap: The functional negotiation attitudes it engenders are likely to result in personally favourable outcomes for the entitled negotiator, reinforcing and exacerbating those attitudes. But these advantages are simultaneously accompanied by a suite of dysfunctional attitudes (unethicality, a Bzero-sum^ mindset and a contentious style) that lead the entitled to seek advantage at others' cost. In three cross-sectional studies of recalled, hypothetical and planned future negotiations (n = 615), we show both the functional and dysfunc-tional consequences of entitlement in negotiation. Importantly, we establish the ability of entitlement to predict these consequences above and beyond traits robustly situated in the personality literature (e.g. narcissism, low agreeableness, neuroticism). Our findings indicate entitlement may have pernicious effects for negotiation ethics. We close by addressing the methodological limitations of our study and by proposing a research agenda for management, personality and negotiation researchers interested in mitigating the effects of entitlement in negotiating.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/37214500" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="0131f236f8ccda4d8a75a400da02d88e" rel="nofollow" data-download="{"attachment_id":57165425,"asset_id":37214500,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/57165425/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="109969" href="https://umanitoba.academia.edu/LukasNeville">Lukas Neville</a><script data-card-contents-for-user="109969" type="text/json">{"id":109969,"first_name":"Lukas","last_name":"Neville","domain_name":"umanitoba","page_name":"LukasNeville","display_name":"Lukas Neville","profile_url":"https://umanitoba.academia.edu/LukasNeville?f_ri=30916","photo":"https://0.academia-photos.com/109969/29976/19743328/s65_lukas.neville.png"}</script></span></span></li><li class="js-paper-rank-work_37214500 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="37214500"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 37214500, container: ".js-paper-rank-work_37214500", }); 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$(".js-view-count[data-work-id=37214500]").text(description); $(".js-view-count-work_37214500").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_37214500").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="37214500"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">5</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="242" rel="nofollow" href="https://www.academia.edu/Documents/in/Personality_Psychology">Personality Psychology</a>, <script data-card-contents-for-ri="242" type="text/json">{"id":242,"name":"Personality Psychology","url":"https://www.academia.edu/Documents/in/Personality_Psychology?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="30916" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation_Psychology_">Negotiation (Psychology)</a>, <script data-card-contents-for-ri="30916" type="text/json">{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="77144" rel="nofollow" href="https://www.academia.edu/Documents/in/Entitlement">Entitlement</a><script data-card-contents-for-ri="77144" type="text/json">{"id":77144,"name":"Entitlement","url":"https://www.academia.edu/Documents/in/Entitlement?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=37214500]'), work: {"id":37214500,"title":"Getting to Excess: Psychological Entitlement and Negotiation Attitudes","created_at":"2018-08-10T06:44:26.728-07:00","url":"https://www.academia.edu/37214500/Getting_to_Excess_Psychological_Entitlement_and_Negotiation_Attitudes?f_ri=30916","dom_id":"work_37214500","summary":"In this paper, we extend the literature on psychological entitlement to the domain of negotiation. Psychological entitlement describes a tendency to demand excessive and unearned rewards. For negotiators, entitlement is associated not only with individually beneficial attitudes, like aspirations, first offer intentions and self-efficacy, but also with contentious and unethical approaches to bargaining. As such, we argue that entitlement in negotiation may function as a social trap: The functional negotiation attitudes it engenders are likely to result in personally favourable outcomes for the entitled negotiator, reinforcing and exacerbating those attitudes. But these advantages are simultaneously accompanied by a suite of dysfunctional attitudes (unethicality, a Bzero-sum^ mindset and a contentious style) that lead the entitled to seek advantage at others' cost. In three cross-sectional studies of recalled, hypothetical and planned future negotiations (n = 615), we show both the functional and dysfunc-tional consequences of entitlement in negotiation. Importantly, we establish the ability of entitlement to predict these consequences above and beyond traits robustly situated in the personality literature (e.g. narcissism, low agreeableness, neuroticism). Our findings indicate entitlement may have pernicious effects for negotiation ethics. We close by addressing the methodological limitations of our study and by proposing a research agenda for management, personality and negotiation researchers interested in mitigating the effects of entitlement in negotiating.","downloadable_attachments":[{"id":57165425,"asset_id":37214500,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":109969,"first_name":"Lukas","last_name":"Neville","domain_name":"umanitoba","page_name":"LukasNeville","display_name":"Lukas Neville","profile_url":"https://umanitoba.academia.edu/LukasNeville?f_ri=30916","photo":"https://0.academia-photos.com/109969/29976/19743328/s65_lukas.neville.png"}],"research_interests":[{"id":242,"name":"Personality Psychology","url":"https://www.academia.edu/Documents/in/Personality_Psychology?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":77144,"name":"Entitlement","url":"https://www.academia.edu/Documents/in/Entitlement?f_ri=30916","nofollow":true},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_37133748" data-work_id="37133748" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/37133748/Evidence_Admissibility_and_Evaluation_Models_in_Commercial_Arbitration">Evidence Admissibility and Evaluation Models in Commercial Arbitration</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Contracts are designed to govern the relations between business partners and allocate risk among them, yet they cannot mitigate all risks; hence, dispute resolution mechanisms have been developed to assist. According to research,... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_37133748" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Contracts are designed to govern the relations between business partners and allocate risk among them, yet they cannot mitigate all risks; hence, dispute resolution mechanisms have been developed to assist. According to research, arbitration is considered one of the most efficient legally binding dispute resolution mechanisms. Since initiating an arbitration case against business partners often severs the business relationship between them, predicting the arbitrator's decision becomes valuable to the arbitrating parties. To do so, arbitration prediction models are suggested in this paper through modeling the arbitrator's award in two stages: evidence admissibility and evidence evaluation. While arbitrators currently admit evidence in a relatively unsystematic way, this proposed admissibility framework systemizes the current practice by preserving its subjectivity, yet aligning it with the widely deployed rules of arbitration. This research further proposes an evidence evaluation model, providing a rapid answer to the famous commercial arbitration battle, discovery. While the current arbitrators' practice in allowing discovery is not systematic, the proposed optimization model is a tool that could systematically assist arbitrators trading between the arbitration key characteristic, efficiency, and justice. This is achieved by assigning weights to evidence parameters such as sufficiency and credibility, which in turn provide numerical measures to reduce the decision's subjectivity.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/37133748" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="57804ab5406b5c0b3af16a25f04e97eb" rel="nofollow" data-download="{"attachment_id":57084255,"asset_id":37133748,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/57084255/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="6922902" href="https://khalifa.academia.edu/AbdullaGaladari">Abdulla Galadari</a><script data-card-contents-for-user="6922902" type="text/json">{"id":6922902,"first_name":"Abdulla","last_name":"Galadari","domain_name":"khalifa","page_name":"AbdullaGaladari","display_name":"Abdulla Galadari","profile_url":"https://khalifa.academia.edu/AbdullaGaladari?f_ri=30916","photo":"/images/s65_no_pic.png"}</script></span></span></li><li class="js-paper-rank-work_37133748 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="37133748"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 37133748, container: ".js-paper-rank-work_37133748", }); 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hence, dispute resolution mechanisms have been developed to assist. According to research, arbitration is considered one of the most efficient legally binding dispute resolution mechanisms. Since initiating an arbitration case against business partners often severs the business relationship between them, predicting the arbitrator's decision becomes valuable to the arbitrating parties. To do so, arbitration prediction models are suggested in this paper through modeling the arbitrator's award in two stages: evidence admissibility and evidence evaluation. While arbitrators currently admit evidence in a relatively unsystematic way, this proposed admissibility framework systemizes the current practice by preserving its subjectivity, yet aligning it with the widely deployed rules of arbitration. This research further proposes an evidence evaluation model, providing a rapid answer to the famous commercial arbitration battle, discovery. While the current arbitrators' practice in allowing discovery is not systematic, the proposed optimization model is a tool that could systematically assist arbitrators trading between the arbitration key characteristic, efficiency, and justice. This is achieved by assigning weights to evidence parameters such as sufficiency and credibility, which in turn provide numerical measures to reduce the decision's subjectivity.","downloadable_attachments":[{"id":57084255,"asset_id":37133748,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":6922902,"first_name":"Abdulla","last_name":"Galadari","domain_name":"khalifa","page_name":"AbdullaGaladari","display_name":"Abdulla Galadari","profile_url":"https://khalifa.academia.edu/AbdullaGaladari?f_ri=30916","photo":"/images/s65_no_pic.png"}],"research_interests":[{"id":48,"name":"Engineering","url":"https://www.academia.edu/Documents/in/Engineering?f_ri=30916","nofollow":true},{"id":73,"name":"Civil Engineering","url":"https://www.academia.edu/Documents/in/Civil_Engineering?f_ri=30916","nofollow":true},{"id":465,"name":"Artificial Intelligence","url":"https://www.academia.edu/Documents/in/Artificial_Intelligence?f_ri=30916","nofollow":true},{"id":534,"name":"Law","url":"https://www.academia.edu/Documents/in/Law?f_ri=30916","nofollow":true},{"id":550,"name":"Contracts","url":"https://www.academia.edu/Documents/in/Contracts?f_ri=30916"},{"id":757,"name":"Game Theory","url":"https://www.academia.edu/Documents/in/Game_Theory?f_ri=30916"},{"id":1198,"name":"Peace and Conflict Studies","url":"https://www.academia.edu/Documents/in/Peace_and_Conflict_Studies?f_ri=30916"},{"id":1372,"name":"Architecture","url":"https://www.academia.edu/Documents/in/Architecture?f_ri=30916"},{"id":1681,"name":"Decision Making","url":"https://www.academia.edu/Documents/in/Decision_Making?f_ri=30916"},{"id":1683,"name":"Prediction-based Decisions \u0026 Planning","url":"https://www.academia.edu/Documents/in/Prediction-based_Decisions_and_Planning?f_ri=30916"},{"id":1689,"name":"Autonomous Cognitive Agents","url":"https://www.academia.edu/Documents/in/Autonomous_Cognitive_Agents?f_ri=30916"},{"id":2098,"name":"Contract Law","url":"https://www.academia.edu/Documents/in/Contract_Law?f_ri=30916"},{"id":2488,"name":"Decision Making Analysis and Modeling","url":"https://www.academia.edu/Documents/in/Decision_Making_Analysis_and_Modeling?f_ri=30916"},{"id":2489,"name":"Policy Analysis and Decision Making","url":"https://www.academia.edu/Documents/in/Policy_Analysis_and_Decision_Making?f_ri=30916"},{"id":2533,"name":"Autonomous Agentes","url":"https://www.academia.edu/Documents/in/Autonomous_Agentes?f_ri=30916"},{"id":2556,"name":"Dispute Resolution","url":"https://www.academia.edu/Documents/in/Dispute_Resolution?f_ri=30916"},{"id":2616,"name":"Graph Theory","url":"https://www.academia.edu/Documents/in/Graph_Theory?f_ri=30916"},{"id":2784,"name":"Judgment and decision 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href="https://www.academia.edu/36839750/Negotiation_Theory_Emotion_s_role_in_the_Negotiation_Process_docx">Negotiation Theory - Emotion’s role in the Negotiation Process.docx</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Negotiation is integrated with many different aspects of our lives, ranging from deciding on a movie, to large corporate contracts. If there are at least two individuals or parties with conflicting interests that interact to come to an... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_36839750" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Negotiation is integrated with many different aspects of our lives, ranging from deciding on a movie, to large corporate contracts. If there are at least two individuals or parties with conflicting interests that interact to come to an agreement, negotiation theory can be applied. In this general discussion, a few topics that cover a range of perspectives relating to how emotion impacts the overall negotiation process will be unpacked. In psychology, emotion has many different theories and models to describe its nature. However, it is often defined as a "complex state of feeling that results in physical and psychological changes that</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/36839750" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="6c312c59f176bb4ec9ced115b383ed41" rel="nofollow" data-download="{"attachment_id":56792677,"asset_id":36839750,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/56792677/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="55081193" href="https://independent.academia.edu/HumphreysCameron">Cameron Humphreys</a><script data-card-contents-for-user="55081193" type="text/json">{"id":55081193,"first_name":"Cameron","last_name":"Humphreys","domain_name":"independent","page_name":"HumphreysCameron","display_name":"Cameron Humphreys","profile_url":"https://independent.academia.edu/HumphreysCameron?f_ri=30916","photo":"https://0.academia-photos.com/55081193/14525537/15402823/s65_cameron.humphreys.jpg"}</script></span></span></li><li class="js-paper-rank-work_36839750 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="36839750"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 36839750, container: ".js-paper-rank-work_36839750", }); 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If there are at least two individuals or parties with conflicting interests that interact to come to an agreement, negotiation theory can be applied. In this general discussion, a few topics that cover a range of perspectives relating to how emotion impacts the overall negotiation process will be unpacked. In psychology, emotion has many different theories and models to describe its nature. However, it is often defined as a \"complex state of feeling that results in physical and psychological changes that","downloadable_attachments":[{"id":56792677,"asset_id":36839750,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":55081193,"first_name":"Cameron","last_name":"Humphreys","domain_name":"independent","page_name":"HumphreysCameron","display_name":"Cameron Humphreys","profile_url":"https://independent.academia.edu/HumphreysCameron?f_ri=30916","photo":"https://0.academia-photos.com/55081193/14525537/15402823/s65_cameron.humphreys.jpg"}],"research_interests":[{"id":254,"name":"Emotion","url":"https://www.academia.edu/Documents/in/Emotion?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":42162,"name":"Emotions","url":"https://www.academia.edu/Documents/in/Emotions?f_ri=30916","nofollow":true},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"},{"id":242822,"name":"Business Negotiations","url":"https://www.academia.edu/Documents/in/Business_Negotiations?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_10115489" data-work_id="10115489" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/10115489/Negotiation">Negotiation</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">As mankind becomes more sensitive to the fact that the well-being of an endeavor is tied to the satisfaction of the individuals and organizations involved in it, we would move away from antagonistic negotiation to integrative negotiation.... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_10115489" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">As mankind becomes more sensitive to the fact that the well-being of an endeavor is tied to the satisfaction of the individuals and organizations involved in it, we would move away from antagonistic negotiation to integrative negotiation.<br />In this paper, I attempt to tease out the outlines of this negotiation of the future.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button 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future.","downloadable_attachments":[{"id":36233009,"asset_id":10115489,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":6349112,"first_name":"Jide","last_name":"Olagunju","domain_name":"bakke","page_name":"JideOlagunju","display_name":"Jide Olagunju","profile_url":"https://bakke.academia.edu/JideOlagunju?f_ri=30916","photo":"https://0.academia-photos.com/6349112/3538387/18330660/s65_jide.olagunju.jpg"}],"research_interests":[{"id":534,"name":"Law","url":"https://www.academia.edu/Documents/in/Law?f_ri=30916","nofollow":true},{"id":547,"name":"Constitutional Law","url":"https://www.academia.edu/Documents/in/Constitutional_Law?f_ri=30916","nofollow":true},{"id":548,"name":"Civil Law","url":"https://www.academia.edu/Documents/in/Civil_Law?f_ri=30916","nofollow":true},{"id":2575,"name":"International Law","url":"https://www.academia.edu/Documents/in/International_Law?f_ri=30916","nofollow":true},{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916"},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916"},{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916"},{"id":30008,"name":"Alternative Dispute Resolution","url":"https://www.academia.edu/Documents/in/Alternative_Dispute_Resolution?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":73939,"name":"Hostage Negotiations","url":"https://www.academia.edu/Documents/in/Hostage_Negotiations?f_ri=30916"},{"id":92354,"name":"Automated Negotiations","url":"https://www.academia.edu/Documents/in/Automated_Negotiations?f_ri=30916"},{"id":96228,"name":"Alternative Dispute Resolution (ADR)","url":"https://www.academia.edu/Documents/in/Alternative_Dispute_Resolution_ADR_?f_ri=30916"},{"id":183921,"name":"Cross-Cultural Negotiations","url":"https://www.academia.edu/Documents/in/Cross-Cultural_Negotiations?f_ri=30916"},{"id":242822,"name":"Business Negotiations","url":"https://www.academia.edu/Documents/in/Business_Negotiations?f_ri=30916"},{"id":357890,"name":"Climate change negotiations","url":"https://www.academia.edu/Documents/in/Climate_change_negotiations?f_ri=30916"},{"id":991543,"name":"International Environmental Politics and Negotiations","url":"https://www.academia.edu/Documents/in/International_Environmental_Politics_and_Negotiations?f_ri=30916"},{"id":1015037,"name":"Migration: Identity Negotiation","url":"https://www.academia.edu/Documents/in/Migration_Identity_Negotiation?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_29408654" data-work_id="29408654" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/29408654/Advanced_Negotiaton_How_to_negotiate_like_an_expert">Advanced Negotiaton -How to negotiate like an expert?</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Negotiation skills are highly valued in the business world, both in the classic and virtual business environment. The approach and method of negotiation is highly dependent on one’s personality, which needs to be enhanced by negotiation... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_29408654" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Negotiation skills are highly valued in the business world, both in the classic and virtual business environment. The approach and method of negotiation is highly dependent on one’s personality, which needs to be enhanced by negotiation techniques and skills. <br />I present in this artical :19 essential steps for the development of negotiation competencies</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/29408654" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="e1f384e12932f18367e785feb6e192b6" rel="nofollow" data-download="{"attachment_id":49850249,"asset_id":29408654,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/49850249/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="46212262" href="https://independent.academia.edu/anicakokalj">Anica Batura</a><script data-card-contents-for-user="46212262" type="text/json">{"id":46212262,"first_name":"Anica","last_name":"Batura","domain_name":"independent","page_name":"anicakokalj","display_name":"Anica Batura","profile_url":"https://independent.academia.edu/anicakokalj?f_ri=30916","photo":"https://0.academia-photos.com/46212262/12234424/13624053/s65_anica.kokalj.jpg"}</script></span></span></li><li class="js-paper-rank-work_29408654 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="29408654"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 29408654, container: ".js-paper-rank-work_29408654", }); 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$(".js-view-count[data-work-id=29408654]").text(description); $(".js-view-count-work_29408654").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_29408654").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="29408654"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">3</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="30916" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation_Psychology_">Negotiation (Psychology)</a>, <script data-card-contents-for-ri="30916" type="text/json">{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="151172" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiations">Negotiations</a>, <script data-card-contents-for-ri="151172" type="text/json">{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="183921" rel="nofollow" href="https://www.academia.edu/Documents/in/Cross-Cultural_Negotiations">Cross-Cultural Negotiations</a><script data-card-contents-for-ri="183921" type="text/json">{"id":183921,"name":"Cross-Cultural Negotiations","url":"https://www.academia.edu/Documents/in/Cross-Cultural_Negotiations?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=29408654]'), work: {"id":29408654,"title":"Advanced Negotiaton -How to negotiate like an expert?","created_at":"2016-10-25T00:10:25.806-07:00","url":"https://www.academia.edu/29408654/Advanced_Negotiaton_How_to_negotiate_like_an_expert?f_ri=30916","dom_id":"work_29408654","summary":"Negotiation skills are highly valued in the business world, both in the classic and virtual business environment. The approach and method of negotiation is highly dependent on one’s personality, which needs to be enhanced by negotiation techniques and skills. \nI present in this artical :19 essential steps for the development of negotiation competencies","downloadable_attachments":[{"id":49850249,"asset_id":29408654,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":46212262,"first_name":"Anica","last_name":"Batura","domain_name":"independent","page_name":"anicakokalj","display_name":"Anica Batura","profile_url":"https://independent.academia.edu/anicakokalj?f_ri=30916","photo":"https://0.academia-photos.com/46212262/12234424/13624053/s65_anica.kokalj.jpg"}],"research_interests":[{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916","nofollow":true},{"id":183921,"name":"Cross-Cultural Negotiations","url":"https://www.academia.edu/Documents/in/Cross-Cultural_Negotiations?f_ri=30916","nofollow":true}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_13095095" data-work_id="13095095" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/13095095/KETERAMPILAN_NEGOSIASI_NEGOTIATION_SKILL_">KETERAMPILAN NEGOSIASI (NEGOTIATION SKILL)</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">TUJUAN TRAINING: Memberikan pemahaman mengenai strategi, taktik negosiasi untuk mendapatkan hasil yang optimum dan meningkatkan hubungan dengan partnernya Memberikan pemahaman bagaimana melakukan ‘win-win’ negotiation, melakukan... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_13095095" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">TUJUAN TRAINING: <br />Memberikan pemahaman mengenai strategi, taktik negosiasi untuk mendapatkan hasil yang optimum dan meningkatkan hubungan dengan partnernya <br />Memberikan pemahaman bagaimana melakukan ‘win-win’ negotiation, melakukan persuasi, negosiasi dan bargaining.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/13095095" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="424ebfaedd8307f421cc39f5a5ae426b" rel="nofollow" data-download="{"attachment_id":37943349,"asset_id":13095095,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/37943349/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="26761549" href="https://independent.academia.edu/cahyammsbdg">Cahya mmsbdg</a><script data-card-contents-for-user="26761549" type="text/json">{"id":26761549,"first_name":"Cahya","last_name":"mmsbdg","domain_name":"independent","page_name":"cahyammsbdg","display_name":"Cahya mmsbdg","profile_url":"https://independent.academia.edu/cahyammsbdg?f_ri=30916","photo":"https://0.academia-photos.com/26761549/7467772/8390827/s65_cahya.ramadhan.jpg"}</script></span></span></li><li class="js-paper-rank-work_13095095 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="13095095"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 13095095, container: ".js-paper-rank-work_13095095", }); 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$(".js-view-count[data-work-id=13095095]").text(description); $(".js-view-count-work_13095095").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_13095095").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="13095095"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">3</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="30916" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation_Psychology_">Negotiation (Psychology)</a>, <script data-card-contents-for-ri="30916" type="text/json">{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="151172" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiations">Negotiations</a><script data-card-contents-for-ri="151172" type="text/json">{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=13095095]'), work: {"id":13095095,"title":"KETERAMPILAN NEGOSIASI (NEGOTIATION SKILL)","created_at":"2015-06-19T01:02:57.405-07:00","url":"https://www.academia.edu/13095095/KETERAMPILAN_NEGOSIASI_NEGOTIATION_SKILL_?f_ri=30916","dom_id":"work_13095095","summary":"TUJUAN TRAINING: \nMemberikan pemahaman mengenai strategi, taktik negosiasi untuk mendapatkan hasil yang optimum dan meningkatkan hubungan dengan partnernya \nMemberikan pemahaman bagaimana melakukan ‘win-win’ negotiation, melakukan persuasi, negosiasi dan bargaining.\n","downloadable_attachments":[{"id":37943349,"asset_id":13095095,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":26761549,"first_name":"Cahya","last_name":"mmsbdg","domain_name":"independent","page_name":"cahyammsbdg","display_name":"Cahya mmsbdg","profile_url":"https://independent.academia.edu/cahyammsbdg?f_ri=30916","photo":"https://0.academia-photos.com/26761549/7467772/8390827/s65_cahya.ramadhan.jpg"}],"research_interests":[{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916","nofollow":true}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_7048194" data-work_id="7048194" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" rel="nofollow" href="https://www.academia.edu/7048194/Putin_Mongering">Putin-Mongering</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">If you spend some time listening to reputable news shows all across the West you will start to notice several recurring ‘interpretations’ that explain all things Russian and Vladimir Putin. Rather than being enlightening about this... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_7048194" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">If you spend some time listening to reputable news shows all across the West you will start to notice several recurring ‘interpretations’ that explain all things Russian and Vladimir Putin. Rather than being enlightening about this complex country and perhaps even more complex leader, a series of increasingly incredulous ‘pop-psychology-analyses’ emerge instead. What follows are just five of the most commonly touted, with subsequent breakdowns for those who wish to read more accurate alternative considerations:</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/7048194" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="8e3f2349723a5b36a859f7715874d2be" rel="nofollow" data-download="{"attachment_id":33701957,"asset_id":7048194,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/33701957/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="6901110" href="https://brown.academia.edu/DrMatthewCrosston">Dr. Matthew Crosston</a><script data-card-contents-for-user="6901110" type="text/json">{"id":6901110,"first_name":"Dr. Matthew","last_name":"Crosston","domain_name":"brown","page_name":"DrMatthewCrosston","display_name":"Dr. Matthew Crosston","profile_url":"https://brown.academia.edu/DrMatthewCrosston?f_ri=30916","photo":"https://0.academia-photos.com/6901110/2645906/36883013/s65_dr._matthew.crosston.jpg"}</script></span></span></li><li class="js-paper-rank-work_7048194 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="7048194"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 7048194, container: ".js-paper-rank-work_7048194", }); 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$(".js-view-count[data-work-id=7048194]").text(description); $(".js-view-count-work_7048194").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_7048194").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="7048194"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">197</a>  </div><span class="InlineList-item-text u-textTruncate u-pl11x"><a class="InlineList-item-text" data-has-card-for-ri="94" rel="nofollow" href="https://www.academia.edu/Documents/in/Discourse_Analysis">Discourse Analysis</a>, <script data-card-contents-for-ri="94" type="text/json">{"id":94,"name":"Discourse Analysis","url":"https://www.academia.edu/Documents/in/Discourse_Analysis?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="106" rel="nofollow" href="https://www.academia.edu/Documents/in/Religion">Religion</a>, <script data-card-contents-for-ri="106" type="text/json">{"id":106,"name":"Religion","url":"https://www.academia.edu/Documents/in/Religion?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="131" rel="nofollow" href="https://www.academia.edu/Documents/in/European_History">European History</a>, <script data-card-contents-for-ri="131" type="text/json">{"id":131,"name":"European History","url":"https://www.academia.edu/Documents/in/European_History?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="136" rel="nofollow" href="https://www.academia.edu/Documents/in/Cultural_History">Cultural History</a><script data-card-contents-for-ri="136" type="text/json">{"id":136,"name":"Cultural History","url":"https://www.academia.edu/Documents/in/Cultural_History?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=7048194]'), work: {"id":7048194,"title":"Putin-Mongering","created_at":"2014-05-14T13:29:51.853-07:00","url":"https://www.academia.edu/7048194/Putin_Mongering?f_ri=30916","dom_id":"work_7048194","summary":"If you spend some time listening to reputable news shows all across the West you will start to notice several recurring ‘interpretations’ that explain all things Russian and Vladimir Putin. Rather than being enlightening about this complex country and perhaps even more complex leader, a series of increasingly incredulous ‘pop-psychology-analyses’ emerge instead. What follows are just five of the most commonly touted, with subsequent breakdowns for those who wish to read more accurate alternative considerations:","downloadable_attachments":[{"id":33701957,"asset_id":7048194,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":6901110,"first_name":"Dr. Matthew","last_name":"Crosston","domain_name":"brown","page_name":"DrMatthewCrosston","display_name":"Dr. Matthew Crosston","profile_url":"https://brown.academia.edu/DrMatthewCrosston?f_ri=30916","photo":"https://0.academia-photos.com/6901110/2645906/36883013/s65_dr._matthew.crosston.jpg"}],"research_interests":[{"id":94,"name":"Discourse Analysis","url":"https://www.academia.edu/Documents/in/Discourse_Analysis?f_ri=30916","nofollow":true},{"id":106,"name":"Religion","url":"https://www.academia.edu/Documents/in/Religion?f_ri=30916","nofollow":true},{"id":131,"name":"European History","url":"https://www.academia.edu/Documents/in/European_History?f_ri=30916","nofollow":true},{"id":136,"name":"Cultural History","url":"https://www.academia.edu/Documents/in/Cultural_History?f_ri=30916","nofollow":true},{"id":138,"name":"Diplomatic History","url":"https://www.academia.edu/Documents/in/Diplomatic_History?f_ri=30916"},{"id":184,"name":"Sociology","url":"https://www.academia.edu/Documents/in/Sociology?f_ri=30916"},{"id":188,"name":"Cultural Studies","url":"https://www.academia.edu/Documents/in/Cultural_Studies?f_ri=30916"},{"id":201,"name":"Political Sociology","url":"https://www.academia.edu/Documents/in/Political_Sociology?f_ri=30916"},{"id":221,"name":"Psychology","url":"https://www.academia.edu/Documents/in/Psychology?f_ri=30916"},{"id":236,"name":"Cognitive 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u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_484805" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to claim more resources at the bargaining table. In the first two studies, promotion-focused negotiators paid more attention to their target prices (i.e., their ideal outcomes) and achieved more advantageous distributive outcomes than did prevention-focused negotiators. The second study also reveals an important mediating process: Negotiators with a promotion focus made more extreme opening offers in their favor. Second, a promotion focus leads negotiators to create more resources at the bargaining table that benefit both parties. A third study demonstrated that in a multi-issue negotiation, a promotion focus increased the likelihood that a dyad achieved a jointly optimal or Pareto efficient outcome compared to prevention-focused dyads. The discussion focuses on the role of regulatory focus in social interaction and introduces the notion of interaction fit.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/484805" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="5d3d2b32492d1ba213f4fd1a16b30746" rel="nofollow" data-download="{"attachment_id":3451637,"asset_id":484805,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/3451637/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="372226" href="https://utoronto.academia.edu/GeoffreyLeonardelli">Geoffrey J Leonardelli</a><script data-card-contents-for-user="372226" type="text/json">{"id":372226,"first_name":"Geoffrey","last_name":"Leonardelli","domain_name":"utoronto","page_name":"GeoffreyLeonardelli","display_name":"Geoffrey J Leonardelli","profile_url":"https://utoronto.academia.edu/GeoffreyLeonardelli?f_ri=30916","photo":"https://0.academia-photos.com/372226/96631/34450270/s65_geoffrey.leonardelli.jpg"}</script></span></span></li><li class="js-paper-rank-work_484805 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="484805"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 484805, container: ".js-paper-rank-work_484805", }); 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First, a promotion focus leads negotiators to claim more resources at the bargaining table. In the first two studies, promotion-focused negotiators paid more attention to their target prices (i.e., their ideal outcomes) and achieved more advantageous distributive outcomes than did prevention-focused negotiators. The second study also reveals an important mediating process: Negotiators with a promotion focus made more extreme opening offers in their favor. Second, a promotion focus leads negotiators to create more resources at the bargaining table that benefit both parties. A third study demonstrated that in a multi-issue negotiation, a promotion focus increased the likelihood that a dyad achieved a jointly optimal or Pareto efficient outcome compared to prevention-focused dyads. The discussion focuses on the role of regulatory focus in social interaction and introduces the notion of interaction fit.","downloadable_attachments":[{"id":3451637,"asset_id":484805,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":372226,"first_name":"Geoffrey","last_name":"Leonardelli","domain_name":"utoronto","page_name":"GeoffreyLeonardelli","display_name":"Geoffrey J Leonardelli","profile_url":"https://utoronto.academia.edu/GeoffreyLeonardelli?f_ri=30916","photo":"https://0.academia-photos.com/372226/96631/34450270/s65_geoffrey.leonardelli.jpg"}],"research_interests":[{"id":221,"name":"Psychology","url":"https://www.academia.edu/Documents/in/Psychology?f_ri=30916","nofollow":true},{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true},{"id":1237,"name":"Social Sciences","url":"https://www.academia.edu/Documents/in/Social_Sciences?f_ri=30916","nofollow":true},{"id":9985,"name":"Group Processes \u0026 Intergroup Relations","url":"https://www.academia.edu/Documents/in/Group_Processes_and_Intergroup_Relations?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916"},{"id":14504,"name":"Regulatory Focus","url":"https://www.academia.edu/Documents/in/Regulatory_Focus?f_ri=30916"},{"id":20438,"name":"Social and Groups Psychology","url":"https://www.academia.edu/Documents/in/Social_and_Groups_Psychology?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":32332,"name":"Interdependence, psychology of","url":"https://www.academia.edu/Documents/in/Interdependence_psychology_of?f_ri=30916"},{"id":45909,"name":"Self-regulation","url":"https://www.academia.edu/Documents/in/Self-regulation?f_ri=30916"},{"id":115756,"name":"Aspirations","url":"https://www.academia.edu/Documents/in/Aspirations?f_ri=30916"},{"id":177807,"name":"Regulatory Focus Theory","url":"https://www.academia.edu/Documents/in/Regulatory_Focus_Theory?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_6099354" data-work_id="6099354" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/6099354/Conflict_Resolution_Processes_in_End_of_Life_Care_Disputes_between_Families_and_Healthcare_Providers_in_Canada">Conflict Resolution Processes in End-of-Life Care Disputes between Families and Healthcare Providers in Canada</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Conflict at the end-of-life, particularly between families and health-care providers, involves many complex factors; differing opinions surrounding a patient’s prognosis, cultural differences, moral values, and religious beliefs,... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_6099354" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Conflict at the end-of-life, particularly between families and health-care providers, involves many complex factors; differing opinions surrounding a patient’s prognosis, cultural differences, moral values, and religious beliefs, associated costs, internal family dynamics, and of course, legal ramifications. Legislative reform at both the provincial and federal levels with respect to assisted dying has had far-reaching implications for healthcare decision-making for families, healthcare providers, religious groups, and others. These reforms provide the backdrop for this paper, which examines the conflict resolution processes that can provide a solution amidst an often stressful, costly, and time-consuming ordeal. This paper reviews several processes, but focuses on the Ontario Consent and Capacity Board. In addition, this paper discusses the importance of empathy and cultural understanding in the face of cross-cultural conflict in end-of-life decision-making processes.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/6099354" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="f831973ae008b2ff7b49855c41cace44" rel="nofollow" data-download="{"attachment_id":52037979,"asset_id":6099354,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/52037979/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="303883" href="https://mcgill.academia.edu/MatthewPonsford">Matthew P Ponsford, LLM, JD, BSc</a><script data-card-contents-for-user="303883" type="text/json">{"id":303883,"first_name":"Matthew","last_name":"Ponsford, LLM, JD, BSc","domain_name":"mcgill","page_name":"MatthewPonsford","display_name":"Matthew P Ponsford, LLM, JD, BSc","profile_url":"https://mcgill.academia.edu/MatthewPonsford?f_ri=30916","photo":"/images/s65_no_pic.png"}</script></span></span></li><li class="js-paper-rank-work_6099354 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="6099354"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 6099354, container: ".js-paper-rank-work_6099354", }); 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differing opinions surrounding a patient’s prognosis, cultural differences, moral values, and religious beliefs, associated costs, internal family dynamics, and of course, legal ramifications. Legislative reform at both the provincial and federal levels with respect to assisted dying has had far-reaching implications for healthcare decision-making for families, healthcare providers, religious groups, and others. These reforms provide the backdrop for this paper, which examines the conflict resolution processes that can provide a solution amidst an often stressful, costly, and time-consuming ordeal. This paper reviews several processes, but focuses on the Ontario Consent and Capacity Board. 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Resolution","url":"https://www.academia.edu/Documents/in/Conflict_and_Conflict_Resolution?f_ri=30916"},{"id":840578,"name":"Mediation Theory","url":"https://www.academia.edu/Documents/in/Mediation_Theory?f_ri=30916"},{"id":1033474,"name":"Mediation Analyses","url":"https://www.academia.edu/Documents/in/Mediation_Analyses?f_ri=30916"},{"id":1291191,"name":"Consent and Capacity Board","url":"https://www.academia.edu/Documents/in/Consent_and_Capacity_Board?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_552027 coauthored" data-work_id="552027" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/552027/The_Agreement_Bias_in_Negotiation_Teams_Facilitate_Impasse">The Agreement Bias in Negotiation: Teams Facilitate Impasse</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">This research represents the first empirical investigation of the agreement bias in negotiation. The agreement bias is a negotiation trap characterized by settling for terms that are worse than one’s alternatives. Results from two... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_552027" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">This research represents the first empirical investigation of the agreement bias in negotiation. The agreement bias is a negotiation trap characterized by settling for terms that are worse than one’s alternatives. Results from two experiments indicated that teams reduce the agreement bias by facilitating impasse in negotiations with a negative bargaining zone. Study 1 found that the addition of a single teammate was sufficient for generating discontinuity between teams and solos in their ability to avoid the agreement bias. Study 2 provided support for two proposed explanations for the agreement bias. Consistent with the faulty-judgment explanation, the role that required the most information processing benefited the most from the addition of a teammate. Consistent with the concern-with-being-liked explanation, solos were perceived as exhibiting more agreeable behavior than teams, and agreeable behavior was associated with a greater likelihood of agreement.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/552027" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="ab3043baa0b83ab4e5cdc9f825f45325" rel="nofollow" data-download="{"attachment_id":51359748,"asset_id":552027,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/51359748/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="372226" href="https://utoronto.academia.edu/GeoffreyLeonardelli">Geoffrey J Leonardelli</a><script data-card-contents-for-user="372226" type="text/json">{"id":372226,"first_name":"Geoffrey","last_name":"Leonardelli","domain_name":"utoronto","page_name":"GeoffreyLeonardelli","display_name":"Geoffrey J Leonardelli","profile_url":"https://utoronto.academia.edu/GeoffreyLeonardelli?f_ri=30916","photo":"https://0.academia-photos.com/372226/96631/34450270/s65_geoffrey.leonardelli.jpg"}</script></span></span><span class="u-displayInlineBlock InlineList-item-text"> and <span class="u-textDecorationUnderline u-clickable InlineList-item-text js-work-more-authors-552027">+1</span><div class="hidden js-additional-users-552027"><div><span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a href="https://cmu.academia.edu/TayaCohen">Taya R Cohen</a></span></div></div></span><script>(function(){ var popoverSettings = { el: $('.js-work-more-authors-552027'), placement: 'bottom', hide_delay: 200, html: true, content: function(){ return $('.js-additional-users-552027').html(); 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container.find('.percentile-widget').removeClass('hidden'); }); });</script></li><li class="js-view-count-work_552027 InlineList-item InlineList-item--bordered hidden"><div><span><span class="js-view-count view-count u-mr2x" data-work-id="552027"><i class="fa fa-spinner fa-spin"></i></span><script>$(function () { var workId = 552027; window.Academia.workViewCountsFetcher.queue(workId, function (count) { var description = window.$h.commaizeInt(count) + " " + window.$h.pluralize(count, 'View'); $(".js-view-count[data-work-id=552027]").text(description); $(".js-view-count-work_552027").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_552027").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="552027"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">5</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="248" rel="nofollow" href="https://www.academia.edu/Documents/in/Social_Psychology">Social Psychology</a>, <script data-card-contents-for-ri="248" type="text/json">{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="3008" rel="nofollow" href="https://www.academia.edu/Documents/in/Teams">Teams</a>, <script data-card-contents-for-ri="3008" type="text/json">{"id":3008,"name":"Teams","url":"https://www.academia.edu/Documents/in/Teams?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="9985" rel="nofollow" href="https://www.academia.edu/Documents/in/Group_Processes_and_Intergroup_Relations">Group Processes & Intergroup Relations</a>, <script data-card-contents-for-ri="9985" type="text/json">{"id":9985,"name":"Group Processes \u0026 Intergroup Relations","url":"https://www.academia.edu/Documents/in/Group_Processes_and_Intergroup_Relations?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a><script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=552027]'), work: {"id":552027,"title":"The Agreement Bias in Negotiation: Teams Facilitate Impasse","created_at":"2011-04-29T01:47:24.233-07:00","url":"https://www.academia.edu/552027/The_Agreement_Bias_in_Negotiation_Teams_Facilitate_Impasse?f_ri=30916","dom_id":"work_552027","summary":"This research represents the first empirical investigation of the agreement bias in negotiation. The agreement bias is a negotiation trap characterized by settling for terms that are worse than one’s alternatives. Results from two experiments indicated that teams reduce the agreement bias by facilitating impasse in negotiations with a negative bargaining zone. Study 1 found that the addition of a single teammate was sufficient for generating discontinuity between teams and solos in their ability to avoid the agreement bias. Study 2 provided support for two proposed explanations for the agreement bias. Consistent with the faulty-judgment explanation, the role that required the most information processing benefited the most from the addition of a teammate. Consistent with the concern-with-being-liked explanation, solos were perceived as exhibiting more agreeable behavior than teams, and agreeable behavior was associated with a greater likelihood of agreement.","downloadable_attachments":[{"id":51359748,"asset_id":552027,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":372226,"first_name":"Geoffrey","last_name":"Leonardelli","domain_name":"utoronto","page_name":"GeoffreyLeonardelli","display_name":"Geoffrey J Leonardelli","profile_url":"https://utoronto.academia.edu/GeoffreyLeonardelli?f_ri=30916","photo":"https://0.academia-photos.com/372226/96631/34450270/s65_geoffrey.leonardelli.jpg"},{"id":32284913,"first_name":"Taya","last_name":"Cohen","domain_name":"cmu","page_name":"TayaCohen","display_name":"Taya R Cohen","profile_url":"https://cmu.academia.edu/TayaCohen?f_ri=30916","photo":"https://0.academia-photos.com/32284913/9660336/10759619/s65_taya.cohen.jpg"}],"research_interests":[{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true},{"id":3008,"name":"Teams","url":"https://www.academia.edu/Documents/in/Teams?f_ri=30916","nofollow":true},{"id":9985,"name":"Group Processes \u0026 Intergroup Relations","url":"https://www.academia.edu/Documents/in/Group_Processes_and_Intergroup_Relations?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_28451005" data-work_id="28451005" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/28451005/Restoring_intuition_to_the_negotiation_table_Cognitive_processes_in_negotiation_decision_making_An_investigation_of_negotiators_in_the_EU_institutions">Restoring intuition to the negotiation table? Cognitive processes in negotiation decision-making An investigation of negotiators in the EU institutions</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">What are the cognitive processes used by negotiators in uncertain and complex environments? What are the task environments which may induce negotiators' cognition towards intuition and quasirationality? These are the questions raised in... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_28451005" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">What are the cognitive processes used by negotiators in uncertain and complex environments? What are the task environments which may induce negotiators' cognition towards intuition and quasirationality? These are the questions raised in this thesis. <br /><br />The dominant negotiation research literature, on the basis of insights from Bounded Rationality theory and the school of cognitive illusions, replies to it by normatively prescribing the use of analysis and by advising against the use of intuition and quasirationality. In the same time, there is a dearth of literature and empirical data about this topic with professional negotiators in real negotiation tasks. Facing such a situation, this thesis reviews the available literature and highlight gaps in our current understanding of the cognitive processes of negotiators in uncertain and complex task environments, and of intuition in particular. The thesis then builds on this discussion to develop the analytical framework based on Social Judgment Theory's insights. This framework in turn guided the subsequent qualitative investigation, through the use of the explicitation interviewing technique, of the cognitive processes of professional negotiators in the EU institutions, particularly in complex and uncertain task environments. <br /><br />Through this empirically grounded and theoretically informed approach, this thesis highlights the widespread use of non analytical cognitive modes (intuition and quasirationality) in some key negotiation tasks, the importance of trust in such a case to ensure a match between the cognitive mode used and that induced by the task, and, conversely, the impact of political expediency in the choice by negotiators of a cognitive mode different from that induced by the task. <br /><br />Last, it highlights the possible cognitive conflicts resulting from the use of different cognitive modes by agents and principals. This thesis suggests that the mainstream negotiation literature fails to give enough importance to the cognitive impact of tasks and to the use of non analytical cognitive modes in negotiation tasks. In particular, it does not factor in that, in certain tasks, negotiators may not have any other cognitive choice, but also for good cognitive reasons, than using intuition and quasirationality. <br /><br />As a consequence, the thesis makes an argument in favour of a more systematic attention to the cognitive impact of tasks in negotiation, and concludes that further research on this topic is essential to arrive at a better understanding of how tasks influence negotiator's cognition , how and to what extent a cognitive match between the cognition used and that induced by the task can impact the outcome of a negotiation.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/28451005" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="64dcffe7bb05e4618c2fc5bf5b5e81fc" rel="nofollow" data-download="{"attachment_id":48800273,"asset_id":28451005,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/48800273/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="43867757" href="https://independent.academia.edu/DrPierreDebaty">Dr. Pierre Debaty</a><script data-card-contents-for-user="43867757" type="text/json">{"id":43867757,"first_name":"Dr. Pierre","last_name":"Debaty","domain_name":"independent","page_name":"DrPierreDebaty","display_name":"Dr. Pierre Debaty","profile_url":"https://independent.academia.edu/DrPierreDebaty?f_ri=30916","photo":"/images/s65_no_pic.png"}</script></span></span></li><li class="js-paper-rank-work_28451005 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="28451005"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 28451005, container: ".js-paper-rank-work_28451005", }); });</script></li><li class="js-percentile-work_28451005 InlineList-item InlineList-item--bordered hidden u-tcGrayDark"><span class="percentile-widget hidden"><span class="u-mr2x percentile-widget" style="display: none">•</span><span class="u-mr2x work-percentile"></span></span><script>$(function () { var workId = 28451005; window.Academia.workPercentilesFetcher.queue(workId, function (percentileText) { var container = $(".js-percentile-work_28451005"); container.find('.work-percentile').text(percentileText.charAt(0).toUpperCase() + percentileText.slice(1)); container.find('.percentile-widget').show(); container.find('.percentile-widget').removeClass('hidden'); }); });</script></li><li class="js-view-count-work_28451005 InlineList-item InlineList-item--bordered hidden"><div><span><span class="js-view-count view-count u-mr2x" data-work-id="28451005"><i class="fa fa-spinner fa-spin"></i></span><script>$(function () { var workId = 28451005; window.Academia.workViewCountsFetcher.queue(workId, function (count) { var description = window.$h.commaizeInt(count) + " " + window.$h.pluralize(count, 'View'); $(".js-view-count[data-work-id=28451005]").text(description); $(".js-view-count-work_28451005").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_28451005").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="28451005"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">4</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="10347" rel="nofollow" href="https://www.academia.edu/Documents/in/European_Union">European Union</a>, <script data-card-contents-for-ri="10347" type="text/json">{"id":10347,"name":"European Union","url":"https://www.academia.edu/Documents/in/European_Union?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="13951" rel="nofollow" href="https://www.academia.edu/Documents/in/International_Negotiations">International Negotiations</a>, <script data-card-contents-for-ri="13951" type="text/json">{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="30916" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation_Psychology_">Negotiation (Psychology)</a><script data-card-contents-for-ri="30916" type="text/json">{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=28451005]'), work: {"id":28451005,"title":"Restoring intuition to the negotiation table? Cognitive processes in negotiation decision-making An investigation of negotiators in the EU institutions","created_at":"2016-09-13T06:50:53.457-07:00","url":"https://www.academia.edu/28451005/Restoring_intuition_to_the_negotiation_table_Cognitive_processes_in_negotiation_decision_making_An_investigation_of_negotiators_in_the_EU_institutions?f_ri=30916","dom_id":"work_28451005","summary":"What are the cognitive processes used by negotiators in uncertain and complex environments? What are the task environments which may induce negotiators' cognition towards intuition and quasirationality? These are the questions raised in this thesis. \n\nThe dominant negotiation research literature, on the basis of insights from Bounded Rationality theory and the school of cognitive illusions, replies to it by normatively prescribing the use of analysis and by advising against the use of intuition and quasirationality. In the same time, there is a dearth of literature and empirical data about this topic with professional negotiators in real negotiation tasks. Facing such a situation, this thesis reviews the available literature and highlight gaps in our current understanding of the cognitive processes of negotiators in uncertain and complex task environments, and of intuition in particular. The thesis then builds on this discussion to develop the analytical framework based on Social Judgment Theory's insights. This framework in turn guided the subsequent qualitative investigation, through the use of the explicitation interviewing technique, of the cognitive processes of professional negotiators in the EU institutions, particularly in complex and uncertain task environments. \n\nThrough this empirically grounded and theoretically informed approach, this thesis highlights the widespread use of non analytical cognitive modes (intuition and quasirationality) in some key negotiation tasks, the importance of trust in such a case to ensure a match between the cognitive mode used and that induced by the task, and, conversely, the impact of political expediency in the choice by negotiators of a cognitive mode different from that induced by the task. \n\nLast, it highlights the possible cognitive conflicts resulting from the use of different cognitive modes by agents and principals. This thesis suggests that the mainstream negotiation literature fails to give enough importance to the cognitive impact of tasks and to the use of non analytical cognitive modes in negotiation tasks. In particular, it does not factor in that, in certain tasks, negotiators may not have any other cognitive choice, but also for good cognitive reasons, than using intuition and quasirationality. \n\nAs a consequence, the thesis makes an argument in favour of a more systematic attention to the cognitive impact of tasks in negotiation, and concludes that further research on this topic is essential to arrive at a better understanding of how tasks influence negotiator's cognition , how and to what extent a cognitive match between the cognition used and that induced by the task can impact the outcome of a negotiation.","downloadable_attachments":[{"id":48800273,"asset_id":28451005,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":43867757,"first_name":"Dr. Pierre","last_name":"Debaty","domain_name":"independent","page_name":"DrPierreDebaty","display_name":"Dr. Pierre Debaty","profile_url":"https://independent.academia.edu/DrPierreDebaty?f_ri=30916","photo":"/images/s65_no_pic.png"}],"research_interests":[{"id":10347,"name":"European Union","url":"https://www.academia.edu/Documents/in/European_Union?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_38108886" data-work_id="38108886" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/38108886/Agreement_in_the_ultimatum_game_An_analysis_of_interpersonal_and_intergroup_context_on_the_basis_of_the_consensualistic_approach_to_negotiation">Agreement in the ultimatum game: An analysis of interpersonal and intergroup context on the basis of the consensualistic approach to negotiation</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">The main paradigm in the study of negotiation is the decision-making approach, which emphasizes an individual-based factor of behavior, self-interest. Focusing on the ultimatum game, we reviewed the segment of the empirical literature... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_38108886" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">The main paradigm in the study of negotiation is the decision-making approach, which emphasizes an individual-based factor of behavior, self-interest. Focusing on the ultimatum game, we reviewed the segment of the empirical literature that emphasizes social-contextual mechanisms, particularly interpersonal communication and intergroup relations. We found that, through communication, proposals are treated as justifiable claims and that the social context provides different norms for justification. We suggest that aspects of communicative rationality, such as normative rightness and subjective truthfulness, act as organizing principles for approaching negotiation as a joint rule-making process. We argue that any rule proposed is only validated through the agreement of the other side(s) and, thus, the consensualistic approach is better suited for the analysis of negotiation compared to the existing decision-making paradigm.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/38108886" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="b0b077efb6664ebc2669e1e1ae2701a5" rel="nofollow" data-download="{"attachment_id":58137925,"asset_id":38108886,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/58137925/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="919900" href="https://crete.academia.edu/AlexiosArvanitis">Alexios Arvanitis</a><script data-card-contents-for-user="919900" type="text/json">{"id":919900,"first_name":"Alexios","last_name":"Arvanitis","domain_name":"crete","page_name":"AlexiosArvanitis","display_name":"Alexios Arvanitis","profile_url":"https://crete.academia.edu/AlexiosArvanitis?f_ri=30916","photo":"https://0.academia-photos.com/919900/343145/605388/s65_alexios.arvanitis.jpg"}</script></span></span></li><li class="js-paper-rank-work_38108886 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="38108886"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 38108886, container: ".js-paper-rank-work_38108886", }); });</script></li><li class="js-percentile-work_38108886 InlineList-item InlineList-item--bordered hidden u-tcGrayDark"><span class="percentile-widget hidden"><span class="u-mr2x percentile-widget" style="display: none">•</span><span class="u-mr2x work-percentile"></span></span><script>$(function () { var workId = 38108886; window.Academia.workPercentilesFetcher.queue(workId, function (percentileText) { var container = $(".js-percentile-work_38108886"); container.find('.work-percentile').text(percentileText.charAt(0).toUpperCase() + percentileText.slice(1)); container.find('.percentile-widget').show(); container.find('.percentile-widget').removeClass('hidden'); }); });</script></li><li class="js-view-count-work_38108886 InlineList-item InlineList-item--bordered hidden"><div><span><span class="js-view-count view-count u-mr2x" data-work-id="38108886"><i class="fa fa-spinner fa-spin"></i></span><script>$(function () { var workId = 38108886; window.Academia.workViewCountsFetcher.queue(workId, function (count) { var description = window.$h.commaizeInt(count) + " " + window.$h.pluralize(count, 'View'); $(".js-view-count[data-work-id=38108886]").text(description); $(".js-view-count-work_38108886").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_38108886").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="38108886"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">7</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="4881" rel="nofollow" href="https://www.academia.edu/Documents/in/International_Negotiation">International Negotiation</a>, <script data-card-contents-for-ri="4881" type="text/json">{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="13951" rel="nofollow" href="https://www.academia.edu/Documents/in/International_Negotiations">International Negotiations</a>, <script data-card-contents-for-ri="13951" type="text/json">{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="30916" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation_Psychology_">Negotiation (Psychology)</a><script data-card-contents-for-ri="30916" type="text/json">{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=38108886]'), work: {"id":38108886,"title":"Agreement in the ultimatum game: An analysis of interpersonal and intergroup context on the basis of the consensualistic approach to negotiation","created_at":"2019-01-08T01:22:12.182-08:00","url":"https://www.academia.edu/38108886/Agreement_in_the_ultimatum_game_An_analysis_of_interpersonal_and_intergroup_context_on_the_basis_of_the_consensualistic_approach_to_negotiation?f_ri=30916","dom_id":"work_38108886","summary":"The main paradigm in the study of negotiation is the decision-making approach, which emphasizes an individual-based factor of behavior, self-interest. Focusing on the ultimatum game, we reviewed the segment of the empirical literature that emphasizes social-contextual mechanisms, particularly interpersonal communication and intergroup relations. We found that, through communication, proposals are treated as justifiable claims and that the social context provides different norms for justification. We suggest that aspects of communicative rationality, such as normative rightness and subjective truthfulness, act as organizing principles for approaching negotiation as a joint rule-making process. We argue that any rule proposed is only validated through the agreement of the other side(s) and, thus, the consensualistic approach is better suited for the analysis of negotiation compared to the existing decision-making paradigm.","downloadable_attachments":[{"id":58137925,"asset_id":38108886,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":919900,"first_name":"Alexios","last_name":"Arvanitis","domain_name":"crete","page_name":"AlexiosArvanitis","display_name":"Alexios Arvanitis","profile_url":"https://crete.academia.edu/AlexiosArvanitis?f_ri=30916","photo":"https://0.academia-photos.com/919900/343145/605388/s65_alexios.arvanitis.jpg"}],"research_interests":[{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":147732,"name":"ULTIMATUM GAME","url":"https://www.academia.edu/Documents/in/ULTIMATUM_GAME?f_ri=30916"},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"},{"id":242822,"name":"Business Negotiations","url":"https://www.academia.edu/Documents/in/Business_Negotiations?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_37084405" data-work_id="37084405" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/37084405/%D8%B3%D9%88%D8%B1%D9%8A%D8%A7_%D9%84%D8%A7_%D9%85%D9%83%D8%A7%D9%86_%D9%84%D9%84%D8%AA%D8%B3%D9%88%D9%8A%D8%A9_%D8%A7%D9%84%D8%B3%D9%8A%D8%A7%D8%B3%D9%8A%D8%A9_Fanack_20_July_2018_pdf">سوريا- لا مكان للتسوية السياسية , Fanack, 20 July 2018.pdf</a></div></div><div class="u-pb4x u-mt3x"></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/37084405" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="6f71d0c7fca966cbb8420294c87a98d9" rel="nofollow" data-download="{"attachment_id":57036635,"asset_id":37084405,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/57036635/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="446812" href="https://independent.academia.edu/NikolaosVanDam">Nikolaos Van Dam</a><script data-card-contents-for-user="446812" type="text/json">{"id":446812,"first_name":"Nikolaos","last_name":"Van Dam","domain_name":"independent","page_name":"NikolaosVanDam","display_name":"Nikolaos Van Dam","profile_url":"https://independent.academia.edu/NikolaosVanDam?f_ri=30916","photo":"https://0.academia-photos.com/446812/1966586/4974902/s65_nikolaos.van_dam.jpg"}</script></span></span></li><li class="js-paper-rank-work_37084405 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="37084405"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 37084405, container: ".js-paper-rank-work_37084405", }); });</script></li><li class="js-percentile-work_37084405 InlineList-item InlineList-item--bordered hidden u-tcGrayDark"><span class="percentile-widget hidden"><span class="u-mr2x percentile-widget" style="display: none">•</span><span class="u-mr2x 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}); });</script></span><script>$(function() { $(".js-view-count-work_37084405").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="37084405"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">11</a>  </div><span class="InlineList-item-text u-textTruncate u-pl10x"><a class="InlineList-item-text" data-has-card-for-ri="4881" rel="nofollow" href="https://www.academia.edu/Documents/in/International_Negotiation">International Negotiation</a>, <script data-card-contents-for-ri="4881" type="text/json">{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="6914" rel="nofollow" href="https://www.academia.edu/Documents/in/Syrian_Studies">Syrian Studies</a>, <script data-card-contents-for-ri="6914" type="text/json">{"id":6914,"name":"Syrian Studies","url":"https://www.academia.edu/Documents/in/Syrian_Studies?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10174" rel="nofollow" href="https://www.academia.edu/Documents/in/Mediation">Mediation</a>, <script data-card-contents-for-ri="10174" type="text/json">{"id":10174,"name":"Mediation","url":"https://www.academia.edu/Documents/in/Mediation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a><script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=37084405]'), work: 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Organization, Comparative Strategy, 2013 </a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">This article investigates the peculiarities of the Shanghai Cooperation Organization (SCO). Unlike many more famous international organizations (IOs), the SCO is dominated by micro-agendas that seem to run counter to most of the... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_5127477" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">This article investigates the peculiarities of the Shanghai Cooperation Organization (SCO). Unlike many more famous international organizations (IOs), the SCO is dominated by micro-agendas that seem to run counter to most of the theoretical literature applicable to IOs. This analysis examines these internal machinations and divergent interests through the theoretical lens, breathing new relevance into the institutional skepticism of Mearsheimer. Consequently, the SCO should not be considered a legitimate IO as traditionally framed. As such, it might be the "Pluto" of IOs that needs renaming and removal from the classification of IOs.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/5127477" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="1cc0540797eed0dc3c9fe0249091ad8d" rel="nofollow" data-download="{"attachment_id":32332519,"asset_id":5127477,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/32332519/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="6901110" href="https://brown.academia.edu/DrMatthewCrosston">Dr. Matthew Crosston</a><script data-card-contents-for-user="6901110" type="text/json">{"id":6901110,"first_name":"Dr. Matthew","last_name":"Crosston","domain_name":"brown","page_name":"DrMatthewCrosston","display_name":"Dr. Matthew Crosston","profile_url":"https://brown.academia.edu/DrMatthewCrosston?f_ri=30916","photo":"https://0.academia-photos.com/6901110/2645906/36883013/s65_dr._matthew.crosston.jpg"}</script></span></span></li><li class="js-paper-rank-work_5127477 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="5127477"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 5127477, container: ".js-paper-rank-work_5127477", }); 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class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Download at: <a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1392474" rel="nofollow">https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1392474</a> Astonishing amounts of negotiation are now conducted by e-mail - often with scant regard for underlying strategy, or even common courtesy. The authors unpack why... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_264062" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Download at: <a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1392474" rel="nofollow">https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1392474</a> <br /> <br />Astonishing amounts of negotiation are now conducted by e-mail - often with scant regard for underlying strategy, or even common courtesy. The authors unpack why this happens, and propose methods that will better prepare students for the realities of future business.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/264062" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="217780" href="https://creighton.academia.edu/NoamEbner">Noam Ebner</a><script data-card-contents-for-user="217780" type="text/json">{"id":217780,"first_name":"Noam","last_name":"Ebner","domain_name":"creighton","page_name":"NoamEbner","display_name":"Noam Ebner","profile_url":"https://creighton.academia.edu/NoamEbner?f_ri=30916","photo":"https://0.academia-photos.com/217780/228119/15255698/s65_noam.ebner.jpg"}</script></span></span></li><li class="js-paper-rank-work_264062 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="264062"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 264062, container: ".js-paper-rank-work_264062", }); 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The authors unpack why this happens, and propose methods that will better prepare students for the realities of future business.","downloadable_attachments":[],"ordered_authors":[{"id":217780,"first_name":"Noam","last_name":"Ebner","domain_name":"creighton","page_name":"NoamEbner","display_name":"Noam Ebner","profile_url":"https://creighton.academia.edu/NoamEbner?f_ri=30916","photo":"https://0.academia-photos.com/217780/228119/15255698/s65_noam.ebner.jpg"}],"research_interests":[{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":38639,"name":"Negotiation (Electronic Commerce)","url":"https://www.academia.edu/Documents/in/Negotiation_Electronic_Commerce_?f_ri=30916","nofollow":true},{"id":84777,"name":"Negotiation Pedagogy","url":"https://www.academia.edu/Documents/in/Negotiation_Pedagogy?f_ri=30916","nofollow":true},{"id":161381,"name":"E-Negotiation","url":"https://www.academia.edu/Documents/in/E-Negotiation?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_39103111" data-work_id="39103111" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/39103111/NLP_Chunking_for_Negotiation">NLP Chunking for Negotiation</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest">How can anyone use NLP chunking for negotiation in any context?</div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a 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class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="277001" href="https://independent.academia.edu/NLPLifeCoach">NLP Life Coach</a><script data-card-contents-for-user="277001" type="text/json">{"id":277001,"first_name":"NLP","last_name":"Life Coach","domain_name":"independent","page_name":"NLPLifeCoach","display_name":"NLP Life Coach","profile_url":"https://independent.academia.edu/NLPLifeCoach?f_ri=30916","photo":"https://0.academia-photos.com/277001/224869/14934555/s65_nlp.life_coach.jpg"}</script></span></span></li><li class="js-paper-rank-work_39103111 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="39103111"><i class="u-m1x fa fa-bar-chart"></i><strong 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href="https://www.academia.edu/Documents/in/Business">Business</a>, <script data-card-contents-for-ri="26" type="text/json">{"id":26,"name":"Business","url":"https://www.academia.edu/Documents/in/Business?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="4051" rel="nofollow" href="https://www.academia.edu/Documents/in/Business_Process_Management">Business Process Management</a>, <script data-card-contents-for-ri="4051" type="text/json">{"id":4051,"name":"Business Process Management","url":"https://www.academia.edu/Documents/in/Business_Process_Management?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="4881" rel="nofollow" href="https://www.academia.edu/Documents/in/International_Negotiation">International Negotiation</a>, <script data-card-contents-for-ri="4881" type="text/json">{"id":4881,"name":"International 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context?","downloadable_attachments":[{"id":59222068,"asset_id":39103111,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":277001,"first_name":"NLP","last_name":"Life Coach","domain_name":"independent","page_name":"NLPLifeCoach","display_name":"NLP Life Coach","profile_url":"https://independent.academia.edu/NLPLifeCoach?f_ri=30916","photo":"https://0.academia-photos.com/277001/224869/14934555/s65_nlp.life_coach.jpg"}],"research_interests":[{"id":26,"name":"Business","url":"https://www.academia.edu/Documents/in/Business?f_ri=30916","nofollow":true},{"id":4051,"name":"Business Process Management","url":"https://www.academia.edu/Documents/in/Business_Process_Management?f_ri=30916","nofollow":true},{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true},{"id":7357,"name":"Business Intelligence","url":"https://www.academia.edu/Documents/in/Business_Intelligence?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916"},{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916"},{"id":21168,"name":"Strategy (Business)","url":"https://www.academia.edu/Documents/in/Strategy_Business_?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":55840,"name":"Business Management","url":"https://www.academia.edu/Documents/in/Business_Management?f_ri=30916"},{"id":73939,"name":"Hostage Negotiations","url":"https://www.academia.edu/Documents/in/Hostage_Negotiations?f_ri=30916"},{"id":92354,"name":"Automated Negotiations","url":"https://www.academia.edu/Documents/in/Automated_Negotiations?f_ri=30916"},{"id":95015,"name":"Conflict Resolution/International Negotiation","url":"https://www.academia.edu/Documents/in/Conflict_Resolution_International_Negotiation?f_ri=30916"},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"},{"id":183921,"name":"Cross-Cultural Negotiations","url":"https://www.academia.edu/Documents/in/Cross-Cultural_Negotiations?f_ri=30916"},{"id":195532,"name":"Police Negotiators","url":"https://www.academia.edu/Documents/in/Police_Negotiators?f_ri=30916"},{"id":242822,"name":"Business Negotiations","url":"https://www.academia.edu/Documents/in/Business_Negotiations?f_ri=30916"},{"id":357890,"name":"Climate change negotiations","url":"https://www.academia.edu/Documents/in/Climate_change_negotiations?f_ri=30916"},{"id":860546,"name":"Marital Negotiation","url":"https://www.academia.edu/Documents/in/Marital_Negotiation?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_46907488" data-work_id="46907488" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/46907488/Negotiation_is_about_entitlements_not_interests">Negotiation is about entitlements, not interests</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">The psychological study of negotiation, influenced by economics, has long emphasized the interests of the bargaining parties as the main driver of the negotiation process. This remains the case, even though psychological research has... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_46907488" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">The psychological study of negotiation, influenced by economics, has long emphasized the interests of the bargaining parties as the main driver of the negotiation process. This remains the case, even though psychological research has shown that individuals do not behave in the manner predicted by classical economics. A main drawback of the concept of interests is that it is an individual-level construct and, therefore, does not tap directly into the interindividual nature of the negotiation process. In contrast, entitlements can serve as the key notion in the study of negotiation, both conceptually and epistemologically. I argue that at the heart of negotiation is a rule-making process through which parties define each other’s entitlements and duties. If we view negotiation in this way, we can study it as the primary vehicle for the explicit determination of social norms, obligations, and “ought” standards that permeate social life. This view has ramifications for the study of negotiation itself, for the social-psychological study of coregulation, and even for the function of society as a whole.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/46907488" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="e34f6cec48ad37663ea2f948e70c9b7b" rel="nofollow" data-download="{"attachment_id":66282587,"asset_id":46907488,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/66282587/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="919900" href="https://crete.academia.edu/AlexiosArvanitis">Alexios Arvanitis</a><script data-card-contents-for-user="919900" type="text/json">{"id":919900,"first_name":"Alexios","last_name":"Arvanitis","domain_name":"crete","page_name":"AlexiosArvanitis","display_name":"Alexios Arvanitis","profile_url":"https://crete.academia.edu/AlexiosArvanitis?f_ri=30916","photo":"https://0.academia-photos.com/919900/343145/605388/s65_alexios.arvanitis.jpg"}</script></span></span></li><li class="js-paper-rank-work_46907488 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="46907488"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 46907488, container: ".js-paper-rank-work_46907488", }); 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$(".js-view-count[data-work-id=46907488]").text(description); $(".js-view-count-work_46907488").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_46907488").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="46907488"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">7</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="221" rel="nofollow" href="https://www.academia.edu/Documents/in/Psychology">Psychology</a>, <script data-card-contents-for-ri="221" type="text/json">{"id":221,"name":"Psychology","url":"https://www.academia.edu/Documents/in/Psychology?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="248" rel="nofollow" href="https://www.academia.edu/Documents/in/Social_Psychology">Social Psychology</a>, <script data-card-contents-for-ri="248" type="text/json">{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="14943" rel="nofollow" href="https://www.academia.edu/Documents/in/Social_Norms">Social Norms</a><script data-card-contents-for-ri="14943" type="text/json">{"id":14943,"name":"Social Norms","url":"https://www.academia.edu/Documents/in/Social_Norms?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=46907488]'), work: {"id":46907488,"title":"Negotiation is about entitlements, not interests","created_at":"2021-04-16T11:07:29.415-07:00","url":"https://www.academia.edu/46907488/Negotiation_is_about_entitlements_not_interests?f_ri=30916","dom_id":"work_46907488","summary":"The psychological study of negotiation, influenced by economics, has long emphasized the interests of the bargaining parties as the main driver of the negotiation process. This remains the case, even though psychological research has shown that individuals do not behave in the manner predicted by classical economics. A main drawback of the concept of interests is that it is an individual-level construct and, therefore, does not tap directly into the interindividual nature of the negotiation process. In contrast, entitlements can serve as the key notion in the study of negotiation, both conceptually and epistemologically. I argue that at the heart of negotiation is a rule-making process through which parties define each other’s entitlements and duties. If we view negotiation in this way, we can study it as the primary vehicle for the explicit determination of social norms, obligations, and “ought” standards that permeate social life. This view has ramifications for the study of negotiation itself, for the social-psychological study of coregulation, and even for the function of society as a whole.","downloadable_attachments":[{"id":66282587,"asset_id":46907488,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":919900,"first_name":"Alexios","last_name":"Arvanitis","domain_name":"crete","page_name":"AlexiosArvanitis","display_name":"Alexios Arvanitis","profile_url":"https://crete.academia.edu/AlexiosArvanitis?f_ri=30916","photo":"https://0.academia-photos.com/919900/343145/605388/s65_alexios.arvanitis.jpg"}],"research_interests":[{"id":221,"name":"Psychology","url":"https://www.academia.edu/Documents/in/Psychology?f_ri=30916","nofollow":true},{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":14943,"name":"Social Norms","url":"https://www.academia.edu/Documents/in/Social_Norms?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":32625,"name":"Social Norms (Psychology)","url":"https://www.academia.edu/Documents/in/Social_Norms_Psychology_?f_ri=30916"},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_44428606" data-work_id="44428606" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/44428606/NAPADALSKA_STRATEGIJA_TAKTIKA_DELI_IN_VLADAJ_Attacking_Negotiation_Tactics_Divide_et_impera_">NAPADALSKA STRATEGIJA TAKTIKA ''DELI IN VLADAJ'' (Attacking Negotiation Tactics ''Divide et impera'')</a></div></div><div class="u-pb4x u-mt3x"></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/44428606" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="1304888e2a0a44f1afada19027c37f2f" rel="nofollow" data-download="{"attachment_id":64845415,"asset_id":44428606,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/64845415/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="30868784" href="https://uni-lj.academia.edu/lukaradicevic">Luka Radičević</a><script data-card-contents-for-user="30868784" type="text/json">{"id":30868784,"first_name":"Luka","last_name":"Radičević","domain_name":"uni-lj","page_name":"lukaradicevic","display_name":"Luka Radičević","profile_url":"https://uni-lj.academia.edu/lukaradicevic?f_ri=30916","photo":"https://0.academia-photos.com/30868784/19296109/126804999/s65_luka.radi_evi_.jpeg"}</script></span></span></li><li class="js-paper-rank-work_44428606 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="44428606"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 44428606, container: ".js-paper-rank-work_44428606", }); });</script></li><li class="js-percentile-work_44428606 InlineList-item InlineList-item--bordered hidden u-tcGrayDark"><span class="percentile-widget hidden"><span class="u-mr2x percentile-widget" style="display: none">•</span><span class="u-mr2x work-percentile"></span></span><script>$(function () { var workId = 44428606; window.Academia.workPercentilesFetcher.queue(workId, function (percentileText) { var container = $(".js-percentile-work_44428606"); container.find('.work-percentile').text(percentileText.charAt(0).toUpperCase() + percentileText.slice(1)); container.find('.percentile-widget').show(); container.find('.percentile-widget').removeClass('hidden'); }); });</script></li><li class="js-view-count-work_44428606 InlineList-item InlineList-item--bordered hidden"><div><span><span class="js-view-count view-count u-mr2x" data-work-id="44428606"><i class="fa fa-spinner fa-spin"></i></span><script>$(function () { var workId = 44428606; window.Academia.workViewCountsFetcher.queue(workId, function (count) { var description = window.$h.commaizeInt(count) + " " + window.$h.pluralize(count, 'View'); $(".js-view-count[data-work-id=44428606]").text(description); $(".js-view-count-work_44428606").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_44428606").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="44428606"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">15</a>  </div><span class="InlineList-item-text u-textTruncate u-pl10x"><a class="InlineList-item-text" data-has-card-for-ri="887" rel="nofollow" href="https://www.academia.edu/Documents/in/Teaching_and_Learning">Teaching and Learning</a>, <script data-card-contents-for-ri="887" type="text/json">{"id":887,"name":"Teaching and Learning","url":"https://www.academia.edu/Documents/in/Teaching_and_Learning?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="4881" rel="nofollow" href="https://www.academia.edu/Documents/in/International_Negotiation">International Negotiation</a>, <script data-card-contents-for-ri="4881" type="text/json">{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="13951" rel="nofollow" href="https://www.academia.edu/Documents/in/International_Negotiations">International Negotiations</a><script data-card-contents-for-ri="13951" type="text/json">{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=44428606]'), work: {"id":44428606,"title":"NAPADALSKA STRATEGIJA TAKTIKA ''DELI IN VLADAJ'' (Attacking Negotiation Tactics ''Divide et impera'')","created_at":"2020-11-03T11:50:11.283-08:00","url":"https://www.academia.edu/44428606/NAPADALSKA_STRATEGIJA_TAKTIKA_DELI_IN_VLADAJ_Attacking_Negotiation_Tactics_Divide_et_impera_?f_ri=30916","dom_id":"work_44428606","summary":null,"downloadable_attachments":[{"id":64845415,"asset_id":44428606,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":30868784,"first_name":"Luka","last_name":"Radičević","domain_name":"uni-lj","page_name":"lukaradicevic","display_name":"Luka Radičević","profile_url":"https://uni-lj.academia.edu/lukaradicevic?f_ri=30916","photo":"https://0.academia-photos.com/30868784/19296109/126804999/s65_luka.radi_evi_.jpeg"}],"research_interests":[{"id":887,"name":"Teaching and Learning","url":"https://www.academia.edu/Documents/in/Teaching_and_Learning?f_ri=30916","nofollow":true},{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916","nofollow":true},{"id":21168,"name":"Strategy (Business)","url":"https://www.academia.edu/Documents/in/Strategy_Business_?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":46271,"name":"Strategy","url":"https://www.academia.edu/Documents/in/Strategy?f_ri=30916"},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"},{"id":183921,"name":"Cross-Cultural Negotiations","url":"https://www.academia.edu/Documents/in/Cross-Cultural_Negotiations?f_ri=30916"},{"id":217665,"name":"Tactics","url":"https://www.academia.edu/Documents/in/Tactics?f_ri=30916"},{"id":242822,"name":"Business Negotiations","url":"https://www.academia.edu/Documents/in/Business_Negotiations?f_ri=30916"},{"id":330326,"name":"Teaching Media and Materials","url":"https://www.academia.edu/Documents/in/Teaching_Media_and_Materials?f_ri=30916"},{"id":491659,"name":"Persuasive tactics","url":"https://www.academia.edu/Documents/in/Persuasive_tactics?f_ri=30916"},{"id":1278101,"name":"Negotiation Tactics","url":"https://www.academia.edu/Documents/in/Negotiation_Tactics?f_ri=30916"},{"id":1836134,"name":"Negotiation Strategies","url":"https://www.academia.edu/Documents/in/Negotiation_Strategies?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_38871851" data-work_id="38871851" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/38871851/The_role_of_emotion_in_decision_making_at_the_mediation_table_">The role of emotion in decision making (at the mediation table)</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Emotions play a certain role in decision making, and ethical and moral cognitive thoughts sometimes takes over after the decision was taken, without full awareness. It is difficult to to use logical and rational arguments to help the... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_38871851" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Emotions play a certain role in decision making, and ethical and moral cognitive thoughts sometimes takes over after the decision was taken, without full awareness. It is difficult to to use logical and rational arguments to help the parties in dispute reach deals in their best interests, especially as they are not always declared or clear. In addition, you must identify and manage emotions to transform obstacles into opportunities. This work is meant to be an introduction to fundamental concepts that relate to the creation and operation of emotions in order to understand the different mechanisms of their regulation. Not all people, in fact, are able to manage in balanced and aware way their emotions. A trained mediator can be a resource to guide both cognitive and unconscious processes of adjustment in order to reach an agreement. This, however, could pose ethical problems, were the mediator to manipulate the emotions of one or more of the parties.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/38871851" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="875a3c01cc6668f89d55c759d2191853" rel="nofollow" data-download="{"attachment_id":58968189,"asset_id":38871851,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/58968189/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="12856179" href="https://unicam.academia.edu/andreabuti">andrea buti</a><script data-card-contents-for-user="12856179" type="text/json">{"id":12856179,"first_name":"andrea","last_name":"buti","domain_name":"unicam","page_name":"andreabuti","display_name":"andrea buti","profile_url":"https://unicam.academia.edu/andreabuti?f_ri=30916","photo":"https://0.academia-photos.com/12856179/8587720/9593547/s65_andrea.buti.jpg"}</script></span></span></li><li class="js-paper-rank-work_38871851 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="38871851"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 38871851, container: ".js-paper-rank-work_38871851", }); 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$(".js-view-count[data-work-id=38871851]").text(description); $(".js-view-count-work_38871851").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_38871851").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="38871851"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">6</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="254" rel="nofollow" href="https://www.academia.edu/Documents/in/Emotion">Emotion</a>, <script data-card-contents-for-ri="254" type="text/json">{"id":254,"name":"Emotion","url":"https://www.academia.edu/Documents/in/Emotion?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10174" rel="nofollow" href="https://www.academia.edu/Documents/in/Mediation">Mediation</a>, <script data-card-contents-for-ri="10174" type="text/json">{"id":10174,"name":"Mediation","url":"https://www.academia.edu/Documents/in/Mediation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="16097" rel="nofollow" href="https://www.academia.edu/Documents/in/Decision_Making_Under_Uncertainty">Decision Making Under Uncertainty</a><script data-card-contents-for-ri="16097" type="text/json">{"id":16097,"name":"Decision Making Under Uncertainty","url":"https://www.academia.edu/Documents/in/Decision_Making_Under_Uncertainty?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=38871851]'), work: {"id":38871851,"title":"The role of emotion in decision making (at the mediation table)","created_at":"2019-04-20T00:43:51.131-07:00","url":"https://www.academia.edu/38871851/The_role_of_emotion_in_decision_making_at_the_mediation_table_?f_ri=30916","dom_id":"work_38871851","summary":"Emotions play a certain role in decision making, and ethical and moral cognitive thoughts sometimes takes over after the decision was taken, without full awareness. It is difficult to to use logical and rational arguments to help the parties in dispute reach deals in their best interests, especially as they are not always declared or clear. In addition, you must identify and manage emotions to transform obstacles into opportunities. This work is meant to be an introduction to fundamental concepts that relate to the creation and operation of emotions in order to understand the different mechanisms of their regulation. Not all people, in fact, are able to manage in balanced and aware way their emotions. A trained mediator can be a resource to guide both cognitive and unconscious processes of adjustment in order to reach an agreement. This, however, could pose ethical problems, were the mediator to manipulate the emotions of one or more of the parties. ","downloadable_attachments":[{"id":58968189,"asset_id":38871851,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":12856179,"first_name":"andrea","last_name":"buti","domain_name":"unicam","page_name":"andreabuti","display_name":"andrea buti","profile_url":"https://unicam.academia.edu/andreabuti?f_ri=30916","photo":"https://0.academia-photos.com/12856179/8587720/9593547/s65_andrea.buti.jpg"}],"research_interests":[{"id":254,"name":"Emotion","url":"https://www.academia.edu/Documents/in/Emotion?f_ri=30916","nofollow":true},{"id":10174,"name":"Mediation","url":"https://www.academia.edu/Documents/in/Mediation?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":16097,"name":"Decision Making Under Uncertainty","url":"https://www.academia.edu/Documents/in/Decision_Making_Under_Uncertainty?f_ri=30916","nofollow":true},{"id":24137,"name":"Mediation (Law)","url":"https://www.academia.edu/Documents/in/Mediation_Law_?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_2017011" data-work_id="2017011" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/2017011/Thornberg_R_2006_The_situated_nature_of_preschool_children_s_conflict_strategies_Educational_Psychology_26_109_126">Thornberg, R. (2006). The situated nature of preschool children’s conflict strategies. Educational Psychology, 26, 109-126. </a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">The purpose of this study was to examine whether the peer conflict strategies of preschool children are situated and therefore vary across different conflict situations. Hypothetical conflict interviews were administered through a series... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_2017011" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">The purpose of this study was to examine whether the peer conflict strategies of preschool children are situated and therefore vary across different conflict situations. Hypothetical conflict interviews were administered through a series of puppet shows. Participants were 178 preschool children. Results indicate that preschool children’s conflict management skills are situated in peer conflict, because their strategies are to a greater or lesser degree influenced by the opponent’s strategies. When the opponent’s conflict strategy is non‐aggressive, aggressive conflict strategies are atypical and low in frequency. When the opponent behaves with physical aggression in the conflict situation, most of the subjects respond to this aggressive conflict strategy with physical aggression. The findings confirm neither a static individual view nor a situated determinism, but a situated action view in which both individuals’ cognitions and distributed cognitions interact.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/2017011" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="cb76d8c5654fda0203fb63f741ffe179" rel="nofollow" data-download="{"attachment_id":29318373,"asset_id":2017011,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/29318373/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="2634051" href="https://liu-se.academia.edu/RobertThornberg">Robert Thornberg</a><script data-card-contents-for-user="2634051" type="text/json">{"id":2634051,"first_name":"Robert","last_name":"Thornberg","domain_name":"liu-se","page_name":"RobertThornberg","display_name":"Robert Thornberg","profile_url":"https://liu-se.academia.edu/RobertThornberg?f_ri=30916","photo":"https://0.academia-photos.com/2634051/864290/7210198/s65_robert.thornberg.jpg"}</script></span></span></li><li class="js-paper-rank-work_2017011 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="2017011"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 2017011, container: ".js-paper-rank-work_2017011", }); 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$(".js-view-count[data-work-id=2017011]").text(description); $(".js-view-count-work_2017011").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_2017011").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="2017011"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">77</a>  </div><span class="InlineList-item-text u-textTruncate u-pl10x"><a class="InlineList-item-text" data-has-card-for-ri="221" rel="nofollow" href="https://www.academia.edu/Documents/in/Psychology">Psychology</a>, <script data-card-contents-for-ri="221" type="text/json">{"id":221,"name":"Psychology","url":"https://www.academia.edu/Documents/in/Psychology?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="236" rel="nofollow" href="https://www.academia.edu/Documents/in/Cognitive_Psychology">Cognitive Psychology</a>, <script data-card-contents-for-ri="236" type="text/json">{"id":236,"name":"Cognitive Psychology","url":"https://www.academia.edu/Documents/in/Cognitive_Psychology?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="237" rel="nofollow" href="https://www.academia.edu/Documents/in/Cognitive_Science">Cognitive Science</a>, <script data-card-contents-for-ri="237" type="text/json">{"id":237,"name":"Cognitive Science","url":"https://www.academia.edu/Documents/in/Cognitive_Science?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="248" rel="nofollow" href="https://www.academia.edu/Documents/in/Social_Psychology">Social Psychology</a><script data-card-contents-for-ri="248" type="text/json">{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=2017011]'), work: {"id":2017011,"title":"Thornberg, R. (2006). The situated nature of preschool children’s conflict strategies. Educational Psychology, 26, 109-126. ","created_at":"2012-10-11T00:03:28.526-07:00","url":"https://www.academia.edu/2017011/Thornberg_R_2006_The_situated_nature_of_preschool_children_s_conflict_strategies_Educational_Psychology_26_109_126?f_ri=30916","dom_id":"work_2017011","summary":"The purpose of this study was to examine whether the peer conflict strategies of preschool children are situated and therefore vary across different conflict situations. Hypothetical conflict interviews were administered through a series of puppet shows. Participants were 178 preschool children. Results indicate that preschool children’s conflict management skills are situated in peer conflict, because their strategies are to a greater or lesser degree influenced by the opponent’s strategies. When the opponent’s conflict strategy is non‐aggressive, aggressive conflict strategies are atypical and low in frequency. When the opponent behaves with physical aggression in the conflict situation, most of the subjects respond to this aggressive conflict strategy with physical aggression. The findings confirm neither a static individual view nor a situated determinism, but a situated action view in which both individuals’ cognitions and distributed cognitions interact.","downloadable_attachments":[{"id":29318373,"asset_id":2017011,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":2634051,"first_name":"Robert","last_name":"Thornberg","domain_name":"liu-se","page_name":"RobertThornberg","display_name":"Robert Thornberg","profile_url":"https://liu-se.academia.edu/RobertThornberg?f_ri=30916","photo":"https://0.academia-photos.com/2634051/864290/7210198/s65_robert.thornberg.jpg"}],"research_interests":[{"id":221,"name":"Psychology","url":"https://www.academia.edu/Documents/in/Psychology?f_ri=30916","nofollow":true},{"id":236,"name":"Cognitive Psychology","url":"https://www.academia.edu/Documents/in/Cognitive_Psychology?f_ri=30916","nofollow":true},{"id":237,"name":"Cognitive Science","url":"https://www.academia.edu/Documents/in/Cognitive_Science?f_ri=30916","nofollow":true},{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true},{"id":252,"name":"Developmental Psychology","url":"https://www.academia.edu/Documents/in/Developmental_Psychology?f_ri=30916"},{"id":907,"name":"Moral Psychology","url":"https://www.academia.edu/Documents/in/Moral_Psychology?f_ri=30916"},{"id":931,"name":"Interpersonal Communication","url":"https://www.academia.edu/Documents/in/Interpersonal_Communication?f_ri=30916"},{"id":1198,"name":"Peace and Conflict Studies","url":"https://www.academia.edu/Documents/in/Peace_and_Conflict_Studies?f_ri=30916"},{"id":1237,"name":"Social Sciences","url":"https://www.academia.edu/Documents/in/Social_Sciences?f_ri=30916"},{"id":1697,"name":"Violence","url":"https://www.academia.edu/Documents/in/Violence?f_ri=30916"},{"id":2072,"name":"Aggression (Psychology)","url":"https://www.academia.edu/Documents/in/Aggression_Psychology_?f_ri=30916"},{"id":2971,"name":"Cognitive development","url":"https://www.academia.edu/Documents/in/Cognitive_development?f_ri=30916"},{"id":3398,"name":"Educational Psychology","url":"https://www.academia.edu/Documents/in/Educational_Psychology?f_ri=30916"},{"id":3753,"name":"Early Childhood Education","url":"https://www.academia.edu/Documents/in/Early_Childhood_Education?f_ri=30916"},{"id":3849,"name":"Conflict","url":"https://www.academia.edu/Documents/in/Conflict?f_ri=30916"},{"id":4212,"name":"Cognition","url":"https://www.academia.edu/Documents/in/Cognition?f_ri=30916"},{"id":4301,"name":"Cooperation and Conflict","url":"https://www.academia.edu/Documents/in/Cooperation_and_Conflict?f_ri=30916"},{"id":4418,"name":"Distributed Cognition","url":"https://www.academia.edu/Documents/in/Distributed_Cognition?f_ri=30916"},{"id":4419,"name":"Situated Cognition","url":"https://www.academia.edu/Documents/in/Situated_Cognition?f_ri=30916"},{"id":4583,"name":"Child Development","url":"https://www.academia.edu/Documents/in/Child_Development?f_ri=30916"},{"id":4626,"name":"Social Cognition","url":"https://www.academia.edu/Documents/in/Social_Cognition?f_ri=30916"},{"id":4830,"name":"Sociocultural Theory","url":"https://www.academia.edu/Documents/in/Sociocultural_Theory?f_ri=30916"},{"id":4900,"name":"Situated Learning","url":"https://www.academia.edu/Documents/in/Situated_Learning?f_ri=30916"},{"id":7342,"name":"Conflict Processes","url":"https://www.academia.edu/Documents/in/Conflict_Processes?f_ri=30916"},{"id":8139,"name":"Compliance","url":"https://www.academia.edu/Documents/in/Compliance?f_ri=30916"},{"id":8144,"name":"School 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class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_31580786 coauthored" data-work_id="31580786" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" rel="nofollow" href="https://www.academia.edu/31580786/The_Definition_of_Negotiation_A_Play_in_Three_Acts">The Definition of Negotiation: A Play in Three Acts</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Download at: <a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2902743" rel="nofollow">https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2902743</a> This article is based on a provocative conversation between Andrea Kupfer Schneider, Noam Ebner, and David Matz as they drove to the airport following the... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_31580786" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Download at: <a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2902743" rel="nofollow">https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2902743</a> <br /> <br />This article is based on a provocative conversation between Andrea Kupfer Schneider, Noam Ebner, and David Matz as they drove to the airport following the University of Missouri’s symposium, Moving Negotiation Theory From the Tower of Babel Toward a World of Mutual Understanding. After a while, John Lande metaphorically joined their quest to find a good definition of negotiation. They considered examples of interactions with deans, judges, bank officers, grocers, drivers, terrorists, and muggers, among others, to try to identify critical elements of negotiation. For example, can the interaction be called a negotiation, if one party holds all the cards? Is it a negotiation if only one party is interested in negotiating? This article should stimulate readers’ thinking about this deceptively challenging question, and is particularly appropriate for use in negotiation courses.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/31580786" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="217780" href="https://creighton.academia.edu/NoamEbner">Noam Ebner</a><script data-card-contents-for-user="217780" type="text/json">{"id":217780,"first_name":"Noam","last_name":"Ebner","domain_name":"creighton","page_name":"NoamEbner","display_name":"Noam Ebner","profile_url":"https://creighton.academia.edu/NoamEbner?f_ri=30916","photo":"https://0.academia-photos.com/217780/228119/15255698/s65_noam.ebner.jpg"}</script></span></span><span class="u-displayInlineBlock InlineList-item-text"> and <span class="u-textDecorationUnderline u-clickable InlineList-item-text js-work-more-authors-31580786">+2</span><div class="hidden js-additional-users-31580786"><div><span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a href="https://independent.academia.edu/AndreaSchneider3">Andrea Schneider</a></span></div><div><span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a href="https://independent.academia.edu/LandeJohn">John Lande</a></span></div></div></span><script>(function(){ var popoverSettings = { el: $('.js-work-more-authors-31580786'), placement: 'bottom', hide_delay: 200, html: true, content: function(){ return $('.js-additional-users-31580786').html(); 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William Zartman and Guy Olivier Faure (eds.), Engaging Extremists (Washington DC: US Institute of Peace Press, 2011), Terrorism and Political Violence, Vol. 28, No. 5 (2016), pp. 980-982.</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Negotiation is the art of compromise. This volume examines the important issue of negotiations and engagement between states and terrorists. The authors ask what does engagement between states and terrorist organizations seek to obtain,... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_29332919" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Negotiation is the art of compromise. This volume examines the important issue of negotiations and engagement between states and terrorists. The authors ask what does engagement between states and terrorist organizations seek to obtain, and what are the chances of obtaining those aims? Leaders of states understand that negotiations with terrorists confer legitimacy on them, that recognition might weaken their position and strengthen the terrorists. Zartman and Faure argue (p. 9) that beyond the unethical aspects of dealing with terrorists, negotiations actually encourage terrorism.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/29332919" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="d678691582bcdbfe257859b4b4add470" rel="nofollow" data-download="{"attachment_id":49771713,"asset_id":29332919,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/49771713/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="373292" href="https://hull.academia.edu/RaphaelCohenAlmagor">Raphael Cohen-Almagor</a><script data-card-contents-for-user="373292" type="text/json">{"id":373292,"first_name":"Raphael","last_name":"Cohen-Almagor","domain_name":"hull","page_name":"RaphaelCohenAlmagor","display_name":"Raphael Cohen-Almagor","profile_url":"https://hull.academia.edu/RaphaelCohenAlmagor?f_ri=30916","photo":"https://0.academia-photos.com/373292/96730/159257724/s65_maya.chernichenko.jpg"}</script></span></span></li><li class="js-paper-rank-work_29332919 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="29332919"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 29332919, container: ".js-paper-rank-work_29332919", }); 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William Zartman and Guy Olivier Faure (eds.), Engaging Extremists (Washington DC: US Institute of Peace Press, 2011), Terrorism and Political Violence, Vol. 28, No. 5 (2016), pp. 980-982.","created_at":"2016-10-21T13:38:12.386-07:00","url":"https://www.academia.edu/29332919/Book_Review_of_I_William_Zartman_and_Guy_Olivier_Faure_eds_Engaging_Extremists_Washington_DC_US_Institute_of_Peace_Press_2011_Terrorism_and_Political_Violence_Vol_28_No_5_2016_pp_980_982?f_ri=30916","dom_id":"work_29332919","summary":"Negotiation is the art of compromise. This volume examines the important issue of negotiations and engagement between states and terrorists. The authors ask what does engagement between states and terrorist organizations seek to obtain, and what are the chances of obtaining those aims? Leaders of states understand that negotiations with terrorists confer legitimacy on them, that recognition might weaken their position and strengthen the terrorists. Zartman and Faure argue (p. 9) that beyond the unethical aspects of dealing with terrorists, negotiations actually encourage terrorism. ","downloadable_attachments":[{"id":49771713,"asset_id":29332919,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":373292,"first_name":"Raphael","last_name":"Cohen-Almagor","domain_name":"hull","page_name":"RaphaelCohenAlmagor","display_name":"Raphael Cohen-Almagor","profile_url":"https://hull.academia.edu/RaphaelCohenAlmagor?f_ri=30916","photo":"https://0.academia-photos.com/373292/96730/159257724/s65_maya.chernichenko.jpg"}],"research_interests":[{"id":1660,"name":"Terrorism","url":"https://www.academia.edu/Documents/in/Terrorism?f_ri=30916","nofollow":true},{"id":4486,"name":"Political Science","url":"https://www.academia.edu/Documents/in/Political_Science?f_ri=30916","nofollow":true},{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true},{"id":5686,"name":"Political Violence and Terrorism","url":"https://www.academia.edu/Documents/in/Political_Violence_and_Terrorism?f_ri=30916","nofollow":true},{"id":5847,"name":"Political Extremism/Radicalism/Populism","url":"https://www.academia.edu/Documents/in/Political_Extremism_Radicalism_Populism?f_ri=30916"},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916"},{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916"},{"id":26669,"name":"Counter terrorism","url":"https://www.academia.edu/Documents/in/Counter_terrorism?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":95015,"name":"Conflict Resolution/International Negotiation","url":"https://www.academia.edu/Documents/in/Conflict_Resolution_International_Negotiation?f_ri=30916"},{"id":95854,"name":"Critical Terrorism Studies","url":"https://www.academia.edu/Documents/in/Critical_Terrorism_Studies?f_ri=30916"},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"},{"id":761870,"name":"Terrorism and Counterterrorism","url":"https://www.academia.edu/Documents/in/Terrorism_and_Counterterrorism?f_ri=30916"},{"id":1015037,"name":"Migration: Identity Negotiation","url":"https://www.academia.edu/Documents/in/Migration_Identity_Negotiation?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_12898818" data-work_id="12898818" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/12898818/Communication_skills_and_dialogue_with_rowdyism_cumbersome_">Communication skills and dialogue with rowdyism (cumbersome)</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Late when people experience together. One fights alone and being together, sharing selected and established form of early human societies. Modern societies have a wide array of relationships, so that all people in every corner of the... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_12898818" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Late when people experience together. One fights alone and being together, sharing selected and established form of early human societies. Modern societies have a wide array of relationships, so that all people in every corner of the place, with all kinds of tastes and personality are doomed to be together.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/12898818" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="f9e4e1548a620a8b968696671210f4fe" rel="nofollow" data-download="{"attachment_id":37872338,"asset_id":12898818,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/37872338/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="29417750" href="https://azad.academia.edu/mohammadrezadaeijafari">mohammad reza daei jafari</a><script data-card-contents-for-user="29417750" type="text/json">{"id":29417750,"first_name":"mohammad reza","last_name":"daei jafari","domain_name":"azad","page_name":"mohammadrezadaeijafari","display_name":"mohammad reza daei jafari","profile_url":"https://azad.academia.edu/mohammadrezadaeijafari?f_ri=30916","photo":"https://0.academia-photos.com/29417750/8421581/9501484/s65_mohammad.reza.jpg"}</script></span></span></li><li class="js-paper-rank-work_12898818 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="12898818"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 12898818, container: ".js-paper-rank-work_12898818", }); 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One fights alone and being together, sharing selected and established form of early human societies. Modern societies have a wide array of relationships, so that all people in every corner of the place, with all kinds of tastes and personality are doomed to be together.","downloadable_attachments":[{"id":37872338,"asset_id":12898818,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":29417750,"first_name":"mohammad reza","last_name":"daei jafari","domain_name":"azad","page_name":"mohammadrezadaeijafari","display_name":"mohammad reza daei jafari","profile_url":"https://azad.academia.edu/mohammadrezadaeijafari?f_ri=30916","photo":"https://0.academia-photos.com/29417750/8421581/9501484/s65_mohammad.reza.jpg"}],"research_interests":[{"id":221,"name":"Psychology","url":"https://www.academia.edu/Documents/in/Psychology?f_ri=30916","nofollow":true},{"id":242,"name":"Personality Psychology","url":"https://www.academia.edu/Documents/in/Personality_Psychology?f_ri=30916","nofollow":true},{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true},{"id":859,"name":"Communication","url":"https://www.academia.edu/Documents/in/Communication?f_ri=30916","nofollow":true},{"id":956,"name":"Organizational Communication","url":"https://www.academia.edu/Documents/in/Organizational_Communication?f_ri=30916"},{"id":1279,"name":"Science Communication","url":"https://www.academia.edu/Documents/in/Science_Communication?f_ri=30916"},{"id":3127,"name":"Industrial and Organizational Psychology","url":"https://www.academia.edu/Documents/in/Industrial_and_Organizational_Psychology?f_ri=30916"},{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916"},{"id":7369,"name":"Political communication","url":"https://www.academia.edu/Documents/in/Political_communication?f_ri=30916"},{"id":11010,"name":"Communication Theory","url":"https://www.academia.edu/Documents/in/Communication_Theory?f_ri=30916"},{"id":13951,"name":"International Negotiations","url":"https://www.academia.edu/Documents/in/International_Negotiations?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":52154,"name":"Communication Studies","url":"https://www.academia.edu/Documents/in/Communication_Studies?f_ri=30916"},{"id":95781,"name":"Psychology of Communication","url":"https://www.academia.edu/Documents/in/Psychology_of_Communication?f_ri=30916"},{"id":95788,"name":"Communication (Psychology)","url":"https://www.academia.edu/Documents/in/Communication_Psychology_?f_ri=30916"},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_12080663" data-work_id="12080663" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" rel="nofollow" href="https://www.academia.edu/12080663/EU_vs_Google_When_Two_Goliaths_Meet">EU vs. Google: When Two Goliaths Meet</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">The European Commission has opened a formal investigation into Google to ascertain whether or not the company’s operating system, applications, and services have breached EU anti-trust rules. The Commission is seeking to figure out if... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_12080663" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">The European Commission has opened a formal investigation into Google to ascertain whether or not the company’s operating system, applications, and services have breached EU anti-trust rules. The Commission is seeking to figure out if Google has engaged in anti-competitive activities in its business philosophy and has tried to abuse what is a dominant commercial position in the European market. Google has always refuted such charges, boldly declaring things like it is ‘not the gateway to the internet’ and that it was not true that Google would ‘promote its own products at the expense of its competitors.’ It is this last aspect which brings a bit of the surreal into the situation and should leave any sane thinkers of commercial activity in Europe shaking their collective heads.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/12080663" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="d1454d51704c16c6c186392834b7a72d" rel="nofollow" data-download="{"attachment_id":39233636,"asset_id":12080663,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/39233636/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="6901110" href="https://brown.academia.edu/DrMatthewCrosston">Dr. Matthew Crosston</a><script data-card-contents-for-user="6901110" type="text/json">{"id":6901110,"first_name":"Dr. Matthew","last_name":"Crosston","domain_name":"brown","page_name":"DrMatthewCrosston","display_name":"Dr. Matthew Crosston","profile_url":"https://brown.academia.edu/DrMatthewCrosston?f_ri=30916","photo":"https://0.academia-photos.com/6901110/2645906/36883013/s65_dr._matthew.crosston.jpg"}</script></span></span></li><li class="js-paper-rank-work_12080663 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="12080663"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 12080663, container: ".js-paper-rank-work_12080663", }); 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On the one hand, there is the assumption that this is a... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_7233676" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">There seems to be a strong divergence in American governmental perception behind Chinese and Russian command of cyberspace and their general cyber interaction with state authority. On the one hand, there is the assumption that this is a natural manifestation of the growing desire on the part of Russia and China to achieve global superpower status. On the other hand, there are the counter-arguments that emphasize China's and Russia’s own perception of inability to operate effectively against the United States in a conventional military confrontation. Indeed, many Chinese and Russian actors suggest cyber warfare is considered an obvious asymmetric instrument for balancing overwhelming US power.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/7233676" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="47bd2a867bec129a1f7baaabc36f824e" rel="nofollow" data-download="{"attachment_id":33853093,"asset_id":7233676,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/33853093/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="6901110" href="https://brown.academia.edu/DrMatthewCrosston">Dr. Matthew Crosston</a><script data-card-contents-for-user="6901110" type="text/json">{"id":6901110,"first_name":"Dr. Matthew","last_name":"Crosston","domain_name":"brown","page_name":"DrMatthewCrosston","display_name":"Dr. Matthew Crosston","profile_url":"https://brown.academia.edu/DrMatthewCrosston?f_ri=30916","photo":"https://0.academia-photos.com/6901110/2645906/36883013/s65_dr._matthew.crosston.jpg"}</script></span></span></li><li class="js-paper-rank-work_7233676 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="7233676"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 7233676, container: ".js-paper-rank-work_7233676", }); 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work_264068" data-work_id="264068" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" rel="nofollow" href="https://www.academia.edu/264068/Trust_Building_In_E_Negotiation">Trust-Building In E-Negotiation</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Download at: <a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1722065" rel="nofollow">https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1722065</a> As the global market expands and business and personal relationships are increasingly taking place online, it is common to conduct negotiation processes in the... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_264068" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Download at: <a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1722065" rel="nofollow">https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1722065</a> <br /> <br />As the global market expands and business and personal relationships are increasingly taking place online, it is common to conduct negotiation processes in the online venue. This chapter focuses on the challenges to inter-party trust in e-negotiation, and on means for ...</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/264068" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="217780" href="https://creighton.academia.edu/NoamEbner">Noam Ebner</a><script data-card-contents-for-user="217780" type="text/json">{"id":217780,"first_name":"Noam","last_name":"Ebner","domain_name":"creighton","page_name":"NoamEbner","display_name":"Noam Ebner","profile_url":"https://creighton.academia.edu/NoamEbner?f_ri=30916","photo":"https://0.academia-photos.com/217780/228119/15255698/s65_noam.ebner.jpg"}</script></span></span></li><li class="js-paper-rank-work_264068 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="264068"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 264068, container: ".js-paper-rank-work_264068", }); 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$(".js-view-count[data-work-id=264068]").text(description); $(".js-view-count-work_264068").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_264068").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="264068"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">28</a>  </div><span class="InlineList-item-text u-textTruncate u-pl10x"><a class="InlineList-item-text" data-has-card-for-ri="956" rel="nofollow" href="https://www.academia.edu/Documents/in/Organizational_Communication">Organizational Communication</a>, <script data-card-contents-for-ri="956" type="text/json">{"id":956,"name":"Organizational Communication","url":"https://www.academia.edu/Documents/in/Organizational_Communication?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="1198" rel="nofollow" href="https://www.academia.edu/Documents/in/Peace_and_Conflict_Studies">Peace and Conflict Studies</a>, <script data-card-contents-for-ri="1198" type="text/json">{"id":1198,"name":"Peace and Conflict Studies","url":"https://www.academia.edu/Documents/in/Peace_and_Conflict_Studies?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="1759" rel="nofollow" href="https://www.academia.edu/Documents/in/Internet_Studies">Internet Studies</a>, <script data-card-contents-for-ri="1759" type="text/json">{"id":1759,"name":"Internet Studies","url":"https://www.academia.edu/Documents/in/Internet_Studies?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="2556" rel="nofollow" href="https://www.academia.edu/Documents/in/Dispute_Resolution">Dispute Resolution</a><script data-card-contents-for-ri="2556" type="text/json">{"id":2556,"name":"Dispute Resolution","url":"https://www.academia.edu/Documents/in/Dispute_Resolution?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=264068]'), work: {"id":264068,"title":"Trust-Building In E-Negotiation","created_at":"2010-07-14T19:36:03.581-07:00","url":"https://www.academia.edu/264068/Trust_Building_In_E_Negotiation?f_ri=30916","dom_id":"work_264068","summary":"Download at: https://papers.ssrn.com/sol3/papers.cfm?abstract_id=1722065 \r\n\r\nAs the global market expands and business and personal relationships are increasingly taking place online, it is common to conduct negotiation processes in the online venue. 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The authors unpack why this happens, and propose methods that will better prepare students for the... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_68738421" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Astonishing amounts of negotiation are now conducted by e-mail - often with scant regard for underlying strategy, or even common courtesy. The authors unpack why this happens, and propose methods that will better prepare students for the realities of future business.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/68738421" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="ec1747d3220a1b66b4a120238e0d1435" rel="nofollow" data-download="{"attachment_id":79110057,"asset_id":68738421,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/79110057/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="34192805" href="https://independent.academia.edu/AndreaSchneider3">Andrea Schneider</a><script data-card-contents-for-user="34192805" type="text/json">{"id":34192805,"first_name":"Andrea","last_name":"Schneider","domain_name":"independent","page_name":"AndreaSchneider3","display_name":"Andrea Schneider","profile_url":"https://independent.academia.edu/AndreaSchneider3?f_ri=30916","photo":"/images/s65_no_pic.png"}</script></span></span></li><li class="js-paper-rank-work_68738421 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="68738421"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 68738421, container: ".js-paper-rank-work_68738421", }); 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$(".js-view-count[data-work-id=68738421]").text(description); $(".js-view-count-work_68738421").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_68738421").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="68738421"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">5</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="422" rel="nofollow" href="https://www.academia.edu/Documents/in/Computer_Science">Computer Science</a>, <script data-card-contents-for-ri="422" type="text/json">{"id":422,"name":"Computer Science","url":"https://www.academia.edu/Documents/in/Computer_Science?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="30916" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation_Psychology_">Negotiation (Psychology)</a>, <script data-card-contents-for-ri="30916" type="text/json">{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="38639" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation_Electronic_Commerce_">Negotiation (Electronic Commerce)</a><script data-card-contents-for-ri="38639" type="text/json">{"id":38639,"name":"Negotiation (Electronic Commerce)","url":"https://www.academia.edu/Documents/in/Negotiation_Electronic_Commerce_?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=68738421]'), work: {"id":68738421,"title":"You've Got Agreement: Negoti@ Ting Via Email","created_at":"2022-01-19T18:53:27.846-08:00","url":"https://www.academia.edu/68738421/Youve_Got_Agreement_Negoti_at_Ting_Via_Email?f_ri=30916","dom_id":"work_68738421","summary":"Astonishing amounts of negotiation are now conducted by e-mail - often with scant regard for underlying strategy, or even common courtesy. The authors unpack why this happens, and propose methods that will better prepare students for the realities of future business.","downloadable_attachments":[{"id":79110057,"asset_id":68738421,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":34192805,"first_name":"Andrea","last_name":"Schneider","domain_name":"independent","page_name":"AndreaSchneider3","display_name":"Andrea Schneider","profile_url":"https://independent.academia.edu/AndreaSchneider3?f_ri=30916","photo":"/images/s65_no_pic.png"}],"research_interests":[{"id":422,"name":"Computer Science","url":"https://www.academia.edu/Documents/in/Computer_Science?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":38639,"name":"Negotiation (Electronic Commerce)","url":"https://www.academia.edu/Documents/in/Negotiation_Electronic_Commerce_?f_ri=30916","nofollow":true},{"id":84777,"name":"Negotiation Pedagogy","url":"https://www.academia.edu/Documents/in/Negotiation_Pedagogy?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_67383962" data-work_id="67383962" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/67383962/Modeling_the_negotiation_object_in_social_systems">Modeling the negotiation object in social systems</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">As the computer systems are becoming more powerful and intelligent there arises a need to achieve proper modeling of negotiation object in human behavior. This article focuses on the analysis of the object in human negotiation and... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_67383962" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">As the computer systems are becoming more powerful and intelligent there arises a need to achieve proper modeling of negotiation object in human behavior. This article focuses on the analysis of the object in human negotiation and definition of its properties to achieve proper modeling. The approach is based on breaking down the set of negotiation object’s attributes into particular capital sorts to eliminate complexity concerning the number of these attributes in negotiation object and negotiation goals.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/67383962" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="ca97bdb66f5ff0d8477713e80d0b60a9" rel="nofollow" data-download="{"attachment_id":78219759,"asset_id":67383962,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/78219759/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="43043871" href="https://hu-berlin.academia.edu/AOsherenko">Alexander Osherenko</a><script data-card-contents-for-user="43043871" type="text/json">{"id":43043871,"first_name":"Alexander","last_name":"Osherenko","domain_name":"hu-berlin","page_name":"AOsherenko","display_name":"Alexander Osherenko","profile_url":"https://hu-berlin.academia.edu/AOsherenko?f_ri=30916","photo":"https://0.academia-photos.com/43043871/11560748/12893112/s65_a..osherenko.jpg"}</script></span></span></li><li class="js-paper-rank-work_67383962 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="67383962"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 67383962, container: ".js-paper-rank-work_67383962", }); 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This article focuses on the analysis of the object in human negotiation and definition of its properties to achieve proper modeling. The approach is based on breaking down the set of negotiation object’s attributes into particular capital sorts to eliminate complexity concerning the number of these attributes in negotiation object and negotiation goals.","downloadable_attachments":[{"id":78219759,"asset_id":67383962,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":43043871,"first_name":"Alexander","last_name":"Osherenko","domain_name":"hu-berlin","page_name":"AOsherenko","display_name":"Alexander Osherenko","profile_url":"https://hu-berlin.academia.edu/AOsherenko?f_ri=30916","photo":"https://0.academia-photos.com/43043871/11560748/12893112/s65_a..osherenko.jpg"}],"research_interests":[{"id":184,"name":"Sociology","url":"https://www.academia.edu/Documents/in/Sociology?f_ri=30916","nofollow":true},{"id":13340,"name":"Pierre Bourdieu","url":"https://www.academia.edu/Documents/in/Pierre_Bourdieu?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_44788837 coauthored" data-work_id="44788837" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/44788837/%C3%87ATI%C5%9EMA_Y%C3%96NET%C4%B0M%C4%B0_VE_M%C3%9CZAKERE_2013_Zengin_S">ÇATIŞMA YÖNETİMİ VE MÜZAKERE, (2013), Zengin, S.</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Özet Bu çalışmada poliste çatışmanın anlaşılması, yaşam içerisindeki yeri, istenen ve istenmeyen sonuçları değerlendirilirken, aynı zamanda bu durumun nasıl yönetilmesi gerektiği üzerinde de durulmaya çalışılacaktır. Polisler görevleri... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_44788837" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Özet <br />Bu çalışmada poliste çatışmanın anlaşılması, yaşam içerisindeki yeri, istenen ve istenmeyen sonuçları değerlendirilirken, aynı zamanda bu durumun nasıl yönetilmesi gerektiği üzerinde de durulmaya çalışılacaktır. Polisler görevleri esnasında çatıma içeren birçok durumla karşılamaktadırlar. Görevleri gereği psikolojik problemleri olan, zihinsel engelli, normal dışı davranışlarda bulunan, uyuşturucu ve alkol alışkanlığı olan, kızgın, sinirli, zorluk ve sıkıntı içerisinde bulunan vatandaşlarla karşılamaktadırlar, ayrıca kendi meslektaşları ve üstleri ile çatıma yaşamaktadırlar. Bu şahıslarla yaşanacak olan bir çatışmada polisler “arabulucuk”, “müzakere” ve “iletişim tekniklerini” uygun bir şekilde kullanırlarsa olayların büyümeden veya daha büyük problem haline gelmeden kontrol altına alınmasını mümkün kılacaktır. Bu aşamada çatışmaya uygun metotlarla müdahale edilmemesi durumunda hem polislerin hem vatandaşların hayatları tehlikeye düşecek bir duruma dönüşebilir. Bireylerin kendi aralarındaki çatışmalara müdahale etme esnasında yaralanan veya bir şekilde zarar gören polisler vardır. Bu yüzden polisler çatıma durumlarında ne yapmaları gerektiği ve çatışmaları nasıl yöneteceğine dair bilgi ve becerilerini geliştirmeleri gerekmektedir. Çalıma içerisinde, çatışmanın daha kapsamlı anlaşılması için verilen bazı bilgiler polislik mesleği ile örneklendirilmeye çalışılmaktadır.<br /><br /><br />ALINTILAMA ÖNERİSİ <br />Zengin, S. (2013), Çatışma Yönetimi ve Müzakere, Buçak, M.; Dağlar, M.; Doğan, E. ve Harmancı, F. M. (Ed.), "Güvenlik Sektöründe Operasyonel Yöneticilik," içinde (s.539-570). Nobel Yayınevi, ISBN:978-605-4619-15-3<br /><br />BİR BÖLÜMÜ BURADA YER ALAN KİTABIN TAMAMINA AŞAĞIDAKİ LİNKLERDEN ULAŞABİLİRSİNİZ.<br /><a href="https://www.academia.edu/14613321/G%C3%BCvenlik_Sekt%C3%B6r%C3%BCnde_Operasyonel_Y%C3%B6neticilik_tam_metin_" rel="nofollow">https://www.academia.edu/14613321/G%C3%BCvenlik_Sekt%C3%B6r%C3%BCnde_Operasyonel_Y%C3%B6neticilik_tam_metin_</a><br /><a href="https://www.researchgate.net/publication/343587444_GUVENLIK_SEKTORUNDE_OPERASYONEL_YONETICILIK" rel="nofollow">https://www.researchgate.net/publication/343587444_GUVENLIK_SEKTORUNDE_OPERASYONEL_YONETICILIK</a></div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/44788837" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="cd5907fe39e16bf43c4f6d7d671583fe" rel="nofollow" data-download="{"attachment_id":65283393,"asset_id":44788837,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/65283393/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="31690263" href="https://independent.academia.edu/FatihMehmetHarmanc%C4%B1">Fatih Mehmet Harmancı</a><script data-card-contents-for-user="31690263" type="text/json">{"id":31690263,"first_name":"Fatih Mehmet","last_name":"Harmancı","domain_name":"independent","page_name":"FatihMehmetHarmancı","display_name":"Fatih Mehmet Harmancı","profile_url":"https://independent.academia.edu/FatihMehmetHarmanc%C4%B1?f_ri=30916","photo":"https://0.academia-photos.com/31690263/9899471/43851963/s65_fatih_mehmet.harmanc_.jpg"}</script></span></span><span class="u-displayInlineBlock InlineList-item-text"> and <span class="u-textDecorationUnderline u-clickable InlineList-item-text js-work-more-authors-44788837">+1</span><div class="hidden js-additional-users-44788837"><div><span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a href="https://independent.academia.edu/SelcukZengin">Selcuk Zengin</a></span></div></div></span><script>(function(){ var popoverSettings = { el: $('.js-work-more-authors-44788837'), placement: 'bottom', hide_delay: 200, html: true, content: function(){ return $('.js-additional-users-44788837').html(); 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Polisler görevleri esnasında çatıma içeren birçok durumla karşılamaktadırlar. Görevleri gereği psikolojik problemleri olan, zihinsel engelli, normal dışı davranışlarda bulunan, uyuşturucu ve alkol alışkanlığı olan, kızgın, sinirli, zorluk ve sıkıntı içerisinde bulunan vatandaşlarla karşılamaktadırlar, ayrıca kendi meslektaşları ve üstleri ile çatıma yaşamaktadırlar. Bu şahıslarla yaşanacak olan bir çatışmada polisler “arabulucuk”, “müzakere” ve “iletişim tekniklerini” uygun bir şekilde kullanırlarsa olayların büyümeden veya daha büyük problem haline gelmeden kontrol altına alınmasını mümkün kılacaktır. Bu aşamada çatışmaya uygun metotlarla müdahale edilmemesi durumunda hem polislerin hem vatandaşların hayatları tehlikeye düşecek bir duruma dönüşebilir. Bireylerin kendi aralarındaki çatışmalara müdahale etme esnasında yaralanan veya bir şekilde zarar gören polisler vardır. Bu yüzden polisler çatıma durumlarında ne yapmaları gerektiği ve çatışmaları nasıl yöneteceğine dair bilgi ve becerilerini geliştirmeleri gerekmektedir. Çalıma içerisinde, çatışmanın daha kapsamlı anlaşılması için verilen bazı bilgiler polislik mesleği ile örneklendirilmeye çalışılmaktadır.\n\n\nALINTILAMA ÖNERİSİ \nZengin, S. (2013), Çatışma Yönetimi ve Müzakere, Buçak, M.; Dağlar, M.; Doğan, E. ve Harmancı, F. M. (Ed.), \"Güvenlik Sektöründe Operasyonel Yöneticilik,\" içinde (s.539-570). Nobel Yayınevi, ISBN:978-605-4619-15-3\n\nBİR BÖLÜMÜ BURADA YER ALAN KİTABIN TAMAMINA AŞAĞIDAKİ LİNKLERDEN ULAŞABİLİRSİNİZ.\nhttps://www.academia.edu/14613321/G%C3%BCvenlik_Sekt%C3%B6r%C3%BCnde_Operasyonel_Y%C3%B6neticilik_tam_metin_\nhttps://www.researchgate.net/publication/343587444_GUVENLIK_SEKTORUNDE_OPERASYONEL_YONETICILIK\n","downloadable_attachments":[{"id":65283393,"asset_id":44788837,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":31690263,"first_name":"Fatih Mehmet","last_name":"Harmancı","domain_name":"independent","page_name":"FatihMehmetHarmancı","display_name":"Fatih Mehmet Harmancı","profile_url":"https://independent.academia.edu/FatihMehmetHarmanc%C4%B1?f_ri=30916","photo":"https://0.academia-photos.com/31690263/9899471/43851963/s65_fatih_mehmet.harmanc_.jpg"},{"id":164950245,"first_name":"Selcuk","last_name":"Zengin","domain_name":"independent","page_name":"SelcukZengin","display_name":"Selcuk 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(Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":73939,"name":"Hostage Negotiations","url":"https://www.academia.edu/Documents/in/Hostage_Negotiations?f_ri=30916"},{"id":95015,"name":"Conflict Resolution/International Negotiation","url":"https://www.academia.edu/Documents/in/Conflict_Resolution_International_Negotiation?f_ri=30916"},{"id":96369,"name":"Yönetim Ve Organizasyon","url":"https://www.academia.edu/Documents/in/Yonetim_Ve_Organizasyon?f_ri=30916"},{"id":101622,"name":"Kamu Yönetimi","url":"https://www.academia.edu/Documents/in/Kamu_Y%C3%B6netimi?f_ri=30916"},{"id":195078,"name":"Çatışma Yönetimi","url":"https://www.academia.edu/Documents/in/Catisma_Yonetimi?f_ri=30916"},{"id":242822,"name":"Business Negotiations","url":"https://www.academia.edu/Documents/in/Business_Negotiations?f_ri=30916"},{"id":369613,"name":"Müzakere Yetenekleri","url":"https://www.academia.edu/Documents/in/Muzakere_Yetenekleri?f_ri=30916"},{"id":720402,"name":"çatışma","url":"https://www.academia.edu/Documents/in/catisma?f_ri=30916"},{"id":773436,"name":"çıKar çAtışması","url":"https://www.academia.edu/Documents/in/ciKar_cAtismasi?f_ri=30916"},{"id":896107,"name":"ÖRgütsel ÇAtışma","url":"https://www.academia.edu/Documents/in/ORgutsel_CAtisma?f_ri=30916"},{"id":953239,"name":"Kriz Yönetimi","url":"https://www.academia.edu/Documents/in/Kriz_Yonetimi?f_ri=30916"},{"id":1113586,"name":"öRgütlerde çAtışma","url":"https://www.academia.edu/Documents/in/oRgutlerde_cAtisma?f_ri=30916"},{"id":1231805,"name":"Kriz İLetişimi","url":"https://www.academia.edu/Documents/in/Kriz_%C4%B0Leti%C5%9Fimi?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_34554865" data-work_id="34554865" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/34554865/Clothes_Makes_the_Negotiator_Markers_of_Group_Identity_Affect_Perceptions_of_Willingness_to_Negotiate">Clothes Makes the Negotiator: Markers of Group Identity Affect Perceptions of Willingness to Negotiate</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Visible displays of social identity, such as fashion, tattoos, and other group affiliation markers, are common features of social life, as they can be consciously or unconsciously utilized by individuals to a) help anchor one’s... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_34554865" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Visible displays of social identity, such as fashion, tattoos, and other group affiliation markers, are common features of social life, as they can be consciously or unconsciously utilized by individuals to a) help anchor one’s self-concept with regard to their social ingroups and b) signal their commitment to the group to both other members of the ingroup as well as to members of the out-group. Considerable research has shown a positive relationship between commitment to social identity and conflict, as well as a negative relationship between ingroup commitment and open-mindedness and willingness to negotiate. In the presented research, 356 U.S.-based individuals participated in a between-groups online study. Participants first read a vignette describing a negotiation situation with an opposing party’s representative. Participants were placed in one of three conditions, each with the representative visualized to be signaling ingroup commitment, operationalized as wearable attire. Participants were then asked a series of questions indicating their perception of the representative’s willingness to negotiate and open-mindedness. The study found some significant effects of condition and general trends supporting the hypothesis regarding willingness to negotiation; however, no effects were found on perceptions of open-mindedness. Implications for future research are discussed, as well as broader impacts of such a research direction.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/34554865" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="41cc12eb5412853df93067557d8b05f3" rel="nofollow" data-download="{"attachment_id":54444245,"asset_id":34554865,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/54444245/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="9863798" href="https://stanford.academia.edu/JeremyPollack">Jeremy Pollack</a><script data-card-contents-for-user="9863798" type="text/json">{"id":9863798,"first_name":"Jeremy","last_name":"Pollack","domain_name":"stanford","page_name":"JeremyPollack","display_name":"Jeremy Pollack","profile_url":"https://stanford.academia.edu/JeremyPollack?f_ri=30916","photo":"https://0.academia-photos.com/9863798/3089365/4646333/s65_jeremy.pollack.jpg"}</script></span></span></li><li class="js-paper-rank-work_34554865 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="34554865"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 34554865, container: ".js-paper-rank-work_34554865", }); });</script></li><li class="js-percentile-work_34554865 InlineList-item InlineList-item--bordered hidden u-tcGrayDark"><span class="percentile-widget hidden"><span class="u-mr2x percentile-widget" style="display: none">•</span><span class="u-mr2x work-percentile"></span></span><script>$(function () { var workId = 34554865; window.Academia.workPercentilesFetcher.queue(workId, function (percentileText) { var container = $(".js-percentile-work_34554865"); container.find('.work-percentile').text(percentileText.charAt(0).toUpperCase() + percentileText.slice(1)); container.find('.percentile-widget').show(); container.find('.percentile-widget').removeClass('hidden'); }); });</script></li><li class="js-view-count-work_34554865 InlineList-item InlineList-item--bordered hidden"><div><span><span class="js-view-count view-count u-mr2x" data-work-id="34554865"><i class="fa fa-spinner fa-spin"></i></span><script>$(function () { var workId = 34554865; window.Academia.workViewCountsFetcher.queue(workId, function (count) { var description = window.$h.commaizeInt(count) + " " + window.$h.pluralize(count, 'View'); $(".js-view-count[data-work-id=34554865]").text(description); $(".js-view-count-work_34554865").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_34554865").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="34554865"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">8</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="255" rel="nofollow" href="https://www.academia.edu/Documents/in/Evolutionary_Psychology">Evolutionary Psychology</a>, <script data-card-contents-for-ri="255" type="text/json">{"id":255,"name":"Evolutionary Psychology","url":"https://www.academia.edu/Documents/in/Evolutionary_Psychology?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="4881" rel="nofollow" href="https://www.academia.edu/Documents/in/International_Negotiation">International Negotiation</a>, <script data-card-contents-for-ri="4881" type="text/json">{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="10419" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation">Negotiation</a>, <script data-card-contents-for-ri="10419" type="text/json">{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="13614" rel="nofollow" href="https://www.academia.edu/Documents/in/Conflict_Resolution">Conflict Resolution</a><script data-card-contents-for-ri="13614" type="text/json">{"id":13614,"name":"Conflict Resolution","url":"https://www.academia.edu/Documents/in/Conflict_Resolution?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=34554865]'), work: {"id":34554865,"title":"Clothes Makes the Negotiator: Markers of Group Identity Affect Perceptions of Willingness to Negotiate","created_at":"2017-09-12T23:20:47.123-07:00","url":"https://www.academia.edu/34554865/Clothes_Makes_the_Negotiator_Markers_of_Group_Identity_Affect_Perceptions_of_Willingness_to_Negotiate?f_ri=30916","dom_id":"work_34554865","summary":"Visible displays of social identity, such as fashion, tattoos, and other group affiliation markers, are common features of social life, as they can be consciously or unconsciously utilized by individuals to a) help anchor one’s self-concept with regard to their social ingroups and b) signal their commitment to the group to both other members of the ingroup as well as to members of the out-group. Considerable research has shown a positive relationship between commitment to social identity and conflict, as well as a negative relationship between ingroup commitment and open-mindedness and willingness to negotiate. In the presented research, 356 U.S.-based individuals participated in a between-groups online study. Participants first read a vignette describing a negotiation situation with an opposing party’s representative. Participants were placed in one of three conditions, each with the representative visualized to be signaling ingroup commitment, operationalized as wearable attire. Participants were then asked a series of questions indicating their perception of the representative’s willingness to negotiate and open-mindedness. The study found some significant effects of condition and general trends supporting the hypothesis regarding willingness to negotiation; however, no effects were found on perceptions of open-mindedness. Implications for future research are discussed, as well as broader impacts of such a research direction.","downloadable_attachments":[{"id":54444245,"asset_id":34554865,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":9863798,"first_name":"Jeremy","last_name":"Pollack","domain_name":"stanford","page_name":"JeremyPollack","display_name":"Jeremy Pollack","profile_url":"https://stanford.academia.edu/JeremyPollack?f_ri=30916","photo":"https://0.academia-photos.com/9863798/3089365/4646333/s65_jeremy.pollack.jpg"}],"research_interests":[{"id":255,"name":"Evolutionary Psychology","url":"https://www.academia.edu/Documents/in/Evolutionary_Psychology?f_ri=30916","nofollow":true},{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":13614,"name":"Conflict Resolution","url":"https://www.academia.edu/Documents/in/Conflict_Resolution?f_ri=30916","nofollow":true},{"id":14370,"name":"Conflict Management","url":"https://www.academia.edu/Documents/in/Conflict_Management?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":183921,"name":"Cross-Cultural Negotiations","url":"https://www.academia.edu/Documents/in/Cross-Cultural_Negotiations?f_ri=30916"},{"id":391715,"name":"Ethnicity and National Identity","url":"https://www.academia.edu/Documents/in/Ethnicity_and_National_Identity?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_28425819" data-work_id="28425819" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/28425819/The_Impact_of_Trust_on_Negotiation">The Impact of Trust on Negotiation</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest">The is a newsletter entry about the impact of the perceived trust on the negotiation outcomes and an attempt to answer the question whether to trust or not trust when negotiating with someone.</div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/28425819" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="975472e233f49b9995e54265d296373e" rel="nofollow" data-download="{"attachment_id":48771418,"asset_id":28425819,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/48771418/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="53296057" href="https://independent.academia.edu/PavelNovak6">Pavel Novak</a><script data-card-contents-for-user="53296057" type="text/json">{"id":53296057,"first_name":"Pavel","last_name":"Novak","domain_name":"independent","page_name":"PavelNovak6","display_name":"Pavel Novak","profile_url":"https://independent.academia.edu/PavelNovak6?f_ri=30916","photo":"https://0.academia-photos.com/53296057/14060830/15079143/s65_pavel.novak.png"}</script></span></span></li><li class="js-paper-rank-work_28425819 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="28425819"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 28425819, container: ".js-paper-rank-work_28425819", }); });</script></li><li class="js-percentile-work_28425819 InlineList-item InlineList-item--bordered hidden u-tcGrayDark"><span class="percentile-widget hidden"><span class="u-mr2x percentile-widget" style="display: none">•</span><span class="u-mr2x work-percentile"></span></span><script>$(function () { var workId = 28425819; window.Academia.workPercentilesFetcher.queue(workId, function (percentileText) { var container = $(".js-percentile-work_28425819"); container.find('.work-percentile').text(percentileText.charAt(0).toUpperCase() + percentileText.slice(1)); container.find('.percentile-widget').show(); container.find('.percentile-widget').removeClass('hidden'); }); });</script></li><li class="js-view-count-work_28425819 InlineList-item InlineList-item--bordered hidden"><div><span><span class="js-view-count view-count u-mr2x" data-work-id="28425819"><i class="fa fa-spinner fa-spin"></i></span><script>$(function () { var workId = 28425819; window.Academia.workViewCountsFetcher.queue(workId, function (count) { var description = window.$h.commaizeInt(count) + " " + window.$h.pluralize(count, 'View'); $(".js-view-count[data-work-id=28425819]").text(description); $(".js-view-count-work_28425819").attr('title', description).tooltip(); }); });</script></span><script>$(function() { $(".js-view-count-work_28425819").removeClass('hidden') })</script></div></li><li class="InlineList-item u-positionRelative" style="max-width: 250px"><div class="u-positionAbsolute" data-has-card-for-ri-list="28425819"><i class="fa fa-tag InlineList-item-icon u-positionRelative"></i>  <a class="InlineList-item-text u-positionRelative">2</a>  </div><span class="InlineList-item-text u-textTruncate u-pl9x"><a class="InlineList-item-text" data-has-card-for-ri="30916" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiation_Psychology_">Negotiation (Psychology)</a>, <script data-card-contents-for-ri="30916" type="text/json">{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true}</script><a class="InlineList-item-text" data-has-card-for-ri="151172" rel="nofollow" href="https://www.academia.edu/Documents/in/Negotiations">Negotiations</a><script data-card-contents-for-ri="151172" type="text/json">{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916","nofollow":true}</script></span></li><script>(function(){ if (true) { new Aedu.ResearchInterestListCard({ el: $('*[data-has-card-for-ri-list=28425819]'), work: {"id":28425819,"title":"The Impact of Trust on Negotiation","created_at":"2016-09-12T05:30:36.827-07:00","url":"https://www.academia.edu/28425819/The_Impact_of_Trust_on_Negotiation?f_ri=30916","dom_id":"work_28425819","summary":"The is a newsletter entry about the impact of the perceived trust on the negotiation outcomes and an attempt to answer the question whether to trust or not trust when negotiating with someone.","downloadable_attachments":[{"id":48771418,"asset_id":28425819,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":53296057,"first_name":"Pavel","last_name":"Novak","domain_name":"independent","page_name":"PavelNovak6","display_name":"Pavel Novak","profile_url":"https://independent.academia.edu/PavelNovak6?f_ri=30916","photo":"https://0.academia-photos.com/53296057/14060830/15079143/s65_pavel.novak.png"}],"research_interests":[{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916","nofollow":true}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_17212238" data-work_id="17212238" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/17212238/Persuasion_for_the_21st_Century_Negotiator">Persuasion for the 21st Century Negotiator</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Despite the sentiment that our society is overly litigious, statistics show that relatively few cases actually reach trial. A major contributing factor in this is the rise of Alternative Dispute Resolution (ADR), which includes trial... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_17212238" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Despite the sentiment that our society is overly litigious, statistics show that relatively few cases actually reach trial. A major contributing factor in this is the rise of Alternative Dispute Resolution (ADR), which includes trial alternatives such as arbitration, meditation, and negotiation. The increasing prevalence of these alternatives makes it a virtual certainty that litigators will frequently find themselves advocating for their clients at a conference table, rather than the courtroom. This paper serves as a practical negotiation guide for litigators, presenting a variety of persuasive gambits and stratagems, and reviewing relevant research and literature including topics such as counter-attitudinal advocacy, the role of apologies, the “foot-in-the-door” and “door-in-the-face” approaches, Cialdini’s “laws” of persuasion, and the anchoring-and-adjustment heuristic.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/17212238" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="8a760b42dfdaee54971479d59c9a08f3" rel="nofollow" data-download="{"attachment_id":39372266,"asset_id":17212238,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/39372266/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="36817478" href="https://independent.academia.edu/AmitPatel94">Amit Patel</a><script data-card-contents-for-user="36817478" type="text/json">{"id":36817478,"first_name":"Amit","last_name":"Patel","domain_name":"independent","page_name":"AmitPatel94","display_name":"Amit Patel","profile_url":"https://independent.academia.edu/AmitPatel94?f_ri=30916","photo":"/images/s65_no_pic.png"}</script></span></span></li><li class="js-paper-rank-work_17212238 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="17212238"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 17212238, container: ".js-paper-rank-work_17212238", }); 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A major contributing factor in this is the rise of Alternative Dispute Resolution (ADR), which includes trial alternatives such as arbitration, meditation, and negotiation. The increasing prevalence of these alternatives makes it a virtual certainty that litigators will frequently find themselves advocating for their clients at a conference table, rather than the courtroom. This paper serves as a practical negotiation guide for litigators, presenting a variety of persuasive gambits and stratagems, and reviewing relevant research and literature including topics such as counter-attitudinal advocacy, the role of apologies, the “foot-in-the-door” and “door-in-the-face” approaches, Cialdini’s “laws” of persuasion, and the anchoring-and-adjustment heuristic.","downloadable_attachments":[{"id":39372266,"asset_id":17212238,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":36817478,"first_name":"Amit","last_name":"Patel","domain_name":"independent","page_name":"AmitPatel94","display_name":"Amit Patel","profile_url":"https://independent.academia.edu/AmitPatel94?f_ri=30916","photo":"/images/s65_no_pic.png"}],"research_interests":[{"id":221,"name":"Psychology","url":"https://www.academia.edu/Documents/in/Psychology?f_ri=30916","nofollow":true},{"id":248,"name":"Social Psychology","url":"https://www.academia.edu/Documents/in/Social_Psychology?f_ri=30916","nofollow":true},{"id":2537,"name":"Heuristics","url":"https://www.academia.edu/Documents/in/Heuristics?f_ri=30916","nofollow":true},{"id":3680,"name":"Courts","url":"https://www.academia.edu/Documents/in/Courts?f_ri=30916","nofollow":true},{"id":3745,"name":"Arbitration","url":"https://www.academia.edu/Documents/in/Arbitration?f_ri=30916"},{"id":10174,"name":"Mediation","url":"https://www.academia.edu/Documents/in/Mediation?f_ri=30916"},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916"},{"id":24137,"name":"Mediation (Law)","url":"https://www.academia.edu/Documents/in/Mediation_Law_?f_ri=30916"},{"id":28948,"name":"Jury Selection (Law Psychology)","url":"https://www.academia.edu/Documents/in/Jury_Selection_Law_Psychology_?f_ri=30916"},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916"},{"id":64499,"name":"Jury trial","url":"https://www.academia.edu/Documents/in/Jury_trial?f_ri=30916"},{"id":121850,"name":"Empirical jury studies","url":"https://www.academia.edu/Documents/in/Empirical_jury_studies?f_ri=30916"},{"id":178259,"name":"Jury-Based Decision-Making","url":"https://www.academia.edu/Documents/in/Jury-Based_Decision-Making?f_ri=30916"},{"id":368838,"name":"Negociation and mediation","url":"https://www.academia.edu/Documents/in/Negociation_and_mediation?f_ri=30916"},{"id":559750,"name":"Trial Law","url":"https://www.academia.edu/Documents/in/Trial_Law?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_10943873" data-work_id="10943873" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" rel="nofollow" href="https://www.academia.edu/10943873/Arvanitis_A_2015_Challenging_the_red_lines_of_Greece_openDemocracy">Arvanitis, A. (2015). Challenging the red lines of Greece. openDemocracy.</a></div></div><div class="u-pb4x u-mt3x"></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/10943873" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="919900" href="https://crete.academia.edu/AlexiosArvanitis">Alexios Arvanitis</a><script data-card-contents-for-user="919900" type="text/json">{"id":919900,"first_name":"Alexios","last_name":"Arvanitis","domain_name":"crete","page_name":"AlexiosArvanitis","display_name":"Alexios Arvanitis","profile_url":"https://crete.academia.edu/AlexiosArvanitis?f_ri=30916","photo":"https://0.academia-photos.com/919900/343145/605388/s65_alexios.arvanitis.jpg"}</script></span></span></li><li class="js-paper-rank-work_10943873 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="10943873"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 10943873, container: ".js-paper-rank-work_10943873", }); 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Seminario del Dr. Octavio Reyes, Ph.D.</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">El hombre por su naturaleza gregaria, debe estar en permanente contacto con sus semejantes, dando y recibiendo, esto es negociando, a todo lo largo de su vida. Basándose en las habilidades adquiridas por su experiencia el hombre negocia... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_35807568" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">El hombre por su naturaleza gregaria, debe estar en permanente contacto con sus semejantes, dando y recibiendo, esto es negociando, a todo lo largo de su vida.<br /><br />Basándose en las habilidades adquiridas por su experiencia el hombre negocia día con día, generalmente sin utilizar métodos o técnicas más elaboradas, que apenas alcanzan el nivel primitivo de “ganar o perder” en la negociación.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/35807568" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="d773d3c3acb20b90c18cb5f94ba278e7" rel="nofollow" data-download="{"attachment_id":55684424,"asset_id":35807568,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/55684424/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="4418269" href="https://independent.academia.edu/biDrOctavioReyesPhD">bi- Dr. Octavio Reyes, Ph.D.</a><script data-card-contents-for-user="4418269" type="text/json">{"id":4418269,"first_name":"bi- Dr. Octavio","last_name":"Reyes, Ph.D.","domain_name":"independent","page_name":"biDrOctavioReyesPhD","display_name":"bi- Dr. Octavio Reyes, Ph.D.","profile_url":"https://independent.academia.edu/biDrOctavioReyesPhD?f_ri=30916","photo":"https://0.academia-photos.com/4418269/1797454/138061302/s65_bi-_dr._octavio.reyes_ph.d..jpg"}</script></span></span></li><li class="js-paper-rank-work_35807568 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="35807568"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 35807568, container: ".js-paper-rank-work_35807568", }); 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class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/35535702/%CE%94%CE%99%CE%91%CE%A0%CE%A1%CE%91%CE%93%CE%9C%CE%91%CE%A4%CE%95%CE%A5%CE%A3%CE%97_%CF%83%CE%B5_%CE%B5%CE%BE%CE%AD%CE%BB%CE%B9%CE%BE%CE%B7_%CF%84%CE%BF%CF%85_%CE%91%CE%9D%CE%91%CE%A3%CE%A4%CE%91%CE%A3%CE%99%CE%9F%CE%A5_%CE%93_%CE%93%CE%95%CE%A1%CE%91%CE%A3%CE%99%CE%9C%CE%91%CE%A4%CE%9F%CE%A5_Emergency_Crisis_and_Disaster_Manager_Member_of_International_Crisis_Management_Association">ΔΙΑΠΡΑΓΜΑΤΕΥΣΗ σε εξέλιξη, του ΑΝΑΣΤΑΣΙΟΥ Γ. ΓΕΡΑΣΙΜΑΤΟΥ Emergency, Crisis and Disaster Manager, Member of International Crisis Management Association</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">Δεν το καταλαβαίνουμε αλλά στην καθημερινότητά μας, όλοι οι άνθρωποι διαπραγματευόμαστε. Δεν υπάρχει μέρα της ζωής μας από τα πρώτα νηπιακά μας χρόνια έως τα βαθιά μας γεράματα που να μην διαπραγματευόμαστε. Καθένας με τον δικό του τρόπο,... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_35535702" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">Δεν το καταλαβαίνουμε αλλά στην καθημερινότητά μας, όλοι οι άνθρωποι διαπραγματευόμαστε. Δεν υπάρχει μέρα της ζωής μας από τα πρώτα νηπιακά μας χρόνια έως τα βαθιά μας γεράματα που να μην διαπραγματευόμαστε. Καθένας με τον δικό του τρόπο, την δική του ισχύ, τις δικές του επιθυμίες, την δική του διαδικασία, τα δικά του αποτελέσματα. Συνειδητά ή μη, η τεχνική της διαπραγμάτευσης υπάρχει μέσα μας. Σε όλους. Σε λαϊκούς και κληρικούς, σε πολιτικούς και στρατιωτικούς, σε εργαζόμενους και επιχειρηματίες, σε μαθητές και καθηγητές, σε όλους. Η διαπραγμάτευση είναι επίκτητη. Έχει κανόνες που μαθαίνονται. Πρόκειται για μια διαδικασία λήψης απόφασης. Τούτο σημαίνει ότι, πρόκειται για μια επικοινωνιακή διαδικασία. Διαπραγμάτευση είναι η τεχνική, μέσω της οποίας δύο ή περισσότερα μέρη επικοινωνούν για να συζητήσουν θέματα κοινού ενδιαφέροντος, με στόχο την επίτευξη ειδικής συμφωνίας η οποία θα έχει θετικές προοπτικές για όλα τα μέρη της διαπραγμάτευσης. Ανάλογα με τον αριθμό των μερών που συμμετέχουν, διακρίνονται σε διμερείς ή πολυμερείς. 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ΓΕΡΑΣΙΜΑΤΟΥ Emergency, Crisis and Disaster Manager, Member of International Crisis Management Association","created_at":"2017-12-29T05:49:03.885-08:00","url":"https://www.academia.edu/35535702/%CE%94%CE%99%CE%91%CE%A0%CE%A1%CE%91%CE%93%CE%9C%CE%91%CE%A4%CE%95%CE%A5%CE%A3%CE%97_%CF%83%CE%B5_%CE%B5%CE%BE%CE%AD%CE%BB%CE%B9%CE%BE%CE%B7_%CF%84%CE%BF%CF%85_%CE%91%CE%9D%CE%91%CE%A3%CE%A4%CE%91%CE%A3%CE%99%CE%9F%CE%A5_%CE%93_%CE%93%CE%95%CE%A1%CE%91%CE%A3%CE%99%CE%9C%CE%91%CE%A4%CE%9F%CE%A5_Emergency_Crisis_and_Disaster_Manager_Member_of_International_Crisis_Management_Association?f_ri=30916","dom_id":"work_35535702","summary":"Δεν το καταλαβαίνουμε αλλά στην καθημερινότητά μας, όλοι οι άνθρωποι διαπραγματευόμαστε. Δεν υπάρχει μέρα της ζωής μας από τα πρώτα νηπιακά μας χρόνια έως τα βαθιά μας γεράματα που να μην διαπραγματευόμαστε. Καθένας με τον δικό του τρόπο, την δική του ισχύ, τις δικές του επιθυμίες, την δική του διαδικασία, τα δικά του αποτελέσματα. 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Όσο περισσότερα μέρη συμμετέχουν σε μια διαπραγμάτευση, τόσο πιο σύνθετη γίνεται.","downloadable_attachments":[{"id":55401152,"asset_id":35535702,"asset_type":"Work","always_allow_download":false}],"ordered_authors":[{"id":15526293,"first_name":"ANASTASIOS","last_name":"GERASIMATOS","domain_name":"independent","page_name":"ANASTASIOSGERASIMATOS","display_name":"ANASTASIOS GERASIMATOS","profile_url":"https://independent.academia.edu/ANASTASIOSGERASIMATOS?f_ri=30916","photo":"https://0.academia-photos.com/15526293/13681115/20997860/s65_anastasios.gerasimatos.jpg"}],"research_interests":[{"id":797,"name":"International Relations","url":"https://www.academia.edu/Documents/in/International_Relations?f_ri=30916","nofollow":true},{"id":4881,"name":"International Negotiation","url":"https://www.academia.edu/Documents/in/International_Negotiation?f_ri=30916","nofollow":true},{"id":10419,"name":"Negotiation","url":"https://www.academia.edu/Documents/in/Negotiation?f_ri=30916","nofollow":true},{"id":30916,"name":"Negotiation (Psychology)","url":"https://www.academia.edu/Documents/in/Negotiation_Psychology_?f_ri=30916","nofollow":true},{"id":151172,"name":"Negotiations","url":"https://www.academia.edu/Documents/in/Negotiations?f_ri=30916"},{"id":242822,"name":"Business Negotiations","url":"https://www.academia.edu/Documents/in/Business_Negotiations?f_ri=30916"},{"id":297362,"name":"International Bussiness","url":"https://www.academia.edu/Documents/in/International_Bussiness?f_ri=30916"},{"id":568058,"name":"Διεθνείς Σχέσεις","url":"https://www.academia.edu/Documents/in/%CE%94%CE%B9%CE%B5%CE%B8%CE%BD%CE%B5%CE%AF%CF%82_%CE%A3%CF%87%CE%AD%CF%83%CE%B5%CE%B9%CF%82?f_ri=30916"},{"id":1343226,"name":"συνεργασία","url":"https://www.academia.edu/Documents/in/%CF%83%CF%85%CE%BD%CE%B5%CF%81%CE%B3%CE%B1%CF%83%CE%AF%CE%B1?f_ri=30916"},{"id":1996762,"name":"διαπραγμάτευση","url":"https://www.academia.edu/Documents/in/%CE%B4%CE%B9%CE%B1%CF%80%CF%81%CE%B1%CE%B3%CE%BC%CE%AC%CF%84%CE%B5%CF%85%CF%83%CE%B7?f_ri=30916"},{"id":2734958,"name":"Anastasios Gerasimatos","url":"https://www.academia.edu/Documents/in/Anastasios_Gerasimatos?f_ri=30916"},{"id":2830507,"name":"ΑΝΑΣΤΑΣΙΟΣ ΓΕΡΑΣΙΜΑΤΟΣ","url":"https://www.academia.edu/Documents/in/%CE%91%CE%9D%CE%91%CE%A3%CE%A4%CE%91%CE%A3%CE%99%CE%9F%CE%A3_%CE%93%CE%95%CE%A1%CE%91%CE%A3%CE%99%CE%9C%CE%91%CE%A4%CE%9F%CE%A3?f_ri=30916"},{"id":2906300,"name":"Εθελοντής Διασώστης","url":"https://www.academia.edu/Documents/in/%CE%95%CE%B8%CE%B5%CE%BB%CE%BF%CE%BD%CF%84%CE%AE%CF%82_%CE%94%CE%B9%CE%B1%CF%83%CF%8E%CF%83%CF%84%CE%B7%CF%82?f_ri=30916"},{"id":3011061,"name":"Σαμαρείτες","url":"https://www.academia.edu/Documents/in/%CE%A3%CE%B1%CE%BC%CE%B1%CF%81%CE%B5%CE%AF%CF%84%CE%B5%CF%82?f_ri=30916"},{"id":3011062,"name":"Εθελοντές Σαμαρείτες","url":"https://www.academia.edu/Documents/in/%CE%95%CE%B8%CE%B5%CE%BB%CE%BF%CE%BD%CF%84%CE%AD%CF%82_%CE%A3%CE%B1%CE%BC%CE%B1%CF%81%CE%B5%CE%AF%CF%84%CE%B5%CF%82?f_ri=30916"},{"id":3011063,"name":"Σώμα Εθελοντών Σαμαρειτών","url":"https://www.academia.edu/Documents/in/%CE%A3%CF%8E%CE%BC%CE%B1_%CE%95%CE%B8%CE%B5%CE%BB%CE%BF%CE%BD%CF%84%CF%8E%CE%BD_%CE%A3%CE%B1%CE%BC%CE%B1%CF%81%CE%B5%CE%B9%CF%84%CF%8E%CE%BD?f_ri=30916"}]}, }) } })();</script></ul></li></ul></div></div><div class="u-borderBottom1 u-borderColorGrayLighter"><div class="clearfix u-pv7x u-mb0x js-work-card work_34273435" data-work_id="34273435" itemscope="itemscope" itemtype="https://schema.org/ScholarlyArticle"><div class="header"><div class="title u-fontSerif u-fs22 u-lineHeight1_3"><a class="u-tcGrayDarkest js-work-link" href="https://www.academia.edu/34273435/Modeling_the_negotiation_object_in_social_systems">Modeling the negotiation object in social systems</a></div></div><div class="u-pb4x u-mt3x"><div class="summary u-fs14 u-fw300 u-lineHeight1_5 u-tcGrayDarkest"><div class="summarized">As the computer systems are becoming more powerful and intelligent there arises a need to achieve proper modeling of negotiation object in human behavior. This article focuses on the analysis of the object in human negotiation and... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_34273435" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">As the computer systems are becoming more powerful and intelligent there arises a need to achieve proper modeling of negotiation object in human behavior. This article focuses on the analysis of the object in human negotiation and definition of its properties to achieve proper modeling. The approach is based on breaking down the set of negotiation object's attributes into particular capital sorts to eliminate complexity concerning the number of these attributes in negotiation object and negotiation goals.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/34273435" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><div class="download"><a id="5ccbf2c43984abec63de56a4e63f91d4" rel="nofollow" data-download="{"attachment_id":54180879,"asset_id":34273435,"asset_type":"Work","always_allow_download":false,"track":null,"button_location":"work_strip","source":null,"hide_modal":null}" class="Button Button--sm Button--inverseGreen js-download-button prompt_button doc_download" href="https://www.academia.edu/attachments/54180879/download_file?st=MTc0MDYwNjUyNSw4LjIyMi4yMDguMTQ2&s=work_strip"><i class="fa fa-arrow-circle-o-down fa-lg"></i><span class="u-textUppercase u-ml1x" data-content="button_text">Download</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="43043871" href="https://hu-berlin.academia.edu/AOsherenko">Alexander Osherenko</a><script data-card-contents-for-user="43043871" type="text/json">{"id":43043871,"first_name":"Alexander","last_name":"Osherenko","domain_name":"hu-berlin","page_name":"AOsherenko","display_name":"Alexander Osherenko","profile_url":"https://hu-berlin.academia.edu/AOsherenko?f_ri=30916","photo":"https://0.academia-photos.com/43043871/11560748/12893112/s65_a..osherenko.jpg"}</script></span></span></li><li class="js-paper-rank-work_34273435 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="34273435"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 34273435, container: ".js-paper-rank-work_34273435", }); 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This article focuses on the analysis of the object in human negotiation and definition of its properties to achieve proper modeling. 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Our daily patterns, as well as the way we go about tasks at... <a class="more_link u-tcGrayDark u-linkUnstyled" data-container=".work_31579330" data-show=".complete" data-hide=".summarized" data-more-link-behavior="true" href="#">more</a></div><div class="complete hidden">This paper discusses the ways in which people have changed over the past few decades, largely owing to the influences of being increasingly immersed in a technological world. Our daily patterns, as well as the way we go about tasks at home and on the job have significantly changed. The literature on neuroscience and physiology suggest that our very brains are physically changing, resulting in changes in the way we act, process information and relate to one another.<br />How might all this affect negotiation? Surveying the literature on negotiation, one finds few suggestions that significant change has occurred in the technological era. Change is recognized only regarding negotiators’ instrumental use of technology. We negotiate over new platforms, and must tweak our actions to cope with the effects of each medium. Negotiation itself, though, is not considered to be in flux, and neither are negotiators. <br />This paper suggests that negotiators have changed, and that as a result, perhaps negotiation itself is in the midst of a change-process. The paper suggests a new research agenda for the negotiation field, re-exploring frameworks, assumptions and practices long held as near-axiomatic.</div></div></div><ul class="InlineList u-ph0x u-fs13"><li class="InlineList-item logged_in_only"><div class="share_on_academia_work_button"><a class="academia_share Button Button--inverseBlue Button--sm js-bookmark-button" data-academia-share="Work/31579330" data-share-source="work_strip" data-spinner="small_white_hide_contents"><i class="fa fa-plus"></i><span class="work-strip-link-text u-ml1x" data-content="button_text">Bookmark</span></a></div></li><li class="InlineList-item"><ul class="InlineList InlineList--bordered u-ph0x"><li class="InlineList-item InlineList-item--bordered"><span class="InlineList-item-text">by <span itemscope="itemscope" itemprop="author" itemtype="https://schema.org/Person"><a class="u-tcGrayDark u-fw700" data-has-card-for-user="217780" href="https://creighton.academia.edu/NoamEbner">Noam Ebner</a><script data-card-contents-for-user="217780" type="text/json">{"id":217780,"first_name":"Noam","last_name":"Ebner","domain_name":"creighton","page_name":"NoamEbner","display_name":"Noam Ebner","profile_url":"https://creighton.academia.edu/NoamEbner?f_ri=30916","photo":"https://0.academia-photos.com/217780/228119/15255698/s65_noam.ebner.jpg"}</script></span></span></li><li class="js-paper-rank-work_31579330 InlineList-item InlineList-item--bordered hidden"><span class="js-paper-rank-view hidden u-tcGrayDark" data-paper-rank-work-id="31579330"><i class="u-m1x fa fa-bar-chart"></i><strong class="js-paper-rank"></strong></span><script>$(function() { new Works.PaperRankView({ workId: 31579330, container: ".js-paper-rank-work_31579330", }); 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Our daily patterns, as well as the way we go about tasks at home and on the job have significantly changed. The literature on neuroscience and physiology suggest that our very brains are physically changing, resulting in changes in the way we act, process information and relate to one another.\nHow might all this affect negotiation? Surveying the literature on negotiation, one finds few suggestions that significant change has occurred in the technological era. Change is recognized only regarding negotiators’ instrumental use of technology. We negotiate over new platforms, and must tweak our actions to cope with the effects of each medium. Negotiation itself, though, is not considered to be in flux, and neither are negotiators. \nThis paper suggests that negotiators have changed, and that as a result, perhaps negotiation itself is in the midst of a change-process. 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