... and facilitate cooperation and effective negotiation of strategic alliances to build successful business relationships. Design/methodology/approach The study considers Taiwanese agents’ bargaining power during negotiations with suppliers, using decision analysis to identify the variables affecting judgment...

... and shopping companion, posited to reflect consumer's bargaining power, are found to influence the bargaining goal set by the consumer. Satisfaction toward the transaction outcome depends on the extent of goal achievement rather than the ultimate concession obtained or the perceived fair price of the product...