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The research is clear. Collaborative relationships help companies achieve “win-win” results and outperform power-based relationships. In a world of increasing complexity, the ability to cooperate...
There is no question that SIG members have delivered tremendous savings to their organization in tough economic times. To reach the next level, our members must focus on how to create more value....
The business battlefield of this century will be based on harnessing the latent power of Sourcing Business Models. The procurement playing field is no longer one of lowest cost, but rather, it is...
Corporate real estate (CRE) outsourcing is becoming more progressive and innovative than ever before - and far less transactional. According to JLL's new report, "The Converging Priorities of CRE...
Most of us have learned how to negotiate to get the best "deal." Many savvy negotiators have by now learned the hidden secrets of "winning" by shifting risk to the supplier through contractual...
Topics in this session included:
- How conventional outsourcing agreements can drive perverse incentives
- Real examples of how...
University of Tennessee | McCarter & English
Perhaps no other topic creates as much apprehension between a buyer and supplier as trying to negotiate a fair price. The...
Kate Vitasek, Author, Educator and Business Consultant, University of Tennessee
It is pretty much a given that no other subject gets as much attention when two companies...
Kate Vitasek, Faculty, University of Tennessee Graduate and Executive Education
At some point a buyer and supplier must discuss pricing; it might not be the first thing...