Negotiating Styles Among American Purchasing Managers In The 21st Century: Revisited

Abstract

This study addresses whether the collaborative negotiation style is the most prevalent among American purchasing managers in the 21^st century’s landscape created by the global economy. It also examines whether there are relationships between the purchasing manager’s negotiation styles and selected personal and organizational characteristics that may affect negotiation styles. The results of the study reveal that the collaborative style is predominant. There are also significant relationships between the purchasing manager’s negotiation styles and personal and organizational characteristics.