Beyond Negotiation : Redeeming Customer-Supplier Relationships

Beyond Negotiation : Redeeming Customer-Supplier Relationships

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  • 製本 Hardcover:ハードカバー版
  • 言語 ENG,ENG
  • 商品コード 9780471922032
  • DDC分類 658.802

Table of Contents

  Closing the Competitive Gap--Involving the
Supplier.
Why the Adversarial Approach No Longer Works
(If It Ever Did).
Buyer-Seller Interdependence.
Risk and Trust--and the Development of
Relationships.
The Development of Organizations--and the
Implications for Buyer-Seller Relations.
An Organizational Strategy for Developing
Buyer-Supplier Relationships.
Creating the Right Conditions.
Letting Go the Rock.
Conclusion.
Appendices.
Index.