Analysis of two-party salary negotiations: factos impeding a mutually-beneficial joint agreement

Business professionals were surveyed to explore both factors associated with negotiation propensity, as well as the strategies used by employees and employers in salary negotiations. The objective is to examine the factors that impede both pasties in reaching a mutually-beneficial joint agreement in salary negotiations. In order to achieve this objective, a review of the negotiations literature was conducted including both. Descriptive literature - present research finding and scientific theory which characterizes negotiation and examines the forces that determine it's course and outcome - as well as a review of the prescriptive literature - in order to develop practical advice given a description of hw negotiators behave. Research result show that, although there is general tendency for employers to leave room in the first offer for negotiation, employees rarely ask for more and generally accept the first offer. The sub-optimal outcome was partially a result of the employees' preferred strategies for negotiation salary: a soft approach focusing on compromised and maintaining the relationship. An analysis of the results combined with the literature explore, demonstrates that both parties exhibited a fixed-pie perspective, focusing on salary as the key issue, which impeded the search for integrative settlements and, mutually beneficial trade-offs.

On the use (fulness) of CGE modelling in trade negotiations and policy

This paper discusses a series of issues related to the use and different possible applications of CGE modelling in trade negotiations. The points addressed range from practical to methodological questions: when to use the models, what they provide the users and how far the model structure and assumptions should be explained to them, the complementary roles of partial and general equilibrium modelling, areas to be improved and data questions. The relevance of the modeller as the final decision maker in all these instances is also highlighted.

Trade in services negotiations: a review of the experience of the United States and the European Union in Latin America

Includes bibliography

The fiscal covenant in Guatemala: lessons learned from the negotiations

Includes bibliography

The major unresolved issues in the negotiations on the UNCTAD Code of Conduct for the transfer of technology

Includes bibliography

Foreign policy and international financial negotiations: the external debt and the Cartagena Consensus

Includes bibliography

Free Trade Area of the Americas (FTAA): a report on the progress of the preparations for negotiations

Includes bibliography

Caribbean and its incomplete class structure: essay on the logic of its negotiations with the metropolitan countries

Publicado también con el símbolo E/CEPAL/SEM.10/R.11

Evolución de la posición latinoamericana en relación con las negociaciones de la Convención de Transporte Multimodal Internacional = Evolution of the Latin American position regarding the negotiations for a Convention on International Multimodal Transport

Incluye Bibliografía

La región frente a la negociación de la biodiversidad = A regional view of negotiations on biodiversity

Incluye Bibliografía