Supplier Negotiation Made Simple
For most people, negotiation is a question of natural instinct. It is something you cannot learn, you are either gifted or not gifted in this domain. However, no one has yet discovered the chromosome for negotiation!
And with good reason, negotiation is not a matter of instinct but a matter of know-how that some develop while others don't. Since it is based on know-how, negotiation is in fact, a process which can be analysed, understood, applied systematically and made simple to guarantee results that have nothing to do with luck.
This book will contribute towards you reaching this ambitious objective: supplier negotiation made simple. Negotiation profiles, styles, steps, procedural, decision and manipulative strategies, tools, techniques, tricks and ploys... the standard negotiation toolbox won't have any secret for you anymore. Yet, you will need to learn how to make the best use of it.
In this respect, the present book distinguishes itself from existing literature with the presentation of a new approach to negotiation: the 4C Model for Compose - Clarify - Confront - Commit, a simple and efficient negotiation method... surprisingly simple but incredibly efficient!
Part 1 INTRODUCTION TO NEGOTIATIONS
Chapter 1 Negotiations and you
Chapter 2 Negotiation profiles
Chapter 3 Negotiation styles
Chapter 4 The reasoned approach
Part 2 NEGOTIATION PROCESS
Chapter 1 The steps of the process
Chapter 2 Procedural strategies
Chapter 3 Decision strategies
Chapter 4 Manipulative strategies
Part 3 NEGOTIATING TECHNIQUES
Chapter 1 The tools
Chapter 2 Tricks and ploys
Part 4 The 4C METHOD
Chapter 1 The model
Chapter 2 The attitudes
Part 5 CASE STUDY
Chapter 1 The case of GOS Logistics Plc
Chapter 2 The role of the participants