Book description
Project Procurement: A Real-World Guide to Procurement Skills provides insight into the procurement community across sectors and across the globe. Here, the author covers the most widely used techniques and methods for supplier management, including supplier qualification and selection, supplier development, and supplier performance evaluation during different project stages—topics that have rarely been discussed in the procurement community, because they have traditionally been the area of expertise among financial experts.
This book will take you through different types of contracts, their selection in particular scenarios, and illustrates them through real-life examples. Accessible and far-reaching in its grasp of various project procurement scenarios, this book is an indispensable reference for procurement professionals making a career in buying, from junior buyers up to the supply-chain heads of organizations.
Table of contents
- Cover Page
- Title Page
- Copyright Page
- Table of Contents
- Acknowledgments
- 1. Introduction
- 2. Supplier Management
- 3. Bidding and Methods
- 4. Bid Evaluation
- 5. Contracts
-
6. The Game of Negotiation
-
6.1. Fifteen Tactics and Countertactics to Win the Negotiation “Game”
- 6.1.1. Reject the First Offer
- 6.1.2. Overlooking
- 6.1.3. Deflect
- 6.1.4. Deferral
- 6.1.5. No Negotiation
- 6.1.6. Splitting the Difference
- 6.1.7. Negotiation After Award
- 6.1.8. Electronic Auctions
- 6.1.9. Persuasion
- 6.1.10. Counteroffer
- 6.1.11. Good Buyer, Bad Buyer
- 6.1.12. Demeaning
- 6.1.13. Exigency
- 6.1.14. Authority Limits
- 6.1.15. Surprise
- 6.2. Project Phases Where Negotiation Strategies Decide Desired Results
- 6.3. How and When to Negotiate Power Shifts During the Project
- 6.4. Negotiations Are Not Enough—Let's Understand Why
- 6.5. So, What Are the Options?
- 6.6. Let's Collaborate
-
6.1. Fifteen Tactics and Countertactics to Win the Negotiation “Game”
- 7. Contract Change Management
- 8. How Finance Views Procurement Savings
- 9. Procurement Order Closure
- 10. Financial Risks Analysis
- 11. Incoterms®
- References
- About the Author
Product information
- Title: Project Procurement: A Real-World Guide for Procurement Skills
- Author(s):
- Release date: January 2018
- Publisher(s): Project Management Institute
- ISBN: 9781628254693
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