Beyond Offers and Counteroffers: The Impact of Interaction Time and Negotiator Job Satisfaction on Subjective Outcomes in Negotiation

In this study, we examined real‐world sales negotiations by collecting data in collaboration with a large Taiwanese eyeglasses company. We found, as has been established previously, that higher first offers predict higher company profits and that the impact of high opening offers can be muted by greater customer awareness of prices at other stores. When we investigated a more qualitative outcome, customers’ perceptions of service quality, a different set of predictors emerged. Our results indicate that salespeople who spent more time introducing the products and services were perceived by the customers as providing higher service quality, but this effect only occurred for those salespeople who reported high levels of job satisfaction. Also, price reduction by salespeople did not improve customer satisfaction. Our results indicate that customer satisfaction does not require negotiated price concessions, but rather depends on extensive interaction with salespeople who are happy in their work. This is the first study to show that negotiator job satisfaction can affect important negotiation outcomes.     

Gender,Sexuality and the Latin American Left: testing the transformation

This article examines the extent of change under Latin American left governments by assessing their actions on women's and lesbian, gay, bisexual and transgender (LGBT) rights. To provide a historical context, it first offers an overview of the relationship between feminist movements and the left. It then employs a four-country comparison of Brazil, Bolivia, Chile and Venezuela on women's socioeconomic status; feminist state–society relations; women's representation in national decision-making positions; legislation on violence against women; reproductive rights; and sexual rights. It concludes that standard political and economic divisions among the cases do not explain their response to the demands of feminists and LGBT activists. While governments have improved women's status and inclusion, the transformation of gender and sexual power relations remains unfinished.     

The Nixon-Mao Pact

Abstract

It is necessary to explain at the outset that this is something that happened in that age now past.     

China,Pakistan, Bangladesh

Abstract

The purpose of this essay is to explain the policy of China during the Bangla Desh crisis of 1971. To explain, however, is not to explain away. The goal is to define not to defend.     

A Comparison of Histomorphometric Data Collection Methods*

Abstract: Although many variables that skeletal biologists examine have been standardized, the actual techniques used to collect these data from bone thin sections vary. This project compares different methods of obtaining data (relative cortical area values) for histomorphometric research. One visual and three digital methods of histomorphometric data collection are compared: (i) Merz microscopic eyepiece counting reticule, (ii) flatbed scanner, (iii) overlaying multiple images of a thin section, and (iv) digital SLR camera with macro settings. The discussion includes a comparison of usability factors such as cost, time, user‐experience, and ease‐of‐use, which vary for each method. Values from the different methods are compared using ANOVA tests to evaluate inter‐method, inter‐observer, and intra‐observer variability. Intra‐observer error was greater for the microscopic method, although the error values are concomitant with experience. We found no statistically significant differences between the four methods examined, but certain caveats must be addressed when these methods are used.     

Who should I look at? Eye contact during collective interviewing as a cue to deceit

Pairs of liars and pairs of truth tellers were interviewed and the amount of eye contact they made with the interviewer and each other was coded. Given that liars take their credibility less for granted than truth tellers, we expected liars to monitor the interviewer to see whether they were being believed, and to try harder to convince the interviewer that they were telling the truth. It was hypothesised that this monitoring would manifest itself through more eye contact with the interviewer and less eye contact with each other than in the case of truth tellers. A total of 43 pairs of participants took part in the experiment. Truth tellers had lunch in a nearby restaurant. Liars took some money from a purse, and were asked to pretend that instead of taking the money, they had been to a nearby restaurant together for lunch. Pairs of liars looked less at each other and displayed more eye contact with the interviewer than pairs of truth tellers. The implications of these findings are discussed.     

Nativity status and racial/ethnic differences in access to quality housing: Does homeownership bring greater parity?

Abstract

In this article, we use data from the 2001 American Housing Survey to evaluate whether nativity‐status differences in housing conditions vary by tenure and whether nativity status or race/ethnicity plays a more important role in determining housing conditions. Overall, when compared with native‐born households, recently arrived immigrant households are significantly more likely to be crowded, but either as likely or significantly less likely to live in poorer‐quality housing.

Further analysis revealed, however, that race/ethnicity is a stronger indicator than immigrant status in predicting housing outcomes. Among homeowners, black and Hispanic households, regardless of nativity status, exhibited lower‐quality housing outcomes than native‐born and, frequently, foreign‐born whites. Thus, we find that minorities are doubly disadvantaged: They are less likely to attain homeownership than whites, and once they do, they are almost always significantly more likely to live in poorer‐quality housing.     

Nativity differences in neighborhood quality among New York city households

Abstract

This article adds to the literature on locational attainment of immigrants by evaluating how immigrant households in New York City compare with native‐born households with respect to neighborhood characteristics. It also examines whether the relationship between immigrant status and neighborhood quality varies by race/ethnicity and place of birth.

Overall, foreign‐born households are more likely than native‐born households to live in neighborhoods with less access to medical care, higher rates of tuberculosis, and higher concentrations of poverty. Multivariate analyses reveal that all but one of these disadvantages disappear for foreign‐born households as a group. However, island‐born Puerto Ricans and immigrants—especially Dominicans, Caribbeans and Africans, and Latin Americans—are more likely to reside in lower‐quality neighborhoods than native‐born white households. Equally important, native‐born blacks and Hispanics are also disproportionately disadvantaged relative to native‐born whites, suggesting that a racial hierarchy exists in the locational attainment of households in New York City.