Improvisation and Negotiation: Expecting the Unexpected

Negotiators must improvise. As the negotiations process unfolds, they work with new information, continually making decisions along the way to achieve favorable results. Skilled improvisational jazz musicians and actors perform in similar ways: they repeatedly practice song chord progressions and notes or scene guidelines before a performance; then, during the performance, they work with the information or the music they hear in order to react and respond, making decisions along the way to produce dazzling music or a compelling scene. In this article, two experts in negotiation, a jazz-improvisation scholar, a former member of an improvisational theater troupe, and a psychotherapist versed in therapeutic improvisational techniques explore the improvisational nature of negotiation.
Several aspects of negotiation are similar to improvisation. Both negotiators and improvisational performers need to have a similar mind-set to be successful, both need to recognize and/or change that mind-set at times, and both must craft creative solutions. But there are some significant differences between improvisational performance and negotiation practice, which this article also notes. For example, personal charisma ("star quality") is a common attribute of successful performers, but not something negotiators may always rely on. Similarly, improvisational artists usually work as a team, while a negotiator is often on his or her own. Nonetheless, the incorporation of improvisation techniques into the negotiation skills repertoire holds great promise for practicing negotiators and is a worthy topic of future negotiation research and teaching.     

Determinants of Public Administrators' Use of Performance Information: Evidence from Local Governments in Florida

Performance management has been a focus of scholars and practitioners for more than 25 years, yet the use of performance information has not greatly expanded as a result of this attention. Acknowledging that performance measurement is not an end in itself but rather a means to enhance focus on results and value, this article evaluates the determinants of the use of performance information by local government administrators. An online survey was administered to local government employees involved in the 2015–16 Florida Benchmarking Consortium. Analysis of the data demonstrates that institutionalization of performance measurement has the strongest statistically significant positive association with the use of performance information, followed by the design adequacy of the performance measurement system.     

Between Marxism and Nationalism: Chinese historiography and the Soviet influence, 1949-1963

The Chinese practice of Marxist historical writing represents a dynamic interaction between nationalism and transnationalism. On the one hand, Chinese Marxists were attracted to the Soviet experience in applying Marxism to historical study, especially during the 1950s and the early 1960s, for the latter provided a seemingly much needed theoretical guidance. On the other hand, they attempted to circumscribe the Soviet influence in order to strike a balance between history and theory, the foreign and the indigenous, and the national and the transnational. In so doing, they turned their practice of Marxism into an interpretive, hermeneutic process, in which the temporal distance between the Marxist text and China's historical experience became recognized.     

The county administrator and productivity improvement: An examination of contrasting styles

The study examines productivity improvement efforts among a sample of United States County Administrators. Administrators' actions were divided into “tough” and “soft” approaches which were then examined in light of external and internal environment, governmental actors, duties of the office, management and policy actions and roles, and personal and demographic characteristics. Strong correlates were found in the areas of external environment, managerial role, and personal characteristics.     

Differentiation and survival among North Carolina smallholders: An empirical perspective on the Lenin‐Chayanov debate

This article addresses theoretical issues concerning differentiation and class formation using North American data. It explores how socio‐economic characteristics vary and impact survival in agriculture. The study is based on panel data collected from a sample of smallholders in three Piedmont North Carolina counties. Factor analysis reveals five major dimensions of differentiation: scale, household labour, off‐farm family labour and income, demographic characteristics, and land tenure. An index of propensity to survive in agriculture, constructed from three waves of panel data is regressed upon five indices measuring the underlying dimensions of differentiation. Land tenure manifests a statistically significant net effect on survival in agriculture. These empirical results support theoretical arguments in favour of integrating analyses of socio‐economic and demographic differentiation in the study of agricultural enterprises.     

Measuring performance at the army research laboratory: The performance evaluation construct

The Army Research Laboratory (ARL) is the only R&D organization to be designated a Pilot Project for Performance Measurement under the Government Performance and Results Act of 1993 (GPRA). As such, managers at ARL were required to develop a system for measuring progress towards meeting strategic and annual performance goals, as specified in the required planning documents. The measurement system developed at ARL to comply with the GPRA, which we call the Performance Evaluation Construct, is presented herein.     

A comparison between the Intercept Oral Fluid Collection Device® and urinalysis among Baltimore City probationers

Few studies compared oral fluid (OF) analysis to laboratory urinalysis (UA) in real-world criminal justice environments, and no studies had collected survey data, from either specimen providers or specimen collectors, about the overall OF collection experience. In the most comprehensive toxicological comparison study conducted to date, urine and OF specimens were collected from a sample of 223 adult probationers in Baltimore City, Maryland, between March and May 2004. In addition, probationers and probation staff were surveyed about the OF collection experience. With confirmed UA as the reference standard, the Intercept Oral Specimen Collection Device® (Intercept) was 100 percent sensitive and 99 percent specific for benzodiazepines, 92 percent sensitive and 96 percent specific for cocaine, 77 percent sensitive and 96 percent specific for opiates, 39 percent sensitive and 98 percent specific for marijuana, and 75 percent sensitive and 91 percent specific for the detection of at least one drug. Seventy-two percent of the probationers and 88 percent of the probation staff rated the Intercept experience better than the collection of urine specimens. Implications for criminal justice policy and research are discussed.