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Serendipity and the realpolitik of negotiations in supply chains
16 references·16 citing·38 second hopsampled
Serendipity and the realpolitik of negotiations in supply chains (2004)Serendipity and the realpolitik of negoti…Mind and Heart of the Negotiator (2015)Mind and Heart of the Negotia…Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. (2000)Influence of social motives o…Alliance Advantage: The Art of Creating Value Through Partnering (1998)Alliance Advantage: The Art o…Persuasion and Culture: Advertising Appeals in Individualistic and Collectivistic Societies (1994)Persuasion and Culture: Adver…The machine that changed the world (1992)The machine that changed the …A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System. (1992)A Behavioral Theory of Labor …The Narrative Construction of Reality (1991)The Narrative Construction of…Multimethod probes of individualism and collectivism. (1990)Multimethod probes of individ…Getting to Yes: Negotiating Agreement Without Giving in (1987)Getting to Yes: Negotiating A…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…The manager as negotiator : bargaining for cooperation and competitive gain (1986)The manager as negotiator : b…The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation (1986)The influence of positive aff…The other (1984)The otherThe Resolution of Conflict (1967)The Resolution of ConflictThe Effect of Motivational Orientation upon Trust and Suspicion (1960)The Effect of Motivational Or…Trust and suspicion (1958)Trust and suspicionImpact of bargaining power on supply chain profit allocation: a game-theoretic study (2019)Impact of bargaining power on…Successful buyer–supplier relationships (2017)Successful buyer–supplier rel…Supply's strategic contribution: An empirical reality (2016)Supply's strategic contributi…Ethical reasoning in business‐to‐business negotiations: evidence from relationships in the chemical industry in G ermany (2016)Ethical reasoning in business…The impact of relationship history on negotiation strategy expectations (2015)The impact of relationship hi…A fuzzy-based negotiation approach for collaborative planning in manufacturing supply chains (2015)A fuzzy-based negotiation app…The Dynamics of Procurement Management - A Complexity Approach (2012)The Dynamics of Procurement M…Reference Prices as Determinants of Business‐to‐Business Price Negotiation Outcomes: An Empirical Perspective from the Chemical Industry (2012)Reference Prices as Determina…The influence of purchasing strategies on manufacturing performance (2011)The influence of purchasing s…Supply chain management: A multidisciplinary content analysis of vertical relations between companies, 1997–2006 (2011)Supply chain management: A mu…Purchasing Competence: A Stakeholder-Based Framework for Chief Purchasing Officers (2011)Purchasing Competence: A Stak…Purchasing Competence: A Stakeholder-based Framework for Chief Purchasing Officers (2011)Purchasing Competence: A Stak…Trading interactions: supplier empathy, consensus and bias (2010)Trading interactions: supplie…The impact of evolutionary and developmental metaphors on Purchasing and Supply Management: A critique (2008)The impact of evolutionary an…Exploring change in construction: supply chain management (2007)Exploring change in construct…Collaboration and Conflict in the Electronic Integration of Supply Networks (2006)Collaboration and Conflict in…Attitudes and Cognitive Organization (1946)Games and Decisions: Introduction and Critical Survey. 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(1988)The Social Self: On Being the Same and Different at the Same Time (1991)A Collective Self-Esteem Scale: Self-Evaluation of One's Social Identity (1992)An Organizing Framework for Collective Identity: Articulation and Significance of Multidimensionality. (2004)Chains and networks, territories and scales: towards a relational framework for analysing the global economy (2001)Interorganizational Routines and Performance in Strategic Alliances (2002)Building firm capabilities through learning: the role of the alliance learning process in alliance capability and firm‐level alliance success (2007)Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. (2001)Power, Propensity to Negotiate, and Moving First in Competitive Interactions (2007)Why It Pays to Get Inside the Head of Your Opponent (2008)The Argumentative Turn in Policy Analysis and Planning (1993)What to do when Stakeholders matter (2004)Varieties of Participation in Complex Governance (2006)Handbook of Interview Research (2001)Grounded Theory in Management Research (2003)Identification in Organizations: An Examination of Four Fundamental Questions (2008)Trust as a Social Reality (1985)An Educational Psychology Success Story: Social Interdependence Theory and Cooperative Learning (2009)Cooperation Under the Security Dilemma (2015)PRODUCT DEVELOPMENT: PAST RESEARCH, PRESENT FINDINGS, AND FUTURE DIRECTIONS (1995)Dynamic capabilities and strategic management (1997)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)A cross-cultural analysis of the behavior of women and men: Implications for the origins of sex differences. 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References

  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1992The machine that changed the world5,805 cited
  • 1991The Narrative Construction of Reality5,724 cited
  • 1987Getting to Yes: Negotiating Agreement Without Giving in3,765 cited
  • 1958Trust and suspicion2,076 cited
  • 1990Multimethod probes of individualism and collectivism.1,517 cited
  • 1998Alliance Advantage: The Art of Creating Value Through Partnering1,233 cited
  • 1967The Resolution of Conflict1,166 cited
  • 1984The other900 cited
  • 2015Mind and Heart of the Negotiator809 cited
  • 1960The Effect of Motivational Orientation upon Trust and Suspicion808 cited
  • 2000Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories.772 cited
  • 1992A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System.762 cited
  • 1986The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation758 cited
  • 1986The manager as negotiator : bargaining for cooperation and competitive gain738 cited
  • 1994

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Persuasion and Culture: Advertising Appeals in Individualistic and Collectivistic Societies
736 cited

Cited by

  • 2007Exploring change in construction: supply chain management102 cited
  • 2008The impact of evolutionary and developmental metaphors on Purchasing and Supply Management: A critique57 cited
  • 2011Supply chain management: A multidisciplinary content analysis of vertical relations between companies, 1997–200652 cited
  • 2011The influence of purchasing strategies on manufacturing performance35 cited
  • 2017Successful buyer–supplier relationships33 cited
  • 2016Supply's strategic contribution: An empirical reality33 cited
  • 2011Purchasing Competence: A Stakeholder-Based Framework for Chief Purchasing Officers30 cited
  • 2010Trading interactions: supplier empathy, consensus and bias28 cited
  • 2015The impact of relationship history on negotiation strategy expectations27 cited
  • 2012Reference Prices as Determinants of Business‐to‐Business Price Negotiation Outcomes: An Empirical Perspective from the Chemical Industry27 cited
  • 2011Purchasing Competence: A Stakeholder-based Framework for Chief Purchasing Officers23 cited
  • 2006Collaboration and Conflict in the Electronic Integration of Supply Networks23 cited
  • 2019Impact of bargaining power on supply chain profit allocation: a game-theoretic study19 cited
  • 2015A fuzzy-based negotiation approach for collaborative planning in manufacturing supply chains17 cited
  • 2012The Dynamics of Procurement Management - A Complexity Approach16 cited
  • 2016Ethical reasoning in business‐to‐business negotiations: evidence from relationships in the chemical industry in G ermany8 cited