COOPERATIVE CONTEXT, LEARNING AND NEGOTIATIONS IN SUPPLY CHAIN HOLD UP SITUATIONS EVIDENCE FROM AN INDUSTRY SIMULATION

learningCOOPERATIVE CONTEXT, LEARNING
AND NEGOTIATIONS IN
SUPPLY CHAIN
HOLD UP SITUATIONS
EVIDENCE FROM AN INDUSTRY
SIMULATION

Karel Cool and James Henderson
IMD 2007-03

Karel Cool
B.P. Chair in European Competitiveness, Professor, Strategic Management
INSEAD
Fontainebleau
France

and

James Henderson
Professor of Strategy
IMD International
Chemin de Bellerive 23
1001 Lausanne
Switzerland

This paper examines the link between the cooperative mechanisms to prevent supply chain hold-
up and learning in negotiations. The analysis comes from data generated from an experiment
based on the French Champagne industry. Results show that dyads where both parties have prior
negotiation experience could best align context, intent, and negotiation approach with higher
individual and joint outcomes. While dyads with asymmetric negotiation experience achieved
more win-win outcomes than inexperienced dyads, their results still tended to be driven by the
less experienced party. These results suggest that prior negotiation experience rather than
cooperative context matters more for negotiation outcomes. Key words: learning, supply chain negotiations, simulation.

COOPERATIVE CONTEXT, LEARNING AND NEGOTIATIONS IN SUPPLY CHAIN HOLD UP SITUATIONS EVIDENCE FROM AN INDUSTRY SIMULATION

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