Narratives in supplier negotiations—The interplay of narrative design elements, structural power, and outcomes

In buyer–supplier negotiations, both parties shape the relational and contractual dimensions of their collaboration. Being able to influence other party during negotiations is therefore vital improve performance outcomes. This research takes a configurational approach investigate how buyers can use narratives in different power situations suppliers economic negotiation results. our first study, we conduct narrative writing workshops identify typical design elements such narratives. second employ fuzzy-set qualitative comparative analysis determine configurations these narratives' effectiveness situations. Our theoretical contributions are twofold. First, expand transportation theory, showing that consist interlinked causally complex phenomenon. Second, for field supply chain management, develop theory by introducing as an additional means examining interplay between elements, structural power, outcomes specific relationship. Based on found were effective ineffective situations, derive propositions advance negotiations.