Buying Transportation Service: The Shipper’s View

  • Colin Barrett


“If you don’t know where you’re going,” runs the old saw, “any road will take you there.”

A successful business negotiation, in transportation as anywhere else, depends far more on what the parties do before they sit down at the bargaining table than on what takes place at that table. In motion pictures, plays, books, etc., depicting the negotiation process (whether real or fictitious), the emphasis is always on clever tactics and on-the-spot decision-making during the actual negotiations; that, after all, is where the visible drama lies. Real-world businesspeople who try to negotiate in that fashion, however, will find that all this fine dramatic effect merely disguises a lack of substantive results; not having predetermined what their negotiating objectives are, they’ll almost inevitably fail to achieve what they really want or need.


Negotiation Process Transportation Service Actual Negotiation Business Negotiation Bargaining Table 
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Copyright information

© The Traffic Service Corporation 1987

Authors and Affiliations

  • Colin Barrett

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