Purchasing and Supply Chain Management
6th Edition
ISBN: 9781285869681
Author: Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson
Publisher: Cengage Learning
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Chapter 13, Problem 14DQ
Summary Introduction
To determine: The technique of using Triangle Talk to design a sourcing negotiation.
Introduction: Negotiation is the process, or skill required to build better relationship. It is important for negotiating service delivery, legal contracts, lease, and sales condition.
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- 1. The parties to a negotiation can discuss many issues besides price. Select five nonprice issues over which a buyer and seller can reach agreement, and explain why each issue might be important to the buyer or seller. 2. Develop a profile of a skilled or effective negotiator. 3. Contrast a win-win negotiator with a win-lose negotiator. 4. What information should a buyer gather about a supplier before entering into a negotiation? 5. What are likely to be the most important sources of power in a buyer-seller negotiation? 6. Why are concessions important during a sourcing negotiation? How do the parties to a negotiation demonstrate their willingness to compromise? 7. What are some examples of price indices that might be used to track commodity prices such as steel or copper, and how should they be included in the schedule to minimize risk to both parties? 8. What are the risks to buyers associated with each of the different types of contracts (fixed- price, incentive, and cost-based…arrow_forwardExplain and provide at least two (2) examples for the term “risk assessment” during a negotiation.arrow_forwardWhy is it important to have a bid form also explain the difference between open and closed bidding?arrow_forward
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- Signed contracts that permit one company to allow another to use its assets are known as which of the following? A) Management contracts B) Franchises C) Licensing agreements D) Royalties E) Joint venturesarrow_forwardWhen conducting negotiations- What are the Buyers concerns and what 5 categories do they fall into – describe and give an example of eacharrow_forwardThe outcome of a negotiation could turn out to be: i) A Win-Win situation ii) A Win-Lose situation iii) A Lose-Lose situation iv) Beyond intractability situation Explain with at least an illustrative example what each of these outcomes imply.arrow_forward
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