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.     

Linkages Among Poverty, Development, and Budget Systems

The achievement of economic growth and social equity in developing nations, whatever path they pursue, has been hampered by uncertainty, instability, and uncontrollability in budgeting. It appears likely that left to themselves, these budget systems will continue largely unchanged, with little or no progress toward eliminating poverty and advancing development. However, several options are available for restructuring budget systems through implementation of carefully devised systematic action plans.     

Influence of Family,Agency, and Caseworker Dynamics on Caregivers' Satisfaction With Their Child Protective Services Experience

Numerous child protective services (CPS) agencies have adopted differential responses as a system reform hypothesized to facilitate family engagement. This research tests a conceptual framework developed to examine dynamics between caregiver, agency, and caseworker factors that are assumed to impact caregiver engagement. Data from a randomized control study and structural equation modeling methods were used to explore the influence of these factors on caregiver satisfaction with their CPS experience. The results indicate that receipt of alternative response, caregivers' ratings of their caseworker's interaction style, and caregivers' positive emotional response influenced satisfaction with their intervention experience, while negative emotional responses did not.     

Identification and analysis of smallholder producers’ constraints: applications to Tanzania and Uganda

This article puts forward a method for the analysis of constraints faced by developing countries’ smallholder producers. It is consistent with theories of constraints, efficient in terms of cost and researchers’ time, and accessible to a non-technical audience. A hybrid of workshop discussion and individual data collection, it also draws on data and analyses available in most developing countries. The article presents an application to smallholder livestock systems in Tanzania and Uganda, reporting results and analysis relating constraints to households’ characteristics and conditions, and their stated goals. While limitations are identified, it is proposed for application in other development fields.