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Practical Handbook of Transportation Contracting and Rate Negotiations - 1st edition (Paperback, 1987 ed.)
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Practical Handbook of Transportation Contracting and Rate Negotiations - 1st edition (Paperback, 1987 ed.)
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In the time-worn traditions of the transportation industry, ship
pers and carriers regard one another as enemies. There is, to be
sure, a certain degree of validity to such a viewpoint. An element
of conflict will naturally be present in any vendor-purchaser
relationship. The two, after all, are seeking distinctly different
things from that relationship; and to a con siderable extent each
party's success in realizing its own goals must be achieved at the
expense of the other. At the same time, however, viewing that
relationship as strictly zero-sum-a gain by one side always
resulting in an equal and offsetting loss by the other-is a gross
misconception. It overlooks the key reality that, no matter which
party comes closest to its own objectives, the relationship, and
the business transactions that flow from it, must ultimately
benefit both. Without that level of mutual benefit the relationship
will simply not exist (or will soon founder if it somehow does come
into being); for it is only the self-interest of the two parties
that impels them to establish and continue that relationship at
all. In transportation, however, this element of mutuality-the
attitude that the parties share a common interest in nurturing
their relationship-is often forgotten. Instead of working to gether
as, fundamentally, partners in a business transaction from which
both expect to derive gains, they dedicate the bulk of their
energies to fighting, rather than cooperating, with one another."
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