Search results for: negotiation

Authors: Livier Serna, Xavier Fischer, Fouad Bennis

Abstract:

In this paper, a decision aid method for preoptimization is presented. The method is called “negotiation", and it is based on the identification, formulation, modeling and use of indicators defined as “negotiation indicators". These negotiation indicators are used to explore the solution space by means of a classbased approach. The classes are subdomains for the negotiation indicators domain. They represent equivalent cognitive solutions in terms of the negotiation indictors being used. By this method, we reduced the size of the solution space and the criteria, thus aiding the optimization methods. We present an example to show the method.

Keywords: Optimization Model Reduction, Pre-Optimization, Negotiation Process, Class-Making, Cognition Based VirtualExploration.

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Authors: Christiono Utomo, Arazi Idrus, Isnanto, Annisa Nugraheni, Farida Rahmawati

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A Negotiation Support is required on a value-based decision to enable each stakeholder to evaluate and rank the solution alternatives before engaging into negotiation with the other stakeholders. This study demonstrates a process of negotiation support model for selection of a building system from value-based design perspective. The perspective is based on comparison of function and cost of a building system. Multi criteria decision techniques were applied to determine the relative value of the alternative solutions for performing the function. A satisfying option game theory are applied to the criteria of value-based decision which are LCC (life cycle cost) and function based FAST. The results demonstrate a negotiation process to select priorities of a building system. The support model can be extended to an automated negotiation by combining value based decision method, group decision and negotiation support.

Keywords: NSS, Value-based, Decision, Construction.

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Authors: Arazi Idrus, Christiono Utomo

Abstract:

This paper presents functionality of negotiation agent on value-based design decision. The functionality is based on the characteristics of the system and goal specification. A Prometheus Design Tool model was used for developing the system. Group functionality will be the attribute for negotiation agents, which comprises a coordinator agent and decision- maker agent. The results of the testing of the system to a building system selection on valuebased decision environment are also presented.

Keywords: Functionality, negotiation agent, value-baseddecision

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Authors: Claude Alavoine, Ferkan Kaplanseren

Abstract:

Negotiation is a specific form of interaction based on communication in which the parties enter into deliberately, each with clear but different interests or goals and a mutual dependency towards a decision due to be taken at the end of the confrontation. Consequently, negotiation is a complex activity involving many different disciplines from the strategic aspects and the decision making process to the evaluation of alternatives or outcomes and the exchange of information. While gender differences can be considered as one of the most researched topic within negotiation studies, empirical works and theory present many conflicting evidences and results about the role of gender in the process or the outcome. Furthermore, little interest has been shown over gender differences in the definition of what is negotiation, its essence or fundamental elements. Or, as differences exist in practices, it might be essential to study if the starting point of these discrepancies does not come from different considerations about what is negotiation and what will encourage the participants in their strategic decisions. Some recent and promising experiments made with diverse groups show that male and female participants in a common and shared situation barely consider the same way the concepts of power, trust or stakes which are largely considered as the usual driving forces of any negotiation. Furthermore, results from Human Resource self-assessment tests display and confirm considerable differences between individuals regarding essential behavioral dimensions like capacity to improvise and to achieve, aptitude to conciliate or to compete and orientation towards power and group domination which are also part of negotiation skills. Our intention in this paper is to confront these dimensions with negotiation’s usual driving forces in order to build up new paths for further research.

Keywords: Gender, negotiation, personality, power, stakes, trust.

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Authors: Christiono Utomo, Arazi Idrus

Abstract:

Value-based group decision is very complicated since many parties involved. There are different concern caused by differing preferences, experiences, and background. Therefore, a support system is required to enable each stakeholder to evaluate and rank the solution alternatives before engaging into negotiation with the other stakeholders. The support system is based on combination between value-based analysis, multi criteria group decision making based on satisfying options, and negotiation process based on coalition formation. This paper presents the group decision and negotiation on the selection of suitable material for a support bridge structure involving three decision makers, who are an estate manager, a project manager, and an engineer. There are three alternative solutions for the material of the support bridge structure, which are (a1) steel structure, (a2) reinforced concrete structure and (a3) wooden structure.

Keywords: Value-based, group decision, negotiation support, construction.

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Authors: Christiono Utomo, Arazi Idrus, Madzlan Napiah, Mohd. Faris Khamidi

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This paper presents a conceptual model of agreement options on negotiation support for civil engineering decision. The negotiation support facilitates the solving of group choice decision making problems in civil engineering decision to reduce the impact of mud volcano disaster in Sidoarjo, Indonesia. The approach based on application of analytical hierarchy process (AHP) method for multi criteria decision on three level of decision hierarchy. Decisions for reducing impact is very complicated since many parties involved in a critical time. Where a number of stakeholders are involved in choosing a single alternative from a set of solution alternatives, there are different concern caused by differing stakeholder preferences, experiences, and background. Therefore, a group choice decision support is required to enable each stakeholder to evaluate and rank the solution alternatives before engaging into negotiation with the other stakeholders. Such civil engineering solutions as alternatives are referred to as agreement options that are determined by identifying the possible stakeholder choice, followed by determining the optimal solution for each group of stakeholder. Determination of the optimal solution is based on a game theory model of n-person general sum game with complete information that involves forming coalitions among stakeholders.

Keywords: Agreement options, AHP, agent, negotiation, multicriteria, game theory, and coalition.

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Authors: Claude Alavoine

Abstract:

While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to different approaches of the relationship and also different orientations in term of strategy, techniques, tactics and arguments employed by the negotiators with related effects and in the end leading to different outcomes. The levels of honesty, trust and therefore cooperation are influenced not only by the uncertainty of the situation, the objectives, stakes or power but also by the orientation given from the very beginning of the relationship. When negotiation is reduced to a confrontation of power, participants rely on coercive measures, using different kinds of threats or make false promises and bluff in order to establish a more acceptable balance of power. Most of the negotiators have a tendency to complain about the unethical aspects of the tactics used by their counterparts while, as the same time, they are mostly unaware of the sources of influence of their own vision and practices. In this article, our intention is to clarify these sources and try to understand what can lead negotiators to unethical practices.

Keywords: competition, cooperation, ethics, negotiation, power

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Authors: Sri Ranjini Mei Hua, Vivian Hsueh-hua Chen

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The African Diaspora in Singapore (and larger Asia) is a topic that has received little scholarly attention and research. This exploratory study will analyze the changing identity of Africans throughout the process of cultural adaptation in Singapore. For the focus of this study, “black Africans" will be defined as any black Africans from sub-Saharan Africa who have lived in Singapore for at least six months. The dialectic relationship between Singaporean conceptions of black African identity and African self-consciousness will be analyzed from the perspective of black Africans so as to evaluate the impact of intercultural discourse on the evolution of the African identity in Singapore.

Keywords: African, Diaspora, identity negotiation, interculturalcommunication

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Authors: Costin Badica, Maria Ganzha, Maciej Gawinecki, Pawel Kobzdej, Marcin Paprzycki

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Recently, we have presented an initial implementation of a model agent-based e-commerce system, which utilized a simple price negotiation mechanism–English Auction. In this note we discuss how a Dutch Auction involving multiple units of a product can be included in our system. We present UML diagrams of agents involved in price negotiations and briefly discuss rule-based mechanism exemplifying Dutch Auction.

Keywords: e-commerce, rule-based price negotiation mechanism, Dutch Auction, agent system.

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Authors: Vahid Parvaresh, Zohre Kassaian, Saeed Ketabi, Masoud Saeedi

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This case study investigates the effects of reactive focus on form through negotiation on the linguistic development of an adult EFL learner in an exclusive private EFL classroom. The findings revealed that in this classroom negotiated feedback occurred significantly more often than non-negotiated feedback. However, it was also found that in the long run the learner was significantly more successful in correcting his own errors when he had received nonnegotiated feedback than negotiated feedback. This study, therefore, argues that although negotiated feedback seems to be effective for some learners in the short run, it is non-negotiated feedback which seems to be more effective in the long run. This long lasting effect might be attributed to the impact of schooling system which is itself indicative of the dominant culture, or to the absence of other interlocutors in the course of interaction.

Keywords: error, feedback, focus on form, interaction, schooling.

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Authors: Chiung-Hui Chen

Abstract:

With advancements in science and technology, the concept of the Internet of Things (IoT) has gradually developed. The development of the intelligent environment adds intelligence to objects in the living space by using the IoT. In the smart environment, when multiple users share the living space, if different service requirements from different users arise, then the context-aware system will have conflicting situations for making decisions about providing services. Therefore, the purpose of establishing a communication and negotiation mechanism among objects in the intelligent environment is to resolve those service conflicts among users. This study proposes developing a decision-making methodology that uses “Event Agents” as its core. When the sensor system receives information, it evaluates a user’s current events and conditions; analyses object, location, time, and environmental information; calculates the priority of the object; and provides the user services based on the event. Moreover, when the event is not single but overlaps with another, conflicts arise. This study adopts the “Multiple Events Correlation Matrix” in order to calculate the degree values of incidents and support values for each object. The matrix uses these values as the basis for making inferences for system service, and to further determine appropriate services when there is a conflict.

Keywords: Internet of things, intelligent object, event agents, negotiation mechanism, degree of similarity.

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Authors: Md. Masum Billah, Mohiuddin Ahmed, Soheli Farhana

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In modern day disaster recovery mission has become one of the top priorities in any natural disaster management regime. Smart autonomous robots may play a significant role in such missions, including search for life under earth quake hit rubbles, Tsunami hit islands, de-mining in war affected areas and many other such situations. In this paper current state of many walking robots are compared and advantages of hexapod systems against wheeled robots are described. In our research we have selected a hexapod spider robot; we are developing focusing mainly on efficient navigation method in different terrain using apposite gait of locomotion, which will make it faster and at the same time energy efficient to navigate and negotiate difficult terrain. This paper describes the method of terrain negotiation navigation in a hazardous field.

Keywords: Walking robots, locomotion, hexapod robot, gait, hazardous field.

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Authors: Juris Porozovs, Daina Voita, Anda Kauliņa, Toms Voits, Evita Vaļēviča

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Integrative teaching methodology is based on connecting and summarizing knowledge from different subjects in order to create better understanding of different disciplines and improvement of competences in general. Integrative teaching methodology was implemented and realised during one academic year in 17 Latvian schools according with specially worked out programme by specialists of different fields for adaptation in social environment of children and young people with learning, cognitive functions and motor disorders. Implemented integrative teaching methodology consisted from three subsections which were specialised for adaptation in social environment, improvement of cognitive functions and improvement and harmonization of personality. The results of investigation showed that the use of integrative teaching methodology is an effective way for improvement of learning motivation and negotiation of learning disorders of different age schoolchildren.

Keywords: Adaptation in social environment, integrative teaching methodology, learning disorders, learning motivation.

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Authors: Hooriya Sadr Dadras, Shiva Seyed Erfani

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Speaking skills merit meticulous attention both on the side of the learners and the teachers. In particular, accuracy is a critical component to guarantee the messages to be conveyed through conversation because a wrongful change may adversely alter the content and purpose of the talk. Different types of tasks have served teachers to meet numerous educational objectives. Besides, negotiation of meaning and the use of different strategies have been areas of concern in socio-cultural theories of SLA. Negotiation of meaning is among the conversational processes which have a crucial role in facilitating the understanding and expression of meaning in a given second language. Conversational strategies are used during interaction when there is a breakdown in communication that leads to the interlocutor attempting to remedy the gap through talk. Therefore, this study was an attempt to investigate if there was any significant difference between the effect of reasoning gap tasks and information gap tasks on the frequency of conversational strategies used in negotiation of meaning in classrooms on one hand, and on the accuracy in speaking of Iranian intermediate EFL learners on the other. After a pilot study to check the practicality of the treatments, at the outset of the main study, the Preliminary English Test was administered to ensure the homogeneity of 87 out of 107 participants who attended the intact classes of a 15 session term in one control and two experimental groups. Also, speaking sections of PET were used as pretest and posttest to examine their speaking accuracy. The tests were recorded and transcribed to estimate the percentage of the number of the clauses with no grammatical errors in the total produced clauses to measure the speaking accuracy. In all groups, the grammatical points of accuracy were instructed and the use of conversational strategies was practiced. Then, different kinds of reasoning gap tasks (matchmaking, deciding on the course of action, and working out a time table) and information gap tasks (restoring an incomplete chart, spot the differences, arranging sentences into stories, and guessing game) were manipulated in experimental groups during treatment sessions, and the students were required to practice conversational strategies when doing speaking tasks. The conversations throughout the terms were recorded and transcribed to count the frequency of the conversational strategies used in all groups. The results of statistical analysis demonstrated that applying both the reasoning gap tasks and information gap tasks significantly affected the frequency of conversational strategies through negotiation. In the face of the improvements, the reasoning gap tasks had a more significant impact on encouraging the negotiation of meaning and increasing the number of conversational frequencies every session. The findings also indicated both task types could help learners significantly improve their speaking accuracy. Here, applying the reasoning gap tasks was more effective than the information gap tasks in improving the level of learners’ speaking accuracy.

Keywords: Accuracy in speaking, conversational strategies, information gap tasks, reasoning gap tasks.

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Authors: Nopadol Burananuth

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This research was aimed to investigate (1) the relationship among local social movements, non-governmental Organization activities and state measures deployment; and (2) the effects of local social movements, non-governmental Organization activities, and state measures deployment on conflict of local people towards the Thai-Malaysian gas pipeline project. These people included 1,000 residents of the four districts in Songkhla province. The methods of data analysis consist of multiple regression analysis. The results of the analysis showed that: (1) local social movements depended on information, and mass communication; deployment of state measures depended on compromise, coordination, and mass communication; and (2) the conflict of local people depended on mobilization, negotiation, and campaigning for participation of people in the project. Thus, it is recommended that to successfully implement any government policy, consideration must be paid to the conflict of local people, mobilization, negotiation, and campaigning for people’s participation in the project.

Keywords: Conflict, NGO activities, social movements, state measures.

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Authors: A. Robbin

Abstract:

In a multilingual setting like Nigeria, the success of service encounters is enhanced by the use of a language that ensures the linguistic and persuasive demands of the interlocutors. This study examined motivations for code switching as a negotiation strategy in bank-hall desk service encounters in Ìbàdàn metropolis using Myers-Scotton’s exploration on markedness in language use. The data consisted of transcribed audio recording of bank-hall service encounters, and direct observation of bank interactions in two purposively sampled commercial banks in Ìbàdàn metropolis. The data was subjected to descriptive linguistic analysis using Myers Scotton’s Markedness Model.  Findings reveal that code switching is frequently employed during different stages of service encounter: greeting, transaction and closing to fulfil relational, bargaining and referential functions. Bank staff and customers code switch to make unmarked, marked and explanatory choices. A strategy used to identify with customer’s cultural affiliation, close status gap, and appeal to begrudged customer; or as an explanatory choice with non-literate customers for ease of communication. Bankers select English to maintain customers’ perceptions of prestige which is retained or diverged from depending on their linguistic preference or ability.  Yoruba is seen as an efficient negotiation strategy with both bankers and their customers, making choices within conversation to achieve desired conversational and functional aims.

Keywords: Markedness, bilingualism, code switching, service encounter, banking.

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Authors: Anant Oonsivilai, Kenedy A. Greyson

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The demand of the energy management systems (EMS) set forth by modern power systems requires fast energy management systems. Contingency analysis is among the functions in EMS which is time consuming. In order to handle this limitation, this paper introduces agent based technology in the contingency analysis. The main function of agents is to speed up the performance. Negotiations process in decision making is explained and the issue set forth is the minimization of the operating costs. The IEEE 14 bus system and its line outage have been used in the research and simulation results are presented.

Keywords: Agents, model, negotiation, optimal dispatch, powersystems.

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Authors: Arishai Akraudom

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The objective of this research was to study the themes of alcoholic beverage advertisements in Thailand after the enactment of the 2008 Alcoholic Beverage Control Act. Data was collected through textual analysis of 35 television and cinema advertisements for alcoholic beverage products broadcast in Thailand. Nine themes were identified, seven of which were themes that had previously been used before the new law (i.e. power, competition, friendship, Thainess, success, romance and safety) and two of which were new themes (volunteerism and conservation) that were introduced as a form of adaptation and negotiation in response to the new law.

Keywords: Alcoholic Beverage Control Act 2008, Alcohol Advertising, Analysis of Themes, Narrative Structure, Health Communication.

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Authors: R. Chalal, A. R. Ghomari

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Preparation and negotiation of innovative and future projects can be characterized as a strategic-type decision situation, involving many uncertainties and an unpredictable environment. We will focus in this paper on the bidding process. It includes cooperative and strategic decisions. Our approach for bidding process knowledge capitalization is aimed at information management in project-oriented organizations, based on the MUSIC (Management and Use of Co-operative Information Systems) model. We will show how to capitalize the company strategic knowledge and also how to organize the corporate memory. The result of the adopted approach is improvement of corporate memory quality.

Keywords: Bidding process, corporate memory, Knowledge capitalization, knowledge acquisition, strategic decisions.

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Authors: Malaw Ndiaye, Karim Konate

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Smart contracts are computer protocols that facilitate, verify, and execute the negotiation or execution of a contract, or that render a contractual term unnecessary. Blockchain and smart contracts can be used to facilitate almost any financial transaction. Thanks to these smart contracts, the settlement of dividends and coupons could be automated. Smart contracts have become lucrative and profitable targets for attackers because they can hold a great amount of money. Smart contracts, although widely used in blockchain technology, are far from perfect due to security concerns. Although a series of attacks are listed, there is a lack of discussions and proposals on improving security. This survey takes stock of smart contract security from a more comprehensive perspective by correlating the level of vulnerability and systematic review of security levels in smart contracts.

Keywords: Blockchain, bitcoin, smart Contract, criminal smart contract, security.

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Authors: Bilal Saeed Raja, M. Ali Iqbal, Imran Ihsan

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Extracting and elaborating software requirements and transforming them into viable software architecture are still an intricate task. This paper defines a solution architecture which is based on the blurred amalgamation of problem space and solution space. The dependencies between domain constraints, requirements and architecture and their importance are described that are to be considered collectively while evolving from problem space to solution space. This paper proposes a revised version of Twin Peaks Model named Win Peaks Model that reconciles software requirements and architecture in more consistent and adaptable manner. Further the conflict between stakeholders- win-requirements is resolved by proposed Voting methodology that is simple adaptation of win-win requirements negotiation model and QARCC.

Keywords: Functional Requirements, Non Functional Requirements, Twin Peaks Model, QARCC.

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Authors: S. R. Mohd Shukri, M. K. Mohd Shaukhi

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There have been many games developing simulation of soccer games. Many of these games have been designed with highly realistic features to attract more users. Many have also incorporated better artificial intelligent (AI) similar to that in a real soccer game. One of the challenging issues in a soccer game is the cooperation, coordination and negotiation among distributed agents in a multi-agent system. This paper focuses on the incorporation of multi-agent technique in a soccer game domain. The better the cooperation of a multi-agent team, the more intelligent the game will be. Thus, past studies were done on the robotic soccer game because of the better multi-agent system implementation. From this study, a better approach and technique of multi-agent behavior could be select to improve the author-s 2D online soccer game.

Keywords: Multi-Agent, Robotic Intelligent, Role Assignment, Formation.

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Authors: Mohamed Haffar, Loredana Perez

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Significant attention has recently been paid to the cross-cultural negotiations due to the growth of international businesses. Despite the substantial body of literature examining the influence of National Culture (NC) dimensions on negotiations, there is a lack of studies comparing the influence of NC in Latin America with a Western European countries, In particular, an extensive review of the literature revealed that a contribution to knowledge would be derived from the comparison of the influence of NC dimensions on negotiations in UK and Venezuela. The primary data was collected through qualitative interviews, to obtain an insight about the perceptions and beliefs of Venezuelan and British business managers about their negotiating styles. The findings of this study indicated that NC has a great influence on the negotiating styles. In particular, Venezuelan and British managers demonstrated to have opposed negotiating styles, affecting the way they communicate, approach people and their willingness to take risks.

Keywords: National culture, negotiation, international business, Venezula, UK.

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Authors: Asim Kumar Pal, Debabrata Nath, Sumit Chakraborty

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This paper presents an economic game for sybil detection in a distributed computing environment. Cost parameters reflecting impacts of different sybil attacks are introduced in the sybil detection game. The optimal strategies for this game in which both sybil and non-sybil identities are expected to participate are devised. A cost sharing economic mechanism called Discriminatory Rewarding Mechanism for Sybil Detection is proposed based on this game. A detective accepts a security deposit from each active agent, negotiates with the agents and offers rewards to the sybils if the latter disclose their identity. The basic objective of the detective is to determine the optimum reward amount for each sybil which will encourage the maximum possible number of sybils to reveal themselves. Maintaining privacy is an important issue for the mechanism since the participants involved in the negotiation are generally reluctant to share their private information. The mechanism has been applied to Tor by introducing a reputation scoring function.

Keywords: Game theory, Incentive mechanism, Reputation, Sybil Attack

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Authors: Rosie Borup, Hanifa Shah

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This paper aims to describe how student satisfaction is measured for work-based learners as these are non-traditional learners, conducting academic learning in the workplace, typically their curricula have a high degree of negotiation, and whose motivations are directly related to their employers- needs, as well as their own career ambitions. We argue that while increasing WBL participation, and use of SSD are both accepted as being of strategic importance to the HE agenda, the use of WBL SSD is rarely examined, and lessons can be learned from the comparison of SSD from a range of WBL programmes, and increased visibility of this type of data will provide insight into ways to improve and develop this type of delivery. The key themes that emerged from the analysis of the interview data were: learners profiles and needs, employers drivers, academic staff drivers, organizational approach, tools for collecting data and visibility of findings. The paper concludes with observations on best practice in the collection, analysis and use of WBL SSD, thus offering recommendations for both academic managers and practitioners.

Keywords: Student satisfaction data, work based learning, employer engagement, NSS.

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Authors: Yi-Chun Chang, Jian-Wei Li

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Web-based cooperative learning focuses on (1) the interaction and the collaboration of community members, and (2) the sharing and the distribution of knowledge and expertise by network technology to enhance learning performance. Numerous research literatures related to web-based cooperative learning have demonstrated that cooperative scripts have a positive impact to specify, sequence, and assign cooperative learning activities. Besides, literatures have indicated that role-play in web-based cooperative learning environments enhances two or more students to work together toward the completion of a common goal. Since students generally do not know each other and they lack the face-to-face contact that is necessary for the negotiation of assigning group roles in web-based cooperative learning environments, this paper intends to further extend the application of genetic algorithm (GA) and propose a GA-based algorithm to tackle the problem of role assignment in web-based cooperative learning environments, which not only saves communication costs but also reduces conflict between group members in negotiating role assignments.

Keywords: genetic algorithm (GA), role assignment, role-play; web-based cooperative learning.

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Authors: Anna Camille V. Flores

Abstract:

Comics in the Philippines has taken on many uses for the Filipino people. They have been sources of entertainment, education, and political and social commentaries. History has been witnessed to the rise and fall of Philippine comics but the 21^st century is seeing a revival of the medium and the industry. It is within this context that an inquiry about Filipino identity is situated. Employing the analytical framework of postcolonialism, particularly Homi K. Bhabha’s concepts of Hybridity and the Third Space, this study analyzes three contemporary Philippine comics, Trese, Filipino Heroes League, and Dead Balagtas. The study was able to draw three themes that represent how Filipinos inhabit hybrid worlds and hybridized identities. First, the third space emerged through the use of hybrid worlds in the comics. Second, (re)imagined communities are established through the use of intertextual signifiers. Third, (re)negotiated identities are expressed through visual and narrative devices such as the use of Philippine mythology, historical and contemporary contexts, and language. In conclusion, comics can be considered as Third Space where these identities have the agency and opportunity to be expressed and represented.

Keywords: Comics, hybridity and third space, Philippine comics, postcolonialism.

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Authors: Wim Dierckxsens, Andrés Piqueras

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Throughout its history, Capital has established a decisive form of discrimination that has effectively strengthened its power against Labor: discrimination between an endogenous labor force (integrated, with certain guarantees and rights in the capitalist nexus) and an exogenous labor force (yet to be incorporated or incorporated as ‘heterochthonous’, without such guarantees and rights). We refer to the historical incorporation of the exogenous population from the non-capitalist to the capitalist nexus (with the consequent replaceability of the endogenous labor force) as absolute mobility.

The more possibilities Capital has of accessing a population in the non-capitalist nexus and of being able to incorporate it through absolute mobility into the capitalist nexus, the greater its unilaterality or class domination. In contrast, when these possibilities run dry, Capital is more inclined towards reformism or negotiation.

However, this absolute mobility has historically been combined with relative mobility of the labor force, which includes various processes of which labor force migration is a fundamental component.

This paper holds that both types of mobility are at the core of class struggles.

Keywords: Absolute mobility, capital-labor antagonism, relative mobility, substitutability.

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Authors: Karin Hansson, Göran Cars, Mats Danielson, Love Ekenberg, Aron Larsson

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Within the realm of e-government, the development has moved towards testing new means for democratic decisionmaking, like e-panels, electronic discussion forums, and polls. Although such new developments seem promising, they are not problem-free, and the outcomes are seldom used in the subsequent formal political procedures. Nevertheless, process models offer promising potential when it comes to structuring and supporting transparency of decision processes in order to facilitate the integration of the public into decision-making procedures in a reasonable and manageable way. Based on real-life cases of urban planning processes in Sweden, we present an outline for an integrated framework for public decision making to: a) provide tools for citizens to organize discussion and create opinions; b) enable governments, authorities, and institutions to better analyse these opinions; and c) enable governments to account for this information in planning and societal decision making by employing a process model for structured public decision making.

Keywords: Negotiation games, Agenda setting, Multi-criteria decision analysis, Elicitation method.

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Authors: Júlia Szőke

Abstract:

Negotiating across cultures needs consideration as different cultures have different norms, habits and behavioral patterns. The significance of cross-cultural negotiations lies in the fact that many business relationships have already failed due to the lack of cultural knowledge. Therefore, the paper deals with cross-cultural negotiations in case of Hungarian business negotiators. The aim of the paper is to introduce the findings of a two-phase research conducted among Hungarian business negotiators. In the first phase a qualitative research was conducted to reveal the importance of cultural differences in case of cross-cultural business negotiations from the viewpoint of Hungarian negotiators, whereas in the second phase a quantitative one was conducted to figure out whether cultural stereotypes affect the way how the respondents negotiate with people coming from different cultures. The research found out that in case of Hungarian negotiators it is mostly the lack of cultural knowledge that lurks behind the problems and miscommunication occurring during the negotiations. The research also revealed that stereotypes have an influence on the negotiation styles of Hungarian negotiators. The paper concludes that culture and cultural differences must be taken into consideration in case of cross-cultural negotiations so that problems and misunderstandings could be avoided.

Keywords: Business, culture, negotiations, stereotypes.

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