Open AccessNegotiating Styles Among American Purchasing Managers In The 21st Century: Revisited
Author(s) -
Abdalla Hageen,
Sushila S. Kedia,
Diana Thompson Oubre
Publication year - 2011
Publication title -
journal of business and economics research
Language(s) - English
Resource type - Journals
eISSN - 2157-8893
pISSN - 1542-4448
DOI - 10.19030/jber.v1i8.3038
Subject(s) - negotiation , style (visual arts) , purchasing , management styles , font , marketing , sociology , management , business , economics , social science , art , literature , visual arts
This study addresses whether the collaborative negotiation style is the most prevalent among American purchasing managers in the 21 st century’s landscape created by the global economy. It also examines whether there are relationships between the purchasing manager’s negotiation styles and selected personal and organizational characteristics that may affect negotiation styles. The results of the study reveal that the collaborative style is predominant. There are also significant relationships between the purchasing manager’s negotiation styles and personal and organizational characteristics.