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Negotiation as a Function in Supply Chain Transactions

Author

Listed:
  • Alexander STELZER

    (University of Latvia)

Abstract

This scientific study is investigating the economic and success factors of success in negotiation in the world of trade and sale. In addition to the keynotes of the Harvard concept, my study focuses largely on trust and transparency at annual meetings or other meetings held throughout the year, strongly favouring a satisfactory result for both negotiating parties. A conceptual model has been proposed to merge the fundamental principles of the Harvard Negotiation Concept with the finding that trust and transparency in communication is a key factor in terms of economic success experiences and socio - mental satisfaction.

Suggested Citation

  • Alexander STELZER, 2017. "Negotiation as a Function in Supply Chain Transactions," Expert Journal of Business and Management, Sprint Investify, vol. 5(2), pages 61-67.
    • Handle: RePEc:exp:bsness:v:5:y:2017:i:2:p:61-67
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    More about this item

    Keywords

    Negotiation and Supply Chain Efficiency; Supply Chain Negotiation Efficiency; Negotiation Theory; Supply Chain Management; Supply Chain Transactions; Negotiation Optimization; Satisfaction; Harvard Negotiation Project;
    All these keywords.

    JEL classification:

    • D30 - Microeconomics - - Distribution - - - General
    • D47 - Microeconomics - - Market Structure, Pricing, and Design - - - Market Design
    • F12 - International Economics - - Trade - - - Models of Trade with Imperfect Competition and Scale Economies; Fragmentation
    • F14 - International Economics - - Trade - - - Empirical Studies of Trade
    • F18 - International Economics - - Trade - - - Trade and Environment
    • F40 - International Economics - - Macroeconomic Aspects of International Trade and Finance - - - General
    • L11 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Production, Pricing, and Market Structure; Size Distribution of Firms
    • O1 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development
    • O3 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights
    • Q0 - Agricultural and Natural Resource Economics; Environmental and Ecological Economics - - General

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