Case Study: Using BATNA in Supplier Negotiations for Component Sourcing
Introduction: The Negotiation and Contracting Stage in Sourcing In sourcing events, Step 6 – Negotiation and Contracting – is where a buyer finalizes terms with suppliers after soliciting and evaluating bids (Learn about the sourcing process in the course Sourcing Process 1). At this stage, thorough preparation and negotiation tactics are critical. One essential concept…