6. Negotiations

  1. Joe Payne and
  2. William R. Dorn Jr.

Published Online: 9 MAR 2012

DOI: 10.1002/9781118386828.ch6

Managing Indirect Spend: Enhancing Profitability through Strategic Sourcing

Managing Indirect Spend: Enhancing Profitability through Strategic Sourcing

How to Cite

Payne, J. and Dorn, W. R. (2011) Negotiations, in Managing Indirect Spend: Enhancing Profitability through Strategic Sourcing, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118386828.ch6

Publication History

  1. Published Online: 9 MAR 2012
  2. Published Print: 24 OCT 2011

ISBN Information

Print ISBN: 9780470886885

Online ISBN: 9781118386828

SEARCH

Keywords:

  • negotiate;
  • strategic sourcing;
  • RFX process;
  • supply base;
  • team environment

Summary

This chapter contains sections titled:

  • Knowing What to Negotiate

  • Negotiation Optimization: Developing Final Targets

  • Getting to “No”

  • What Not to Do

  • In Summary