Building the Emotionally Learned Negotiator

This piece reviews three recent books on the significance of emotion in negotiation and dispute resolution (Fisher & Shapiro: Beyond Reason: Using Emotions as You Negotiate; Peter Ladd: Mediation, Conciliation and Emotion: A Practitioner\u27s Guide for Understanding Emotions in Dispute Resolution; and Lacey Smith: Get It! Street-Smart Negotiation at Work: How Emotions Get You What You Want), situating each work within a theory of practice for emotionally learned negotiators. After discussing the how the appearance of emotional sterility became synonymous with professionalism (and the toll this has taken on professional interaction), the piece sets forth a functional theory of emotion in negotiation based on four elements: emotion as (1) ether, (2) obstacle, (3) episteme, and (4) instrument. To cast emotion as ether (the ether of human experience) is to understand the inevitability of emotional impacts on negotiated exchange. For many, emotion in negotiation is encountered as an obstacle (that which obstructs mechanical application of established negotiating techniques). The more sophisticated negotiator recognizes emotionality as episteme (the medium of insight by which we consult interests and hypothesize about others) - a means for better understanding herself, the people she deals with, and a good deal else about the world. Finally, the emotionally learned negotiator uses emotion not only epistemologically but also instrumentally (as a tool for achieving desired ends), taking affirmative steps to help manage the emotional climate within a negotiation. She uses her emotional skills to mitigate undesired emotions and engender preferred emotions within herself and other participants: to soothe, bolster, win respect, build trust, and encourage creativity. The emotionally learned negotiator thus uses emotions not only as tools of knowing, but as instruments of persuasion. The new series of books on the subject offer strategies by which negotiators can learn to better integrate emotional skills into negotiation, among the most emotionally-charged of professional spheres. While the three books share the central premise that emotionality plays a critical role in the unfolding dynamics of all negotiations, each offers its own primary lesson. Lacey Smith\u27s business-oriented Get It! examines how the emotions of hope and fear can be both tools and obstacles to the interest-based bargaining method we first learned in Roger Fisher\u27s classic, Getting to Yes. Fisher and Shapiro\u27s Beyond Reason takes the Getting to Yes method to the next level of sophistication, providing a taxonomy of core emotional concerns that underlie individual negotiators\u27 behavior, and with it a Seven-Elements - like structure from which to prepare, advance, and overcome emotional obstacles in each negotiating context. Peter Ladd\u27s Mediation, Conciliation and Emotions expands the analysis of emotional content in a negotiation from the individual to the shared experience, exploring the establishment of emotional climates that arise between individuals and offering empirically based counsel for mediators and conciliators about how to help remedy undesirable emotional climates and create emotional climates more conducive to problem-solving. No book has all the answers we need, but each makes a valuable contribution to the field

A test of non-equilibrium thermodynamics in glassy systems: the soft-sphere case

The scaling properties of the soft-sphere potential allow the derivation of an exact expression for the pressure of a frozen liquid, i.e., the pressure corresponding to configurations which are local minima in its multidimensional potential energy landscape. The existence of such a relation offers the unique possibility for testing the recently proposed extension of the liquid free energy to glassy out-of-equilibrium conditions and the associated expression for the temperature of the configurational degrees of freedom. We demonstrate that the non-equilibrium free energy provides an exact description of the soft-sphere pressure in glass states

Energy landscapes, ideal glasses, and their equation of state

Using the inherent structure formalism originally proposed by Stillinger and Weber [Phys. Rev. A 25, 978 (1982)], we generalize the thermodynamics of an energy landscape that has an ideal glass transition and derive the consequences for its equation of state. In doing so, we identify a separation of configurational and vibrational contributions to the pressure that corresponds with simulation studies performed in the inherent structure formalism. We develop an elementary model of landscapes appropriate to simple liquids which is based on the scaling properties of the soft-sphere potential complemented with a mean-field attraction. The resulting equation of state provides an accurate representation of simulation data for the Lennard-Jones fluid, suggesting the usefulness of a landscape-based formulation of supercooled liquid thermodynamics. Finally, we consider the implications of both the general theory and the model with respect to the so-called Sastry density and the ideal glass transition. Our analysis shows that a quantitative connection can be made between properties of the landscape and a simulation-determined Sastry density, and it emphasizes the distinction between an ideal glass transition and a Kauzmann equal-entropy condition.Comment: 11 pages, 3 figure

Potential energy landscape-based extended van der Waals equation

The inherent structures ({\it IS}) are the local minima of the potential energy surface or landscape, $U({\bf r})$, of an {\it N} atom system. Stillinger has given an exact {\it IS} formulation of thermodynamics. Here the implications for the equation of state are investigated. It is shown that the van der Waals ({\it vdW}) equation, with density-dependent $a$ and $b$ coefficients, holds on the high-temperature plateau of the averaged {\it IS} energy. However, an additional ``landscape'' contribution to the pressure is found at lower $T$. The resulting extended {\it vdW} equation, unlike the original, is capable of yielding a water-like density anomaly, flat isotherms in the coexistence region {\it vs} {\it vdW} loops, and several other desirable features. The plateau energy, the width of the distribution of {\it IS}, and the ``top of the landscape'' temperature are simulated over a broad reduced density range, $2.0 \ge \rho \ge 0.20$, in the Lennard-Jones fluid. Fits to the data yield an explicit equation of state, which is argued to be useful at high density; it nevertheless reproduces the known values of $a$ and $b$ at the critical point

Molecular structural order and anomalies in liquid silica

The present investigation examines the relationship between structural order, diffusivity anomalies, and density anomalies in liquid silica by means of molecular dynamics simulations. We use previously defined orientational and translational order parameters to quantify local structural order in atomic configurations. Extensive simulations are performed at different state points to measure structural order, diffusivity, and thermodynamic properties. It is found that silica shares many trends recently reported for water [J. R. Errington and P. G. Debenedetti, Nature 409, 318 (2001)]. At intermediate densities, the distribution of local orientational order is bimodal. At fixed temperature, order parameter extrema occur upon compression: a maximum in orientational order followed by a minimum in translational order. Unlike water, however, silica's translational order parameter minimum is broad, and there is no range of thermodynamic conditions where both parameters are strictly coupled. Furthermore, the temperature-density regime where both structural order parameters decrease upon isothermal compression (the structurally anomalous regime) does not encompass the region of diffusivity anomalies, as was the case for water.Comment: 30 pages, 8 figure

Using airborne LiDAR Survey to explore historic-era archaeological landscapes of Montserrat in the eastern Caribbean

This article describes what appears to be the first archaeological application of airborne LiDAR survey to historic-era landscapes in the Caribbean archipelago, on the island of Montserrat. LiDAR is proving invaluable in extending the reach of traditional pedestrian survey into less favorable areas, such as those covered by dense neotropical forest and by ashfall from the past two decades of active eruptions by the Soufrière Hills volcano, and to sites in localities that are inaccessible on account of volcanic dangers. Emphasis is placed on two aspects of the research: first, the importance of ongoing, real-time interaction between the LiDAR analyst and the archaeological team in the field; and second, the advantages of exploiting the full potential of the three-dimensional LiDAR point cloud data for purposes of the visualization of archaeological sites and features

Relationship between Structure, Entropy and Diffusivity in Water and Water-like Liquids

Anomalous behaviour of the excess entropy ($S_e$) and the associated scaling relationship with diffusivity are compared in liquids with very different underlying interactions but similar water-like anomalies: water (SPC/E and TIP3P models), tetrahedral ionic melts (SiO$_2$ and BeF$_2$) and a fluid with core-softened, two-scale ramp (2SRP) interactions. We demonstrate the presence of an excess entropy anomaly in the two water models. Using length and energy scales appropriate for onset of anomalous behaviour, the density range of the excess entropy anomaly is shown to be much narrower in water than in ionic melts or the 2SRP fluid. While the reduced diffusivities ($D^*$) conform to the excess entropy scaling relation, $D^* =A\exp (\alpha S_e)$ for all the systems (Y. Rosenfeld, Phys. Rev. A {\bf 1977}, {\it 15}, 2545), the exponential scaling parameter, $\alpha$, shows a small isochore-dependence in the case of water. Replacing $S_e$ by pair correlation-based approximants accentuates the isochore-dependence of the diffusivity scaling. Isochores with similar diffusivity scaling parameters are shown to have the temperature dependence of the corresponding entropic contribution. The relationship between diffusivity, excess entropy and pair correlation approximants to the excess entropy are very similar in all the tetrahedral liquids.Comment: 24 pages, 4 figures, to be published in Journal of Physical Chemistry

An integrated whole genome analysis of Mycobacterium tuberculosis reveals insights into relationship between its genome, transcriptome and methylome.

Human tuberculosis disease (TB), caused by Mycobacterium tuberculosis (Mtb), is a complex disease, with a spectrum of outcomes. Genomic, transcriptomic and methylation studies have revealed differences between Mtb lineages, likely to impact on transmission, virulence and drug resistance. However, so far no studies have integrated sequence-based genomic, transcriptomic and methylation characterisation across a common set of samples, which is critical to understand how DNA sequence and methylation affect RNA expression and, ultimately, Mtb pathogenesis. Here we perform such an integrated analysis across 22 M. tuberculosis clinical isolates, representing ancient (lineage 1) and modern (lineages 2 and 4) strains. The results confirm the presence of lineage-specific differential gene expression, linked to specific SNP-based expression quantitative trait loci: with 10 eQTLs involving SNPs in promoter regions or transcriptional start sites; and 12 involving potential functional impairment of transcriptional regulators. Methylation status was also found to have a role in transcription, with evidence of differential expression in 50 genes across lineage 4 samples. Lack of methylation was associated with three novel variants in mamA, likely to cause loss of function of this enzyme. Overall, our work shows the relationship of DNA sequence and methylation to RNA expression, and differences between ancient and modern lineages. Further studies are needed to verify the functional consequences of the identified mechanisms of gene expression regulation

Technological Diffusion, Spatial Spillovers And Regional Convergence In Europe

In this paper we study two closely related issues. First, the role of technology heterogeneity and diffusion in the convergence of GDP per worker observed across the European regions, in the absence of data on regional TFP. Second, the spatial pattern of the observed regional heterogeneity in technology and the relevance of this pattern for the econometric analysis of regional convergence in Europe. As for the first issue, our aim is to assess whether the convergence observed across European regions is due to convergence in technology as well as to convergence in capital-labor ratios. We first develop a growth model where technology accumulation in lagging regions depends on their own propensity to innovate and on technology diffusion from the leading region, and convergence in GDP per worker is due to both capital deepening and catch-up. We use data (1978-97) on 131 European regions. Propensities to innovate are computed by assigning each patent collected by the European Patent Office to its region of origin. Our findings are consistent with the hypothesis that technology differs across regions and that convergence is partly due to technological catch-up. As for the second empirical issue, we study to what extent each region's propensity to innovate is correlated with that of the surrounding regions. Our results show, first, that the performance of each region does depend on that of the surrounding areas. Second, that the intensity of such spillovers fades with distance. Taken together, these findings suggest the existence of significant localized spillovers of technological knowledge. Finally, we show that these spillovers are strong enough to play a role that cannot be ignored in the econometric analysis of the convergence process in Europe

Plantando, colhendo, vendendo, mas não comendo: práticas alimentares e de trabalho associadas à obesidade em agricultores familiares do Bonfim, Petrópolis, RJ.

Objetivo: verificar a prevalência de obesidade entre adultos das 86 famílias agricultoras de um bairro de Petrópolis, RJ, e analisar seus determinantes socioculturais. Métodos: estudo quantitativo e qualitativo sobre nutrição, práticas alimentares e de trabalho realizado em 2008. Dados antropométricos foram coletados por inquérito nutricional domiciliar e o material qualitativo por observação participante e entrevistas. Resultados: a prevalência de obesidade foi baixa (9,3%) entre os homens, mas bastante elevada entre as mulheres (29,9%). A prática agrícola local implica em atividade física leve para mulheres e intensa para homens. Essa diferença não é acompanhada na dieta, semelhante para homens e mulheres, com predomínio de alimentos de alto valor calórico. A produção familiar objetiva essencialmente a venda. A agricultura mercantil e a decorrente especialização dos cultivos favorecem comprar alimentos no mercado em vez de produzir para autoconsumo. Conclusão: os aspectos socioculturais e ocupacionais estudados podem ter contribuído para elevar a prevalência de obesidade nas mulheres e podem ser úteis no estudo de outros grupos com características semelhantes. Esta pesquisa ratifica a importância de estudar a obesidade em nível local, integrando abordagens quantitativas e qualitativas para identificar possíveis limitações e portas de entrada para ações de intervenção localmente relevantes