Balancing Competition and Collaboration in Vendor Negotiations

by Moshe Cohen

Determining what approach to take and how far to push in a negotiation is a complex endeavor. This Executive Report by Moshe Cohen presents principles and skills to help you find the best balance in your negotiations with partners and suppliers. The report focuses on designing an approach based on the relative value of the relationship and of the desired outcome of the negotiation and offers a framework and skills for building collaborative relationships with the other party without giving in on your tangible outcomes.

Password Protected Cutter Consortium clients, please log in:


This document is available to Cutter Consortium Resource Center clients only. Retrieve password.
If you would like further information about how to become a client, please contact us at +1 781 648 8700 or sales@cutter.com.
Balancing Competition and Collaboration in Vendor Negotiations1 August 2006

Purchase Purchase from the bookstore