To Flirt or Not to Flirt? Sexual Power at the Bargaining Table

We begin by exploring the lay belief that women can use flirtation to their advantage in professional contexts and contrast it with trained negotiators' negative views on flirtation. We then examine the impact of flirtation on negotiators' impression formation. We explore whether a flirtatious style aids women in the trade-off they often face between perceived likability and perceived competence. We discover both an upside and a downside to flirting at the bargaining table. Although flirtation appears to be positively related to women's likability, negotiators who flirted were judged to be less authentic than those who refrained from exercising their sexual power.     

MEDIATING JUDICIAL POLICY

Despite the widespread use of mediation to resolve public policy disputes, there is little written on the mediation of judicial rule disputes. A successful mediation of a dispute over proposed court rules to govern mediation of certain family law cases involving domestic violence concerns is reviewed. The authors conclude that the mediation provided (a) a confidential venue for disputing judges to respectfully disagree with one another, (b) an opportunity for collaborative problem solving, (c) an opportunity to reduce conflict among judicial colleagues. (d) a format for dialogue with other stakeholders, and (e) greater degree of influence with regard to the outcome of the dispute. Specific recommendations to encourage the effective use of judicial policy mediation are offered.     

Beyond Instrumentalism: A Relational Approach to Negotiation

Instrumentalism, the philosophy that rational people will behave in ways that promote self‐interest, is often the default assumption that scholars and practitioners rely upon when interpreting and predicting human behavior in negotiations. Instrumentalism, however, need not be the only lens through which negotiators and negotiations are viewed. In this article, we discuss some of the problems associated with too heavy a reliance on instrumentalism and propose an alternative relational approach, one in which negotiators see themselves as agents embedded in a system of relationships, who are motivated to understand and advance the welfare of others. We discuss some of the characteristics that differentiate negotiators who adopt a relational versus instrumental approach and invite scholars and practitioners to consider the implications of viewing negotiations through a more relational lens.     

Beyond the Thomas–Kilmann Model: Into Extreme Conflict

This article discusses an extension to the Thomas–Kilmann conflict mode instrument (Thomas and Kilmann 1977) designed specifically for conflict situations in which strong negative emotional relationships are at play. The Thomas–Kilmann (TK) model is widely used to help participants (disputants and mediators) identify how two basic conflict characteristics interact to influence how stakeholders shape their actions with regard to their interests. Essentially the TK Model is built on the premise that the two salient conflict variables are the relative importance of the relationships at hand and the substantive issues being discussed. These variables are illustrated with a simple matrix that shows how each party will interact with the other based on the relative importance it places on these variables. Graphically illustrating where the behaviors fall on the matrix can explicate parties' behaviors to add a new perspective that may change the dynamic of the conflict. But the TK Model does not address scenarios in which individuals have very negative or destructive relationships, and sabotage, blocking, and exclusion are behavioral norms. Hence, we developed the Baumoel–Trippe (BT) Extension to the TK Model to address the highly negative and often identity‐based conflicts that are often found in the world of family business. Accordingly, the BT Extension to the TK Model explores conflicts in which the relationships are not merely unimportant or uncooperative, but where they become negative to downright vengeful. There is so much at stake for family business stakeholders that the family relationships may become so adversarial that the very business and family harmony all parties value are at risk. With our extension of the TK Model, we seek to provide insight into how decisions might be made when stakeholders are in highly negative, conflictual relationships.     

会计信息与工资集体协商--理论与实务的几个问题

工资集体协商的实质是经济利益的协商,协商的效果和质量取决于协商手段的运用,特别是协商过程中财务信息的运用。研究工资集体协商过程中涉及的若干会计问题,目的是引导协商主体,充分利用财务信息,提高工资集体协商的质量,实现共赢。     

中国与泰国加强经贸合作政策协调问题研究

在中国-东盟自由贸易区建设中,中国和泰国的经贸关系非常重要。如果能以世界贸易组织的规则为指导,在货物和服务贸易、相互投资等领域搞好中国和泰国之间的政策协调,将有力地促进双边的经贸合作,有力地推动中国-东盟自由贸易区建设及澜沧江湄公河次区域合作。     

Negotiating for Money: Adding a Dose of Reality to Classroom Negotiations

Negotiation and conflict management courses have become increasingly common in business schools around the world. Frequently, these courses employ role plays and simulations to encourage students to try new strategies, tactics, techniques, and behaviors. While these simulations generally are designed to elicit realistic negotiation dynamics, they often lack the full emotional tension inherent in actual negotiations. One possible reason for this reduced tension is that no tangible resources, such as money, are at stake. This article describes an experiment in which MBA students paid a player's fee at the beginning of a negotiation course, and in which each negotiation exercise had an actual dollar value at risk. The article reports some results from this experiment and offers suggestions for instructors who might seek to add a player's fee to their own courses. In general, most students found the experience valuable, as it provided performance benchmarks while focusing their attention more sharply on risks and returns.     

Hostage-Taking in the Context of Domestic Violence: Some Case Examples

Initial reports of domestic violence are generally made to law enforcement officers who must respond and intervene. A subset of these episodes involves cases in which the victim, and, in many instances her child(ren), have been taken hostage by her husband or partner. Moreover, there are indications that the number of such incidents is growing. The purpose of this project was twofold: (1) to provide one of the first reports on the prevalence and characteristics of these events, and (2) to more closely analyze domestic crisis (hostage) situations using actual case examples. All information was obtained from the Hostage Barricade Database System (HOBAS) of the FBIs Crisis Negotiation Unit. HOBAS is a postincident information collection tool which stores historical data from law enforcement agencies across the nation on hostage/barricade incidents. An examination of this database yielded different types of domestic hostage-taking acts and outcomes (e.g., tactical vs. negotiated resolutions, survival vs. death/injury of perpetrator and/or victim[s]). Implications of the findings, for future crisis negotiation efforts directed toward nonviolent resolution of these high-risk critical incidents, are discussed.     

论社会歧视的社会心理根源及其消除方式--社会心理学视野下的社会歧视

社会歧视是指针对某一特殊社会群体的不公平、不合理、排斥性的社会行为或制度安排.从社会心理学看,这是由社会偏见这样一种不公正的、具有否定性和排斥性倾向的社会态度所导致的,属于一种刻板印象.但社会偏见并不一定导致社会歧视,实现这种转变与被歧视者自身力量相对弱小、"谈判力"不足相关.要减少或消除社会歧视,一方面必须壮大被歧视者的力量,增强其"谈判力",阻止已有的偏见向歧视的转化;另一方面通过被歧视者的努力,加强沟通来改变固有的刻板印象并防止新的刻板印象的产生.