Sharing Sensitive Information in Supply Relationships: The Flaws in One-way Open-book Negotiation and the Need for Transparency

Richard Lamming, Nigel Caldwell, Wendy Phillips, Debbie Harrison

Research output: Contribution to journalArticlepeer-review

36 Citations (Scopus)

Abstract

One of the key issues in managing inter-organisational relationships is the need for exchanging sensitive information and knowledge between customer and supplier. Attempts to conduct this process in practice appear to have taken customer dominance as their basis; the negotiation techniques that have developed as a result appear clumsy and flawed. This paper explores customers’ requirement for their suppliers to ‘open their books’ and reveal sensitive and secret information. The subsequent tactical ploys and responses commonly employed are discussed and a potential solution to the problem is proposed – the concept of jointly managed transparency at the supply interface.
Original languageEnglish
Pages (from-to)554-563
Number of pages10
JournalEuropean Management Journal
Volume23
Issue number5
DOIs
Publication statusPublished - Oct 2005

Keywords

  • Supply chain
  • Transparency
  • Open-book
  • Purchasing
  • Supply management
  • Manufacturing

ASJC Scopus subject areas

  • Business, Management and Accounting(all)

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