On April 10, 2025, at 5:00 PM. will take place the next webinar in the Inspirational Lectures series, titled “A Critical Exploration of Bargaining in Purchasing and Supply Management,” will be held soon. The lecture will be conducted by Dr. Stephen Kelly, The University of Salford, Salford Business School, Manchester, UK
About the lecture:
Negotiating with suppliers is a key element of procurement management, but there is a lack of a systematic approach to this issue. The literature suggests that negotiation can be adversarial (as opposed to integrative approaches), involving discussions about prices and other variables between organizations. A literature review identified 427 scholarly articles, which were analyzed. The results allow for the development of a model and practical recommendations at various stages of negotiation, as well as the identification of research gaps, such as the impact of purchase volume or organizational size on bargaining power.
Dr Stephen Kellym
is a Senior Lecturer in Supply Chains, Procurement & Project Management at Salford Business School. He has a Ph.D. in Management Science from Lancaster University Management School, is a member of the Chartered Institute of Purchasing & Supply (CIPS), CIPS Assessor and a Senior Fellow of the Higher Education Academy (SFHEA). He has 15 years of teaching and research experience at a range of academic institutions and previously worked for over 10 years in industry in a variety of supply chain management roles for companies such as Siemens, GEC, and the NHS.
His research interests include negotiation, gender-responsive procurement, the use of artificial intelligence and circular procurement/sourcing. He has published supply-chain related research in a variety of leading academic journals such as the Journal of Purchasing & Supply Management, International Journal of Operations & Production Management, Journal of Public Procurement, Production, Planning & Control and Technological Forecasting and Social Change. He was the institutional lead in two large European Union-funded projects which researched PSM skills and Industry 4.0 and was previously the Vice-President of the International Purchasing & Supply Education and Research Association (IPSERA), as well as the co-founder of its annual Educator’s Workshop.
