Beyond Offers and Counteroffers: The Impact of Interaction Time and Negotiator Job Satisfaction on Subjective Outcomes in Negotiation

In this study, we examined real‐world sales negotiations by collecting data in collaboration with a large Taiwanese eyeglasses company. We found, as has been established previously, that higher first offers predict higher company profits and that the impact of high opening offers can be muted by greater customer awareness of prices at other stores. When we investigated a more qualitative outcome, customers’ perceptions of service quality, a different set of predictors emerged. Our results indicate that salespeople who spent more time introducing the products and services were perceived by the customers as providing higher service quality, but this effect only occurred for those salespeople who reported high levels of job satisfaction. Also, price reduction by salespeople did not improve customer satisfaction. Our results indicate that customer satisfaction does not require negotiated price concessions, but rather depends on extensive interaction with salespeople who are happy in their work. This is the first study to show that negotiator job satisfaction can affect important negotiation outcomes.     

Victim selection in ethnic conflict: Motives and attitudes in Irish republicanism

Through examination of statements made by Irish republicans involved in the Northern Ireland conflict and of the social identities of victims of republican violence, White has argued that the Irish Republican Army is not sectarian but that the loyalist paramilitaries are. This response challenges both the interpretation of republican rhetoric and the conclusions drawn from the study of victim selection. It draws attention to a wide range of indices of communal hatred to make the case that sectarianism is endemic in the Northern Ireland conflict and that much of the variation in victim selection is a product of opportunity rather than motive. Furthermore, it questions the wisdom of analysing victim selection by imputing to victims just one social identity.     

China's Environmental Governance: the domestic – international nexus

This paper examines the connection between China's domestic governance and its involvement in global governance in environmental protection by studying the major actors and issues involved in the interaction between the domestic and international spheres of activities. These actors include international institutions, national and local governments, nongovernmental organisations, and others. The paper demonstrates that China has made some substantive progress in protecting its environment, but much more needs to be done. Internationally it seems to lack the will or the capability to make much contribution towards global environmental governance. However, because of its huge aggregate size, what it does or does not do to avert environmental degradation at home could have a significant impact on collective efforts to protect the environment at the global level.     

Joined up policy in practice? The coherence and impacts of the local government modernisation agenda

Abstract

The last decade has witnessed a raft of new policies designed to transform the politics and performance of local authorities in the UK. Over the next three years, a specially commissioned themed section of Local Government Studies will explore the impact of these policies drawing on recent empirical studies by leading researchers in the field. This paper, the first in the series, sets the scene by tracing the evolution of key policies, analysing their objectives and assessing the extent to which they can, as central government has claimed, be seen as a coherent package of complementary policies. It concludes that whilst at first sight the links between policies within the Local Government Modernisation Agenda are not obvious, policies have become increasingly holistic. Local authority officers perceive them to be interacting in ways that contribute to the achievement of service improvement, more effective community leadership, increased stakeholder engagement, greater accountability and increased public confidence. However, the lack of ‘joined up’ working across Whitehall presents significant problems for councils and other agencies that are responsible for local service delivery and a continuing challenge for central government.     

Has the cocaine epidemic arrived in the UK?

National surveys of the UK drug situation in 2000 found that cocaine was the most frequently seized Class A drug, with 25-40 tonnes of cocaine being smuggled into the UK each year. In the light of these findings, an audit of the analytical monitoring for cocaine abuse has been performed covering the period from 1996 to 2002. It was found that there has been a consistent upward trend in the percentage of requests found to be positive for cocaine over this 7-year study period, rising from 9.7% in 1996 to 22% in 2002. This data would suggest that the use of cocaine has increased dramatically over the past few years, indicating that the arrival of the "cocaine epidemic" has now started to become a reality in the UK.     

Vanishing vaccinations: why are so many Americans opting out of vaccinating their children?

Vaccinations against life-threatening diseases are one of the greatest public health achievements in history. Literally millions of premature deaths have been prevented, and countless more children have been saved from disfiguring illness. While vaccinations carry unavoidable risks, the medical, social and economic benefits they confer have led all fifty states to enact compulsory childhood vaccination laws to stop the spread of preventable diseases. Today, however, vaccines are becoming a victim of their success--many individuals have never witnessed the debilitating diseases that vaccines protect against, allowing complacency toward immunization requirements to build. Antivaccination sentiment is growing fast in the United States, in large part due to the controversial and hotly disputed link between immunizations and autism. The internet worsens fears regarding vaccination safety, as at least a dozen websites publish alarming information about the risks of vaccines. Increasing numbers of parents are refusing immunizations for their children and seeking legally sanctioned exemptions instead, apparently fearing vaccines more than the underlying diseases that they protect against. A variety of factors are at play: religious and philosophical beliefs, freedom and individualism, misinformation about risk, and overperception of risk. State legislatures and health departments now face a difficult challenge: respecting individual rights and freedoms while also safeguarding the public welfare. Nearly all states allow vaccination exemptions for religious reasons and a growing number provide "philosophical" opt-outs as well. However, in all but a handful of jurisdictions, neither objection is seriously documented or verified. Often, the law requires a parent to do no more than simply check a box indicating she does not wish her child to receive immunizations. The problem is exacerbated by financial incentives schools have to encourage students to opt out of vaccinations. The rise in parents opting out has caused the AMA grave concern, with many experts decrying the rise of so-called "exemptions of convenience." In some areas, nearly one out of five children have not received their recommended vaccines. The consequences are serious not only for those unprotected children, but for the rest of society as well. "Herd immunity" is threatened as more and more parents free ride off of the community's dwindling immunity, and outbreaks of diseases thought to have been conquered have already occurred. Lawsuits against vaccine manufacturers threaten them with bankruptcy, costs are being externalized onto the healthcare and legal systems, and vulnerable populations are suffering harm or even death. In the interests of social welfare, state legislatures and health departments should consider methods to ensure that the exemption process is carefully tailored to prevent check-the-box opt-outs of convenience, while still allowing exemptions for those with earnest and informed convictions or medical reasons.