Skip to main content
Article thumbnail
Location of Repository

The effect of cost information on buyer-supplier negotiations in different power settings.

By Alexandra Van den Abbeele, Filip Roodhooft and Luk Warlop


buyer-supplier negotiations; cost information;

OAI identifier:

Suggested articles


  1. (1966). A classroom study of the dilemmas in
  2. (2007). A comparison of auditor
  3. accountant in collective bargaining.
  4. accounting: Graphics and guidelines for theory-consistent
  5. (1995). Activity based costing and total cost of
  6. adoption of total cost of ownership for sourcing decisions – A
  7. alliances and networks.
  8. An experimental investigation of the effects of negotiation.
  9. and belief in a just world on auditor independence.
  10. and client initial negotiation positions and tactics.
  11. and concession making.
  12. and its influence on negotiations.
  13. and managers’ judgments about negotiated transfer prices.
  14. and persuasion in managerial judgment.
  15. and statistical considerations.
  16. and the quality of negotiated agreement.
  17. and the United States.
  18. and the weighting of performance measures: Evidence from
  19. auditor–client management negotiation concerning client’s
  20. availability and audit committee effectiveness on auditors’
  21. (2006). Building a pathway to cooperation:
  22. Calculating the total cost of ownership of utilities: A case
  23. cesses in individualistic and collectivistic cultures.
  24. (1985). Competitive advantage: Creating and
  25. (1993). Controlling other people: The impact of
  26. demands in negotiation.
  27. (2008). den Abbeele et al./Accounting, Organizations and Society xxx
  28. (2008). Disk Used ARTICLE IN PRESS Please cite this article in press as: Van den Abbeele, A. et al., The effect of cost information on buyer–supplier negotiations ..., Accounting, Organizations and Society
  29. (2003). Effects of authoritative guidance
  30. for market transactions: The relation between transaction
  31. Human Decision
  32. incomplete contract design and subsequent
  33. (1981). Information disclosure and the role of the
  34. inhibition.
  35. Interdependence in negotiation: Effects of exit options and
  36. (2001). Interdependencies, trust and information in
  37. interpersonal negotiation. In
  38. judgment in an auditor–client negotiation context.
  39. just new bottles?.
  40. Knowledge matters: The effect of tactical descriptions on
  41. management bargaining power, moral reasoning develop-
  42. (1998). Marketing negotiations in France,
  43. (1992). Measuring the cost of
  44. ment: The value chain perspective.
  45. mixed-motive decision making.
  46. (2001). Modeling distributive and integrative nego-
  47. moderates the interpersonal effects of anger and happiness
  48. moderation is mediated and mediation is moderated.
  49. nates by default and by design.
  50. Negotiation and social exchange between principal and agent.
  51. negotiation behavior and outcome.
  52. negotiation research in accounting and auditing. The Account-
  53. negotiation strategies.
  54. negotiations in multi-period settings.
  55. Negotiations over accounting issues: The congruency of audit
  56. of alternatives to settlement in dyadic negotiation.
  57. of information processing and strategy in conflict and
  58. of inter-firm cost management.
  59. (1986). Opportunity costs and
  60. (2003). Optimised sourcing strategies using total cost of
  61. ownership: A critical linkage.
  62. partner and chief financial officer recalls.
  63. (2006). Power and emotion in negotiation:
  64. Power can bias impression processes: Stereotyping subordi-
  65. power on stereotyping.
  66. power on the information search, impression formation,
  67. pricing: Is fairness easier said than done?. The Accounting
  68. problem between buyers and suppliers?. The Accounting
  69. ships: A field study.
  70. ships: Evidence on appropriation concerns and coordination
  71. (1976). Social exchange theory. Annual Review of
  72. social motive on distributive and integrative negotiation.
  73. (1989). Strategic cost management:
  74. Strategic financial disclosure: Evidence from labor negotia-
  75. structural equations analysis.
  76. suppliers using total cost of ownership.
  77. sustaining superior performance.
  78. the balanced scorecard. The Accounting
  79. (1995). The effect of client
  80. the framing of resource allocation decisions. Organizational
  81. (2004). The influence of
  82. (1959). The social psychology of
  83. theory of interdependence.
  84. tiation cognition: Judgment accuracy and negotiation pro-
  85. tiations: Reviewed and revised characterization. Group Deci-
  86. (2003). Value chain analysis in interfirm relation-
  87. Van den Abbeele et al./Accounting,
  88. variable distinction in social psychological research: Concep-

To submit an update or takedown request for this paper, please submit an Update/Correction/Removal Request.