Página 1 dos resultados de 3174 itens digitais encontrados em 0.008 segundos

Inter-organizational negotiation of web-services

Silva, Gabriel Costa; Gimenes, Itana Maria de Souza; Fantinato, Marcelo; Toledo, Maria Beatriz Felgar de
Fonte: Science and Engineering Research Support Society; Sandy Bay Publicador: Science and Engineering Research Support Society; Sandy Bay
Tipo: Artigo de Revista Científica
ENG
Relevância na Pesquisa
37.17%
The web service technology allows organizations to interact through business processes. However, organizations involved in cooperative business processes have different interests and points of view. A negotiation allows them to discuss their interests and requirements in order to reach an acceptable agreement. We propose an integrated web service negotiation process that takes into account human interaction and the use of different negotiation protocols. It focuses on the application of feature modelling to describe the negotiated services. Our contributions include: (i) the definition of a negotiation process; (ii) the definition of a conceptual model to support the negotiation of web services; (iii) reuse of artefacts generated throughout the negotiation process; (iv) coverage of critical elements in the negotiation of electronic contracts, such as role, properties of electronic services and contract models; and (v) exploration of the process in different application scenarios

Visão sistêmica e negociação: o caso da pecuária de corte; Systemic vision and negotiation: the case of the beef cattle

Camargo, Silvia Helena Carvalho Ramos Valladão de
Fonte: Biblioteca Digitais de Teses e Dissertações da USP Publicador: Biblioteca Digitais de Teses e Dissertações da USP
Tipo: Tese de Doutorado Formato: application/pdf
Publicado em 11/06/2007 PT
Relevância na Pesquisa
37.22%
Esta tese investiga como ocorre o processo de negociação entre os pequenos pecuaristas de gado de corte e seus principais fornecedores de insumos agropecuários, tendo a negociação e suas variáveis (poder, tempo, informação e ética) como arcabouço teórico. Embora as negociações ocorram de maneira semelhante entre esses atores, o processo de negociação se faz necessário, quando se avaliam o preço, o prazo para pagamento aos fornecedores, o local de entrega dos insumos ou dos animais, a quantidade comprada e a qualidade do que se adquire para a produção da carne bovina e seus derivados. Esta tese tem por objetivo analisar o processo de negociação entre os pequenos pecuaristas (negociadores) e seus fornecedores de insumos e propor recomendações visando a maior efetividade do processo. Como conseqüência, um referencial teórico pode reunir a importância do Sistema Agroindustrial da Carne Bovina, Negociação e suas variáveis (tempo, poder, informação e ética), a Visão Sistêmica e o Agribusiness, e as Estratégias de redução de Custos utilizadas pelos pecuaristas. O desafio desta tese de Doutorado foi contribuir com o avanço teórico da cadeia produtiva da pecuária de corte, das negociações na pequena empresa da pecuária e contribuir para que o atual Secretário do Planejamento de São José do Rio Preto desenvolva políticas públicas capazes de fortalecer a atividade da pecuária daquela cidade. Concluindo...

Estilos de negociação nas transações comprador-vendedor: uma aplicação do instrumento TKI®; Negotiation styles among buyer-seller transactions: using the Thomas-Kilmann Instrument (TKI®)

Dias, Suzana Wayand
Fonte: Biblioteca Digitais de Teses e Dissertações da USP Publicador: Biblioteca Digitais de Teses e Dissertações da USP
Tipo: Dissertação de Mestrado Formato: application/pdf
Publicado em 20/03/2008 PT
Relevância na Pesquisa
37.05%
O principal objetivo desta dissertação é identificar os perfis de comportamentos dos executivos que realizam transação do tipo comprador-vendedor em cursos de educação continuada de São Paulo, utilizando-se de um instrumento denominado TKI®. A amostra foi composta de 145 entrevistas com escolha por conveniência da autora. Cada um dos executivos respondeu a dois questionários contendo: caracterização do perfil do executivo e o instrumento TKI®, versão oficial do distribuidor no Brasil. Os resultados constatam a presença do estilo evitando para os grupos de compradores e vendedores, o que causou surpresa dada a natureza da atividade da profissão. Compradores concedem menos do que os vendedores e são mais competitivos. O estilo conciliando predomina em ambos os grupos com maior freqüência de respostas da amostra.; This study aimed at identifying and evaluating the negotiation styles among buyer-seller transactions in training programs of universities of São Paulo state, using the Thomas-Kilmann (TKI®) instrument. The sample was composed by 145 respondents with interviews among students of MBAs. Each executive answered two questionnaires: the TKI® instrument and perception questionnaire. Surprisingly it was found high frequency for avoiding style both for buyers and sellers. Buyers are less accommodating and more competing than sellers. Compromising style is predominant in both samples of buyers and sellers.

Investigação do processo de negociação interpessoal infantil em situação lúdica: aspectos interacionais e cognitivos; Investigation of the process of childish interpersonal negotiation in a playful situation: cognitive and interactional aspects

Brants, Giovanna Wrubel
Fonte: Biblioteca Digitais de Teses e Dissertações da USP Publicador: Biblioteca Digitais de Teses e Dissertações da USP
Tipo: Tese de Doutorado Formato: application/pdf
Publicado em 24/03/2011 PT
Relevância na Pesquisa
37.05%
O objetivo principal da presente pesquisa é a investigação das estratégias interacionais e cognitivas adotadas por crianças nas suas conversações, em situação lúdica, a fim de que a negociação interpessoal seja estabelecida. Pretendemos, dessa forma, observar como as crianças procederam para desfazer as eventuais complicações que surgiram no curso da negociação, até o restabelecimento de uma troca conversacional equilibrada. Nesse sentido, o estudo em questão nos permitiu compreender melhor a transição entre os momentos de acordo e de desacordo/conflito instaurados nas interações sociais entre as crianças, nos processos de diferenciação "eu-outro" (Wallon, 1987). A partir da análise de amostras de interações conversacionais de crianças de 5, 8 e 10 anos, no contexto do evento lúdico (jogo de construção), identificamos as ocorrências de implicaturas conversacionais (Grice, 1982), conflitos, equívocos, regulações discursivas (Caron, 1983) e mecanismos de ameaça e preservação das faces (Goffman, 1967) durante o processo discursivo, que estimularam a criança a argumentar em favor de suas próprias crenças a respeito dos fatos, culminando, muitas vezes, no surgimento da negociação interpessoal com a outra criança e/ou com o adulto. Foi igualmente possível verificar...

Studying the effects of stress on negotiation behaviour

Gomes, Marco; Oliveira, Tiago José Martins; Carneiro, Davide Rua; Novais, Paulo; Neves, José
Fonte: Taylor & Francis Publicador: Taylor & Francis
Tipo: Artigo de Revista Científica
Publicado em //2014 ENG
Relevância na Pesquisa
37.1%
"Special issue : Computational approaches for conflict resolution in decision making : new advances and developments"; Negotiation is a collaborative activity that requires the participation of different parties whose behaviors influence the outcome of the whole process. The work presented here focuses on the identification of such behaviors and their impact on the negotiation process. The premise for this study is that identifying and cataloging the behavior of parties during a negotiation may help to clarify the role that stress plays in the process. To do so, an experiment based on a negotiation game was implemented. During this experiment, behavioral and contextual information about participants was acquired. The data from this negotiation game were analyzed in order to identify the conflict styles used by each party and to extract behavioral patterns from the interactions, useful for the development of plans and suggestions for the associated participants. The work highlights the importance of the knowledge about social interactions as a basis for informed decision support in situations of conflict.; This work is part-funded by ERDF - European Regional Development Fund through the COMPETE Programme (operational programme for competitiveness) and by National Funds through the FCT – Fundação para a Ciência e a Tecnologia (Portuguese Foundation for Science and Technology) within project FCOMP-01-0124-FEDER-028980 (PTDC/EEI-SII/1386/2012). The work of Tiago Oliveira is supported by doctoral grant by FCT (SFRH/BD/85291/2012).

Business networks: development of actors’ strategic guidelines from the analysis of negotiation situations in Portugal

Falcão, Pedro Miguel Ribeiro de Almeida Fontes
Fonte: Instituto Universitário de Lisboa Publicador: Instituto Universitário de Lisboa
Tipo: Tese de Doutorado
Publicado em //2008 ENG
Relevância na Pesquisa
37.14%
PhD in Management Specialization in General Management, Strategy and Corporate Development / Classifications of JEL Classification System: D74 - Conflict; Conflict Resolution; Alliances. L14 - Transactional Relationships; Contracts and Reputation; Networks.; The importance of relationships within business networks is increasing significantly in today’s more competitive and global world. The organization actors’ performance, especially in negotiation, is a key factor to consider in those relationships. But, on one hand, there is no structured approach from business network theory to negotiation and, on the other hand, the integrative negotiation main models and theories were not developed in the business network context. Within this environment, this dissertation’s objective is based on the identification and analysis of the actors’ main factors which impact negatively specific negotiation situations – negotiations with an initial perception of a potential win-win outcome, between different companies in a business network, and that ultimately lead to no agreement. The dissertation is focused only on the Portuguese market. We used a multiple-case design by analyzing thirty negotiation situations, focused on a sub-set of recent potential win-win negotiations between three different companies that did not reach an agreement. After identifying the main actors-related causes for not reaching an agreement...

Negotiating the priceless: an analysis of negotiation techniques applied in Lisbon’s primary market for contemporary art in the early 21st century

Curto, Inês de Oliveira Baptista Marcelo
Fonte: Instituto Universitário de Lisboa Publicador: Instituto Universitário de Lisboa
Tipo: Dissertação de Mestrado
Publicado em //2011 ENG
Relevância na Pesquisa
37.05%
Mestrado em Gestão de Mercados de Arte; This study begins by setting the scene for the appearance and exponential growth of the contemporary art market, offering reasons for why art is collected and why it may command such high commercial values at present. The long-standing debate of art as a commodity is also addressed and used to explain why this market still operates intuitively rather than in a scripted fashion as other economic markets do. The study proceeds by analyzing the primary contemporary art market through the lens of negotiation theory, determining that this business management theory is applied and/or adapted in the market and offering the reader tools for operating in this field of action. A model is created based on documental research on negotiation in business and in the global contemporary art market, and is then used to analyze data collected via interviews with gallerists on Lisbon’s primary market for contemporary art, in a bid to establish a working model for the negotiation of contemporary art in Lisbon. Some differences between the global market and the Lisbon market are identified; it’s likely these differences can be attributed to the relatively young market of Lisbon, and the lack of cultural education that Portugal has suffered for most of the 20th Century. Lastly...

Concession behaviour in automated negotiation

Lopes, Fernando; Coelho, Helder
Fonte: Laboratório Nacional de Energia e Geologia Publicador: Laboratório Nacional de Energia e Geologia
Tipo: Conferência ou Objeto de Conferência
Publicado em 30/08/2010 ENG
Relevância na Pesquisa
37.24%
Traditional negotiation, conducted face-to-face and via mail or telephone, is often difficult to manage, prone to misunderstanding, and time consuming. Automated negotiation promises a higher level of process efficiency, and more importantly, a faster emergence and a higher quality of agreements. The potential monetary impact has led to an increasing demand for systems composed of software agents representing individuals or organizations and capable of reaching efficient agreements. At present, work on automated negotiation has generated many useful ideas and concepts leading to important theories and systems. Yet, the design of software agents with negotiation competence largely lacks systematic, traceable, and reproducible approaches, and thus remains more an art than a science. Against this background, this paper presents a model for software agents that handles two-party and multi-issue negotiation. The model incorporates various concession strategies and negotiation tactics. Concession strategies are computationally tractable functions that define the tactics to be used both at the outset and throughout negotiation. Tactics, in turn, are functions that specify the short-term moves to be made at each point of negotiation.

A bilateral and multi-issue negotiation framework to support a supply chain of construction industry

Schramm,Fernando; Morais,Danielle Costa
Fonte: Sociedade Brasileira de Pesquisa Operacional Publicador: Sociedade Brasileira de Pesquisa Operacional
Tipo: Artigo de Revista Científica Formato: text/html
Publicado em 01/12/2013 EN
Relevância na Pesquisa
37.1%
Any interaction involving individuals, whose objectives are conflicting with each other, may establish a negotiation process. In a negotiation, each party should develop his/her own strategy and, normally, a win-lose vision is frequently adopted. The main consequence of this behavior is a result, in which both parties lose, especially when the negotiation involves more than one aspect, such as negotiations resulting from purchases of material for construction industry, where aspects like price, quality and lead-time should be considered. Most of the negotiation involving construction industry adopts a win-lose vision; and, commonly, only the issue price is considered. The goal of this paper is to propose a framework to support negotiations between two parties (buyer and seller) in the supply chain of construction industry. The combination of a win-win strategy with a multicriteria analysis produces a best compromise solution for both parties. A simulation of negotiation using realistic data is presented.

Psychological Perspectives on Gender in Negotiation

Bowles, Hannah Riley
Fonte: John F. Kennedy School of Government, Harvard University Publicador: John F. Kennedy School of Government, Harvard University
Tipo: Research Paper or Report
EN_US
Relevância na Pesquisa
37.25%
A fundamental form of human interaction, negotiation is essential to the management of relationships, the coordination of paid and household labor, the distribution of resources, and the creation of economic value. Understanding the effects of gender on negotiation gives us important insights into how micro-level interactions contribute to larger social phenomena, such as gender gaps in pay and authority. Recent research on gender in negotiation has shown us how gender stereotypes constrain women from negotiating access to resources and opportunities through lowered performance expectations and gendered behavioral constraints. However, this widening research stream is also beginning to provide hints for how individuals and organizations can overcome these limitations to women’s negotiation potential. In this chapter, I provide a brief history of psychological research on gender in negotiation, starting with the study of gender-stereotypic personality attributions and transitioning to a more sophisticated analysis of the effects of gender stereotypes on negotiation behaviors and performance. I review contemporary research on gender in negotiation using two interrelated frameworks. The first outlines the ways in which gender stereotypes influence negotiation...

Postcolonial readings of resistance and negotiation in selected contemporary African writing

Mzali, Ines
Fonte: Université de Montréal Publicador: Université de Montréal
Tipo: Thèse ou Mémoire numérique / Electronic Thesis or Dissertation
EN
Relevância na Pesquisa
37.25%
Cette dissertation traite des (re)configurations postcoloniales de la résistance et de la négociation comme concepts permettant d’aborder les représentations des conflits nationaux dans les littératures Africaines contemporaines. Ensemble, ces concepts ouvrent de nouvelles voix et possibilités de se remémorer, de raconter, et de lire la violence en problématisant non seulement les discours sur la guerre civile en Afrique, mais aussi les conceptions d’histoire nationale, de la mémoire, et de leur représentation. Si cette étude cherche à reconfigurer la négociation et la résistance au-delà des définitions qui tendent à les opposer, elle se consacre surtout à développer la notion de négociation comme stratégie de dépassement, de lecture, et d’écriture, qui, néanmoins, ne vise pas de résolution. La négociation implique ainsi une conception pluraliste d’un pouvoir d’action sociale, politique, et culturelle. Cette dissertation avance que la négociation est un concept d’écriture et de lecture qui intervient dans les événements, discours, et pratiques de remémoration en prenant compte de leurs multiplicités et définitions instables. Cette étude explore les manières selon lesquelles Nuruddin Farah...

Teaching Principled negotiation skills to parents and their children : the impact of parental involvement /

Rizzo, Kelly-Joelle.
Fonte: Brock University Publicador: Brock University
Tipo: Electronic Thesis or Dissertation
ENG
Relevância na Pesquisa
37.2%
This study explored the impact of training parents and children concurrently in principled negotiation skills for the purpose of developing negotiation skills and problem solving abilities in children. A second experimental group was utilized to determine the viability of negotiation skills training of junior elementary students for the purpose of improving problem solving and conflict resolving abilities. The student population in each experimental group was trained using The Program for Young Negotiators (Curhan, 1996). A control group was also established using the remaining grade four and five students attending the participating school. These students did not receive training as part of this study. Student group distribution was as follows: Experimental group 1 (students with parent participant) consisted of 10 (5 grade five and 5 grade 4 students), Experimental group 2 students without parent participant) consisted of 48 (20 grade 4 and 28 grade 5 students), and the Control group 3 (55 grade 4 and 5 students). The impact of training was measured using the Five Factor Negotiation Scale developed for use with the Program for Young Negotiators (Curhan, 1996). This measure was employed as a pre- and post-test questionnaire to the total student population...

Konfliktmanagement in multilateralen Verhandlungen; Conflict management in multi-party negotiation

Binder, Jens
Fonte: Universidade de Tubinga Publicador: Universidade de Tubinga
Tipo: Dissertação
DE_DE
Relevância na Pesquisa
37.24%
Multilaterale Verhandlungen beinhalten besondere Anforderungen und Möglichkeiten. Die vorliegende Arbeit befasst sich mit den Auswirkungen einer Gruppenaufteilung als Methode des Konfliktmanagements. Es werden Konzepte eingeführt, die eine detaillierte Analyse der Konfliktstruktur erlauben. Wenn die Strukturmerkmale einer Verhandlung bekannt sind, kann die richtige Methode des Konfliktmanagements gewählt werden. Multilaterale Konflikte zeichnen sich durch eine hohe situative Komplexität aus, die integrative Lösungen erschwert. Integrative Lösungen sind qualitativ hochwertige Lösungen, die durch einen Ausgleich zwischen Verhandlungsthemen entstehen. Integratives Potential ist dann vorhanden, wenn die Parteien den Themen unterschiedlichen Wert beimessen. Diese Lösungen könnten durch eine Komplexitätsreduktion begünstigt werden, indem die Gesamtgruppe der Konfliktparteien in Subgruppen aufgeteilt wird. Eine Gruppenaufteilung ist jedoch nur sinnvoll, wenn sich die Ergebnisse der Teilverhandlungen mit einer guten Lösung für die Gesamtgruppe vereinbaren lassen. Subgruppen können auf zwei Arten von der Gesamtgruppe abweichen. Erstens können sich die Interessen in Subgruppen ähnlicher sein als in der Gesamtgruppe. Bei hoher Kompatibilität sind sich die Subgruppen bei den meisten Themen bereits einig. Ist die Kompatibilität in der Gesamtgruppe niedriger ausgeprägt...

Verhandlung im Schadenfall : Interdisziplinäre und empirische Betrachtung zur Methodik des Verhandelns; Negotiation of Loss : Interdisciplinary and empirical study on the methodology of negotiation

Wilhelm, Mark
Fonte: Universität Tübingen Publicador: Universität Tübingen
Tipo: Dissertation; info:eu-repo/semantics/doctoralThesis
DE_DE
Relevância na Pesquisa
37.2%
Die Dissertation erörtert mit Hilfe einer interdisziplinären Betrachtung die einschlägigen Bereiche der Wissenschaften, die für das Verhandeln im Allgemeinen und die Verhandlung im Schadenfall im Speziellen (Sachversicherung) eine Rolle spielen. Dem Juristen und sonstigen interessierten Personen sollen so Wege aufgezeigt werden, die über das bisherige juristische Denken hinausgehen und Möglichkeiten einer neuen Methodik eröffnen. Den rechtlichen Determinanten ist gleichrangig zu den anderen Disziplinen ein Kapitel gewidmet. Verfahrenssoziologie, Kommunikationswissenschaft, Verhandlungspsychologie und Rechtswissenschaft stehen in ihrer Relevanz für die Thematik auf gleicher Stufe und führen nur bei kumulativer Anwendung zum Verhandlungserfolg. Eine empirische Erhebung beleuchtet das bisherige Verhandlungsverhalten der Schadensachbearbeiter in der zentralen Regulierungsabteilung des Versicherers sowie der Schadenregulierer im Außendienst. Die wissenschaftlichen Thesen zum Verhandeln können so durch Belege aus der Praxis für den juristischen Verhandlungsalltag Geltung erlangen. In konsequenter Ableitung aus der bisher nur schwer zu konkretisierenden Literatur zum Verhandeln lässt sich eine zentrale These extrahieren: 'Es besteht eine Notwendigkeit...

Stair Negotiation in an older adult population: Analysis of the lower limb

Reid, Samantha M
Fonte: Quens University Publicador: Quens University
Tipo: Tese de Doutorado
EN; EN
Relevância na Pesquisa
37.24%
Stair negotiation has been identified by older adults as one of the most challenging locomotor tasks, one that is associated with a high risk for falls and serious injury. Currently lacking is a comprehensive understanding of the lower limb during stair negotiation in an older adult population. It has been identified that more research is needed to determine key determinants of difficulty and safety on stairs. The objective of this thesis was to investigate lower limb kinematics and kinetics during stair negotiation and evaluate the impact of handrail use on stair ambulation in young adults, older adults, and older adults with a fear of falling (FOF). The four studies that make up this dissertation provide a detailed picture of the lower limb joint kinematics and kinetics during stair ambulation, as well as provide insight into the role of handrail use and FOF in performance of stair negotiation. Specifically, in the first study principal component analysis (PCA) was used, of the scores generated from the PCA models four principal component (PC) scores were identified that could be used to correctly classify 95% of young and older adults. The second study provided a comprehensive data set of lower limb joint kinematics and kinetics during stair negotiation. The third study identified comparable centre of pressure velocities (VCOP) between young adults and older adults during stair negotiation with and without a handrail. Whereas older adults with FOF demonstrated reduced VCOP during stair negotiation without a handrail and further reduced VCOP when using the handrail. Furthermore...

QoS Representation, Negotiation and Assurance in Cloud Services

Zheng, Xianrong
Fonte: Quens University Publicador: Quens University
Tipo: Tese de Doutorado
EN; EN
Relevância na Pesquisa
37.17%
Cloud services are Internet-based IT services. Infrastructure as a Service (IaaS), Platform as a Service (PaaS), and Software as a Service (SaaS) are three representative examples. As the cloud market becomes more open and competitive, Quality of Service (QoS) will be more important. However, cloud providers and cloud consumers have different and sometimes opposite preferences. If such a conflict occurs, a Service Level Agreement (SLA) cannot be established without negotiation. To allow service consumers to express their QoS requirements, and negotiate them with service providers, we argue for cloud service negotiation. It aims to establish and enforce SLAs for cloud services. Specifically, we study how to measure, negotiate, and enforce QoS requirements for cloud services, and so formulate three research problems, i.e., QoS measurement, QoS negotiation, and QoS assurance. In terms of its scope, the topic covers business side automated negotiation and technical side resource allocation techniques. As a result, it has a potential impact on cloud service adoption. To address QoS measurement, we initiate a quality model named CLOUDQUAL for cloud services. It is a model with quality dimensions and metrics that targets general cloud services. CLOUDQUAL contains six quality dimensions...

Negotiation platform for personalised advertising

Sousa, Luís Ventura de; Malheiro, Benedita; Foss, Jerry
Fonte: KU Leuven Publicador: KU Leuven
Tipo: Artigo de Revista Científica
Publicado em //2012 ENG
Relevância na Pesquisa
37.1%
This paper describes a multi-agent brokerage platform for near real time advertising personalisation organised in three layers: user interface, agency and marketplace. The personalisation is based on the classification of viewer profiles and advertisements (ads). The goal is to provide viewers with a personalised advertising alignment during programme intervals. The enterprise interface agents upload new ads and negotiation profiles to producer agents and new user and negotiation profiles to distributor agents. The agency layer is composed of agents that represent ad producer and media distributor enterprises as well as the market regulator. The enterprise agents offer data upload and download operations as Web Services and register the specification of these interfaces at an UDDI registry for future discovery. The market agent supports the registration and deregistration of enterprise delegate agents at the marketplace. This paper addresses the marketplace layer, an agent-based negotiation platform per se, where delegates of the relevant advertising agencies and programme distributors negotiate to create the advertising alignment that best fits a viewer profile and the advertising campaigns available. The whole brokerage platform is being developed in JADE...

Combined strategic and tactical negotiation methodology for resolving complex brownfield conflicts

Hipel,Keith W.; Hegazy,Tarek; Yousefi,Saied
Fonte: Sociedade Brasileira de Pesquisa Operacional Publicador: Sociedade Brasileira de Pesquisa Operacional
Tipo: Artigo de Revista Científica Formato: text/html
Publicado em 01/08/2010 EN
Relevância na Pesquisa
37.1%
An innovative negotiation methodology for strategic and tactical decision making is proposed for resolving conflicts in brownfield redevelopment. At the strategic level, the Graph Model for Conflict Resolution is systematically employed for determining a potential overall agreement, or set of resolutions, that is politically possible given the competing interests of the decision makers involved in a brownfield redevelopment project. At the tactical level, a possible strategic solution can be studied in depth using utility theory to determine trade-offs or concessions needed to reach a mutually acceptable detailed solution. Also, the proposed negotiation methodology can take into account the attitudes of negotiators and investigates the impact of the negotiators' attitudes on the outcome of negotiations at both levels of negotiation. The design of a negotiation decision support system is put forward to allow the proposed negotiation methodology to be conveniently applied to actual disputes.

Um modelo para o ensino do processo de negociação policial baseado em redes de Petri; Teaching model of the Police negotiation based on Petri nets

Viana, Sidney Pontes
Fonte: Universidade Federal de Alagoas; Brasil; Programa de Pós-Graduação em Modelagem Computacional de Conhecimento; UFAL Publicador: Universidade Federal de Alagoas; Brasil; Programa de Pós-Graduação em Modelagem Computacional de Conhecimento; UFAL
Tipo: Dissertação
POR
Relevância na Pesquisa
37.17%
Teaching model of the Police Negotiation Process Based on Petri Nets is a study that aims to help the teaching process of strategic negotiation in critical situations involving hostages, allowing the improvement of the Military Police of the State of Alagoas in non-routine police reports. Two types of research were used in the methodology construction of this study: literature research through printed and electronic sources, as well as field research, questionnaires and interviews with military policemen working at the Center of Crisis Management, Human Rights and Community Police (CGCDHPC) in the State of Alagoas. Initially, it discussed the Learning Environment, focusing them as a support system to the learning process. Strategies of persuasion are formally defined in order to be applied in the police negotiation process. We understood the process of strategic negotiation in situations where hostages are involved. We studied different teaching models of the strategic negotiation process. At the end of the study the following results were achieved: proposal for a working model of the persuasion techniques, propose an organizational model of strategic negotiation process and formalization of the model of negotiation process where hostages are involved...

Negotiation, management and systems: three levels to be interconected; Negociación, administración y sistemas: tres niveles para interrelacionarse; Negociação, administração e sistemas: três níveis a serem inter-relacionados

Martinelli, Dante Pinheiro
Fonte: Universidade de São Paulo. Faculdade de Economia, Administração e Contabilidade Publicador: Universidade de São Paulo. Faculdade de Economia, Administração e Contabilidade
Tipo: info:eu-repo/semantics/article; info:eu-repo/semantics/publishedVersion; Artigo Avaliado pelos Pares Formato: application/pdf
Publicado em 01/12/2006 POR
Relevância na Pesquisa
37.17%
The first aim of this work is to try to connect Negotiation, Management and Systems. Negotiation, although being a field where many new publications have been appearing, still presents most of its approaches with little concern with a systems view. In spite of the close concetion between Management and Negotiation, there have been few contributions from Management to the theory and practice of Negotiation. The various facets of Systems Thinking are an indispensable component for a more comprehensive and global view of the Negotiation process, aiming at making it more systemic. Therefore, an overview of several systems approaches are presented. Using contributions from several leading systemists, a number of evaluations of the systemicity level of the outstandings approaches to Negotiation are performed, which have confirmed that their systemicity level is rather low. A tentative outline of a systems approach to Negotiation is presented, based on the points seen as fundamental to increase its comprehensiveness and to foster lasting relationships.; El principal objetivo de este trabajo es relacionar Negociación, Administración y Sistemas. Aunque Negociación sea un campo de conocimiento en que han surgido muchas nuevas publicaciones...