Entendendo o comportamento inicial em negociações brasileiras: uma análise de quatro subculturas regionais

Understanding and managing the negotiation process is fundamental to all aspects of organizational success. Frequently overlooked but essential to this process is the initiation stage of negotiation – engaging a counterpart, making a request or demand, and optimizing that request. The purpose of this paper is to examine the initiation process in an emerging economy (Brazil), focusing on variations across four prominent regional subcultures of that country –Paulistas (state of Sao Paulo), Cariocas (Rio de Janeiro), Mineiros (state of Minas Gerais), andGauchos (state of Rio Grande do Sul). The results of this analysis suggest differences in the likelihood of initiation, and how that process might unfold. The implications of these conclusions for practitioners and future research are discussed.Entender e gerenciar o processo de negociação é fundamental para todos os aspectos do sucesso organizacional. Frequentemente negligenciado, mas essencial para este processo, é o estágio inicial de negociação – envolver um interlocutor, fazer um pedido ou exigência e otimizar esse pedido. O objetivo deste trabalho é examinar o processo inicial em uma economia emergente (Brasil), focando nas variações através de quatro subculturas regionais proeminentes desse país – Paulistas (estado de São Paulo), Cariocas (Rio de Janeiro), Mineiros (estado de Minas Gerais) e Gaúchos (estado do Rio Grande do Sul). Os resultados desta análise sugerem diferenças na probabilidade de início, e como esse processo pode se desdobrar. São discutidas as implicações destas conclusões para os praticantes e futuras pesquisas

Fighting Terrorism: Empirics on Policy Harmonisation

This paper models the feasibility of common policy initiatives against global terrorism, as well as timelines for their enforcement. The empirical evidence is based on 78 developing countries for the period 1984–2008. Domestic, transnational, unclear and total terrorism variables are used. Absolute (or unconditional) and conditional catch‐ups are estimated using Generalised Method of Moments. We establish consistently that, the rate of catch‐up is higher in domestic terrorism relative to transnational terrorism. The time to full catch‐up required for the implementation of common policies without distinction of nationality is found to be in a horizon of 13–20 years for domestic terrorism and 24–28 years for transnational terrorism. Hence, from a projection date of 2009, in spite of decreasing cross‐country differences in terrorists’ attacks, there is still a long way to go before feasible common policy initiatives can be fully implemented without distinction of nationality. The paper is original by its contribution to the empirics of conflict resolution through decreasing cross‐country differences in terrorism tendencies. Policy implications are discussed

The DNA of negotiations as a set theoretic concept: a theoretical and empirical analysis

This study examines the factors and the processes that contribute to a satisfying outcome for negotiations. Based on a set-theoretic framework, the authors investigated managers from various countries in terms of their approach to negotiation. The fuzzy set Qualitative Comparative Analysis (fsQCA) uses detailed data on preparation, information exchange, persuasion, creativity in problem solving and overcoming deadlocks, break-up behavior, as well as how to achieve a satisfying outcome, to test the joint sets of successful outcomes. The implications of these results are relevant for practitioners and future research and highlight necessary and sufficient conditions for a successful negotiation outcome

Boundary Capabilities in MNCs: Knowledge Transformation for Creative Solution Development

This is the author accepted manuscript. The final version is available from Wiley via the DOI in this record.The management of knowledge across country units is critical to multinational corporations (MNCs). Building on the argument that boundary spanning leads to the development of creative problem solving outcomes, this study advances the concept of MNC knowledge transformation and examines its relationship with solution creativity. Using questionnaire data on 67 problem solving projects, we find that opportunity formation is an underlying mechanism linking MNC knowledge transformation to the development of creative solutions. These insights contribute to our understanding of boundary spanning in global organizations by substantiating MNC knowledge transformation and elaborating the relationship between boundary spanning and creative solution development. If successful at knowledge transformation, collaborators from across the MNC can construct previously unimagined opportunities for the generation of creative outcomes.This study was funded by the Irish Research Council with co-funding from the European Commission (Marie-Curie Fellowship). We are very grateful for the insightful comments of Phillip C. Nell, the three reviewers, editors and participants at the paper development workshop at Ivey Business School

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