A Primer on Negotiating Corporate Purchase Contracts
In today's world everyone is looking for cost reduction opportunities. The main opportunity to reduce costs is through negotiations with suppliers. Many companies struggle with the "methodology" in order to prepare for a negotiation. This book was written to help buyers develop a road map to negotiation success. Planning for a negotiation is an important skill set that can impact the bottom line and help your company save money. The process within this book has saved companies millions of dollars!
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Agreement Number Alternate Suppliers BATNA bill of materials business plan buy the business Buyer capabilities 10.00 Checklist Figure chess competition cost increase cost reduction cost savings decrease develop a game Dun and Bradstreet engineering department Engineering support everything Fallback Position game plan give goals and objectives Highway Fasteners Inc intelligence inventory Last-Time-Buy Clause Lead-Time Reductions long-term agreement looking manager market test Memorandum of Understanding Negotiation Tactic old price Once opponent past negotiations plier price increase Price protection profit margin Programs Rebate purchasing departments rebate clause rebate program request selecting a supplier sleeping dog sole source situation spreadsheets Stock Rotation strategy Sun Tzu Supplier Code Supplier File Supplier Profile Supplier Selection Matrix sure termination clause Terms/Discount thing Through-hole tiation tion today’s told tool tribal knowledge understand Warranty on Material Warranty Return