8. Negotiating - Reinventing the Supply Chain Life Cycle: Strategies and Methods for Analysis and Decision Making [Book]

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8. Negotiating

8.1 Prerequisite Material

8.2 Guiding Principles in Negotiating Agreements

8.2.1 Winning Agreements

8.2.2 Negotiating Strategies and Tactics

8.2.3 Select Best Practices

8.3 Other Negotiation Topics

8.3.1 Overcoming Negotiation Roadblocks

8.3.2 Delaying Tactics

8.3.3 Preparing for Supply Chain Negotiations

8.4 What’s Next?

Terms

Advocacy approach

Artificial intelligence (AI)

Autonomous agents

Best alternative to a negotiated agreement (BATNA)

Genetic algorithm (GA)

Hardball strategy

Intelligent agents

Knowledge query manipulation language (KQML)

Least acceptable solution (LAS)

Maximum supportable solution (MSS)

Multi-agent systems

Negotiation strategy worksheet

Particle swarm optimization (PSO)

Statement ...

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