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Full-Text Articles in Business
A Negotiation-Oriented Model Of Auditor-Client Relationships, Gary Kleinman, Dan Palmon
A Negotiation-Oriented Model Of Auditor-Client Relationships, Gary Kleinman, Dan Palmon
Department of Accounting and Finance Faculty Scholarship and Creative Works
The increasing frequency and complexity of inter-organizational relationships suggests that inter-organizational negotiations should represent an area of increasing concern to management and academicians. Unfortunately, there is little theorizing about, nor study of, these negotiations. The few extant models are heavily influenced by models of individual negotiating styles that are then raised to the inter-organizational level with minimal change. The model developed here attempts to provide a framework for understanding the context of these interorganizational negotiations by identifying and illuminating factors that influence the outcome of interactions in various long-term supplier relationships. Factors discussed include dynamic and stable environments, organizational cultures, …
Rate Integrity In Convention Cities, Carl A. Boger, Je'anna Abbott, Li-Chun Lin, Amy Heinemann
Rate Integrity In Convention Cities, Carl A. Boger, Je'anna Abbott, Li-Chun Lin, Amy Heinemann
Department of Hospitality and Tourism Faculty Scholarship and Creative Works
Potential hotel guests who are not participants in a convention are many times able to negotiate their rates whereas convention participants pay higher fixed rates. Convention participants may begin representing themselves as nonconvention participants to obtain these lower rates. This will reduce the number of rooms that can be counted toward a convention-room block and may reduce the hotel's average daily rate or occupancy percentage. It is in the best interest of convention organizers and hotel executives if rate integrity exists among hotels in convention cities. This study compares the rate integrity between convention cities and provides suggestions on how …