Relationship quality and negotiation interdependence : (Record no. 15625)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02010naa a2200241uu 4500 |
| 001 - CONTROL NUMBER | |
| control field | 6041715412721 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20240517171903.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 060417s2006 xx ||||gr |0|| 0 eng d |
| 999 ## - SYSTEM CONTROL NUMBERS (KOHA) | |
| Koha Dewey Subclass [OBSOLETE] | PHL2MARC21 1.1 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | eng |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | CHANG, Kuochung |
| 9 (RLIN) | 24718 |
| 245 10 - TITLE STATEMENT | |
| Title | Relationship quality and negotiation interdependence : |
| Remainder of title | the case study of international defect claim |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | UK : |
| Name of publisher, distributor, etc. | Routledge, |
| Date of publication, distribution, etc. | September 2005 |
| 520 3# - SUMMARY, ETC. | |
| Summary, etc. | Relationship quality is theorized to have far-reaching effects on constructing a successful and lasting relationship with other partners. This study investigated the influences of relationship quality on negotiation interdependence, which affects negotiators' attitude toward pursing long-term relationships. Working in an international defect claim case among a Taiwan fibre supplier, Vietnam textile buyer and a Japanese trading company indicated their relationship quality, negotiation interdependence, power structure, and negotiation tactics and agreement. Negotiation dialogues and related arguments were recorded and analysed. The pattern matching method suggested that the effects of relationship quality change the interdependence levels between buyer and seller, which in turn affects the negotiators' power structure and their selection of negotiation tactics. Letting buyers correctly justify and appreciate their interdependence and relationship quality is suggested for the suppliers in order to make inter-company agreements or alliances. In addition, a practical agreement should provide the function to increase the value of the relationship quality. |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Comparison level for alternatives |
| 9 (RLIN) | 24719 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Relationship quality |
| 9 (RLIN) | 24720 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Negotiation interdependence |
| 9 (RLIN) | 24721 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Tactics |
| 9 (RLIN) | 24722 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 16691 |
| Topical term or geographic name entry element | Concessão |
| 773 08 - HOST ITEM ENTRY | |
| Title | Total Quality Management & Business Excellence |
| Related parts | 16, 7 , p. 903 - 914 |
| Place, publisher, and date of publication | UK : Routledge, September 2005 |
| International Standard Serial Number | ISSN 1478-3363 |
| Record control number | |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Periódico |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) | |
| -- | 20060417 |
| Operator's initials, OID (RLIN) | 1541^b |
| Cataloger's initials, CIN (RLIN) | Natália |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) | |
| -- | 20140523 |
| Operator's initials, OID (RLIN) | 1034^b |
| Cataloger's initials, CIN (RLIN) | karina |
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