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.     

Consolidating right-wing hegemony: the Israeli election 2015

Following the premature collapse of an eclectic right-wing and centre-left government, Israelis went to the polls on the 17 March, 2015. Despite what appeared to be a clear-cut right-wing victory, the thirty-fourth government of Israel was constituted 14 May, 2015, over two months after incumbent Prime Minister Benjamin Netanyahu’s apparent electoral triumph. This profile examines the contours of Israel’s recent election campaign and formation of a new government, assessing the triumphs and pitfalls of Israel’s major political parties during the election period. Similarly, this profile delineates the major political issues and dominant personalities featuring throughout the campaign. Subsequently, this profile traces the often-frantic coalition negotiations that led to formation of the thirty-fourth Israeli administration. Finally, the domestic and foreign policy implications of an increased hegemony of right-wing parties in the current government are outlined. Conversely, the narrow majority of the new government suggests ideological homogeneity may come with a price of increased political instability for Prime Minister Netanyahu.     

Religion,Same-Sex Desire,and the Imagined Geographies of Empire: the case of Constance Maynard (1849–1935)

Although a devout Evangelical, living in an era that largely predated the dissemination of sexological discourses of female same-sex desire, Constance Maynard (1849–1935), the prominent Victorian educational reformer, pursued a series of same-sex relationships. This essay focuses on Maynard's relationship with the Anglo-Irish Marion Wakefield (1876–1956), exploring the role of Maynard's erotic imagination in the constitution, contestation, and consolidation of the imagined geographies of imperialist discourse. Maynard's erotic positioning of her lover in diverse imperial landscapes reveals the ostensibly ‘private’ discourses of the erotic imagination to be profoundly implicated in the ‘public’ discourses of empire. At the same time, the domestic settings in which these landscapes were imagined and in which the women's illicit desires were enacted, pose a challenge to the gendered spatial dichotomies—private/public, domestic/imperial, and home/away—of both imperialist discourse and the historiography of empire.