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"Negotiation"
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LAS TOMAS DE TERRENOS Y VIVIENDAS EN SANTIAGO DE CHILE, 1978-2000
[...]the literature indicates that, after the national protests of 1983-1986, these actions have been repeated with less frequency, and have gradually ceased. Through a protest event analysis of the occupations that took place in Santiago between 1978 and 2000, we have shown that these actions have occurred more commonly than thought. [...]they could be understood as a part of a unitary period of mobilization for housing. The historical continuity of this form of mobilization throughout very diverse political contexts can be explained because the \"tomas\" have largely achieved the objective of the homeless: not so much to settle on a plot of land, but rather to cause a public event, in order to start negotiation with the authorities. Recordando que no es sencillo determinar el éxito de una movilización (Amenta et al., 2010; Bosi et al., 2016), y adaptando la idea de resultados directos e indirectos propuesta por Cress y Snow (2000), podemos identificar dos grupos de efectos logrados a través de las tomas.
Journal Article
The first move : a negotiator's companion
This book provides insight into how to negotiate successfully in business and political settings alike. It proposes a negotiation method which is both a general philosophy and a set of specific techniques. This companion will allow you to do the right thing at the right time.--[book jacket]
Book
Initiating salary negotiations: a mixed-methods study into the effects of gender, shame and pay-raise justifications
Purpose
Based on gender role theory, this study aims to test a moderated mediation model in which gender, mediated by shame, affected salary negotiation initiation and writing pay raise justifications before the negotiation moderated gender effects, by boosting women’s negotiation initiation and lowering their shame.
Design/methodology/approach
Mixed-methods approach: in a scenario experiment, participants (N = 172; 92 women) imagined initiating salary negotiations with real employers, and shame and the inclination to actually initiate the negotiation were measured. About half the sample wrote pay raise justifications as part of the task. In the qualitative phase of the study, justifications were analyzed.
Findings
The model’s predictions were not supported. Women were neither less inclined to negotiate nor reported higher shame than men. Across gender, shame related to lower negotiation initiation and was alleviated by justifications’ preparation. Writing justifications did not affect men’s negotiation initiation, but lowered women’s. The qualitative analysis revealed that while all participants preferred communal themes in their justifications, women used themes of confidence, entitlement and power less than men.
Originality/value
The study provides original evidence in negotiation literature, on the effects of shame, on the practice of preparing pay raise justifications and on specific patterns in justifications’ content.
Journal Article
Negotiating Genre Boundaries and Mediating Gender Stereotypeson MTV's 16 and Pregnant and Teen Mom
According to Nielsen, in later seasons the programs garnered 3 million viewers each week and were still the network's top-rated series after Jersey Shore (MTV, 2009-2012) (\"MTV Rings\" 2010, N.P.). [...]one of the original cast members (Catelynn) bears an unmistakable resemblance to the titular Juno in many aspects including her character, her relationship with the baby's father, and her pregnancy's outcome. [...]there is the \"lost woman,''mainly a girl \"in search of her Prince Charming, such as Snow White; the girl who achieves success through her partner or finds failure when betrayed by her man; the heroine who seeks the condition through the acts of men...\" [...]more pertinent to the conclusions of this study, is the slanted variety of stereotyping seen in the first few seasons of 16 and Pregnant.
Journal Article
Practice Briefing: A comprehensive negotiation framework for real estate professionals (Part II)
PurposeThe purpose of this briefing, which is Part II of a two-part series, is to address the challenges faced by real estate professionals in negotiations, advocating a shift from traditional win-lose strategies to a value win-win approach and providing a path for this transition. It highlights the importance of continuous negotiation learning and adaptation in an evolving industry, emphasising the need for a collaborative, ethical and interest-based negotiation strategy to achieve long-term success.Design/methodology/approachThe briefing adopts a theoretical and practical approach, combining insights from negotiation theory with real-world applications in the real estate context. It introduces the seven elements framework as a foundation for value win-win negotiations, providing a structured method for real estate professionals to enhance their negotiation skills and outcomes.FindingsThe briefing identifies a historical preference for win-lose negotiation strategies in the real estate industry, driven by power dynamics and short-term gains. It highlights the limitations of this approach in a changing industry landscape and presents value win-win negotiation as a more effective alternative that focuses on mutual gains, ethical practices and long-term relationships. It differentiates value win-win from win-lose or win-win naïve strategies and provides value win-win advice to negotiate when faced with these other two strategies.Practical implicationsReal estate professionals are encouraged to embrace the value win-win approach by shifting their mind-set, building strong relationships and communication channels, focusing on interests rather than positions, generating mutual-gain options, persuading based on legitimacy and finally making the best possible decision to either commit or walk away to their alternatives. The briefing provides practical strategies and best practices for implementing this approach, including preparation, option generation and commitment to mutually beneficial outcomes.Originality/valueThe briefing contributes to the negotiation literature by offering a comprehensive and practical guide for real estate professionals to navigate complex negotiations. It presents a novel application of the seven elements framework in the real estate context, emphasising the importance of a value-driven, collaborative approach in achieving superior negotiation outcomes on average than other common negotiation strategies.
Journal Article
Resilient negotiators: the effects of trait negotiation resilience on behavior, perception and outcomes
Purpose
This study aims to test the contributions of a new type of resilience, Trait Negotiation Resilience (TNR; Nelson et al., 2016), to negotiators’ effective behavior, perception of opponent and negotiation outcomes.
Design/methodology/approach
A laboratory study (N = 98; 49 dyads) featuring a mixed-motive negotiation task. Participants self-reported TNR (emotional skills, social sensitivity, intrinsic motivation for self-improvement and a sense of purpose to life events) up to a week before negotiating. After the negotiations, they rated their opponents on resilient, effective personal attributes and reported their own subjective value (SV). Trained judges watched the negotiations, coded objective outcomes and rated negotiators on dimensions of effective negotiation behavior. Statistical analyses accounted for dyadic interdependence.
Findings
TNR predicted higher levels of effective negotiation behavior, which, in turn, fully mediated TNR’s favorable contribution to negotiated value. TNR also predicted higher levels of SV, and this contribution was partially mediated by perceiving effective personal attributes in the opponent.
Research limitations/implications
The sample size was moderate and it consisted of undergraduate students, most of them female.
Originality/value
Evidence on the contribution of a personality construct to both outcome and process negotiator variables; contribution to the research of specific types of resilience.
Journal Article