Abstract
Both the negotiation process and relationship building are integral to successful long-term business relationships. This paper combines the quest for reliable relationship measures with the findings of the negotiation literature in determining the extent to which negotiation process variables are predictors of past, present, and future relationship outcomes. In particular, the study examines the negotiation-relationship link in the context of international supplier relationships. The results of the empirical analysis indicate that purchasing departments tend to perceive a better past and present relationship when they can work independently with technical information provided by other departments. A better future relationship is correlated with senior management involvement and customer meetings.
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