A primer on negotiating corporate purchase contracts / Patrick C. Penfield.

Format:

Book

Author/Creator:

Penfield, Patrick C.

Series:

Supply chain management and operations management collection.

Supply chain management and operations management collection

Language:

English

Subjects (All):

Purchasing.

Negotiation in business.

Physical Description:

1 online resource (72 p.)

Edition:

1st ed.

Place of Publication:

[New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2010.

Language Note:

English

Summary:

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!

Contents:

Acknowledgments

Introduction

Chapter 1. Planning

Chapter 2. Supplier history and intelligence

Chapter 3. Goals and objectives

Chapter 4. Negotiations game

Chapter 5. Negotiation tactics

Chapter 6. Analysis

Chapter 7. Contracts

Chapter 8. Supplier file

Chapter 9. Conclusion

Notes

Selected references

Index.

Notes:

Description based upon print version of record.

Includes bibliographical references (p. [57]) and index.

Title from PDF t.p. (viewed on May 11, 2010).

ISBN:

1-78034-987-4

1-283-89291-X

OCLC:

631566180

Publisher Number:

1 BEP