Trowbridge 2009

Trowbridge 2009 - Seven Ways to Build Strength Mark...

Info iconThis preview shows pages 1–6. Sign up to view the full content.

View Full Document Right Arrow Icon
Click to edit Master subtitle style Mark Trowbridge Jeff Graiff and Lara Grantham Seven Ways to Build Strength
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Article Background Weaknesses in negotiating position: Supplier aware of secure business Single source Insufficient preparation
Background image of page 2
Technique 1: Relationship Management Involve management early and often Good communication builds relationships and creates cost-saving opportunities Sourcing team wins deal because of great relationship management for PGA.
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Technique 2: Differentiate between Competitive and Collaborative Negotiation Competitive Bargaining: Price Driven No binding commitments and multiple suppliers Sufficient volume to attract bidders Allowance of sufficient
Background image of page 4
Technique 3: Prepare the Team to Fight the Tough Battles 75% of negotiation time spent preparing Each parties should be equally well-informed: Both firm’s financial stats and market position: Supplier’s website Supplier’s financial reports and market
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 6
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 07/02/2011 for the course MGSC 487 taught by Professor Jayaram during the Spring '10 term at South Carolina.

Page1 / 14

Trowbridge 2009 - Seven Ways to Build Strength Mark...

This preview shows document pages 1 - 6. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online