- Cover Page
- Title Page
- Copyright Page
- Table of Contents
- Acknowledgments
- 1. Introduction
- 2. Supplier Management
- 3. Bidding and Methods
- 4. Bid Evaluation
- 5. Contracts
- 6. The Game of Negotiation
- 6.1. Fifteen Tactics and Countertactics to Win the Negotiation “Game”
- 6.1.1. Reject the First Offer
- 6.1.2. Overlooking
- 6.1.3. Deflect
- 6.1.4. Deferral
- 6.1.5. No Negotiation
- 6.1.6. Splitting the Difference
- 6.1.7. Negotiation After Award
- 6.1.8. Electronic Auctions
- 6.1.9. Persuasion
- 6.1.10. Counteroffer
- 6.1.11. Good Buyer, Bad Buyer
- 6.1.12. Demeaning
- 6.1.13. Exigency
- 6.1.14. Authority Limits
- 6.1.15. Surprise
- 6.2. Project Phases Where Negotiation Strategies Decide Desired Results
- 6.3. How and When to Negotiate Power Shifts During the Project
- 6.4. Negotiations Are Not Enough—Let's Understand Why
- 6.5. So, What Are the Options?
- 6.6. Let's Collaborate
- 6.1. Fifteen Tactics and Countertactics to Win the Negotiation “Game”
- 7. Contract Change Management
- 8. How Finance Views Procurement Savings
- 9. Procurement Order Closure
- 10. Financial Risks Analysis
- 11. Incoterms®
- References
- About the Author
-
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