2015
New England Supply Chain Conference & Exhibition

APICS - The Association for Operations Management North Shore Chapter 20 and Boston Chapter 10    --   The Council of Supply Chain Management Professionals (CSCMP) New England Roundtable    --    The Northeast Supply Management Group, A Special Interest Group of ISM®

2015 Program Author Index Presentation Index
New England Supply Chain Conference & Exhibition


2015 New England Supply Chain Conference and Exhibition - Mark Chockalingam Presentation

"Extreme" Negotiations with Difficult Suppliers
Jonathan Hughes, Partner, Strategic Sourcing & Supply Chain Management Practice Leader, Vantage Partners

Negotiating with suppliers is one of the most fundamental, and important, responsibilities of sourcing and procurement professionals. But even the most experienced negotiators find themselves challenged when negotiating with single and sole source suppliers — or any situation where the stakes are high and the other side seems to have all the leverage. Over the years, Jon and Vantage Partners have explored lessons about negotiating in high-stakes, high-pressure situations — lessons related to complex negotiations in the business world.

In 2013, Vantage Partners published a follow-up article in Supply Chain Management Review about experiences applying real-world lessons and advice for extreme negotiations in the supply chain context. This presentation will provide leading-edge strategies & tools for extreme negotiations with difficult suppliers, things you can bring back to your office and practice with your own difficult suppliers. Jon will illustrate their application through a number of real-world case-studies that have proven effective in the past.


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