Bluffs, Lies, and Consequences: A Reconceptualization of Bluffing in Buyer-Supplier Negotiations

Volume: 54, Issue: 2, Pages: 49 - 70
Published: Nov 10, 2017
Abstract
Business negotiations constitute a key element of supply chain interactions that can create additional value for both the buyer and supplier. However, negotiations can also render the parties vulnerable to deception. While a large body of knowledge on buyer–supplier relationships exists, research on deception and bounded ethicality in supply chain relationships is still nascent. We advance this new research stream in behavioral supply chain...
Paper Details
Title
Bluffs, Lies, and Consequences: A Reconceptualization of Bluffing in Buyer-Supplier Negotiations
Published Date
Nov 10, 2017
Volume
54
Issue
2
Pages
49 - 70
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