If you want purchasing theory, research, or pie-in-the-sky supply chain concepts that leave you wondering what to do differently when you get back to your desk, this book isn't for you. If you want... More > antiquated psychological leverage techniques that force suppliers to agree to your one sided demands – popularized by some of the biggest names in negotiation training - this book also isn't for you.
Packed with process steps, templates, & best practices that have been painstakingly gathered over 20 years, you will know *exactly* what to do differently when you get back to your desk.
Key focus areas include TCO analysis, win-win negotiations, sourcing models, complex negotiation pitfalls, key elements of purchasing contract law, and the process of preparing for & holding negotiations that crack cases.
You could spend 20 years trying to gather this information yourself, or you can make these world class strategies a part of your arsenal right now by ordering a copy of this internationally acclaimed book.< Less
This book is intended to give an overview of the highly critical skill of purchasing contract management (or what sales professionals would call ‘sales contract management’). Purchasing... More > professionals are consistently plagued by inadequate knowledge of purchasing contract law, which becomes a capability gap and therefore a career liability. The goal of this book is to address this problem and turn this liability to an area of strength and competitive advantage for purchasing professionals. This book is intended to be a timeless reference guide, and is written for the practitioner – the person who wants concrete and actionable direction to do their job better and get their career on the fast track. The importance and purpose of contracts is covered, followed by how to customize purchasing contracts to fit the purchase, and then a detailed (116 pages) coverage of all major contract clauses, what they mean, and how to negotiate them. The book closes out with best in class post contract management practices.< Less