Navigating ambiguity : distributive and integrative negotiation tactics in China

People usually view negotiations as either an integrative process in which both sides can gain (win-win) or a distributive struggle in which one side wins and the other loses (win-lose). Culture affects how people conduct negotiations, and the Chinese people can rely on a long civilizational tradition of both – highly refined integrative as well as smart and ruthless distributive negotiation styles. The coexistence of both styles may lead to ambiguous negotiation situations. The purpose of this study is to explore whether the relationship relevance influences the Chinese people’s choice of negotiation style. We investigated the research question by conducting ten in-depth interviews among European executives with long-term experience in China and analyzed the content of the transcripts by deductively building qualitative categories. The findings indicate that high relationship relevance influences the Chinese negotiation style towards a more collaborative integrative approach. By focusing on the relationship aspect of negotiations, we aim to contribute towards better understanding in an under researched field of relationship’s impact on negotiation

Upper mantle velocity-temperature conversion and composition determined from seismic refraction and heat flow

International audience[1] We compile upper mantle P n velocities from seismic refraction/wide-angle reflection surveys in the southern Superior Province of the Canadian Shield and compare them with temperatures at the Moho deduced from heat flow data. Calculated Moho temperatures and P n velocities correlate well, showing that in this area, P n depends primarily on temperature. The obtained values of @V(P n)/@T depend weakly on the assumed value of Moho heat flow and are on the order of À6.0 Â 10 À4 ± 10% km s À1 K À1 , within the range of temperature derivatives obtained in laboratory studies of ultramafic rocks. Comparison between observed P n velocities and predicted values for several mineralogical models at Moho temperatures allows constraints on both the Moho heat flow and the shallow mantle composition. For all Moho heat flows, undepleted (clinopyroxene-rich) mantle compositions do not allow a good fit to the data. For depleted mantle compositions, temperatures consistent with the observed P n velocities correspond to values of Moho heat flow larger than 12 mW m À2. For our preferred Moho heat flow of 15 mW m À2 , the best fit mantle composition is slightly less depleted than models for average Archean subcontinental lithospheric mantle. This may be due to rejuvenation by melt-related metasomatism during the Keweenawan rifting event. The similarity in P n À T conversion factors estimated from this empirical large-scale geophysical study and those from laboratory data provides confidence in the absolute temperature values deduced from heat flow measurements and seismic studies. Citation: Perry, H. K. C., C. Jaupart, J.-C. Mareschal, and N. M. Shapiro (2006), Upper mantle velocity-temperature conversion and composition determined from seismic refraction and heat flow

Extending the ice core record beyond half a million years

International audienc

EPICA Dronning Maud Land EDML ice core drilling protocol

We report on the EPICA Dronning Maud Land (East Antarctica) deep drilling operation. Starting with the scientific questions that led to the outline of the EPICA project, we introduce the setting of sister drillings at NorthGRIP and EPICA Dome C within the European ice-coring community. The progress of the drilling operation is described within the context of three parallel, deep-drilling operations, the problems that occurred and the solutions we developed. Modified procedures are described, such as the monitoring of penetration rate via cable weight rather than motor torque, and modifications to the system (e.g. closing the openings at the lower end of the outer barrel to reduce the risk of immersing the drill in highly concentrated chip suspension). Parameters of the drilling (e.g. core-break force, cutter pitch, chips balance, liquid level, core production rate and piece number) are discussed. We also review the operational mode, particularly in the context of achieved core length and piece length, which have to be optimized for drilling efficiency and core quality respectively. We conclude with recommendations addressing the design of the chip-collection openings and strictly limiting the cable-load drop with respect to the load at the start of the run