Jacob Gorm Larsen
A Practical Guide to E-auctions for Procurement
How to Maximize Impact with e-Sourcing and e-Negotiation
Jacob Gorm Larsen
A Practical Guide to E-auctions for Procurement
How to Maximize Impact with e-Sourcing and e-Negotiation
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Understand how to integrate eNegotiation and eSourcing into your procurement strategy with examples of successful implementation from Maersk.
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Understand how to integrate eNegotiation and eSourcing into your procurement strategy with examples of successful implementation from Maersk.
Produktdetails
- Produktdetails
- Verlag: Kogan Page Ltd
- Seitenzahl: 272
- Erscheinungstermin: 3. Februar 2021
- Englisch
- Abmessung: 233mm x 154mm x 20mm
- Gewicht: 420g
- ISBN-13: 9781398600287
- ISBN-10: 1398600288
- Artikelnr.: 59413188
- Verlag: Kogan Page Ltd
- Seitenzahl: 272
- Erscheinungstermin: 3. Februar 2021
- Englisch
- Abmessung: 233mm x 154mm x 20mm
- Gewicht: 420g
- ISBN-13: 9781398600287
- ISBN-10: 1398600288
- Artikelnr.: 59413188
Jacob Gorm Larsen is Head of Digital Procurement in Maersk with responsibility for the execution of the digital transformation of procurement. For the past 15 years he has been part of the procurement team at Maersk including responsibility for developing and operating the e-sourcing program for more than a decade.
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
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
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
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