Negotiating a Middle Ground
This article discusses the benefits of finding the middle ground when negotiating with suppliers. The practice of using leverage to negotiate often results in a zero-sum outcome where one side wins and the other side gains nothing. By finding a middle ground, manufacturers can increase the size of the pie for all parties involved. The article outlines some hurdles to finding the middle ground, but the benefits, in the end, will out-weigh the challenges.
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