Models for customer-supplier negotiation in a collaborative supply chain

In supply chains, the conflicts between autonomy and cooperation, local interest and global objective are important problems that supply chain members are currently facing, especially when enterprises are involved in multiple supply chains or networks. Furthermore, the growing complexity of supply networks has extended the risks of poor supply chain performance, particularly for complex manufacturing, such as aeronautic industry. Thereby, building and managing a good relationship between partners is an essential factor for supply chain performance. In this context, we suggest a negotiation process, helping supply chain member to publish hidden constraints, synchronize internal and external interests, and share risks with other supply chain members, finally improving the performance of cooperation. In order to make our suggestion realistic, we have firstly specified the detailed processes and then tested their practical feasibility, on one hand through the assessment of extra costs and on the other hand by matching them with identified cooperation situations, in which such negotiation process may exist