Motivation-based selection of negotiation partners

Negotiation is key to resolving conflicts, allocating resources and establishing cooperation in systems of self interested agents. Often, an agent may have to select between different potential negotiation partners, and identifying which offers the best chance of a successful negotiation is a challenging task. However, poor selection of partners can result in failure or in inefficient outcomes. To that end, this paper describes a motivation-based mechanism to evaluate and select between negotiation candidates. This is achieved by a twofold process: first, acceptable candidates are identified using motivation-based thresholds on objective scoring measures; second, the importance of issues is considered, and expected performance measures are evaluated accordingly. The mechanism is described and empirically evaluated

Interorganizational Partner Selection as Negotiation: A Study of Two Distance Education Consortia

The choice of appropriate collaborative partners has consistently been reported as a key issue for contemporary managers. This study reports findings from a study which explored the process and criteria of partner selection - how and why partners are chosen. The results show multiple cycles of deal-making, partnership roles and organizational approval. Partner choice criteria focused on partnership requirements, but was influenced by additional factors. These results suggest that partner selection may be much more complex than previously recognized and could be better described as partner negotiation. The researcher reviewed recent literature on partnerships, decision-making, and partner selection. Concepts from this previous work were updated with data from three initial interviewees experienced in university-industry partnerships. A conceptual Partner Negotiation Model was developed including three cycles of Deal-Making, Organizational Approval, and Partner Role/Selection. Our hypothesized Partner Choice Criteria centred on requirements, but were influenced by resource availability, social network, reputation, politics, and ambiguity. Two Canada-wide distance education consortia were identified as large-scale case studies for investigation of the research theory. A total of 34 informants were contacted. Written business plans, contracts, documents, partner network diagrams and 231 archival e-mails from 36 correspondents were collected and analysed for the two consortia. The results showed strong support for partner selection included in negotiation cycles of deal-making and organizational approval. Partner choice criteria supported the need to meet documented requirements, but was also strongly influenced by resource availability, social network, and reputation. Additional issues of interest to the interviewees were motivation, operations, unit of partner, self-sustaining income, and integration to one consortium. As well, the Case Study Narratives offered deep, interesting insight into two specific cases of Canadian consortia. The findings suggest that the formation of partnerships and the process of partner selection are both very complex. This research has provided new insights linking business negotiation concepts with partner selection. A model has been developed for viewing partner selection as negotiation. Three negotiation cycles of deal-making, organizational approval, and partner role/selection have been proposed. The research has identified four criteria that influence why specific partners are chosen ? requirements, resource availability, social network, and reputation. Finally, based on the complexities and issues from this work, a number of ideas for future research have been summarized

Research on joint ventures in China: progress and prognosis

Previous published studies on international joint ventures (JVs) in China are reviewed and assessed by summarising important research patterns. A model of management of international JVs in China is developed which emphasises the central theme of cross-cultural management. Dimensions in research on international JVs in China and directions for future research are also discussed

Bridging Sectors: Partnerships Between Nonprofits and Private Developers

In recent years, partnerships between nonprofits and private developers to develop affordable housing have become a topic of increasing interest. Through a review of current literature and interviews with housing thought leaders, nonprofits, private developers, affordable housing capital sources and others, this paper seeks to explore multifamily rental housing development partnerships. More specifically, research identifies attributes critical to these partnerships, and the economic, social and political drivers to both partnerships and the subsequent negotiated partnerships terms.This paper concludes that there is a broad range of negotiated partnership terms between nonprofits and private developers. However, across all these relationships, both nonprofits and private developers prioritize two partnership terms: development fee profits, and degree of involvement and oversight. Further, research reveals while there are many different drivers shaping the decision to partner and subsequent partnership conditions, there are two key determinants: development experience and knowledge, and financial factors. Finally, while not all partnerships are beneficial, under the appropriate conditions, partnerships have the potential to not only build nonprofit capacity but also address some of our nation's affordable housing challenges

Negotiating Relationally: The Dynamics of the Relational Self In Negotiations

Although negotiation research is thriving, it has been criticized as having an arelational bias—emphasizing autonomy, competition, and rationality over interdependence, cooperation, and relationality. In this article, we advance a new model of relationality in negotiation. Drawing on research in social psychology, we describe the construct of relational self-construals (RSC) and present a temporal model of RSC and negotiation. After delineating the conditions through which RSC becomes accessible in negotiation and conditions that inhibit its use, we discuss how RSC affects negotiators\u27 pre-negotiation psychological states, early and later tactics, and negotiation outcomes. We illustrate a number of distinct relational dynamics that can occur based on the dyadic composition of RSC, each of which brings distinct benefits and costs to the negotiation table. Implications for the science and practice of negotiation are discussed

Efficacy of HIV/STI behavioral interventions for heterosexual African American men in the United States: a meta-analysis

This meta-analysis estimates the overall efficacy of HIV prevention interventions to reduce HIV sexual risk behaviors and sexually transmitted infections (STIs) among heterosexual African American men. A comprehensive search of the literature published during 1988–2008 yielded 44 relevant studies. Interventions significantly reduced HIV sexual risk behaviors and STIs. The stratified analysis for HIV sexual risk behaviors indicated that interventions were efficacious for studies specifically targeting African American men and men with incarceration history. In addition, interventions that had provision/referral of medical services, male facilitators, shorter follow-up periods, or emphasized the importance of protecting family and significant others were associated with reductions in HIV sexual risk behaviors. Meta-regression analyses indicated that the most robust intervention component is the provision/referral of medical services. Findings indicate that HIV interventions for heterosexual African American men might be more efficacious if they incorporated a range of health care services rather than HIV/STI-related services alone

An agent-based framework for selection of partners in dynamic virtual enterprises

Advances in computer networking technology and open system standards have made practically feasible to create and manage virtual enterprises. A virtual enterprise, VE, is usually defined as a temporary alliance of enterprises that come together to share their skills, core competencies, and resources in order to better respond to business opportunities, and whose cooperation is supported by computer networks. The materialization of this paradigm, although enabled by recent advances in communication technologies, computer networks and logistics, requires an appropriate architectural framework and support tools. In this paper we propose an agent-based model of a dynamic VE to support the different selection processes that are used in selecting the partners for a dynamic VE, where the partners of a VE are represented by agents. Such a framework will form the basis for tools that provide automated support for creation, and operation, of dynamic virtual enterprises

Cross-Sector Partnership Formation

A cross-sector partnership is a collaborative effort in which parties from different societal sectors pool resources to provide solutions to (perceived) common problems.These partnerships are often rather complex because of a number of reasons: (1) they address complex issues, (2) they are implemented under (often) uncertain circumstances, and (3) they bring together parties that each have a different language, a different culture, and different interests and strategies. This knowledge is not new, but has been poorly understood so far. Complexity is further increased by the factors that influence the actual formation of a partnership when they are not well understood or managed as well

Building public–private partnerships for agricultural innovation in Latin America: Lessons from capacity strengthening

"The International Service for National Agricultural Research�on its own from 2002 until 2003, and as a division of the International Food Policy Research Institute thereafter has studied 124 public–private partnerships in agriculture in nine Latin American countries through its initiative on public–private partnerships for Agro-Industrial Research in Latin America...This paper examines...seven cases of public–private partnership building in which private- sector companies, producer associations, and research organizations engage in collaboration for the purpose of developing innovations in agricultural production and value chains. The paper considers different points of entry to partnership building, emulating best practices. The paper describes (a) how common interests among multiple stakeholders have been identified; (b) how partners have been motivated to participate in partnerships; (c) how the roles of different brokers within or outside the partnerships have fostered partnership development; and (d) how the contributions of partners have been negotiated to ensure that partnership arrangements are in alignment with the interests of the partners, their capacities, and the prevailing technological and market opportunities. The paper targets policymakers and administrators in agricultural development, and collaborators in research and innovation projects who are interested in issues of how best to build partnerships among public and private agents." from Authors' AbstractPublic-private partnerships, Agricultural innovations, Capacity strengthening, Agricultural research,