The negotiation process as a predictor of relationship outcomes in international buyer-supplier arrangements

Both the negotiation process and relationship building are integral to succ essful long-term business relationships. This paper combines the quest for reliable relationship measures with the findings of the negotiation literat ure in determining the extent to which negotiation process variables are pr edictors of past, present, and future relationship outcomes. In particular, the study examines the negotiation-relationship link in the context of int ernational supplier relationships. The results of the empirical analysis in dicate that purchasing departments tend to perceive a better past and prese nt 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. (C) 2001 Elsevier Science Inc. All rights reserved.