Rocks and Hard Places: Managing Two Tensions in Negotiation

Theorists posit two fundamental tensions in negotiation. One is strategic: the tug-and-pull between creating value and claiming one's share of it. The other is interpersonal: the tension between asserting one's own interests and, at the same time, empathizing with the feelings and needs of other parties. ¹ This research report analyzes how negotiators experience these tensions in practice. Specifically, their self-perceptions about their relative competence in several key areas allow us to see how strength along one dimension (like getting the maximum) is correlated with other important skills. Some of the authors' findings confirm familiar models. For example, people implicitly feel that being successful at asserting their own interests imposes a cost with respect to understanding others. There were some surprises, however: most notably, people who rated themselves as strong value claimers also saw themselves as good value creators. The authors explore some of the implications of their findings for both practice and teaching, and foreshadow a follow-up report they plan. They also note how other researchers can access their data for their own studies.     

Getting to No

Negotiation Journal -     

Vitreous humor magnesium in alcoholics

Postmortem vitreous humor magnesium concentrations were determined in 27 alcoholics and in 27 nonalcoholics who died of various causes. No significant differences in magnesium values were present between these two groups. The concentrations in those dying with alcohol withdrawal syndrome or in those with postmortem findings limited to hepatic fatty change did not differ significantly from those in the nonalcoholic group or from those of the alcoholics dying of other causes. There was no correlation between vitreous humor magnesium concentrations and postmortem interval in any group. We conclude that vitreous humor magnesium determination is not helpful in the postmortem evaluation of suspected alcohol-related deaths or in determining postmortem interval.