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Obstacle negotiation kinematics: age-dependent effects of postural threat.

This study investigated whether obstacle negotiation kinematics among younger (YA) and older adults (OA) are influenced by postural threat. Obstacle negotiation kinematics among YA and OA were examined under four conditions of postural threat. Seventeen older and 15 YA negotiated a fixed virtual obstacle while walking at a self-determined velocity along a 7.2 m walkway. Postural threat was manipulated by varying the width (0.60 vs. 0.15 m) and height (0.00 vs. 0.60 m) of the walkway. Increasing postural threat resulted in elevated levels of physiological arousal and altered crossing kinematics for all subjects. Specifically, crossing step length, lead limb velocity, trail limb velocity, and whole body center of mass (COM) velocity decreased and lead limb crossing height increased in the condition of greatest postural threat compared with the condition of least postural threat. Although both YA and OA altered obstacle negotiation kinematics under conditions of postural threat, the changes observed among older adults were considerably different from those of YA. In particular, OA demonstrated more marked reductions in the crossing velocity of the lead limb, trail limb, and COM than YA between the condition of least postural threat and the condition of greatest postural threat. The results of this study reveal that postural threat influences negotiation kinematics among YA and OA and illustrate that age-dependent differences exist for obstacle negotiation kinematics when postural threat increases. These findings may imply a beneficial effect of fear of falling on reducing fall probability among healthy OA.

Accidental Falls↗

Brief negotiation program for promoting behavior change: the Kaiser Permanente approach to continuing professional development.

BACKGROUND: Behavior change counseling is one of the most difficult and constant challenges faced by health providers. It has a significant impact on clinical outcomes as well as patient and provider satisfaction. By encouraging patients to participate in a partnership with health care professionals, Brief Negotiation offers techniques to motivate behavior change successfully. We review the key components of Brief Negotiation and describe how one large group model health maintenance organization was able to identify key staff members, develop educational opportunities and implement Brief Negotiation system-wide into standard care practices. OBJECTIVES: To expose a maximum number of health care professionals to a recommended model of behavior change counseling; to increase the satisfaction and confidence of health care professionals in counseling for behavior change; and to increase the likelihood of improved patient health outcomes. METHOD: Two departments created one-day, two-day, six-hour and one-to-two-hour skill-based programs targeted to physicians, nurse practitioners, care managers, clinical health educators, behavioral medicine specialists, physical therapists, pharmacists and medical assistants. Practice protocols, strategic departmental alliances and intranet sites complemented the educational interventions. RESULTS: Over 1000 health care professionals have been exposed to the Brief Negotiation model in over two years. A mailed survey to graduates of the one- and two-day programs indicated that 67% of physicians and 79% of other health professionals felt more confident about working with patients on behavior change after having attended the Brief Negotiation program. CONCLUSIONS: System-wide professional development requires multiple exposures to the Brief Negotiation model, considerable resources for curriculum development, training time and follow-up, and credible clinical trainers. Questions remain about the amount of training needed for long-term clinician behavior change and for improved health outcomes in patients.

Journal Article↗

Grid commerce, market-driven G-negotiation, and Grid resource management.

Although the management of resources is essential for realizing a computational grid, providing an efficient resource allocation mechanism is a complex undertaking. Since Grid providers and consumers may be independent bodies, negotiation among them is necessary. The contribution of this paper is showing that market-driven agents (MDAs) are appropriate tools for Grid resource negotiation. MDAs are e-negotiation agents designed with the flexibility of: 1) making adjustable amounts of concession taking into account market rivalry, outside options, and time preferences and 2) relaxing bargaining terms in the face of intense pressure. A heterogeneous testbed consisting of several types of e-negotiation agents to simulate a Grid computing environment was developed. It compares the performance of MDAs against other e-negotiation agents (e.g., Kasbah) in a Grid-commerce environment. Empirical results show that MDAs generally achieve: 1) higher budget efficiencies in many market situations than other e-negotiation agents in the testbed and 2) higher success rates in acquiring Grid resources under high Grid loadings.

Journal Article↗

Teaching negotiating skills in the family medicine center.

Teaching residents how to come to terms with their patients over issues such as "what is wrong" and "what needs to be done" is one of the daily challenges of precepting in family medicine. Difficulties inherent in any two-person negotiation are discussed and related specifically to the physician-patient relationship. A methodology for teaching negotiating skills is suggested. The method involves the preceptor asking the resident a number of questions that mimic a successfully negotiated physician-patient interaction. The technique allows the preceptor to identify weaknesses in the resident's abilities at the negotiating process and exposes the resident to statements that make for successful negotiating between physician and patient. Examples of weaknesses in residents' negotiating styles are described and specific recommendations for preceptors are provided.

Clinical Competence↗

Government participation in physician negotiations in German economic policy as applied to universal health care coverage in the United States.

Systems of universal health care coverage in western industrial societies have usually established some form of government participation in negotiations over physician payment as a means of controlling costs. In the Federal Republic of Germany, a mixed private and public body. Concerted Action in Health Care sets a 'target' for physician and 'sickness fund' negotiators. This indirect form of government participation is effective in 'linking' fees with utilization during negotiations, avoiding inflationary trends inherent in fee-for-service systems. This target-setting factor is a necessary complement to negotiation of a 'pool' of money, wage level and technological adjustment factors, as contained in a model of German economic health care policy. These four elements of economic policy are recommended as cost control measures for office-based physician payments under conditions of universal health care coverage in the United States. Indirect government participation through setting 'targets' for negotiations is seen as consistent with established American institutional practices.

Cost Control↗

Parental monitoring, negotiated unsupervised time, and parental trust: the role of perceived parenting practices in adolescent health risk behaviors.

PURPOSE: To compare two different parenting practices (parental monitoring and negotiated unsupervised time) and perceived parental trust in the reporting of health risk behaviors among adolescents. METHODS: Data were derived from 692 adolescents in 9th and 10th grades (x = 15.7 years) enrolled in health education classes in six urban high schools. Students completed a self-administered paper-based survey that assessed adolescents' perceptions of the degree to which their parents monitor their whereabouts, are permitted to negotiate unsupervised time with their friends and trust them to make decisions. Using gender-specific multivariate logistic regression analyses, we examined the relative importance of parental monitoring, negotiated unsupervised time with peers, and parental trust in predicting reported sexual activity, sex-related protective actions (e.g., condom use, carrying protection) and substance use (alcohol, tobacco, and marijuana). RESULTS: For males and females, increased negotiated unsupervised time was strongly associated with increased risk behavior (e.g., sexual activity, alcohol and marijuana use) but also sex-related protective actions. In males, high parental monitoring was associated with less alcohol use and consistent condom use. Parental monitoring had no affect on female behavior. Perceived parental trust served as a protective factor against sexual activity, tobacco, and marijuana use in females, and alcohol use in males. CONCLUSIONS: Although monitoring is an important practice for parents of older adolescents, managing their behavior through negotiation of unsupervised time may have mixed results leading to increased experimentation with sexuality and substances, but perhaps in a more responsible way. Trust established between an adolescent female and her parents continues to be a strong deterrent for risky behaviors but appears to have little effect on behaviors of adolescent males.

Adolescent↗

Gender differences in the acquisition of salary negotiation skills: the role of goals, self-efficacy, and perceived control.

The authors examined the effectiveness of different training programs in men's and women's acquisition of salary negotiation skills. MBA students received a 2-stage training program that provided initial content instruction in negotiation tactics, followed by supplemental training in either goal setting or self-management. After both training sessions, participants conducted salary negotiations with trained confederates who used standardized guides to award salary increases. Results indicated that, although women negotiated lower salaries than men following the initial training, controlling for goals eliminated this difference. Analysis of salary improvements following supplemental training revealed that gender differences were reduced for self-management participants only. Changes in perceived control over the negotiation appeared to mediate this effect. Implications of these findings for understanding training effectiveness are discussed.

Adult↗

Gender differences related to heterosexual condom use: the influence of negotiation styles.

The present study had three primary goals. The first was to identify gender differences related to negotiation styles associated with condom use. We hypothesized that women would report engaging in more negotiation behaviors associated with condom use than men. The second goal was to determine whether the relationships between intentions to use condoms and past condom use for women and men were moderated by negotiation behaviors. The third goal was to examine gender differences in responses to an open-ended question inquiring why participants did not use condoms. Male and female college students (N = 219) anonymously completed a series of measures. The results indicated that women and men have unique roles in the negotiation process; women play a more active role in negotiation of condom use, while men play a more reactive role. The relationship between intentions to use condoms and past condom use increased for men when their partners were more active in the process of deciding whether to use condoms. Responses to the open-ended item revealed that women identified perceptions of low risk as the most common reason for not using condoms, while men identified the inconvenience or unavailability of condoms as the most common reason. The implications of these results are discussed as they relate to health efforts to increase condom use.

Adolescent↗

Stability in negotiation games and the emergence of cooperation.

Consider a two-player game in which each player contributes a costly resource to the common good of the pair. For such contests, the Nash equilibrium contribution, x*, is one for which neither player can increase its pay-off by unilaterally altering its contribution from x*. We study an elaboration of this game, which allows the players to exchange x-offers back and forth in a negotiation phase until they converge to a final pair of contributions, x1 and x2. A significant feature of such negotiation games, hitherto unrecognized, is the existence of a set of neutrally stable equilibrium points in negotiation phase space. To explore the long-term evolutionary outcome of such games, we simulate populations containing various mixtures of negotiation strategies and, contrary to previous results, we often find convergence to a contribution that is more cooperative than the Nash equilibrium. Mathematical analysis suggests why this might be happening, and provides a novel and robust explanation for cooperation, that negotiation can facilitate the evolution of cooperative behaviour.

Biological Evolution↗

Negotiating dyadic identity between caregivers and care receivers.

PURPOSE: To describe the ways in which caregivers (CGs) and their care receivers (CRs) negotiate the dyadic rules that influence how the care experience "fits into" their lives and to suggest theory based on the data. DESIGN: This qualitative study was part of a larger, NIH-funded study of 60 care dyads and their use of respite care in the Midwestern United States. The sample for this analysis included 60 informal CGs and CRs in their home settings. Data collection for the larger study began in 1994 and continued through 1998. METHODS: CGs and CRs were interviewed in their homes with one researcher interviewing the CG regarding the care experience while another researcher interviewed the CR. Qualitative content analysis was used to analyze the data. FINDINGS: The theory of CG and CR dyadic identity development, formulated in this study, indicates that a mutually agreed-upon care dyadic identity is developed when both parties negotiate a set of rules about their conduct together in the caregiving and care receiving relationship. Failure to agree on these dyadic rules may result in strain in the care process. Three archetypes of dyadic relationships were identified, based on the degree of immersion into a dyadic identity: (a) complete and mutually accepted immersion of an identity into the care process by both parties, (b) retention of personal identities while also accepting the caregiving or care-receiving roles, and (c) rejection of the roles by one or both parties. CONCLUSIONS: Negotiation was important in these dyadic care relationships, and thus attention to assisting CGs and CRs to develop negotiation skills is needed. More research is needed to substantiate and expand this theory of CG and CR dyadic identity development, and to examine linkages between negotiated processes and outcomes.

Adult↗

What really works? An exploratory study of condom negotiation strategies.

Verbal-direct strategies are assumed to be the most effective strategies in negotiating condom use. Both cultural and gender differences in communication styles suggest that individuals may negotiate condoms in ways that are not exclusively verbal and direct. This study examined the use of other forms of condom negotiations by developing an exploratory scale that distinguished strategies on how verbal and direct they were (i.e., verbal-direct, verbal-indirect, nonverbal-direct, nonverbal-indirect). The study compared the use of negotiation strategies among Asian and White American students at a northern California university. Results indicated that although direct strategies (verbal and nonverbal) were more frequently used, condom users also employed indirect strategies (verbal and nonverbal) to negotiate condom use. Moreover, Asians used verbal-indirect strategies more than Whites. Women used nonverbal-indirect strategies more than men. HIV preventions seeking to be culturally sensitive to Asians and women may benefit from incorporating these strategies into their interventions.

Adolescent↗

The application of psychotherapeutic and self psychology principles to hostage negotiations.

Self psychology provides valuable insights into the dynamics that underlie hostage situations and negotiations. Recognition of the similarities between negotiations and psychotherapy further clarifies the complex interactions that occur. The importance of empathy and the development of selfobject relationships will have a significant impact on the resolution of the incident. Recognition of selfobject transferences and the indicators of self fragmentation will help to guide the negotiator and mental health consultants in their conduct of the negotiations. The complex relationships that develop between hostage-taker, hostages, and negotiators can all be understood within the framework of self psychology, leading to the more effective management of these situations.

Adolescent↗

Elder-caregiver care negotiations as dances of dependency.

Well-developed metaphors function as heuristic devices for the communication of scientific ideas. When applied to common, typical situations, metaphorical conceptualization enables a richer and deeper understanding. In this article, the routinized and taken-for-granted situation of elder-caregiver care negotiations is examined through the use of a dance metaphor, the dance of dependency. Metaphorical models of theory are intended to be elaborated and developed in ways that good poetic metaphors are not. Therefore, we systematically describe the general aspects of the dance (rules, facilitators, performances, aesthetics) and relate the specific elements of a dance to the dance of dependency. The picture that emerges is one of elder-caregiver care negotiations as performances, with elders as agents who actively and creatively engage caregivers in their dances of dependency. Participants in these dances sustain a complex organization of behavior to meet the situational demands and maintain themselves as fully integrated participants, based on standards set forth by the jointly negotiated working consensus of the dyad. The resulting description extends what is currently understood about everyday care negotiations, allowing an appreciation of the processes and dynamics by which care negotiations and elder-caregiver relational cultures in multiple contexts unfold, change, and are challenged.

Aged↗

Negotiation savvy: level the playing field by understanding sex differences.

The ability to negotiate plays a key role in one's professional and personal life. Negotiations between nurses, managers, physicians, patients, and family members in the critical care environment can be difficult and stressful. If men and women want to negotiate successfully, they must know the steps of negotiation and the sex differences when approaching the negotiation process.

Attitude of Health Personnel↗

Urban women's negotiation strategies for safer sex with their male partners.

Heterosexual transmission of HIV is growing at an increasing rate. One primary prevention strategy is to consistently use condoms. With the exception of female condoms, women do not "wear" condoms and therefore must negotiate condom use with their male partners. This present study examines the strategies women believe they would use in a safer sex negotiation with a male partner including (1) initiating negotiations, (2) resolving conflict, and (3) maintaining the intention to practice safer sex. The findings highlight the importance of understanding women's patterns of negotiation as well as their repertoire of negotiation skills prior to their exposure to behavioral interventions and prevention programs.

Adolescent↗

The hidden challenge of cross-border negotiations.

Cultural differences can influence business negotiations in unexpected ways, as many a hapless deal maker has learned. But the differences extend well beyond surface behaviors, such as proper table manners and the exchange of business cards--and even beyond deeper cultural characteristics, such as attitudes about relationships and deadlines. Indeed, there's another, equally treacherous aspect to cross-border negotiation: the ways that people from different regions come to agreement, or the processes involved in negotiations. Decision-making and governance processes can vary widely from culture to culture, not only in terms of legal technicalities but also in terms of the behaviors and core beliefs that drive them. Numerous promising deals have failed because people ignored or underestimated the powerful differences in process across cultures. In this article, James Sebenius offers ways in which negotiators can prepare for such cultural differences. A useful approach, he says, is to map out the decision-making process--including who's involved, what formal and informal roles people play, and how a resolution is actually reached. With that knowledge, you can design a strategy that anticipates obstacles before they arise. Governance and decision-making processes can take devilishly unexpected forms as you cross borders. But by designing your strategy and tactics so that you're reaching all the right people, you increase your chances of striking a sustainable deal. Those negotiations that might otherwise have failed because people ignored or underestimated powerful disparities in process will, in the end, yield a meaningful yes.

Commerce↗

The Chinese negotiation.

Most Westerners preparing for a business trip to China like to arm themselves with a list of etiquette how-tos. "Carry a boatload of business cards," tipsters say. "Bring your own interpreter." "Speak in short sentences." "Wear a conservative suit." Such advice can help get companies in the door and even through the first series of business transactions. But it won't sustain the prolonged, year-in, year-out associations Chinese and Western businesses can now achieve. The authors' work with dozens of companies and thousands of American and Chinese executives over the past 20 years has demonstrated that a superficial adherence to etiquette rules gets executives only so far. They have witnessed communication breakdowns between American and Chinese businesspeople time and time again. The root cause: the American side's failure to understand the much broader context of Chinese culture and values, a problem that too often leaves Western negotiators flummoxed and flailing. American and Chinese approaches often appear incompatible. Americans see Chinese negotiators as inefficient, indirect, and even dishonest, while the Chinese see American negotiators as aggressive, impersonal, and excitable. Such perceptions have deep cultural origins. Yet those who know how to navigate these differences can develop thriving, mutually profitable, and satisfying business relationships. Four cultural threads have bound the Chinese people together for some 5,000 years, and these show through in Chinese business negotiations. They are agrarianism, morality, the Chinese pictographic language, and wariness of strangers. Most Western businesspeople often find those elements mysterious and confusing. But ignore them at any time during the negotiation process, and the deal can easily fall apart.

Administrative Personnel↗

Negotiation skills of children with specific language impairment.

This study examined the ability of 6 children with specific language impairment (SLI), ages 8; 10 to 12;5 (yr; mon) to participate in a negotiation sequence with 2 same-age peers in triadic interactions. Negotiation sequences were analyzed using a system based on Selman's interpersonal negotiation strategies (INS) model (Selman, 1981). The negotiation skills of children with SLI were compared to those of 6 children matched for chronological age (CA) and 6 children of similar language (LS) abilities, participating in the same task. Children with SLI did not produce significantly fewer utterances than the partners with whom they interacted. However, they did produce a significantly smaller percentage of the negotiation strategies produced by their triads. They also used developmentally lower level strategies than either of the partners in their triads. Children interacting within the CA and LS triads did not produce similar differences.

Child↗