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Negotiation is a process. It is not an event. Negotiators must use a process that has a patina of both emotional engagement and detachment in order to be successful. There are numerous examples of negotiations that fail because the players involved just couldn't resolve how to get the negotiation process completed. The financial success of most organizations greatly depends on the performance of suppliers and subcontractors. The ability of contracting and procurement staff to negotiate effectively influences costs, schedules, quality, responsiveness, innovation, and supply chain flexibility.
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