Negotiations Within Supply Chains

@article{Homburg2000NegotiationsWS,
  title={Negotiations Within Supply Chains},
  author={Carsten Homburg and Christoph Schneeweiss},
  journal={Computational & Mathematical Organization Theory},
  year={2000},
  volume={6},
  pages={47-59}
}
In this paper we consider a negotiation between a supplier and its retailer. Due to the supplier’s commitments with other customers the negotiation is about the maximum order quantity the retailer can order at a fixed price. We propose a structuring for the negotiation that captures two main features: First, we take into account that the supplier can strategically change its production facilities. The impact of this strategic decision is captured by the corresponding change of the supplier’s… CONTINUE READING

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