Negotiations in Supply Chain Management

Research output: Contribution to book/anthology/report/conference proceedingConference abstract in proceedingResearch

Abstract

 

This paper explores the role of negotiations in SCM. Research in this topic has been carried out on a previous note, but researchers in the SCM discipline emphasize that an astonishing dearth of research and therefore theory currently exists. This working paper starts by reviewing the extant negotiation literature. Subsequently, an empirical case study is presented, which explicitly aims at exploring the role of negotiations between members of a supply chain. Based on the findings, the paper concludes on specific, normative guidelines for negotiations for improved supply chain competitiveness that can be effectively employed by purchasers and suppliers.

Original languageEnglish
Title of host publication17th Annual IPSERA Conference
PublisherIpsera
Publication date2008
Publication statusPublished - 2008
Externally publishedYes
Event17th Annual IPSERA Conference - Building Practice and Research Collaboration - Perth, Australia
Duration: 9 Mar 200812 Mar 2008
Conference number: 17

Conference

Conference17th Annual IPSERA Conference - Building Practice and Research Collaboration
Number17
Country/TerritoryAustralia
CityPerth
Period09/03/200812/03/2008

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