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| Tekijä: | Atkin, T.S. Rinehart, L.M. |
| Otsikko: | The effect of negotiation practices on the relationship between suppliers and customers |
| Lehti: | Negotiation Journal
2006 : JAN, VOL. 22:1, p. 47-65 |
| Asiasana: | negotiation suppliers customers |
| Kieli: | eng |
| Tiivistelmä: | This article examines the effects of negotiation (here as: neg-n.) practices, such as coercion and contract formality, on how suppliers and customers perceived the resulting business relationship. A purchasing neg-n. simulation with students in a classroom setting is conducted. The results demonstrated that the use of coercive techniques by negotiators during neg-n. had a negative effect on satisfaction. In addition, the findings showed among others that, as expected, negotiators entering a neg-n. with a cooperative orientation would tend to avoid the use of coercive practices during neg-n. |
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