THE DESIGN OF COLLABORATIVE NEGOTIATION PROCESS FOR THE BARGAINING PROBLEM BETWEEN MAKER AND RETAILER

摘要

In the high-tech electronics equipment industry, there are many sources of uncertainty across the entire supply chain. These are influencing the supply chain performance dramatically in terms of inventory and customer service level. Especially, in the case of decision making about the bargaining problem, the conflict of interests between maker and retailer inevitably leads to various inefficient results. To mitigate the problematic situations, we suggest a collaborative negotiation process by adopting the advantages of ‘‘Nash bargaining solution''. First, we develop the collaborative process by translating the four axioms into the appropriate conditions and detail procedures. Also, we propose the coordinator which has a role to facilitate the negotiation efficiently. Finally, we show the benefits of the proposed model by comparing with either non-cooperative or integrated scenario.