Professor of Strategic Management
European Competitiveness; Europe;
JOURNAL ARTICLE | Supply Chain Forum | 11 | January 2010
Experience and Learning in Wine Supply Chian Negotiations
This paper examines the link between the governance mechanisms to prevent supply chain opportunism and experience 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 better align a cooperative supply chain governance context, 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.