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Midterms - A referendum or reset from 2016?
It’s coming to America with the hype of an old-fashioned prize fight. Pundits have been speculating, party officials have been spinning and most of us have been guessing about what the outcome of the 2018 midterm elections will look like. Can we expect wholesale change in either House? Is this really a referendum on the Trump administration? And if Democrats seize control of Congress will it mean two years of stalemates or will an agenda surface to keep America moving forward? Or…if there is no actually change of power and the deck chairs essentially remain unshuffled in Congress and the Senate – is the confirmation that despite the outcries from the Left, America is content with the current administration’s agenda? There are many issues at play this week such as voter turnout, the urban/rural divide and if news coverage does swayed opinions. And, that’s where our experts can help. Dr. Stephen Farnsworth is professor of political science and international affairs at the University of Mary Washington. A published author and a media ‘go-to’ on U.S. politics, he is available to speak with media regarding this issue. Simply click on his icon to arrange an interview.
Terror sways voters - just not the way terrorists want
Those hoping to use fear to sway elections are in for a shock come election day. Terrorist attacks meant to suppress voter turnout — like the ethnically and racially-motivated attacks in Pittsburgh and Louisville, Kentucky in October — often have the opposite effect according to a study published by Augusta University researcher Dr. Lance Hunter. The study, published in “Behavioral Sciences of Terrorism and Political Aggression” in 2017, examined voter turnout following terrorist attacks in seven major urban centers across the United States over the course of four decades. The study found that attacks not only increase voter turnout, but that the severity of an attack may also impact how more voters show up at the polls. “Severity was measured as the number of individuals wounded in attacks and the amount of property value damage that occurred due to attacks,” said Hunter, assistant professor of Political Science in the Katherine Reese Pamplin College of Arts, Humanities, and Social Sciences. “We found that more severe terrorist attacks were associated with higher voter turnout.” The frequency of terror attacks also increased voter turnout, with every 10 attacks contributing to a 1.7 percent increase in turnout for gubernatorial elections and a 1.8 percent turnout for senate elections. “When the terrorist attacks variable was set at its minimum level (0 attacks) expected voter turnout was 28% for gubernatorial elections and 30% for senatorial elections,” Hunter said. “However, expected voter turnout increased to 43% for gubernatorial elections and 44% for senatorial elections as the number of terrorist attacks increased to its maximum level (80). Hunter attributed these findings to the notion that more severe terrorist attacks tend to have a greater psychological impact on citizens. That impact, he theorized, leads citizens of affected areas to pay greater attention to their political environment and encourages them to vote in greater numbers. “In other words, terrorism makes politics more salient for citizens,” he said. “As they become more attuned to the politics of the day, they are more likely to turnout to vote.” The data, which looked at elections held from 1970 to 2012, found that the type of election did not lessen or increase voter turnout following a terrorist attack. Voters in affected areas turned out in greater numbers for both midterm and presidential elections. Voter turnout is typically higher in presidential elections, regardless of attacks. Contact Nick Garrett at (706) 993-6411 or ngarret1@augusta.edu to schedule an interview with Dr. Hunter on this topic.
U.S. economy to remain strong through most of 2019, with output averaging 3 percent
Higher than expected economic growth in 2018 should continue into next year, with U.S. output averaging 3 percent and continued strong gains in domestic job growth. Indiana will continue to outperform the nation, with output growing at a rate of 3.2 percent, according to a forecast presented today by Indiana University's Kelley School of Business. A year ago, members of Kelley's Indiana Business Outlook Tour panel predicted that U.S. gross domestic product would grow by 2.6 percent this year and about 3 percent if tax reform were enacted. Indiana was forecast to see growth of 2.8 percent. Friday's release of GDP data for the third quarter supports their view that 2018 should end up with output growth above those levels. "The tax cut has produced an acceleration in the U.S. economy during 2018 to well above the new normal status quo of 2 percent growth," said Bill Witte, associate professor emeritus of economics at IU. "We expect output growth in 2019 to average 3 percent, but with deceleration as the year proceeds. By this time next year, quarterly growth will be heading toward equilibrium growth at a little below 2.5 percent." The story in Indiana and the greater Indianapolis area is very similar. "The state economy appears poised to see its strongest growth in the first quarter of 2019, after which growth rates are expected to slow but remain strong through the end of the year," said Ryan Brewer, associate professor of finance at Indiana University-Purdue University Columbus and author of the panel's Indiana forecast. "It is most likely Indiana will continue to experience growth across the board -- in jobs, numbers of establishments, income levels, wages as well as gross state product." The Kelley School released its forecast this morning at the Indianapolis Artsgarden and will present it again at 11 a.m. today in Bloomington. The Business Outlook Tour panel also will present national, state and local economic forecasts in eight other cities across the state through Nov. 28. The national labor market has exceeded expectations for two years now. A year ago, the panel felt the U.S. economy would create jobs at a monthly rate of about 175,000 and that the unemployment rate would fall to 4 percent. Instead, monthly job creation through September has averaged nearly 200,000, and the jobless rate has fallen to 3.7 percent. These job creation trends are expected to continue into 2019, with average monthly job gains of 200,000, and the participation rate -- which measures the percentage of the U.S. population that was employed or looking for a job -- remaining flat. "The labor market will be increasingly tight," Witte said. "The unemployment rate could decline a little, but firms unable to find workers will remain an important theme." Risks to the forecast include the effects of political uncertainty, further trade disputes and economic concerns being felt in other parts of the world, including China and Europe. The panel also expressed reservations about the impact of further Federal Reserve interest rate hikes. They expect the federal funds rate to rise above 3 percent by the end of 2019. Kyle Anderson, clinical assistant professor of business economics and author of the forecast for an 11-county area that includes Indianapolis, Carmel and Anderson, said the region is at full employment, and continued job growth will ensure it stays there. Economic growth in the area will average about 2.5 percent. "Communities around Central Indiana are finding it necessary and important to invest in projects that improve quality of life and provide amenities for residents," Anderson said, referring to examples of this in downtown areas of Indianapolis and Speedway and in Carmel. "The message to community leaders is clear: Investing in infrastructure to improve quality of life is necessary to maintain a healthy local economy. "Tax incentives are not sufficient to draw in businesses and residents. Bike trails, community centers and connected neighborhoods were once seen as luxuries, but now are important economic development tools," he added. "This trend will continue, especially if the economic expansion continues nationally." Other highlights from today's forecast: · Consumer spending will continue to grow, although at a rate less than in 2018. · Business investment will be good, but held back by trade concerns. · Housing will resume growth with a small boost from the aftermath of hurricanes Florence and Michael. Elsewhere, including in Central Indiana, 30-year mortgage rates, nearly a full point higher than a year ago, could dampen enthusiasm for new housing and constrain prices. · Government spending will be strong early in the year, but growth could slow significantly toward year end. · The trade balance will show increasing deficits. A detailed report on the outlook for 2018 will be published in the winter issue of the Indiana Business Review, available online in December. For more assistance, contact George Vlahakis, associate director of communications and media relations at the IU Kelley School of Business, 812-855-0846 (o) or 812-345-1500 (m), vlahakis@iu.edu.
How the Migration Caravan became so large?
Edith Cruz was sitting at home in central Honduras, scanning Facebook on her phone, when she saw the post about the caravan on a community news page. It was Oct. 12. She and her cousin had just opened a small business selling tortillas when they were confronted by a gang, threatened with death if they didn’t hand over half of their profits. She looked at the Facebook post: “An avalanche of Hondurans is preparing to leave in a caravan to the United States. Share this!” Within three hours, her bags were packed. The question of how the migrant caravan began has wound its way to the American midterm elections. President Trump and other Republicans have suggested that Democrats paid migrants to begin the journey. As the group continues to grow, the largest such caravan in recent years, its beginnings are being scrutinized: How did more than 5,000 migrants from across Central America find each other? As the caravan continues to move toward the United States, Dr. Glen Duerr, associate professor of international studies at Cedarville University, has been following the situation and can provide insight into the caravan and its impact on our election and country, in general.
Professor McCarthy presents latest research at Groceryshop Conference
eMeals offers significant financial sustainability advantages over meal kit companies like Blue Apron according to a study presented this week at GroceryShop by Dan McCarthy, Assistant Professor of Marketing at Emory University’s Goizueta Business School. view more
“When in doubt, choose a different costume,” Baylor expert says Megyn Kelly, host of NBC’s “Megyn Kelly Today,” is facing national criticism for her suggestion during a roundtable discussion this week that it was OK for white people to dress in blackface for Halloween. After two days of backlash, media accounts reveal that the future of her career is in question. But the questions she raised regarding blackface and cultural appropriation should be addressed, especially as Halloween approaches, said Mia Moody-Ramirez, Ph.D., professor of journalism, public relations and new media in Baylor University’s College of Arts & Sciences. She is a nationally known expert on mass media representations of minorities, women and other underrepresented groups and coauthored the new book "From Blackface to Black Twitter: Reflections on Black Humor, Race, Politics, & Gender." Moody-Ramirez said people need to understand the historical significance of blackface to grasp its negative reception today. “When you know better, you do better,” she said. At its base form, she said, blackface is the use of makeup by a nonblack person to appear black. She added that many people do not understand why the seemingly simple act of a white person darkening his skin like a black person at Halloween – even if it’s an act to honor a favorite entertainer or sports figure – can be offensive. “Dressing in blackface during Halloween is inappropriate because the blackface tradition is founded upon the enactment of demeaning stereotypes of black people,” Moody-Ramirez explained. “Blackface has been frowned upon since the blackface minstrel shows of 18th and 19th centuries when various aspects of African/African American culture were appropriated and used for profit. Dressing up in blackface invokes representations of unflattering images of blacks as lazy, unintelligent and criminal in nature.” Yet the issue is bigger than blackface. Any cultural appropriation – defined as the adoption of elements of a minority culture by members of the dominant culture – can be deemed inappropriate and offensive. “Cultural appropriation is distinct from equal cultural exchange because of the presence of power inequities that are a consequence of oppression,” Moody-Ramirez said. “Cultural appropriation is important to consider during Halloween because this is the time of year when we are most likely to dress up in a costume that is representative of another culture.” Common cultural appropriation missteps include darkening one’s face, wearing ethnic garb and/or dressing up to provoke laughter rather than show respect for a group/person, she said. “When considering a costume, think of whether it would show honor or disrespect for a group/person,” Moody-Ramirez advised. “If you don’t know the meaning of the ethnic attire you are considering for Halloween, you shouldn’t wear it. For instance, tribal markings, headdresses and turbans would not be appropriate costume attire because they are tied to a specific ceremony or religious meaning.” Showing respect for other cultures should include honoring their traditions. “Some cultures have laws that ban or restrict individuals from wearing religious attire in public places. Other cultures save certain attire for special ceremonies and honors,” Moody-Ramirez said. Moody-Ramirez offered the following tips to consider when choosing a Halloween costume this year. Avoid dressing in a costume that will reflect another ethnicity or culture. Choose something that is fun and tasteful – animals, movie characters (without darkening your skin), ghosts, ghouls, etc. If you dress like someone of a different ethnicity/culture, don’t darken your face or emphasize features like eyes, teeth or noses. Think about whether the costume will be perceived as tasteful or tasteless. Use the grandmother test. If you post it on social media, would your grandmother be proud or disappointed? “When in doubt,” she said, “choose a different costume.” ABOUT MIA MOODY-RAMIREZ, Ph.D. Mia Moody-Ramirez, Ph.D., is the director of graduate studies, director of American studies and professor of journalism, public relations and new media in the Baylor University College of Arts & Sciences. Her research emphasizes mass media representations of women, minorities and other underrepresented groups. She recently coauthored the book "From Blackface to Black Twitter: Reflections on Black Humor, Race, Politics, & Gender." Other books include: “The Obamas and Mass Media: Race, Gender, Religion, and Politics (Palgrave Macmillan) with Dr. Jannette Dates, and “Black and Mainstream Press’ Framing of Racial Profiling: A Historical Perspective” (University Press of America). Ramirez is head of the Minorities and Communication division of the Association for Education in Journalism and Mass Communication (AEJMC), which is committed to advancing research, teaching and professional freedom and responsibility scholarship and initiatives that explore the relationship between racial and ethnic minorities and mass communication. In August, she was presented with AEJMC’s Lionel Barrow Jr. Award for Distinguished Achievement in Diversity Research and Education and also was recognized as one of nine Institute for Diverse Leadership in Journalism and Communication Fellows. ABOUT BAYLOR UNIVERSITY Baylor University is a private Christian University and a nationally ranked research institution. The University provides a vibrant campus community for more than 17,000 students by blending interdisciplinary research with an international reputation for educational excellence and a faculty commitment to teaching and scholarship. Chartered in 1845 by the Republic of Texas through the efforts of Baptist pioneers, Baylor is the oldest continually operating University in Texas. Located in Waco, Baylor welcomes students from all 50 states and more than 80 countries to study a broad range of degrees among its 12 nationally recognized academic divisions. ABOUT BAYLOR’S COLLEGE OF ARTS & SCIENCES The College of Arts & Sciences is Baylor University’s oldest and largest academic division, consisting of 25 academic departments and seven academic centers and institutes. The more than 5,000 coursestaught in the College span topics from art and theatre to religion, philosophy, sociology and the natural sciences. Faculty conduct research around the world, and research on the undergraduate and graduate level is prevalent throughout all disciplines. Visit www.baylor.edu/artsandsciences.
College concierge? Cedar Crest offers special services to students
Managing the college experience can be a challenge for students, but it looks like some institutions are thinking outside the box to help. New Mexico State University, for example, is now offering a college concierge, a program that was launched by Sodexo. The "Crimson Concierge" can help students manage their extra-curricular needs (like planning a trip abroad) so they can focus on their academics. Cedar Crest College has not yet established a concierge service, but it does provide a number of similar services for students. The college offers free shuttles to local airports during college breaks, free laundry, and pre-made dinners to students during the longer holiday breaks. The college will also make travel arrangements for students attending national conferences and pay for them to attend. To learn more about the services Cedar Crest offers or to discuss the benefits of these services, please contact Mary Alice Ozechoski.
Civics Education Expert Comments on Sandra Day O'Connor's Legacy, Inspiration
O’Connor’s creation of iCivics ‘was the catalyst for much of my work in civics education,’ says Brooke Blevins This week, the nation heard from former U.S. Supreme Court Justice Sandra Day O’Connor, the first woman to serve on the nation’s highest court, that she is officially stepping away from public life due to health reasons. In her letter to the nation, O’Connor shared about her commitment to civics education and, specifically, the creation of iCivics – free online interactive games and curriculum designed to teach the core principles of civics to middle and high school students. Brooke Blevins, Ph.D., serves as associate professor of social studies education and associate chair of the department of curriculum and instruction in Baylor’s School of Education. She and Karon LeCompte, Ph.D., associate professor of curriculum and instruction, conducted the first independent research study of iCivics effectiveness. Blevins and LeCompte also launched iEngage Summer Civics Institute. The researchers were honored by O’Connor for their research and commitment to iCivics and civics education. Dr. Blevins wrote the following when she learned of Justice O’Connor’s announcement: We are saddened to learn about the news that Justice Sandra Day O’Connor is stepping away from public life due to her health. Justice O’Connor is undoubtedly one of the most profound figures in our country—a boundary-breaking woman who fought tirelessly to encourage collaboration, democratic discourse, and working toward the common good. Her legacy is one that has had a deep impact on my own life, my academic pursuits and the Baylor community as a whole. Justice O’Connor’s efforts to start iCivics, an online civics education platform that provides interactive games and curriculum designed to help students learn about the core principles of democracy in an engaging and relevant manner, was the catalyst for much of (the Baylor School of Education’s and) my own work in civics education. In 2012, my colleague, Dr. Karon LeCompte, and I had the privilege of conducting the first independent research study examining the effectiveness of iCivics on students’ civic knowledge, skills and dispositions. Working with more than 300 students in Waco ISD and Midway ISD, we implemented a six-week unit using iCivics games and curriculum. In April of that year, we had the honor of presenting our encouraging findings to Justice O’Connor in a community symposium in which she also honored Waco area students, teachers and district administrators. It was from the inspiring work of Justice O’Connor and iCivics that our work in civics education at Baylor University has continued, including the creation of the Baylor University iEngage Summer Civics Institute—a program designed to take the principles learned in iCivics and put them into action in the community. As Justice O’Connor has said time and time again, “It’s not enough to understand; you’ve got to do something.” Justice O’Connor’s efforts to reinvigorate civics education, re-engage young people in civic life and ensure the future of our democracy are enduring and inspiring for all of us. These efforts to reform and reinvigorate civics education are ongoing and in need of our support and resources. As she noted in her final letter, “It is my great hope that our nation will commit to educating our youth about civics, and to helping young people understand their crucial role as informed, active citizens in our nation.” This is why the Baylor University School of Education is committed to pioneering innovative approaches and research in civics education. We are grateful for the work of Justice Sandra Day O’Connor and her light that shines bright throughout our world.
On average, you will spend about a third of your life sleeping or attempting to sleep. For many, this means more than 25 years of your life will be spent in bed. Given this startling proportion, wouldn’t you like to know more about what helps, hinders and happens while you are asleep? Michael K. Scullin, Ph.D., director of the Sleep Neuroscience and Cognition Laboratory at Baylor University, spends the majority of his time researching and teaching about such topics. “One reason I am passionate about studying sleep is because you can't really introspect too much about it, as with nearly everything else in psychology,” Scullin said. “With sleep, you're unconscious at the time you are doing it. Sure, you can wake up and say ‘Oh, how did I sleep last night?’ but when you're actually engaging in the sleeping process, you can't do that. As a result, sleeping becomes an enigma. When you have the right equipment, you can begin to design experiments to figure out what exactly the brain is doing when we sleep and why is it important.” Below, Scullin addresses several common beliefs about sleep and the science that proves or disproves them. MYTH: If you die in a dream, then you die in real life. For a time, a rumor circled around that one’s brain cannot handle the mental strain of dying in a dream, and if you die in a dream, you will die. “That's just not substantiated because people report dying in their dreams, and they report it while they're still alive,” Scullin said. “Your brain can actually handle a lot, and there’s one theory that says nightmares are a functional adaptation to help us survive. It is potentially really functional for your brain to have those stressors in its offline state to help prepare you for situations. A lot of people think that nightmares are bad, and yes, they can be a clinical problem. But when they aren’t to that level, they can help us prepare for stressful situations.” FACT: Snoring is a sign of disease. Sleep apnea and snoring are linked, although not with a 1:1 ratio; some people snore without sleep apnea, but snoring is the biggest risk-factor of sleep apnea, Scullin said. Snoring is caused by an obstruction to one’s breathing pathways. In many cases, individuals who snore wake up gasping for air. That’s an observed sleep apnea, said Scullin. If someone is observing those things, he recommends visiting a clinical sleep physician. “What if you stopped breathing every few minutes while you were awake during the day?” asked Scullin. “Would you be okay with that? Not only are you not getting enough oxygen to regions of your body, but it puts a lot of stress on your heart. Untreated sleep apnea traumatically increases your risk for heart problems and heart disease. The great thing is, however, if you get treatment, those risk factors all drop down to normal.” FACT: If you cannot fall asleep in 20 minutes, you should get out of bed. Seems contradictory, right? In fact, research shows that getting out of bed can improve your ability to fall asleep. Why? “If you’re lying in bed and can’t fall asleep, you are forming a negative association between your bed and sleep,” Scullin said. “The solution is getting out of bed and going to do something boring without the lights on. Then when you feel sleepy, go back to bed. This way, you only associate your bed with the feeling of sleepiness.” MYTH: After a night of great “recovery sleep,” you fully restore damage from pulling an all-nighter. “A really interesting neuroimaging study has been able to show that that sleep deprivation significantly impairs the frontal lobes ability to function,” Scullin said. “Your frontal lobe is responsible for memory, decision-making, paying attention and more. The study took individuals who had pulled an all-nighter and then allowed them to get a full night of recovery sleep. When they put them back into the scanner, scientists found that the frontal lobe only partly recovered.” Most people skip on sleep during weekday nights and then oversleep on the weekend, but this throws off your circadian rhythms, your body’s natural sleeping patterns, said Scullin. This means that when Sunday night comes around, you may have “Sunday night insomnia” – trouble falling asleep because you've trained your body to go to bed later. MYTH: During a full moon, people have twice as many sleep problems. A few years ago, there was a big media ‘boom’ claiming that there were more sleep disturbances during a full moon. According to Scullin, the scientific community was skeptical, and labs across the world pooled their data to discover the truth. They found no association between full moons and sleep quality. Why, then, did this myth surface? “Those who claim they don’t sleep well during full moons probably don't sleep very well on other nights as well, but they only realize it or think about it happening when it is a full moon,” Scullin said. “There is something called the confirmation bias where an individual holds a hypothesis about how the world works, and then he or she will look for instances that confirm the hypothesis. Oftentimes they forget every other instance that contradicts their claim. We think that is what caused the moon-sleep phenomenon.” FACT: You can fall asleep while driving without realizing it. People swerve on the road for many reasons – texting, drinking, eating – but not many realize that some individuals swerve because of ‘micro-sleeps.’ According to Scullin, people often operate under the impression that this would never happen to them, but what they don’t realize is that this a frequent occurrence that one has no control over. “We have a similar biological need for sleep as we do hunger and thirst,” Scullin said. “For thirst, we have to have access to water; for hunger we have to have access to food. But for sleep our body can shut down whenever it needs to. If this happens, our brain will occasionally do this for 3 to 5 seconds if you're really tired – and especially if you're involved in some long monotonous task such as driving down a long highway.” FACT: Some people’s bodies are paralyzed for minutes whenever they wake up. Imagine waking up, seeing your biggest fear and being unable to move. Unfortunately, this is a reality for some individuals. Sleep paralysis occurs when brain functions get mixed-up, said Scullin. In rapid eye movement (REM) sleep the brain paralyzes the rest of the body so one doesn't act out his or her dreams, and this is very important. “The problem is that in some cases, your brain isn't fully coordinating with the other parts of it,” Scullin said. The part that controls consciousness wakes up, but the other part that controls your body paralysis is hitting the snooze button. So, while you can be fully awake, your body is paralyzed.” Some people experience this for a few seconds, others for a couple of minutes. Some people also hallucinate when the part of your brain that is dreaming “crosses over” into your consciousness. These hallucinations are triggered when one is so sleep deprived that the brain is trying to get deep sleep, but it cannot fully wake up immediately afterwards. According to Scullin, there does not seem to be any big clinical issue with sleep paralysis or hallucinations, and they seem to go away over time and in development. MYTH: Smartphone apps can reliably measure your sleep. Despite their popularity, sleep apps cannot effectively track sleep quality or quantity, Scullin said. The only way to reliably measure your sleep is to have electrodes attached to your scalp, measuring your brain waves in a sleep clinic. But sleep evaluations are expensive and usually only worth the cost for individuals with sleep apnea or other ongoing sleep problems. The good news? Baylor’s sleep lab pays volunteers to get their sleep analyzed, and scientists like Scullin are always looking for participants. FACT: The latest you should consume caffeine is six hours before bed. In a placebo-controlled study, scientists manipulated whether participants had caffeine one, two, four or six hours before bed, and for each of those conditions they had a placebo control. When the subject’s sleep was measured, they found that in every group, it was harder to fall asleep and sleep quality wasn’t as good as those without caffeine. “Even if you have caffeine six hours before bed, you not only have more difficulty falling asleep, but your sleep was also less deep,” Scullin said. “We actually don’t know if the results would extend to seven or eight hours before bed, but we know that six hours before bed is a ‘no-go.’ What I recommend is having your caffeine in the morning.” For those who think caffeine has no effect on the body, Scullin points out a bigger problem. “If you can sleep right after drinking a cappuccino, it probably means that you are so terribly sleep-deprived that even with drugs in your system that are intended to keep you awake, your brain is saying ‘I don’t care; I’m putting you to sleep.’” For more about Scullin and his research, visit the Baylor Psychology and Neuroscience website. by Brooke Battersby , student newswriter, (254) 710-6805 ABOUT BAYLOR UNIVERSITY Baylor University is a private Christian University and a nationally ranked research institution. The University provides a vibrant campus community for more than 17,000 students by blending interdisciplinary research with an international reputation for educational excellence and a faculty commitment to teaching and scholarship. Chartered in 1845 by the Republic of Texas through the efforts of Baptist pioneers, Baylor is the oldest continually operating University in Texas. Located in Waco, Baylor welcomes students from all 50 states and more than 80 countries to study a broad range of degrees among its 12 nationally recognized academic divisions. ABOUT BAYLOR COLLEGE OF ARTS & SCIENCES The College of Arts & Sciences is Baylor University’s oldest and largest academic division, consisting of 25 academic departments and seven academic centers and institutes. The more than 5,000 courses taught in the College span topics from art and theatre to religion, philosophy, sociology and the natural sciences. Faculty conduct research around the world, and research on the undergraduate and graduate level is prevalent throughout all disciplines. Visit www.baylor.edu/artsandsciences.
How to Negotiate the Best Retail Price: Baylor Expert Shares 11 Tips
Confidence in retail negotiations can lead to confidence in salary talks as well, management expert says In today’s retail climate, where stores struggle to keep up with online competition and customers can compare prices with the ease of their smartphones, the price tag is just a starting point for negotiations, said a negotiation expert at Baylor University. “No longer do you need to pay sticker price for everything you buy. The customer is now empowered to have a say in pricing, and even hourly retail workers are often empowered to give price discounts when requested,” said Emily Hunter, Ph.D., associate professor of management in Baylor University’s Hankamer School of Business, and an expert in negotiation and conflict management. Hunter said negotiations – whether in a retail setting or in the workplace – require confidence. “Many people are hesitant to negotiate because they don’t know how or they are worried about the other person’s reaction (Will they think I’m greedy?),” she said. “But practice can increase your confidence in your ability to negotiate. Rejection is less common than you fear, and retail stores especially are often willing to work with you.” She offered the following tips to increase the chances of greater deals at the check-out counter. Be nice. First and foremost, always be kind and polite when asking for a discount in retail settings, Hunter said. You are much more likely to be successful if someone wants to help you out, as opposed to demanding a discount or raising your voice to puff up your sense of power. It’s not a power play. Instead, negotiating is a matter of give-and-take. Find defects. It is easier to negotiate an item if you can find something wrong with it. Most stores have a policy in place that allows cashiers and salespeople to offer a moderate discount (typically 10-15 percent), but when they offer it, be persistent and politely try to push them for more. “I’ve negotiated a rug because it was on the sales floor and had frayed edges, a metal cabinet with a dent in the back (Who will ever see that? It’s in the back!), and clothing with a slight stain,” Hunter said. “Point out the defect to the person you are negotiating with and ask for half off.” Look for mark-downs. If an item is marked down or “open-box,” then ask for further discounts, Hunter advised. Remember, the store already acknowledged that the item is worth less than original price and they are likely desperate to be rid of it quickly. “Borrow” a coupon during check-out. When making a purchase, Hunter said she is often asked the question: “Do you have a coupon?” Instead of saying no, she said it might save some money to consider another reply. “Whenever I’m asked this question at check-out, I reply, ‘No, do you have one I could use?’ This works more often than you might think and can result in sweet savings. No clipping required,” she said. Prepare yourself – quickly. When you see an item that could be a good opportunity to negotiate, Hunter said it’s best to prepare quickly with three steps. First, set a strong goal for yourself, usually in the form of a steep discount you will request. Second, set a “redline” price, the highest price you are willing to pay. Third, consider your best alternative – which might be purchasing the same item online for less – if negotiations fail. Find a BATNA. “In negotiation lingo, we call your best alternative your BATNA – Best Alternative to a Negotiated Agreement,” Hunter said. “In retail, it’s extremely important to shop around both at other stores and online to see if the same or a similar item is offered elsewhere for less. This can be your bargaining chip to ask for a discount.” She explained that most big-box stores now have a price-matching policy, but it’s worth trying to go beyond the price match and ask for an additional 10 percent discount, particularly if you agree to purchase at that moment. “Think about it from the store’s perspective,” she said. “They want to keep you from buying from major online retailers, so they might agree to a discount.” Ask for a higher discount than you’re seeking. Let’s say you’re seeking $200 off the price of a refrigerator. Hunter said it’s not wise to start your negotiation by asking for $200 off, because you are almost guaranteed to get less than that. “In negotiations, both sides expect some give-and-take, and the retailer is unlikely to accept your first offer,” she said. “Start by asking for $500 off the fridge and see what they say. Even better, back up your offer by pointing out a defect, a cheaper price online for the same product or evidence of a sale at the same store that just ended.” Pretend you own the business. Think from the seller’s perspective, Hunter advised. Consider what the seller wants from you, the customer. Besides the obvious answer of higher sales and profit, simply offering to write a review online could be very helpful, especially for small businesses. “I once got a great deal on a tool cabinet because I offered to write a positive review on the customer experience survey (you know, the one you get on your receipt that few people fill out?). The manager said that would be wonderful because his store performance is assessed partly based on those customer surveys and he really needed a good review that quarter,” Hunter said. Always negotiate furniture. Hunter said the markup on furniture is often extremely high, as much as 80 percent, and that makes furniture a target for negotiation. “I always negotiate when buying everything from mattresses to sofas to end tables,” she said. “Ask for big discounts at first, as you never know how desperate they are to rotate their stock. And try asking for steeper discounts if you buy multiple pieces, or buying a sofa set and getting the coffee table thrown in for free.” Choose your opponent wisely. When you choose to negotiate, make sure you’re dealing with the people who can make the decisions, Hunter said. Sometimes the clerks on the floor might not be the best option, so jump straight to the cashier or the manager to work with someone who has the authority to make a pricing decision. Remember the ultimate goal. Negotiation is not just about saving a few dollars, Hunter said. Instead, it’s about building negotiating skills. “Negotiating in retail settings can be a helpful practice to build your confidence to negotiate more important items such as salary and work projects,” she said. “While negotiating salary and other relationship-based issues at work differs quite a bit from the strategies described here, the first step is having the confidence to ask.” ABOUT EMILY HUNTER, PH.D. Emily Hunter, Ph.D., associate professor of management in Baylor University's Hankamer School of Business, teaches negotiation and conflict management. Her research on employee work-family issues, workday breaks and deviant behavior has appeared in academic journals such as Journal of Applied Psychology, Journal of Management and Journal of Organizational Behavior. She is also the co-author of "Organized Innovation: A Blueprint for Renewing America's Prosperity." ABOUT BAYLOR UNIVERSITY Baylor University is a private Christian University and a nationally ranked research institution. The University provides a vibrant campus community for more than 17,000 students by blending interdisciplinary research with an international reputation for educational excellence and a faculty commitment to teaching and scholarship. Chartered in 1845 by the Republic of Texas through the efforts of Baptist pioneers, Baylor is the oldest continually operating University in Texas. Located in Waco, Baylor welcomes students from all 50 states and more than 80 countries to study a broad range of degrees among its 12 nationally recognized academic divisions. ABOUT BAYLOR’S HANKAMER SCHOOL OF BUSINESS Baylor University’s Hankamer School of Business provides a rigorous academic experience, consisting of classroom and hands-on learning, guided by Christian commitment and a global perspective. Recognized nationally for several programs, including Entrepreneurship and Accounting, the school offers 24 undergraduate and 13 graduate areas of study. Visit www.baylor.edu/businessand follow on Twitter at twitter.com/Baylor_Business.
