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Reinventing the Supply Chain Life Cycle, Student Workbook by Stephen B. LeGrand, Marc J. Schniederjans

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8. Negotiating

Learning Objectives

After completing this chapter, you should be able to

• Explain how negotiation is important in the role of a supply chain manager.

• Describe select negotiating strategies and tactics.

• Describe best practices in negotiating.

• Explain the suggested ISM steps in a negotiation process.

• Describe the principles that should guide negotiating purchasing agreements.

• Describe styles of negotiation.

• Explain how to overcome negotiation roadblocks.

• Describe why delaying tactics in negotiation are sometimes needed.

• Explain the importance of preparation in negotiation efforts.

Chapter Summary

A large part of a supply chain manager’s role is negotiation. This chapter provides foundational content on the concepts ...

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