Negotiations provider-client for supply chains coordination under competitiveness

Current tactical models of Supply Chain s (SC ) associate the conflicts among independent SCs with the uncertain behavio u r of external echelons (third parties). Although the trend now arises to solve these conflicts using multi - objective opti mization and game theory, typical analytical models do not consider the benefits of uncertainty reduction obtained when a supply/demand contract is agreed, which can be model l ed as the probability of acceptance of solutions with reduced benefits, where lie s precisely the novelty of this work . Accordingly, this work proposes a win - win scenario - based negotiation approach, for the case of decentralized multi - site and multi - product SCs in a highly competitive environment. Different price scenarios, offered by t he leader SC, are analyzed for the negotiation item, resulting in different MINLP tactical models, which are illustrated using a case study that coordinates different suppliers’ SCs with an industrial production/distribution SC in a global scenario. The ne gotiation scenario resulting from maximizing each SC profit proves to be the most adequate, leading to higher global profit