Reinventing the Supply Chain Life Cycle, Student Workbook by LeGrand Stephen B

Author:LeGrand, Stephen B....
Language: eng
Format: epub
Published: 2014-04-24T13:34:33.407000+00:00

Chapter Summary

A large part of a supply chain manager’s role is negotiation. This chapter provides foundational content on the concepts and practices of negotiation. The process steps required to undertake negotiations are detailed, along with winning strategies to help prepare for negotiations. To understand the role of a negotiator, the chapter also presents guiding principles for negotiating purchasing agreements, styles of negotiation to help guide the structure of the process, criteria for the development of a negotiating strategy, and common negotiating tactics. Other topics include best practice negotiation strategies, overcoming negotiation roadblocks, and delaying tactics.

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