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.
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© 2016 Springer Science+Business Media Singapore
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Parniangtong, S. (2016). Strategic Sourcing: Fact-Based Negotiation (FBN). In: Supply Management. Management for Professionals. Springer, Singapore. https://doi.org/10.1007/978-981-10-1723-0_6
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DOI: https://doi.org/10.1007/978-981-10-1723-0_6
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Publisher Name: Springer, Singapore
Print ISBN: 978-981-10-1722-3
Online ISBN: 978-981-10-1723-0
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