August 2025
Intermediate to advanced
504 pages
13h
English
Content preview from Negotiation for Procurement and Supply Chain Professionals, 4th Edition
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Glossary
- AI
- Artificial Intelligence.
- BATNA
- Best Alternative To a Negotiated Agreement – alternatives to the deal or specific requirement if an acceptable agreement is not reached.
- Body language
- A form of human mental and physical non-verbal communication, which consists of body posture, gestures, facial expressions and eye movements. Humans send and interpret such signals almost entirely subconsciously.
- Category management
- A strategic procurement approach that can add significant value. It works by segmenting third-party spend into discrete categories according to their market-facing nature and developing new sourcing strategies for each that reduce cost and risk and increase value and innovation from the supply chain.
- Declarative knowledge ...
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