Brexit negotiations: from negotiation space to agreement zones

Brexit is decidedly a “big question”. We agree with International Business scholars who say that such questions need to be addressed using an inter-disciplinary approach. We use bargaining theory models of rational behavior and the negotiation literature to explain various Brexit options and predict their consequences. Considering the lack of relevant experiential knowledge, and the multidimensional high-stakes negotiations underway, it is little wonder that anxiety is growing across all 28 European Union member states. Our analysis supports a coherent approach from rational bargaining model to real-life international negotiation. We position outcome scenarios in different agreement zones and explore their ramifications

How Ethically Would Americans and Chinese Negotiate? The Effect of Intra-cultural Versus Inter-cultural Negotiations

A growing body of research has started to examine how individuals from different countries may differ in their use of ethically questionable tactics during business negotiations. Whereas prior research focused on the main effect of the national culture or nationality of the negotiator, we add a new factor, which is the nationality of the counterpart. Looking at both these variables allows us to examine whether and how people may change their likelihood of using ethically questionable tactics in inter-cultural negotiations as opposed to intra-cultural ones. Results of an experiment (N = 810) show that overall, American participants were less likely than Chinese participants to use ethically questionable tactics in negotiations. However, American participants were more likely to use ethically questionable tactics, particularly those related to false promises and inappropriate information gathering, in inter-cultural negotiations with Chinese counterparts, than in intra-cultural negotiations with American counterparts. By contrast, Chinese participants were less likely to use ethically questionable tactics, particularly those related to false promises and attacking opponent’s network, in inter-cultural negotiations with American counterparts, than in intra-cultural negotiations with Chinese counterparts. Implications and future directions are discussed

Assessing personality traits in a large scale software development company: exploratory industrial case study

Software development methodologies become increasingly more people and team-oriented. However, many software projects fail due to conflicts of team members. Formation of an effective software development team may be particularly challenging given the differences inherent across an individual’s personality. This paper explores personality traits of agile software development teams by using a context-specific interactive assessment. Concerning the assessment, we have conducted a questionnaire with 110 participants from a large-scale software development company. We have visualized personality traits with team radar charts showing the personality traits of 18 project teams and analyzed the results by validation interviews. Our preliminary results indicate that higher introversion is observed most commonly in isolated teams that has less contact with customers. Moreover, high levels of agreeableness and conscientiousness personality traits are observed in most of the agile software development teams

Exploring new directions for research in problem structuring methods: on the role of cognitive style

Prior research has argued that cognitive style can have a significant impact on group decision making. In addition, several scholars have proposed that cognitive style can play a key role in the design and use of group decision support systems. However, cognitive style has not received a great deal of attention in the problem structuring methods (PSMs) community. This is surprising, given that PSMs are specifically developed to support a group in their decision making. The purpose of this paper is thus to examine the significance of cognitive style within PSMs. The paper identifies and explores the role of four different cognitive style functions in problem structuring interventions. This analysis is carried out by focusing on the different tasks embedded within a group process supported by PSMs. Implications for the research and practice of PSMs are then discussed