Negotiations - Prepare to Win - an Analytical Approach by Gregory TaylorNegotiations - Prepare to Win - an Analytical Approach by Gregory Taylor

Negotiations - Prepare to Win - an Analytical Approach

byGregory Taylor

Paperback | January 20, 2017

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Most books on Business Negotiations deal with the subject matters of mindset, persuasion, and brainstorming as methods to approach a negotiation. In contrast, Negotiations – Prepare to Win – an Analytical Approach provides a negotiation template – one that has a proven track record. This book starts with building a foundation for success, and ends with how to implement a self-sustaining cost reduction system. In between, the book outlines comprehensive techniques on how to identify and quantify leverage points, and provides a process of how to conduct a successful negotiation.

A huge hidden profit opportunity for businesses is better negotiated purchase prices for their raw materials, services, and components. This opportunity is hidden because a company and people don’t know what they don’t know. How should a large reduction in raw material cost change the price of your purchased components? What is the impact of your changing purchase volume on the vendor’s manufacturing costs? This book provides a process for organizations to calculate the savings they are leaving on the table, then how to take that knowledge and effectively negotiate cost reductions. Author Gregory Taylor has packed a lot of useful knowledge into this well-organized book.

Title:Negotiations - Prepare to Win - an Analytical ApproachFormat:PaperbackDimensions:98 pages, 9 × 6 × 0.2 inPublished:January 20, 2017Publisher:BookLocker.com IncLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:1634919521

ISBN - 13:9781634919524

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Table of Contents

INTRODUCTIONCHAPTER ONE - MACRO PRINCIPLESREPUTATION BEYOND REPROACHHONESTY/ACCURACYREPUTATION AND HONESTY SUMMARYCHAPTER TWO - MORE MACRO PRINCIPLESGET LEGAL INVOLVED FOR UMBRELLA PURCHASING AGREEMENTSQUALITY RELATED CLAUSES-RELIANCE ON VENDOR'S COMPETENCIESVENDOR'S SUPPLY CHAIN MANAGEMENTREIMBURSEMENT FOR REJECTSBUSINESS RELATED CLAUSESEXTRA FEES/CHARGES NOT RELATED TO COMPONENT UNIT COSTPRICING ON COMPONENTS NOT INCLUDED IN AGREEMENTPLANNING/FORECASTINGEXPEDITED FREIGHTEXIT AND TERMINATIONLEGAL DISCLAIMER AND LEGAL CLAUSES SUMMARYCHAPTER THREE - STILL MORE MACRO PRINCIPLESBODY LANGUAGENEGATIVE EVALUATIONPOSITIVE EVALUATIONDOMINANCEHIGH SOCIAL INVOLVEMENTLOW SOCIAL INVOLVEMENTDECEPTION/EXAGGERATIONINDECISIONHONESTY/TRUTHFULNESSBODY LANGUAGE SUMMARYCHAPTER FOUR - SPECIFIC TYPES OF LEVERAGE POINTSLOWER UNIT STANDARD COST DRIVEN BY YOUR INCREASED VOLUME LEVERAGE POINTADDITIONAL BUSINESS CAUSED BY VENDOR CONSOLIDATION LEVERAGE POINTVendor Consolidation Auction ScenarioVendor Consolidation Bid ScenarioCOMPONENT QUALITY ISSUE RESULTING IN SIGNIFICANT COSTS LEVERAGE POINTRAW MATERIALS COSTS ADJUSTMENTS LEVERAGE POINTCOST OF RAW MATERIALS DECREASE LEVERAGE POINTCOMPETITIVE BID RESULTS LEVERAGE POINTFOREIGN EXCHANGE RATES LEVERAGE POINTVENDOR MOVES OPERATIONS TO LOW COST COUNTRY LOCATION LEVERAGE POINTVENDOR INSTALLS MORE EFFICIENT EQUIPMENT/MACHINERY LEVERAGE POINTBLANK SHEET APPROACH LEVERAGE POINTLONG-TERM DEAL - GUARANTEE TO QUOTE LEVERAGE POINTSCHANGE IN VENDOR'S MANAGEMENT / SALESPERSON LEVERAGE POINTCORPORATE/COMPANY COST REDUCTION INITIATIVE LEVERAGE POINTLACK OF NEED LEVERAGE POINTLEVERAGE POINTS SUMMARYCHAPTER FIVE - MACRO PRINCIPLE - GETTING ORGANIZED AND PRE-MEETINGGetting Organized and Pre-Meeting SummaryCHAPTER SIX - MACRO PRINCIPLE - CONDUCTING THE NEGOTIATIONOpening PhaseBack and Forth PhaseMaking the Deal and Documentation PhaseCHAPTER SEVEN - MACRO PRINCIPLE - SUSTAINING A COST REDUCTION EFFORTCONCLUSION