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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Question
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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Describe the techniques of using triangle talk to plan a sourcing negotiation?
Why is it necessary to make compromises during a sourcing negotiation?
Successful negotiation relies heavily on the planning in the preparation phase. Procurement teams of HKTVmall identify and visit a surgical mask machine supplier in Taiwan. They negotiate with the supplier.
(a) You, as a team leader, express your view of this assertion by explaining how you prepare for the negotiation in order to get the best out of the dealings with this surgical mask machine supplier.
(b) Suggest the negotiation tactics that you will adopt when dealing with the supplier that does not have competition, or that has very limited competition.
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Similar questions
- 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_forwardDiscuss the importance of defining expectations and using standardized contractswhen sourcing professional services. Why is this different from sourcing directmaterials and components?arrow_forwardA reservation price is: a) The price the other party offers b) The zone of possible agreements c) A quantification of a negotiator's BATNA d) A difficult targetarrow_forward
- Discuss three characteristics of effective negotiators. Also discuss the role of concessions during the negotiation process.arrow_forward2) When conducting Negotiations, describe in detail each of the Golden Rules to follow and give an example of how you would utilize them a. What are the Buyers concerns and what 5 categories do they fall into – describe and give an example of each b. How do you deal with Price during Negotiations? What are the Do’s and Don’ts when addressing Price?arrow_forwardwhat are the main type of contracts if you decide to outsource ? what are the advantages and disadvantages of each?arrow_forward
- Why do organzations single source contracts ?arrow_forwardDescribe the environment in which it would be common to bid for contracts with low profit margins. What does this environment suggest about the competition levels.arrow_forwardSubject: Procurement & Sourcing Q): How contract is establish? Q) What are the main terms of contract?arrow_forward
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