Inside Supply Management Magazine
March / April 2020
Articles
Perspectives
March 01, 2020
Dealmaking is not a one-size-fits-all process. Nevertheless, common themes exist in the value-creating process. In your approach to any negotiation, you’ll want to consider such levers as relationship health, a supplier’s historical performance, criticality, market forces, spend profile and opinion. Utilizing these levers — and the data/intelligence behind them — in preparation for a negotiation is essential.
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