--- To enhance the value and performance of procurement and SCM practitioners and their organizations worldwide ---



International Journal of Purchasing and Materials Management

Negotiating Cooperative Supplier Relationships: A Planning Framework Members Only Content

Win-win negotiation and cooperative relations are popular concepts among many industrial buyers today. But companies accustomed to short-term competitive relations with suppliers may find it difficult to adjust to the negotiation requirements of cooperative relations. If they fail to negotiate a high quality sustainable agreement, however, they may get locked into unproductive partnerships.

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