Frederik Zachariassen

Negotiation Strategies in Supply Chain Management

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Negotiation strategies in supply chain management

Within a supply chain many supplier-buyer relationships exist. Even though supply chain management aims to take a high level view, these dyadic relationships form the basis of the supply chain and therefore should be the focus of a supply chain analysis.

The negotiation of the terms of these relationships defines the structure of the supply chain and can affect the power and profit distribution within the supply chain itself.

So, this week we’ll have a closer look at negotiations in the supply chain using a 2008 paper by Frederik Zachariassen.

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