a) Data based negotiation practices defined

b) Behavioral based negotiation practices defined

c) Supply Chain Management TCO practices

a) Defining various cost components

b) Acquisition cost vs total cost examples and key issues

c) The contract as a means of allocating risk and how to manage and minimize total cost exposure

d) Defining and managing direct savings, indirect/soft savings, and cost avoidance

e) Review of financial cost factors and types in analysis

f) Benchmarking - when to use, how to use, where to obtain

g) effective development and utilization of Supplier Cost Models

h) Total Cost Modeling - capturing parameters, developing and using effectively

a) Managing supply chain costs

b) Removing costs vs. reducing costs

c) Business models for implementation

a) Opening & Bottom Line Positions in Negotiations - data based methodology