In the world of business, there are negotiations and then there are negotiations. On one hand, there is a simple negotiation for commodities and services where factors like price, terms and delivery are easy to define and the outcome of the process is almost predetermined. However, in today's hypercompetitive global economy, the scope and significance of negotiation can involve intense, high-stakes interactions revolving around a series of complex issues affecting multiple parties. When facing these more sophisticated situations, negotiators need highly developed negotiation skills and strategies to guide them through the intensive five-step process that is often the difference between getting what you want and settling for what the other side will give you. In today's super-competitive economy, both your company and your suppliers will be angling for the best deals they can negotiate. Here's how both can win! Suppliers are frequently far better trained with negotiation skills than the purchasers (procurement personnel) who deal with them.

Autorentext

Syed Abdul Rehman Khan, CSCP é professor de Gestão da Cadeia de Abastecimento. O Prof. Khan obteve o seu certificado CSCP- (certified supply chain professional) nos EUA. O Prof. Khan tem mais de oito anos de experiência em cadeia de abastecimento e logística a nível industrial e académico.