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Let's Make A Deal: Relational vs. Tactical Negotiations

Author(s):

Mitchell, C.P.M., A.P.P., Lorrie K.

94th Annual International Conference Proceedings - 2009 - Charlotte, NC
Abstract

Strong negotiation skills are a major advantage in today’s job market. Yet, it remains one of the most difficult skill sets to master. This session employs real-life relational and tactical negotiation examples to define the theory used in supply management situations. Additionally, this session reveals techniques on distinguishing between relational and tactical negotiations, identifying which technique(s) to employ to be successful in both situations and how to apply persuasive speaking and influence skills to achieve success.

Let's Make A Deal: Relational vs. Tactical Negotiations — 111 KB (PDF)