Earning supplier partnerships through principled negotiations.

Abstract

In today's competitive global village, we must be prepared to do things differently than in the past if we wish to survive as a manufacturing economy. If purchasing is to do its part, running away from the problems will not solve the problems. We must learn how to work with our suppliers in a much more productive fashion than ever before. Supplier partnerships are indeed part of the answer to this change. But without changing the way we deal with suppliers, we'll never get the improvements that are possible.