Pacific Oil
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Pacific Oil
The first article entitled International Negotiation Strategies of U.S. Purchasing Professionals examined how globalization of business activities have influenced the way U.S. purchasing professionals conduct negotiations with international suppliers. The authors suggest from their research that purchasing professionals must develop pre-negotiation benchmarking activities in order to prepare for their complex, unpredictable international negotiations which are characterized by unexpected barriers such as culture, business custom and language.
The second article, Business Negotiations in the Context of Strategic Relationship Development, discusses the competitive and collaborative approach to negotiating. The research supports the argument that there are commonalities in the preparation of negotiation stances and at different stages of relationship development. The authors suggest pre-negotiation planning as a prescription for the crucial information exchange processes inherent to business relationship development.
In the third article, research conducted by Mara Olekalns and Philip Smith analyzed the relationship between motivational orientations, strategy choices, and negotiated outcomes...