The Effect of Negotiation Practices on the Relationship between Suppliers and Customers

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.     

Demand Pull Technology Transfer Applied to the Field of Assistive Technology

Technology transfer has generally had little impact on the assistive technology industries serving small, highly fragmented “disability markets.” Persons with disabilities often require specialized, relatively sophisticated technology. Third-party payer reimbursement rates and the low levels of disposable income among disability populations often cap product pricing. Transferring technology to these industry segments therefore poses special challenges. In October 1998, the Rehabilitation Engineering Research Center on Technology Transfer initiated the “Demand-Pull Project on Wheeled Mobility.” Successful transfers resulting from this project demonstrate that a systematic technology transfer process can be successfully applied to industries serving specialized and underserved niche markets.     

REACH: A Step Change in the Management of Chemicals

The EU has regulated chemicals since the late 1960s using both general and sectoral legislation, and exposure-based, hazard-based and risk-based decisions. A new proposal from the European Commission – on the Registration, Evaluation and Authorization of Chemicals (REACH) – will build on the experiences of the existing legislation and introduce some new concepts in the management of chemicals. This article is aimed at assessing the current chemical control mechanisms in the EU and those put forward in REACH to demonstrate how REACH is a new paradigm in chemicals management. REACH will carry forward today's experience and approach to the management of chemicals in the EU and introduces some novel aspects, such as utilizing market-based mechanisms and putting into operation the 'substitution principle'.     

Rechtmäßige Auflagen an einen Pferdehaltungsbetrieb, überdachte Futterplätze einzurichten und ein Tierbestandsbuch zu führen

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