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.     

Linking Parent–Child and Peer Relationship Quality to Empathy in Adolescence: A Multilevel Meta-Analysis

Empathy, which is the ability to feel concern for and to understand others’ feelings, is thought to develop in high quality relationships with parent and peers, but also to facilitate the quality of these relationships. While a wide literature has addressed this aspect, the heterogeneity of primary studies, in which different indicators of relationship quality (e.g., support, conflict) and empathy (i.e., affective and cognitive) have been examined, makes it difficult to draw conclusive answers. Therefore, it remained ambiguous how parent–child and peer relationship quality are associated with adolescents’ empathy. In order to increase the understanding of these associations, a multilevel meta-analysis was performed, which allowed for including multiple effect sizes from each study. By a systematic literate search, 70 eligible studies were found that provided 390 effect sizes from 75 independent samples. The results showed a small positive correlation between parent–child relationship quality and empathy, and a small-to-moderate positive correlation between peer relationship quality and empathy, which was significantly stronger than the correlation with parent–child relationship quality. Hence, the meta-analytic results indicate that adolescents with higher quality relationships, especially with peers, indeed tend to show more concern for and understanding of others’ emotions than adolescents with lower quality relationships. Moreover, the moderation analyses showed stronger correlations for the positive dimension of relationship quality than for the negative dimension, and stronger correlations for composite scores of affective and cognitive empathy than for separate scores of the empathy dimensions. However, no differences in correlations were found between the affective and cognitive empathy dimension, and no moderation effects were found for gender and age. Thus, this meta-analysis demonstrates robust positive associations between parent–child and peer relationship quality and empathy in adolescence, implying that good empathic abilities may be a protective factor for experiencing poor relationships.

     

Beating the bounds: how does ‘open source’ become a seed commons?

In response to ongoing plant genetic enclosures, the Open Source Seed Initiative (OSSI) is creating a ‘protected commons’ for seed. It is a project, I argue, that reflects characteristics of a growing transnational commoning movement. From the Zapatistas to seed wars, such movements draw attention to commons not simply as a resource, but as a dynamic and evolving social activity: commoning. In the US, OSSI includes 38 plant breeders, 48 seed companies and 377 crop varieties. Yet challenges remain for OSSI to gain wider legitimacy for ‘freed seed’, to build trust in a moral pledge, and to establish fair guidelines for which people and which seed can participate in making the commons. Using the metaphor of ‘beating the bounds’ – a feudal practice of contesting enclosures – I ask how OSSI defends the commons in intersecting arenas. The first way is legal, as OSSI negotiates a move from contract law toward moral economy law. Next is epistemic, as an informal breeder network revitalizes farmer knowledge, while proving more structurally able and culturally equipped to lead commoning efforts. Finally, I reflect on the nature of boundary beating itself, aided by Global South movements. Seed sovereignty perspectives suggest room for a pluriverse of commons to grow.     

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.     

Challenges of research in rural poverty: lessons from large field surveys

This practical note highlights lessons learnt during the data collection of two large field surveys as part of the ongoing “Sindh Union Council and Economic Strengthening Support” (SUCCESS) programme in southern Pakistan. The experience is discussed in terms of language barriers, the educational status of households, dealing with people’s expectations and non-cooperation, and the weather conditions. The note also highlights the practice of public sharing of data in real-time to improve the design and implementation of future surveys, especially those measuring poverty and quality of life.     

Stealing into the wild: conservation science,plant breeding and the makings of new seed enclosures

Faced with pressing climatic changes, scientific and industrial interests are vying to develop crops that can survive drought, floods and shifting pest regimes. Increasingly, they look for solutions in an unlikely place: the gene pools of wild plants. Crop wild relatives (CWR) – species closely related to crops, including their ancestors – offer breeders the allure of retracing the domestication bottleneck, infusing genomes of modern crops with ‘lost’ genetic variety. Yet wild relatives also confront threats from climate change, urbanization and expansion of industrial agri-food. Thus, CWR, seen as both salvational and threatened, have become an international conservation and food-security priority. It is my contention that, in their common project to harness wild-relative potential, conservation and breeding science are co-evolving to extend seed commodity relations into new spheres. I examine enclosures along two fronts: first within ‘systematic CWR conservation’, where ‘in situ’ approaches, typically regarded as empowering and sustainable alternatives to ‘ex situ’, instead may support a complementary system of value extraction; second, in breeding and biotechnology research, which produces new value for CWR while profoundly shaping upstream conservation priorities. An important finding is that although today’s ‘ex situ-centric’ complementarity favors dispossession, an ‘in situ-centric’ approach could foster democratic renewal of biocultural diversity.     

Consequences of Forced Residential Relocation: Early Impacts of Urban Renewal Strategies on Forced Relocatees’ Housing Opportunities and Socioeconomic Outcomes

Policymakers have actively pursued urban renewal and dispersal programs to deconcentrate poverty in urban neighborhoods. Relocation strategies lead to new housing opportunities and may encourage employment opportunities for relocated residents if resourceful contacts and job information become more easily available after the move. This study provides an innovative evaluation of the early impacts of involuntary relocation programs in the Netherlands on the housing careers, earnings and employment rates of forced relocatees. It establishes a quasi-experimental design by employing unique longitudinal individual-level population registry data from Statistics Netherlands: forced relocatees are tracked and matched to a control group consisting of similar residents that were not forced to move. A difference-in-difference design shows that forced relocatees are living in less deprived neighborhoods after the move. However, we find no conclusive evidence that this upgrade in housing leads to more socioeconomic opportunities for the forced relocatees.     

Intervention Theatre: performance,authenticity and expert knowledge in politicians’ travel to post-/conflict spaces

ABSTRACT

This article explores the role of official travel activities by politicians to post-/conflict spaces in German foreign policymaking. Starting from the observation that official travel justifications stress the value of authentic insights and unfiltered information, while journeys in practice are meticulously planned and staged, it asks what kind of knowing is possible, how actors make sense of the staged nature of field trips, and how multiple performances create and/or undermine notions of authenticity and first-hand expertise. The article shows that official on-site visits are composed of multiple conscious performances by all actors involved, but that these performances do not undermine the notions of authenticity and expertise. On the contrary, knowledge authenticity—or truth claims on the basis of authentic insights—and related expert authority are produced through travel-as-performance. The emphasis policymakers put on on-site presence and (the performance of) localized knowledge contradicts intervention literature’s generalized finding of a prioritization of technocratic over localized knowledge. The article draws on politics and performance scholarship and authenticity theories in tourism studies to make sense of a wealth of empirical material on the claims, practice and functions of German MPs’ journeys to post-/conflict spaces as part of broader political struggles over policy knowledge.     

How people organise cultural attitudes: cultural belief systems and the populist radical right

Political scientists generally agree that all individuals structure their cultural attitudes in the same unidimensional fashion. However, various populist radical right parties remarkably combine moral progressiveness with conservatism regarding immigration-related issues. This suggests that the structuring of cultural attitudes among the electorate may also be more complex than typically assumed. Applying Correlational Class Analysis to representative survey data, the study uncovers three cultural belief systems. For individuals adhering to an integrated one, all cultural attitudes are interdependent, as typically assumed. However, two alternative belief systems are also uncovered: intermediate and partitioned. In the latter, positions on one cultural attitude (e.g. ethnocentrism) are barely related to positions on others (e.g. rejecting Islam or opposing homosexuality). The existence of multiple cultural belief systems challenges the widely held assumption that all people organise their cultural attitudes similarly. Both political party agendas and individuals’ education level and religion appear key to understanding variation in belief systems.