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The International Journal of Conflict Management 2005, Vol. 16, No. 2, pp. 102–127

Although there is clear evidence that particular words and phrases evoke emotional reactions, little research has explored these in the context of negotiations. In two studies, we identify words that trigger emotional responses in the other party in conflict‐laden negotiations and demonstrate how the perception of negotiators is affected by the use of those words. Words that elicit emotional responses are likely to increase the perception that the party using them is unfair but paradoxically increase the optimism of observers that the conflict will be successfully resolved. This effect is influenced by the gender of the observer.

This article examines how smallholders in Oaxaca, Mexico, experienced and responded to the recent coffee rust disaster, asking whether fair trade coffee producer organizations helped smallholders develop coping mechanisms to offset their vulnerability. It demonstrates how Oaxacan coffee producers were especially vulnerable during the recent rust outbreak due to long-term trends including a decline in governmental support for the sector dating back to the 1990s which resulted in a decline in producer incomes and a concomitant rise in the number of aging and poorly managed coffee plots that were more susceptible to coffee rust. The ongoing price volatility within coffee commodity markets and the continued restructuring of the specialty coffee market also increases the uncertainty producers face when determining how to best respond to the rust disaster. The article details the concrete ways in which fair trade coffee producer organizations help bolster the adaptive capacity of their members, while also noting areas for improvement.