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Strategic Sourcing: Fact-Based Negotiation (FBN)

  • Sathit Parniangtong
Chapter
  • 2.1k Downloads
Part of the Management for Professionals book series (MANAGPROF)

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 

Copyright information

© Springer Science+Business Media Singapore 2016

Authors and Affiliations

  • Sathit Parniangtong
    • 1
  1. 1.CMBT Strategy and Management ConsultingBangkokThailand

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