Kaufmann, Lutz; Schreiner, Moritz; Reimann, Felix - In: Journal of Supply Chain Management 59 (2022) 1, pp. 66-94
In buyer–supplier negotiations, both parties shape the relational and contractual dimensions of their collaboration … influence in buyer–supplier negotiations and by examining the interplay between narrative design elements, structural power, and … negotiation outcomes that are specific to the buyer–supplier relationship. Based on the configurations of narratives that we found …