Relationship quality and negotiation interdependence : the case study of international defect claim
By: CHANG, Kuochung
.
Material type: 
ArticlePublisher: UK : Routledge, September 2005Subject(s): Comparison level for alternatives | Relationship quality | Negotiation interdependence | Tactics | ConcessãoTotal Quality Management & Business Excellence 16, 7 , p. 903 - 914 Abstract: 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.
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.
Click on an image to view it in the image viewer
There are no comments for this item.