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Chapter 4 Llewellyn R. Roberts and Robert J. Trent
PROCUREMENT AS A SUPPORT AND STRATEGIC FUNCTION WITHIN
COMPANIES
4.1 Introduction. ................................................................................................62
4.2 Defining Corporate Strategy........................................................................62
4.3 Procurement and Corporate Strategy.........................................................63
4.4 Procurement Strategy Development Process.............................................65
4.5 Key Sourcing Strategies..............................................................................71
4.6 Procurement as a Support Function. ..........................................................80
4.7 Evolving Sourcing Strategies and Best Practices.......................................85
4.8 Concluding Remarks...................................................................................88
4.9 References..................................................................................................88
Chapter 5 David Pooe and Chengedzai Mafini
SUPPLIER RELATIONSHIP MANAGEMENT AND DEVELOPMENT AND
SUPPLY-BASE LOCALISATION
5.1 Introduction. ................................................................................................92
5.2 Supplier Selection and Evaluation. .............................................................92
5.3 Supplier Relationship Management (SRM).................................................95
5.4 Types of Buyer-Supplier Relationships.....................................................105
5.5 Dealing with Disputes in Buyer-Supplier Relationships. ...........................107
5.6 Supplier Development...............................................................................109
5.7 Supply Base Localisation.......................................................................... 115
5.8 Concluding Remarks.................................................................................124
5.9 References................................................................................................124
5.10 Appendix...................................................................................................127
Chapter 6 Llewellyn R. Roberts and Robert J. Trent
TOTAL COST OF OWNERSHIP (TCO)
6.1 Introduction. ..............................................................................................130
6.2 Total Cost of Ownership (TCO).................................................................130
6.3 Types of Total Cost Models.......................................................................133
6.4 Total Cost Elements..................................................................................137
6.5 Calculating Total Landed Cost at Chefs Supply........................................140
6.6 Concluding Remarks.................................................................................144
6.7 References................................................................................................144
Chapter 7 Yusuf Justin Holcraft
NEGOTIATION
7.1 Introduction. ..............................................................................................146
7.2 Negotiation Overview................................................................................146
7.3 Negotiation Strategy..................................................................................148
7.4 Negotiation Process..................................................................................149
7.5 Negotiating Steps......................................................................................152
7.6 Tactics.......................................................................................................156
7.7 Concessions..............................................................................................158
7.8 Negotiating Power.....................................................................................161
7.9 Guidelines for Team Negotiating...............................................................163