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Lastly, as learners we need to cultivate the proper method of thinking about negotiation and learning. A three-step method from medical research is presented here, which we can adopt. Paradoxically, humility is crucial for success in this ambitious endeavor.
The trap is the illusion of accumen, which makes us believe that our thinking about the challenge at hand is already accurate, even though we might only follow our intuition or deliberation. This is aggravated by the difficulty of obtaining good feedback in a “wicked” learning environment, where there are no incentives to disclose valuable information when the transaction is concluded. Together, the three illusions can block our advance in learning to negotiate. Because we have correctly learned something (such as one side of the Yin & Yang, some of the tools from the toolkit, one method of thinking), realizing that its opposite can also be true is very difficult.
The second step to unblocking our advance as negotiators is to gain the relevant know-how. Here we explore specific and practical techniques recommended by researchers as effective, such as deliberate practice and memorizing techniques.
An explanation of the purpose of this book, highlighting what lies ahead. When I worked as a negotiator in international business transactions, I found much existing advice to be one-sided, focusing either on the win–win or the win–lose side of contracts when in reality most transactions consist of both. Part I: The basic paradox of the negotiation task means that we have to work with and against the other side. Because both sides face the paradox, they are jointly facing a dilemma: Their success is the result of their own choices as well as those of the other side. This leads to the third and deepest challenge: The ambivalence of thinking. Negotiators have to follow their own intuition as well as thinking deliberately to master the triple challenge of negotiation success. Part II: Each challenge sets up a specific trap for the learner. But if we identify these traps, they can turn into the three steps of negotiation learning, as Part III shows.
It has long been overlooked that factions of finance such as banks and insurers can have opposing policy interests. This paper is concerned with the preferences and strategies of private financial actors in the context of private prefunded pensions. To capture the “tug of war” among these actors, this paper identifies their different financial business models (insurance- and investment-orientation), political roles (financial incumbents and challengers), and levels at which infighting may occur (political and product-market level). For the German case, it shows that product-market competition among financial incumbents and challengers over retirement savings products only turned into competition politics during the 1990s, when shifting political winds provided an opening to insert path-shaping instruments in line with the program of finance capitalism. Financial actors’ preferences are not a derivative of economic or functional incentives, but socially embedded in that they are crucially shaped by interactions with their competitors and the political environment. The analysis disentangles the complex web of competition, cooperation, and ownership among factions of finance and discerns their genuine preferences from those strategically adjusted to context. This sheds doubt on functionalist explanations of (pension) financialization and enhances our understanding of how financial actors form and pursue their preferences.
The most common method of assessing outcomes of change projects is to compare the final outcomes with predefined goals and conclude that the project has been a success, or more commonly, a failure. We question whether such simple conclusions pay due respect to complex processes. In this paper, we apply a sensemaking perspective to explore how and when outcomes of change projects are assessed. We report from a longitudinal case study of a project in the Norwegian public sector that was initiated to suggest and implement changes in response to major challenges in the health sector. We found outcome narratives in all project phases, including those not based on change objectives. The study contributes to the literature by suggesting that outcome narratives are continuously constructed throughout change projects and that competing outcome narratives can co-exist, be reinforced or be merged over time.
Social enterprises create innovative solutions to address social issues and achieve Sustainable Development Goals (SDGs). This paper examines the innovative social entrepreneurial processes using the theoretical foundation of responsible innovation (i.e., anticipation, reflexivity, inclusion and deliberation, responsiveness, and knowledge management). The data collected from three case study organisations reveals that social enterprises at the initiation stage address only a few SDGs. However, innovation development and implementation processes lead to products and services diversification and geographical expansion which broaden the SDG focus. During this process, enterprises iteratively conduct activities associated with different dimensions of responsible innovation and operate within ethics, values and rights-based boundaries. Based on these findings, this paper proposes a process model combining SDG literature with responsible innovation. The managerial implications of using responsible innovation perspective to achieve SDGs are also highlighted.
This book is designed for a one-semester course in international economics, primarily targeting non-economics majors and programs in business, international relations, public policy, and development studies. It has been written to make international economics accessible to both students and professionals. Assuming a minimal background in economics and mathematics, the textbook goes beyond the usual trade-finance dichotomy to address international trade, international production, and international finance; and takes a practitioner point of view rather than a standard academic one, introducing students to the material needed to become effective analysts in international economic policy. This new edition features such additional topics as global production and global capital flows, migration, the Ricardian model, and international organizations like the IMF. Examples have been updated to include recent developments (Brexit, for example) and all charts include the latest data. The website for the text can be found at http://iie.gmu.edu.
Now in its fourth edition, this is the definitive step-by-step 'how to' guide to designing an organization. Building on information processing theory, the book proposes a holistic, multi-contingency model of the organization. This textbook communicates the fundamentals of traditional and new organizational forms, including up-to-date analysis of self-organizing, boss-less, digital, and sustainable organizations. Providing a framework for the practical implementation of organizational design changes, the authors break the process down into seven basic steps: (1) Assessing Goals, (2) Assessing Strategy, (3) Analyzing Structure, (4) Assessing Process and People, (5) Analyzing Coordination, Control and Incentives, (6) Designing the Architecture, and (7) Implementing the Architecture. Each step connects with one of the nine interdependent components of the multi-contingency model, and the authors also provide a logical query process for approaching each of these components. This is an ideal guide for managers or executives interested in assessing their organization and taking steps to redesign it for success, as well as for MBA and executive MBA students looking for an introduction to organizational design.