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| Author: | Sharland, A. |
| Title: | The negotiation process as a predictor of relationship outcomes in international buyer-supplier arrangements |
| Journal: | Industrial Marketing Management
2001 : OCT, VOL. 30:7, p. 551-559 |
| Index terms: | BUYING INTERNATIONAL BUSINESS NEGOTIATION SUPPLIERS |
| Language: | eng |
| Abstract: | Both the negotiation process and relationship building are integral to successful long-term business relationships. This paper combines the quest for reliable relationship measures with the findings of the negotiation literature in determining the extent to which negotiation process variables are predictors of past, present and future relationship outcomes. In particular, the study examines the negotiation-relationship link in the context of international supplier relationships. |
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