Shipper‐Carrier Contract Negotiation:
- 1 June 1988
- journal article
- Published by Emerald Publishing in International Journal of Physical Distribution & Materials Management
- Vol. 18 (6) , 43-51
- https://doi.org/10.1108/eb014708
Abstract
Contract negotiation demands the deliberate exercise of professional skills which extend well beyond simple bargaining.Keywords
This publication has 11 references indexed in Scilit:
- A Theoretical Model of Consumer Negotiated Pricing: An Orientation PerspectiveJournal of Marketing, 1987
- Power and Goal Setting in Channel NegotiationsJournal of Marketing Research, 1986
- Strategic Choice in NegotiationAmerican Behavioral Scientist, 1983
- Negotiating PowerAmerican Behavioral Scientist, 1983
- NegotiationAmerican Behavioral Scientist, 1983
- Interorganizational Exchange Behavior in Marketing Channels: A Broadened PerspectiveJournal of Marketing, 1983
- Tackling problems through negotiationHuman Resource Management, 1979
- Identifying Successful Industrial Salesmen by Personality and Personal CharacteristicsJournal of Marketing Research, 1977
- A General Model for Understanding Organizational Buying BehaviorJournal of Marketing, 1972
- Industrial Buyers' Decision-Making StylesJournal of Marketing Research, 1971