The Effect of Negotiation Practices on the Relationship between Suppliers and Customers

This article examines the effects of negotiation practices, such as coercion and contract formality, on how suppliers and customers perceived the resulting business relationship. We conducted a purchasing negotiation simulation with students in a classroom setting in which participants competed for resources in a mock supply-chain context. The participants were surveyed at key stages of the ongoing negotiation in order to measure their behaviors as a customer–supplier relationship developed. The data were used to test several hypotheses developed from the marketing and purchasing literature. The hypotheses were analyzed using structural equation modeling.
Results demonstrated that the use of coercive techniques by negotiators during negotiation had a negative effect on satisfaction. In addition, the findings showed that, as expected, negotiators entering a negotiation with a cooperative orientation would tend to avoid the use of coercive practices during negotiation. The cooperative orientation also exhibited an unexpected positive effect on the formalization of the design of the contract between the parties. This study contributes to the current knowledge base focusing on the creation of agreements between companies and will, we hope, encourage the integration of suppliers and customers in an operating context within a supply-chain setting.     

关于程序与实体的法哲学思考

主观的目的能否变为现实取决于手段是否有效 ,因此 ,目的一旦确定 ,手段就显得更重要 ,因为手段具有直接的现实性。实体之所以是目的就在于它是行为本身 ,是主体的预期 ,而程序是行为的过程、载体 ,是达成实体之手段、行动。程序由此表现出主观价值性、外在的强制性、内在的科学性、相对的独立性、对人的公开性等特点 ,而实体的价值在于为程序指明方向、引发程序的启动和完善、体现着主体的价值追求 ,并在逻辑上先于程序而存在     

未来社会新的发展观探祈

确立未来社会新的发展观是面向21世纪全人类无法回避的课题。未来社会新的发展观的基本取向是 :从改造自然、技术、环境等转向改变人类自己。     

Chapter 2: Pay Now So You Won't Pay Later: The Effectiveness of Prevention Programming in the Fight to Reduce Delinquency

Community-based delinquency prevention programs, designed to work with youth and families before they become involved with the official court process, are relatively rare. Likewise, few studies have been published concerninge valuative research on such programs. This article reviews some background on program concepts, describes the operations of the Oakland County Probate Court Youth Assistance casework services program, and reports the results of a comprehensive program evaluation project. The findings suggest that prevention programming is one effective strategy to aid in reducing the likelihood of more costly court interventions. Recommendations for program development are offered.