The importance of negotiation has increased in the last years as a relevant interaction to solve conflicts in multi-agent systems. Although there are many different scenarios, a typical negotiating situation involves two cooperative agents that cannot reach their goals by themselves because they do not have some resources needed to reach such goals. Therefore, a way to improve their mutual benefit is to start a negotiation dialogue, taking into account that they might have incomplete or incorrect beliefs about (...) the other agent’s goals and resources. The exchange of arguments during the negotiation gives them information that makes it possible to update their beliefs and consequently they can offer proposals which are closer for reaching a deal. In order to formalize their proposals in a negotiation setting, the agents must be able to generate, select and evaluate arguments associated with such offers, updating their mental state accordingly. We situate our work on this kind of scenarios with two argumentation-based negotiation agents equipped with belief revision operations in the generation and interpretation of arguments. It has been proved that those agents that take advantage of belief revision during the negotiation achieve an overall better performance. Because the belief revision process depends on the information the agents exchange in their utterances, in this paper we focus on different communication strategies the agents may implement and the impact that they have in the negotiation process. For this purpose, we present a negotiation protocol where the messages are extended to include a critique to the last proposal received and a counterproposal. Also, we define proposals that may be more or less informative containing different justifications. An intentional agent architecture is proposed and following this model different kind of negotiating agents are created using diverse communication strategies. To assess the impact these strategies have in the negotiation process some simulations are conducted, analyzing the results obtained. (shrink)

Ethical reasoning as an action (praxis) as opposed to a knowing (epistemology) strategy is not always effective in guilding ethical, stopping or turning around unethical organizational behavior. In contrast, nonviolent forcing strategies can be very effective, but also destructive. If reasoning is an idealistic thesis and forcing is its pragmatic, material antithesis, then do we need a synthesis action (praxis) strategy such as problem solving negotiating? There are also limitations with negotiating.

The importance of negotiation has increased in the last years as a relevant interaction to solve conflicts in multi-agent systems. Although there are many different scenarios, a typical negotiating situation involves two cooperative agents that cannot reach their goals by themselves because they do not have some resources needed to reach such goals. Therefore, a way to improve their mutual benefit is to start a negotiation dialogue, taking into account that they might have incomplete or incorrect beliefs about (...) the other agent’s goals and resources. The exchange of arguments during the negotiation gives them information that makes it possible to update their beliefs and consequently they can offer proposals which are closer for reaching a deal. In order to formalize their proposals in a negotiation setting, the agents must be able to generate, select and evaluate arguments associated with such offers, updating their mental state accordingly. We situate our work on this kind of scenarios with two argumentation-based negotiation agents equipped with belief revision operations in the generation and interpretation of arguments. It has been proved that those agents that take advantage of belief revision during the negotiation achieve an overall better performance. Because the belief revision process depends on the information the agents exchange in their utterances, in this paper we focus on different communication strategies the agents may implement and the impact that they have in the negotiation process. For this purpose, we present a negotiation protocol where the messages are extended to include a critique to the last proposal received and a counterproposal. Also, we define proposals that may be more or less informative containing different justifications. An intentional agent architecture is proposed and following this model different kind of negotiating agents are created using diverse communication strategies. To assess the impact these strategies have in the negotiation process some simulations are conducted, analyzing the results obtained. (shrink)

Following the offshoring of production to developing countries by transnational corporations, unions and non-governmental organisations have criticised working conditions at TNCs' offshore factories. This has led to the emergence of two different approaches to operationalising TNC responsibilities for workers' rights in developing countries: codes of conduct and global agreements. Despite the importance of this development, few studies have systematically compared the effects of these two different ways of dealing with workers' rights. This article addresses this gap by analysing how codes (...) of conduct and global agreements both independently and interactively affect workers' rights. We do this based on a qualitative study of the Sri Lankan operations of a Swedish TNC in Sri Lanka, and on interviews with union and NGO representatives actively involved in codes of conduct and global agreements. Our results indicate that global agreements independently address all the aspects included in codes of conduct, while also addressing additional, more process-oriented aspects of workers' rights. Hence, on their own, global agreements seem to comprise the superior approach to promoting workers' rights. Furthermore, our results indicate that promoting codes of conduct has negative interactive effects on global agreements. Based on these results, we argue that the current focus on codes of conduct is counterproductive for the promotion of workers' rights. (shrink)

Ethical dilemmas are inescapable components of business negotiations. It is thus important for negotiators to understand the differences in what is ethically appropriate and what is not. This study explores the cross-cultural differences in business ethics between Canada and China by examining the perceived appropriateness of five categories of ethically questionable strategies often used in business negotiations. The results show that the Chinese are more likely to consider it appropriate to use ethically inappropriate negotiation strategies, but the (...) impact of cultural values on ethically inappropriate negotiation strategies is much stronger in Canada than in China when negotiators choose to use these strategies. In addition, there are more gender differences in Canada, where men are more likely to consider it appropriate to use ethically questionable strategies in all five categories than women; while in China no gender differences are found in the perceived appropriateness of using these strategies in all but one category. Implications are also discussed along with potential future research directions. (shrink)

A significant issue facing communicators in the current multicommunicative environment is securing the attention of potential audience members who are likely to be engrossed in their digital devices. The theory of attentional social presence suggests that communicators secure their attention using one of four types of social presence—budgeted, competitive, entitled, and invitational. In this essay, the theory of attentional social presence is extended by identifying strategies interactants use to resolve misalignments in expected or preferred types of social presence. The (...) research design involved interviews with 32 individuals about their experiences with misalignment in attentional social presence. Transcripts of the interviews were coded following the qualitative approach of grounded theory. Three primary strategies emerged from the analysis—prescribing to eliminate misalignment, rationalizing to overlook misalignment, and co-creating to resolve misalignment. Understanding various methods for negotiating mismatches among chosen types of social presence will allow communicators to create more satisfying and productive interactions. (shrink)

Research has shown that negotiators sometimes misrepresent their emotions, and communicate a different emotion to opponents than they actually experience. Less is known about how people evaluate such negotiation tactics. Building on person perception literature, we investigated in three preregistered studies (N = 853) how participants evaluate negotiators who deceptively (vs. genuinely) communicate anger or happiness, on the dimensions of morality, sociability, and competence. Study 1 employed a buyer/seller setting, Studies 2 and 3 employed an Ultimatum Bargaining Game (UBG). (...) In all studies, participants learned a negotiator’s (the target’s) experienced and communicated emotions (anger or happiness), before evaluating the target. Across studies, targets were evaluated lower on morality if they deceptively (vs. genuinely) communicated anger or happiness. Notably, negotiators deceptively communicating anger were evaluated lower on morality and sociability but higher on competence than those deceptively communicating happiness. Studies 2 and 3 investigated behavioral consequences by examining whether in a future negotiation participants chose the target to be their opponent or representative. Results showed that for opponents, participants preferred targets who genuinely communicated happiness (vs. anger), which was associated with their perceived morality or sociability. For representatives, participants not only preferred targets who had genuinely communicated happiness (vs. anger), but also targets who had deceptively communicated anger (vs. happiness), which was associated with their perceived competence. These findings show that when evaluating deceptive (vs. genuine) communication strategies, people distinguish between morality, sociability, and competence. The importance they attach to these dimensions is also contingent on the behavioral decisions they face. (shrink)

New institutions of indigenous governance will be the product of negotiations, negotiations that will take place against a background of colonial structures and relationships. Having examined the challenges of structuring a negotiation process that takes due account of pre-existing cultural and power differences between the parties, the author analyzes the significance of their choice of negotiation strategy on the negotiation process and outcome. In particular, this paper reflects on the promise and limitations of the parties’ adopting interest-based, (...) or “integrative”, negotiation strategies and the potential for fruitful entanglements between those strategies and indigenous diplomatic traditions. (shrink)

This article explores precarity as a conceptual framework to understand the intersection of migration and low-waged work in the global south. Using a case study of cross-border migrant domestic workers in South Africa, I discuss current debates on framing and understanding precarity, especially in the global south, and test its use as a conceptual framework to understand the everyday lived experiences and strategies of a group that face multiple forms of exclusion and vulnerability. I argue that a form of (...) negotiated precarity, defined as transactions which provide opportunities for survival but also render people vulnerable, can be a useful way to make sense of questions around legality and formality in the context of poorly protected work, insecure citizenship and social exclusion. Precarity as a negotiated strategy shows the ways in which people interact with systems and institutions and foregrounds their agency. But it also illustrates that the negative outcomes inherent in more traditional notions of precarity, expressed in physical and economic vulnerability, and discrimination in employment relations, mostly hurt the poor. This suggests the importance of an intersectional approach to understanding precarity in labour migration studies. (shrink)

The paper introduces a concept of a ‘negotiated space’ to describe university researchers’ attempts to balance pragmatically, continually and dynamically over time, their own agency and autonomy in the selection of research topics and pursuit of scientific research to filter out the explicit steering and tacit signals of external research funding agencies and university strategies and policies. We develop this concept to explore the degree of autonomy researchers in fact have in this process and draw on semi-structured interview material (...) with research group leaders in Finland and the UK, in the former in seven research fields, in the latter in two fields. First, the analysis reveals that topic selection is strongly filtered by the intra-scientific factors. In topic selection researchers have more leeway, a broader negotiated space than in research content, that is, in the ways in which they pursue their research, which are more affected by funding opportunities and other contextual matters. Second, the ways which affect researchers’ agency include individual- and more aggregate-level acts and factors: at the individual level, researchers resort to different strategies to create a negotiated space, but at the more aggregate level field-specific factors play a role. In fields with multiple funding opportunities, which we call ‘shopping mall’ fields, researchers can have a broader negotiated space than in fields where funding is more based on ‘lottery’. In the latter, the researchers’ negotiated space is narrow and contingent on the outcome of the funders’ decisions. (shrink)

Social context shapes negotiators’ actions, including their willingness to act unethically. We use a simulated negotiation to test how three dimensions of social context—dyadic gender composition, negotiation strategy, and trust—interact to influence one micro-ethical decision, the use of deception. Deception in all-male dyads was relatively unaffected by trust or the other negotiator’s strategy. In mixed-sex dyads, negotiators consistently increased their use of deception when three forms of trust were low and opponents used an accommodating strategy. However, in all-female (...) dyads, negotiators appeared to use multiple and shifting reference points in deciding when to deceive the other party. In these dyads, the use of deception increased when a competitive strategy combined with low benevolence-based trust or an accommodating strategy combined with high identity-based trust. Deception in all-female dyads decreased when a competitive strategy was used in the context of low deterrence-based trust. (shrink)

Narratives of artificial intelligence frame public perceptions and expectations, and have a performative role, potentially leading to increased attention and resource allocation, acceptance of AI, or resistance to the technology. However, research on AI narratives frequently produces generalized and decontextualized accounts. This paper argues for closer examination of the specific processes that shape AI narratives in particular contexts. To explore this, nine AI-related exhibitions held in German museums from 2022 to 2023 were analyzed. The study draws on interviews with curatorial (...) teams and exhibition materials to investigate what narratives of AI museums are formed and how those relate to the dominant AI narratives described in previous research. It is shown that curators are critical of dominant AI narratives and aim to deconstruct common myths and present more nuanced portrayals of AI. Yet, they also face challenges in balancing this critical stance with the need for creating engaging, accessible exhibitions. The analysis reveals that while some curatorial strategies successfully counter AI stereotypes, others fail or inadvertently reproduce mainstream imaginaries. Curators discover that avoiding problematic understandings of AI in the way they had initially intended is challenging or even impossible. In other cases, when elements of mainstream AI discourse resurface in museum exhibits despite the critical stance of the curators, they remain unexamined, or are regarded as insignificant and inconsequential. (shrink)

This article argues that localizing access – a general ethical principle – is a workable strategy that can be used in approaching participants in qualitative research across disciplines and in coping with respective institutional practices in order to collect meaningful data. This article is based on the autobiographical, lived experiences of the authors during the period of their data collection in Cameroon in 2013 and 2015, by the second and first author, respectively. Therefore, generalization across a broader context is somewhat (...) restricted, and a closer analysis of specific cultural and situational realities is needed. The article addresses two main objectives, that is, to identify factors that inhibit and factors that facilitate access to individuals and institutions. To this end, the article employs self-reflexivity and provides valuable explanations on the workability of applying skills of negotiating access in a local cultural context. (shrink)

The paper investigates Maurice Merleau-Ponty’s discussion of body and space and Gilles Deleuze’s reading of Francis Bacon’s work, in order to derive a renegotiated interrelation between habitual body, phenomenal space, preferential plane and constructive line. The resulting system is ap- plied as a filter to understand the sartorial fashion of Rei Kawakubo and Hussein Chalayan and their potential as a spatial prosthesis: the operative third skin. If the evolutionary nature of culture demands a constant change, how does the surface of (...) a third skin, which embodies the generative of stable/ unstable, respond to changes of context? The fleeting, shifting conditions of contemporary culture/ lifestyle rely upon, result in, and reflect one constant, change: change of working conditions, family structures, modes of inhabitation, relation networks, of userprofile and identity, of social and territorial boundaries. We occupy the shift- ing spatial parameters of a transitional supermodern environment. Culture, as enacted or embodied through each of these fields, is regulated by a number of abstract and factual variables that interplay constantly: time, space, movement, surface, individual, and data. Elizabeth Grosz argues that culture is an evolutionary effect: it regenerates itself in order to ensure the survival of the species. Each “prosthetic” expression of culture – language, fashion, architecture, etc. – changes repeatedly. Here change is not an end in itself, but a means. And the most successful prosthesis may not be the one that is able to answer the largest number of challenges, but one which itself undergoes a process of learning, self-modification, and differentiation – in short, a process of evolution. Any prosthesis is by nature an extension of the body. In the case of architecture and fashion the prosthesis addressing change is most often external to the body – a “cultural fur” or a surface phenomenon, that is, a highly profiled supplementary skin. As with all prostheses, their respective life-span depends on their ability to reflect a change in context and value systems. They are adapted or updated, if not, they vanish. Any situation of change is processed as a differentiation between the actual and the virtual of a given context. Grosz identifies distinctions between the actual and virtual, the real and the possible: the possible is a preformed real that has not yet received its final materiality, and thus delineates a range of options of becoming. The real is the blueprint of the possible, negotiated by factual limitations, and it is conjoint with the actual through a process of differentiation and divergence. The virtual comprises alternate variations of the actual, it defines a realm of deviation from the blueprint. In order to be responsive to change, the balance between the actual and virtual thus must be rendered unstable: “The virtual requires the actual to diverge, to differentiate itself, to proceed by way of division and disruption, forging modes of actualisation that will transform this virtual into others unforeseen or uncontained within it.” 4 The integration of the virtual allows a re-ordering of the blueprint, a return to the crossroad of possibilities, unlimiting and processing an alternative real, and establishing a state of continual change. A repeated change – not as a choice between a number of options but as a gradual process – marks the moment of evolution, and requires a dynamic system. Such a dynamic can be rendered as an adaptable, flexible, modular, mobile, or morphing system of change. The key lies with the fluency and ability of adaptation for the proposed differentiation between actual and virtual – thus it is an elastic change that is required. The nature of this elasticity is encoded in a repeated repositioning of the variables: a constant fine-tuning of a maximum number of parameters that engineer, alter and define the blueprint. When looking for a dynamic system that incorporates a transformation of skin or space, we are in search of dynamics through an operative surface, controlled by means of the constructive line. Both operative surface and constructive line are generative methods for the formation and form finding of the second and third skin of sartorial fashion and architecture respectively, as they both produce inhabitable or wearable envelopes with a specific responsiveness. Both professions share communication, coding and signage, form information programs, pattern charts, volume outlines, texture fields, surface operations, and implement electronic or digital extensions. In both, the constructive line shapes the surface twice: before production and in operation. The surface demarcates space, spatial envelope, enclosing garment, field of action. In which way can an operative system of the surface with stable/ unstable conditioning generate a phenomenological or evolutionary change in the reconstruction of body and context? How do time, space, movement, surface, individual and data interact in this framework? What is the impact of surface strategies and constructive line on that system? (shrink)

The Art of War application to education is about solving problems to improve student and school success. The Art of War describes the significance of a leader and his knowledge and prudent application of the strategies. At the core of theses strategies is the non-negotiable moral purpose of the leader to be reinforced by other fine qualities as wisdom, commitment, discipline, and courage.

Since the 1980s, Christianity in Europe has undergone major changes which apply mostly to both the ritual and leadership style. The former stands for religious practices focused on evoking supernatural phenomena whose emergence aims to empower an individual to take a particular action whereas the latter concerns efficient management, based on the modus operandi typical of the corporate environment. John Wimber and Charles Peter Wagner are claimed to have been the key figures responsible for the aforementioned shift. Wimber introduced the (...) so-called Signs and Wonders Movement, followed by a world-famous preaching strategy known as power evangelism. He gave rise to the birth of the Third Wave Pentecostalism, also recognized as Neo-Pentecostalism. Wagner on the other hand, initiated the New Apostolic Reformation (NAR), that is, a theological belief and movement at the same time whose core themes include transforming societies through strategic-level spiritual warfare (SLSW) and in consequence, advancing the kingdom of God. Interestingly, those two approaches complement each other what can be observed when exploring the discourse. The principal objective of this study is to investigate how the present-day Polish and Italian evangelists following the strategy of power evangelism negotiate attitudes and how it affects recipients’ self-image. Data were collected by means of participant observation, surveys as well as written and spoken text analysis. (shrink)

This book is the result of intensive and continued discussions about the social role of language and its conceptualisations in societies other than Northern (European-American) ones. Language as a means of expressing as well as evoking both interiority and community has been in the focus of these discussions, led among linguists, anthropologists, and Egyptologists, and leading to a collection of essays that provide studies that transcend previously considered approaches. Its contributions are in particular interested in understanding how the attitude of (...) the individual towards societal processes and strategies of norming is negotiated emotionally, and how individual interests and attitudes can be articulated. Discourses on public spaces are in the focus, in order to analyse those strategies that are employed to articulate dissent (for example, in the sense of face-threatening acts). This raises a number of questions on the spatial and public situatedness of emotions and language: How is the public space dealt with and reflected in language as property, heritage, and as a part of ascribed identities? Which role do emotions play in this space? How is emotion employed there as part of place making in relation to identity constructions? What is the connection between emotion, performance and emblematic spaces and places? Which opportunities of the violation of norms and transgression do such public spaces offer to actors and speakers? These questions intend to address the communicative representation of core cultural processes and concepts. (shrink)

The recently extinct thylacine, endemic to Australia, has become a potent cultural icon in the state of Tasmania, with implications for Australian ecotourism and Tasmanian conservation strategies. While the thylacine's iconicity has been analyzed by naturalists and cultural historians, its significance in Tasmanian tourism has yet to be examined. Thylacine representations in tourism-related writings and images, because of their high degree of ambivalence, function as a rich site of conflicting values regarding national identity and native species protection. Drawing on (...) cultural studies of the thylacine and constructivist theories of tourism, this study identifies and documents three polarities in thylacine representation: the thylacine as wild yet domesticated, present yet absent, and an Australian national—yet distinctly regional—subject. A close reading of contradictory textual and visual elements in tourist guides, travel writing, specialized maps, and museum exhibits illuminates ongoing debates about Australian econationalism in the global tourism economy. (shrink)

Two correlational studies tested whether personality differences in empathy and perspective taking differentially relate to disapproval of unethical negotiation strategies, such as lies and bribes. Across both studies, empathy, but not perspective taking, discouraged attacking opponents' networks, misrepresentation, inappropriate information gathering, and feigning emotions to manipulate opponents. These results suggest that unethical bargaining is more likely to be deterred by empathy than by perspective taking. Study 2 also tested whether individual differences in guilt proneness and shame proneness inhibited (...) the endorsement of unethical bargaining tactics. Guilt proneness predicted disapproval of false promises and misrepresentation. Empathy did not predict disapproval of false promises when guilt proneness was included in the analysis. The comparatively private nature of the sin of false promises suggests that private ethical breaches are more likely to be deterred by anticipated guilt, while ethical breaches with clear interpersonal consequences are more likely to be deterred by empathy. (shrink)

As international trade and business opportunities grow globally, insight into trading partners’ strategies is essential. One of the major strategies that impact trading partners’ relationships is negotiation strategy employed by each partner. These strategies assume even greater importance when these strategies have ethical content. This study examines the effects of marketing executives’ preferred ethical ideologies, opportunism and Machiavellianism on their perceived appropriateness of unethical negotiation tactics. Utilizing a sample of 995 marketing executives from six (...) countries, cluster analysis and multivariate analysis of variance revealed two types of marketing negotiators: principled and corrupt negotiators. Corrupt negotiators tend to be more Machiavellian, more relativist, more opportunistic and less idealistic than their principled counterparts. Principled negotiators tend to perceive unethical negotiation tactics less favorably than their corrupt counterparts. Implications of these results for practitioners and directions for future research are discussed. (shrink)

This paper defends a particular view of explaining reasonable disagreement: the Conceptual View. The Conceptual View is the idea that reasonable disagreements are caused by differences in the way reasonable people use concepts in a cognitive process to make moral and political judgements. But, that type of explanation is caught between either an explanatory weakness or an unparsimonious and potentially self-undermining theory of concepts. When faced with deep disagreements, theories on the Conceptual View either do not have the resources to (...) explain them, or can only explain them by committing to a completely new theory of concepts where all moral and political concepts are a unique type of concept. This paper shows how the Conceptual View can avoid this dilemma by adopting what I dub the ‘Metalinguistic Strategy’ for explaining reasonable disagreement. The Metalinguistic Strategy uses recent innovations in the philosophy of language on metalinguistic negotiation to explain reasonable disagreements whether they be ordinary or deep disagreements as genuine disagreements whilst maintaining our ordinary ideas about concepts. (shrink)

Meetings are complex institutional events at which participants recurrently negotiate institutional roles, which are oriented to, renegotiated, and sometimes challenged. With a view to gaining further understanding of the ongoing negotiation of roles at meetings, this article examines one specific recurring feature of meetings: the act of proposing future action. Based on microanalysis of video recordings of two-party strategy meetings, the study shows that participants orient to at least two aspects when making proposals: 1) the acceptance or rejection of (...) the proposal; and 2) questions of entitlement: who is entitled to launch a proposal, and who is entitled to accept or reject it? The study argues that there is a close interrelation between questions of entitlement, aligning and affiliating moves, and the negotiation of institutional roles. The multimodal analysis also reveals the use of various embodied practices by participants for the local negotiation of entitlement and institutional roles. (shrink)

This paper argues that most conceptualizations of citizenship limit the purview of the discourse to static categories. ‘Citizenship’ is commonly seen as an ideal type, presuming a largely legal relationship between an inidividual and a single nation-state – more precisely only one type of nation-state, the advanced capitalist post-war model. Alternatively, we suggest a re-conceptualization of citizenship as a negotiated relationship, one which is subject therefore to change, and acted upon collectively within social, political and economic relations of conflict. This (...) dynamic process of negotiation takes place within a context which is shaped by gendered, racial and class structures and ideologies; it also involves international hierarchies among states. Citizenship is therefore negotiated on global as well as national levels. This conceptualization is demonstrated by way of identifying one particular set of experiences of negotiated citizenship, involving foreign domestic workers in Canada. As non-citizens originating from Third World conditions, this is a case involving women of colour workers, highly prone to abusive conditions, and under the direction of employers who are more affluent First World citizens and predominantly white women. Original survey data based on interviews with Caribbean and Filipino domestic workers in Canada are used to demonstrate the varied, creative and effective strategies of two distinctive groups of non-citizens as they attempt to negotiate citizenship rights in restrictive national and international conditions. (shrink)

The force of globalization has greatly challenged people’s conceptualization of national identity. The traditional definition of national identity as being distinct, stable and generated by such internal factors as ethnic, religion, citizenship and so on, has been replaced by the understanding that national identity is invested with more dynamic and complex features and is actually constructed differently in different situations. By following Van Dijk’s socio-cognitive perspective in critical discourse analysis and drawing on the 47 news reports collected on the websites (...) of People’s Daily Online and Xinhuanet, this study explores how China’s national identities are negotiated in its news reports of the Sino-US trade war. It is found that China’s news reports have constructed three types of Sino-US relations, namely, antagonistic, negotiatory and cooperative relations. Out of these relations, China has been constructed as victim of the trade war, defender of free trade, driver for negotiations and beneficiary of mutual cooperation. The construction of these identities and relations is realized through constructive, destructive, justification and transformation strategies. It is further found that the diversity of both China’s national identities and Sino-US relations in China’s news reports is the result of the political, social and economic differences between the two countries. (shrink)

Safe stair negotiation is an everyday task that children with developmental coordination disorder are commonly thought to struggle with. Yet, there is currently a paucity of research supporting these claims. We investigated the visuomotor control strategies underpinning stair negotiation in children with and without DCD by measuring kinematics, gaze behavior and state anxiety as they ascended and descended a staircase. A questionnaire was administered to determine parents' confidence in their child's ability to safely navigate stairs and their (...) child's fall history. Kinematics were measured using three-dimensional motion capture, whilst gaze was measured using mobile eye-tracking equipment. The parents of DCD children reported significantly lower confidence in their child's ability to maintain balance on the stairs and significantly more stair-related falls in the previous year compared to the parents of typically developing children. During both stair ascent and stair descent, the children with DCD took longer to ascend/descend the staircase and displayed greater handrail use, reflecting a more cautious stair negotiation strategy. No differences were observed between groups in their margin of stability, but the DCD children exhibited significantly greater variability in their foot-clearances over the step edge, which may increase the risk of a fall. For stair descent only, the DCD children reported significantly higher levels of state anxiety than the TD children and looked significantly further along the staircase during the initial entry phase, suggesting an anxiety-related response that may bias gaze toward the planning of future stepping actions over the accurate execution of an ongoing step. Taken together, our findings provide the first quantifiable evidence that safe stair negotiation is a significant challenge for children with DCD, and that this challenge is reflected by marked differences in their visuomotor control strategies and state anxiety levels. Whilst it is currently unclear whether these differences are contributing to the frequency of stair-related falls in children with DCD, our findings pave the way for future research to answer these important questions. (shrink)

Although moral relativists often appeal to cases of apparent moral disagreement between members of different communities to motivate their view, accounting for these exchanges as evincing genuine disagreements constitutes a challenge to the coherence of moral relativism. While many moral relativists acknowledge this problem, attempts to solve it so far have been wanting. In response, moral relativists either give up the claim that there can be moral disagreement between members of different communities or end up with a view on which (...) these disagreements have no “epistemic significance” because they are always faultless. This paper introduces an alternative strategy: accounting for disagreement in terms of “metalinguistic negotiation”. It argues that this strategy constitutes a better solution to the challenge disagreement poses for moral relativists because it leads to a nuanced understanding of the epistemic significance of moral disagreement between members of different communities. The upshot is a novel account of disagreement for moral relativists that has consequences for how moral relativism should be understood. (shrink)

Decision-making is an integral part of business meetings in an organization. Research has suggested that a participant’s engagement in the decision-making process has direct relevance to his or her role in the team or organization. This study extends the investigation of communicative behavior in decision-making to a special meeting setting where all participants assume similar organizational roles and where there is no designated chair. In particular, it draws on conversation analytic methods and a recently developed framework of participant roles to (...) examine discursive strategies and discourse roles on a moment-by-moment basis in the process of consensus negotiation. Findings show that participants’ choices of discursive strategies and the display of discourse roles vary as the discussion proceeds. A limited range of discursive strategies and discourse roles are identified when the discussion fails to lead to consensus. Our analysis also suggests that certain discourse roles appear to have a greater impact on reaching consensus decisions. (shrink)

This article is part of a larger study on teachers’ co-construction of social support on a social networking site. The aim of this article is to elucidate how a topic introduced in the Facebook Status updates are negotiated with/by Friends through the Comment function. Adopting discourse topic management as its theoretical framework, the article presents the findings related to topical action of continuing topic observed in the Comments on Timelines, which reflects the strong presence of support on the site in (...) the sense that Friends show their interest in taking up the topic. The analysis shows that strategies for continuing topics in face-to-face conversations are creatively employed by teachers on Timelines and this leads to the emergence of unique characteristics of this new mode of online interaction. In this respect, this article contributes to the expansion of discourse topic theory by highlighting the characteristics of Timeline conversations that emerged from the analysis of topic continuation. (shrink)

In debates over abortion, the foetus and the woman have been continually positioned as antagonists. Given the stakes involved in such debates about personal integrity, individual responsibility, life and death, it is no wonder that many radical feminist authors have concentrated on refocusing the attention on women and away from the disembodied foetus. Such writers have worked hard to decode and deconstruct the public foetus in our midst and have mobilized interpretative tools such as cultural criticism to contextualize the production (...) and consumption of foetal images. Barbara Duden's book, The Public Foetus, is an important and interesting contribution to this effort, which is still taken up by authors writing in this field. Duden's strategy is to seek to remind us (and in particular those who are involved in reproductive medicine) that pregnancy is concentrated in the embedded pregnant woman rather than the disembodied ‘public foetus’ and she attempts to retrieve the embodied woman as the site of pregnancy through what Michaels has termed a ‘fetal disappearing act’. While this may create as many problems for women as it resolves, I would argue that, while the ‘public foetus’ continues to loom large in the politics of abortion and women's positions in relation to the new reproductive technologies remain contested, Duden's work remains important in the continuing debate about how women's reproductive freedom can be continually re-negotiated and re-established. (shrink)

The article argues that the work of literary theorist Mikhail M. Bakhtin presents a starting point for thinking about the instrumentalization of climate change. Bakhtin’s conceptualization of human–world relationships, encapsulated in the concept of ‘cosmic terror’, places a strong focus on our perception of the ‘inhuman’. Suggesting a link between the perceived alienness and instability of the world and in the exploitation of the resulting fear of change by political and religious forces, Bakhtin asserts that the latter can only be (...) resisted if our desire for a false stability in the world is overcome. The key to this overcoming of fear, for him, lies in recognizing and confronting the worldly relations of the human body. This consciousness represents the beginning of one’s ‘deautomatization’ from following established patterns of reactions to predicted or real changes. In the vein of several theorists and artists of his time who explored similar ‘deautomatization’ strategies – examples include Shklovsky’s ‘ ostranenie’, Brecht’s ‘ Verfremdung’, Artaud’s emotional ‘cruelty’ and Bataille’s ‘base materialism’ – Bakhtin proposes a more playful and widely accessible experimentation to deconstruct our ‘habitual picture of the world’. Experimentation is envisioned to take place across the material and the textual to increase possibilities for action. Through engaging with Bakhtin’s ideas, this article seeks to draw attention to relations between the imagination of the world and political agency, and the need to include these relations in our own experiments with creating climate change awareness. (shrink)

The cognitive hierarchy model is an approach to decision making in multi-agent interactions motivated by laboratory studies of people. It bases decisions on empirical assumptions about agents’ likely play and agents’ limited abilities to second-guess their opponents. It is attractive as a model of human reasoning in economic settings, and has proved successful in designing agents that perform effectively in interactions not only with similar strategies but also with sophisticated agents, with simpler computer programs, and with people. In this (...) paper, we explore the qualitative structure of iterating best response solutions in two repeated games, one without messages and the other including communication in the form of non-binding promises and threats. Once the model anticipates interacting with sufficiently sophisticated agents with a sufficiently high probability, reasoning leads to policies that disclose intentions truthfully, and expect credibility from the agents they interact with, even as those policies act aggressively to discover and exploit other agents’ weaknesses and idiosyncrasies. Non-binding communication improves overall agent performance in our experiments. (shrink)

This article draws upon thirteen months of ethnographic research in a Chicago pawnshop to show how prices of objects in pawnshops are actively, socially negotiated using what I term discursive strategies of valuation. Three kinds of discursive strategies of valuation emerge repeatedly in the data: a. references to the specific material attributes of the objects, b. references to the unique biographical histories of the objects, c. reference to the financial need and (relative) social positioning of the customer involved (...) in the negotiation. Examining these strategies reveals the relationship between socially contingent and culturally constructed perceptions of value and the production of price. I find that rhetorical strategies can and do affect price, within limits. Perhaps most surprisingly, the data show that discursive strategies emphasizing a lower socio-economic status can inflate the value, and ultimately the price, of an object during negotiations. (shrink)

This study explores building code negotiation between straw bale advocates’ ecology-oriented values and health and safety values that underlie building codes in general by focusing on how values and ethics are articulated and embodied in practice and discourse in the two states where straw bale building standards were first initiated. The local, contingent nature of interactions, grounded in particular practices, material culture, and written and visual texts in which values were embedded, coupled with organizational factors contributed to strategies (...) for a prescriptive code in Arizona and for a performance code in New Mexico. Examination of situated practice in standards development for unconventional materials that may not fit well with practices based on conventional technologies sheds light on how norms associated with the ethics of safe building are enmeshed in existing practice where they can be taken for granted as ethical absolutes and illustrates the kinds of insights available through paying attention to ethics in practice. (shrink)

How do technically-skilled women negotiate the male-dominated environments of technology firms? This article draws upon interviews with female programmers, technical writers, and engineers of diverse racial backgrounds and sexual orientations employed in the San Francisco tech industry. Using intersectional analysis, this study finds that racially dominant women, who identified as LGBTQ and presented as gender-fluid, reported a greater sense of belonging in their workplace. They are perceived as more competent by male colleagues and avoided microaggressions that were routine among conventionally (...) feminine, heterosexual women. We argue that a spectrum of belonging operates in these occupational spaces dominated by men. Although white and Asian women successfully navigated workplace hostilities by distancing themselves from conventional heterosexual femininity, this strategy reinforces inequality regimes that privilege male workers. These findings provide significant theoretical insights about how race, sexuality, and gender interact to reproduce structural inequalities in the new economy. (shrink)

This paper explores how power relations are enacted and negotiated in the largely under-researched non-hierarchal leadership constellation of distributed leadership. Drawing on more than 300 hours of audio-recorded interactions of a corpus of interdisciplinary research group meetings, we analyse how members of a team that does not have an officially assigned leader or chair regularly draw on teasing thereby enacting and reflecting, as well as sometimes challenging existing power relations. Findings show that the highly ambiguous discursive strategy of teasing enables (...) all members, regardless of their official role or position, to contribute to the team’s leadership performance. However, findings also show that although teasing has the potential to facilitate more collaborative approaches to leadership, the ways in which power is actually enacted in our data resembles more traditional hierarchical leadership constellations. (shrink)

We need to acknowledge that the members of most modern societes adhere to different and partially contradictory moral convictions which to overcome we yet don’t have the intellectual means. Since such convictions typically include opions about which moral rules should be established as laws there will be disagreement about the correct rules of law as well. The article investigates the possibilities to find a system of laws that all can accept on the basis of such moral pluralism. It develops six (...) steps and models for the required justification. As the final step has the form of a strategic negotiation the concluding section explores which forms of representation and which deviations from unanimity are acceptable within this procedural model of justification. (shrink)

The focus of this article is the conversational management of blaming and accountability. In particular, we explore how involved speakers routinely allocate and avoid blame in everyday talk. In considering such a problematic notion of social interaction, we analyse the BBC interview between Princess Diana and Martin Bashir that was aired on British national television on 20 November 1995. In the analysis, we consider how different discursive strategies are employed by speakers in ways that work up credible and authentic (...) accounts. More specifically, we argue that Diana attributes blame to external `others' within a negotiated context of routine description of past events. Categories such as `the media', `the royal household' and `Charles' are constructed and made relevant throughout the interview and the analytic interest is what is accomplished rhetorically for both Diana and Bashir. Of further interest is the overall script design of the interview and how devices such as script formulation, stake management, footing shifts and progressive narrative function in the negotiation of blame. We conclude that `doing blaming' is attended to and managed locally by participants in conversation and this `doing' can be accomplished in a number of ways. (shrink)

The family of decision analysis techniques can be applied effectively to support practical negotiators in international settings. These techniques are most appropriate in support of the prenegotiation phase, when parties are diagnosing the situation, assessing their own plans and strategies, and evaluating likely reactions and outcomes. The paper identifies how these approaches have and can be used to assist negotiation practitioners, offers a rationale for the application of decision analytic approaches in terms of the particular analytical requirements of (...) the prenegotiation period, suggests how these process-oriented tools can be integrated with substantive tools, and discusses ways in which these tools can be presented and delivered to practitioners in a practical and confidence-building manner. (shrink)

Some Pragmatist Themes in Hegel’s Idealism:Negotiation and Administration in Hegel’sAccount of the Structure and Content ofConceptual NormsRobert B. BrandomThis paper could equally well have been titled ‘Some Idealist Themes in Hegel’sPragmatism’. Both idealism and pragmatism are capacious concepts, encompassingmany distinguishable theses. I will focus on one pragmatist thesis and one ideal-ist thesis (though we will come within sight of some others). The pragmatistthesis (what I will call ‘the semantic pragmatist thesis’) is that the use of conceptsdetermines their content, that (...) is, that concepts can have no content apart from thatconferred on them by their use. The idealist thesis is that the structure and unityof the concept is the same as the structure and unity of the self. The semantic prag-matist thesis is a commonplace of our Wittgensteinean philosophical world. Theidealist thesis is, to say the least, not. I don’t believe there is any serious contem-porary semantic thinker who is pursuing the thought that concepts might best beunderstood by modelling them on selves. Indeed, from the point of view ofcontemporary semantics it is hard to know even what one could mean by such athought: what relatively unproblematic features of selves are supposed to illumi-nate what relatively problematic features of concepts? Why should we think thatunderstanding something about, say, personal identity would help us under-stand issues concerning the identity and individuation of concepts? From acontemporary point of view, the idealist semantic thesis is bound to appearinitially as something between unpromising and crazy.My interpretive claim here will be that the idealist thesis is Hegel’s way of makingthe pragmatist thesis workable, in the context of several other commitments andinsights. My philosophical claim here will be that we actually have a lot to learn fromthis strategy about contemporary semantic issues that we by no means see our wayto the bottom of otherwise. In the space of this essay, I cannot properly justify thefirst claim textually, nor the second argumentatively. I will confine myself of neces-sity to sketching the outlines and motivations for the complex, sophisticated, andinteresting view on the topic I find Hegel putting forward. (shrink)

ABSTRACT This article considers how five single mothers, who used adoption or donor conception to bring children into their lives, negotiate a persistent and pervasive discourse of ‘problematic single motherhood’ in their interview talk. Tactics of intersubjectivity (Bucholtz & Hall [2005]. Identity and interaction: A sociocultural linguistic approach. Discourse Studies, 7(4–5), 585–614.), especially the overlapping strategies of distinction, authorisation and illegitimation, are shown to be particularly salient for these parents, as they work to legitimise their routes to motherhood by (...) distancing themselves from widely stigmatised positions such as young motherhood, working-class motherhood and unplanned motherhood. I argue that these single women’s intersubjective positioning serves to protect them against stigma and discrimination, but often relies on the reproduction of other polarising and discriminatory discourses, which feed into idealised constructions of mothers as responsible, middle-class, and appropriately aged citizens. Overall, the analysis suggests that it is difficult for these single mothers to challenge the multiple and intersecting discriminatory discourses, ideals and stereotypes that converge in exclusionary and limiting constructions of single motherhood, whilst maintaining a recognisably legitimate social position for themselves. (shrink)

The overall oppressive effect on women's rights of religious fundamentalism has been well documented in the literature. When looking at women's resistance to fundamentalism, it is important to examine not only organized efforts but individual women's agency in subverting or co-opting these movements toward their own ends. Using a series of narratives, the authors discuss four strategies used by Iranian women to negotiate the patriarchal practices of Islamic fundamentalism. These women crafted agency by responding to the demands of family (...) and state through collaboration, acquiescence, co-optation, and subversion. Their narratives of agency show how some women negotiated the economic hardship and gender oppression brought on by the Iranian revolution and how these negotiations affected women's options when filtered through the rhetoric of Islamic fundamentalism. The purpose of the article is to contribute further to the feminist discourse that has moved beyond victimization narratives. (shrink)

Juxtaposing recent site-responsive art installations by artists Mame-Diarra Niang (b.1982, France) and Dineo Seshee Bopape (b.1981, South Africa), this article explores the various geographic, virtual and cultural spaces that the artists simultaneously inhabit in their respective practices. Through interviews with the artists and contextual analysis of their recent projects, one can begin to understand the complex strategies each artist brings to bear to communicate compellingly beyond standard conceptions of past, present and future. Particular attention will be paid to Niang’s (...) Dak’Art 2014 performance Éthéré, which offered a subtle yet trenchant critique of homophobia and related hate crimes in Senegal. Bopape’s aesthetic, meanwhile, exemplified in installations such as but that is not the important part of the story draws on references including slave rebellion and Shembe religious rites. This article will argue that their individual approaches in fact share a number of affinities that can prove revelatory in our understanding of black hauntology, mining the ways in which contemporary African artists alternately negotiate spaces – whether physical, virtual or recorded – and memory. (shrink)

Internet-enabled mobile devices expand the virtual spaces of Internet users. Mobile Internet users encounter continuous connectivity where they are not only always on but also always with the device. Users are presented with situations of continuous connected presence requiring them to deal with the overwhelming volume of virtual interaction. This study reports from a longitudinal study of 35 university students in Australia conducted in 2011/2012. Mobile tablet devices were given to participants who had never owned one before, to be observed (...) over a period of 1 year. By qualitatively exploring how users experience and negotiate with the added virtual space, this study found that while users benefit from continuous connectivity, they also adopt strategies to disconnect from the ubiquitous access especially when engaging in tasks that require undivided attention. New users go through adjustment by developing their own involvement shield strategies while experimenting with online colocation and copresence. (shrink)

Climate negotiations under the United Nations Framework Convention on Climate Change have so far failed to achieve a robust international agreement to reduce greenhouse gas emissions. Game theory has been used to investigate possible climate negotiation solutions and strategies for accomplishing them. Negotiations have been primarily modelled as public goods games such as the Prisoner’s Dilemma, though coordination games or games of conflict have also been used. Many of these models have solutions, in the form of equilibria, corresponding (...) to possible positive outcomes—that is, agreements with the requisite emissions reduction commitments. Other work on large-scale social dilemmas suggests that it should be possible to resolve the climate problem. It therefore seems that equilibrium selection may be a barrier to successful negotiations. Here we use an N-player bargaining game in an agent-based model with learning dynamics to examine the past failures of and future prospects for a robust international climate agreement. The model suggests reasons why the desirable solutions identified in previous game-theoretic models have not yet been accomplished in practice and what mechanisms might be used to achieve these solutions. (shrink)

The identity of lesbian-mother combines a marginalized identity with one of the most revered mainstream identities. With data collected through exploratory in-depth interviews from nine lesbian-mothers, the authors use symbolic interaction framework to explore the strategies that lesbian birth mothers and comothers employ to gain acceptance for their marginal-mainstream identities in their family networks. Respondents experienced varying levels of resistance from their social networks, with comothers being especially vulnerable due to their lack of both biological and legal substantiation. The (...) authors explore the process of identity negotiation in three realms of everyday experience: in relationships with extended families, in relations within the nuclear family, and in lesbian relationships that have ended. (shrink)