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This commentary attempts to offer a practitioner's perspective on the use of hypothetical reported speech in business negotiations and how it might be explored in a Business English learning environment to help learners with English and negotiating skills. Some textbook materials on negotiations were reviewed for this purpose and some suggested activities are provided. • A functional focus on teaching negotiation skills. • A communicative approach to language learning. • Provision of some tasks in the classroom which reflect learner realities. • A practitioner's commentary on Koester's article (2014) on Hypothetical Reported Speech. • Revision of some textbook material for Hypothetical Reported Speech. [ABSTRACT FROM AUTHOR]

Purpose: This paper aims to review and synthesize the existing literature related to negotiation complexity and provides an integrative model to systematically identify and examine factors contributing to negotiation complexity and how they affect negotiating parties' behaviors and economic and subjective outcomes. Design/methodology/approach: The approach was to combine relevant literature from negotiation in general and from negotiation complexity in particular and to develop and support an integrative model of complexity in real-world negotiations. Findings: The literature on negotiation complexity and previous analytical frameworks are reviewed from a cross-disciplinary perspective. Based on the integrative review, an integrative model of negotiation complexity is proposed for identifying important complexity contributory factors. Six contributory factors are distinguished based on the three negotiation components – negotiation task, dynamic variables of negotiators and negotiation context. Their effects on negotiation complexity are examined and discussed with respect to four complexity dimensions (i.e. informational and computational, procedural, social and strategic dimensions). Finally, the effects of negotiation complexity on parties' behaviors and outcomes are examined based on previous theoretical and empirical research and practical tools for managing negotiation complexity are delineated. Originality/value: The integrative review and conceptualization of negotiation complexity are helpful for gaining a better understanding of negotiation complexity and its management in various real-world domains. [ABSTRACT FROM AUTHOR]

Objective: to understand the relationship between occupational risks in agricultural work and the negotiation for the health of rural workers. Method: mixed nested concurrent study, combined with equal integration (QUAN + QUAL). It was conducted with 351 farmers, between 2014/2015, using a form and semi- structured interview. For the analysis, descriptive and inferential statistics and the descending hierarchical classification, and the word cloud were used. Results: in the QUAN phase, the average age of 50.58 years old was obtained and a predominance of symptoms of illness in the muscular, endocrine, and urinary systems. In the QUAL phase, it became evident that the negotiation of agricultural products increases the exposure of workers to physical, chemical, and ergonomic risks. Profit represents the goal and allows for the cost of equipment, health care, and drug therapy, through illness. Conclusion: occupational risks are present in agricultural work. Negotiation is reduced to the consumption of health services and products in the presence of illness. [ABSTRACT FROM AUTHOR]

To identify the use and negotiation of condoms by nursing students and discuss the sexual practices of these students with a view to preventing sexually transmitted infections. Descriptive, cross-sectional with a quantitative approach, carried out with 153 nursing students from a private institution. A structured questionnaire with 60 closed questions was used. For the analysis, descriptive statistics was used with the aid of Excel for Windows. All ethical and legal aspects were met. 91% participants had an active sex life. Of these: 72% did not use condoms in all sexual intercourse; 59% did not use with a fixed partnership; 76% used it in casual sexual partnerships and 90% reported not using female condom. Use negotiation was carried out by 32 of the participants. There was a low adherence to the continued use of condoms, which, together with situations of negotiation of their use, favored exposure to sexually transmitted infections. [ABSTRACT FROM AUTHOR]

In the sensitive post-genocide cultural landscape of Rwanda, this research considers the significance of the recent revival of a musical group that was first popular in the pre-genocide Habyarimana era. Orchestre Impala was perhaps the most popular musical group of the late 1970s and 1980s, and its revival represents something of a novelty in Rwanda's national cultural politics. Perhaps, we suggest, this may reflect a certain 'normalization' of culture, and a sense of continuity in Rwanda. Drawing on personal contacts with musicians, supporters, and observers, we conducted informal interviews, and analysed lyrics of songs still sung, those left behind and those newly created. What emerged was a careful and conscious process of selective recovery of past songs, and the creation of new songs, unified by their association with a genre known as igisope, a term explained in the article. Song texts, translated from the Kinyarwanda, are analysed as a form of historical commentary on the times that Orchestre Impala musicians survived and now find themselves in. We found that Orchestre Impala has been revived with great caution and sensitivity for the post-genocide context in Rwanda. Its popularity draws on shared social imaginaries across generations of Rwandans, and the band's revival seems to signal improved possibilities in future for coming to terms with Rwanda's pre-genocide past. We tentatively propose that revival of Orchestre Impala both reflects and helps to generate elements of cultural continuity in Rwandans' musical landscape. The demands of surviving commercially as a band, implies that political praise-songs remain part of Orchestre Impala's song repertoire today as during the Habyarimana era. [ABSTRACT FROM AUTHOR]

Formal conflict resolutions are very familiar from media as legal trials resulting in long prison sentences or large compensation payments inevitably attract attention. In contrast, far more inconspicuous alternative dispute resolution (ADR) methods often demonstrate their great practical usefulness as conflicts between parties are not only inevitable, but can also be considered a positive phenomenon because conflict allows an unwanted situation to be changed to the benefit of all parties involved in a transaction. The second ADR thesis is that the parties on their own can resolve many, if not most, of their conflicts, but no ADR method can be effective when the parties have lost trust with each other. Mediation is probably the most popular ADR method in Poland presently as an intervention into negotiations or conflicts that are already underway. A third party, the mediator, who is accepted by all parties and does not possess any power to make an authoritative decision resolving the conflict, performs that intervention – aiding the parties to voluntarily reach a mutually acceptable solution to the conflict. Mediation is an attractive low-cost alternative to court proceedings as the parties remain in full control of the process, it is confidential, lasts short and allows conflicted parties to maintain their long-term relationship. Mediation may also limit the otherwise significant risk associated with the unpredictability of court rulings, especially in highly complicated medical malpractice-related cases. Results from any successful mediation become binding to the parties as courts legally approve the mediation agreement. [ABSTRACT FROM AUTHOR]

The article presents a practical guide for new pharmacy practitioners with regards to negotiating their first job offer. Topics covered include the proper way of responding to an employment offer and the preparations that practitioners should take before an interview, how to negotiate for salary during a job offer, and ways of negotiating for professional development opportunities.

Background Reduced ability to perform instrumental activities of daily living (IADLs) can lead to a difficult transition from hospital to home, increased dependence and diminished quality of life (1). A novel IADL group for frail older adults 'Ready Steady Home' was completed to facilitate transition from hospital to home. Methods A single centre prospective study was undertaken in a Post-Acute Orthogeriatric Rehabilitation Care unit. A sample of convenience was recruited over a 3 month period. All subjects invited to participate had been referred for Physiotherapy and Occupational Therapy, medically stable, able to give consent, mobile with/without an aid and had a goal of community ambulation and IADLS. The one hour intervention consisted of a car transfer, outdoor mobility on a busy footpath, road crossing, negotiating a busy shop, completing shopping task and financial management. A self-reported modified Client Satisfaction Questionnaire (CSQ-8) was completed by all subjects post intervention. Data was analysed using descriptive statistics. Results Twelve participants (female (12); mean age 83.7 years, mean LOS 32.75 days) completed the intervention and were included in the data. All were frail with a Clinical Frailty Scale score ≥ 5, mild (n=4), moderate (n=7) and severe frailty (n=1). Primary diagnosis was femoral fracture (n=7), hip surgery revision (n=2), deconditioning (n=2) and pelvic fracture (n=1). All used a unilateral (n=5) and/or bilateral mobility aid (n=7). The mean CSQ-8 score was 27/32 indicating high satisfaction with the intervention. No adverse events occurred. Common themes reported were improved confidence with community ambulation, preparation for home and re-integration into the community. Conclusion This study indicates that an interdisciplinary intervention addressing community based IADLS was feasible, safe and effective in a frail Orthogeriatric inpatient cohort. Further research is required to evaluate the effectiveness of this therapy intervention in improving hospital to home transition and potential reduction in LOS. [ABSTRACT FROM AUTHOR]

Background People with dementia and carers do not always access respite services in a timely manner, and in some cases, they do not access respite services at all. While carers' perspectives on respite access have been explored, other stakeholder perspectives, especially those of people with dementia, are under-represented in the existing literature. The aim of this study was to synthesise multiple stakeholders' perspectives, including people with dementia, on accessing respite services. Methods Purposive sampling was employed. Semi-structured interviews were conducted with 35 key stakeholders, including people with dementia (N=6), carers (N=9), respite front-line staff (N= 4), respite managers (N=8), primary care professionals (N=3) and policy-makers/academics (N=5). Informed consent was obtained from all stakeholders who could give this. Dewing's 'process consent' method was employed in relation to people with dementia. Data were interpreted inductively using thematic analysis. We aimed to move beyond the semantic level of meaning, and to interpret patterns of meaning in the data. Reflexivity was considered throughout the research process. Results Three themes ('Service Acceptability'; 'Navigational Knowledge and Skills'; 'Constructing and Adjudicating Respite Need') were identified that relate to how access to respite services is negotiated between service providers and dyads. Conclusion A number of the findings support previous research; however novel findings discussed relating to the access negotiation process include 1) the ambiguous legitimacy of respite needs, in a system configured to deliver a biomedical model of care and which considers non-medical care as a family responsibility, and 2) the constraining effects of disparate conceptualisations of 'respite' between carers and providers. Future research should interrogate the appropriate boundaries of public responsibility in relation to respite service planning/delivery for dementia, with particular reference to client preferences for community and in-home provision. [ABSTRACT FROM AUTHOR]

Background: HIV pretreatment drug resistance (PDR) to NNRTIs in persons initiating ART is increasing in Mexico.Objectives: To compare HIV PDR in eight sub-regions of Mexico.Patients and Methods: A large PDR survey was implemented in Mexico (September 2017-March 2018) across eight sub-regions. All larger clinics (which provide ART to 90% of all initiators) were included, allocating sample size using the probability-proportional-to-size method. Both antiretroviral-naive and prior antiretroviral-exposed persons were included. HIV PDR levels were estimated from pol Sanger sequences obtained at a WHO-designated laboratory.Results: A total of 2006 participants were enrolled from 74 clinics. PDR to NNRTIs was higher than to other drug classes (P < 0.0001), crossing the 10% threshold in the North-East, East, South-West and South-East. NNRTI PDR was higher in the South-West (P = 0.02), coinciding with the highest proportion of restarters in this sub-region (14%). We observed higher PDR prevalence to any drug in women compared with men (16.5% versus 12.2%, P = 0.04). After multivariable adjustment, higher NNRTI PDR remained significantly associated with previous antiretroviral exposure in the Centre-North, North-West, South-West and South-East [adjusted OR (aOR): 21, 5, 8 and 25, respectively; P < 0.05]. Genetic network analyses showed high assortativity by sub-region (P < 0.0001), with evidence of drug resistance mutation transmission within local clusters.Conclusions: Diversification of the public health response to HIV drug resistance based on sub-regional characteristics could be considered in Mexico. Higher NNRTI PDR levels were associated with poorer regions, suggesting opportunities to strengthen local HIV programmes. Price and licensing negotiations of drug regimens containing integrase inhibitors are warranted. [ABSTRACT FROM AUTHOR]

Purpose: The objective of this paper is to identify the influence of political skills and strategies of integrative and distributive negotiation on self-efficacy, responsible for determining activities, motivation, effort, as well as persistence in the difficulties that are presented to young entrepreneurs in Mexico. Design and Methodology: This study was developed in the state of Guanajuato, Mexico; where it was possible to obtain a sample of 432 young entrepreneurs. A hypothetical structural equation model (SEM) was developed through the statistical software Mplus v.7.0, as well as statistical analyzes were performed through the software STATA v.12. As for the goodness and fit indices of the SEM model (χ2 = 242.24 gl = 85, CFI = 0.958 and TLI = 0.949, RMSEA = .06, SRMR = 0.05) were absolutely acceptable (Jöreskog y Sörbom, 1981; Rigdon, 1996; Muthén y Muthén, 2010). Results:According to the results obtained, it is statistically shown that political skills influence in a positive and significant way the entrepreneurial self-efficacy and the integrative negotiation strategy. Likewise, the distributive negotiation does not influence significantly, because this type of strategy only It benefits from a part in the negotiation and not in an equitable way like the distributive strategy. On the other hand, there is a positive and significant mediating effect of the integrative negotiation strategy between political skills and entrepreneurial self-efficacy. Likewise, there is no significant mediating effect of the distributive negotiation strategy between political skills and entrepreneurial self-efficacy. Originality / Value: This study is one of the few that analyzes the relationship between political ability, negotiation and entrepreneurial self-efficacy. Especially in the Mexican context. [ABSTRACT FROM AUTHOR]

This paper is about some of the basic, foundational and fundamental principles surrounding all negotiations. An understanding and appreciation of these will ensure you get all your negotiations off to a flying start, making sure you are prepared and able to handle many of the brickbats and setbacks that will almost inevitably come your way. Over the next few paragraphs you will learn the importance of thorough preparation and the steps with which you should familiarise yourself, including conducting 'an audit of the barriers to an agreement' to save time poring over the reasons why a deal 'died'. You will be introduced - if you were not already acquainted - to the Best Alternative To a Negotiated Agreement (BATNA): why it is so important, what you should be doing during your negotiations to strengthen it, and how it differs from a 'bottom line'. Knowing the difference between 'distributive' and 'integrative' negotiations is explained, as is why you should always (with the odd exception) make the first offer, providing it is within a reasonable Zone of Possible Agreement (ZOPA). You will be introduced to 'break points', 'fixed pies' and the fundamental distinction between 'positions' and 'interests' and why taking the time to decipher the difference is a huge aid to you arriving at a great deal. Finally, I will highlight some of the tricks and techniques used by the other side in an attempt to pressure you into giving in and, perhaps more importantly, how you sweep them aside and render them useless. [ABSTRACT FROM AUTHOR]

Objective: From November 30, 2016, the Korean Government carried the revised Medical Dispute Mediation and Arbitration Act into effect. Mediation will start automatically without agreements of the defendant, when the outcome of the patient was death, coma more than a month or severe disability. Cerebral aneurysm has a definite risk of bad outcome, especially in the worst condition. Any surgical intervention to this lesion has its own high risk of complications. Recently, Seoul central district court decided 50% responsibility of the doctors who made a rupture of the aneurysm during coiling (2015Ga-Dan5243104). We reviewed judicial precedents related to cerebral aneurysms in lawsuit using a web search. Methods: We searched judicial precedents at a web search of the Supreme Court, using the key words, "cerebral aneurysm". Results: There were 15 precedents, six from the Supreme Court, seven from the High Court, and two from district courts. Seven precedents were related to the causation analysis, such as work-relationship. Five precedents were malpractice suits related bad results or complications. Remaining three precedents were related to the insurance payment. In five malpractice precedents, two precedents of the Supreme Court reversed former two precedents of the High Court. Conclusion: Judicial precedents on the cerebral aneurysm included not only malpractice suits, but also causation analysis or insurance payment. Attention to these subjects is needed. We also need education of the independent medical examination. To avoid medical disputes, shared decision making seems to be useful, especially in cases of high risk condition or procedures. [ABSTRACT FROM AUTHOR]

Abstract: Background: Healthy spousal communication of marital and sexual expectations is one of the most important factors to improve the quality of sexual relations in marriage. Objectives: This paper has attempted to explore women's expectations of men for having pleasurable sex in a monogamous and steady sexual relationship within the context of Iran. Methods: In this qualitative study, 20 interviews were conducted in Tehran from December 2013 to May 2014. Participants were recruited using purposive sampling, face‐to‐face, in‐depth, and semistructured interviews. The collected data were analyzed using qualitative conventional content analysis. The research was designed with regard to Lincoln and Guba's four major rigor criteria in qualitative investigation. Results: Women's expectations for having enjoyable sex were classified in two areas: (1) marital components and (2) sexual components. Marital components included romantic relationships, attention, respect and admiration, appreciation, man's loyalty, and having compatibility. Sexual components included enough sexual skills, good sexual function, and commitment to equity in sex. Conclusions: This research helps to identify women's expectations for having a gratifying sexual relationship and thus contributes to enhanced sexual satisfaction, as well as marital stability and continuity. [ABSTRACT FROM AUTHOR]

Abstract: Mental health services have changed over the past decades through an increased emphasis on deinstitutionalization and normalization, and with recovery processes situated in everyday life as a new locus of support. These changes have led to a need for new knowledge and methods concerning the provision of community mental health services. The aim of the present study was to explore how community mental health workers provide support to users, by investigating professionals' own narratives of how they work. Seven community mental health workers participated in narrative interviews, which were subject to a qualitative, interpretive analysis. A primary finding was that community mental health workers provide flexible and individually‐adjusted support through engaging in negotiations with users, management, and others. Our findings show both opportunities and challenges of negotiating support, raising the following question for discussion: How and when are negotiations a valuable way for professionals and users to collaborate? [ABSTRACT FROM AUTHOR]

In today's organizations interdependent tasks (e.g., negotiations or group-decision makings) are often conducted with computer mediation. Two experiments examined whether mindfulness, known to improve face to face negotiations and decision makings, influences the performance in computer-mediated interdependent tasks. In Study 1, manipulated mindfulness led to a worse outcome in a simulated computer-mediated negotiation compared to a control group. In Study 2, induced mindfulness undermined the decision performance of dyads interacting via text-based computer-mediated communication compared to a no-mindfulness control group. At the same time attention to the social relation was higher in the mindfulness condition. Hence, mindfulness is detrimental to performing on interdependent tasks if interaction partners use it in computer-mediated communication, although it fosters attention to interpersonal relations. Implications for mindfulness research and for research on computer-mediated communication are discussed. [ABSTRACT FROM AUTHOR]

The current study followed the need for more research concerning the understanding of the relationship between simulation design and self-efficacy in negotiating development within role-play simulations of political decision-making. More specifically, the purpose of this study was to investigate the relationship of social persuasion as a source for self-efficacy in negotiating with simulation design elements. The research was conducted in a three-day simulation about the EU decision-making process. By means of daily diaries and semi-structured interviews, critical incidents about the emergence of social persuasion influencing self-efficacy development were defined. Data were analysed by applying thematic content analysis. Findings show that social persuasion was largely facilitated by the simulation design that offered possibilities for informal contact. [ABSTRACT FROM AUTHOR]

This study explored how students construct family and peers as resources for their HIV prevention. The participants were 20 education students from a South African technology education university (female = 60%, black = 85%; age range = 18 to 24). They completed a semi-structured interview on their access to family and peers talking about HIV/AIDS prevention in the context of perceived cultural influences. The data was thematically analysed using open-coding. Findings suggest that students shared information about HIV/AIDS prevention with peers, and less so with family. They perceived cultural taboos around sex talk to be a barrier to open discussion of HIV/ADS. Students may need to acquire strategies to negotiate HIV/AIDS prevention approaches with family in the context of culture. [ABSTRACT FROM PUBLISHER]

Research Interest: In this article, we take an interest in the new kind of relation that has been claimed to be urgently required between health services and patients. Co-production of health services implies fundamental changes in the ways medical care is organized and delivered. Usually, technologies are put forth as potential solutions to problems that might occur when establishing such new relations.Aims: The aim of this study is to scrutinize how different perspectives were brought into the discussions as the concrete design and use of a mobile phone application were introduced, and how participants anticipated and negotiated their own participation in the design project.Methods: This article reports results from an explorative study of a co-design project in hypertension care wherein health professionals and patients were invited to co-design some features of the application they were later to use.Results/conclusions: The study shows that new practices of self-treatment are not likely to take place without the cooperation of patients, since they are to provide the observational data necessary for the professionals' work. The negotiations are needed to balance patients' concerns of being monitored by technology and their needs of being in control of their everyday lives and activities. [ABSTRACT FROM AUTHOR]

Objective. To describe the development and initial application of the Chronic Pain Coding System. Design. Secondary analysis of data from a randomized clinical trial. Setting. Six primary care clinics in northern California. Subjects. Forty-five primary care visits involving 33 clinicians and 45 patients on opioids for chronic noncancer pain. Methods. The authors developed a structured coding system to accurately and objectively characterize discussions about pain and opioids. Two coders applied the final system to visit transcripts. Intercoder agreement for major coding categories was moderate to substantial (kappa = 0.5-0.7). Mixed effects regression was used to test six hypotheses to assess preliminary construct validity. Results. Greater baseline pain interference was associated with longer pain discussions (P = 0.007) and more patient requests for clinician action (P 5 0.02) but not more frequent negative patient evaluations of pain (P = 0.15). Greater clinician-reported visit difficulty was associated with more frequent disagreements with clinician recommendations (P = 0.003) and longer discussions of opioid risks (P = 0.049) but not more frequent requests for clinician action (P = 0.11). Rates of agreement versus disagreement with patient requests and clinician recommendations were similar for opioid-related and non-opioid-related utterances. Conclusions. This coding system appears to be a reliable and valid tool for characterizing patient-clinician communication about opioids and chronic pain during clinic visits. Objective data on how patients and clinicians discuss chronic pain and opioids are necessary to identify communication patterns and strategies for improving the quality and productivity of discussions about chronic pain that may lead to more effective pain management and reduce inappropriate opioid prescribing. [ABSTRACT FROM AUTHOR]

This article presents an overview of the Career Development session at the 17th Annual St. Jude/PIDS Pediatric Infectious Diseases Research Conference. This annual conference discusses key academic skills, such as grant writing and negotiating for protected time for research and academic endeavors, as well as highlighting the many career options available in infectious disease. This year's session included discussions about basic science, public health, health outcomes research, and private practice pediatric infectious disease careers. The combination of practical career advice, mentoring, and inspiration offered in the career-development track talks at the St. Jude/PIDS Pediatric Infectious Diseases Research Conference this and every year helps trainees to faculty navigate the path to building a satisfying career in pediatric infectious disease. [ABSTRACT FROM AUTHOR]

This article presents representations of the nation by a group of at-risk youth residing in welfare homes. These co-constructions of what it means to live in Singapore and what it means to be a citizen in that country were part of a research project to answer the call by critical political observers in Singapore to expand the space for ideas and perspectives regarding Singapore other than those from the governing elite. Led by a critical culture sensibility for theorising from below, the author spoke with 25 teenagers from troubled backgrounds, and analysed and interpreted the conversations using constructivist grounded theory. Fourteen categories emerged from the corpus, with negotiating becoming the core category articulating all 14 categories, and accounting for the dialectical relations amongst the categories as well as the discontinuities between the categories and the dominant nation building narrative as embodied in the Singapore Story . The core category instantiates the discursive empowerment of the youth. The suggestion is to open up discursive spaces for marginalised voices. Public relations, in its capacity for listening and co-construction, can play a nation building role that goes beyond managing information campaigns. [ABSTRACT FROM AUTHOR]

Peru is negotiating the Transpacific Partnership Agreement, a commercial treaty that could have deleterious implications for the health systems of the included partners. Transparency and Intellectual Property chapters are the most controversial elements. The first mostly because it opens the possibility for groups of interest to refuse decisions being taken by the sanitary authorities concerning the incorporation of health technologies to the public health systems. The second because it poses restrictions to the entrance of generic medical products, widening the period of data exclusivity and implementing mechanisms of opposition to their registry. Other chapters include strategies to block the states from regulating the consumption of alcohol, tobacco and processed foods. We ought to create surveillance systems to evaluate the impact of the agreement if it is signed, and generate mechanisms that prevent the little resources we already have devoted for health to be deviated to top technology that will not necessarily have a positive impact at a population level. [ABSTRACT FROM AUTHOR]

Objectives. To explore general practitioners' (GPs') specific negotiation strategies regarding sick-leave issues with patients suffering from subjective health complaints. Design. Focus-group study. Setting. Nine focus-group interviews in three cities in different regions of Norway. Participants. 48 GPs (31 men, 17 women; age 32-65), participating in a course dealing with diagnostic practice and assessment of sickness certificates related to patients with subjective health complaints. Results. The GPs identified some specific strategies that they claimed to apply when dealing with the question of sick leave for patients with subjective health complaints. The first step would be to build an alliance with the patient by complying with the wish for sick leave, and at the same time searching for information to acquire the patient's perspective. This position would become the basis for the main goal: motivating the patient for a rapid return to work by pointing out the positive effects of staying at work, making legal and moral arguments, and warning against long-term sick leave. Additional solutions might also be applied, such as involving other stakeholders in this process to provide alternatives to sick leave. Conclusions and implications. GPs seem to have a conscious approach to negotiations of sickness certification, as they report applying specific strategies to limit the duration of sick leave due to subjective health complaints. This give-and-take way of handling sick-leave negotiations has been suggested by others to enhance return to work, and should be further encouraged. However, specific effectiveness of this strategy is yet to be proven, and further investigation into the actual dealings between doctor and patients in these complex encounters is needed. [ABSTRACT FROM AUTHOR]

This article examines the use of hypothetical reported speech (HRS) in business negotiations from the Cambridge and Nottingham Corpus of Business English (CANBEC 1 1 This research has made use of CANBEC (the Cambridge and Nottingham spoken Business English Corpus) which forms part of the Cambridge English Corpus (CEC). The CEC is a multi-billion word computer database of contemporary spoken and written English. It includes British English, American English and other varieties of English. It also includes the Cambridge Learner Corpus, developed in collaboration with the University of Cambridge ESOL Examinations. Cambridge University Press has built up the CEC to provide evidence about language use that helps to produce better language teaching materials. ). The aim of the article is to investigate the role of this discursive device as part of negotiating and to explore the relevance of the findings for the teaching of Business English. HRS was analysed in negotiating sequences from four external meetings in terms of where it occurred, what functions it performed and how it was used as a strategic negotiating tool. The findings showed that HRS was used at key stages of the negotiation, in particular within bargaining sequences, where it was used primarily as a persuasive device, but also to perform certain bargaining ‘moves’ more indirectly and to do relational work, such as showing affiliation. Negotiators used HRS strategically in combination with ‘formulations’ and ‘accounts’ to move the negotiation forward in pursuit of their goals. The article concludes with a discussion of the teaching implications of the findings and makes some concrete suggestions for teaching negotiating. [ABSTRACT FROM AUTHOR]

• Self-efficacy for negotiating did not increase significant during the simulation. • Gender & experience predict variation in self-efficacy for negotiating. • Opportunities to negotiate predict variation in self-efficacy for negotiating. When assessing learning outcomes of role-play simulations of political decision-making, research points to inconsistencies and shortcomings. Different learning environment components aren't often taken into account and little attention is given to affective learning outcomes and the development of student learning during the simulation. Therefore, this study focuses on the development of self-efficacy for negotiating during a simulation and includes both student characteristics and simulation features to explain variation. Data were collected during a four-day simulation of decision-making and self-efficacy for negotiating was measured at four time points. Gender, simulation experience and opportunities to practice negotiating during the simulation appear to play a role when assessing how students vary in their self-efficacy. However, findings revealed no statistically significant on average development of self-efficacy. Simulation experience and opportunities to practice negotiating, and its impact on students' learning processes and outcomes should not be underestimated and deserves to be investigated in more depth. [ABSTRACT FROM AUTHOR]

The long-term character of climate change and the high costs of adaptation measures, in combination with their uncertain effects, turn climate adaptation governance into a torturous process. We systematically review the literature on climate adaptation governance to analyze the scholarly understanding of these complexities. Building on governance literature about long-term and complex policy problems, we develop a conceptual matrix based on the dimensions knowledge and power to systematically study the peer-reviewed literature on climate adaptation governance. We find that about a quarter of the reviewed journal articles do not address the knowledge or power dimension of the governance of climate change adaptation, about half of the articles discuss either the knowledge or the power dimension, and another quarter discuss both knowledge and power. The articles that do address both knowledge and power (1) conceptualize the governance of climate adaptation mainly as a complex system of regulatory frameworks and technical knowledge, (2) assume that regulatory systems can be easily adapted to new knowledge, (3) pay little attention to fluid or unorganized forms of power, e.g., negotiation, and knowledge, e.g., learning, and (4) largely neglect the interplay between the two. We argue that more research on this interplay is needed, and we discuss how puzzling and powering are a promising pair of concepts to study this. [ABSTRACT FROM AUTHOR]

Purpose – The present experiment aimed to test the impact of a self-regulatory strategy of goal pursuit – called mental contrasting with implementation intentions (MCII) – on an integrative bargaining task. Design/methodology/approach – Participants were randomly assigned to dyads and negotiated over the sale of a car. Before negotiating, participants were prompted to engage in MCII, or one or the other of its two component strategies: to contrast mentally achieving success in the integrative bargaining task with the reality standing in the way of this success (MC), to form implementation intentions on how to bargain (i.e. if-then plans) (II), or both to contrast mentally and form implementation intentions (MCII). Findings – The strategy of mental contrasting with implementation intentions led dyads to reach the largest joint agreements, compared to dyads that only used mental contrasting or if-then plans. Moreover, participants who mentally contrasted formed more cooperative implementation intentions than participants who did not mentally contrast, mediating the effect of condition on joint gain. Research limitations/implications – The findings suggest that the self-regulatory strategy of mental contrasting with implementation intentions (MCII) leads to higher joint gain, and that this effect is mediated by mental contrasting's promotion of cooperative planning. More research should be done to understand the specific negotiation behaviors engendered by MCII, as well as its applicability to other negotiation scenarios. Originality/value – These findings have implications for both self-regulation and negotiation research. The result that MCII fosters integrative solutions reflects its potential to help people form cooperative plans and reach high joint-value agreements in integrative scenarios. For negotiation research, the paper identifies an effective self-regulatory strategy for producing high-quality agreements. [ABSTRACT FROM AUTHOR]

The status of library consortia has evolved over time in terms of their composition and alternative negotiating models. New purchasing models may allow improved library involvement in the acquisitions process and improved methods for meeting users' future needs. Ever-increasing costs of library resources and the need to reduce expenses make it necessary to continue the exploration of library consortia for group purchases. [ABSTRACT FROM PUBLISHER]

Purpose - The purpose of this study is to examine the mediation exit option, which is one of the most important tactics available to any third party mediator. Design/methodology/approach - The paper analyzes a crucial intermediary channel between the Irish Republican Army (hereafter IRA) and the British Government utilizing unique material from the private papers of the intermediary, Brendan Duddy, including diaries that cover periods of intensive communication, extensive interviews with the intermediary and with participants in this communication on both the British Government and Irish Republican sides as well as recently released official papers from the UK National Archives relating to this communication. Findings - The study reveals how the intermediary channel was used in order to get information, how the third party and the primary parties traded in asymmetries of information, and how the intermediary utilized the information advantage to increase the credibility of his threats of termination. Research limitations/implications - The study outlines an avenue for further research on the termination dynamics of mediation. Practical implications - Understanding the conditions for successfully using the exit-option is vital for policy-makers, in particular for peace diplomacy efforts in other contexts than the Northern Ireland one. Originality/value - The paper challenges previous explanations for why threats by mediators to call off further mediation attempts are successful and argues that a mediator can use the parties' informational dependency on him in order to increase his leverage and push the parties towards settlement. [ABSTRACT FROM AUTHOR]

Purpose – The last decades, neighborhood mediation programs have become an increasingly popular method to deal with conflicts between neighbors. In the current paper the aim is to propose and show that conflict asymmetry, the degree to which parties differ in perceptions of the level of conflict, may be important for the course and outcomes of neighborhood mediation. Design/methodology/approach – Data for testing the hypotheses were based on coding all (261) files of neighbor conflicts reported to a Dutch neighborhood mediation program in the period from 2006 through 2008. Findings – As expected, cases were more often about asymmetrical than symmetrical conflicts. Moreover, compared to symmetrical conflicts, asymmetrical conflicts less often led to a mediation session; the degree of escalation was lower; and, particularly in asymmetrical conflicts, a mere intake session already contributed to positive conflict outcomes. Originality/value – Past research on the effectiveness of mediation programs mainly focused on cases in which a mediation session effectively took place. However, persuading parties to participate in a mediation session forms a major challenge for mediators. In fact, many cases that are signed-up for mediation programs do not result in an actual mediation. The current study examines the entire mediation process – from intake to follow-up. [ABSTRACT FROM AUTHOR]

Purpose – This paper seeks to introduce a model of the initiation process in negotiations, and to describe a study of the effects of culture and personality on propensity to initiate and assertiveness in negotiations. Design/methodology/approach – Using a survey research approach and hierarchical regression analyses, initiation propensity and assertiveness were regressed against two country cultures diverse with respect to perceived appropriateness of initiation (Brazil and the USA) and four measures of personality (self-efficacy, locus of control, risk propensity, Machiavellianism). Findings – Regression analyses found three personality factors (risk propensity, self-efficacy, Machiavellianism) to be most significantly associated with initiation propensity/assertiveness, along with an interaction effect involving country culture and risk propensity. Research limitations/implications – Future studies might benefit from a broader, more diverse subject pool (beyond the two countries studied). This would allow for separate analyses of cultural dimensions, rather than treating culture as a composite measure. In addition, future research might include measures of actual initiation behavior. Practical implications – Initiation is a manageable process. Self-efficacy, for example, can be improved by observing others skilled in the initiation process, and through practicing initiation under more favorable conditions. Furthermore, an individual can follow a graduated approach to gain initiation confidence, beginning with simply engaging (without asking) and progressing to asking and optimizing. Originality/value – This paper offers a model for understanding the dynamics of the initiation process in negotiations, which generally has been overlooked by negotiation researchers. The study examines two sets of factors that can influence initiation behavior that have not been investigated in total – culture and personality. [ABSTRACT FROM AUTHOR]

Purpose – In this study of Korean and US negotiators, the authors aim to demonstrate limits on the presumption that inter-cultural negotiations are doomed to generate low joint gains. Design/methodology/approach – In a laboratory study with 45 bi-cultural Korean students and 47 mono-cultural American students, the authors created a total of 16 US-US, 15 Korean-Korean, and 15 US-Korean dyads. The authors audio-recorded their negotiation conversations and analyzed the content of the negotiation transcripts. The authors focused on the use of pronouns and coded how they were used and the impact this use had on the outcomes of the intra- and inter-cultural negotiations. Findings – Results show that inter-cultural dyads generate higher joint gains than Korean or US intra-cultural dyads. The explanation based on social awareness and social distance theorizing shows that inter-cultural negotiators, one of whom is bi-cultural, who use language, especially the pronoun "you" to close social distance, achieve higher joint gains than intra-cultural negotiators who do not. Research limitations/implications – The authors conclude that the language people use in social interaction, especially pronouns, is an indicator of social awareness and signals attempts to close social distance. Originality/value – This research demonstrates that the way negotiators use language predicts their economic outcomes. [ABSTRACT FROM AUTHOR]

Purpose – This study aims to investigate when integrative tactics are more effective in generating higher joint outcomes in an integrative negotiation. The authors test whether, first, the moral identity of the negotiators and, second, the concurrent use of distributive tactics increase the effectiveness of integrative tactics on joint outcomes. Design/methodology/approach – Two weeks prior to the experiment, moral identity was measured using SIMI. Participants were classified into three groups: high, medium, and low SIMI. Two participants from the same group played a modified version of the Towers Market negotiation exercise. Distributive and integrative tactics were measured. Findings – Results show that negotiators with high moral identity achieve higher joint outcomes in an integrative negotiation by using integrative tactics more effectively. In addition, the positive effects of integrative tactics on joint outcomes increase as the two negotiators employ distributive tactics along with integrative tactics rather than integrative tactics alone. Research limitations/implications – Results support the firm-flexibility rule and dual-concern model of negotiation. In addition, the results of this study are consistent with the argument of the differentiation-before-integration principle. Originality/value – Contradictory to the assumption that negotiators should not use distributive tactics to increase joint outcome, negotiators can increase joint outcome when they use distributive tactics along with integrative tactics. In addition, this study shows that negotiators with high morality do a better job in an integrative negotiation not because they adopt integrative tactics more frequently, but because they use them more effectively, especially when coupled with negotiators with a similar level of morality. [ABSTRACT FROM AUTHOR]

Objectives: To address the benefits of double and arbitration reading regarding tumour detection rates, percentage of in situ tumours, and number (of patients) needed to send for expert reading (number needed to treat; NNT) for one additional tumour finding. Methods: QuaMaDi is a quality assured breast cancer diagnosis programme; with two-view mammography (craniocaudal, mediolateral oblique) and, in case of breast density ACR 3 or 4, routine ultrasound imaging; and with independent double reading of all images. A consecutive sample of symptomatic women, i.e. women at risk for breast cancer, women aged 70 and above, and/or women with preceding BI-RADS III findings, was analysed. Results: 28,558 mammograms were performed (mean age of women: 57.3 [standard deviation: 12.3] years). Discordant findings were present in 3,837 double readings and were sent for arbitration reading. After histopathological assessment, 52 carcinomas were found (thereof 32% in situ). These carcinomas accounted for 1.8 tumours per 1,000 examinations in the total cohort and increased the tumour detection rate up to 16.4/1,000. The NNT in discordant cases was 74. Conclusion: Double and arbitration reading appears to be a useful tool to ensure the quality of early detection of breast lesions in symptomatic women during indication-based, standardised mammography. Key Points: • Quality assured breast cancer diagnosis is feasible outside organised screening structures. • Double and arbitration reading is beneficial for populations ineligible for screening. • Double and arbitration reading increases the tumour detection rate. • Double and arbitration reading increases the percentage of in situ cancers. [ABSTRACT FROM AUTHOR]

Purpose – This paper seeks to argue that global change calls for training in intercultural, interdisciplinary and interparadigmatic professional behaviour. Thus a concrete web-based five-level training procedure "Surfing global change" (SGC) is to be proposed that includes reflection of game players' own knowledge, views and values. Rules of SGC are to be defined in detail. Design/methodology/approach – Based on a didactic analysis, the design of the negotiation game SGC is a rhythmised sequence of learning content, reviewing colleagues' work, debating competitively and constructing a consensus on a multi-stakeholder theme. Hereby learners acquire a 360° view of the issue and learn to understand their adversaries. Findings – For two dozens of themes, Surfing global change has successfully been implemented for students of "Global studies" and of "Environmental systems analysis" and other interdisciplinary curricula at several universities. Practical implications – Practically, one or two dozen students can follow two or more weekly hours during a semester in order to play "Surfing global change". A wealth of multi-stakeholder themes can be explored using this gaming procedure moderated by the author. Learners bridge "geographies of perspectives". Social implications – Resilience and employability of students increases with their improved intercultural, interdisciplinary and interparadigmatic skills. Originality/value – This paper defines the normative set of rules of this original game created by the author. Surfing global change has already attracted international rewards. [ABSTRACT FROM AUTHOR]

Purpose – This paper aims to test the impact of several self-regulatory strategies on an integrative bargaining task. Design/methodology/approach – Participants were randomly assigned to dyads and negotiated over the sale of a car. Before negotiating, participants were prompted to engage in one of three self-regulation strategies, based upon fantasy realization theory (FRT): to mentally contrast a successful future agreement with the reality of bargaining, to exclusively elaborate on successful future agreement, or to exclusively elaborate on the reality of bargaining. Those in the control condition merely began the negotiation. Findings – Mentally contrasting a successful future agreement with the reality of bargaining leads dyads to reach the largest and most equitable joint agreements, compared to dyads that elaborate only on successful future agreement, or on the reality of bargaining. Research limitations/implications – Since it was found that mental contrasting promotes integrative agreement, it is important to learn more about the psychological processes that mediate and moderate this effect. Another related line of research would examine the application of the findings to other bargaining scenarios. One further future line of research should combine mental contrasting with planning strategies. Originality/value – The findings of the paper have implications for both self-regulation and negotiation research. The result that mental contrasting fosters integrative solutions reflects its potential to help negotiators effectively discriminate among feasible and unfeasible components of a multi-faceted goal (integrative agreement). For negotiation research, the paper identifies an effective self-regulatory strategy for producing high-quality agreements. [ABSTRACT FROM AUTHOR]

Purpose – This article aims to analyze the Iranian and American national cultures and to discuss the implications of cultural differences for communication/negotiation styles. Design/methodology/approach – First, the concept of culture is framed and an integrative model of cultural analysis is constructed. Then, building on the extant literature and secondary data, the various traits of American and Iranian national cultures are analyzed and the implications for communication/negotiation are discussed. Findings – It is found that Iran and America portray dissimilar and somewhat opposed cultural orientations that might create substantial obstacles to their bilateral communications/negotiations. Recommendations for more effective communications/negotiations are provided and avenues for future research are pointed out. Research limitations/implications – Both Iran and the USA are diverse societies and obviously cannot be considered as monolithic cultures. Moreover, any generalization about the national culture is inherently approximate and does not take into account the intra-country variations. Another major limitation of this study is that it considers culture as static and unchangeable, however, every culture is in constant transformation. Practical implications – By bringing insights into the American and Iranian cultures, this study provides a better understanding of cross cultural differences and thus it may lead to effective bilateral communications/negotiations. Originality/value – While this paper provides valuable insights into the Iranian-American communication patterns, its main originality resides in offering a cross cultural approach to understanding international affairs. Moreover, the results can be extrapolated to other similar situations when Eastern/Islamic and Western cultures are involved. [ABSTRACT FROM AUTHOR]

Purpose – This paper aims to examine the relationship between self-efficacy and the outcomes that individuals achieve when they manage conflict at work. The authors propose that self-efficacy is related to performance following a positive linear or curvilinear model depending on the outcomes assessed (objective versus subjective outcomes) and the conflict setting considered (transaction versus dispute). Design/methodology/approach – Two studies were conducted. Study 1 was a face-to-face transaction in which self-efficacy was measured using a survey. In study 2, participants were involved in a dispute and their self-efficacy was manipulated using a false feedback technique. Findings – Results suggest that high self-efficacy participants obtain better objective (economic/substantive) outcomes. However, there is a curvilinear relationship, in a U-inverted shape, between self-efficacy and subjective (relational) outcomes, indicating that an increase in self-efficacy improves subjective outcomes, but there are certain levels at which self-efficacy may be dysfunctional. Originality/value – Recent controversial findings in research into the relationship between self-efficacy and performance are addressed in these studies. The present paper is one of the first to explore the role of self-efficacy in a dispute and to consider the effects of self-efficacy on subjective outcomes. Practical implications are discussed in light of the results. [ABSTRACT FROM AUTHOR]

Purpose – The purpose of the study is to empirically investigate the similarities and differences between dyads and four-party groups in an integrative negotiation. Design/methodology/approach – Data are collected in a between subjects experiment. A total of 182 participants completed a negotiation role play and questionnaire. Hypotheses are tested using t-tests, MANOVAs and two multiple regression analyses. Findings – Results demonstrate that dyads do outperform groups on both the economic and subjective measures of outcomes. Sharing of priority information and the fixed pie bias was higher in groups than in dyads. For dyads the procedure used (considering more than one issue at a time) led to higher economic outcomes, and both procedure and problem solving were important for subjective outcomes. For four-party negotiations, problem solving was significantly related to higher outcomes, on both economic and subjective outcomes, and procedure was moderately related to economic outcomes. Problem solving was significantly more important for the groups than for dyads on economic outcomes. Research limitations/implications – The controlled experimental setting could limit the generalizabiltiy of the findings. Measures of the intermediate variables could be improved by including additional items and observations. Future research is required in field settings using multiple measures of the process. Practical implications – In multiparty negotiation information sharing and the presence of cognitive biases may not be as important as focusing on a problem solving approach. Originality/value – An empirical investigation that groups under-perform dyads in an integrative negotiation has not been conducted before. [ABSTRACT FROM AUTHOR]

The collective work contract was signed following up the negotiation between the social partners- the employers and the employees. Through this negotiation is established the content of the judicial work relationship and also the rights and obligations of the parties, during the work process. The task to develop the employees' judicial status lies in the collective negotiation which, either expands the legal boundaries of the rights given to the employees, or, as a rightful source of the judicial work relationship, creates new rights for them. [ABSTRACT FROM AUTHOR]

Purpose - Implicitly, the negotiation literature has generally assumed that, if economic gains are sufficient, individuals will negotiate. However, recent research has begun to consider the social costs incurred by negotiating. This paper aims to develop a conceptual model of the role of one of those social costs - threat to face - in the decision of whether to negotiate or not to negotiate. Design/methodology/approach - The approach was to combine relevant literature from face theory and from negotiation to develop and support a model of the role of face in the decision to negotiate or not to negotiate. Findings - A model was developed which proposed that, if people believe that negotiating will result in a loss of face, they are less likely to negotiate in situations that they recognize are potentially negotiable. Six variables are proposed to be antecedents to the belief that negotiating could result in loss of face. These six are divided into categories of social context (social roles and status), individual differences (face threat sensitivity and negotiation self-efficacy), and knowledge (knowledge of negotiation scripts and knowledge of negotiation content). Originality/value - The question of why some people do not negotiate when the potential for economic gains would suggest that they should negotiate has received very little attention in the negotiation literature. This model provides one theoretical approach for exploring this phenomenon. [ABSTRACT FROM AUTHOR]

Purpose – The purpose of this study is to examine the unique effect that shared metacognition has on negotiation – over and above the effect of simply having similar views. Design/methodology/approach – An experiment was conducted where it was systematically varied whether the negotiators explicitly knew or did not know that their opponent had a similar view of the negotiation task. Findings – Results showed that having shared metacognition promoted: cooperative negotiation, accurate insight into the opponent's point values (which was correlated with increased joint gain), and increased satisfaction regarding the negotiation outcome. Moreover, this was the case across different conditions in which negotiators' negotiation task view and motivation were varied. Practical implications – The paper suggests that negotiators and mediators can benefit by developing a common understanding of the negotiation and explicitly exchanging this understanding with each other (establishing shared metacognition) prior to engaging in the negotiation. Future studies should examine closely the underlying process of shared metacognition in terms of its impact on negotiation. Originality/value – Prior research suggests that successful, integrative negotiation depends on negotiators' view of the negotiation task and whether they hold similar views of the negotiation task (shared cognition). Implicit in this research is that the negotiating parties not only had similar views of the negotiation task but also may have explicitly known that they did so (shared metacognition). [ABSTRACT FROM AUTHOR]

Purpose – The aim of this exploratory study is to assess the impact of role clarity and concern for the other party's goals on soldiers' negotiations with members of the local population within a combat zone. Design/methodology/approach – Following the Dual Concerns Model it was hypothesized that soldiers experiencing high concern for the needs of their Iraqi counterparts would engage in: higher levels of problem solving behavior; report greater trust in their counterparts; and reach more mutually satisfying agreements under conditions of role clarity relative to role ambiguity. A total of 42 officers and non-commissioned officers serving in Iraq participated in the study. Findings – The results supported the prediction that role clarity moderates the relationship between concern for the other party's needs and various outcomes of the negotiation process. Research limitations/implications – The study involved a small convenience sample, cross-sectional design, and a single source of data for all measures. Nonetheless, the results are consistent with other studies examining the theoretical assumptions of the Dual Concern Model and suggest that role clarity may serve as a useful operationalization of high self-concern and high resistance to yielding. Originality/value – The study advances knowledge about soldiers' ability to negotiate mutually satisfying agreements with members of the local population. It points to the need to combine a policy of collaboration with local civilians with the communication of a clear set of overall mission and specific negotiation goals and objectives. [ABSTRACT FROM AUTHOR]

Purpose – This paper aims to enrich the literature on negotiation by theorizing and empirically validating that power is an important moderator of the relationship between negotiator emotion and behavior. Design/methodology/approach – Data were collected from 322 students of an MBA program and executive education programs. The students participated in a two-stage, mixed-motive negotiation simulation during which they reported pre-negotiation emotion, as well as their negotiation behavior. Findings – The empirical analyzes showed that the relationship between negotiator emotion and behavior was stronger for high-power negotiators than for their low-power counterparts. Interestingly, high- and low-power negotiators' emotions were more predictive of their dominating and yielding behavior, respectively. Perhaps, because of their dependence, low-power negotiators were more sensitive and responsive to the emotions of their high-power counterparts than vice versa. The results also showed that low-power negotiators' gratitude substantially reduces their distributive outcome. Originality/value – The analysis revealed that the strength and the nature of the relationship between emotions and negotiator behavior depend on the power of the negotiator. The paper highlights the need for further theoretical specification with regard to boundary conditions for understanding the role of emotional states in the negotiation context. [ABSTRACT FROM AUTHOR]

This paper uses the concept of “streets for all” as the analytical basis to critique the neglect of pedestrians, cyclists and street vendors in transport policy and practice in the city of Nairobi. The paper shows that transport planning in Nairobi has not adequately taken care of informal economy and non-motorized transport such as walking and cycling. This has resulted in competing use of pavements and roads, exposing pedestrians, cyclists and street vendors to insecurity and harassment. The paper calls for inclusive transport planning for multiple street activities, which requires implementing a “streets for all” policy. Such a policy needs to be critically pursued at the level of dealing with the institutional and structural bias in urban transport planning towards motorized traffic and the overall urban development that does not adequately consider the spatio-temporal activity pattern and the life of pedestrians, cyclists and vendors on the streets. [ABSTRACT FROM AUTHOR]

Purpose - This paper seeks to argue that when managing strategically it is important for leaders to use diplomacy to collaborate with other units within the parent organization. Design/methodology/approach - The paper discusses and gives examples to illustrate how one can use diplomatic skills to improve the library. Findings - It is helpful for library directors to use diplomacy when interacting with other units. Practical implications - The paper provides one point of view that should be considered when a leader contemplates what actions to take. Originality/value - The paper will help librarians better manage their libraries by considering how to create alliances with other units. [ABSTRACT FROM AUTHOR]

Purpose - The purpose of this paper is to describe a classroom negotiation exercise. A case involving controversy over the naming of a sports stadium containing a university football field and track is described. A local municipality, representing veterans groups, negotiates with university officials over a university plan to rename. "Veteran's Memorial Stadium" after a recently-retired football coach. Design/methodology/approach - The negotiation activity is adapted from an actual case. It requires little advance preparation and can be used with either pairs or small groups of participants. "Teaching notes" provide instructions for using the activity. Findings - The "Teaching Notes" examine how this controversy illustrates several concepts related to conflict, integrative bargaining, power and negotiating on behalf of constituents. Originality/value - The case differs from many published cases in that one side's position is apparently rooted in values and matters of principle whereas the other side's position is interest-based. The student must grapple with these dynamics, while seeking an integrative solution to the issues. [ABSTRACT FROM AUTHOR]

Purpose - The purpose of this paper is to investigate the effects of ethical climate on the use of deception during negotiation for both individuals and groups. It aims to focus on the use of "ethical climate" as a shared task representation at the group level. Design/methodology/approach - Participants were 458 undergraduate students who earned course credit. Participants engaged in a simulated negotiation task about the selling/purchase of a new car, via an instant messenger program. Those assigned to the "seller" role either negotiated individually or as a three-person group, and received one of three ethical climate manipulations (honesty, competitive, or control). The main dependent variable was whether the seller(s) disclosed information about a possible defect. Findings - As predicted, groups were less honest than individuals. Participants in the honesty condition were most likely to be honest while those in the competitive condition were the least likely to be honest, although this difference was not statistically significant. Finally, there was a significant interaction effect between size of negotiating party and ethical climate indicating that groups' "default" response was to lie, but they lied significantly less often in the "honesty" condition. Alternatively, individuals' default response was to be honest. Practical implications - Decision-making groups have a tendency to compete even if it means being dishonest. However, organizations can help to overcome this tendency by establishing an ethical climate. Originality/value - While there have been studies published on the effects of ethical climate on decision making at the individual level, there is a gap in the literature on these effects at the group level. Decisions are made at the group level too often to not pay attention to these differences. [ABSTRACT FROM AUTHOR]