- Abbott FM, Reichman JH (2020) Facilitating access to cross-border supplies of patented pharmaceuticals: the case of the COVID-19 pandemic. J Int Econ Law 23(3):535–561.
Paper not yet in RePEc: Add citation now
Adair W, Brett J (2005) The negotiation dance: time, culture, and behavioral sequences in negotiation. Organ Sci 16(1):33–52.
- Agndal H, Åge LJ, Eklinder-Frick JO (2017) Review of Two decades of business negotiation research: an overview and suggestions for future studies. J Bus Ind Mark 32(4):487–504.
Paper not yet in RePEc: Add citation now
Ahmad MG (2015) Yarn purchase at Am Tex. Asian J Manag Cases 12(2):158–163.
- Albertson D (1989) Chasing Group Compliance. Health Ind Today 8:28–29.
Paper not yet in RePEc: Add citation now
- Ali A, Mahfouz A, Arisha A (2017) Analysing supply chain resilience: integrating the constructs in a concept mapping framework via a systematic literature review. Int J Supply Chain Manag 22(1):16–39.
Paper not yet in RePEc: Add citation now
- Aligheri TE (1994) Product matrix. Patient-centered care the IS/MM response. J Healthc Mater Manage 12(1):38–51.
Paper not yet in RePEc: Add citation now
An Y, Tang X (2019) Specification and negotiation in incomplete contracts. RAND J Econ 50:57–92.
- Anderson J, Narus J (1990) A model of distributor firm and manufacturer firm working partnerships. J Mark 54(1):42–58.
Paper not yet in RePEc: Add citation now
- Angelmar R, Stern L (1986) Development of a content analytic system for analysis of bargaining communication in marketing. J Mark Res 15(1):93–102.
Paper not yet in RePEc: Add citation now
Ansar A (2013) Location decisions of large firms: analyzing the procurement of infrastructure services. J Econ Geogr 12(5):823–844.
- Atkin TS, Rinehart LM (2006) The effect of negotiation practices on the relationship between suppliers and customers. Negot J 22(1):47–65.
Paper not yet in RePEc: Add citation now
- Bachkirov AA, Rajasekar J, da Silva MP (2016) Industrial buyer-seller interactions: negotiating in the Arabian Gulf. Rev Int Bus Strategy 26(1):33–49.
Paper not yet in RePEc: Add citation now
Balakrishnan P, Eliashberg J (1995) An analytical process model of two-party negotiations. Manage Sc 41(2):226–243.
- Bals L, Schulze H, Kelly S, Stek K (2019) Purchasing and supply management (PSM) competencies: Current and future requirements. J Purch Supply Manag 25(5):100572.
Paper not yet in RePEc: Add citation now
- Barnum C, Wolniansky N (1989) Taking cues from body language. Manag Rev 78(6):59–60.
Paper not yet in RePEc: Add citation now
- Barrow JH (1998) Preawards audits. Intern Aud 55(1):50.
Paper not yet in RePEc: Add citation now
- Bayat M, Khanzadi M, Nasirzadeh F, Chavoshian A (2020) Financial conflict resolution model in BOT contracts using bargaining game theory. Constr Innov 20(1):18–42.
Paper not yet in RePEc: Add citation now
- Bazerman M, Moore D (2008) Judgment in managerial decision making, 7th edn. New York, Wiley.
Paper not yet in RePEc: Add citation now
- Bear JB, Babcock L (2012) Negotiation topic as a moderator of gender differences in negotiation. Psychol Sci 23(7):743–744.
Paper not yet in RePEc: Add citation now
- Bendersky C, McGinn KL (2010) Open to negotiation: phenomenological assumptions and knowledge dissemination. Organ Sci 21(3):781–797.
Paper not yet in RePEc: Add citation now
Bichler M, Pikovsky A, Setzer T (2009) An analysis of design problems in combinatorial procurement auctions. Bus Inf Syst Eng 1:111–117.
- Biermann F, Weiss M (2021) Power without a cause? Germany’s conflict avoidance and the integration of European defence procurement. J Eur Integr 43(2):225–240.
Paper not yet in RePEc: Add citation now
- Bingham F (1989) When, how, and why suppliers consider price moves. J Purchas Mater Manag 25:2–8.
Paper not yet in RePEc: Add citation now
- Bishop R (1964) A Zeuthen-Hicks theory of bargaining. Econometrica XXXII 3:410–417.
Paper not yet in RePEc: Add citation now
- Blau J, Hoestlandt C, Clark AD, Baxter L, Garcia AGF, Mounaud B, Mosina L (2015) Strengthening national decision-making on immunization by building capacity for economic evaluation: implementing ProVac in Europe. Vaccine 33(1):A34–A39.
Paper not yet in RePEc: Add citation now
- Braun V, Clarke V (2012) Thematic analysis. In: Cooper H, Camic PM, Long DL, Panter AT, Rindskopf D, Sher KJ (eds) APA handbook of research methods in psychology, vol 2. Research designs: Quantitative, qualitative, neuropsychological, and biological. American Psychological Association, Washington, pp 57–71.
Paper not yet in RePEc: Add citation now
Brucks M, Schurr P (1990) The effects of bargainable attributes and attribute range knowledge on consumer choice processes. J Consum Res 16(4):409–419.
- Buckley R (2001) Adversarial bargaining: an ignored aspect of negotiation theory. Aust Law J 75:181–189.
Paper not yet in RePEc: Add citation now
- Byrne Z, Peters J, Weston J (2016) The struggle with employee engagement: measures and construct clarification using five samples. J Appl Psychol 101(9):1201–1227.
Paper not yet in RePEc: Add citation now
Cachon GP, Zhang F (2006) Procuring fast delivery: sole sourcing with information asymmetry. Manage Sc 52(6):881–896.
- Cakravastia A, Nakamura N (2002) Model for negotiating the price and due date for a single order with multiple suppliers in a make-to-order environment. Int J Prod Res 40(14):3425–3440.
Paper not yet in RePEc: Add citation now
- Cardenas I, Voordijk H, Dewulf G (2017) Beyond theory: towards a probabilistic causation model to support project governance in infrastructure projects. Int J Proj Manag 35(3):432–450.
Paper not yet in RePEc: Add citation now
- Chae K, Park J, Choi H (2006) E-journals in Korea: the electronic site licence initiative. Electron Libr 24(3):322–334.
Paper not yet in RePEc: Add citation now
Chalkley M, McVicar D (2008) Choice of contracts in the British National Health Service: an empirical study. J Health Econ 27(5):1155–1167.
- Chang C (2002) Procurement policy and supplier behavior-OEM vs. ODM. J Bus Manag 8(2):181–197.
Paper not yet in RePEc: Add citation now
- Chaves GC, Castro CGSO, Oliveira MA (2017) Public procurement of hepatitis C medicines in Brazil from 2005 to 2015. Cien Saude Colet 22(8):2527–2538.
Paper not yet in RePEc: Add citation now
- Chen IJ, Paulraj A (2004) Towards a theory of supply chain management: the constructs and measurements. J Oper Manag 22(2):119–150.
Paper not yet in RePEc: Add citation now
- Chicksand D, Watson G, Walker H, Radnor Z, Johnston R (2012) Theoretical perspectives in purchasing and supply chain management: An analysis of the literature. J Supply Chain Manag 17:454–472.
Paper not yet in RePEc: Add citation now
Cho J, Chun H, Hur J (2014) Choosing multiple offshoring strategies: Determinants and complementarity. J Jpn Int Econ 34:42–57.
- Cofie N, Braund H, Dalgarno N (2022) Eight ways to get a grip on intercoder reliability using qualitative-based measures. Can Med Educ J 13(2):73–76.
Paper not yet in RePEc: Add citation now
- Comiskey EE, Clarke JE, Mulford CW (2010) Is negative goodwill valued by investors? Account Horiz 24(3):333–353.
Paper not yet in RePEc: Add citation now
Dan B, Zhang S, Zhou M (2018) Strategies for warranty service in a dual-channel supply chain with value-added service competition. Int J Prod Res 56(17):5677–5699.
Deck C, Thomas C (2020) Using experiments to compare the predictive power of models of multilateral negotiations. Int J Ind Organ 70:1–15.
Degrassat-Thas A, Bensadon M, Rieu C, Angalakuditi M, Le Pen C, Paubel P (2012) Hospital reimbursement price cap for cancer drugs: the French experience in controlling hospital drug expenditures. Pharmacoeconomics 30(7):565–573.
- Den Ambtman A, Knoben J, Van Den Hurk D, Van Houdenhoven M (2020) Analysing actual prices of medical products: a cross-sectional survey of Dutch hospitals. BMJ Open 10(2):1.
Paper not yet in RePEc: Add citation now
- Diamantopoulos A, Matarazzo M, Montanari MG, Petrychenko A (2021) The “pricing footprint” of country-of-origin: conceptualization and empirical assessment. J Bus Res 135:749–757.
Paper not yet in RePEc: Add citation now
- Dion PA, Banting PM (1988) Industrial supplier-buyer negotiations. Ind Mark Manag 17(1):43–47.
Paper not yet in RePEc: Add citation now
- Doyle S (2017) A foregone conclusion? The United States, Britain and the trident D5 agreement. J Strateg Stud 40(6):867–894.
Paper not yet in RePEc: Add citation now
- Dusing M, Guo J, Kelton C, Pasquale M (2005) Competition and price discounts for a hospital buyer in the anti-infective pharmaceutical market. J Pharm Financ Econ Policy 14(2):59–85.
Paper not yet in RePEc: Add citation now
Dyer J, Chu W (2003) The role of trustworthiness in reducing transaction costs and improving performance: empirical evidence from the United States, Japan, and Korea. Organ Sci 14(1):57.
Ehtamo H, Kettunen E, Hämäläinen R (2001) Searching for joint gains in multi-party negotiations. Eur J Oper Res 130:54–69.
- Eisenberg MA (2003) Disclosure in contract law. Calif Law Rev 91(6):1645–1691.
Paper not yet in RePEc: Add citation now
- Eklinder-Frick J, Åge LJ (2017) Goal oriented balancing: happy-happy negotiations beyond win-win situations. J Bus Ind Mark 32(4):525–534.
Paper not yet in RePEc: Add citation now
- Enow S, Kamala P (2016) The accounts payable management practices of small, medium and micro enterprises in the Cape Metropolis. South Africa Invest Manag Financ 13(1):77–83.
Paper not yet in RePEc: Add citation now
- Faes W, Swinnen G, Snellinx R (2010) Gender influences on purchasing negotiation objectives, outcomes and communication patterns. J Purch Supply Manag 16(2):88–98.
Paper not yet in RePEc: Add citation now
- Farrell C, Fearon G (2005) Renting goodwill in international marketing channels: an analysis of pricing strategies and bargaining power. Atl Econ J 33:285–296.
Paper not yet in RePEc: Add citation now
- Fells R, Caspersz D, Leighton C (2018) The encouragement of bargaining in good faith—a behavioural approach. Ind Relat J 60(2):266–281.
Paper not yet in RePEc: Add citation now
Filzmoser M, Vetschera R (2008) A classification of bargaining steps and their impact on negotiation outcomes. Group Decis Negot 17:421–443.
- Fisher R, Ury W, Patton B (1991) Getting to yes: negotiating an agreement without giving in (2nd ed) Sydney: century business. Asia Pac J Hum Resour 34:125–126.
Paper not yet in RePEc: Add citation now
- Fleming D, Hawes J (2017) The negotiation scorecard: a planning tool in business and industrial marketing. J Bus Ind Mark 32(4):519–524.
Paper not yet in RePEc: Add citation now
- Foroughi A, Perkins W, Jelassi M (1995) An empirical study of an interactive, session-oriented computerized Negotiation Support System (NSS). Group Decis Negot 4(6):485–512.
Paper not yet in RePEc: Add citation now
- Franco-Watkins A, Edwards B, Acuff R (2013) Effort and fairness in bargaining games. J Behav Decis Mak 26(1):79–90.
Paper not yet in RePEc: Add citation now
- Franke H, Foerstl K (2020) Understanding politics in PSM teams: A cross-disciplinary review and future research agenda. J Purch Supply Manag 26(3):1.
Paper not yet in RePEc: Add citation now
- Gavurova B, Kubak M (2021) The efficiency evaluation of public procurement of medical equipment. Entrep Sustain Iss VsI Entrep Sustain Center 8(3):193–209.
Paper not yet in RePEc: Add citation now
- Gehrig T, Güth W, Levínský R (2016) On the value of transparency and information acquisition in bargaining. German Econ Rev 17:337–358.
Paper not yet in RePEc: Add citation now
- Geiger I (2017) A model of negotiation issue–based tactics in business-to-business sales negotiations. Ind Mark Manag 64:91–106.
Paper not yet in RePEc: Add citation now
- Gerding E, La Poutré H (2006) Bilateral bargaining with multiple opportunities: knowing your opponent’s bargaining position. IEEE Trans Syst Man Cybern 36(1):45–55.
Paper not yet in RePEc: Add citation now
- Gourlay R (1992) Negotiating health contracts: harmony or hostility. Int J Health Care Qual Assur 5(5):1.
Paper not yet in RePEc: Add citation now
- Graham JL (1984) Bolter Turbines Inc. Negotiation Simulation. J Mark Educ 6(1):28–36.
Paper not yet in RePEc: Add citation now
- Green RF, Zimmerer TW, Steadman ME (1994) The Role of Buyer Sophistication in Competitive Bidding. J Bus Ind Mark 9(1):51–59.
Paper not yet in RePEc: Add citation now
Guell RC (1997) Haggling for a patent: what a government would have to pay for prescription drug patents. Health Econ 6(2):179–185.
- Guo Q, Thabane L, Hall G, McKinnon M, Goeree R, Pullenayegum E (2004) A systematic review of the reporting of sample size calculations and corresponding data components in observational functional magnetic resonance imaging studies. Neuroimage 86:172–181.
Paper not yet in RePEc: Add citation now
- Hanany E, Gerchak Y (2008) Nash bargaining over allocations in inventory pooling contracts. Nav Res Logist 55:541–550.
Paper not yet in RePEc: Add citation now
- Harsanyi J (1956) Approaches to the bargaining problem before and after the theory of games: a critical discussion of Zeuthen’s, Hicks’, and Nash’s theories. Econometrica 24(2):1.
Paper not yet in RePEc: Add citation now
- Hass C, Bichler M, Guler K (2013) Optimization-based decision support for scenario analysis in electronic sourcing markets with volume discounts. Electron Commer Res Appl 12(3):152–165.
Paper not yet in RePEc: Add citation now
Hayunga D, Munneke H (2021) Examining Both Sides of the Transaction: Bargaining in the Housing Market. Real Estate Econ 49(2):663–691.
- He L, Ioerger T (2005) Combining bundle search with buyer coalition formation in electronic markets: a distributed approach through explicit negotiation. Electron Commer Res Appl 4(4):329–344.
Paper not yet in RePEc: Add citation now
Hedstrom P, Wennberg K (2016) Causal Mechanisms in Organization and Innovation Studies. Innov Organ Manag 1:1.
- Herbst U, Voeth M, Meister C (2011) What do we know about buyer–seller negotiations in marketing research? A status quo analysis. Ind Mark Manag 40(6):967–978.
Paper not yet in RePEc: Add citation now
Herweg F, Schmidt K (2017) Auctions versus negotiations: the effects of inefficient renegotiation. RAND J Econ 48(3):647–672.
- Hoejmose SU, Adrien-Kirby AJ (2012) Socially and environmentally responsible procurement: a literature review and future research agenda of a managerial issue in the 21st century. J Purch Supply Manag 18(4):232–242.
Paper not yet in RePEc: Add citation now
- Hoezen M, Voordijk H, Dewulf G (2013) Formal bargaining and informal sense making in the competitive dialogue procedure: an event-driven explanation. Int J Manag Proj Bus 6(4):674–694.
Paper not yet in RePEc: Add citation now
- Huang Y, Pantano J, Ye H, Yi J (2021) Property division upon divorce and household decisions. J Hum Resour 56(2):1–38.
Paper not yet in RePEc: Add citation now
Huh W, Park K (2010) A sequential auction-bargaining procurement model. Nav Res Logist 57(1):13–32.
- Hwang W, Bakshi N, DeMiguel V (2018) Wholesale price contracts for reliable supply. Prod Oper Manag 27:1021–1037.
Paper not yet in RePEc: Add citation now
- Iwanaga S, Hoang D, Kuboyama H, Duong D, Tuan H, Van Minh N (2021) Changes in the Vietnamese timber processing industry: a case of Quang Tri province, north central region. Forests 12(8):1.
Paper not yet in RePEc: Add citation now
Jackson C, Pascual R, MacCawley A, Godoy S (2023) Product–service system negotiation in aircraft lease contracts with option of disagreement. J Air Transp Manag 107:1.
John R, Raith M (2001) Optimizing multi-stage negotiations. J Econ Behav Organ 45(2):155–173.
- Johnsen T, Mikkelsen O, Paulraj A (2016) The character and significance of Nordic purchasing and supply management research: a systematic review of the literature. J Purch Supply Manag 22(1):41–52.
Paper not yet in RePEc: Add citation now
Kadefors A (2005) Fairness in interorganizational project relations: norms and strategies. Constr Manag Econ 23(8):871–878.
Kanniainen V, Lehtonen JH (2019) Offset contracts as an insurance device in building the national security. Def Peace Econ 30(1):85–97.
Kelly S, Marshall D, Walker H, Israilidis J (2021) Supplier satisfaction with public sector competitive tendering processes. J Public Procure 21(22):183–205.
Keyhanian S, Rabbani M (2015) Revenue and turn-over based joint pricing and production planning for an integrated financial lease-sales system: A new mathematical model. Int J Oper Res 22(3):310–341.
Kim Y (2021) Linking theories of incomplete contracts to empirics in IPO contracting. Finance Res Lett 41:1.
- Kjerstad E (2004) Auctions vs negotiations: A study of price differentials. Health Econ 14(12):1239–1251.
Paper not yet in RePEc: Add citation now
- Knuth MJ, Khachatryan H, Hall CR (2021) How consistent are consumers in their decisions? Investigation of houseplant purchasing. Behav Sci 11(5):1.
Paper not yet in RePEc: Add citation now
- Kolomvatsos K, Panagidi K, Neokosmidis I, Varoutas D, Hadjiefthymiades S (2016) Automated concurrent negotiations: An artificial bee colony approach. Electron Commer Res Appl 19:56–69.
Paper not yet in RePEc: Add citation now
- Kun-Chang L, Soon-Jae K (2006) A causal knowledge-driven negotiation mechanism for B2B electronic commerce. Intelligent decision-making support systems: foundations, applications and challenges. Springer, London, pp 167–186.
Paper not yet in RePEc: Add citation now
- Lai H, Lin WJ, Kersten G (2010) The importance of language familiarity in global business e-negotiation. Electron Commer Res Appl 9:537–548.
Paper not yet in RePEc: Add citation now
- Lau R, Wong O, Li Y, Ma L (2008) Mining trading partners’ preferences for efficient multi-issue bargaining in e-business. J Manag Inf Syst 25(1):79–104.
Paper not yet in RePEc: Add citation now
- Lawther W (2006) The growing use of competitive negotiations to increase managerial capability: the acquisition of E-Government services. Public Perform Manag Rev 30(2):203–220.
Paper not yet in RePEc: Add citation now
- Lee KC, Kwon SJ (2006) The use of cognitive maps and case-based reasoning for B2B negotiation. J Manag Inf Syst 22(4):337–376.
Paper not yet in RePEc: Add citation now
- Lempereur A, Pekar M (2017) The distributive knot: negotiators’ responsibility to untie complex demand. J Bus Ind Mark 32:535–540.
Paper not yet in RePEc: Add citation now
- Leu SS, Pham VHS, Pham THN (2015) Development of recursive decision making model in bilateral construction procurement negotiation. Autom Constr 53:131–140.
Paper not yet in RePEc: Add citation now
Levaggi R (1999) Optimal procurement contracts under a binding budget constraint. Public Choice 101:23–37.
Lewis T, Sappington D (1991) Incentives for Monitoring Quality. RAND J Econ 22(3):370.
Li H, Huang C, Su S, Higdon B (2002) Design and implementation of business objects for automated business negotiations. Group Decis Negot 11(1):23–44.
- Li X (2012) Group buying, buyer heterogeneity, and sellers’ bargaining power. Decis Sci 43(5):761–783.
Paper not yet in RePEc: Add citation now
Li Y, Gupta S (2011) Strategic capability investments and competition for supply contracts. Eur J Oper Res 214(2):273–283.
- Liang Q, Hu H, Wang Z, Hou F (2019) A game theory approach for the renegotiation of Public-Private Partnership projects in Chinese environmental and urban governance industry. J Clean Prod 238:1.
Paper not yet in RePEc: Add citation now
- Lin C, Lin P (2021) A step-up approach for selecting substitute suppliers under nonlinear profile data. Qual Technol Quant Manag 18(2):1–15.
Paper not yet in RePEc: Add citation now
- Lin CJ, Chuang YC (2020) Comparing the lens displacement profile data by using the sequential approach for selecting alternative suppliers. Qual Reliab Engng Int 36:834–845.
Paper not yet in RePEc: Add citation now
Lippman S, McCardle K, Tang C (2013) Using Nash bargaining to design project management contracts under cost uncertainty. Int J Prod Econ 145(1):199–207.
- Liu C, Zhang X, Liu C, Ewen M, Zhang Z, Liu G (2017) Insulin prices, availability and affordability: a cross-sectional survey of pharmacies in Hubei Province. China. BMC Health Serv. Res. 17(1):1.
Paper not yet in RePEc: Add citation now
- Lopes F, Coelho H (2010) Concession Behaviour in Automated Negotiation. In: Buccafurri F, Semeraro G (eds) E-Commerce and Web Technologies. EC-Web 2010. Lecture Notes in Business Information Processing, vol 61. Springer, Berlin.
Paper not yet in RePEc: Add citation now
- Lv J, Ye G, Liu W, Shen L, Wang H (2015) Alternative model for determining the optimal concession period in managing BOT transportation projects. J Manag Eng 31(4):1.
Paper not yet in RePEc: Add citation now
- Malhotra D, Bazerman MH (2007) Investigative negotiation. Harv Bus Rev 85(9):72–76.
Paper not yet in RePEc: Add citation now
Marx L, Shaffer G (2007) Rent shifting and the order of negotiations. Int J Ind Organ 25(5):1109–1125.
- Matjaz I (2011) How qualitative elements of relational exchanges influence an implementation of purchasing marketing strategies - a case of service companies in Slovenia. Ekonomska Istrazivanja 24(1):28–48.
Paper not yet in RePEc: Add citation now
Matsushima N, Yoshida S (2018) The Countervailing Power Hypothesis when Dominant Retailers Function as Sales Promoters. Manchester School 86(5):665–680.
McLaren J (1999) Supplier relations and the market context: A theory of handshakes. J Int Econ 48(1):121–138.
- Min H, LaTour M, Jones M (1995) Negotiation outcomes: the impact of the initial offer, time, gender, and team size. Int J Purch Mater Manag 31(4):19.
Paper not yet in RePEc: Add citation now
- Moon Y, Kwon C (2011) Online advertisement service pricing and an option contract. Electron Commer Res Appl 10(1):38–48.
Paper not yet in RePEc: Add citation now
- Nair A (2005) Emerging internet-enabled auction mechanisms in supply chain. J Supply Chain Manag 10(3):162–168.
Paper not yet in RePEc: Add citation now
Nakkas A, Xu Y (2019) the impact of valuation heterogeneity on equilibrium prices in supply chain networks. Prod Oper Manag 28(2):241–257.
- Nash J (1950) The bargaining problem. Econometrica 18(2):155–162.
Paper not yet in RePEc: Add citation now
Nasser S, Turcic D (2019) Temporary contract adjustment to a retailer with a private demand forecast. Manage Sci 65(1):209–229.
Ness H, Haugland SA (2005) The evolution of governance mechanisms and negotiation strategies in fixed-duration interfirm relationships. J Bus Res 58(9):1226–1239.
Niu B, Jin D, Pu X (2016) Coordination of channel members’ efforts and utilities in contract farming operations. Eur J Oper Res Research 255(3):869–883.
- Noto K, Kojo T, Innami I (2017) Does scale of public hospitals affect bargaining power? Evidence from Japan. Int J Health Policy Manag 6(12):695–700.
Paper not yet in RePEc: Add citation now
- O’Connor C, Joffe H (2020) Intercoder reliability in qualitative research: debates and practical guidelines. Int J Qual Methods 19:1.
Paper not yet in RePEc: Add citation now
- Ody-Brasier A, Vermeulen F (2014) The price you pay: price-setting as a response to norm violations in the market for champagne grapes. Adm Sci Q 59(1):109–144.
Paper not yet in RePEc: Add citation now
Oliveira M, Ribeiro J, Macário R (2016) Are we planning investments to fail? Consequences of traffic forecast effects on PPP contracts: Portuguese and Brazilian cases. Res Transp Econ 59:1.
Ostwald P (1987) Learning Negotiation. Eng Costs Prod Econ 11(1):187–192.
Park J, Rahman H, Suh J, Hussin H (2019) A study of integrative bargaining model with argumentation-based negotiation. Sustain (switzerland) 11(23):1.
- Patschureck N, Sommer F, Wöhrmann A (2015) Contract design as a risk management tool in corporate acquisitions: theoretical foundations and empirical evidence. J Manag Control 26:1.
Paper not yet in RePEc: Add citation now
- Pauly M, Burns L (2008) Price transparency for medical devices. Health Aff 27(6):1544–1553.
Paper not yet in RePEc: Add citation now
- Pavlov V, Katok E, Zhang W (2021) Optimal contract under asymmetric information about fairness. Manuf Serv Oper Manag 24(1):1.
Paper not yet in RePEc: Add citation now
- Perdue BC (1992) Ten aggressive bargaining tactics of industrial buyers. J Bus Ind Mark 7(2):45–52.
Paper not yet in RePEc: Add citation now
- Peterson R, Lucas G (2001) Expanding the antecedent components of the traditional business negotiation model: pre-negotiation literature review and planning-preparation propositions. J Mark Theory Pract 9(4):37–49.
Paper not yet in RePEc: Add citation now
Post C, Sarala R, Gatrell C, Prescott J (2020) Advancing Theory with Review Articles. J Manag Stud 57:351–376.
- Preuss M, Wijst P (2017) A phase-specific analysis of negotiation styles. J Bus Ind Mark 32(10):1.
Paper not yet in RePEc: Add citation now
- Pulles NJ, Schiele H, Veldman J, Hüttinger L (2016) The impact of customer attractiveness and supplier satisfaction on becoming a preferred customer. Ind Mark Manag 54:129–140.
Paper not yet in RePEc: Add citation now
- Raiffa H (1982) The art and science of negotiation. Harvard University Press, Boston.
Paper not yet in RePEc: Add citation now
- Rodwin M (2021) Common pharmaceutical price and cost controls in the United Kingdom, France, and Germany: lessons for the United States. Int J Health Serv 51(3):379–391.
Paper not yet in RePEc: Add citation now
- Rooks G, Raub W, Selten R, Tazelaar F (2000) How inter-firm co-operation depends on social embeddedness: a vignette study. Acta Sociologica 43(2):123–137.
Paper not yet in RePEc: Add citation now
- Rubin J, Brown B (1976) The social psychology of bargaining and negotiation. Adm Sci Q 21:1.
Paper not yet in RePEc: Add citation now
Sabasi D, Astian C, Menkhaus D, Phillips O (2013) Committed procurement in privately negotiated markets: evidence from laboratory markets. Am J Agric Econ 95(5):1122–1135.
Sánchez-Mira N, Olivares R, Oto P (2021) A matter of fragmentation? Challenges for collective bargaining and employment conditions in the Spanish long-term care sector. Transfer 27(3):319–335.
Sarmento J, Renneboog L (2021) Renegotiating public-private partnerships. J Multinatl Financ Manag 59:1.
- Schoenherr T, Mabert V (2008) The use of bundling in B2B online reverse auctions. J Oper Manag 26:81–95.
Paper not yet in RePEc: Add citation now
Selvam S (2020) Effects of customer industry competition on suppliers: Evidence from product market competition shocks. J Bank Financ 114:1.
Shachat J, Tan L (2015) An experimental investigation of auctions and bargaining in procurement. Manage Sc 61(5):1036–1051.
Shalvi S, Reijseger G, Handgraaf M, Appelt K, ten Velden F, Giacomantonio M, De Dreu C (2013) Pay to walk away: prevention buyers prefer to avoid negotiation. J Econ Psychol 38(40):49.
Shupp R, Cadigan J, Schmitt P, Swope K (2013) Institutions and information in multilateral bargaining experiments. BE J Econ Anal Policy 13(1):485–524.
- Simintiras A, Thomas A (1998) Cross-cultural sales negotiations: a literature review and research propositions. Int Mark Rev 15(1):10–28.
Paper not yet in RePEc: Add citation now
- Simpson R (1996) Protecting nursing’s interests negotiating with vendors. J Nurs Manag 27(9):18–28.
Paper not yet in RePEc: Add citation now
- Spina G, Caniato F, Luzzini D, Ronchi S (2015) Assessing the use of External Grand Theories in Purchasing and Supply Management research. J Purch Supply Manag 22:1.
Paper not yet in RePEc: Add citation now
- Standing C, Stockdale R, Love P (2010) Managing the transition to global electronic markets in the resource engineering sector. J Enterp Inf Manag 23(1):56–80.
Paper not yet in RePEc: Add citation now
- Steinel W, Harinck, F (2020) Negotiation and Bargaining. Oxford Research Encyclopedia of Psychology.
Paper not yet in RePEc: Add citation now
Stenbacka R, Tombak M (2012) Make and buy: Balancing bargaining power. J Econ Behav Organ 81(2):391–402.
- Stenger R (2000) Health purchasing coalitions struggle to gain bargaining clout: small size and lack of support from health plans are factors. Find Brief: Health Care Financ Organ 4(1):1–2.
Paper not yet in RePEc: Add citation now
- Subramanian N, Gunasekaran A (2015) Cleaner supply-chain management practices for twenty-first-century organizational competitiveness: Practice-performance framework and research propositions. Int J Prod Econ 164:216–233.
Paper not yet in RePEc: Add citation now
- Suddaby R (2010) Editor’s comments: construct clarity in theories of management and organization. Acad Manage Rev 35(3):346–357.
Paper not yet in RePEc: Add citation now
Summers B, Wilson N (2003) Trade credit and customer relationships. MDE Manage Decis Econ 24(6):439.
- Syll L (2018) Why game theory never will be anything but a footnote in the history of social science. Real-World Econ Rev 83:1.
Paper not yet in RePEc: Add citation now
- Tajima M, Fraser N (2001) Logrolling procedure for multi-issue negotiation. Group Decis Negot 10:217–235.
Paper not yet in RePEc: Add citation now
- Tassabehji R, Moorhouse A (2008) The changing role of procurement: developing professional effectiveness. J Purch Supply Manag 14(1):55–68.
Paper not yet in RePEc: Add citation now
- Theron E, Boshoff C, Terblanche N (2008) The antecedents of relationship commitment in the management of relationships in business-to-business (B2B) financial services. J Mark Manag 24(9–10):997–1010.
Paper not yet in RePEc: Add citation now
- Thompson F, Zumeta W (1981) Control and controls: A reexamination of control patterns in budget execution. Policy Sci 13(1):25–50.
Paper not yet in RePEc: Add citation now
Tiessen J, Funk T (1993) Farmer bargaining when purchasing machinery and fertilizer: a study in commercial negotiation. Agribusiness 9(2):129–142.
Trejos A (1999) Search, bargaining, money, and prices under private information. Int Econ Rev 40(3):679–696.
- Tutzauer F (1992) The communication of offers in dyadic bargaining. In: Putnam L, Roloff ME (eds) Communication and negotiation. Sage, Newbury Park, pp 67–82.
Paper not yet in RePEc: Add citation now
Úbeda R, Alsua C, Carrasco N (2015) Purchasing models and organizational performance: a study of key strategic tools. J Bus Res 68(2):177–188.
- Vaitsos C (1970) Bargaining and the distribution of returns in the purchase of technology by developing countries. Inst Dev Stud Bull 3(1):16–23.
Paper not yet in RePEc: Add citation now
- Varble D (1980) Flexible price agreements: purchasing’s view. Calif Manag Rev 23(2):44.
Paper not yet in RePEc: Add citation now
- Venkatraman N (1989) The concept of fit in strategy research: toward verbal and statistical correspondence. Acad Manage Rev 14(3):423–444.
Paper not yet in RePEc: Add citation now
- Vetschera R (2013) Negotiation processes: an integrated perspective. EURO J Decis Process 1:135–164.
Paper not yet in RePEc: Add citation now
- Walker H, Chicksand D, Radnor Z, Watson G (2015) Theoretical perspectives in operations management: an analysis of the literature. Int J Oper Prod Manag 35(8):1182–1206.
Paper not yet in RePEc: Add citation now
- Walton R, McKersie R (1965b) A behavioral theory of labor relations. McGraw-Hill, New York.
Paper not yet in RePEc: Add citation now
- Walton RE, McKersie RB (1965a) A behavioral theory of labor negotiations. McGraw-Hill.
Paper not yet in RePEc: Add citation now
Wang J, Zionts S (2008) Negotiating Wisely: Considerations Based on Mcdm/Maut. Eur J Oper Res 188(1):191–205.
Wang Y, Niu B, Guo P, Song J (2021) Direct sourcing or agent sourcing? Contract negotiation in procurement outsourcing. Manuf Serv Oper Manag 23(2):294–310.
- Warntjen A (2011) Bargaining. In: Encyclopedia of power, pp 55–60.
Paper not yet in RePEc: Add citation now
Wickelgren A (2007) Government and the reverse-holdup problem. J Public Econ Theory 9(2):221–229.
Wu Z, Lu X (2018) The effect of transfer pricing strategies on optimal control policies for a tax-efficient supply chain. Omega (united Kingdom) 80:209–219.
- Xu J, Duan L, Zhang R (2016) Energy group buying with loading sharing for green cellular networks. IEEE J Sel 34(4):786–799.
Paper not yet in RePEc: Add citation now
- Yan R, Wang J (2010) Service level, pricing strategy and firm performance in a manufacturer-giant retailer supply chain. J Prod Brand 19(1):61–66.
Paper not yet in RePEc: Add citation now
- Yang D, Wang X (2010) The effects of 2-tier store brands’ perceived quality, perceived value, brand knowledge, and attitude on store loyalty. Front Bus Res China 4:1–28.
Paper not yet in RePEc: Add citation now
Yang PC, Wee HM, Yu YCP (2007) Collaborative pricing and replenishment policy for hi-tech industry. J Oper Res Soc 58(7):894–900.
Zhu Y, Wang Y, Sun X, Li X (2019) Availability, price and affordability of anticancer medicines: evidence from two cross-sectional surveys in the Jiangsu Province, China. Int J Environ Res Public Health 16(19):3728.
Zusman P, Etgar M (1981) The Marketing Channel as an Equilibrium Set of Contracts,". Manage Sci 27(3):284–302.
Zwick R, Lee C (1999) Bargaining and Search: An Experimental Study. Group Decis Negot 8(6):463–487.