UNDERSTANDING NEGOTIATION
  • What is negotiation is all about?
  • Strategic and tactical negotiation
  • Negotiating in sourcing
NEGOTIATION OUTCOME AND APPROACHES
  • The kind of outcomes to expect in NEGOTIATIONS
  • When to walk away
DEALING WITH COMMERCIAL AGREEMENTS
  • What makes a contract binding
  • Standard terms and Last Document Rule
POWER AND RELATIONSHIPS
  • Power in Negotiation
  • Supplier Preferencing model
  • Developing power in negotiation