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.     

Adaptive strategies of smaller foreign investors in the Russian agricultural sector: identity,narrative and performance

This paper utilises a qualitative narrative analysis approach to examine smaller foreign investors operating within the Russian agricultural sector as private farmers: the foreign versions of the krestyansko-fermerskiye khoziaistva (peasant farms) that were the early focus of agrarian reform. With difficulty experienced by foreign investment in Russian agriculture, and with the Putin administration shifting its focus to larger scale agriculture, interest lies in the fate of these smaller foreign investors, set in the broader question of: ‘Is there really a future for smaller foreign investors in Russia?’ The investors were aligned along a performance and narrative spectrum, and the construction of their identities – guided by their adaptive processes on the ‘Turnerian’ frontier – were found to shape their business conduct, and interactions with labour forces and regional authorities. Negative prejudgment of the labour force existed amongst the investors – with associated negative notions of trust, inefficiency, laziness, morality, and sexual deviancy – and they were involved in explicit or ambiguous forms of gift-gifting, drawing parallels to Soviet blat behaviour. This paper concludes that despite efforts to construct identity, the narratives of the investors betrayed themselves in certain aspects, with elements of ‘undoing’ in the identity process.     

The Investment Approach to Public Service Provision

The investment approach to public service provision is now receiving considerable attention worldwide. By promoting data‐intensive assessments of baseline conditions and how government action can improve on them, the approach holds the potential to transform policy development, service implementation, and program evaluation. Recently, variations on the investment approach have been applied in Australia to explore the effectiveness of specific programs in employment training, criminal justice, and infrastructure development. This article reviews the investment approach, presents a Public Investment Checklist to guide such work, and discusses three examples. It concludes by considering the implications of investment thinking for the work of policy designers and public managers.     

Barriers to women’s access to decision-making positions in sport organizations: the case of establishing a girls’ volleyball academy in Israel

The aim of this paper is to highlight the nature of the barriers facing women in terms of their participation in decision-making in Israeli sport, and to identify and evaluate some of the strategies and tactics adopted to overcome these barriers. This is done by making reference to a particular case study, the case of the process of establishing a major policy initiative in Israeli sport – the founding of the national Volleyball Academy for Young Talented Girls. The case is analyzed in order to identify how and why the goal of establishing the Academy was successful, and to consider what may be learned in terms of the implications for the tactics and strategies used that might be adopted by other women in similar circumstances.     

Making sense of multilevel governance and governance coordination in Brazil: The case of the Bolsa Verde Programme

Brazil is an example of a challenging governance context par excellence: continental size, multi-levelled governance structures and diverse administrative cultures meet with ambitious, large-scale policy needs and objectives. The multilevel governance approach is applied here to analyse implementation and governance coordination of the Bolsa Verde Programme (BVP). Through a close reading of the narratives told by three programme officials – and zooming in on jointly exercised governance functions known from the metagovernance approach – we analysed how BVP’s programmatic governance coordination was made sense of. The analysis showed that our interviewees were well aware of the shortcomings of the governance coordination in BVP, understood as rather hierarchical, centrally driven and often tackling challenges of vertical multi-actor coordination in a reactive ad-hoc manner. However, since the implementers have been able to creatively and skilfully solve governance coordination challenges, possibilities for developing more systematic and inclusive (meta)governance approaches seem feasible.     

Fiscal Policy Learning from Crisis: Comparative Analysis of the Baltic Countries

The experience of a major crisis is often expected to lead to policy learning but the empirical evidence about this is limited. The goal of the paper is to explore comparatively whether the crisis of 2008–2010 has led to fiscal policy learning by civil servants in the three Baltic countries. Despite some differences in the crisis experience, the finance ministry officials in all three countries have identified the same lesson from the crisis: fiscal policy should be counter-cyclical and help to stabilize the economy. The paper also discusses how various factors have influenced policy learning, including the acknowledgment of failure, blame shifting, and analytical tractability.     

Speaking Like Statesmen or Scientists: Differentiating Congressional and Administrative Views on Data

ABSTRACT

Do legislators and executives speak of data the same way when speaking about public sector data? Public management scholarship and public performance policies often emphasize data-driven decision making as the path to making government efficient and effective. Whether the public policy makers mean the same thing when they speak about data in discussions of data-driven performance and decision making is unknown. In this article, the authors present an analysis of the language of data in conversations about government performance. Two frameworks are identified for the role of data in public performance—the statesman’s and the scientist’s. A corpus-level analysis of over 30 years of government documents is used to demonstrate the differences between these two approaches. This research builds consciously on the work of previous scholars seeking to map the nuances of data-driven performance management policies in the U.S. federal government.     

Prospect theory,operational code analysis,and risk-taking behaviour: a new model of China’s crisis behaviour

Integrating prospect theory and operational code analysis, this paper introduces an innovative approach to studying the decision making of Chinese leaders during crises. The unique contribution of this paper is to adopt the methodology of operational code analysis to measure the domain of actions of policy makers in the application of prospect theory. We suggest that leaders’ operational code beliefs can help us to identify in which domain of actions (gains or losses) leaders are located during crises. Xi Jinping experienced two notable foreign policy crises in 2014, the ‘oil rig’ crisis with Vietnam and the ‘P-8 crisis’ with the United States, which are examined in detail to illustrate Xi’s operational code beliefs and risk-taking behaviour of ‘confident accommodation’ behaviour during crises. To test the process validity of integrating operational code analysis and prospect theory, Hu Jintao’s operational code beliefs and crisis behaviour in 2011–2012 are then compared to Xi’s beliefs and decisions in this study of China’s crisis behaviour.     

Sustainability reporting by Australian local government authorities

This qualitative study investigates the Western Australian (WA) local government authorities’ sustainability reporting practices, in the absence of mandatory reporting guidelines, through content analysis of their websites. Calculations from comparing the Global Reporting Initiative (GRI)’s disclosures with those of 140 local council websites were used to develop a sustainability reporting disclosure index. The findings indicate that sustainability reporting remains moderately practised by local government authorities, despite stakeholder demand for proactive disclosures. The discourse analysis shows that Western Australia’s strategic planning for sustainable development is the key force propelling councils towards sustainability reporting practices. The findings also suggest that WA local government authorities are increasing sustainability disclosures to legitimate their social and environmental initiatives. The findings have policy implications for regulators and/or government in Western Australia, with practical implications for local council authorities and/or managers in developing awareness of sustainable operations. The study also contributes to local government authorities’ growing awareness of sustainable service operations.     

Risk,politics, and development: Lessons from the UK's democracy aid

Political risks are inescapable in development. Donors keep them in check with a range of tools, but existing options provide little guidance about how political forms of risk can—or should—shape programme design. This paper presents a novel framework that offers practical guidance on how to think about and manage some of these risks. This is based on a review of programmes delivered by the Westminster Foundation for Democracy, which provides a specific type of aid: democracy assistance. Political forms of risk have a strong influence on that aid, so it provides a valuable example. Our framework centres on two trade‐offs inherent in the provision of aid for democracy support. The first relates to the type of approach employed in a programme; should it focus on a thematic issue or a specific event, or should it focus primarily on an institution and its processes? The second concerns the scope of a programme in terms of who it includes. Understanding the costs and benefits of these trade‐offs will help development practitioners to make decisions about political risks in a more rigorous and transparent way and, potentially, to shift from a culture of risk aversion, to one of informed risk‐taking.