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With the increased emphasis on emotions in negotiation, an exercise is presented which can be used with a simulated negotiation to develop emotional skills. Linking research on the role of emotions in negotiation to emotional intelligence, we propose a set of activities to develop greater awareness, understanding, and ability to manage emotions while negotiating. The teaching note explains how to use two worksheets, one before and one during the simulation. Headings on the worksheets correspond to levels of emotional intelligence. Suggestions for debriefing along with supporting literature are provided.

This article examines changes in the quality of consumer products over time. It begins with a historical overview of the evolution of product quality since the beginning of the twentieth century. Next, evidence that substantive quality has increased and variability has decreased is summarized. An examination of Consumer Reports data supports the hypotheses that substantive quality has increased and variability has decreased significantly in recent years. Implications for consumer behavior and marketers are discussed.

Securing adequate capital is an ongoing challenge for many small family‐owned businesses. This article uses data from the 1993 National Survey of Small Business Finances to determine the extent to which small family‐owned firms use various types of credit products. Using logistic regression it also identifies variables that predict the likelihood of using credit. Findings reveal that size age and profitability of the firm were the most important predictors. Results also indicate that there were virtually no differences between family‐owned and nonfamily‐owned businesses in the usage of various credit products.