How do buyers actually negotiate with their leverage and strategic suppliers?

Analysis of negotiation topics, tactics and outcomes

Research output: Contribution to conferencePaperAcademic

Abstract

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
http://www.ipsera2019.com/

Conference

Conference28th International IPSERA Conference
Abbreviated titleIPSERA
CountryItaly
CityMilan
Period14/04/1917/04/19
Internet address

Fingerprint

supplier
tactics
interview
experience
strategic alliance

Keywords

  • negotiation, purchasing, integrative tactics, distributive tactics

Cite this

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title = "How do buyers actually negotiate with their leverage and strategic suppliers?: Analysis of negotiation topics, tactics and outcomes",
abstract = "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.",
keywords = "negotiation, purchasing, integrative tactics, distributive tactics",
author = "W.D.B.H.M. Lambrechts and Gelderman, {Cees J.} and Raymond Weelink and Janjaap Semeijn",
year = "2019",
language = "English",
note = "28th International IPSERA Conference : Art and Science of Procurement, IPSERA ; Conference date: 14-04-2019 Through 17-04-2019",
url = "http://www.ipsera2019.com/",

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How do buyers actually negotiate with their leverage and strategic suppliers? Analysis of negotiation topics, tactics and outcomes. / Lambrechts, W.D.B.H.M.; Gelderman, Cees J.; Weelink, Raymond; Semeijn, Janjaap.

2019. Paper presented at 28th International IPSERA Conference , Milan, Italy.

Research output: Contribution to conferencePaperAcademic

TY - CONF

T1 - How do buyers actually negotiate with their leverage and strategic suppliers?

T2 - Analysis of negotiation topics, tactics and outcomes

AU - Lambrechts, W.D.B.H.M.

AU - Gelderman, Cees J.

AU - Weelink, Raymond

AU - Semeijn, Janjaap

PY - 2019

Y1 - 2019

N2 - 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.

AB - 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.

KW - negotiation, purchasing, integrative tactics, distributive tactics

M3 - Paper

ER -