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| Author: | Lamming, R. (et al.) |
| Title: | Sharing sensitive information in supply relationships: the flaws in one-way open-book negotiation and the need for transparency |
| Journal: | European Management Journal
2005 : OCT, VOL. 23:5, p. 554 563 |
| Index terms: | supply chain management negotiation purchasing knowledge |
| Freeterms: | manufacturing transparency |
| Language: | eng |
| Abstract: | One very important issue in the relationship between suppliers and customers organizations is the need for sharing sensitive knowledge and information. The negotiation techniques which have usually evolved on a basis of customer dominance appear to be defective and clumsy. The authors examine the customers demands for the suppliers to open their books and share sensitive information with the customers. The tactical schemes that sometimes follow the negotiations are discussed and potential solutions are proposed. The authors introduce the concept of jointly managed transparency at the supply interface as the solution to the problem of sensitive information exchange in inter-organizational relationships. |
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