... terminate negotiations than to enter into an unsatisfactory agreement. Develop a BATNA, or best alternative to a negotiated agreement as advocated by Fisher, Ury, and Patton. If the supplier's ... Weapon A few years ago, one of us was having dinner with a senior member of the Japanese Management Association. We said, "We believe that in Japan, supply management is treated as a strategic ... Ellram and John N. Pearson, "The Role of the Purchasing Function: Toward Team Participation," International Journal of Purchasing and Materials Management (Summer 19 93) , pp. 3- 9. Also...