The elements and tactics of Finnish negotiators in international business negotiations : the impact of face-to-face and video negotiation

Due to increased globalization and resulting intense competition, more and more companies are entering into international business. Entering international business through export modes, as well as through intermediate and joint venture modes all involve negotiations with business partners. Prior research on international business negotiations (IBNs) has increased our understanding about the impact of culture on IBN strategies, choice of communication mode (face-to-face vs. video) in IBNs and their associated advantages and disadvantages. The massive use of digital tools for conducting IBNs since the outbreak of COVID-19 pandemic has increased the need to understand the impact of communication mode (face-to-face vs. video) on the elements and tactics of negotiators involved in IBNs. However, there is no prior understanding about the impact of communication mode (face-to-face vs. video) on the elements and tactics of negotiators involved in IBNs. Therefore, the purpose of this thesis is to explore the role of communication mode on elements and tactics of Finnish negotiators involved in IBNs. The theoretical framework of this thesis is developed by integrating the communication modes, IBN tactics, and Salacuse’s model of ten negotiation elements. The developed framework is tested by using web-survey data collected from twenty-five executives of Finnish companies who were involved in both face-to-face and online IBNs. The empirical data was further analyzed using t-test with the help of statistical testing, namely SPSS. The results indicate that Finnish negotiators’ elements (i.e. strategies) of negotiation goal, personal style, emotionalism, risk and trust on one hand, and tactics of information exchange on another significantly differ between face-to-face and video IBNs. Finnish negotiators focus more on relationship building, express more emotions, communicate more informally, trust more and take more risk in face-to-face IBNs than in video IBNs. However, Finnish negotiators use more information exchange tactics in video IBNs than in face-to-face IBNs. These findings have important implications for Eastern and Western negotiators for understand-ing the strategies and tactics of Finnish negotiators in face-to-face vs. video IBNs, and they aim to fill the existing research gap in that part.Kiristyneestä kilpailusta ja globalisaatiosta johtuen, yritykset ovat yhä enenevämmässä määrin siirtyneet tekemään kauppaa myös kotimaan rajojen ulkopuolelle. Harjoitti yritys kansainvälistä kauppaa sitten millä tavalla tai missä kanavassa tahansa, vaatii se lähes poikkeuksetta neuvottelemista ulkomaisten kumppaneiden kanssa. Aikaisemmat tutkimukset koskien kansainvälisen kaupan neuvotteluja, ovat koskeneet kulttuurin vaikutusta neuvottelustrategioihin, viestintävälineiden (henkilökohtaiset tapaamiset vs. videoneuvottelut) merkitystä neuvotteluissa sekä niiden myönteisiä ja kielteisiä puolia. Koronaviruspandemian puhkeaminen räjäytti digitaalisten viestintävälineiden käytön uusiin mittakaavoihin, jonka seurauksena tarve ymmärtää eri viestintävälineiden vaikutusta kansainvälisen kaupan parissa toimivien neuvottelijoiden käyttämiin neuvottelustrategioihin ja -taktiikoihin on kasvanut entisestään. Koska tästä vaikutuksesta ei ole kuitenkaan selkeää ymmärrystä, tämän työn tavoitteena on tutkia näiden viestintävälineiden vaikutusta suomalaisten liikeneuvottelijoiden käyttämiin neuvottelutaktiikoihin ja -strategioihin. Tämä tutkimustyö tutkii ja yhdistää kaksi eri viestintävälinettä (henkilökohtaiset tapaamiset sekä videokanavat), neuvottelutaktiikat, sekä Salacusen tutkimustyön pohjalta kehitetyn mallin kymmenestä eri neuvotteluelementistä. Teoreettisen viitekehyksen pohjalta kehitettyjen hypoteesien pitävyyttä tutkittiin kvantitatiivisessa tutkimuksessa. Sähköpostikyselyn avulla saatiin kerättyä 25:n eri suomalaisen liikeneuvottelijan vastaukset. Kerätty aineisto analysoitiin tilastotieteen ohjelmalla (SPSS) käyttäen t-testi -menetelmää. Tutkimustulokset osoittivat, että suomalaisten liikeneuvottelijoiden neuvottelustrategiat koskien neuvottelutavoitetta, esiintymistapaa, tunteiden näyttämistä, riskiä ja luottamusta, sekä tiedon jakaminen neuvottelutaktiikkana vaihtelivat merkittävästi eri neuvottelukanavissa (kasvotusten vs. video). Suomalaiset neuvottelijat keskittyivät huomattavasti enemmän kumppanuuden rakentamiseen, näyttivät enemmän tunteita, käyttäytyivät vapaamuotoisemmin, luottivat enemmän vastapuoleen, sekä olivat valmiimpia ottamaan enemmän riskejä tavatessaan neuvottelukumppaninsa kasvotusten kuin neuvotellessaan videon välityksellä. Kuitenkin suomalaiset liikeneuvottelijat jakoivat avoimemmin ja enemmän tietoa videon välityksellä kuin kasvotusten. Vaikka tämä tutkimustyö ei voi tarjota kaikenkattavaa yleistystä suomalaisten liikeneuvottelijoiden käyttäytymisestä eri viestintävälineissä, se pyrkii osin täyttämään olemassa olevaa tutkimusvajetta. Tämä tutkimustyö antaa merkityksellisiä suuntaviivoja viestintävälineiden mahdollisesta vaikutuksesta suomalaisiin neuvottelijoihin paitsi neuvottelijoille itselleen, mutta myös vasta-neuvottelijoille, sekä yritysjohdolle

TIME VARIATIONS IN INTERVIEW QUALITY - An Analysis Based Upon Interviews In a Block-Quota Sampled Field Survey

From 1278 interviews and over 3200 interview attempts, data were obtained to assess the effect of interviewer experience and the effect of various designated periods in time of interviewing and solicitations for interviewing upon the quality of the interviews obtained. The data used were from a block-quota sampled survey of Midwest United States semi-urban adult residents. The indexes used in measuring interview quality were divided into two basic categories: (1) the solicitation indexes, which served to indicate the degree to which a representative sample of the survey population had been obtained; and (2) the interaction quality indexes, which served to indicate the degree to which accurate and sufficient information had been registered in the interview schedules. Two hypotheses were tested. The first was that interview quality underwent no significant variation on the basis of the level of interviewer experience. This hypothesis was rejected since, in six of the eleven quality indexes, the proportions of mean values falling above the mean of the means for the first twenty-five interviews conducted as compared to the second twenty-five interviews conducted were found to be different at least beyond the 10% level of significance (two beyond the 2% level). In addition, results were not found to be generally inconsistent with available results from other interview quality studies. The second hypothesis was that interview quality underwent no significant variation on the basis of the time of day or the day of the week the interviews were conducted. Like the first hypothesis, it was rejected, though with less certainty of the meaningfulness of doing so. Statistically, many variations in mean index values were found significant beyond the 5% level (four were significant beyond the 0.3% level). Nevertheless, the few results from other studies which were more or less comparable were not in accordance with findings in the present study, and the various quality indexes of this study appeared to fluctuate in mean values rather independently, thus not being in any obvious agreement with one another. A few minor practical suggestions for future interview surveying projects seemed justified and were proposed in the case of findings relevant to the first hypothesis. Directions for useful future research were outlined regarding the further assessment of the effects of interviewer experience on interview quality. Practical suggestions pertaining to results from testing the second hypothesis were judged to still be premature; but some suggestions for future research into the effects of time of interviewing on interview quality were proposed

Modellierung der freien Energiefläche von Biomolekülen durch Torsionswinkel-Principal-Component-Analysis von Molekulardynamiksimulationen

This work presents a contribution to the literature on methods in search of lowdimensional models that yield insight into the equilibrium and kinetic behavior of peptides and small proteins. A deep understanding of various methods for projecting the sampled configurations of molecular dynamics simulations to obtain a low-dimensional free energy landscape is acquired. Furthermore low-dimensional dynamic models for the conformational dynamics of biomolecules in reduced dimensionality are presented. As exemplary systems, mainly short alanine chains are studied. Due to their size they allow for performing long simulations. They are simple, yet nontrivial systems, as due to their flexibility they are rapidly interconverting conformers. Understanding these polypeptide chains in great detail is of considerable interest for getting insight in the process of protein folding. For example, K. Dill et al. conclude in their review [28] about the protein folding problem that "the once intractable Levinthal puzzle now seems to have a very simple answer: a protein can fold quickly and solve its large global optimization puzzle simply through piecewise solutions of smaller component puzzles".Das Ziel der vorliegenden Arbeit ist es, einen Beitrag zur Entwicklung von Methoden zur Modellierung von freien Energieflächen von Biomolekülen zu leisten. Ausgehend von Molekulardynamik-Simulationen geht es insbesondere darum, niedrig-dimensionale Modelle für die Beschreibung von Konformationen und der Kinetik von Peptiden und kleinen Proteinen zu erhalten

Asset Based Community Development Untuk Membangkitkan UMKM Di Lingkup Desa Yang Terdampak Pandemi Covid-19

Abstract: Every citizen has actually been attached to various rights to himself since birth which are guaranteed and protected by the state. One of the rights of these citizens is economic rights and welfare. The outbreak of the COVID-19 pandemic has affected various aspects of life, one of which is the economic aspect. It takes efforts from various parties, both the government and society, so that the wheels of the Indonesian economy can continue. The existence of Micro, Small and Medium Enterprises (MSMEs) in the community plays an important role in helping the country's economic cycle. This important role is in the form of creating jobs and increasing the Gross Domestic Product (GDP). Therefore, a national economic recovery strategy is needed, especially for MSME players in an applicable and appropriate manner. In this case, the author proposes an asset-based community development program aimed at MSMEs in rural areas. The Asset Based Community Development method aims to explore the potential of available assets and how communities can contribute to realizing a sustainable economic ecosystem. Furthermore, the author will review further the position of MSMEs, the realization of Asset-Based Community Development in other countries, as well as the form of Asset-Based Community Development in reviving MSMEs, especially in rural areas such as stalls affected by the COVID-19 pandemic. This research was conducted using a juridical-empirical method that enforces legal policies according to the conditions of society. As a result, Asset Based Community Development can be used as a post-COVID-19 economic recovery program. Keywords: Asset Based Community Development, MSME, Economy, Village Scope, Covid-19  Abstrak: Setiap warga negara sejatinya telah dilekati berbagai hak pada dirinya sendiri sejak lahir yang dijamin dan dilindungi oleh negara. Salah satu hak dari warga negara tersebut adalah hak ekonomi dan kesejahteraan. Merebaknya pandemi COVID-19 berimbas terhadap berbagai aspek kehidupan, salah satunya ialah aspek perekonomian. Dibutuhkan usaha dari berbagai pihak baik pemerintah maupun masyarakat agar perputaran roda ekonomi Indonesia terus berjalan. Eksistensi Usaha Mikro Kecil Menengah (UMKM) di lingkungan masyarakat berperan penting dalam membantu perputaran ekonomi negara. Peranan penting tersebut berupa menciptakan lapangan kerja hingga meningkatkan Product Domestic Bruto (PDB). Oleh karena itu, diperlukan strategi pemulihan perekonomian nasional khususnya untuk para pelaku UMKM secara aplikatif dan tepat. Pada hal ini, penulis mengajukan program pemberdayaan masyarakat berbasis aset (Asset Based Community Development) yang ditujukan pada UMKM di lingkungan desa. Metode Asset Based Community Development ini bertujuan untuk menggali potensi aset yang tersedia dan bagaimana masyarakat dapat berkontribusi untuk mewujudkan ekosistem perekonomian yang berkelanjutan. Selanjutnya, penulis akan meninjau lebih jauh mengenai kedudukan UMKM, perwujudan Asset Based Community Development di negara lain, serta bentuk Asset Based Community Development dalam membangkitkan UMKM terutama di lingkungan desa seperti warung yang terdampak pandemi COVID-19. Penelitian ini dilakukan dengan metode yuridis-empiris yang memberlakukan kebijakan hukum sesuai dengan kondisi masyarakat. Alhasil, Asset Based Community Development dapat digunakan sebagai program pemulihan perekonomian pasca COVID-19. Kata Kunci: Asset Based Community Development, UMKM, Perekonomian, Lingkup Desa, Covid-1

Science of Batteries

Lots of myths and legends are currently surrounding the world of batteries today. This poster gives some insight into this world of batteries in 2019. Our research and findings is both for scientifically engaged individuals working in the battery industry, either in creation or usage, and the general populous alike

Analisis Perbandingan Efisiensi Inverter Sumber Arus Common Emitter Dua Tingkat dan Tiga Tingkat

Di era ini, energi terbarukan memiliki pertumbuhan yang pesat dan menjadi topik yang menarik untuk diteliti. Inveter merupakan komponen penting dalam proses konversi energi agar dapat mengubah listrik dari sumber energi terbarukan menjadi listrik yang dapat didistribusikan atau digunakan. Efisiensi inverter memiliki hubungan yang erat dengan ekosistem lingkungan. Semakin tinggi efisiensi inverter, semakin sedikit energi yang terbuang dan semakin efisien penggunaan sumber daya. Selain itu, efisiensi inverter juga berhubungan dengan penggunaan energi secara umum. Inverter digunakan dalam berbagai aplikasi seperti sistem tenaga surya, kendaraan listrik, dan sistem penyimpanan energi. Penelitian ini bertujuan untuk menganalisis perbadingan efisiensi inverter sumber arus dua tingkat dan inverter sumber arus tiga tingkat common emitter. Metode penelitian dilakukan dengan cara mensimulasikan rangkaian inverter sumber arus dua tingkat dan tiga tingkat common emitter pada aplikasi PSIM untuk mengetahui dan membandingkan efisiensi dari kedua rangkaian inverter. Penelitian dilakukan pada kondisi yang sama dan bervariasi. Melalui penelitian ini diperoleh perbandingan nilai rugi – rugi daya, efisiensi daya, THD, dan harmonisa. Inverter sumber arus 2 tingkat memiliki rugi – rugi daya yang lebih rendah dan lebih efisien. Sedangkan inverter sumber arus 3 tingkat memiliki nilai THD dan harmonisa yang lebih rendah. Inverter sumber arus 2 tingkat memiliki keunggulan yaitu efisiensi yang lebih tinggi dan rugi – rugi daya yang rendah. Sedangkan inverter sumber arus 3 tingkat memiliki keunggulan yaitu nilai THD dan nilai harmonisa yang lebih rendah

PRVE LIJEČNICE U POVIJESTI MODERNE GRČKE MEDICINE: MARIA KALAPOTHAKES (1859. – 1941.) I ANGÉLIQUE PANAYOTATOU (1878. – 1954.)

In an era when medicine in Greece was dominated by men, at the end of the 19th and during the first decades of 20th century, two women, Maria Kalapothakes [in Greek: Μαρία Καλαποθάκη] (1859-1941) and Angélique Panayotatou [in Greek: Αγγελική Παναγιωτάτου] (1878-1954), managed to stand out and contribute to the evolution of medicine. Maria Kalapothakes received medical education in Paris and then she returned to Greece. Not only did she contribute to several fields of medicine, but also exercised charity and even undertook the task of treating war victims on many occasions. Angélique Panayotatou studied medicine at the University of Athens and then moved to Alexandria in Egypt, where she specialized in tropical medicine and also engaged in literature. Panayotatou became the first female professor of the Medical School of Athens and the first female member of the Academy of Athens. In recognition for their contributions, Kalapothakes and Panayotatou received medals and honors for both their scientific work and social engagement

GeoPCA: a new tool for multivariate analysis of dihedral angles based on principal component geodesics

The GeoPCA package is the first tool developed for multivariate analysis of dihedral angles based on principal component geodesics. Principal component geodesic analysis provides a natural generalization of principal component analysis for data distributed in non-Euclidean space, as in the case of angular data. GeoPCA presents projection of angular data on a sphere composed of the first two principal component geodesics, allowing clustering based on dihedral angles as opposed to Cartesian coordinates. It also provides a measure of the similarity between input structures based on only dihedral angles, in analogy to the root-mean-square deviation of atoms based on Cartesian coordinates. The principal component geodesic approach is shown herein to reproduce clusters of nucleotides observed in an η–θ plot. GeoPCA can be accessed via http://pca.limlab.ibms.sinica.edu.tw

Order through Disorder: Hyper-Mobile C-Terminal Residues Stabilize the Folded State of a Helical Peptide. A Molecular Dynamics Study

Conventional wisdom has it that the presence of disordered regions in the three-dimensional structures of polypeptides not only does not contribute significantly to the thermodynamic stability of their folded state, but, on the contrary, that the presence of disorder leads to a decrease of the corresponding proteins' stability. We have performed extensive 3.4 µs long folding simulations (in explicit solvent and with full electrostatics) of an undecamer peptide of experimentally known helical structure, both with and without its disordered (four residue long) C-terminal tail. Our simulations clearly indicate that the presence of the apparently disordered (in structural terms) C-terminal tail, increases the thermodynamic stability of the peptide's folded (helical) state. These results show that at least for the case of relatively short peptides, the interplay between thermodynamic stability and the apparent structural stability can be rather subtle, with even disordered regions contributing significantly to the stability of the folded state. Our results have clear implications for the understanding of peptide energetics and the design of foldable peptides