search query: @author LaTour, M. S. / total: 9
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| Author: | Min, H. LaTour, M. S. Jones, M. A. |
| Title: | Negotiation outcomes and the impact of the initial offer, time, gender, and team size (Konferenztechnik) |
| Journal: | Journal of Purchasing and Materials Management
1995 : FALL, VOL. 31:4, p. 19-24 |
| Index terms: | |
| Freeterms: | EINKAUF |
| Language: | eng |
| Abstract: | A successful path to purchasing negotiation often hinges on a buyer's ability to gain relative bargaining strength. Unfortunately, the establishment of a strong bargaining position for a buyer is not a simple matter because of the multitude of factors affecting the buyer's negotiation leverage. To help purchasing professionals develop more effective negotiation strategies, this study identifies key factors affecting the bargaining position of purchasing professionals and the impact on negotiation outcomes. |
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