Narratives in supplier negotiations—The interplay of narrative design elements, structural power, and outcomes

In buyer–supplier negotiations, both parties shape the relational and contractual dimensions of their collaboration. Being able to influence the other party during negotiations is therefore vital to improve performance outcomes. This research takes a configurational approach to investigate how buyer...

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Bibliographic Details
Published in:The journal of supply chain management 2023-01, Vol.59 (1), p.66-94
Main Authors: Kaufmann, Lutz, Schreiner, Moritz, Reimann, Felix
Format: Article
Language:English
Subjects:
buyer–supplier negotiations
configurational theorizing
fuzzy‐set qualitative comparative analysis
Narratives
Negotiations
qualitative research
Supply chain management
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