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.     

Can financial incentives reduce juvenile confinement levels? An evaluation of the Redeploy Illinois program

Purpose

Assessments of ongoing fiscal restructuring of juvenile justice system processes and the impact such restructuring has on juvenile incarceration rates are limited. When impacts of fiscal restructuring efforts have been assessed, researchers have focused on systemic, macro level changes in incarceration rates but avoided more focused, micro level impacts. This study fills this knowledge gap by examining the recent implementation of the Redeploy Illinois program in two pilot sites. In the Redeploy Illinois program, financial incentives were provided to select counties to develop community based alternatives to incarceration. The goal was to alleviate over reliance on state funded residential facilities for evaluation and confinement purposes.

Methods

Agency data were analyzed using qualitative methods to examine the effects of this change.

Results

Results of this study demonstrated that counties participating in the pilot test of the Redeploy Illinois program were able to reduce their levels of juvenile commitment to the state. Peoria County exceeded their reduction benchmark for all but two years, and St. Clair County well exceed their reduction benchmark for all full calendar years subsequent to implementation.

Conclusions

Findings are consistent with the limited literature exploring fiscal restructuring efforts designed to reduce county levels juvenile commitments.     

Book reviews

Monetary and Financial Policies in Developing Countries: Growth and Stabilisation. By Akhtar Hossain and Anis Chowdhury. London: Routledge, 1996. Pp.x + 230. £40. ISBN 0 415 10870 5

Globalization in Question: The International Economy and the Possibilities of Governance. By Paul Hirst and Grahame Thompson. Cambridge: Polity Press, 1996. Pp.vi + 227. £45 and £12.95. ISBN 0 7456 1244 X and 1245 8

Aid and Political Conditionality. Edited by Olav Stokke (EADI Book Series 16). London: Frank Cass, 1995. Pp.xviii + 417.£35 and £19.50. ISBN 0 7146 4640 7 and 4162 6

Coping with Austerity: Poverty and Inequality in Latin America. Edited by Nora Lustig. Washington, DC: The Brookings Institution, 1995. Pp.xviii + 460. $39.95 and $18.50 ISBN 0 8157 5318 7 and 5317 9

Unshackling the Private Sector: A Latin American Story. By Paul Holden and Sarath Rajapatirana. Washington, DC: The World Bank, 1995. $10.95. ISBN 0 8213 3336 4

Debating Development Discourse. Edited by David Moore and Gerald Schmitz (Foreword by Colin Leys). London: Macmillan, 1995. £40. ISBN 0 312 12886 X

Lessons in Economic Policy for Eastern Europe from Latin America. Edited by Gary McMahon. London: Macmillan, 1996. Pp.xxii + 256. £40. ISBN 0 333 64270 8     

Book Reviews and Books Received

Author: MASKUS, KEITH; Intellectual Property Rights in the Global Economy; Reviewer: Donald G. Richards; Author: SVEDBERG, PETER; Poverty and Undernutrition: Theory, Measurement and Policy; Reviewer: Stephen Devereux; Editors: JALILAN, HOSSEIN, TRIBE, MICHAEL and WEISS, JOHN; Industrial Development and Policy in Africa: Issues of De-industrialisation and Development Strategy; Reviewer: Peter Lawrence; Editors: WISE, CAROL and ROETT, RIORDAN; Exchange Rate Politics in Latin America; Reviewer: Omar Sanchez; Author: THE WORLD BANK; India: Reducing Poverty, Accelerating Development; Reviewer: John Farrington     

A Model Linking Community Activity and Communication With Political Attitudes and Involvement in Neighborhoods

Although people tend to mobilize around local problems and restrict their political involvement at other times, the political communication literature generally has focused on national politics and elections. This is particularly surprising in investigations of political involvement since it is at the community level that people should feel more efficacious. Also, both mass and interpersonal communication should be more significant locally given their importance in strengthening community ties. The study reported here focuses on these relationships in a community context, with a survey of six inner-city neighborhoods and six suburbs classified on status using location and census data. Results point to a much more positive role for the media in community politics. Those most likely to rely on neighborhood newspapers as sources are less disillusioned with government, suggesting that the most "grassroots" of print media are more efficacious in their impact than the other channels. Also, readership of a daily newspaper is particularly strong as a predictor of both community political involvement and faith in community civic involvement. Results of the macro analysis suggest that urban sprawl may have consequences for how media affect political involvement. In the data here, distance from the center city and stratification are closely tied--the further out the community, the higher its status. Results by neighborhood structure indicate media specialization as well as a greater dependence on media versus interpersonal influence in the political arena. Thus, we see that political involvement and attitudes are more strongly related to reading the daily newspaper in the more distant suburbs than in the center city.     

Profiles of Racial Socialization Messages from Mothers and Fathers and The Colorblind and Anti-Black Attitudes of Asian American Adolescents

Journal of Youth and Adolescence - Racial equality requires coalitions and solidarity across racial groups, but there continues to be racially colorblind and anti-Black attitudes within the Asian...     

Book reviews

Author: SALIH, M.A. MOHAMED; African Democracies and African Politics; Reviewer: Liiso Laakso; Author: MOLYNEUX, MAXINE; Women's Movements in International Perspective; Reviewer: Katie Willis; Author: ATHUKORALA, PREMA-CHANDRA; Crisis and Recovery in Malaysia: The Role of Capital Controls; Reviewer: Anne Booth; Author: RUTHERFORD, BLAIR A.; Working on the Margins: Black Workers, White Farmers in Postcolonial Zimbabwe; Reviewer: Angela Cheater; Editors: DESAI, VANDANA and POTTER, ROBERT B.; The Companion to Development Studies; Reviewer: Philipp H. Lepenies; Editor: SCOONES, IAN; Dynamics and Diversity: Soil Fertility and Farming Livelihoods in Africa; Reviewer: Michael Stocking; Editor: CHANG, HA-JOON; Joseph Stiglitz and the World Bank: The Rebel Within; Reviewer: Barry Riddell; Editors: GUERRIERI, PAOLO, IAMMARINO, SIMONA and PIETROBELLI, CARLO; The Global Challenge to Industrial Districts: Small and Medium-Sized Enterprises in Italy and Taiwan; Reviewer: Michael J. Ryan; Authors: PAYNE, ANTHONY and SUTTON, PAUL; Charting Caribbean Development; Reviewer: Jean Stubbs     

Book Reviews and Books Received

Author: NEEFJES, KOOS; Environments and Livelihoods: Strategies for Sustainability; Reviewer: Caroline Ashley; Editors: KLEINBERG, REMONDA BENSABAT and CLARK, JANINE A.; Economic Liberalization, Democratization and Civil Society in the Developing World; Reviewer: Walter Eberlei; Authors: CORBRIDGE, STUART and HARRISS, JOHN; Reinventing India: Liberalisation, Hindu Nationalism and Popular Democracy; Reviewer: Gurharpal Singh; Author: SEABRIGHT, PAUL; The Vanishing Rouble: Barter Networks and Non-Monetary Transactions in Post-Soviet Societies; Reviewer: Alistair McAuley; Author: BRASS, TOM; Peasants, Populism and Postmodernism: The Return of the Agrarian Myth; Reviewer: James Overton; Author: MBAKU, J.M.; Bureaucratic and Political Corruption in Africa: The Public Choice Perspective; Reviewer: Robert Williams; Author: ROSE-ACKERMAN, SUSAN; Corruption and Government: Causes, Consequences and Reform; Reviewer: Robert Williams; Author: FIELDS, GARY S.; Distribution and Development: A New Look at the Developing World; Reviewer: Arne Bigsten; Author: ABU SHAIR, OSANA J.A.R.; Privatization and Development; Reviewer: Stephen Trotter; Editors: COOK, PAUL, KIRKPATRICK, COLIN and NIXSON, FREDERICK; Privatization, Enterprise Development and Economic Reform: Experiences of Developing and Transitional Economies; Reviewer: Stephen Trotter; Editor: HARRIS, GEOFF; Recovery from Armed Conflict in Developing Countries: An Economic and Political Analysis; Reviewer: Paul Dunne