戴维·伯特-供应管理-Chap016.pptVIP

Chapter 16 Negotiation Key Concepts Objectives of Negotiation Quality Fair and Reasonable Price On-time Performance Control Cooperation Supplier Relationship Management When to Negotiate Key Concepts Supply Management’s Role in Negotiation The Supply Management Professional Acting Alone The Supply Management Professional as the Negotiating Team Leader The Negotiation Process Preparation Establishing Objectives Identify the Desired Type of Relationship Three Powerful Preparation Activities Key Concepts Face-to-Face Discussions Fact Finding Recess Narrowing the Differences Hard Bargaining T