Interest-based negotiation is a method that does not aim to ensure that each party receives complete satisfaction of its claims, but rather that an agreement which all judge to be fair is adopted, without recourse to pressure tactics or special tricks, at the end of a hearing conducted with respect for those involved. It is therefore a way to look for a compromise equally removed from the expectations of each party, one that respects the basic needs of each and preserves their integrity. It is more a “no one loses” negotiation.
Those responsible for or involved in purchasing, logistics or procurement services.
Foundation of negotiation
Preparing a negotiation strategy
The initial meeting with the supplier
Negotiating for a partnership
Closing the negotiation
The buyer and the markets
The buyer and people
2 days.
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