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From Chapter One: "I know there are a lot of books out there on the subject of negotiation Before you finish reading, you will have heard about several more books. All of the books mentioned in these pages are excellent sources of information. I have used them repeatedly myself. But, as I read them, I began to realize that they were focused on the individual. They advised the individual buyer or seller on how to get a better deal. None of them discussed how an entire company can orientate itself in order to get the best possible deal. There was, in short, no book on devising, implementing and maintaining a company-wide strategic plan for negotiation. There was no book which told company executives and their managers and employees how to integrate new and proven methods of inventory management, quality control, supplier base management, process control, set-up reduction and so on. Each and every one of these innovations in management philosophy is a powerful cost reduction tool. A supplier, who uses these innovations and who can guarantee 100% on-time delivery, 100% quality and 100% accurate quantities, has a lot of negotiating clout because the emphasis is being placed on cost, not price.
This book provides a new concept to fill the void in the current literature available about negotiating in a World Class and global marketplace. I've hinted that the first area we will cover is the development of a company strategy based on Total Cost, not pricing; Total Quality Control, not inspection; Just-In-Time Delivery; Supplier Certification, or conformance to requirement; and Statistical Process Control, or the "how-to" method. Other areas which will be covered are as follows:
Structuring procurement to support World Class requirements. Developing a partnership with suppliers and customers based on proven cooperation and trust. Stating requirements for strategic planning and negotiation. Using negotiation tactics in a win/win environment..
