Jacob Gorm Larsen

A Practical Guide to E-Auctions for Procurement

How to Maximize Impact with E-Sourcing and E-Negotiation

• Gebundenes Buch

Produktbeschreibung

Understand how to integrate eNegotiation and eSourcing into your procurement strategy with examples of successful implementation from Maersk.

Produktdetails

• Verlag: Kogan Page
• Seitenzahl: 272
• Erscheinungstermin: 23. Februar 2021
• Englisch
• Abmessung: 234mm x 156mm x 22mm
• Gewicht: 562g
• ISBN-13: 9781398600300
• ISBN-10: 139860030X
• Artikelnr.: 59411562

Autorenporträt

Jacob Gorm Larsen

Inhaltsangabe

Section
SECTION ONE: Understanding eSourcing and eNegotiation; Chapter
01: What is an eAuction?; Chapter
02: Applicability, when can you use eAuctions?; Chapter
03: The history of eAuctions; Chapter
04: Value in a theoretical perspective; Section
SECTION TWO: eNegotiation strategy; Chapter
06: Game theory
eNegotiations as a strategic game; Chapter
07: Negotiation theory; Chapter
08: eAuction formats; Chapter
09: eNegotiation strategy objectives; Chapter
10: Supplier relationships
maintain relationships; Chapter
11: eNegotiation strategy framework; Section
SECTION THREE: Bidder engagement; Chapter
12: The value proposition for suppliers; Chapter
13: Supplier communication; Chapter
14: Supplier Training; Section
SECTION FOUR: Driving usage and adoption; Chapter
15: Introduce a Center of Excellence (COE) for Support, Technology and Governance; Chapter
16: Ensure executive support to eAuctions; Chapter
17: Make it strategic; Chapter
18: Drive it with hard KPI's; Chapter
19: Address the myths; Chapter
20: Re
inventing yourself every year; Chapter
21: Examples of best
practice; Chapter
22: The selling never stops; Section
SECTION FIVE: The future of eNegotiation; Chapter
23: The accelerating digitization of negotiations; Chapter
24: AI powered negotiation guides; Chapter
25: Automating negotiation processes; Chapter
26: The future of eAuctions, cup half full or half empty