The art of negotiation has been explored in a number of bestsellers over the last decade. With the advent of a truly global economy, international and cross‐cultural relationships are forming out of ecessity. The potential for error when talking between cultures is considerable and many...

Relationship marketing has emerged as a big new idea for many Western companies. Relational, as opposed to transactional exchange is the norm in many countries. However, an exchange method which has worked well at home may fail in a culture with different values. While companies may reconfigure...

It is widely held that long‐term relationships between buyers and suppliers are beneficial for both parties. This view has become axiomatic in contemporary management. However, little empirical evidence exists to support the benefits of long‐ versus short‐term relationships. This study...

As the thoughts and actions of marketers focus on the philosophy of relationship marketing (RM), the purpose of this paper is to broaden our understanding of the concept for its effect on ethical behaviour in organisations. Whilst there is evidence of strong ethical inputs in the theory...

Purpose – It is argued that the management of the diverse commercial imperatives of the participants in the value chain is partly achieved by negotiation. Seeks to describe the mechanism by which negotiation achieves satisfactory outcomes, capturing ome of the strategic financial impacts by...

Purpose – This paper seeks to present an interview with Edward de Bono who is widely regarded as the father of lateral thinking and a leading authority in the direct teaching of thinking as a skill, describing how his medical background inspired his understanding of the brain as a...

Purpose – The purpose of this paper is to examine the factor “Staff's beliefs, attitudes and social representations” vis‐à‐vis the part it plays during the negotiation process in the effort of the two leaders of the Greek banking branch to merge. Design/methodology/approach – The...

Purpose – The purpose of this paper is propose a strategic framework for understanding interpartner negotiation dynamics in alliances. Design/methodology/approach – The authors define interpartner negotiations as a process of reconciling and integrating the interests of the partners in an...

This paper seeks to describe the concept and practice of “principled negotiations” as applied to collective bargaining, within the context of Philippine and other international experiences. The intervention strategy utilized in the actual cases provided valuable lessons and insights, where...