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Management article
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Reference no. N0504A
Published by: Harvard Business Publishing
Published in: "Negotiation Newsletter", 2005

Abstract

Some business partnerships are more important than others. This is especially true in supply chains, where producers of key components can be irreplaceable. Such relationships require special care and handling. During negotiations with a highly valued partner, negotiators must balance the need to get the lowest price possible and the need to maintain and enhance the alliance. Even if your company is not deeply embedded in a supply chain, you probably face ongoing negotiations with partners whose trust you want to preserve for strategic reasons. Learn five ways in which you should adjust your standard negotiating tactics and strategies when bargaining with strategic partners.

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Abstract

Some business partnerships are more important than others. This is especially true in supply chains, where producers of key components can be irreplaceable. Such relationships require special care and handling. During negotiations with a highly valued partner, negotiators must balance the need to get the lowest price possible and the need to maintain and enhance the alliance. Even if your company is not deeply embedded in a supply chain, you probably face ongoing negotiations with partners whose trust you want to preserve for strategic reasons. Learn five ways in which you should adjust your standard negotiating tactics and strategies when bargaining with strategic partners.

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