power constellation in negotiations with these new suppliers, since negotiating power is the greatest lever for influencing … the outcome of negotiations. This study analyzes the importance of organizational sources of power and their interplay …

Despite the importance of negotiations in companies and their contribution to strategic corporate planning, researchers … have not yet focused on assessing the development of negotiations in the future. To broaden the field of futures research … in negotiations and to provide empirical guidance about strategic business decisions to negotiators and managers, this …