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"Negotiations"
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The blue light project : a novel
In a very near future that is both familiar and troubling, three lives intersect in a time of crisis. An armed man seizes a television studio in the center of town, and will only speak to Pegg, a tabloid reporter. The drama of the horrified city is revealed through the eyes of Eve, a former Olympic gold medalist, and Rabbit, a secretive street artist.
Book
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
Trade Wars and Trade Talks with Data
How large are optimal tariffs? What tariffs would prevail in a world-wide trade war? How costly would a breakdown of international trade policy cooperation be? And what is the scope for future multilateral trade negotiations? I address these and other questions using a unified framework which nests traditional, new trade, and political economy motives for protection. I find that optimal tariffs average 62 percent, world trade war tariffs average 63 percent, the government welfare losses from a breakdown of international trade policy cooperation average 2.9 percent, and the possible government welfare gains from future multilateral trade negotiations average 0.5 percent.
Journal Article
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
Merchants of men : how jihadists and ISIS turned kidnapping and refugee trafficking into a multi-billion dollar business
Every day, a powerful and sophisticated underground business delivers thousands of refugees along the Mediterranean coasts of Europe. A new breed of criminals, risen from the political chaos of post-9/11 Western foreign policy and the fiasco of the Arab Spring, controls it. These merchants of men are intertwined with jihadist organisations such as al Qaeda. Previously, they have prospered from smuggling cocaine from West Africa and kidnapping Westerners. More recently, the destabilisation of Syria and Iraq, coupled with the rise of ISIS, offered them new business opportunities in the Middle East, from selling Western hostages to jihadist groups to trafficking in refugees numbering in the millions, generating billions of dollars annually ... Merchants of Men is based on exclusive access to former hostages, counter-terrorism experts, members of security services, and hostage negotiators actively involved in ransom bargaining and rescue missions, among many others. In a gripping narrative, Loretta Napoleoni describes the brutal processes of kidnapping and human trafficking from a personal and global level, and uncovers the ruthless business models that lie behind them ...
Getting to Yes in the cross-cultural-context: ‘one size doesn’t fit all’ – a critical review of principled negotiations across borders
Purpose
The purpose of this paper is to investigate the implicitly assumed universality of the best seller negotiation literature Getting to Yes by Roger Fisher and William Ury.
Design/methodology/approach
Existing cross-cultural negotiation literature was systematically searched for findings indicating either a higher or lower likelihood of successfully applying the authors’ advice in different cultural environments, as defined in the Hofstede framework or The Globe Study. The findings were aggregated, categorized into a matrix, synthesized and analyzed.
Findings
This paper finds that the assumed universality of the method of Getting to Yes and its single principles is not supported by research. Instead, a dichotomy of the four principles’ applicability along the Individuality dimension of Hofstede was found. Hence, the western orientation of Getting to Yes is reality, inhibiting its use in non-western cultures. However, in one principle – Invent options for mutual gain – the findings refute a successful application in western cultures. Additional findings and research gaps are presented.
Practical implications
Practitioners should apply Getting to Yes with caution, if at all, in a non-western environment. For the teaching of negotiations, alternative approaches for conducting negotiations in the non-western world are needed.
Originality/value
Although widely used in research, scholars only addressed sporadic comments concerning the limitations of Getting to Yes across cultures. Often the universality of Getting to Yes is either implicitly or explicitly assumed in research and practice. This paper approaches this topic systematically by providing evidence that Getting to Yes is not universal and conceptually sees negotiations through a western shaped perspective that provides considerable implications for research, practice and teaching.
Journal Article
THE ROLE OF NEGOTIATION TECHNIQUES IN CONDUCTING ILLEGAL NEGOTIATIONS
The paper deals with the role of negotiation techniques in the successful conduct of a negotiation, highlighting how effective use of negotiation techniques can lead to the success of even an illegal negotiation. Starting from the premise that we people negotiate constantly, even in everyday life, and developing good negotiator skills, along with the particular personality traits and knowledge that a person holds propels him into a position of superiority in a negotiation process, it leads us to consider all these aspects when we are participants in such a process. In the paper is also presented an example of illegal negotiation that at first ended successfully due to the skills of good negotiators of those involved in the negotiation.
Journal Article