Buyer and Seller Differences in Business‐to‐Business Negotiations

The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.     

Islam–science relation from the perspective of post-revolutionary Iranian religious intellectuals

Throughout Islamic history, various arguments have been raised by Muslim scholars concerning how the Quran and scientific knowledge are related to one another. This paper seeks to examine how contemporary Iranian religious intellectuals (rowshanfekrān-e-dīnī) have dealt with the question of the compatibility or incompatibility between Islam and science. In particular, the paper focuses on the writings of two of the most significant reformers of the post-revolutionary era, namely Abdolkarim Soroush and Muhammad Mujtahed Shabestari, concerning the relation between science and religion. The paper also examines the extent to which the ideas of these two thinkers about the relation between Islam and science reflect those of pre-modern and modern Muslim scholars. To do so, I first examine various pre-modern and modern discourses within the Islamic tradition about Islam–science relation as well as the scientific exegesis of the Quran, and then investigate the extent to which Soroush’s and Shabestari’s perspectives are related to such discourses. The central argument of the paper is that the theories proposed by Soroush and Shabestari significantly differ from the views of those modern and pre-modern Muslim scholars who attempt to argue in favour of the dichotomous view that Islam is either compatible or incompatible with scientific knowledge.     

Leviathan resists: the endogenous relationship between privatization and firm performance

Using a panel dataset of privatized cement firms in Turkey, this paper models and finds support for the simultaneous relationship between privatization and firm performance. It is found that favorable short-run performance, weak market potential, higher employment, lower socio-economic development, concentrated voter preferences, and weaker representation of right-wing parties in the firms’ locality delay the timing of privatization. The paper also finds that privatization increases output in the medium-term by reducing the labor stock and promoting the adoption of more advanced technology, such that production shifts from constant to decreasing returns to scale.     

Padmaśrī’s Nāgarasarvasva and the World of Medieval Kāmaśāstra

This essay introduces a special issue on the history of kāmaśāstra in medieval India. It briefly reviews the secondary scholarship on the subject from the publication of the first translations of the genre at the end of the nineteenth century. It highlights the relatively unexplored history of later kāmaśāstra, and stresses the need for contexualized and detailed studies of the many kāmaśāstra treatises produced in the second millennium CE. The introduction, and the essays that follow, also argue for an expanded interpretive framework for the genre, moving beyond ‘sex’ and ‘sexuality,’ to a more widely defined notion of a ‘kāma world’, in which sensual pleasure is understood as being deeply enmeshed with aesthetic, ethical and cosmopolitan cultures.     

Learning from the Katrina Crisis: A Global and International Perspective with Implications for Future Crisis Management

The study of crisis and emergency management—or mismanagement—during Hurricane Katrina will continue to proliferate in the near future. This article presents a global and international perspective on Katrina as a case of "grand failure" in crisis and emergency management, with lessons and implications for future crisis management. Benefiting from empirical data collected from international interviews, the essay presents a theoretical analysis of emergency governance and crisis management, discusses a detailed global perspective on Katrina crisis management as "management and leadership crisis," offers a number of key lessons learned from Katrina, and draws policy and administrative recommendations for future crisis and emergency management through a theory of "surprise management" that is adaptive, collaborative, and citizen engaging and draws on chaos and complexity theories to cope with hyper-uncertainties and unknowns.     

Ear piercing affects earprints: the role of ear piercing in human identification

Previous research conducted into the use of the human ear in the field of forensic identification has focused upon the use of grids and manual methods to measure and catalogue the different anatomical features of the ear. To date, few have considered the importance of the presence of ear piercings and their possible role in human identification. This study aims to highlight the common distribution of piercings of both ears in both genders and to explore the effect of piercings on earprints. The presence of a piercing may, in part, help to explain why partial and not whole earprints are sometimes recovered from a scene of crime (suggesting that the offender's ears may be pierced). The presence of piercings through the tragus and the superior part of the helix are shown to be infrequent and thus may be used to assist the identification of a body, due to its relative rarity with respect to piercings found in other areas of the ear.