000			02010naa a2200241uu 4500
001			6041715412721
003			OSt
005			20240517171903.0
008			060417s2006 xx ||||gr |0|| 0 eng d
100	1		_aCHANG, Kuochung _924718
245	1	0	_aRelationship quality and negotiation interdependence : _bthe case study of international defect claim
260			_aUK : _bRoutledge, _cSeptember 2005
520	3		_aRelationship 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	_aComparison level for alternatives _924719
650		4	_aRelationship quality _924720
650		4	_aNegotiation interdependence _924721
650		4	_aTactics _924722
650		4	_916691 _aConcessão
773	0	8	_tTotal Quality Management & Business Excellence _g16, 7 , p. 903 - 914 _dUK : Routledge, September 2005 _xISSN 1478-3363 _w
942			_cS
998			_a20060417 _b1541^b _cNatália
998			_a20140523 _b1034^b _ckarina
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c15625 _d15625
041			_aeng