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.     

Personnel Reform in the States: A Look at Progress Fifteen Years after the Winter Commission

Trends in states’ civil service reforms since the Winter Commission’s report was published in 1993 are described and evaluated in the context of its recommendations. The authors argue that the commission’s reform agenda relies on a public service bargain that requires public employees, elected officials, and other stakeholders to respect, trust, and support each other’s efforts to serve the public interest. Its recommendations for modernizing state and local personnel systems are discussed and related to the “reinvention” and New Public Management initiatives of the past 20 years. Many of these ideas have been adopted by state governments, but there is no single reform model that has been followed across the states. Some states, such as Georgia and Florida, have engaged in radical reforms that include replacing traditional merit systems with at‐will employment models. The general pattern involves decentralization, deregulation, and limitation of employee protections. While many of the management‐oriented changes advocated by the Winter Commission are staples of states’ civil service reforms, its emphasis on a “trust and lead” strategy based on public service values, partnership, and leadership in the public interest has not received much attention. In general, objective evaluations of states’ reforms are needed to determine whether their purposes are being achieved.     

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.     

Does fertiliser use improve household welfare? Evidence from Ghana’s cocoa industry

This article analyses welfare impacts of fertiliser adoption using data collected from 838 cocoa farm households in the four key cocoa-producing regions in Ghana. Using propensity score matching (PSM), the study indicates that application of fertiliser leads to significant gains in farm yields, farm income, consumption expenditure, consumption expenditure per capita, and value of productive farm assets. The article concludes that cocoa-specific programmes such as Cocoa High Technology (Cocoa Hi-tech), initiated to intensify the application of improved farm technologies such as fertiliser, should be strengthened through effective and efficient management systems.     

The puzzling case of Jimmy “the Greek”

His previous contribution to Society,“Sexual Harassment and the Law,” appeared in the May/June 1991 issue. The author wishes to acknowledge the generous support of the Sarah Scaife Foundation and the John M. Olin Foundation.     

The evaluation of the extent of transporting or "tracking" an identifiable ignitable liquid (gasoline) throughout fire scenes during the investigative process

Tests have determined that boots or shoes of individuals at a fire scene do not transport sufficient contaminants ("tracking") through the fire scene to produce a positive laboratory result for the presence of gasoline in a fire scene that was not present at the time of the fire. Questions about the validity of forensic laboratory results have been raised on the basis that low-level gasoline residues detected in the laboratory samples could have been the result of transporting the residue by footwear contaminated from the fire scene ("tracking"). The data collected in this study establish that "tracking" does not lead to false-positive laboratory results. Canines trained and experienced in the detection of trace ignitable liquid residues were also utilized in this study. The canine results confirmed that properly trained canines show a higher sensitivity than do standard ASTM laboratory techniques for fire debris analysis. In a few cases, canines responded to contamination, but laboratory testing (which is the definitive indicator) did not produce positive results.