Buyer and Seller Differences in Business‐to‐Business Negotiations

The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative research methods, including both comparative analysis and frequency analysis. We found some difference between buyers' and sellers' use of negotiation tactics, which suggests this question deserves further empirical study. Buyers' and sellers' use of specific tactics differs according to which overall strategy the negotiators chose, and sellers generally use a greater number of negotiation tactics than buyers. The findings challenge previous findings that suggest that B2B negotiations are collaborative and that negotiators communicate in a collaborative manner. The findings also increase our understanding of buyers' and sellers' variable use of tactics in the course of everyday practice as well as the interplay between negotiation tactics and strategies.     

Do the illegal and legal rents of politicians affect municipal election outcomes? Empirical evidence

This paper aims to analyse whether illegal (corruption) and legal rent extraction (high politicians’ wages) affect electoral outcomes at municipal level. We use an initial sample of 145 Spanish municipalities over 50,000 for two electoral periods: 2004–2007 (before the crisis) and 2008–2011 (during the crisis). Our findings show that neither illegal nor legal rent extraction impact on re-election in non-crisis times. However, we observe that citizens penalize legal rent extraction in the ballots during the crisis. Regarding the economic performance of the local governments, we find that its effect on re-election is important in non-crisis period. Nevertheless, in time of crisis, given that the economic situation is bad in general in the country, voters pay less attention to economic factors and focus on politicians’ behaviour.     

Evaluating local government performance in times of crisis

In recent years, Spanish local governments have come under increasing pressure to accommodate severe economic restrictions while maintaining their provision of local public services. We analyse overall cost efficiency in Spanish local governments during the period of the economic crisis (2008–2013), under four different non-parametric methodologies. Moreover, given how problematic it is to precisely define what municipalities do, we compare three different output models with various measures of quantity as well as quality. Results suggest that Spanish local government efficiency improved over the period 2008–2013 since budget expenditures (inputs) fell while local public services and facilities (outputs) were maintained. We also find evidence of the possible implications of service quality when measuring municipalities’ efficiency, and of structural differences in the average efficiency between municipalities located in different Spanish regions. Finally, our results confirm that the level and variation of efficiency scores are affected by the approach taken.     

Movement decision-making in violence prevention and peace practices

Studying parallels between movement behaviour and violent actions can help understand interdisciplinary possibilities for prevention, intervention, mediation and post-conflict healing. This article explores the role of unconscious and conscious movement decision-making in violent/peaceful interactions. Thematic analysis of interviews was conducted with trainers in dance/movement peace practices working in fourteen countries. The doctoral research sociologically analysed shared beliefs and a framework that was previously applied to work in schools, expanding its potential for new settings and peace contexts. The framework illustrates five stages of decision-making (Flow/Tension, Attention, Intention, Action and Reflection/Evaluation) based on Warren Lamb’s and Rudolph Laban’s systems of movement analysis. Flow/Tension refers to physiological responses to conflict and the regulation of tension, discomfort and breath. Attention involves the development of spatial awareness and awareness of our immediate environment. The Intention stage fosters the capacity for self-evaluation, assertively addressing needs and mitigating ethical pressure. The Action stage involves understanding impulses, commitment and non-action. Reflection/Evaluation promote reflexivity in practitioners and participants and a dynamic evaluation of peace practices. By analysing contributions of dance/movement to peacebuilding, this article introduces a much-needed focus on the body in conflict and inform interpersonal and intergroup conflict interventions by educators, therapists and peace practitioners of all fields.     

The Shifting Framing Strategies and Policy Positions of the Bloque Nacionalista Galego

This article asks why, in contrast to other historic territories with a regional language, such as Catalonia and the Basque Country, nationalist parties in the Autonomous Community of Galicia receive less electoral support. Going beyond prior explanations of this counterintuitive political outcome, which were mainly based on economic, sociological, and institutional factors, this piece of research sheds light on the strategies of political parties. It examines not only nationalist forces but statewide ones that successfully compete in Galicia. Our analysis is focused on the Bloque Nacionalista Galego (BNG) because this is the only nationalist force that has consistently achieved representation within the regional Parliament. Along with BNG's translation into party positions in both the left-right and center-periphery dimensions, the article's main contribution is its updating of the BNG's three framing strategies: the nationalism/“Spanishism” (1982–1993), the “common project” discourse (1993–2005), and the sovereigntist one (2005 onward). Shifts in public opinion regarding the territorial model and other attitudes toward self-government are also examined.     

“Vivimos en Jaula de Oro”: The Impact of State-Level Legislation on Immigrant Latino Families

This study sought to learn from Latino immigrant parents which and how state-level immigration policies impact their families. Fifty-four Latino immigrant parents participated in interviews. Constructivist grounded theory methods were used to complete the analysis. Results indicate that fear of detainment, deportation, and family separation affects participants emotionally and behaviorally. Participants experience exploitive practices in the workplace and through traffic infractions. Social support networks are constantly changing and weakened when families relocate in search of immigrant friendly communities. Simultaneously, parents develop strategies to protect their families against stringent immigration enforcement. Implications for practice, policy, and research are discussed.     

Regional tailor‐made policy making in trade licensing administration—case of Slovakia

Local public administration contributes to a favorable business environment. Slovak Trade Licensing Administration (TLA) provides public services for traders. Centrally managed policy making without taking into account of local and regional specifics is not fully conforming to the current local needs of territorial units. Innovative administrative interventions from the central tier may reflect territorial needs of these units. Spatial distribution of performance data points out regional differences in the territorial units of the TLA. There are significant regional differences in the numbers of trades per employees and performed administrative actions. It creates conditions for individual approach in policy making. Cluster analysis groups the territorial units of the TLA for suitable tailor‐made policy making from the central tier. Based on the findings, there are seven clusters of territorial units with specific local and regional needs. Tailor‐made policy making can take into account of territorial specifics and strengthening the role of territorial units of the TLA in regional development.     

Preparing NATO for the Future – Operating in an Increasingly Contested Environment

The global proliferation of precision-strike systems may be challenging the foundations of Western military-technological supremacy. Relatedly, the development of so-called Anti-Access and Area Denial (A2/AD) capabilities across the globe threatens to complicate Western freedom of military movement and access, and could give way to a more contested military-strategic environment. The twin challenges of precision-strike proliferation and A2/AD strongly impact NATO’s agenda, which revolves around strengthening deterrence and defence in Eastern Europe, and addressing the different threats emanating from the so-called Southern European neighbourhood. In order to address or mitigate such challenges, the Alliance needs to produce operational concepts and capabilities able to deliver deterrence and expeditionary warfare in a maturing precision-strike environment, one characterised by the emergence of A2/AD capabilities.     

Ten years after: revisiting the determinants of the adoption of municipal corporations for local service delivery

Research on the use of municipal corporations to deliver local and regional public services has evolved significantly in the past decade. Most of this work addresses the performance of this service-delivery mode in relation to local bureaucracies. However, much less is known about the drivers for the adoption of municipal corporations in the first place. This article reviews the main determinants of adoption – service characteristics, institutional and regulatory settings, political constraints and financial conditions – and highlights the need for comparative research across countries.