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Negotiating cooperative supplier relationships: a planning framework.
An increasing number of industrial buyers are finding that the development of cooperative relationships with suppliers produces benefits such as cost reduction and access to technological developments that are difficult to achieve through traditional competitive arrangements.[1] Although the success of a cooperative relationship depends largely on how the parties develop the relationship over time,[2] negotiation of the initial agreement is critical in setting the stage for subsequent development of the exchange relationship.[3]
Substantial evidence from negotiation research, however, shows that negotiating parties often have difficulties creating sustainable ...
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