Enhancing Sourcing & Supply Chain Negotiation Effectiveness

By George Kokoris · October 31, 2011

This collection of Vantage Partners publications provides practical advice for developing and executing optimal supplier negotiation strategies, and building enhanced organizational capabilities for supply chain negotiations.  The ideas and case studies are based on our original research, and experience over the past twenty-five years helping leading organizations around the world maximize the value they realize from negotiations with suppliers.

These publications, from leading journals including the Harvard Business Review, and CPO Agenda, address critical challenges and areas of opportunity for supply chain and procurement executives and professionals:

  • Minimizing value leakage from strategic sourcing efforts

  • Understanding how suppliers think about negotiations with their customers – and how to use this knowledge to achieve better negotiated outcomes

  • Developing optimal, fit-for-context negotiation strategies

  • Identifying and tapping into new sources of negotiation leverage

  • How to move beyond the false choice of “hard” or “soft” approaches to negotiations – practical advice for strategically balancing competitive pressure and collaboration during negotiations

  • Transforming negotiation from an adversarial to a collaborative process – even with recalcitrant suppliers

  • How to move from a tactical to a strategic approach to negotiation

  • Negotiating with single and sole-source suppliers

  • Understanding the critical importance of alignment with internal business partners in enabling effective negotiations with suppliers – and what to do about it

  • How and why to build an organizational competency in supplier negotiations

To request a copy of this collection, please click here.


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