Sunday, July 12, 2020

Information-based Negotiations is a Superior Approach








Information-based Negotiations is a Superior Approach

Information-based negotiations are an approach to nego­tiations that emphasizes deep knowledge of the supplier and its industry. It varies greatly from some traditional approaches to negotiations. It’s not the adversarial Win-Lose negotiation style with the emphasis on game playing, exposing untruths, and taking full advantage of the supplier’s weaknesses. This old approach is a competitive winner-takes-all system that rarely builds longstand­ing, deep relationships with suppliers. Information-based negotia­tions are not based upon the Win-Win model, either. Information or knowledge is definitely power, but in information-based nego­tiations, the supply chain professional gains a deep knowledge of the supplier’s industry, their margins, and their culture. In essence, this is a deep immersion or empathy with the supplier and their competitive landscape.


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