The Effect of Negotiation Practices on the Relationship between Suppliers and Customers

This article examines the effects of negotiation practices, such as coercion and contract formality, on how suppliers and customers perceived the resulting business relationship. We conducted a purchasing negotiation simulation with students in a classroom setting in which participants competed for resources in a mock supply-chain context. The participants were surveyed at key stages of the ongoing negotiation in order to measure their behaviors as a customer–supplier relationship developed. The data were used to test several hypotheses developed from the marketing and purchasing literature. The hypotheses were analyzed using structural equation modeling.
Results demonstrated that the use of coercive techniques by negotiators during negotiation had a negative effect on satisfaction. In addition, the findings showed that, as expected, negotiators entering a negotiation with a cooperative orientation would tend to avoid the use of coercive practices during negotiation. The cooperative orientation also exhibited an unexpected positive effect on the formalization of the design of the contract between the parties. This study contributes to the current knowledge base focusing on the creation of agreements between companies and will, we hope, encourage the integration of suppliers and customers in an operating context within a supply-chain setting.     

Religion,Same-Sex Desire,and the Imagined Geographies of Empire: the case of Constance Maynard (1849–1935)

Although a devout Evangelical, living in an era that largely predated the dissemination of sexological discourses of female same-sex desire, Constance Maynard (1849–1935), the prominent Victorian educational reformer, pursued a series of same-sex relationships. This essay focuses on Maynard's relationship with the Anglo-Irish Marion Wakefield (1876–1956), exploring the role of Maynard's erotic imagination in the constitution, contestation, and consolidation of the imagined geographies of imperialist discourse. Maynard's erotic positioning of her lover in diverse imperial landscapes reveals the ostensibly ‘private’ discourses of the erotic imagination to be profoundly implicated in the ‘public’ discourses of empire. At the same time, the domestic settings in which these landscapes were imagined and in which the women's illicit desires were enacted, pose a challenge to the gendered spatial dichotomies—private/public, domestic/imperial, and home/away—of both imperialist discourse and the historiography of empire.     

The puzzling case of Jimmy “the Greek”

His previous contribution to Society,“Sexual Harassment and the Law,” appeared in the May/June 1991 issue. The author wishes to acknowledge the generous support of the Sarah Scaife Foundation and the John M. Olin Foundation.     

The evaluation of the extent of transporting or "tracking" an identifiable ignitable liquid (gasoline) throughout fire scenes during the investigative process

Tests have determined that boots or shoes of individuals at a fire scene do not transport sufficient contaminants ("tracking") through the fire scene to produce a positive laboratory result for the presence of gasoline in a fire scene that was not present at the time of the fire. Questions about the validity of forensic laboratory results have been raised on the basis that low-level gasoline residues detected in the laboratory samples could have been the result of transporting the residue by footwear contaminated from the fire scene ("tracking"). The data collected in this study establish that "tracking" does not lead to false-positive laboratory results. Canines trained and experienced in the detection of trace ignitable liquid residues were also utilized in this study. The canine results confirmed that properly trained canines show a higher sensitivity than do standard ASTM laboratory techniques for fire debris analysis. In a few cases, canines responded to contamination, but laboratory testing (which is the definitive indicator) did not produce positive results.