The Development and Test of a Model of Transaction Negotiation

Abstract

A model of the negotiation process is developed and tested on a sample of buyers and sellers of contract motor carrier services. Support is found for the relationships that indicate buyers and sellers perceive their actions and behaviors affect the actions and behaviors of the other party in the negotiation. The results suggest that integrative strategies are being used by both parties in these transactions to arrive at a mutually beneficial outcome. Some implications of these findings for managerial practice are presented.