From Long-term Contract to Market
An RBC Perspective on International Negotiations of Iron Ore Prices in the Asia-Pacific Region, 2009–2010
Bibliographic Data
| ID | 12618874 |
|---|---|
| Authors | Yue Wang (0000-0001-8527-9175, a Department of Management, Macquarie Business School, Macquarie University Sydney Australia, corresponding author), Akira Tanaka (0000-0001-5967-3996, a Department of Management, Macquarie Business School, Macquarie University Sydney Australia), Xiao‐Chun Huang (0009-0003-8168-9013, Macquarie University) |
| Year | 2020 |
| Volume | 25 |
| Issue | 2 |
| Pages | 345-371 |
| Publication date | 2020-05-07 |
| Open Access | No |
| Type | ARTICLE |
| Venue | International Negotiation (JOURNAL) |
| Journal identifiers | ISSN: 1382-340X • E-ISSN: 1571-8069 |
| Publisher | Brill (PUBLISHER • NL) |
| DOI | 10.1163/15718069-25131243 |
| OpenAlex | W3025907541 |
| Language | EN |
| References cited | 7 |
The collapse of a long-term contract-based ( LTC ) benchmark system and the rise of a market-based index system in international negotiations of iron ore prices in the Asia-Pacific region has attracted much media attention. However, a systematic analysis of why and how such a change occurred from a negotiation point of view is absent. Drawing upon a relationship-behavior-conditions ( RBC ) perspective from the international business (IB) negotiation literature, this article investigates how negotiations between parties unfolded during the 2009–2010 period. Specifically, the article contributes to a deeper understanding of the subject by evaluating the relationships between various negotiating parties, investigating some intriguing behaviors by negotiating parties, and identifying important conditions surrounding the negotiation process. The case of iron ore price negotiation also offers a vehicle to advance the RBC perspective in untangling complex IB negotiation problems and generate some broad implications for IB negotiation research and practices
Benchmark (surveying · Business · Economics · Geography · Index (typography · International business · International relations · International trade · Management · Negotiation · Perspective (graphical · Point (geometry · Political science · Politics · Computer Science · Conflict Management and Negotiation · Global and Cross-Cultural Management · Law · Outsourcing and Supply Chain Management
| Highly cited | No |
|---|