The University of Southampton
University of Southampton Institutional Repository

Sharing sensitive information in supply relationships: The flaws in one-way open-book negotiation and the need for transparency

Sharing sensitive information in supply relationships: The flaws in one-way open-book negotiation and the need for transparency
Sharing sensitive information in supply relationships: The flaws in one-way open-book negotiation and the need for transparency
One of the key issues in managing inter-organisational relationships is the need for exchanging sensitive information and knowledge between customer and supplier. Attempts to conduct this process in practice appear to have taken customer dominance as their basis; the negotiation techniques that have developed as a result appear clumsy and flawed.
This paper explores customers’ requirement for their suppliers to ‘open their books’ and reveal sensitive and secret information. The subsequent tactical ploys and responses commonly employed are discussed and a potential solution to the problem is proposed – the concept of jointly managed transparency at the supply interface.
supply chain, transparency, open-book, purchasing, supply management, manufacturing
0263-2373
554-563
Lamming, Richard
3e84a762-7186-45f4-83ee-a41c4cb0e5ad
Caldwell, Nigel
de72ba40-fd3b-41c0-9e19-9b1875701681
Phillips, Wendy
b06ee55b-5765-4ff4-a302-8af8187ae3af
Harrison, Deborah
d33629c2-c008-4901-bf6a-66182b3e5a61
Lamming, Richard
3e84a762-7186-45f4-83ee-a41c4cb0e5ad
Caldwell, Nigel
de72ba40-fd3b-41c0-9e19-9b1875701681
Phillips, Wendy
b06ee55b-5765-4ff4-a302-8af8187ae3af
Harrison, Deborah
d33629c2-c008-4901-bf6a-66182b3e5a61

Lamming, Richard, Caldwell, Nigel, Phillips, Wendy and Harrison, Deborah (2005) Sharing sensitive information in supply relationships: The flaws in one-way open-book negotiation and the need for transparency. European Management Journal, 23 (5), 554-563. (doi:10.1016/j.emj.2005.09.010).

Record type: Article

Abstract

One of the key issues in managing inter-organisational relationships is the need for exchanging sensitive information and knowledge between customer and supplier. Attempts to conduct this process in practice appear to have taken customer dominance as their basis; the negotiation techniques that have developed as a result appear clumsy and flawed.
This paper explores customers’ requirement for their suppliers to ‘open their books’ and reveal sensitive and secret information. The subsequent tactical ploys and responses commonly employed are discussed and a potential solution to the problem is proposed – the concept of jointly managed transparency at the supply interface.

Full text not available from this repository.

More information

Published date: 2005
Keywords: supply chain, transparency, open-book, purchasing, supply management, manufacturing

Identifiers

Local EPrints ID: 37004
URI: http://eprints.soton.ac.uk/id/eprint/37004
ISSN: 0263-2373
PURE UUID: 7cf5d13d-0403-44fc-8f3d-672054e59823

Catalogue record

Date deposited: 23 May 2006
Last modified: 15 Jul 2019 19:04

Export record

Altmetrics

Contributors

Author: Richard Lamming
Author: Nigel Caldwell
Author: Wendy Phillips
Author: Deborah Harrison

University divisions

Download statistics

Downloads from ePrints over the past year. Other digital versions may also be available to download e.g. from the publisher's website.

View more statistics

Atom RSS 1.0 RSS 2.0

Contact ePrints Soton: eprints@soton.ac.uk

ePrints Soton supports OAI 2.0 with a base URL of http://eprints.soton.ac.uk/cgi/oai2

This repository has been built using EPrints software, developed at the University of Southampton, but available to everyone to use.

We use cookies to ensure that we give you the best experience on our website. If you continue without changing your settings, we will assume that you are happy to receive cookies on the University of Southampton website.

×