采购成本之分析控制.ppt

Relationship with previous one * * * 谈判技巧的运用 skill of Negotiation 要求: 记录，尽可能的去做记录 --利用工具 --记录关键点 --别打断对方 --记录的同时,找出供应商的软肋 --在适当的时候进行提醒或反击 * * Confidential Classified - Internal use M4 M3 Negotiation strategy Supplier Selection RFP savings Feasible scenarios E-RFP, E-Auction? Reclarify benefits targets Recommendation of supplier selection after negotiation Obtain agreement of negotiation targets and prioritized scenarios Ensuring unified communication in the marketplace For sensitive negotiations, legal input may be needed up front Ensuring Stakeholder agreement on final supplier selection Improved compliance follow-up Milestone meeting Topic of meeting Sourcing team benefit Key participants in meetings and recipients of the info would include: Cross-functional stakeholders, Negotiation team members Functional Procurement leadership CEPG/GPT / Global category experts * * The Negotiation Strategy report for each supplier should include the following analysis: Summary of RFP Bid analysis Summary of Industry / Supplier analysis Summary of stakeholder selection criteria Defining negotiation options Defining negotiation factors Defining negotiation objectives Defining negotiation team members / roles in the negotiation plan Recommendation for ne