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Konzessionen (auch: Zugeständnisse) spielen in Einkäufer-Zulieferer-Verhandlungen eine entscheidende Rolle, weil die beteiligten Verhandlungsparteien in der Regel nur über Konzessionen, das heißt über eine Abfolge von entgegenkommenden Angeboten, zu einem von beiden Seiten akzeptierten Verhandlungsergebnis kommen. Da Verhandelnde mit der Abgabe von eigenen Konzessionen jedoch einen Teil ihrer individuellen Verhandlungsmasse hergeben und durch Konzessionen des Gegenübers einen Teil zu ihrer Verhandlungsmasse dazu gewinnen können, beeinflussen Konzessionen maßgeblich die Verhandlungsperformance von Verhandelnden. Diese wiederum hat nachweislich einen Einfluss auf die Profitabilität von Unternehmen.
Vor diesem Hintergrund ist es sowohl für die Verhandlungsforschung als auch für die Verhandlungspraxis von Interesse, zu untersuchen, wann und wie Verhandelnde Konzessionen in Verhandlungen machen sollten, um die eigene Verhandlungsperformance zu optimieren. Im Rahmen der vorliegenden Untersuchung widmet sich die Autorin dieser Fragestellung, indem sie erstens (1) untersucht, ob Verhandelnde die erste Konzession in einer Verhandlung machen sollten, zweitens (2) analysiert, nach welchem Konzessionsmuster Verhandelnde verhandeln sollten und drittens (3) die Vorteilhaftigkeit der Abgabe von Konzessionen in Form von Paketangeboten in Verhandlungen mit mehreren Verhandlungsgegenständen (z. B. Preis, Menge und Lieferkonditionen) ermittelt. Mit der Bearbeitung dieser Teilfragestellungen schließt die Autorin zum einen Lücken in der Verhandlungsforschung und zum anderen leitet sie relevante Implikationen für ein systematisches Konzessionsmanagement in der Verhandlungspraxis ab.
Since spring 2014 the relations between the EU and Russia are stuck in an Ice Age. From a Western point of view, especially the annexation of Crimea by Russia and the intervention in the conflict in Ukraine are responsible. The EU has frozen their relations to Russia and applied sanctions against it. Russia reacted in the same way. Can this vicious circle be broken without betraying the values of the EU? This book presents the analysis and ideas of social scientists from Germany, Poland and Russia. The reasons for this crisis are seen quite differently but all try to find a way out of the current confrontation.
The 2008-2010 food crisis might have been a harbinger of fundamental climate-induced food crises with geopolitical implications. Heat-wave-induced yield losses in Russia and resulting export restrictions led to increases in market prices for wheat across the Middle East, likely contributing to the Arab Spring. With ongoing climate change, temperatures and temperature variability will rise, leading to higher uncertainty in yields for major nutritional crops. Here we investigate which countries are most vulnerable to teleconnected supply-shocks, i.e. where diets strongly rely on the import of wheat, maize, or rice, and where a large share of the population is living in poverty. We find that the Middle East is most sensitive to teleconnected supply shocks in wheat, Central America to supply shocks in maize, and Western Africa to supply shocks in rice. Weighing with poverty levels, Sub-Saharan Africa is most affected. Altogether, a simultaneous 10% reduction in exports of wheat, rice, and maize would reduce caloric intake of 55 million people living in poverty by about 5%. Export bans in major producing regions would put up to 200 million people below the poverty line at risk, 90% of which live in Sub-Saharan Africa. Our results suggest that a region-specific combination of national increases in agricultural productivity and diversification of trade partners and diets can effectively decrease future food security risks.
Situated at the intersection of the literatures on speculative storage and non-renewable commodity scarcity, this paper considers whether changes in persistence have occurred in long-run U.S. prices of the energy commodities crude oil, natural gas and bituminous coal. We allow for a structural break when testing for a break in persistence to avoid a change in the stochastic properties of prices being confounded by an unaccounted-for deterministic shift in the price series. We find that coal prices are trend stationary throughout their evolution and that oil prices change from stationarity to non-stationarity in the decade between the late 1960s to late 1970s. The result on gas prices is ambiguous. Our results demonstrate the importance of accounting for a possible structural shift when testing for breaks in persistence, while being robust to the exact date of the structural break. Based on our analysis we caution against viewing long-run energy commodity prices as being non-stationary and conclude in favor of modeling commodity market fundamentals as stationary, meaning that speculative storage will tend to have a dampening effect on prices. We also cannot reject that long-run prices of coal and, with some hesitation, gas follow a Hotelling-type rule. In contrast, we reject the Hotelling rule for oil prices since the late 1960s/early 1970s. (C) 2016 Elsevier B.V. All rights reserved.
Gregor Imelauer untersucht, wie vor dem Hintergrund von Globalisierung, Digitalisierung und Hyperspezialisierung eine wettbewerbsfähige HR-Organisation aussehen kann. Er zeigt, wie sich die Personalauswahl als einer der personalwirtschaftlichen Kernprozesse intelligent sourcen lässt, so dass nicht nur Kostenkriterien, sondern auch langfristig-strategische Implikationen Berücksichtigung finden. Grundlage der Untersuchung bilden 15 Interviews mit Top-Managern aus dem Personalwesen deutscher Großunternehmen sowie mit namhaften Organisationsberatern. Der Autor erarbeitet kritische Erfolgsfaktoren und konkrete Handlungsempfehlungen für das Sourcing personalwirtschaftlicher Prozesse und eine Personalarbeit im Netzwerk.
Ramsey meets Thünen
(2016)
Land taxes can increase production in the manufacturing sector and enhance land conservation at the same time, which can lead to overall macroeconomic growth. Existing research emphasizes the non-distorting properties of land taxes (when fixed factors are taxed) as well as growth-enhancing impacts (when asset portfolios are shifted to reproducible capital). This paper furthers the neoclassical perspective on land taxes by endogenizing land allocation decisions in a multi-sector growth model. Based on von Thünen’s observation, agricultural land is created from wilderness through conversion and cultivation, both of which are associated with costs. In the steady state of our general equilibrium model, land taxes not only may reduce land consumption (associated with environmental benefits) but may also affect overall economic output, while leaving wages and interest rates unaffected. When labor productivity is higher in the manufacturing than in the agricultural sector and agricultural and manufactured goods are substitutes (or the economy is open to world trade), land taxes increase aggregate economic output. There is a complex interplay of conservation policy, technological change and land taxes, depending on consumer preferences, sectoral labor productivities and openness-to-trade. Our model introduces a new perspective on land taxes in current policy debates on development, tax reforms as well as forest conservation.
I examine the determinants of both perceived inflation and unemployment in one single survey and include Big Five traits in the analysis. This is the first survey on this topic in Germany. My sample consists of 1771 students from different fields and levels. Using PhD students’ estimates as a reference, I create categories for underestimation and overestimation of both variables. Multinomial logit regressions show that females overestimate both variables. Education and news consumption reduce misestimation. A higher level of Neuroticism is related with a higher probability to overestimate unemployment. Overstating (understating) one indicator is associated with overstating (understating) the other.
Many countries support business start-ups to spur economic growth and reduce unemployment with different programmes. Evaluation studies of such programmes commonly rely on the conditional independence assumption (CIA), allowing a causal interpretation of the results only if all relevant variables affecting participation and success are accounted for. While the entrepreneurship literature has emphasised the important role of personality traits as predictors for start-up decisions and business success, these variables were neglected in evaluation studies so far due to data limitations. In this paper, we evaluate a new start-up subsidy for unemployed individuals in Germany using propensity score matching under the CIA. Having access to rich administrative-survey data allows us to incorporate usually unobserved personality measures in the evaluation and investigate their impact on the estimated effects. We find strong positive effects on labour market reintegration and earned income for the new programme. Most importantly, results including and excluding individuals׳ personalities do not differ significantly, implying that concerns about potential overestimation of programme effects in the absence of personality measures might be less justified if the set of other control variables is rich enough.