Search results for "Negotiation"

Alternative paths to high consulting fees: A fuzzy-set analysis

2016

Abstract Little research exists on factors that cause high consulting fees. This study examines what combinations of factors can generate the kind of competitive advantage that consulting firms can benefit from. Accordingly, this study performs a fuzzy-set qualitative comparative analysis (fsQCA) to ascertain whether consulting-client satisfaction explains differences in consulting fees and determine the conditions that lead to high consulting fees. This analysis suggests complex pathways driving companies' willingness to pay higher consulting fees. This methodological approach sheds new light on the relationship between combinations of conditions and high consulting fees. The set of condit…

Influence of Time Pressure on the Outcome of Intercultural Commercial Negotiations

2016

ABSTRACTIt is essential, in commercial negotiations, to know how time pressure is expressed among customers and suppliers and which its effect on the outcomes of negotiation is. Must pressure be applied or not? In order to solve this question, 21 customer/supplier negotiation case studies were carried out (intercultural and intracultural). We have evidenced that an adequate time pressure, at low levels, produced outcomes that tend to be positive. Also, the national culture of the negotiators may influence the decision about using or not time pressure in these processes; especially when considering In-Group Collectivism and Uncertainty Avoidance dimensions.

Leon Henkin the Reviewer

2014

In this chapter, we intend to look at Henkin’s reviews, a total of forty-six. The books and papers reviewed deal with a large variety of subjects that range from the algebraic treatment of logical systems to issues concerning the philosophy of mathematics and, not surprisingly—given his active work in mathematical education—one on the teaching of this subject. Most of them were published in The Journal of Symbolic Logic and only one in the Bulletin of the American Mathematical Society. We will start by sorting these works into subjects and continue by providing a brief summary of each of them in order to point out those aspects that are originally from Henkin, and what we take to be mistake…

A new preference handling technique for interactive multiobjective optimization without trading-off

2015

Because the purpose of multiobjective optimization methods is to optimize conflicting objectives simultaneously, they mainly focus on Pareto optimal solutions, where improvement with respect to some objective is only possible by allowing some other objective(s) to impair. Bringing this idea into practice requires the decision maker to think in terms of trading-off, which may limit the ability of effective problem solving. We outline some drawbacks of this and exploit another idea emphasizing the possibility of simultaneous improvement of all objectives. Based on this idea, we propose a technique for handling decision maker’s preferences, which eliminates the necessity to think in terms of t…

NAUTILUS method: An interactive technique in multiobjective optimization based on the nadir point

2010

Most interactive methods developed for solving multiobjective optimization problems sequentially generate Pareto optimal or nondominated vectors and the decision maker must always allow impairment in at least one objective function to get a new solution. The NAUTILUS method proposed is based on the assumptions that past experiences affect decision makers’ hopes and that people do not react symmetrically to gains and losses. Therefore, some decision makers may prefer to start from the worst possible objective values and to improve every objective step by step according to their preferences. In NAUTILUS, starting from the nadir point, a solution is obtained at each iteration which dominates t…

Does model consistency in business model innovation matter? A contingency-based approach

2017

Successful business model innovation requires managers to come up not only with new, but also with viable business models. To this end, it has been argued that business model consistency plays a vital role, as the internal fit of business model elements can generate reinforcing effects, thereby influencing performance and competitive advantage. Little research has been conducted to measure consistency and confirm these effects, especially within business model innovation. We tackle this issue by developing and testing a measurement of business model consistency, and investigate its relationship with business model innovation and its performance. We find evidence supporting the positive effe…

Book Review: General Politics: Hollywood and the CIA: Cinema, Defence, and Subversion

2014

«I Can?t Get the Practical Hours» : Care, Course Choice and Role Conflict Among Student-Mothers in Higher Education in Scotland

2021

Mothers who study at a higher education level face many challenges that traditional students do not. They have less time to study and must negotiate their different commitments and responsibilities, which includes taking care of their children. This article reports on qualitative research conducted with a small group of mothers that study at a prestigious university in Scotland to understand their experiences of belonging to the space of the institution and their perceived learning challenges. Four interviews and one focus group were organised, voice recorded and their transcripts were thematically analysed and engaged with the research questions. It has found that they experience limited s…

Identità, valore, prezzo: nuove proposte di analisi e comparazione sul mercato degli schiavi a Napoli in età moderna

2017

International audience; This article aims at studying the formation process of personal identities of men forced to work at the oar in Naples at the end of the 16th century in comparison with the Kingdom of Valencia at the beginning of the 17th. At that time, Naples and Valencia were two of the most important slave markets as well as trading cities of the Spanish Empire. The research will take into account two types of sources that have remained largely unexplored by historiography to date, and especially a book dating back to 1585 detailing the biographies of 657 slaves. This will make it possible to focus in depth on slaves identities and in particular on the estimation process regarding …

Compensation Options in Joint Ventures. A Real Options Approach

2007

This research focuses on a cluster of dynamic reallocation and restatement of ownership clauses contained in joint venture agreements. These clauses, with potentially significant financial implications, govern the transfer of rights between the parties on two key financial issues: the allocation of profits and losses and the ownership interests in the joint venture. The central contribution of this research is to consider these clauses themselves as non-standard real options and to propose a methodology for assessing their values. Determination of such values will be essential throughout the joint venture negotiation process. In addition, we provide valuable information on another key quest…