An Analysis of Negotiation Practices in setting Freight Rates for Multinational Company in Indonesia.
Pratomo, Aditya (2010) An Analysis of Negotiation Practices in setting Freight Rates for Multinational Company in Indonesia. [Dissertation (University of Nottingham only)] (Unpublished)
The market condition in Indonesia transportation market is slightly different compare to developed countries market such as European or American market. Strong kinship senses had influenced the way they react in business relationship, especially in transportation business, where the solidarity was strong, this is in the sense that if you took care of me, thus I will take care of you. Nestle as the European company in which did not used to this kind of relationship, encounter the difficulty due to the differences in the relationship approach. Hence they chose to manage their relationship to the transporter using modified arm’s-length transactional approach with some modification, since, although it was still driven by the market price, Nestle Indonesia only dealing with several transporters. So it was in the middle of an arm’s-length approach and the collaboration approach.
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