Commercial negotiation - ancient practice, modern philosophy
Article Abstract:
Negotiation, as has ever been practiced in commerce, can be useful to purchasing managers. The process goes through positioning, reflecting, and adjusting states. Understanding of agendas, long-term relationships, and games contribute to success in negotiation.
Publication Name: Journal of Purchasing & Materials Management
Subject: Transportation industry
ISSN: 0094-8594
Year: 1982
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Price-performance evaluation: a conceptual approach
Article Abstract:
Purchasing managers must decide which of several standards to use in evaluating prices of products purchased. Selection of standards depends on supplier pricing bases and the characteristics of materials and services purchased.
Publication Name: Journal of Purchasing & Materials Management
Subject: Transportation industry
ISSN: 0094-8594
Year: 1982
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Product involvement and industrial buying
Article Abstract:
Product involvement as factor in industrial procurement considered. Study shows procurement affected by product involvement varying with product types.
Publication Name: Journal of Purchasing & Materials Management
Subject: Transportation industry
ISSN: 0094-8594
Year: 1981
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