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Bargaining stances and outcomes in buyer-seller negotiations: experimental results.: An article from: Journal of Supply Chain Management
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Binding: Digital
Format: HTML
Label: Thomson Gale
Manufacturer: Thomson Gale
Number Of Pages: 29
Publication Date: June 22, 2006
Publisher: Thomson Gale
Release Date: August 31, 2006
Studio: Thomson Gale
Editorial Review:
This digital document is an article from Journal of Supply Chain Management, published by Thomson Gale on June 22, 2006. The length of the article is 8458 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.From the author: Buyer-supplier relationships are affected by contractual negotiations between the respective parties. This paper examines the variables likely to influence the outcomes of a two-party negotiation in an experiment that reproduces some of the details encountered in real-life negotiations. The study used two-party negotiations to examine the effect of reservation prices, aspiration prices and competitive stance on the outcome of the negotiations. The study confirms the importance of reference points, and that negotiators may adjust their reference points during the negotiation. The results also suggest that the negotiator's bargaining stance has a significant influence on settlement price and may act as a moderator of the effect of reference points on settlement price. Finally, the analysis suggests that a negative bargaining zone does not necessarily lead to an impasse; however, it increases the risk of an impasse compared with a negotiation with a positive bargaining zone.Citation Details
Title: Bargaining stances and outcomes in buyer-seller negotiations: experimental results.
Author: Daniel R. Krause
Publication: Journal of Supply Chain Management (Magazine/Journal)
Date: June 22, 2006
Publisher: Thomson Gale
Volume: 42 Issue: 3 Page: 4(12)Distributed by Thomson Gale
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