Journal of Supply Chain Management

Article Index - Results


A valuable reference tool, the Article Index is a comprehensive list of articles that have appeared in the Journal of Supply Chain Management (formerly International Journal of Purchasing and Materials Management, Journal of Purchasing & Materials Management and Journal of Purchasing). Articles are organized by subject for easy locating and study.

Journal Article Index
Term selected: Negotiations

  • A Role-Playing Case for Developing Negotiation Skills, Vol. 12, No. 4 (Winter 1976), p. 26.

    This article is not available online.
  • "An Analysis of the Integration of Strategic Sourcing and Negotiation Planning" Members Only Content, Vol. 39, No. 4 (Fall 2003), p. 16.

    Initially, strategic sourcing is defined as an integrated, seven-step process that includes the negotiation plan. Research questions are then proposed to determine the extent to which negotiation is part of the integrated sourcing process. To answer the research questions, the strategic sourcing process and negotiation plan are evaluated in 29 cases. In 14 of the 29 cases, strategic sourcing was completed and integrated into the negotiation plan. This is just under half of the cases, which led to the general conclusion that negotiation is not well integrated with the other strategic sourcing processes. Additional findings indicated the appropriate negotiation style was used in only 64 percent of the cases, with most mismatches occurring when an integrative style was used instead of the more appropriate distributive style. Managerial and research implications of the findings are presented and discussed.
  • An Experiment in Purchasing Negotiations, Vol. 19, No. 2 (Summer 1983), p. 2.

    This article is not available online.
  • Bargaining Stances and Outcomes in Buyer–Seller Negotiations: Experimental Results, Vol. 42, No. 3 (Summer 2006).

    Buyer–supplier relationships are affected by contractual negotiations between the respective parties. This paper examines the variables likely to influence the outcomes of a two-party negotiation in an experiment that reproduces some of the details encountered in real-life negotiations. The study used two-party negotiations to examine the effect of reservation prices, aspiration prices and competitive stance on the outcome of the negotiations. The study confirms the importance of reference points, and that negotiators may adjust their reference points during the negotiation. The results also suggest that the negotiator’s bargaining stance has a significant influence on settlement price and may act as a moderator of the effect of reference points on settlement price. Finally, the analysis suggests that a negative bargaining zone does not necessarily lead to an impasse; however, it increases the risk of an impasse compared with a negotiation with a positive bargaining zone.
  • "Can a Negotiation Support System Help a Purchasing Manager?" Members Only Content, Vol. 35, No. 1 (Winter 1999), p. 37. Vol. 35, No. 2 (Spring 1999), p. 37. Vol. 35, No. 3 (Summer 1999), p. 37. Vol. 35, No. 4 (Fall 1999), p. 37. Vol. 36, No. 1 (Winter 2000), p. 37. Vol. 36, No. 2 (Spring 2000), p. 37. Vol. 36, No. 3 (Summer 2000), p. 37. Vol. 36, No. 4 (Fall 2000), p. 37. Vol. 37, No. 1 (Winter 2001), p. 37. Vol. 37, No. 2 (Spring 2001), p. 37. Vol. 37, No. 3 (Summer 2001), p. 37. Vol. 37, No. 4 (Fall 2001), p. 37. Vol. 38, No. 1 (Winter 2002), p. 37. Vol. 38, No. 2 (Spring 2002), p. 37. Vol. 38, No. 3 (Summer 2002), p. 37. Vol. 38, No. 4 (Fall 2002), p. 37. Vol. 39, No. 1 (Winter 2003), p. 37. Vol. 39, No. 2 (Spring 2003), p. 37. Vol. 39, No. 3 (Summer 2003), p. 37. Vol. 39, No. 4 (Fall 2003), p. 37. Vol. 40, No. 1 (Winter 2004), p. 37. Vol. 40, No. 2 (Spring 2004), p. 37. Vol. 40, No. 3 (Summer 2004), p. 37. Vol. 40, No. 4 (Fall 2004), p. 37. Vol. 41, No. 1 (Winter 2005), p. 37. Vol. 41, No. 2 (Spring 2005), p. 37. Vol. 41, No. 3 (Summer 2005), p. 37. Vol. 41, No. 4 (Fall 2005), p. 37. Vol. 28, No. 1 (Winter 1992), p. 37. Vol. 28, No. 2 (Spring 1992), p. 37. Vol. 28, No. 3 (Summer 1992), p. 37. Vol. 28, No. 4 (Fall 1992), p. 37. Vol. 1, No. 1 (Spring 1965), p. 37. Vol. 1, No. 2 (Summer 1965), p. 37. Vol. 1, No. 3 (Fall 1965), p. 37. Vol. 2, No. 1 (Winter 1966), p. 37. Vol. 2, No. 2 (Spring 1966), p. 37. Vol. 2, No. 3 (Summer 1966), p. 37. Vol. 2, No. 4 (Fall 1966), p. 37. Vol. 3, No. 1 (Winter 1967), p. 37. Vol. 3, No. 2 (Spring 1967), p. 37. Vol. 3, No. 3 (Summer 1967), p. 37. Vol. 3, No. 4 (Fall 1967), p. 37. Vol. 4, No. 1 (Winter 1968), p. 37. Vol. 4, No. 2 (Spring 1968), p. 37. Vol. 4, No. 3 (Summer 1968), p. 37. Vol. 4, No. 4 (Fall 1968), p. 37. Vol. 5, No. 1 (Winter 1969), p. 37. Vol. 5, No. 2 (Spring 1969), p. 37. Vol. 5, No. 3 (Summer 1969), p. 37. Vol. 5, No. 4 (Fall 1969), p. 37. Vol. 6, No. 1 (Winter 1970), p. 37. Vol. 6, No. 2 (Spring 1970), p. 37. Vol. 6, No. 3 (Summer 1970), p. 37. Vol. 6, No. 4 (Fall 1970), p. 37. Vol. 7, No. 1 (Winter 1971), p. 37. Vol. 7, No. 2 (Spring 1971), p. 37. Vol. 7, No. 3 (Summer 1971), p. 37. Vol. 7, No. 4 (Fall 1971), p. 37. Vol. 8, No. 1 (Winter 1972), p. 37. Vol. 8, No. 2 (Spring 1972), p. 37. Vol. 8, No. 3 (Summer 1972), p. 37. Vol. 8, No. 4 (Fall 1972), p. 37. Vol. 9, No. 1 (Winter 1973), p. 37. Vol. 9, No. 2 (Spring 1973), p. 37. Vol. 9, No. 3 (Summer 1973), p. 37. Vol. 9, No. 4 (Fall 1973), p. 37. Vol. 10, No. 1 (Winter 1974), p. 37. Vol. 10, No. 2 (Spring 1974), p. 37. Vol. 10, No. 3 (Summer 1974), p. 37. Vol. 10, No. 4 (Fall 1974), p. 37. Vol. 11, No. 4 (Winter 1975), p. 37. Vol. 11, No. 1 (Spring 1975), p. 37. Vol. 11, No. 2 (Summer 1975), p. 37. Vol. 11, No. 3 (Fall 1975), p. 37. Vol. 12, No. 4 (Winter 1976), p. 37. Vol. 12, No. 1 (Spring 1976), p. 37. Vol. 12, No. 2 (Summer 1976), p. 37. Vol. 12, No. 3 (Fall 1976), p. 37. Vol. 13, No. 4 (Winter 1977), p. 37. Vol. 13, No. 1 (Spring 1977), p. 37. Vol. 13, No. 2 (Summer 1977), p. 37. Vol. 13, No. 3 (Fall 1977), p. 37. Vol. 14, No. 1 (Spring 1978), p. 37. Vol. 14, No. 2 (Summer 1978), p. 37. Vol. 14, No. 3 (Fall 1978), p. 37. Vol. 14, No. 4 (Winter 1978), p. 37. Vol. 15, No. 1 (Spring 1979), p. 37. Vol. 15, No. 2 (Summer 1979), p. 37. Vol. 15, No. 3 (Fall 1979), p. 37. Vol. 15, No. 4 (Winter 1979), p. 37. Vol. 16, No. 4 (Winter 1980), p. 37. Vol. 16, No. 1 (Spring 1980), p. 37. Vol. 16, No. 2 (Summer 1980), p. 37. Vol. 16, No. 3 (Fall 1980), p. 37. Vol. 17, No. 4 (Winter 1981), p. 37. Vol. 17, No. 1 (Spring 1981), p. 37. Vol. 17, No. 2 (Summer 1981), p. 37. Vol. 17, No. 3 (Fall 1981), p. 37. Vol. 18, No. 4 (Winter 1982), p. 37. Vol. 18, No. 1 (Spring 1982), p. 37. Vol. 18, No. 2 (Summer 1982), p. 37. Vol. 18, No. 3 (Fall 1982), p. 37. Vol. 19, No. 4 (Winter 1983), p. 37. Vol. 19, No. 1 (Spring 1983), p. 37. Vol. 19, No. 2 (Summer 1983), p. 37. Vol. 19, No. 3 (Fall 1983), p. 37. Vol. 20, No. 4 (Winter 1984), p. 37. Vol. 20, No. 1 (Spring 1984), p. 37. Vol. 20, No. 2 (Summer 1984), p. 37. Vol. 20, No. 3 (Fall 1984), p. 37. Vol. 21, No. 4 (Winter 1985), p. 37. Vol. 21, No. 1 (Spring 1985), p. 37. Vol. 21, No. 2 (Summer 1985), p. 37. Vol. 21, No. 3 (Fall 1985), p. 37. Vol. 22, No. 4 (Winter 1986), p. 37. Vol. 22, No. 1 (Spring 1986), p. 37. Vol. 22, No. 2 (Summer 1986), p. 37. Vol. 22, No. 3 (Fall 1986), p. 37. Vol. 23, No. 4 (Winter 1987), p. 37. Vol. 23, No. 1 (Spring 1987), p. 37. Vol. 23, No. 2 (Summer 1987), p. 37. Vol. 23, No. 3 (Fall 1987), p. 37. Vol. 24, No. 4 (Winter 1988), p. 37. Vol. 24, No. 1 (Spring 1988), p. 37. Vol. 24, No. 2 (Summer 1988), p. 37. Vol. 24, No. 3 (Fall 1988), p. 37. Vol. 25, No. 4 (Winter 1989), p. 37. Vol. 25, No. 1 (Spring 1989), p. 37. Vol. 25, No. 2 (Summer 1989), p. 37. Vol. 25, No. 3 (Fall 1989), p. 37. Vol. 26, No. 1 (Winter 1990), p. 37. Vol. 26, No. 2 (Spring 1990), p. 37. Vol. 26, No. 3 (Summer 1990), p. 37. Vol. 26, No. 4 (Fall 1990), p. 37. Vol. 27, No. 1 (Winter 1991), p. 37. Vol. 27, No. 2 (Spring 1991), p. 37. Vol. 27, No. 3 (Summer 1991), p. 37. Vol. 27, No. 4 (Fall 1991), p. 37. Vol. 42, No. 1 (Winter 2006), p. 37. Vol. 42, No. 2 (Spring 2006), p. 37. Vol. 42, No. 3 (Summer 2006), p. 37. Vol. 42, No. 4 (Fall 2006), p. 37. Vol. 43, No. 1 (Winter 2007), p. 37. Vol. 43, No. 2 (Spring 2007), p. 37. Vol. 43, No. 3 (Summer 2007), p. 37. Vol. 43, No. 4 (Fall 2007), p. 37. Vol. 44, No. 1 (Winter 2008), p. 37. Vol. 44, No. 2 (Spring 2008), p. 37. Vol. 44, No. 3 (Summer 2008), p. 37. Vol. 44, No. 4 (Fall 2008), p. 37. Vol. 45, No. 1 (Winter 2009), p. 37. Vol. 45, No. 2 (Spring 2009), p. 37. Vol. 45, No. 3 (Summer 2009), p. 37. Vol. 45, No. 4 (Fall 2009), p. 37. Vol. 46, No. 1 (Winter 2010), p. 37. Vol. 46, No. 2 (Spring 2010), p. 37. Vol. 46, No. 3 (Summer 2010), p. 37. Vol. 46, No. 4 (Fall 2010), p. 37. Vol. 47, No. 1 (Winter 2011), p. 37. Vol. 47, No. 2 (Spring 2011), p. 37. Vol. 47, No. 3 (Summer 2011), p. 37. Vol. 47, No. 4 (Fall 2011), p. 37. Vol. 48, No. 1 (Winter 2012), p. 37. Vol. 48, No. 2 (Spring 2012), p. 37. Vol. 48, No. 3 (Summer 2012), p. 37. Vol. 48, No. 4 (Fall 2012), p. 37. Vol. 49, No. 1 (Winter 2013), p. 37. Vol. 49, No. 2 (Spring 2013), p. 37. Vol. 49, No. 3 (Summer 2013), p. 37. Vol. 49, No. 4 (Fall 2013), p. 37. Vol. 50, No. 1 (Winter 2014), p. 37. Vol. 50, No. 2 (Spring 2014), p. 37.

    The computer has become a useful tool for purchasing managers in administering contracts and in daily operations. Computer support for contract negotiations may also be provided. This article investigates the use of a computerized Negotiation Support System, or NSS, as an aid to a purchasing manager, and to the sales manager with whom he or she is dealing, in a typical industrial buying/selling negotiation. After reviewing the results of three prior studies using student subjects, the article reports on an empirical study — using purchasing managers as subjects — designed to test the effectiveness of an early version of an NSS. In this laboratory test of the NSS, the managers arrived at better contracts (higher joint outcomes and more balanced contracts) in less time when provided with the NSS. From the results of the study and the comments of NSS users, a number of implications for practicing purchasing managers are identified. The article concludes with suggestions about which organizations should develop an NSS and how they should begin the development effort.
  • Commercial Negotiation — Ancient Practices, Modern Philosophy, Vol. 18, No. 3 (Fall 1982), p. 2.

    This article is not available online.
  • "Deciding on the Mode of Negotiation: To Auction or Not to Auction Electronically" Members Only Content, Vol. 40, No. 2 (Spring 2004), p. 15.

    Purchasing transactions are increasingly conducted through electronic auctions. Some companies already source 25 percent of their total purchase volume through this electronic mechanism. However, most of these purchasing transactions could, alternatively, be conducted as face-to-face negotiations. This article examines (a) when it is feasible to conduct an electronic auction in purchasing, and (b) under what circumstances it is better to source items through an electronic auction as opposed to sourcing them through face-to-face negotiations.
  • Joint Optimality in Buyer-Supplier Negotiations, Vol. 26, No. 2 (Spring 1990), p. 20.

    This article is not available online.
  • Microcomputer-Based Negotiation Training for Buyers, Vol. 22, No. 2 (Summer 1986), p. 16.

    This article is not available online.
  • "Negotiating Cooperative Supplier Relationships: A Planning Framework" Members Only Content, Vol. 35, No. 1 (Winter 1999), p. 12. Vol. 35, No. 2 (Spring 1999), p. 12. Vol. 35, No. 3 (Summer 1999), p. 12. Vol. 35, No. 4 (Fall 1999), p. 12. Vol. 36, No. 1 (Winter 2000), p. 12. Vol. 36, No. 2 (Spring 2000), p. 12. Vol. 36, No. 3 (Summer 2000), p. 12. Vol. 36, No. 4 (Fall 2000), p. 12. Vol. 37, No. 1 (Winter 2001), p. 12. Vol. 37, No. 2 (Spring 2001), p. 12. Vol. 37, No. 3 (Summer 2001), p. 12. Vol. 37, No. 4 (Fall 2001), p. 12. Vol. 38, No. 1 (Winter 2002), p. 12. Vol. 38, No. 2 (Spring 2002), p. 12. Vol. 38, No. 3 (Summer 2002), p. 12. Vol. 38, No. 4 (Fall 2002), p. 12. Vol. 39, No. 1 (Winter 2003), p. 12. Vol. 39, No. 2 (Spring 2003), p. 12. Vol. 39, No. 3 (Summer 2003), p. 12. Vol. 39, No. 4 (Fall 2003), p. 12. Vol. 40, No. 1 (Winter 2004), p. 12. Vol. 40, No. 2 (Spring 2004), p. 12. Vol. 40, No. 3 (Summer 2004), p. 12. Vol. 40, No. 4 (Fall 2004), p. 12. Vol. 41, No. 1 (Winter 2005), p. 12. Vol. 41, No. 2 (Spring 2005), p. 12. Vol. 41, No. 3 (Summer 2005), p. 12. Vol. 41, No. 4 (Fall 2005), p. 12. Vol. 28, No. 1 (Winter 1992), p. 12. Vol. 28, No. 2 (Spring 1992), p. 12. Vol. 28, No. 3 (Summer 1992), p. 12. Vol. 28, No. 4 (Fall 1992), p. 12. Vol. 1, No. 1 (Spring 1965), p. 12. Vol. 1, No. 2 (Summer 1965), p. 12. Vol. 1, No. 3 (Fall 1965), p. 12. Vol. 2, No. 1 (Winter 1966), p. 12. Vol. 2, No. 2 (Spring 1966), p. 12. Vol. 2, No. 3 (Summer 1966), p. 12. Vol. 2, No. 4 (Fall 1966), p. 12. Vol. 3, No. 1 (Winter 1967), p. 12. Vol. 3, No. 2 (Spring 1967), p. 12. Vol. 3, No. 3 (Summer 1967), p. 12. Vol. 3, No. 4 (Fall 1967), p. 12. Vol. 4, No. 1 (Winter 1968), p. 12. Vol. 4, No. 2 (Spring 1968), p. 12. Vol. 4, No. 3 (Summer 1968), p. 12. Vol. 4, No. 4 (Fall 1968), p. 12. Vol. 5, No. 1 (Winter 1969), p. 12. Vol. 5, No. 2 (Spring 1969), p. 12. Vol. 5, No. 3 (Summer 1969), p. 12. Vol. 5, No. 4 (Fall 1969), p. 12. Vol. 6, No. 1 (Winter 1970), p. 12. Vol. 6, No. 2 (Spring 1970), p. 12. Vol. 6, No. 3 (Summer 1970), p. 12. Vol. 6, No. 4 (Fall 1970), p. 12. Vol. 7, No. 1 (Winter 1971), p. 12. Vol. 7, No. 2 (Spring 1971), p. 12. Vol. 7, No. 3 (Summer 1971), p. 12. Vol. 7, No. 4 (Fall 1971), p. 12. Vol. 8, No. 1 (Winter 1972), p. 12. Vol. 8, No. 2 (Spring 1972), p. 12. Vol. 8, No. 3 (Summer 1972), p. 12. Vol. 8, No. 4 (Fall 1972), p. 12. Vol. 9, No. 1 (Winter 1973), p. 12. Vol. 9, No. 2 (Spring 1973), p. 12. Vol. 9, No. 3 (Summer 1973), p. 12. Vol. 9, No. 4 (Fall 1973), p. 12. Vol. 10, No. 1 (Winter 1974), p. 12. Vol. 10, No. 2 (Spring 1974), p. 12. Vol. 10, No. 3 (Summer 1974), p. 12. Vol. 10, No. 4 (Fall 1974), p. 12. Vol. 11, No. 4 (Winter 1975), p. 12. Vol. 11, No. 1 (Spring 1975), p. 12. Vol. 11, No. 2 (Summer 1975), p. 12. Vol. 11, No. 3 (Fall 1975), p. 12. Vol. 12, No. 4 (Winter 1976), p. 12. Vol. 12, No. 1 (Spring 1976), p. 12. Vol. 12, No. 2 (Summer 1976), p. 12. Vol. 12, No. 3 (Fall 1976), p. 12. Vol. 13, No. 4 (Winter 1977), p. 12. Vol. 13, No. 1 (Spring 1977), p. 12. Vol. 13, No. 2 (Summer 1977), p. 12. Vol. 13, No. 3 (Fall 1977), p. 12. Vol. 14, No. 1 (Spring 1978), p. 12. Vol. 14, No. 2 (Summer 1978), p. 12. Vol. 14, No. 3 (Fall 1978), p. 12. Vol. 14, No. 4 (Winter 1978), p. 12. Vol. 15, No. 1 (Spring 1979), p. 12. Vol. 15, No. 2 (Summer 1979), p. 12. Vol. 15, No. 3 (Fall 1979), p. 12. Vol. 15, No. 4 (Winter 1979), p. 12. Vol. 16, No. 4 (Winter 1980), p. 12. Vol. 16, No. 1 (Spring 1980), p. 12. Vol. 16, No. 2 (Summer 1980), p. 12. Vol. 16, No. 3 (Fall 1980), p. 12. Vol. 17, No. 4 (Winter 1981), p. 12. Vol. 17, No. 1 (Spring 1981), p. 12. Vol. 17, No. 2 (Summer 1981), p. 12. Vol. 17, No. 3 (Fall 1981), p. 12. Vol. 18, No. 4 (Winter 1982), p. 12. Vol. 18, No. 1 (Spring 1982), p. 12. Vol. 18, No. 2 (Summer 1982), p. 12. Vol. 18, No. 3 (Fall 1982), p. 12. Vol. 19, No. 4 (Winter 1983), p. 12. Vol. 19, No. 1 (Spring 1983), p. 12. Vol. 19, No. 2 (Summer 1983), p. 12. Vol. 19, No. 3 (Fall 1983), p. 12. Vol. 20, No. 4 (Winter 1984), p. 12. Vol. 20, No. 1 (Spring 1984), p. 12. Vol. 20, No. 2 (Summer 1984), p. 12. Vol. 20, No. 3 (Fall 1984), p. 12. Vol. 21, No. 4 (Winter 1985), p. 12. Vol. 21, No. 1 (Spring 1985), p. 12. Vol. 21, No. 2 (Summer 1985), p. 12. Vol. 21, No. 3 (Fall 1985), p. 12. Vol. 22, No. 4 (Winter 1986), p. 12. Vol. 22, No. 1 (Spring 1986), p. 12. Vol. 22, No. 2 (Summer 1986), p. 12. Vol. 22, No. 3 (Fall 1986), p. 12. Vol. 23, No. 4 (Winter 1987), p. 12. Vol. 23, No. 1 (Spring 1987), p. 12. Vol. 23, No. 2 (Summer 1987), p. 12. Vol. 23, No. 3 (Fall 1987), p. 12. Vol. 24, No. 4 (Winter 1988), p. 12. Vol. 24, No. 1 (Spring 1988), p. 12. Vol. 24, No. 2 (Summer 1988), p. 12. Vol. 24, No. 3 (Fall 1988), p. 12. Vol. 25, No. 4 (Winter 1989), p. 12. Vol. 25, No. 1 (Spring 1989), p. 12. Vol. 25, No. 2 (Summer 1989), p. 12. Vol. 25, No. 3 (Fall 1989), p. 12. Vol. 26, No. 1 (Winter 1990), p. 12. Vol. 26, No. 2 (Spring 1990), p. 12. Vol. 26, No. 3 (Summer 1990), p. 12. Vol. 26, No. 4 (Fall 1990), p. 12. Vol. 27, No. 1 (Winter 1991), p. 12. Vol. 27, No. 2 (Spring 1991), p. 12. Vol. 27, No. 3 (Summer 1991), p. 12. Vol. 27, No. 4 (Fall 1991), p. 12. Vol. 42, No. 1 (Winter 2006), p. 12. Vol. 42, No. 2 (Spring 2006), p. 12. Vol. 42, No. 3 (Summer 2006), p. 12. Vol. 42, No. 4 (Fall 2006), p. 12. Vol. 43, No. 1 (Winter 2007), p. 12. Vol. 43, No. 2 (Spring 2007), p. 12. Vol. 43, No. 3 (Summer 2007), p. 12. Vol. 43, No. 4 (Fall 2007), p. 12. Vol. 44, No. 1 (Winter 2008), p. 12. Vol. 44, No. 2 (Spring 2008), p. 12. Vol. 44, No. 3 (Summer 2008), p. 12. Vol. 44, No. 4 (Fall 2008), p. 12. Vol. 45, No. 1 (Winter 2009), p. 12. Vol. 45, No. 2 (Spring 2009), p. 12. Vol. 45, No. 3 (Summer 2009), p. 12. Vol. 45, No. 4 (Fall 2009), p. 12. Vol. 46, No. 1 (Winter 2010), p. 12. Vol. 46, No. 2 (Spring 2010), p. 12. Vol. 46, No. 3 (Summer 2010), p. 12. Vol. 46, No. 4 (Fall 2010), p. 12. Vol. 47, No. 1 (Winter 2011), p. 12. Vol. 47, No. 2 (Spring 2011), p. 12. Vol. 47, No. 3 (Summer 2011), p. 12. Vol. 47, No. 4 (Fall 2011), p. 12. Vol. 48, No. 1 (Winter 2012), p. 12. Vol. 48, No. 2 (Spring 2012), p. 12. Vol. 48, No. 3 (Summer 2012), p. 12. Vol. 48, No. 4 (Fall 2012), p. 12. Vol. 49, No. 1 (Winter 2013), p. 12. Vol. 49, No. 2 (Spring 2013), p. 12. Vol. 49, No. 3 (Summer 2013), p. 12. Vol. 49, No. 4 (Fall 2013), p. 12. Vol. 50, No. 1 (Winter 2014), p. 12. Vol. 50, No. 2 (Spring 2014), p. 12.

    Win-win negotiation and cooperative relations are popular concepts among many industrial buyers today. But companies accustomed to short-term competitive relations with suppliers may find it difficult to adjust to the negotiation requirements of cooperative relations. If they fail to negotiate a high quality sustainable agreement, however, they may get locked into unproductive partnerships.
  • "Negotiation Outcomes: The Impact of the Initial Offer, Time, Gender, and Team Size" Members Only Content, Vol. 35, No. 1 (Winter 1999), p. 19. Vol. 35, No. 2 (Spring 1999), p. 19. Vol. 35, No. 3 (Summer 1999), p. 19. Vol. 35, No. 4 (Fall 1999), p. 19. Vol. 36, No. 1 (Winter 2000), p. 19. Vol. 36, No. 2 (Spring 2000), p. 19. Vol. 36, No. 3 (Summer 2000), p. 19. Vol. 36, No. 4 (Fall 2000), p. 19. Vol. 37, No. 1 (Winter 2001), p. 19. Vol. 37, No. 2 (Spring 2001), p. 19. Vol. 37, No. 3 (Summer 2001), p. 19. Vol. 37, No. 4 (Fall 2001), p. 19. Vol. 38, No. 1 (Winter 2002), p. 19. Vol. 38, No. 2 (Spring 2002), p. 19. Vol. 38, No. 3 (Summer 2002), p. 19. Vol. 38, No. 4 (Fall 2002), p. 19. Vol. 39, No. 1 (Winter 2003), p. 19. Vol. 39, No. 2 (Spring 2003), p. 19. Vol. 39, No. 3 (Summer 2003), p. 19. Vol. 39, No. 4 (Fall 2003), p. 19. Vol. 40, No. 1 (Winter 2004), p. 19. Vol. 40, No. 2 (Spring 2004), p. 19. Vol. 40, No. 3 (Summer 2004), p. 19. Vol. 40, No. 4 (Fall 2004), p. 19. Vol. 41, No. 1 (Winter 2005), p. 19. Vol. 41, No. 2 (Spring 2005), p. 19. Vol. 41, No. 3 (Summer 2005), p. 19. Vol. 41, No. 4 (Fall 2005), p. 19. Vol. 28, No. 1 (Winter 1992), p. 19. Vol. 28, No. 2 (Spring 1992), p. 19. Vol. 28, No. 3 (Summer 1992), p. 19. Vol. 28, No. 4 (Fall 1992), p. 19. Vol. 1, No. 1 (Spring 1965), p. 19. Vol. 1, No. 2 (Summer 1965), p. 19. Vol. 1, No. 3 (Fall 1965), p. 19. Vol. 2, No. 1 (Winter 1966), p. 19. Vol. 2, No. 2 (Spring 1966), p. 19. Vol. 2, No. 3 (Summer 1966), p. 19. Vol. 2, No. 4 (Fall 1966), p. 19. Vol. 3, No. 1 (Winter 1967), p. 19. Vol. 3, No. 2 (Spring 1967), p. 19. Vol. 3, No. 3 (Summer 1967), p. 19. Vol. 3, No. 4 (Fall 1967), p. 19. Vol. 4, No. 1 (Winter 1968), p. 19. Vol. 4, No. 2 (Spring 1968), p. 19. Vol. 4, No. 3 (Summer 1968), p. 19. Vol. 4, No. 4 (Fall 1968), p. 19. Vol. 5, No. 1 (Winter 1969), p. 19. Vol. 5, No. 2 (Spring 1969), p. 19. Vol. 5, No. 3 (Summer 1969), p. 19. Vol. 5, No. 4 (Fall 1969), p. 19. Vol. 6, No. 1 (Winter 1970), p. 19. Vol. 6, No. 2 (Spring 1970), p. 19. Vol. 6, No. 3 (Summer 1970), p. 19. Vol. 6, No. 4 (Fall 1970), p. 19. Vol. 7, No. 1 (Winter 1971), p. 19. Vol. 7, No. 2 (Spring 1971), p. 19. Vol. 7, No. 3 (Summer 1971), p. 19. Vol. 7, No. 4 (Fall 1971), p. 19. Vol. 8, No. 1 (Winter 1972), p. 19. Vol. 8, No. 2 (Spring 1972), p. 19. Vol. 8, No. 3 (Summer 1972), p. 19. Vol. 8, No. 4 (Fall 1972), p. 19. Vol. 9, No. 1 (Winter 1973), p. 19. Vol. 9, No. 2 (Spring 1973), p. 19. Vol. 9, No. 3 (Summer 1973), p. 19. Vol. 9, No. 4 (Fall 1973), p. 19. Vol. 10, No. 1 (Winter 1974), p. 19. Vol. 10, No. 2 (Spring 1974), p. 19. Vol. 10, No. 3 (Summer 1974), p. 19. Vol. 10, No. 4 (Fall 1974), p. 19. Vol. 11, No. 4 (Winter 1975), p. 19. Vol. 11, No. 1 (Spring 1975), p. 19. Vol. 11, No. 2 (Summer 1975), p. 19. Vol. 11, No. 3 (Fall 1975), p. 19. Vol. 12, No. 4 (Winter 1976), p. 19. Vol. 12, No. 1 (Spring 1976), p. 19. Vol. 12, No. 2 (Summer 1976), p. 19. Vol. 12, No. 3 (Fall 1976), p. 19. Vol. 13, No. 4 (Winter 1977), p. 19. Vol. 13, No. 1 (Spring 1977), p. 19. Vol. 13, No. 2 (Summer 1977), p. 19. Vol. 13, No. 3 (Fall 1977), p. 19. Vol. 14, No. 1 (Spring 1978), p. 19. Vol. 14, No. 2 (Summer 1978), p. 19. Vol. 14, No. 3 (Fall 1978), p. 19. Vol. 14, No. 4 (Winter 1978), p. 19. Vol. 15, No. 1 (Spring 1979), p. 19. Vol. 15, No. 2 (Summer 1979), p. 19. Vol. 15, No. 3 (Fall 1979), p. 19. Vol. 15, No. 4 (Winter 1979), p. 19. Vol. 16, No. 4 (Winter 1980), p. 19. Vol. 16, No. 1 (Spring 1980), p. 19. Vol. 16, No. 2 (Summer 1980), p. 19. Vol. 16, No. 3 (Fall 1980), p. 19. Vol. 17, No. 4 (Winter 1981), p. 19. Vol. 17, No. 1 (Spring 1981), p. 19. Vol. 17, No. 2 (Summer 1981), p. 19. Vol. 17, No. 3 (Fall 1981), p. 19. Vol. 18, No. 4 (Winter 1982), p. 19. Vol. 18, No. 1 (Spring 1982), p. 19. Vol. 18, No. 2 (Summer 1982), p. 19. Vol. 18, No. 3 (Fall 1982), p. 19. Vol. 19, No. 4 (Winter 1983), p. 19. Vol. 19, No. 1 (Spring 1983), p. 19. 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    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 buyerÍs negotiation leverage. To help purchasing professionals develop more effective negotiation strategies, this study empirically identifies key factors affecting the bargaining position of purchasing professionals and their subsequent impact on negotiation outcomes.
  • "Quantitative Support for Buyer-Supplier Negotiation in Just-In-Time Purchasing" Members Only Content, Vol. 35, No. 1 (Winter 1999), p. 25. Vol. 35, No. 2 (Spring 1999), p. 25. Vol. 35, No. 3 (Summer 1999), p. 25. Vol. 35, No. 4 (Fall 1999), p. 25. Vol. 36, No. 1 (Winter 2000), p. 25. Vol. 36, No. 2 (Spring 2000), p. 25. Vol. 36, No. 3 (Summer 2000), p. 25. Vol. 36, No. 4 (Fall 2000), p. 25. Vol. 37, No. 1 (Winter 2001), p. 25. Vol. 37, No. 2 (Spring 2001), p. 25. Vol. 37, No. 3 (Summer 2001), p. 25. Vol. 37, No. 4 (Fall 2001), p. 25. Vol. 38, No. 1 (Winter 2002), p. 25. Vol. 38, No. 2 (Spring 2002), p. 25. Vol. 38, No. 3 (Summer 2002), p. 25. Vol. 38, No. 4 (Fall 2002), p. 25. Vol. 39, No. 1 (Winter 2003), p. 25. Vol. 39, No. 2 (Spring 2003), p. 25. Vol. 39, No. 3 (Summer 2003), p. 25. Vol. 39, No. 4 (Fall 2003), p. 25. Vol. 40, No. 1 (Winter 2004), p. 25. Vol. 40, No. 2 (Spring 2004), p. 25. Vol. 40, No. 3 (Summer 2004), p. 25. Vol. 40, No. 4 (Fall 2004), p. 25. 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Vol. 6, No. 1 (Winter 1970), p. 25. Vol. 6, No. 2 (Spring 1970), p. 25. Vol. 6, No. 3 (Summer 1970), p. 25. Vol. 6, No. 4 (Fall 1970), p. 25. Vol. 7, No. 1 (Winter 1971), p. 25. Vol. 7, No. 2 (Spring 1971), p. 25. Vol. 7, No. 3 (Summer 1971), p. 25. Vol. 7, No. 4 (Fall 1971), p. 25. Vol. 8, No. 1 (Winter 1972), p. 25. Vol. 8, No. 2 (Spring 1972), p. 25. Vol. 8, No. 3 (Summer 1972), p. 25. Vol. 8, No. 4 (Fall 1972), p. 25. Vol. 9, No. 1 (Winter 1973), p. 25. Vol. 9, No. 2 (Spring 1973), p. 25. Vol. 9, No. 3 (Summer 1973), p. 25. Vol. 9, No. 4 (Fall 1973), p. 25. Vol. 10, No. 1 (Winter 1974), p. 25. Vol. 10, No. 2 (Spring 1974), p. 25. Vol. 10, No. 3 (Summer 1974), p. 25. Vol. 10, No. 4 (Fall 1974), p. 25. Vol. 11, No. 4 (Winter 1975), p. 25. Vol. 11, No. 1 (Spring 1975), p. 25. Vol. 11, No. 2 (Summer 1975), p. 25. Vol. 11, No. 3 (Fall 1975), p. 25. Vol. 12, No. 4 (Winter 1976), p. 25. Vol. 12, No. 1 (Spring 1976), p. 25. Vol. 12, No. 2 (Summer 1976), p. 25. 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    In a Just-In-Time (JIT) production system, purchasing is critical to the success of the operation. It is harder to implement than other aspects of the system because it involves an external element to the system - the supplier. A purchaser seeks a single, reliable supplier that is willing to deliver quality items, in the amount and at the time needed. A long-term contract is generally negotiated between the two parties where the order quantity, delivery frequency, quality level, and price are specified.
  • Relative Power in Industrial Buying Decisions, Vol. 14, No. 1 (Spring 1978), p. 18.

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  • Simulated Negotiations: An Experiment, Vol. 18, No. 1 (Spring 1982), p. 6.

    This article is not available online.
  • Some Comments on Negotiation, Vol. 2, No. 2 (Spring 1966), p. 52.

    This article is not available online.
  • The Management of Negotiation, Vol. 3, No. 3 (Summer 1967), p. 41.

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  • The Nuances of Negotiating Overseas, Vol. 20, No. 4 (Winter 1984), p. 2.

    This article is not available online.