Strategic Sourcing: Fact-Based Negotiation (FBN)

Sathit Parniangtong
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Sathit Parniangtong: CMBT Strategy and Management Consulting

Chapter 6 in Supply Management, 2016, pp 65-79 from Springer

Abstract: Abstract Fact-based negotiation is a process for seeking a win-win outcome in negotiating in procuring specific category of inputs. It is based on two fundamental principle of collaboration and leverage bargaining that are guided by facts through a series of analyses. This chapter details a step-by-step approach in performing a fact-based negotiation. It includes negotiation tactics that will allow buyers to persuade the suppliers to comply with the negotiated deals.

Keywords: Fact-based negotiation; Negotiation tactic; Supplier response; Negotiation planning; Supplier selection; Supplier measurement (search for similar items in EconPapers)
Date: 2016
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-981-10-1723-0_6

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DOI: 10.1007/978-981-10-1723-0_6

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