Abstract
Negotiation is a critical mechanism for coordinating interorganizational exchanges and building sustainable, long-term relationships in supply chains. Yet, how negotiation styles shape bargaining processes and, ultimately, economically and relationally sustainable outcomes in supply chain systems remains underexplored. This study addresses that gap by examining the relationships among negotiation styles, bargaining processes, and sustainable negotiation outcomes using data from a simulated buyer–seller negotiation involving more than 200 participants. Structural equation modeling shows that competing, collaborating, compromising, and avoiding styles significantly influence bargaining processes, which in turn affect negotiation outcomes. Importantly, collaborating is the only style that consistently generates economically and relationally sustainable outcomes: it yields higher joint profits, strengthens long-term relationships, and enhances post-negotiation satisfaction. These findings demonstrate that collaboration creates value beyond immediate economic gains by fostering mutually beneficial exchanges and enduring supply chain partnerships. By uncovering the behavioral mechanisms through which negotiation styles influence both financial and relational outcomes, this study advances negotiation theory and contributes to the growing literature on sustainable supply chain management. It also offers practical guidance for managers seeking to cultivate collaborative negotiation capabilities that support long-term organizational performance and sustainable interorganizational relationships.
Keywords:
- Keyword: Bargaining behavior
- Keyword: collaboration
- Keyword: negotiation styles
- Keyword: sustainable supply chains
How to Cite:
Ma, Z. & Zheng, S., (2026) “Negotiating for sustainable supply chains: The impact of negotiation styles on bargaining processes and outcomes in buyer–seller negotiations”, Journal of Intelligent and Sustainable Systems (JISS) 2(3).