How do buyers actually negotiate with their leverage and strategic suppliers? Analysis of negotiation topics, tactics and outcomes

Research output: Contribution to conferencePaperAcademic


This study focuses on negotiation topics, tactics and outcomes for leverage and strategic supplier relationships. We interviewed professional purchasers about their first-hand negotiating experience within different supplier relationships. The interviews revealed the many topics and tactics that actually apply to B2B negotiations. Different topics and tactics were reported for convenience partnerships, real strategic partnerships and locked-in partnerships. Interestingly, we found a hybrid of integrative and distributive tactics in all relationships. Our findings contradict the widely held belief that manipulative tactics and hard bargaining are less applied in real strategic partnerships compared to leverage and locked-in relationships.
Original languageEnglish
Number of pages16
Publication statusPublished - 2019
Event28th International IPSERA Conference : Art and Science of Procurement - Campus Bovisa, Milan, Italy
Duration: 14 Apr 201917 Apr 2019
Conference number: 28


Conference28th International IPSERA Conference
Abbreviated titleIPSERA
Internet address



  • negotiation, purchasing, integrative tactics, distributive tactics

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