IDEAS home Printed from https://ideas.repec.org/a/cbu/jrnlec/y2023v6p335-345.html
   My bibliography  Save this article

Negociation As Business Tool For Obtaining Competitive Advantage In Sourcing

Author

Listed:
  • ZAMFIR IONUT-FLORIN

    (BUCHAREST UNIVERSITY OF ECONOMIC STUDIES, BUCHAREST, ROMANIA)

Abstract

The main aim of this paper is to explore negotiation as a business tool that can be used by sourcing companies for obtaining competitive advantage over their rivals in global markets. More and more companies using their own or 3rd party sourcing companies to buy products with the great value in the term of price and specification from suppliers from different parts of the world. In the last 3 years global market was heavily impacted by multiple crisis that pressed the sourcing companies to be agile, resilient and to find new ways to maintain or obtain a competitive advantage over their competitors. Therefore, the sourcing company should understand which are the processes and tools that can lead them to the targeted results. Negotiation is a core activity in sourcing companies and could be analysed from multiple perspectives. Therefore, the paper will put negotiation, from theoretical point of view, into the current context together with concepts as strategy, sourcing, and competitive advantage. Moreover, paper will analyse from a practical perspective the negotiation terms, that will be integrated in a tool, and their impact on obtaining a competitive advantage. In the end the paper will summarize the types of competitive that could be obtained by leveraging each of the negotiation terms during a negotiation with the suppliers.

Suggested Citation

  • Zamfir Ionut-Florin, 2023. "Negociation As Business Tool For Obtaining Competitive Advantage In Sourcing," Annals - Economy Series, Constantin Brancusi University, Faculty of Economics, vol. 6, pages 335-345, December.
    • Handle: RePEc:cbu:jrnlec:y:2023:v:6:p:335-345
    as

    Download full text from publisher

    File URL: https://www.utgjiu.ro/revista/ec/pdf/2023-06/35_zamfir.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Bobillo, Alfredo M. & López-Iturriaga, Felix & Tejerina-Gaite, Fernando, 2010. "Firm performance and international diversification: The internal and external competitive advantages," International Business Review, Elsevier, vol. 19(6), pages 607-618, December.
    2. Henry Mintzberg, 1978. "Patterns in Strategy Formation," Management Science, INFORMS, vol. 24(9), pages 934-948, May.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Xueyan Dong & Jingyu Gao & Sunny Li Sun & Kangtao Ye, 2021. "Doing extreme by doing good," Asia Pacific Journal of Management, Springer, vol. 38(1), pages 291-315, March.
    2. CHEN, Helen S.Y., 2020. "Designing Sustainable Humanitarian Supply Chains," OSF Preprints m82ar, Center for Open Science.
    3. Denise M. Keele & Susan DeHart, 2011. "Partners of USEPA Climate Leaders: an Event Study on Stock Performance," Business Strategy and the Environment, Wiley Blackwell, vol. 20(8), pages 485-497, December.
    4. Robert P. Garrett Jr. & Jeffrey G. Covin, 2015. "Internal Corporate Venture Operations Independence and Performance: A Knowledge–Based Perspective," Entrepreneurship Theory and Practice, , vol. 39(4), pages 763-790, July.
    5. Stephen J. Procter & Michael Rowlinson & Louise McArdle, & John Hassard & Paul Forrester, 1994. "Flexibility, Politics & Strategy: In Defence of the Model of the Flexible Firm," Work, Employment & Society, British Sociological Association, vol. 8(2), pages 221-242, June.
    6. Ben Slimane, Faten & Padilla Angulo, Laura, 2019. "Strategic change and corporate governance: Evidence from the stock exchange industry," Journal of Business Research, Elsevier, vol. 103(C), pages 206-218.
    7. Tammy E. Beck & Donde Ashmos Plowman, 2009. "Experiencing Rare and Unusual Events Richly: The Role of Middle Managers in Animating and Guiding Organizational Interpretation," Organization Science, INFORMS, vol. 20(5), pages 909-924, October.
    8. Hoe Chin Goi & Jiro Kokuryo, 2016. "Design of a University-Based Venture Gestation Program (UVGP)," Journal of Enterprising Culture (JEC), World Scientific Publishing Co. Pte. Ltd., vol. 24(01), pages 1-35, March.
    9. Buitrago R., Ricardo E. & Barbosa Camargo, María Inés, 2021. "Institutions, institutional quality, and international competitiveness: Review and examination of future research directions," Journal of Business Research, Elsevier, vol. 128(C), pages 423-435.
    10. Hohler, J., 2018. "Reconstruction of empirical strategies using content analysis - an application to the dairy industry," 2018 Conference, July 28-August 2, 2018, Vancouver, British Columbia 277123, International Association of Agricultural Economists.
    11. Arturo GUTIERREZ FERNANDEZ & Macarena PEREZ-SUAREZ, 2017. "The Export Competitiveness Of Social Enterprises As Compared To With Export Smes," Revista Galega de Economía, University of Santiago de Compostela. Faculty of Economics and Business., vol. 26(1), pages 55-72.
    12. Bövers, Jana & Hoon, Christina, 2021. "Surviving disruptive change: The role of history in aligning strategy and identity in family businesses," Journal of Family Business Strategy, Elsevier, vol. 12(4).
    13. Gosselin, Maurice, 1997. "The effect of strategy and organizational structure on the adoption and implementation of activity-based costing," Accounting, Organizations and Society, Elsevier, vol. 22(2), pages 105-122, February.
    14. Peters, Matt D. & Wieder, Bernhard & Sutton, Steve G. & Wakefield, James, 2016. "Business intelligence systems use in performance measurement capabilities: Implications for enhanced competitive advantage," International Journal of Accounting Information Systems, Elsevier, vol. 21(C), pages 1-17.
    15. Alexis Laszczuk & Lionel Garreau & Bernard de Montmorillon, 2017. "Understanding emergence in business model development: how companies interact with stakeholders to deal with environmental ambiguity," Post-Print hal-01787276, HAL.
    16. Pirozzi Maria Grazia & Agliata Francesco & Tuccillo Danilo & Pirozzi Francesco, 2021. "Defining the Integrated Performance Measurement Systems in Small and Medium Enterprises: An Advanced Model," International Journal of Business and Management, Canadian Center of Science and Education, vol. 14(12), pages 203-203, July.
    17. Kai Dominik Renchen, 2020. "Influencer Impact on Brand Awareness: A Mixed Method Survey in the German Fashion Segment," European Journal of Business Science and Technology, Mendel University in Brno, Faculty of Business and Economics, vol. 6(2), pages 138-153.
    18. Elizabeth Krauter & Herbert Kimura & Leonardo Fernando Cruz Basso, 2004. "Criação De Valor Através Da Estratégia De Procrastinação," Anais do XXXII Encontro Nacional de Economia [Proceedings of the 32nd Brazilian Economics Meeting] 092, ANPEC - Associação Nacional dos Centros de Pós-Graduação em Economia [Brazilian Association of Graduate Programs in Economics].
    19. Rodrigo Alves Rolo & Kristof Van Assche & Martijn Duineveld, 2021. "Strategy and Steering in Governance: The Changing Fates of the Argentine Planning Council," Politics and Governance, Cogitatio Press, vol. 9(2), pages 415-427.
    20. Speklé, R.F. & van den Bogaard, M.A., 2002. "Reinventing The Hierarchy, The Case Of The Shell Chemicals Carve-Out," ERIM Report Series Research in Management ERS-2002-52-F&A, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:cbu:jrnlec:y:2023:v:6:p:335-345. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Ecobici Nicolae (email available below). General contact details of provider: https://edirc.repec.org/data/fetgjro.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.