Negotiating Effectively: Justice in International Environmental Negotiations

Are negotiators who rely on justice principles in the process of bargaining and drafting agreements more—or rather less—effective than others? This article examines whether adherence to principles of procedural and distributive justice in negotiations contributes to more effective results, with a focus on international environmental negotiations. Effectiveness is defined in terms of the extent of agreement (among parties and on issues), time to reach agreement, and comprehensiveness of the agreement. A set of hypotheses is evaluated on a selection of bilateral and multilateral cases of environmental negotiations, using statistical methods. The analyses reveal that adherence to principles of procedural justice contributes to more effective results in multilateral environmental negotiations. These principles are found to hinder effectiveness in the bilateral cases. On the other hand, adherence to principles of distributive justice is only moderately related to effectiveness in both the bilateral and multilateral cases.     

Understanding Responsible Leadership: Role Identity and Motivational Drivers

This article contributes to the emerging discussion on responsible leadership by providing an analysis of the inner theatre of a responsible leader. I use a narrative approach for analyzing the biography of Anita Roddick as a widely acknowledged prototype of a responsible leader. With clinical and normative lenses I explore the relationship between responsible leadership behavior and the underlying motivational systems. I begin the article with an introduction outlining the current state of responsible leadership research and explaining the kind of magnifying glasses used to examine the case. I continue with a brief summary of Anita Roddick’s development from childhood to adulthood, which provides the biographical background for exploring her motivational systems as a leader. Against this backdrop, I analyze the relationship between motivational drivers and a responsible leadership identity as revealed by Roddick in different behavioral leadership roles. I conclude the article by providing a number of lessons learned for responsible leadership and the development of future global leaders. Dr. Nicola M. Pless is a former Vice President of leadership development at a large financial services institution. Currently she is Reader in Responsible Leadership at the University of St. Gallen and Research Director of the HSG-INSEAD Initiative on Responsible Leadership. She holds a Ph.D. in organizational theory and social issues from the University of St. Gallen and a diploma in clinical organizational psychology from INSEAD where she is a Visiting Senior Research Fellow. She is editor of “Responsible Leadership”, published by Routledge in 2006.     

The strategies of the Spanish cotton textile companies before the Civil War: The road to longevity

This study, based on family business theories, offers an innovative vision of the Spanish cotton industry. It proves that Spanish cotton companies – just like their European counterparts – implemented a strategy that was consistent with their nature as family businesses and went beyond the economic-institutional frames within which they developed. The article identifies this strategy as ‘conservative’, because its main objectives were longevity and family control and because it was based on a high percentage of own resources, low levels of indebtedness and organic growth, thus sacrificing profitability for the sake of security.     

The Extensive Side of Nineteenth-Century Military Economy: The Tent Industry in the Northern United States during the Civil War

Because most histories of military-industrial relations haverested on the examples of arms production and shipbuilding,balanced accounts of military procurement and technologies duringthe nineteenth century are difficult to find. In fact, weaponsand ships accounted for a relatively small fraction of all thegoods and services consumed by nineteenth-century armed forces.This article, which describes the tent industry in the UnitedStates during the Civil War, suggests that many military enterprisesof the period were characterized by an industrial dynamic thatwas relatively extensive rather than intensive. In the U.S.tent industry, the leading military contractors were mercantilefirms, which stood at the center of disintegrated productionand distribution networks. Featuring relatively low-capitalproduction arrangements, large numbers of women workers, andpowerful mercantile intermediaries who linked manufacturersand army purchasing agents, the Civil War tent business is anexample that challenges traditional accounts of the economicfoundations of nineteenth-century military capability.     

Justice Climate and Workgroup Outcomes: The Role of Coworker Fair Behavior and Workgroup Structure

Journal of Business Ethics - Research on justice climate demonstrates a consistent effect on workgroup outcomes such as job satisfaction, commitment, and performance. However, little research...     

A Cross-Cultural Investigation of the Ethical Values of Consumers: The Potential Effect of War and Civil Disruption

Past research has examined the ethical judgments of consumers in the U.S., but few studies have investigated such attitudes in foreign-market settings. The current study compares ethical attitudes of consumers in two countries (Ireland and Lebanon) which share a cultural similarity of ongoing war and terrorism. The findings reveal that both cultures exhibit low sensitivity to ethical issues. Furthermore, the findings show that the Irish consumers are less sensitive to consumer ethical practices, less idealistic, more relativistic, and more Machiavellian than Lebanese consumers. The authors recommend that other researchers need to further investigate this perplexing issue because ethics is a research topic which often discourages survey respondents to be candid.     

User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online

With the rapid growth of web-based services and global trade, there is some commercial potential for web-based Negotiation Support Services (WNSS). This market potential, however, is somewhat untapped. While previous studies had examined WNSS adoption by individual decision makers, this situation is not fully realistic, as the conformity of all negotiating partners is required for web-based negotiation to happen. Therefore, this study extends the technology acceptance model for the context of e-negotiation through the inclusion of perceptions regarding the intention of the negotiating partner to use WNSS (i.e., perceived intentions). An empirical investigation, based on phone interviews with potential users, supports the research model. The perceived intention of the negotiating partner to agree to use WNSS was found to have significant positive effect on individuals’ acceptance of WNSS and its antecedents. Adding this construct into WNSS acceptance theory advances our understanding of WNSS adoption and provides important insights for scholars and practitioners.     

The Drivers of World Prosperity

The Deputy to the Secretary-General of the United Nations Conference on Trade and Development draws attention to the widening gap between rich and poor countries. Taking a global view, progress towards genuine world prosperity has been unsatisfactory. In this thoughiful speech, Mr Fortin focuses on two driving forces in particular: the role of public policy in the development process, and the contribution of the transnational corporation.     

Nicholas Onuf and Peter Onuf. Nations, Markets, and War: Modern History and the American Civil War

The bloodiest war ever fought by the United States, the CivilWar remains a focal point of American historical writing andresearch. How could Americans embark in such a war where brothersfought brothers? And what does this experience tell us aboutthe nature of the American union, before and after the CivilWar? Two brothers, historians Nicholas and Peter Onuf, confrontthese questions in a wide-ranging study that will challengetheir readers's     

The Mediating Role of Postrecovery Satisfaction in the Relationship between Justice Perceptions and Customer Attitudes

ABSTRACT

The present study advances the literature by examining the meditating roles of postrecovery satisfaction in the relationships between distributive and interactional justices, and postrecovery attitudes. The model is empirically tested using survey data collected from 600 telecommunications service customers; and analyzed using partial least squares technique. Results indicate that postrecovery satisfaction partially mediates the perceptions of justice in the recovery process and service quality as well as repurchase intention. It is the first study to examine postrecovery satisfaction as a mediator in understanding the impact of recovery justice (antecedent) on service quality (consequence) in the telecommunications service context.     

Coping with Job Insecurity: The Role of Procedural Justice, Ethical Leadership and Power Distance Orientation

This study examines the relationship between procedural justice and employee job insecurity, and the boundary conditions of this relationship. Drawing upon uncertainty management theory and ethical leadership research, we hypothesized that procedural justice is negatively related to job insecurity, and that this relationship is moderated by ethical leadership. We further predicted that the moderating relationship would be more pronounced among employees with a low power distance orientation. We tested our hypotheses using a sample of 381 workers in Macau and Southern China. The results support all of our hypotheses. The implications of these results for research and practice are discussed.     

The Role of Retail Competition,Demographics and Account Retail Strategy as Drivers of Promotional Sensitivity

We study the determinants of sensitivity to the promotional activities of temporary price reductions, displays, and feature advertisements. Both the theoretical and empirical literatures on price promotions suggest that retailer competition and the demographic composition of the shopping population should be linked to response to temporary price cuts. However, datasets that span different market areas have not been used to study the role of retail competition in determining price sensitivity. Moreover, little is known about the determinants of display and feature response. Very little attention has been focused on retailer strategic decisions such as price format (EDLP vs. Hi-Lo) or size of stores. We assemble a unique dataset with all U.S. markets and all major retail grocery chains represented in order to investigate the role of retail competition, account retail strategy, and demographics in determining promotional response. Previous work has not simultaneously modeled response to price, display, and feature promotions, which we do in a Bayesian Hierarchical model. We also allow for retailers in the same market to have correlated sales response equations through a variance component specification. Our results indicate that retail strategic variables such as price format are the most important determinants of promotional response, followed by demographic variables. Surprisingly, we find that variables measuring the extent of retail competition are not important in explaining promotional response.     

Negotiating a supply contract in China. Case comment: Negotiating a supply contract in China

This case highlights the challenges inherent in strategy implementation in the Brazil, Russia, India, and China (BRIC) context, especially the impact of cultural context on the negotiation process. It also illustrates the role that multiple providers within a global supply chain can play in strengthening a negotiator's hand. The accompanying commentary from Robert Nudelman, an executive with extensive business development experience in Asia, offers suggestions for companies contemplating market entry into China, including the importance of having the right people involved in a negotiation. He also emphasizes the importance of prenegotiation planning to the outcome of the negotiation. © 2008 Wiley Periodicals, Inc.     

企业履责的未来重要驱动力

随着近十年企业社会责任的不断加速,老百姓对环境及社会责任的认知及需求也提高了,履行社会责任已成为对企业的基本要求。