Negotiation in Channels of Distribution: Conditions, Behavior, and Outcomes

Gregory E. Osland; Lloyd M. Rhinehart

doi:10.1300/J049v03n02_05

Negotiation in Channels of Distribution: Conditions, Behavior, and Outcomes

Research output: Contribution to journal › Article › peer-review

Abstract

A model of the negotiation process is developed and tested on a sample of motor carriers that provide contractual service in distribution channels. The result indicate that expectation of continuity in a channel relationship leads to cooperative negotiating behavior. This cooperative (integrative) negotiating behavior, in turn, results in mutually beneficial outcomes. In addition, perceived dependence has a weak effect on negotiating behavior and outcomes. Managers are advised about conditions and outcomes of the use of both cooperative and arms-length negotiating strategies.

Original language	American English
Journal	Scholarship and Professional Work - Business
Volume	3
Issue number	2
DOIs	https://doi.org/10.1300/J049v03n02_05
State	Published - Jan 1 1993

Keywords

channels of distribution
cooperative negotiating behavior
integrative negotiating behavior

Disciplines

Business
Business Administration, Management, and Operations
Marketing

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http://dx.doi.org/10.1300/J049v03n02_05

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title = "Negotiation in Channels of Distribution: Conditions, Behavior, and Outcomes",

abstract = " A model of the negotiation process is developed and tested on a sample of motor carriers that provide contractual service in distribution channels. The result indicate that expectation of continuity in a channel relationship leads to cooperative negotiating behavior. This cooperative (integrative) negotiating behavior, in turn, results in mutually beneficial outcomes. In addition, perceived dependence has a weak effect on negotiating behavior and outcomes. Managers are advised about conditions and outcomes of the use of both cooperative and arms-length negotiating strategies.",

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N2 - A model of the negotiation process is developed and tested on a sample of motor carriers that provide contractual service in distribution channels. The result indicate that expectation of continuity in a channel relationship leads to cooperative negotiating behavior. This cooperative (integrative) negotiating behavior, in turn, results in mutually beneficial outcomes. In addition, perceived dependence has a weak effect on negotiating behavior and outcomes. Managers are advised about conditions and outcomes of the use of both cooperative and arms-length negotiating strategies.

AB - A model of the negotiation process is developed and tested on a sample of motor carriers that provide contractual service in distribution channels. The result indicate that expectation of continuity in a channel relationship leads to cooperative negotiating behavior. This cooperative (integrative) negotiating behavior, in turn, results in mutually beneficial outcomes. In addition, perceived dependence has a weak effect on negotiating behavior and outcomes. Managers are advised about conditions and outcomes of the use of both cooperative and arms-length negotiating strategies.

KW - channels of distribution

KW - cooperative negotiating behavior

KW - integrative negotiating behavior

UR - https://digitalcommons.butler.edu/cob_papers/229

UR - http://dx.doi.org/10.1300/J049v03n02_05

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JO - Scholarship and Professional Work - Business

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Negotiation in Channels of Distribution: Conditions, Behavior, and Outcomes

Abstract

Keywords

Disciplines

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