Uses negotiation concepts as a basis to investigate issues concerning the development of logistics partnerships for international and global operations. Presents a negotiation model as an investigative structure to illustrate the global issues that logistics managers face in creating partnership arrangements. The model includes environmental constraints, objectives for negotiation, negotiation strategy, and the outcome of the negotiation. Develops several hypotheses that suggest potential conceptual relationships between the elements of the model and, from these relationships, introduces managerial implications for consideration of strategy development and implementation.
Rinehart, L.M. (1992), "Global Logistics Partnership Negotiation", International Journal of Physical Distribution & Logistics Management, Vol. 22 No. 1, pp. 27-34. https://doi.org/10.1108/09600039210010351
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