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What is Mastering Negotiation Skills for Success about?

This chapter discusses the importance of negotiation in supply management. Negotiation is defined broadly as any discussion aimed at reaching an agreement and is a key part of sourcing processes. The chapter outlines a five-phase negotiation framework and emphasizes the critical importance of planning. It also explores sources of negotiation power, the role of concessions, and tactics for reaching win-win agreements. International negotiation and the impact of technology on negotiations are also addressed.

Author

Kiran Joseph

Language

EN