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.
Contact Dr. Tom = thomasdepaoli@yahoo.com
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