NDLI: The process analysis of price negotiation in SRM considering relation quality

Content Provider	IEEE Xplore Digital Library
Author	Xuejie Dong Guorui Jiang Chun Liu Fengling Xie Tiyun Huang
Copyright Year	2012
Description	Author affiliation: School of Century, Beijing University of Posts and Telecommunication, China (Chun Liu) \|\| Shool of Management, Harbin Institute of Technology, Haerbin, China (Tiyun Huang) \|\| Modern Education Technology Center, Hebei Institute of Physical Education, Shijiazhuang, China (Fengling Xie) \|\| School of Economics and Management, Beijing University of Technology, China (Xuejie Dong; Guorui Jiang)
Abstract	This paper researches the problem of price negotiation in SRM considering relation quality. The relation between supplier and buyer can be divided into strategic, cooperative, preceding and normal, deferent relation quality lead to different SRM strategy and then come into different process of price negotiation. First, this paper establishes a negotiation process model, proposes a definition of negotiation concession pattern. Second, based on the theoretical analysis, this paper builds a persuasion negotiation model and a count-proposal generation model combined with the imitation strategy, considering the relation quality factors. Prototype system validation shows that the model can provide decision support for negotiators with different negotiating objectives, no harm to the fundamental benefits of the buyer, but also play a good incentive to promote the development of supplier relations.
Starting Page	277
Ending Page	280
File Size	919093
Page Count	4
File Format	PDF
ISBN	9781467313261
e-ISBN	9788994364186
Language	English
Publisher	Institute of Electrical and Electronics Engineers, Inc. (IEEE)
Publisher Date	2012-08-27
Publisher Place	Korea (South)
Access Restriction	Subscribed
Rights Holder	AICIT
Subject Keyword	Procurement Relation Quality Bellows Negotiation Process Model Count-Proposal Mmodel Price Negotiation
Content Type	Text
Resource Type	Article

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