Joint Optimality in Buyer‐Supplier Negotiations

Abstract

The relationship between supplier and customer in the United States is gradually changing from adversarial to cooperative. The potential benefits of collaborative negotiation typically have been developed only in highly specialized or unique operating situations. This article demonstrates the general superiority of cooperative negotiation, from the standpoint of overall cost reduction. It develops a generalized model and discusses some possible pitfalls in its implementation.

Cite this work

No public copy is stored for this record, so only the metadata is cited.

Stored only when both papers are in the corpus — 48 citations exist upstream.

Papers that cite the same references — the relational fallback while embeddings are still backfilling.