TAILIEUCHUNG - Lecture Purchasing and supply chain management (3/e): Chapter 14 - W. C. Benton

Chapter 14 - Bargaining and negotiations. Chapter 14 examines the important human interactions called bargaining and negotiation in a business setting. Bargaining occurs between individuals, groups, organizations, and countries. In this chapter we considered bargaining between two parties, each possessing resources the other side desires. | 1 Chapter 14: Bargaining and Negotiations Purchasing and Supply Chain Management, 3rd edition, Copyright 2013, W. C. Benton Jr., All rights reserved Content Bargaining Distributive bargaining Integrative bargaining Distributive bargaining experiment Formal negotiation 2 Bargaining Explicit bargaining An interaction where parties with certain disagreements confer and exchange ideas about a possible solution until a compromise is reached or the bargaining is terminated 3 Negotiation The preliminary discussion to bargaining The terms bargaining and negotiation have been used interchangeably. 4 Two-party Bargaining Bilateral monopoly system or two-party bargaining Bargaining that occurs between two parties who possess resources the other desires The 2 types of two-party bargaining: Distributive bargaining Psychology Integrative bargaining Economics 5 Distributive Bargaining Definition: Bargaining where the total gains is “distributed” between the two parties involved, and each party .

• Quản trị kinh doanh
• Supply chain management
• Supply chain
• Quản lý chuỗi cung ứng
• Materials management
• Negotiation strategies
• Manufacturing planning
• Control for supply chain management
• Supply chain logistics
• Management of supply chain logistics
• Supply chain logistics framework
• Warehouse replenishment systems
• Lecture Supply chain management
• Chuỗi cung ứng
• Supply chain relationship management
• Global supply chain management
• Guide to supply chain management
• Source in supply chain management
• Guide to deliver in supply chain management
• Supply chains
• Operations planning
• Strategic sourcing initiatives
• Competitive supply chain
• Supply chain processes
• Goods producing processes
• Effective operation
• Supply chain strategy
• Advances in supply chain management
• Supply chain analysis
• Advanced planning
• Essentials of supply chain management
• Supply chain operations
• Supply chain coordination
• Business strategy
• Measuring performance
• Supply chain metrics
• Supply chain opportunities
• Developing supply chain systems
• Logistics and supply chain management
• Synchronous supply chain
• Managing the global pipeline
• Managing risk in the supply chain
• Supply chain integration
• Strategic lead time management
• The synchronous supply chain
• The supply chain
• Lean supply chains
• Lean production
• Lean supply chain design