Negotiations In Competitive Supply Chains

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Negotiations in Competitive Supply Chains

Author : Qi Feng
Publisher :
ISBN 13 :
Total Pages : 35 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis Negotiations in Competitive Supply Chains by : Qi Feng

Download or read book Negotiations in Competitive Supply Chains written by Qi Feng and published by . This book was released on 2019 with total page 35 pages. Available in PDF, EPUB and Kindle. Book excerpt: Supply chain contract negotiation has gain increasing attentions in recent years, and the studies involving negotiations in the operations literature almost exclusively apply the concept of the Nash bargaining (NB) solution. The NB solution, however, is derived based on the axiom of independence of irrelevant alternatives (IIA), an unrealistic assumption widely criticized in economics. Indeed, our analysis suggests that the NB solution can lead to unreasonable negotiation outcomes in competing supply chains. As an alternative, the Kalai-Smorodinsky (KS) solution has been applied in many fields, but has not been introduced to the supply chain contexts. We apply the KS solution to study contract negotiations in competing supply chains, and analyze its connection to and difference from the NB solution. In particular, we show that, compared with the NB solution, the KS solution appropriately captures the negotiation power shift induced by the decision ownership, the negotiation sequence, the vertical relationship, the competition intensity, the contract contingency, and the contract type.

Strategic Inventories in Competitive Supply Chains Under Bargaining

Author : Lucy Gongtao Chen
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (14 download)

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Book Synopsis Strategic Inventories in Competitive Supply Chains Under Bargaining by : Lucy Gongtao Chen

Download or read book Strategic Inventories in Competitive Supply Chains Under Bargaining written by Lucy Gongtao Chen and published by . This book was released on 2023 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Problem definition: Strategic inventory refers to the inventory held by firms purely out of strategic considerations other than operational reasons (e.g., economies of scale). In this paper, we investigate the roles of strategic inventory in a system with two parallel supply chains under both full bargaining and partial bargaining, which differ in whether inventory is included in the bargaining terms. Results: i) Under full bargaining, horizontal competition can induce an asymmetric equilibrium whereby only one of the chains carries strategic inventory and benefits from it when the holding cost is small. The whole system, however, is worse off.ii) Under partial bargaining, regardless whether there is horizontal competition, the retailer in a supply chain always carries inventory when his bargaining power is small and the inventory holding cost is low. Furthermore, with horizontal competition, inventory hurts (improves) the system performance when the inventory holding cost is small (above a threshold and not too big). iii) Full bargaining can be inferior to partial bargaining when where is horizontal competition. Managerial insights: The conventional wisdom about strategic inventory should be taken with caution. Specifically, the traditional role of strategic inventory empowering the retailer in a supply chain is completely dominated by the full bargaining framework, yet is still present if inventory is not bargained. The inventory driven by horizontal competition plays a different strategic role of signalling to the competitor to avoid an otherwise adverse quantity competition if both retailers carried high inventory. Furthermore, despite the full cooperation nature of the full bargaining framework, it is not always in the retailer's interest to give up the decision power on inventory (partial bargaining) and include it in the negotiation process (full bargaining).

Mastering the Business of Global Trade

Author : Thomas A. Cook
Publisher : CRC Press
ISBN 13 : 1466595795
Total Pages : 398 pages
Book Rating : 4.4/5 (665 download)

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Book Synopsis Mastering the Business of Global Trade by : Thomas A. Cook

Download or read book Mastering the Business of Global Trade written by Thomas A. Cook and published by CRC Press. This book was released on 2014-02-05 with total page 398 pages. Available in PDF, EPUB and Kindle. Book excerpt: Much of your company‘s success in global trade will be determined by how well you manage contracts and agreements for sale or purchase. Mastering the Business of Global Trade: Negotiating Competitive Advantage Contractual Best Practices, Incoterms, and Leveraging Supply Chain Options explains the key elements any international business person must

Competing Negotiations and Information Sharing Between Vertical Chains

Author : Salvatore Piccolo
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (139 download)

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Book Synopsis Competing Negotiations and Information Sharing Between Vertical Chains by : Salvatore Piccolo

Download or read book Competing Negotiations and Information Sharing Between Vertical Chains written by Salvatore Piccolo and published by . This book was released on 2023 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This paper considers a model with two competing supply chains where production costs are private information within a supply chain, but manufacturers can decide to share this information with the rival manufacturer. In contrast to existing literature, we study bottom-up negotiations, where dealers make offers consisting of a price and a quality level to consumers before negotiating with the manufacturer, as is common in several industries. We show that information sharing can increase competition, but helps firms to coordinate their quality investments more efficiently. We consider different information-sharing regimes and characterize the conditions for information sharing to be profitable, and show that it can be pro- or anti-competitive.

Competition and Cooperative Bargaining Models in Supply Chains

Author : Fernando Bernstein
Publisher : Foundations and Trends(r) in T
ISBN 13 : 9781601985569
Total Pages : 68 pages
Book Rating : 4.9/5 (855 download)

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Book Synopsis Competition and Cooperative Bargaining Models in Supply Chains by : Fernando Bernstein

Download or read book Competition and Cooperative Bargaining Models in Supply Chains written by Fernando Bernstein and published by Foundations and Trends(r) in T. This book was released on 2012-05 with total page 68 pages. Available in PDF, EPUB and Kindle. Book excerpt: Competition and Cooperative Bargaining Models in Supply Chains provides an overview of the basic multi-firm models studied in supply chain management. The authors look at how the literature uses non-cooperative game theory to analyze these models and considers how some of these models can be analyzed using a cooperative bargaining framework.

The Negotiation Process between Suppliers and Retailers in a Context of High Power Asymmetries

Author : Nadine Ghanawi
Publisher : GRIN Verlag
ISBN 13 : 3656451990
Total Pages : 22 pages
Book Rating : 4.6/5 (564 download)

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Book Synopsis The Negotiation Process between Suppliers and Retailers in a Context of High Power Asymmetries by : Nadine Ghanawi

Download or read book The Negotiation Process between Suppliers and Retailers in a Context of High Power Asymmetries written by Nadine Ghanawi and published by GRIN Verlag. This book was released on 2013-06-26 with total page 22 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2013 in the subject Business economics - Business Management, Corporate Governance, grade: 1,5, Novancia Business School Paris, language: English, abstract: A negotiation is generally defined as a process that takes place in “situations in which two or more parties recognize that differences of interest and value exist among them” (Howard 1982, p. 7) and in which they want to seek “optimal, balanced, mutually acceptable and durable solutions of [their] conflicts, problems and projects (Dupont 1996, p. 39). In the business context, negotiations between producers and retailers in particular have been given a great deal of attention in academic literature since the late twentieth century (Lindqvist 1983, Davies 1990, Bolen 2003, Whelan 2009). In fact, those negotiations are vital for establishing the terms of trade, or whether there will be any trading at all (Bolen, 2003). However, supplier-retailer relationships are usually everything than balanced when it comes to bargaining strength: Developments in the structure of consumer and grocery products supply chains––i.e. the shrinkage of traditional distribution channels and the emergence of hypermarkets as well as specialized retail chains–– have made retailers become sort of “gatekeepers” to the final customers (Hirschman & Stampfl 1980). Since producers wanting to sell their products to the market have to sell them to retailers first, the latter are clearly in a more powerful position not being as dependent on their counterpart as it is typically the case vice versa. Likewise, the role of power in negotiations has been discussed by a number of established authors (see, for instance, Barbarach & Lawler 1980, Zartman & Rubin 1994). Most notably in interactions with large retail chains, the imminent question for small producers is: What happens when you encounter a company such as Wal- Mart, occasionally described as “the ultimate non-negotiable partner” (Hanna 2008)?

Collaborative Planning in Supply Chains

Author : Gregor Dudek
Publisher : Springer Science & Business Media
ISBN 13 : 3662054434
Total Pages : 238 pages
Book Rating : 4.6/5 (62 download)

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Book Synopsis Collaborative Planning in Supply Chains by : Gregor Dudek

Download or read book Collaborative Planning in Supply Chains written by Gregor Dudek and published by Springer Science & Business Media. This book was released on 2013-06-29 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: In light ofthe vast number ofpublications on Supply Chain Management (SCM) it is not easy to extract those which will have a great impact both on theory and practice. The dissertation of Gregor Dudek certainly is one such valuable source because it tackles inter-organizational collaboration in a novel and effective man ner. SCM is concemed with the coordination of material, information and financial flows within and across often legally separated organizational units. lt has gained great attention both in industry and research as an important area for improving competitiveness. A Supply Chain (SC) can be regarded as a hybrid between a market relationship and a hierarchical organization and as such requires specific tools to support the efficient planning and execution of the order fulfillment proc ess. Software vendors have developed so called Advanced Planning Systems (APS) to overcome deficiencies of traditional Enterprise Resource Planning systems and to better support the planning functions needed in SCM. However, APS are based on the principles of hierarchical planning which are well-suited for intra organizational SCs but fall short when non-hierarchical collaboration between partners (companies) is needed. This is particularly true when a buyer and a sup plier have to align their medium term order and supply plans.

Negotiation for Procurement and Supply Chain Professionals

Author : Jonathan O'Brien
Publisher : Kogan Page Publishers
ISBN 13 : 1789662591
Total Pages : 481 pages
Book Rating : 4.7/5 (896 download)

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Book Synopsis Negotiation for Procurement and Supply Chain Professionals by : Jonathan O'Brien

Download or read book Negotiation for Procurement and Supply Chain Professionals written by Jonathan O'Brien and published by Kogan Page Publishers. This book was released on 2020-08-13 with total page 481 pages. Available in PDF, EPUB and Kindle. Book excerpt: Highly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit. Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. Negotiation for Procurement and Supply Chain Professionals allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.

Mastering the Business of Global Trade

Author : Thomas A. Cook
Publisher : CRC Press
ISBN 13 : 9781466595781
Total Pages : 0 pages
Book Rating : 4.5/5 (957 download)

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Book Synopsis Mastering the Business of Global Trade by : Thomas A. Cook

Download or read book Mastering the Business of Global Trade written by Thomas A. Cook and published by CRC Press. This book was released on 2014-02-05 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Much of your company’s success in global trade will be determined by how well you manage contracts and agreements for sale or purchase. Mastering the Business of Global Trade: Negotiating Competitive Advantage Contractual Best Practices, Incoterms, and Leveraging Supply Chain Options explains the key elements any international business person must know, but more importantly, it also describes how to use negotiation skills, leveraged options, and Incoterms to extract the maximum benefits from your supply chain. At the end of the day, landed costs determine pricing and profits. As such, the book clearly explains how landed cost modeling works and how you can use these business models to leverage supply chain options. Illustrating how Inco terms impact compliance and risk, it details options to help you reduce your exposure to risk as well as best practices to help you steer clear of compliance issues that can cause costly delays. Managing global supply chains is about constantly striving for efficiency, driving down costs, and increasing profits. With this book, you will not only learn how to negotiate better contracts, but you will also learn how to manage relationships with freight forwarders and customhouse brokers in a manner that will help you get the most value from your service agreements. The book establishes a very simple, yet comprehensive, roadmap that both the neophyte and the more experienced global supply chain executive can easily follow and master. By following the time-proven advice and roadmap detailed in these pages, you will learn that it is possible to engage in more deals and increase your returns, while reducing your overall risk exposure. This book is part of The Global Warrior series.

Surviving Supply Chain Integration

Author : National Research Council
Publisher : National Academies Press
ISBN 13 : 0309173418
Total Pages : 162 pages
Book Rating : 4.3/5 (91 download)

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Book Synopsis Surviving Supply Chain Integration by : National Research Council

Download or read book Surviving Supply Chain Integration written by National Research Council and published by National Academies Press. This book was released on 2000-03-23 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: The managed flow of goods and information from raw material to final sale also known as a "supply chain" affects everythingâ€"from the U.S. gross domestic product to where you can buy your jeans. The nature of a company's supply chain has a significant effect on its success or failureâ€"as in the success of Dell Computer's make-to-order system and the failure of General Motor's vertical integration during the 1998 United Auto Workers strike. Supply Chain Integration looks at this crucial component of business at a time when product design, manufacture, and delivery are changing radically and globally. This book explores the benefits of continuously improving the relationship between the firm, its suppliers, and its customers to ensure the highest added value. This book identifies the state-of-the-art developments that contribute to the success of vertical tiers of suppliers and relates these developments to the capabilities that small and medium-sized manufacturers must have to be viable participants in this system. Strategies for attaining these capabilities through manufacturing extension centers and other technical assistance providers at the national, state, and local level are suggested. This book identifies action steps for small and medium-sized manufacturersâ€"the "seed corn" of business start-up and developmentâ€"to improve supply chain management. The book examines supply chain models from consultant firms, universities, manufacturers, and associations. Topics include the roles of suppliers and other supply chain participants, the rise of outsourcing, the importance of information management, the natural tension between buyer and seller, sources of assistance to small and medium-sized firms, and a host of other issues. Supply Chain Integration will be of interest to industry policymakers, economists, researchers, business leaders, and forward-thinking executives.

Bargaining in Supply Chains (Long Version).

Author : Stephen Leider
Publisher :
ISBN 13 :
Total Pages : 58 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis Bargaining in Supply Chains (Long Version). by : Stephen Leider

Download or read book Bargaining in Supply Chains (Long Version). written by Stephen Leider and published by . This book was released on 2015 with total page 58 pages. Available in PDF, EPUB and Kindle. Book excerpt: We study experimentally bargaining in a multiple-tier supply chain with horizontal competition and sequential bargaining between tiers. Our treatments vary the cost differences between firms in tiers 1 and 2. We measure how these underlying costs influence the efficiency, negotiated prices and profit distribution across the supply chain, and the consistency of these outcomes with existing theory. We find that the structural issue of cost differentials dominates personal characteristics in explaining outcomes, with profits in a tier generally increasing with decreased competition in the tier and increasing with decreased competition in alternate tiers. The Balanced Principal model of supply chain bargaining does a good job explaining our data, and outperforms the common assumption of leader-follower negotiations. We find a significant anchoring effect from a firm's first bid but no effect of the sequence of those bids, no evidence of failure to close via escalation of commitment, and mixed results for a deadline effect. We also find an interesting asymmetry between the buy and sells sides in employed bidding strategy. The buy side makes predominantly concessionary offers after the initial anchor, but a significant number of sell side firms engage in aggressive anti-concessionary bidding, a strategy that is effective in that it increases prices while not compromising closure rates.

Delivering Customer Value Through Procurement and Strategic Sourcing

Author : Walter L. Wallace
Publisher : Pearson Education
ISBN 13 : 0133889823
Total Pages : 353 pages
Book Rating : 4.1/5 (338 download)

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Book Synopsis Delivering Customer Value Through Procurement and Strategic Sourcing by : Walter L. Wallace

Download or read book Delivering Customer Value Through Procurement and Strategic Sourcing written by Walter L. Wallace and published by Pearson Education. This book was released on 2015 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Companies of all sizes are seeking to transform their procurement and supplier relationship management processes: activities that have a tremendous upside potential for improved supply chain effectiveness and efficiency. Now, two leading consultants and researchers offer a comprehensive approach to creating customer value through strategic sourcing and procurement. Unlike texts focused primarily on day-to-day operations and tactics, Delivering Customer Value through Procurement and Strategic Sourcing focuses on helping senior executives and managers gain sustainable competitive advantage from their supply chains."--Publisher's website.

Managing Price

Author : Jack Self
Publisher : Jack Self
ISBN 13 : 9780992130503
Total Pages : 246 pages
Book Rating : 4.1/5 (35 download)

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Book Synopsis Managing Price by : Jack Self

Download or read book Managing Price written by Jack Self and published by Jack Self. This book was released on 2014-05-16 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Managing Price is a must-have guide for procurement professionals involved in supplier negotiations. The multidisciplinary approach presented in this book will enable you to: Master a proven negotiation process going from market analysis to contract completion in 4 logical steps. Ensure fair pricing on all commodities. Create effective strategies for supply chain cost management. Secure the best price while retaining a great supplier relationship. "Jack Self has developed his supply chain negotiation skills to the level of an art. Strong tools and knowledge, great preparation and diversified experience are the cornerstones of his ability. Above all, he always has a plan!" - Marco Spain, V.P. Finance & I.T., Le Groupe Harnois "Jack Self's knowledge and experience in high-stakes negotiation is remarkable. Whether you are a procurement or sales professional, Jack's insights will be helpful and highly valuable for planning and driving your strategic negotiations. Jack's approach to negotiation is well structured and formal but strongly grounded to practice." - Angel Ruiz, Professor of Administration, Laval University

Recent Advances in Agent-Based Negotiation: Applications and Competition Challenges

Author : Rafik Hadfi
Publisher : Springer Nature
ISBN 13 : 9819905613
Total Pages : 151 pages
Book Rating : 4.8/5 (199 download)

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Book Synopsis Recent Advances in Agent-Based Negotiation: Applications and Competition Challenges by : Rafik Hadfi

Download or read book Recent Advances in Agent-Based Negotiation: Applications and Competition Challenges written by Rafik Hadfi and published by Springer Nature. This book was released on 2023-03-20 with total page 151 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book comprises carefully selected and reviewed outcomes of the 13th International Workshop on Automated Negotiations (ACAN) held in Vienna, 2022, in conjunction with International Joint Conference on Artificial Intelligence (IJCAI) 2022. It focuses on the applications and challenges of agent-based negotiation including agreement technology, mechanism design, electronic commerce, recommender systems, supply chain management, social choice theory, and others. This book is intended for the academic and industrial researchers of various communities of autonomous agents and multi-agent systems, as well as graduate students studying in those areas or having interest in them.

Supply Chain Bargaining Theory

Author : P. Kenney
Publisher :
ISBN 13 :
Total Pages : 22 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis Supply Chain Bargaining Theory by : P. Kenney

Download or read book Supply Chain Bargaining Theory written by P. Kenney and published by . This book was released on 2013 with total page 22 pages. Available in PDF, EPUB and Kindle. Book excerpt: The consensus among academic researchers is that supply chain management lacks grounding theory specific to its field and arguably enough to be recognized as an academic discipline. This paper uses game theoretic, asymmetric Nash bargaining to develop a new theory specific to operations and supply chain management. Supply chain bargaining theory connects supply chain management practices to a firm's financial performance. The theory quantifies a relationship explaining that a firm increases profit by improving its competitive advantage among its competitors and bargaining power with its customers. The concept of competitive advantage links to existing literature that focuses on a firm's internal capabilities and those provided by their upstream supply chain. Bargaining power provides a conceptual connection to a firm's downstream customer management practices. The concepts and relationships of this new theory align with existing conceptual and empirical supply chain management and operations research. Supply chain bargaining theory clarifies the binding mechanism between dyad members of supply chains which can facilitate future research into supply networks.

Successful International Negotiations

Author : Marc Helmold
Publisher : Springer Nature
ISBN 13 : 303033483X
Total Pages : 366 pages
Book Rating : 4.0/5 (33 download)

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Book Synopsis Successful International Negotiations by : Marc Helmold

Download or read book Successful International Negotiations written by Marc Helmold and published by Springer Nature. This book was released on 2020-01-21 with total page 366 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.

Supply Chain Contracting Under Competition

Author : Qi Feng
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Supply Chain Contracting Under Competition by : Qi Feng

Download or read book Supply Chain Contracting Under Competition written by Qi Feng and published by . This book was released on 2016 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: We analyze contracting behaviors in a two-tier supply chain system consisting of competing manufacturers and competing retailers. We contrast the contracting outcome of a Stackelberg game, in which the manufacturers offer take-it-or-leave-it contracts to the retailers, with that of a bargaining game, in which the firms bilaterally negotiate contract terms via a process of alternating offers. The manufacturers in the Stackelberg game possess a Stackelberg-leader advantage in that the retailers are not entitled to make counteroffers. Our analysis suggests that whether this advantage would benefit the manufacturers depends on the contractual form. With simple contracts such as wholesale-price contracts, which generally do not allow one party to fully extract the trade surplus, the Stackelberg game replicates the boundary case of the bargaining game with the manufacturers possessing all bargaining power. In contrast, with sophisticated contracts such as two-part tariffs, which enable full surplus extraction, the two games lead to distinct outcomes. We further show that the game structure being Stackelberg or bargaining critically affects firms' preferences over contract types and thus their equilibrium contract choices. These observations suggest that the Stackelberg game may not be a sufficient device to predict contracting behaviors in reality where bargaining is commonly observed.