The German Packaging Ordinance of 1991 marked one of the first attempts to introduce the concept of producer responsibility into environmental policy. The topic, thus, allows for useful insights into the factors which influence the outcomes of modern environmental governance. This paper uses the tool of policy network analysis to assess the outcomes, in addition to the environmental and economic efficiency, of the German packaging policy. It places special emphasis on the many links between actors, interests, policy design and their collective influence on policy outcomes. The research for this paper was based on a study of primary and secondary literature, interviews and workshops with involved decision-makers.The assessment of the policy outcomes gives an overview of the related costs and environmental effects, and demonstrates that announcement effects lead to reasonable reductions in packaging consumption. In conclusion, the experience of the German Packaging Ordinance shows that, within the field of producer responsibility policy, it is important to recognize the economic interests of all participating actors. In addition, it underlines the assumption that realistic legal frameworks and the threat of sanctions are indispensable for ensuring cooperation among the parties concerned. Copyright
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.
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