Using "Shocks and Rumors" to Teach Adaptive Thinking

The business landscape is constantly changing. Moreover, because of globalization, increased competition, and instant communication, the rate of change is accelerating. A student who has practiced only static scenarios is ill prepared to recognize, process, or adapt to changing negotiation issues and interests. Thus, negotiation instructors must change our practices to prepare students to succeed in the increasingly dynamic negotiation situations they will face by utilizing simulations that are also dynamic. This article reviews research on adaptive thinking, applies it to negotiation training, and provides examples of dynamic simulations that require students to adapt. Finally, it offers advice on how to make existing cases dynamic by using "shocks and rumors."     

Culture and Negotiation Strategy

In this article the authors investigate the relationship between culture and joint gains by examining the role of information sharing and power strategies in intracultural negotiations. Previously, the authors found that the relationship between cultural values or norms and joint gains was uncertain in six cultures: France, Russia, Japan, Hong Kong, Brazil, and the United States. Of the five values and norms measured, only norms for information sharing in negotiation were directly related to joint gains. This article explores and extends prior findings by investigating the strategies used by negotiators in the same six cultures. Cultures that maximized joint gains used direct information-sharing strategies or a combination of indirect and direct strategies. Power strategies may help or hurt joint gains, depending on a culture's values and norms for power and whether or not power-based influence is used in conjunction with sufficient information exchange. The findings suggest that understanding the other party's cultural characteristics and strategies can help negotiators plan how to focus on information exchange and deal with unusual power strategies that they may encounter.     

That Old-Time Religion: Efficiency, Benchmarking, and Productivity

Books Reviewed:
M. Berman, Productivity in Public and Nonprofit Organizations: Strategies and Techniques
Patricia Keehley, Steven Medlin, Sue MacBride, and Laura Longmire, Benchmarking for Best Practices in the Public Sector: Achieving Performance Breakthroughs in Federal, State and Local Agencies
David N. Ammons, Municipal Benchmarks: Assessing Local Performance and Establishing Community Standards     

Welfare and Work: Job-Retention Outcomes of Federal Welfare-to-Work Employees

On March 8, 1997, President Clinton announced the federal government's Welfare-to-Work Initiative, a major effort to provide job opportunities for welfare recipients in federal agencies. Using data from the U.S. Office of Personnel Management's Central Personnel Data File, the authors compare differences in job-retention outcomes for Welfare-to-Work employees and similar non–Welfare-to-Work employees in federal agencies. This approach provides an innovative way to measure job-retention by comparing job-retention outcomes of Welfare-to-Work employees against non–Welfare-to-Work employees. The findings suggest that Welfare-to-Work employees have greater odds of retaining their jobs than non–Welfare-to-Work employees. The results provide useful insights into the dynamics of job retention among welfare recipients who are hired into federal-sector employment.     

Culture and Joint Gains in Negotiation

What effect does culture have on the achievement of joint gains in negotiation? Prior research has identified a number of strategies, for example sharing information about preferences and priorities, eschewing power, that lead to the development of joint gains when both negotiators are from the U.S. Are these same strategies used in other cultures? Are other strategies used? How effective are negotiators from different cultures in realizing joint gains? These are among the questions considered by the authors, whose research is based on data collected from negotiators from six different cultural backgrounds: France, Russia, Japan, Hong Kong, Brazil, and the U.S.

     

Preadolescents' Perceptions of Females' Body Size and Shape: Evolutionary and Social Learning Perspectives

One hundred and sixty-five Mexican American and Euro-American preadolescents' and their parents' perceptions of healthy and attractive female body sizes and shapes were examined in this study. Participants' perceptions of healthy and attractive female figures were assessed using a pictorial measure that systematically manipulated 3 levels of body size and 4 levels of body shape (i.e., waist-to-hip ratio; WHR). All participants tended to perceive females' with small WHRs as most healthy and attractive looking, while preadolescents expressed a preference for thinner female figures than did adults. Results further suggest that Euro-American and Mexican American participants report similar preferences for females' body sizes and shapes. However, little agreement was found between preadolescents' and their parents' preferences. Principles of evolutionary theory and social learning theory are used to interpret these findings, and implications for preadolescents' perceptions of their own developing bodies, body image, and related eating behaviors are discussed.