Strategic Sourcing: The Supplier Strategy
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All suppliers are not created equal. They vary depending on their capabilities, experience and strategic focuses (Jeffrey H. Dyer and Nile W. Hatch, Using supplier networks to learn faster, MIT Sloan Review, Spring 2004, Vol. 45, No. 3). This represents another challenge when having to identify, select and formulate negotiation terms with the suppliers. This chapter presents the framework for determining appropriate number of suppliers, approaches for choosing suppliers and negotiation focuses.