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D4 - UNIT 2 Main approaches to neg of comm agreements with external org (2…
D4 - UNIT 2 Main approaches to neg of comm agreements with external org
2.1 Chapter 4 - Analyse application of comm negs in work of proc and suppy
Neg re stages of sourcing process
Sources of conflict
Definition of comm negs
Team mng and influence of stakeholders
2.2 Chapter 5 - Compare types of approaches pursued in comm negs
Win lose distributive app to negs
Lose lose app to negs
Win win integrative app to negs
Setting targets, creating BATNA Best alt to a neg agreement
2.3 Chapter 6 - Explain how balance of power in comm negs can affect outcomes
Org power - comparing relative power of purchasers & supp
How sup gather info on purchasing orgs
Sources of personal power
How purchasers can improve leverage with supp
Importance of power in comm negs
2.4 Chapter 6 Analyse types of relationships that impact on comm negs
Building relationships based on rep, trust & justice
Repairing realtionship
The relationship spectrum