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Previous research on negotiation skills has focused mostly on the negotiation itself and tactics used when bargaining, while little research has examined the process by which people become effective negotiators. The purpose of this paper is to develop an initial model from an intra-organizational perspective to outline the factors that contribute to the development of negotiation skills and behaviors by employees.

This conceptual paper relies on prior research and existing theory to focus on the types of developmental and learning experiences and processes that lead to the acquisition of three specific types of key negotiation skills and behaviors.

Distributive, integrative, and adaptable negotiation skills are developed most effectively via different learning and development activities, respectively. Additionally, unique individual difference and situational variables could contribute to particular negotiation behaviors, either directly or via an interaction with developmental experiences.

The paper proposes a model for future testing in which results can provide support for tailored/customized training and development of employee negotiation skills. Providing the correct people with the correct tools in the correct manner is always desirable by practitioners.

This proposed holistic model provides new insights, structure, and suggestions for more research on factors that lead to negotiation skill development and exhibition of effective negotiation behaviors. This paper goes beyond description of negotiation tactics and addresses the various negotiation contexts and the unique skills needed for each. Most importantly, the paper addresses how those skills are uniquely and most effectively developed.

Face threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to face is activated. The purpose of this study is to extend that research by testing whether FTS – which is defined as a propensity to act – is associated with the outcomes of negotiators when the threat has not been specifically activated. Face theory specifies that face threats can cause individuals to take proactive steps to avoid threats before they might occur.

Drawing on face theory and social role theory, the authors conduct a negotiation experiment and use hierarchical regression to test hypotheses concerning the relationship between FTS for sellers and buyers on negotiated outcomes in both distributive and integrative negotiations. The authors also use moderated regression to test if gender moderates the relationship between buyer and seller FTS and negotiation outcomes.

Results show that, when the threat is not activated, high FTS buyers pay more than low FTS buyers. Consistent with face theory and social role theory, this effect is moderated by gender, with the association being stronger for women buyers than for men buyers.

This paper exhibits that FTS can influence negotiator behavior even when FTS is not activated. This is valuable to negotiation scholars and practitioners who are interested in the role that individual characteristics play in negotiation behavior.

Gillian Chapman and Pamela Mumford of Queen Elizabeth College, London University, suggest economies which can be made while maintaining the nutritive value of the diet, and describe the extra price we must be prepared to pay for palatability.

This chapter considers the current state of lesbian, gay, bisexual, transgender, and questioning (LGBTQ+) librarianship in the United Kingdom. It begins with a question: at the time of writing, there seems to be more of a focus on LGBTQ+ issues in museums and archives than there is in libraries. Why is this so? To answer this, the chapter focuses briefly on the wider social setting; looks at current library provision; discusses what “queer librarianship” might involve; considers whether LGBTQ+ library staff’s and LGBTQ+ library users’ voices are heard; and then looks at the question of mainstreaming provision, and considers whether this would be a positive step forward.

Purpose – To investigate the potential impacts of future climate change in the United Kingdom on its road and rail networks.

Methodology/approach – The climate change impacts of increasing summer temperatures, decreasing winter temperatures, increased heavy precipitation, greater numbers of extreme weather events and rises in sea level are reviewed.

Findings – Surface transportation is the most exposed element to the localised impacts of climate change. High summer temperatures will result in road rutting, rail buckling and decreased thermal comfort, whereas more intense winter precipitation will cause flooding, landslips and bridge scour across all modes. For all impacts, it is the extreme events (e.g. heat waves and storms) that are potentially the most devastating. As shown, there are some positive climate change impacts. For example, in the case of winter maintenance, all transport networks stand to benefit.

Originality/value – In order for transport to react appropriately to the potential changes in climate, it is essential to understand how the road and rail networks may be affected and to build strategies for both adaptation and mitigation into plans for future developments for both modes.

‘WHAT A novel arrangement. Is any reason given?’