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When it comes to Muslim representational practices in European cities, fears, criticism, and scepticism emerge in the public discourse. The aim of this paper is to investigate how Muslim places of prayer are negotiated. By means of a multi-method approach, we investigate how Muslim places of prayer in Leipzig become visible. We further question the media’s role in local negotiation processes. The analysis shows that the diverse Muslim places of prayer rather resemble ‘backyard mosques’ due to financial and structural hurdles as well as conflict avoidance. However, some interviewees explain their satisfaction with the places of prayer, which are places of migration and thus social networks, especially for the first generation. Due to its East German past, Leipzig is experiencing a partly catch-up debate regarding the arrival of Islam through migration. But, religion as culture is giving-way to individual local practices of representation of diverse Muslim people that could be picked up more strongly by the media.

This study examines the process of negotiations towards acceptance of the Montreal Protocol in Malaysia specifically on environmental management. It focuses on one of the successful Multilateral Environmental Agreements (MEA) that is, Montreal Protocol. Montreal Protocol managed to seek international environmental cooperation among almost all of the states around the world and able to accomplish its own objectives in order to achieve environmental sustainability. Four major approaches were used, namely the approach based on power, interest, knowledge and institutional forum in relation to the influence towards the above-said process of the negotiations. In this study, qualitative method was used in valuing analyses of some of the more relevant meeting documents of Montreal Protocol and interviewing the key persons in the process of the negotiations towards the acceptance of the Montreal Protocol at national level in dealing with environmental management. Overall, based on document analysis, there were 10 main themes and 26 sub-themes which have been identified.

Purpose This study aims to propose and evaluate a novel framework of strategic adaptability in dyadic negotiations. The authors define strategic adaptability as a reaction to a cue that leads to shifts between integrative and distributive strategies. Based on the literature on turning points, phase models and strategic negotiations, the authors developed an initial framework identifying five distinct strategic adaptations. Design/methodology/approach To verify the framework, the authors analyzed two negotiation simulations with a diverse set of negotiation students. Negotiations were content-coded, and adaptations were labeled. Findings The authors found a consistent pattern across two studies. Overall, 12% (study 1) and 18% (study 2) of all speaking turns were identified as strategic adaptations. The findings empirically confirmed four of their strategic adaptation types: adapt to deadlock, follow adaptation by opponent, adapt to priority of issue under discussion and adapt to new information on issue. Moreover, findings of this study revealed two new types of strategic adaptability: delayed adaptation to opponent and adapt to understand opponent. Study 2 additionally revealed that strategies vary with the negotiation phase, and negotiation outcome seems to benefit more from the constellation rather than the frequency of adaptations. Furthermore, lower-scoring negotiators tended to adapt to the opponent’s strategy instead of initiating a change in strategy. Originality/value The findings of this study provide preliminary insights into how strategic adaptations unfold. These findings present future research opportunities to further test the framework's robustness, increase the knowledge of individual and cultural factors, explore the relationship with negotiation outcomes and develop educational interventions to enhance strategic adaptability.

The objective of this research is to identify the factors that affect the negotiation process of SMEs in trade shows, which represent one of the most important export promotion instruments. Semi-structured interviews were carried out with Peruvians who participated in negotiations. A conceptual model was developed, which integrates the various factors identified in the literature such as (1) background factors, (2) strategic factors, (3) cultural factors, (4) negotiator factors, and (5) psychological factors, in order to confirm their impact on the negotiation process. The results revealed factors that had not been previously considered in the literature, providing a valuable insight for a future study. This research seeks to maximize the effectiveness of negotiations at trade shows, which impact the performance and export activity of exhibiting firms, allowing better export promotion policies to be developed.

Objective: The article aims to demonstrate AI’s role in supporting negotiation preparations, especially in defending the starting position. Research Design & Methods: In the article, we applied a descriptive analysis, with a prior review of literature sources, comparison, and deduction. We based the development of the artificial intelligence negotiation algorithms (AINA) on a heuristic-synthetic method. Findings: We propose an algorithm for defending the starting position that not only structures the negotiation process but also provides practical semantic tools to effectively defend the offer and build long-term relationships with customers. Implications & Recommendations: The AINA algorithm not only offers an effective tool for present negotiators but also provides the foundation for further identification and development of advanced negotiation algorithms. The considerations presented aimed at providing business practitioners with insights into the integration of AI into negotiation strategies and starting a dialogue on the unification of such algorithms in future AI models that will be capable of conducting complex negotiations. Contribution & Value Added: The presented algorithm for defending the starting negotiation position, which combines the F-A-B technique (Feature-Advantage-Benefit) with the straight line persuasion (SLP) model, represents a novel conceptualisation of defensive logic in negotiations. It focuses on resisting premature concessions while maintaining constructive dialogue. This synthesis constitutes a significant added value and an attempt to address an existing research gap.

Purpose Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to challenge these four assumptions and propose an alternative view on the negotiation process. The purpose of this paper is to contrast how aspects of business negotiations are commonly conceptualized with the industrial marketing and purchasing (IMP) perspective and develop propositions that will contribute to future research by offering guidelines for the development of business negotiation literature. Design/methodology/approach To contribute to a discussion on the relation between conceptualization and research results, definitions within the existing literature regarding business negotiation are contrasted with similar definitions of concepts from the IMP perspective. Findings Four propositions have been formulated that further the conceptual understanding of business negotiation. Moreover, a need for future methodological deliberations is demonstrated, and suggestions for future research in the field are offered. Originality/value Introducing a relational perspective into the conceptually rather underdeveloped stream of research would help to develop the existing critique within the business negotiation literature of its transactional, linear and dyadic focus.

Purpose The acceleration of globalized commerce and economic activities has meant that conventional and Shariah (Islamic law) compliant organizations transact and negotiate among themselves. Therefore, this study aims to explore the concept of corporate negotiation and the communicative principles that guide the negotiation process among Shariah-compliant organizations. Design/methodology/approach The study uses a qualitative method through an inductive interpretative approach by conducting 20 in-depth interviews among four groups of experts. These consist of three muftis, ten academicians in Islamic assets, finance and asset jurisprudence; three practitioners in charge of inter-organizational negotiation and decision-making; and four shariah board members of selected Islamic banks. Findings The findings reported that business negotiation is used by Islamic organizations for reconciliation, consultation, resolving disagreements and as a means of achieving spiritual satisfaction. Furthermore, the key communicative principles of the negotiation process consist of the credibility of informational exchange, flexible interactions and the openness and truthful disclosure of information. Research limitations/implications The empirical data discussed in this study supports the claim that macro-environmental factors and social and cultural values should be considered when examining business negotiating behaviors. However, this study focuses only on the banking/service organization negotiation. Therefore, future research should focus on the Islamic negotiation process in the context of diplomatic and international relations. Practical implications The findings reported in this study offer insight for negotiators operating among Islamic organizations to understand the principles and process of negotiation in the purview of Shariah standards and principles. Originality/value In terms of theoretical implications, this study reveals a clear conceptual difference between the conventional concept and the Islamic perspective of corporate negotiation. Also, this study highlights the impact of organizational culture, specifically Islamic management strategies, on the business negotiation process and business communication principles.

The text attempts to provide a comprehensive outlook on negotiation processes and support procedures, by deriving a mathematical description based on psychological and managerial context. The authors merge psychological and formal descriptions of the principles underlying the perception of rationality in negotiation problems. The framework allows for explaining the violation of perceived rationality as a result of the deprivation of human needs. The argument, supported by pilot experiments, allows for recommending a procedural approach to negotiation, focused on monitoring perceptions of rationality of proposal submission. The paper is concluded with an attempt to foresight further developments of theoretical investigations and expansion of application fields.

Tunisia’s past integration policies have significantly increased FDI flows in the manufacturing sector, triggering a rise of textiles and clothing and mechanical and electrical components exports through participation to EU production networks and increasing productivity, growth, and job creation. In spite of these results, important challenges remain. FDI increases are not accompanied by a rapid increase in domestic investment. The business climate of the domestic market-oriented sector can be further improved. Trade integration largely has bypassed non-tourism service sectors and the structural transformation of the service sector is slow.This study: (i) examines the key integration challenges that the country’s manufacturing sector is facing; (ii) examine the key remaining reforms needed to further enhance the competitive position of the country; and (iii) identifies the specific policy reforms needed to realize the largely untapped potential in services. The report reviews the entry, business, and trade restrictions in Tunisia’s backbone service sectors (telecommunication, banking, air transport, accounting, auditing, and legal services) using a well-focused regulatory questionnaire. The restrictiveness indices derived from the regulatory diagnostic analysis allow us to assess Tunisia's relative performance. Some key regulatory reform options are proposed and their impact estimated. The study examines the prospect for further increasing exports and off shoring of a large number of services for which Tunisia has demonstrated a real export capacity.

With the advent of modern communication media over the last decades, such as email, video conferencing, or instant messaging, a plethora of research has emerged that analyzes the association between communication media and negotiation processes and outcomes. In this paper, the author systematically reviews theoretical vantage points on communication media and negotiation and summarizes empirical findings from the last six decades. Specifically, the author focuses on three different strategic communication theories and four social psychological theoretical perspectives that found traction in negotiation research. Subsequently, empirical evidence on communication media and negotiation is presented, derived from an extensive literature search of relevant peer-reviewed articles. The author analyzes effects of communication media on the negotiation process (descriptive process parameters, economic reference points, negotiation behavior/tactics, individual perceptual and affective process variables) as well as economic (agreement, individual profit, joint profit, dispersion of profits) and socio-emotional (satisfaction, trust, socio-emotional evaluation of the self and the opponent) outcomes. The discussion takes stock of the current state of research and persisting research gaps, before focusing on some recent developments, and proposing future research avenues.