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Life is One Big Negotiation - Relational vs. Tactical Negotiations

Author(s):

Lorrie K. Mitchell, C.P.M., A.P.P.
Lorrie K. Mitchell, C.P.M., A.P.P., Partner, Mitchell Enterprises, Duluth, GA 30096, 770-448-4544, 404-808-8804, lorriekm@bellsouth.net

88th Annual International Conference Proceedings - 2003 - Nashville, TN
Abstract

Strong negotiation skills are a major advantage to every supply management professional (SMP) in today’s job market. Yet, it continues to remain one of the most difficult skill sets to master. Negotiations and relationship building both play heavily into the customer/ SMP/supplier relationship scenario. The structure and success of the partnerships you negotiate and develop with your suppliers and customers will in many cases determine the degree of success of the relationship. All SMPs should seek to select, develop, and maintain effective supplier and customer relationships by conducting successful negotiations.

Life is One Big Negotiation - Relational vs. Tactical Negotiations — 24 KB (PDF)