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Serendipity and the realpolitik of negotiations in supply chains

Serendipity and the realpolitik of negotiations in supply chains The paper presents evidence of a gap between the competition‐to‐co‐operation narrative of the purchasing, marketing and supply chain management fields and the negotiating practice of professional buyers. Drawing on evidence from negotiation theory and practice, it argues that the discovered buyer behaviour is entirely rational. A plea is made for the study of negotiation in the supply chain management field, and it concludes that the current narrative, describing a journey from uninformed adversarial buyer‐supplier attitudes towards enlightened co‐operative relations in chains, may be more fictional than factual. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Supply Chain Management An International Journal Emerald Publishing

Serendipity and the realpolitik of negotiations in supply chains

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References (80)

Publisher
Emerald Publishing
Copyright
Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
ISSN
1359-8546
DOI
10.1108/13598540410544917
Publisher site
See Article on Publisher Site

Abstract

The paper presents evidence of a gap between the competition‐to‐co‐operation narrative of the purchasing, marketing and supply chain management fields and the negotiating practice of professional buyers. Drawing on evidence from negotiation theory and practice, it argues that the discovered buyer behaviour is entirely rational. A plea is made for the study of negotiation in the supply chain management field, and it concludes that the current narrative, describing a journey from uninformed adversarial buyer‐supplier attitudes towards enlightened co‐operative relations in chains, may be more fictional than factual.

Journal

Supply Chain Management An International JournalEmerald Publishing

Published: Jul 1, 2004

Keywords: Negotiating; Competitive strategy; Supply chain management

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