An Experimental Test of Negotiation Strategy Effects on Knowledge Sharing Intentions in Buyer–Supplier Relationships
通过实验检验了买卖双方谈判中采用双赢或输赢策略对后续知识共享意愿的影响，发现输赢策略会降低信息交换、沟通质量和知识转移的意愿。
Negotiations are an essential element of buyer–supplier relationships that form the foundation of modern supply chains. Research has identified two common types of negotiation strategies that are used in buyer–supplier negotiations. A win–win negotiation strategy attempts to maximize mutual gain while a win–lose strategy focuses on obtaining a disproportionate share of benefits. This study investigates the relational costs of adopting a negotiation strategy in terms of adverse effects on knowledge sharing intentions in interdependent buyer–supplier relationships. A between‐subjects scenario‐based experiment is used to test hypotheses developed from applicable literature and social exchange theory. Results of the experiment indicate that employing a win–lose negotiation strategy may decrease future intentions toward information exchange, communication quality and operational knowledge transfer between buyers and suppliers. The findings inform managerial aspects of supply chain relationship management, extend the negotiation literature to consider longer‐term effects of common negotiation strategies and provide insights into social exchange theory.