The backstage work negotiators do when communicating with persons in crisis

When a person in crisis threatens suicide, police negotiators engage them in a conversation to prevent death. Working in small teams, the primary negotiator's role is to talk directly to the person in crisis. A secondary negotiator, working “behind the scenes,” supports the ongoing negotiation. Using 31 hours of audio‐recorded British negotiations, we uncover the backstage work of secondary negotiators. We use conversation analysis to identify the sequential position, linguistic form, and action of the secondary negotiator's interventions on (1) the delivery (e.g. “sound angry”) and (2) next actions (e.g. “say please,” “try asking them to move”) of the primary negotiator, and how the primary incorporates them into the negotiation. Our analysis shows that, while some suggestions were effective, others disrupted the flow of the negotiation as well as the alignment between primary negotiator and person in crisis. The paper augments current sociolinguistic understandings of the high‐stakes language activity of crisis negotiation and highlights the importance of attending to linguistic features of interaction when training negotiators to work better as a team.     

海合会与欧盟自贸区谈判的回顾与展望

海合会与欧盟有关建立自贸区的谈判已经持续了20多年。2008年欧盟在与海合会签署自贸区协议的最后一刻突然反悔,拒绝在协议文本上签字,海合会方面随后愤而宣布搁置与欧盟的相关谈判。双方在这一问题上的互不妥协立场,导致谈判再陷僵局。本文试图通过分析双方的经贸关系、回顾双方的谈判历程,来探讨谈判陷入僵局的深层次原因以及打破这种僵局的可能性,并为正在进行的中国与海合会之间的自贸区谈判提供政策建议。     

Take-it-or-leave-it offers in negotiations: Behavioral types and endogenous deadlines

This paper studies a reputational bargaining model, and investigates the effects of “exit threat” on negotiators’ equilibrium behaviors. Although it is a purely cheap talk message, exit threat is effective and has two main effects: (1) it renders the final outcome efficient and unique, and (2) shifts the bargaining power towards the negotiator who can make this threat. Setting a deadline for negotiations pressures the opponent and incentivizes her to compromise. However, a deadline that is too early makes the opponent less willing to compromise. Thus, effective deadline is uniquely determined. Last minute agreements occur with a positive probability if negotiators cannot reach an immediate agreement. Frequency of agreement has peaks at the beginning and at the end of negotiations (deadline effect), and is flat otherwise.     

Research on the discourse of international negotiations: A path to understanding international conflict processes?

While both actual negotiators and social scientists have written extensively on international negotiations, study of the actual talk through which goals are or are not accomplished has been little studied; to a substantial degree, electronic records of the discourse of international negotiations have not been available. This paper describes the procedures of comprehensive discourse analysis and what sorts of things can be learned from its use, and identifies reasons why international (and other) negotiators have been reluctant to have their actual talk studied. Projected studies are described.An earlier version of this paper was presented at the Research Council of the International Sociological Association meetings in Ljubljana in September 1988.     

“BUT YOU DON'T LIVE HERE,MAN”: NEGOTIATING SOCIAL REALITY AT THE ROSEBUSH HOTEL

Rules of social order are negotiated: actors' theories of negotiations in any particular setting affect what gets negotiated and how. This research looks at the negotiation process between two groups who had asymmetrical desires for the negotiations: one focusing on process, one on outcomes. Factors such as the balance of power, structural constraints, negotiation contexts and intergroup relationships help explain what gets negotiated and what gets changed. Actors' theories as a measure of reality become important in analyzing the “success” and importance of the negotiating process. Actors' theories affect not only what gets negotiated but the scope, durability, and volatility of negotiation.     

美国双边投资框架协议（2012）研究

美国2012年双边投资协定范本是目前美国双边投资谈判的依据。这一范本在2004年范本的基础上主要修改了4个方面的内容。以美国2012年双边投资协定范本为基础,中美双边投资协定谈判关注的重要问题聚焦了中美双方的主要利益分歧。该范本的公布,以及中方承诺采用准入前国民待遇和负面清单,有望推动中美BIT谈判进入实质性阶段,这将影响中国经济和全球经济,也对中国下一步的谈判有所启示。     

Intergovernmental negotiation, willingness to compromise, and voter preference reversals

A policy is the outcome of negotiations between two three-party parliamentary states. An election in jurisdiction A determines the composition of the legislature that selects a representative to negotiate an intergovernmental policy agreement with the representative from the legislature of jurisdiction B. Negotiations are modeled using Nash (Econometrica 18(2):155?C162, 1950) bargaining framework. With heterogeneous parties, agreements and electoral outcomes depend on the concavity of the utility functions of negotiators and on the relative location of their ideal policies, i.e., depend on the negotiators relative willingness to compromise. Agreements between the bargainers may not follow the ordering of the parties?? ideal policies. An electoral outcome where support for the center party comes from extreme voters may emerge.     

The evolution of interorganizational trust in cross‐sector collaborations: Two comparative cases from China

This study views interorganizational trust as a dynamic process and examines it in two cross‐sector collaborations in community development. Based on in‐depth case study, we conceptualize the evolution of interorganizational trust into four distinct stages: initial propensity, boundary spanning, diffusion and normalization. The findings show that sustainable cross‐sector collaboration requires the full evolution of interorganizational trust. The findings also highlight the importance of internal motivation and the participation of third parties. In addition, while formal rules contribute to rational trust, informal rules arising from interactive experiences can complement formal rules and promote emotional trust.     

Waste’s dominion: the gymnastics of value in informal markets*

Abstract

This paper examines sites of informal trade in Morocco, what the locals call joutiat (sing. joutia). It departs from the semantic and real-world politics of disposability (of objects and people), to unravel the underlying meanings of the joutia as a contested space. The joutia is a place where not only objects of value wait to be rediscovered, but also where invisible and socially underprivileged beings perpetually ransack heaps of trade articles to unmask a hidden gem. I provide an account of the social dynamics of abjection inside/outside the joutia, arresting the ambivalence of objects, which – as they keep vacillating between value and lack of it – turn into “treashure”. I use this neologism, which combines two antithetical terms (trash and treasure), to (a) put into question issues of visibility and invisibility in informal Moroccan enterprises, (b) crystallise the paradoxes of being and becoming inside and outside the market arena, (c) offer a profound reflection on the absurd nature of value in the informal landscapes of (non)random economy and (d) demonstrate that the forms of abjection inside the market have their origin elsewhere.     

Understanding labour processes in global production networks: a case study of the football industry in Pakistan

ABSTRACT

Over the last few decades, the changing nature of global production and distribution processes has raised a number of critical questions regarding work and employment relations. Presenting a qualitative case study of the football industry in Pakistan as an example of the general mechanism of the social relations of re/production in a global system of industrial organization, this research highlights how and under what conditions informal workers are embedded in extended global production networks. By drawing on the integrated conceptual framework of the global production network (GPN) and labour process theory (LPT), this research sheds light on the working conditions and living realities of informal workers. A potential contribution of this paper is to extend the horizon of production network theory by analysing the work and employment conditions of informal workers, which are absent in existing discussions of these conceptual frameworks.     

Interorganizational network portfolios of nonprofit organizations: Implications for collaboration management

Increasingly, nonprofit organizations engage in interorganizational collaboration to address large‐scale social problems. Scholarship typically focuses on the characteristics of both within‐sector and cross‐sector partnerships of two collaborating organizations or all partnering organizations involved in a collaboration, but we know little about the patterns of interorganizational relationships that single nonprofit organizations maintain. This research draws upon surveys from 452 nonprofits and introduces nonprofit network portfolios, which we define as the number, integration, intensity, and duration of relationships that nonprofits purposefully develop with other organizations. Using 12 network measures, Ward cluster analysis revealed three distinct network portfolios: restricted within‐sector (n = 319, 70.58%), which included limited collaboration and prioritized within‐sector partnerships; robust within‐sector (n = 80, 17.70%), which included more nonprofit partnerships than restricted within‐sector portfolios; and cross‐sector (n = 53, 11.72%), which had a rich assemblage of integrative partnerships with nonprofits, businesses, and government agencies. Further, nonprofits that maintained each type of portfolio differed in their revenue and social mission, suggesting these factors are related to the types of collaboration that nonprofits maintain. This study makes contributions to existing research on interorganizational networks and cross‐sector collaboration and suggests practical and policy implications for nonprofit network management.     

The effect of listing price strategy on real estate negotiations: An experimental study

When selling a home, an important decision facing the homeowner is choosing an optimal listing price. This decision will depend in large part on how the chosen list price impacts the post negotiation final sale price of the home. In this study, we design an experiment that enables us to identify how different types of common list price strategies affect housing negotiations. Specifically, we examine how rounded, just below, and precise list prices impact the negotiation behavior of the buyer and seller and, ultimately, the final sale price of the home. Our results indicate that the initial list price strategy does play an important role in the negotiation process. Most notably, a high precise price generates the highest final sale price, smallest percentage discount off the list price, and the largest fraction of the surplus to the seller, while just below pricing leads to the lowest final price, largest percentage discount, and smallest fraction of the surplus to the seller. This pattern seems to be largely driven by sellers making persistently higher and more precise counter-offers throughout the negotiation process when the initial list price is high precise. Interestingly, these effects generally attenuate with negotiating experience. Importantly, our experimental results are generally consistent, both in direction and magnitude, with the limited transactions-based empirical studies relating to real estate listing prices.     

Trends in Development Aid,Negotiation Processes and NGO Policy Change

Non-governmental organizations (NGO) and government donor agencies (GDA) are often caught in a dilemma; an NGO between responsiveness to its target group(s), expectations of individual donors and demands of its GDA; GDA between its policy to respect NGO’s integrity, its wish to keep NGOs accountable for received fund and its operation within the bounds of its general policies. This dilemma is mirrored in the NGO–GDA negotiation for funds. Based on negotiation theory and using three explanatory approaches, 18 years of negotiations between an NGO, Vi Skogen (ViS) and its GDA, the Swedish International Development Cooperation Agency (Sida), are analyzed in order to demonstrate how organizational structures, power relations and the context influence the outcome of the negotiations. All three approaches help to explain how ViS managed, mainly in the interest of its individual donors, to resist changes demanded by Sida and also to explain how the agendas of ViS and Sida finally converged.     

Speaking about building Rylands (1960s to 1980s): a Cape Flats history

This article looks at African and black men and masculinities, triangulated desire, race, and subalternity in Charles Mungoshi’s short story collections. It examines the negotiation of desire, and its interface and interplay with power relations and their negotiation in the colonial and postcolonial economies of domination and gender as depicted in the short stories. It uses the Gramscian concept of hegemony, Girard’s mimetic theory of triangular desire, and Sedgwick’s theory of gendered triangular desire, to examine these dynamics. It argues that colonial and postcolonial power and gender relations are negotiated through a complex interplay of desire that cannot all be accounted for by both Girard and Sedgwick’s models, necessitating their modification to deal with the complexity of desire in a colonial and postcolonial context. The short story collections examined span the colonial and postcolonial eras and these are Coming of the Dry Season (1981), Some Kinds of Wounds (1980), and Walking Still (1997).     

Public Relations as Negotiation: An Issue Development Perspective

In this essay 1 reconceptualize public relations as negotiation within an issue development perspective, Issue development is a communication approach to negotiation that focuses on the framing and reframing of issues. Theoretical characteristics of communication and negotiation models are utilized to identify shortcomings of the two-way symmetrical model and to advance notions of public relations as negotiation within an issue development framework. Issue development public relations is a management process of negotiating the organization public relationship. Theoretical implications and future research questions are indicated.     

The Viable System Model and inter-organizations

Abstract

To work against threats and to obtain new possibilities, new forms of interorganizational collaborations are formed. The management literature deals mainly with one single organization although aspects of collaborative processes are discussed. In this article problems with inter-organizational management and decision-making are discussed. In this article the possibilities and the limits of using the Viable System Model (VSM) for diagnosing and design of inter-organizations are discussed. The conclusion is that VSM seems to be promising but further evaluation must be performed. Organizational learning and negotiation support systems are approaches that should be used in inter-organizational management.     

The Parameters of Agency-School Social Work Educational Planning

Abstract

Reduced financial support and increased service demand have led many human service administrators to undertake coordination activities with other organizations in order to maintain services for clients. Many social work administrators have little understanding of interorganizational theory and techniques. This paper suggests, from a political economy perspective, that interorganizational theory and practice skills should be further developed in the social work administration curriculum. As a step in this direction, the paper first identifies key interorganizational concepts and research. Factors crucial to successful coordination are then summarized, and strategies for promoting successful coordination are detailed, with attention to benefits and costs of each strategy. Finally, the paper describes several alternative ways to integrate interorganizational content in the social work administration classroom and field placement.     

Reshaping the social contract: emerging relations between the state and informal labor in India

As states grapple with the forces of liberalization and globalization, they are increasingly pulling back on earlier levels of welfare provision and rhetoric. This article examines how the eclipsing role of the state in labor protection has affected state–labor relations. In particular, it analyzes collective action strategies among India’s growing mass of informally employed workers, who do not receive secure wages or benefits from either the state or their employer. In response to the recent changes in state policies, I find that informal workers have had to alter their organizing strategies in ways that are reshaping the social contract between state and labor. Rather than demanding employers for workers’ benefits, they are making direct demands on the state for welfare benefits. To attain state attention, informal workers are using the rhetoric of citizenship rights to offer their unregulated labor and political support in return for state recognition of their work. Such recognition bestows informal workers with a degree of social legitimacy, thereby dignifying their discontent and bolstering their status as claim makers in their society. These findings offer a reformulated model of state–labor relations that focuses attention on the qualitative, rather than quantitative, nature of the nexus; encompasses a dynamic and inter-dependent conceptualization of state and labor; and accommodates the creative and diverse strategies of industrial relations being forged in the contemporary era.

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Historical Trends in Concerns About Social Issues Across Four Decades Among U.S. Adolescents

This study examined adolescents’ concerns about social issues and how these concerns have changed over historical time. Separate cohorts of U.S. high school seniors (N = 110,953; 51.1% female) reported their worries about four social issues (crime/violence, economic problems, hunger/poverty, race relations) every year from 1976 to 2015. Youth were most concerned with crime/violence, followed by economic problems, hunger/poverty, and race relations. Adolescents’ social concerns varied by demographic characteristics and cohort, paralleling specific historical events and appearing responsive to the political challenges of the time. Initiatives seeking to engage youth within the political process may benefit from providing opportunities for teens to participate in civic activities aimed to address these issues.     

Disarming people with words: strategies of interactional communication that crisis (hostage) negotiators share with systemic clinicians

This qualitative study examined the interactional communication strategies used by law enforcement officers during a hostage-taking incident at a high school. The research involved analysis of the negotiation conversation between police crisis (hostage) negotiators and a hostage taker who entered his former high school to take revenge on a teacher. A condensed version of the talk was micro-analyzed with the actual negotiators from the incident, using ethnographic and Interpersonal Process Recall interviewing methods. Results illustrated that the negotiators used interactional communication strategies valued by systemic family therapists to reach a peaceful conclusion to the incident.