Negotiation Strategies In Supply Chain Management

摘要

Purpose - This paper seeks to explore the impact of different negotiation strategies on thernnegotiation setting in different buyer-supplier relationships. So far, the extant supply chainrnmanagement (SCM) literature has only briefly touched this subject, though such a study has beenrnadvocated on previous notes in the SCM literature.rnDesign/methodology/approach - A qualitative research methodology was chosen in order torninvestigate a focal firm's negotiations with five of its suppliers. A total of 25 hours of interviews andrn15 hours of observations were carried out at the focal firm and with a number of the firms' tier onernsuppliers in order to investigate the subject at hand.rnFindings - Explanation is given of when the use of different negotiation strategies can be consideredrnexpedient in different relational settings, pairing a distributive negotiation strategy with arm's lengthrnrelationships, while integrative negotiation strategies remain a more ambiguous exercise. Valuablerninsight concerning the impact of different negotiation strategies on the negotiation setting arernadvanced, which, in turn, leads to a questioning of previous research conclusions regardingrnthe application of distributive negotiation strategies in strategic partnerships. The reason for suchrnquestioning is due to a limited focal perspective applied in previous research on negotiations in SCM.rnResearch limitations/implications - Future research should statistically and analyticallyrnvalidate the research in order to reject or confirm the reached conclusions.rnOriginality/value - The paper is the first to specifically investigate the role of negotiation strategiesrnin the academic discipline of SCM from a qualitative angle using participant observations andrninterviews.