International Negotiation Strategies of U.S. Purchasing Professionals

Abstract

While globalization has shrunk temporal and spatial gaps between the buyer and the supplier across the world, it often widens the gap between these two parties because of cultural and national differences. Considering this trend, the successful path to international sourcing hinges on a buyer's negotiation strategies that can be used to convert cultural and national differences into positive business opportunities. To help U.S. purchasing professionals foster such strategies, this study empirically examines how globalization of business activities has influenced the way U.S. purchasing professionals conduct negotiations with international suppliers.