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 language | English |
|---|---|
| Title of host publication | 17th Annual IPSERA Conference |
| Publisher | Ipsera |
| Publication date | 2008 |
| Publication status | Published - 2008 |
| Externally published | Yes |
| Event | 17th Annual IPSERA Conference - Building Practice and Research Collaboration - Perth, Australia Duration: 9 Mar 2008 → 12 Mar 2008 Conference number: 17 |
Conference
| Conference | 17th Annual IPSERA Conference - Building Practice and Research Collaboration |
|---|---|
| Number | 17 |
| Country/Territory | Australia |
| City | Perth |
| Period | 09/03/2008 → 12/03/2008 |