Negotiations - Prepare to Win - an Analytical Approach

Negotiations - Prepare to Win - an Analytical Approach

by Gregory Taylor

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Product Details

ISBN-13: 9781634919524
Publisher: BookLocker.com Inc
Publication date: 01/20/2017
Pages: 98
Product dimensions: 5.98(w) x 9.02(h) x 0.20(d)

About the Author

Gregory Taylor is a retired Materials Manager. Gregory worked at Philips in materials management, supplier management, and purchasing where he was responsible for multi-million dollar purchasing and inventory asset budgets. He is an accomplished 20-year veteran of domestic and international business negotiations, and has 30 years of experience in manufacturing.

Table of Contents

INTRODUCTION
CHAPTER ONE - MACRO PRINCIPLES
REPUTATION BEYOND REPROACH
HONESTY/ACCURACY
REPUTATION AND HONESTY SUMMARY
CHAPTER TWO - MORE MACRO PRINCIPLES
GET LEGAL INVOLVED FOR UMBRELLA PURCHASING AGREEMENTS
QUALITY RELATED CLAUSES-
RELIANCE ON VENDOR'S COMPETENCIES
VENDOR'S SUPPLY CHAIN MANAGEMENT
REIMBURSEMENT FOR REJECTS
BUSINESS RELATED CLAUSES
EXTRA FEES/CHARGES NOT RELATED TO COMPONENT UNIT COST
PRICING ON COMPONENTS NOT INCLUDED IN AGREEMENT
PLANNING/FORECASTING
EXPEDITED FREIGHT
EXIT AND TERMINATION
LEGAL DISCLAIMER AND LEGAL CLAUSES SUMMARY
CHAPTER THREE - STILL MORE MACRO PRINCIPLES
BODY LANGUAGE
NEGATIVE EVALUATION
POSITIVE EVALUATION
DOMINANCE
HIGH SOCIAL INVOLVEMENT
LOW SOCIAL INVOLVEMENT
DECEPTION/EXAGGERATION
INDECISION
HONESTY/TRUTHFULNESS
BODY LANGUAGE SUMMARY
CHAPTER FOUR - SPECIFIC TYPES OF LEVERAGE POINTS
LOWER UNIT STANDARD COST DRIVEN BY YOUR INCREASED VOLUME LEVERAGE POINT
ADDITIONAL BUSINESS CAUSED BY VENDOR CONSOLIDATION LEVERAGE POINT
Vendor Consolidation Auction Scenario
Vendor Consolidation Bid Scenario
COMPONENT QUALITY ISSUE RESULTING IN SIGNIFICANT COSTS LEVERAGE POINT
RAW MATERIALS COSTS ADJUSTMENTS LEVERAGE POINT
COST OF RAW MATERIALS DECREASE LEVERAGE POINT
COMPETITIVE BID RESULTS LEVERAGE POINT
FOREIGN EXCHANGE RATES LEVERAGE POINT
VENDOR MOVES OPERATIONS TO LOW COST COUNTRY LOCATION LEVERAGE POINT
VENDOR INSTALLS MORE EFFICIENT EQUIPMENT/MACHINERY LEVERAGE POINT
BLANK SHEET APPROACH LEVERAGE POINT
LONG-TERM DEAL - GUARANTEE TO QUOTE LEVERAGE POINTS
CHANGE IN VENDOR'S MANAGEMENT / SALESPERSON LEVERAGE POINT
CORPORATE/COMPANY COST REDUCTION INITIATIVE LEVERAGE POINT
LACK OF NEED LEVERAGE POINT
LEVERAGE POINTS SUMMARY
CHAPTER FIVE - MACRO PRINCIPLE - GETTING ORGANIZED AND PRE-MEETING
Getting Organized and Pre-Meeting Summary
CHAPTER SIX - MACRO PRINCIPLE - CONDUCTING THE NEGOTIATION
Opening Phase
Back and Forth Phase
Making the Deal and Documentation Phase
CHAPTER SEVEN - MACRO PRINCIPLE - SUSTAINING A COST REDUCTION EFFORT
CONCLUSION

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