...Gyongyi Kovacs; Karen Spens; Frederik Zachariassen Purpose This paper seeks to explore the impact of different negotiation strategies on the negotiation setting in different buyer‐supplier relationships. So far, the extant supply chain management (SCM) literature has only briefly touched...

...Susan L. Golicic; Srinivas Talluri; Shawnee K. Vickery; Sriram Narayanan Purpose The purpose of this paper is to propose optimization models for assisting in buyer‐supplier negotiations by effectively considering multiple factors and interrelationships among them. Design/methodology/approach...

...Lloyd M. Rinehart Uses negotiation concepts as a basis to investigate issues concerning the development of logistics partnerships for international and global operations. Presents a negotiation model as an investigative structure to illustrate the global issues that logistics managers face...