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1.
This article examines the effects of negotiation practices, such as coercion and contract formality, on how suppliers and customers perceived the resulting business relationship. We conducted a purchasing negotiation simulation with students in a classroom setting in which participants competed for resources in a mock supply-chain context. The participants were surveyed at key stages of the ongoing negotiation in order to measure their behaviors as a customer–supplier relationship developed. The data were used to test several hypotheses developed from the marketing and purchasing literature. The hypotheses were analyzed using structural equation modeling.
Results demonstrated that the use of coercive techniques by negotiators during negotiation had a negative effect on satisfaction. In addition, the findings showed that, as expected, negotiators entering a negotiation with a cooperative orientation would tend to avoid the use of coercive practices during negotiation. The cooperative orientation also exhibited an unexpected positive effect on the formalization of the design of the contract between the parties. This study contributes to the current knowledge base focusing on the creation of agreements between companies and will, we hope, encourage the integration of suppliers and customers in an operating context within a supply-chain setting. 相似文献
Results demonstrated that the use of coercive techniques by negotiators during negotiation had a negative effect on satisfaction. In addition, the findings showed that, as expected, negotiators entering a negotiation with a cooperative orientation would tend to avoid the use of coercive practices during negotiation. The cooperative orientation also exhibited an unexpected positive effect on the formalization of the design of the contract between the parties. This study contributes to the current knowledge base focusing on the creation of agreements between companies and will, we hope, encourage the integration of suppliers and customers in an operating context within a supply-chain setting. 相似文献
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Robert T. Nakamura Thomas W. Church Phillip J. Cooper 《Journal of policy analysis and management》1991,10(2):204-221
New York State experimented with replacing their litigation-oriented system for achieving toxic dump site cleanup with one promising to lower transaction costs through alternative dispute resolution. Our analysis of outcomes is informed by three generations of implementation work focusing on (1) the motivations and incentives shaping individual behavior, (2) the larger organizational and political factors associated with variation across cases, and (3) the generic properties of policy implements. This mosaic approach to explanation produces, we believe, a more lifelike picture of use to policy makers for understanding the dynamic and interrelated nature of their choices. 相似文献
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Kati Hannken-Illjes Livia Holden Alexander Kozin Thomas Scheffer 《International Journal for the Semiotics of Law》2007,20(2):159-190
This paper addresses the selective mechanisms by which criminal proceedings produce strong arguments. It does so by focusing
on the failing of argument themes (topoi) in the course of criminal proceedings, rather than on their career. In a further
step, the notion of failing is bound to learning: different forms of failing point at different ways and places of learning.
The study is comparative, relating cases from four different legal regimes (England, USA, Italy and Germany) that are taken
from four extensive ethnographic studies in defense lawyer’s firms. We will track down the failures of topoi at three different
stages (pre-trial, trial, and deliberation) in our different legal regimes. Failing occurs in all proceedings in various modes
and at different stages. We argue that those modes as well as the different stages at which they occur point at the spots
in the respective procedures that allow for learning about the inherent conceptions of “good reasons.” 相似文献
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Andreas Wiebe Lothar Wiltschek Michael Bydlinski Gottfried Thiery Thomas Zavadil Barbara Trost Rummel 《Juristische Bl?tter》2007,129(4):265-272
Ohne Zusammenfassung 相似文献
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Acknowledging Spain's diversity, this article assesses the impactof nationalism, regionalism, and other factors on public opinionabout the country's young democratic institutions. Utilizingsurvey data, the analysis focuses on national and regional variationsin public preferences for central state institutions and federalistor other designs for state-regional relations. It concludesthat a strong base of support exists for the current democraticsystem and the institutions through which it is implemented.Nevertheless, some doubts remain about the basic state structureof central-regional relations. 相似文献
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Thomas A. Schmeling 《Law & policy》2003,25(4):429-454
Employing a critical-mass theory of collective action, this article models the emergence of cooperation among state attorneys general in litigation against the tobacco industry. These suits were not independent events, nor was cooperation based on prior agreement among the attorneys general. Rather, cooperation emerged over time as a result of interdependent decision-making, with early lawsuits increasing the likelihood of later suits. The model emphasizes the "production function" of the collective good and the heterogeneity of the attorneys general and their political environments as keys to the development of cooperation. The model is tested against data using event history analysis. 相似文献