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.     

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.     

同治中兴:晚清政治体制模式与政治伦理的悖离

发生在清朝末年的同治中兴,虽在形式上保全了清政府君主专制中央集权的政权组织形式,但其政治体制模式却遭到结构性破坏———中央集权权力向地方督抚下移,而中兴所倚重的中兴名臣仍然抱持儒家封建政治伦理,造成清末政治体制模式与政治伦理相互悖离,双方均失去了在政治建设中的合法性和积极意义。其矛盾运动的结果,使中国近代社会政治新陈代谢的过程曲折而漫长,甚至迂回不前,并出现晚清政局特有的征象。     

浅议邓小平的民主法治思想与人本发展观

崇尚法治,反对人治是邓小平法治思想的基础和核心,民主法治思想与人本发展观的完善是邓小平理论的结晶,它的立法、执法、守法等基本思路对维护社会主义市场经济的新秩序,具有广泛深远的意义。