ReferencesBaber, W. W., & Fletcher-Chen, C. (2015). Practical .docx

References
Baber, W. W., & Fletcher-Chen, C. (2015). Practical business
negotiation. New York: Routledge
CSCMP, Council of Supply Chain Management Professionals.
(2012). CSCMP Supply Chain management definitions.
Retrieved from http://cscmp.org/aboutcscmp/definitions.asp
Federal Acquisition Regulation (FAR, 2017, April, 1)
[Government website] Available at
https://www.acquisition.gov/?q=browsefar
GSA Advantage (2017, April 1) [Government Website]
Available at https://www.gsa.gov/portal/content/104677
Habermann, M., Blackhurst, J., & Metcalf, A. Y. (2015). Keep
your friends close? Supply Chain Design and Disruption Risk.
Decision Sciences, 46(3), 491-526. doi:10.1111/deci.12138
Supply Chain Negotiation
Chat 1
Emmet Fritch
Chats are intended to provide information beyond the topics in
the assigned reading. Chats are not a replacement for assigned
reading material. Please be sure all assigned reading is
completed in addition to reviewing chat information.
1

Agenda
Welcome to SCM 340
Course Overview
Objectives
Define supply chain
Discuss Mechanics of Course Work
Discussion of Week one Topics
Review DB
Review IP
2
Course Overview SCM 340
Prerequisites: SCM210 - Introduction to Logistics/Supply Chain
Management Course Description: The objective of this course
is to acquaint students with understanding and present-day
application of concepts and practices of negotiation. The course
will have three primary tracks: comprehension of contract
negotiation theory, understanding various negotiation strategies
suitable for diverse conditions, and contract cost and price
analysis. These instruments measure fairness and
reasonableness of proposed prices. The student also gains an
understanding of ethical principles and stakeholder concerns

that influence the choices offered and made in transactions and
relationships.
3
Course Objectives
Course Objectives: Demonstrate contract negotiation tasks,
techniques, and strategies.
Distinguish between commercial and federal contract pricing
proposals.
Explain the business ethic factors associated with contract
negotiations
Prepare a contract negotiation plan.
Understand the Contract Negotiation Process map.

4
Supply Chain Definition
Supply chains are generally thought of as the entire network of
companies required to get raw materials transformed into
customer products
Supplier
Final Producer
Customer
Retail outlet
Distribution center
Transporter
Supplier to Supplier
Consumer
Transporter
E. Fritch
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5
Supply Chain Definition
A supply chain consists of all parties involved, directly or
indirectly, in fulfilling a customer request, and includes
manufacturers, suppliers, transporters, warehouses, retailers,
and customers (Chopra & Meindl, 2004).
Supply chain management encompasses the planning and
management of all activities involved in sourcing and
procurement, conversion, and all logistics management
activities. Importantly, it also includes coordination and
collaboration with channel partners, which can be suppliers,
intermediaries, third party service providers, and customers. In
essence, supply chain management integrates supply and

demand management within and across companies (CSCMP
2013).
E. Fritch
6
6
Business Negotiation
Business negotiation is largely a process where people with
multiple objectives openly seek money, business opportunities,
and other forms of value. Other types of negotiation, are often
less open and often threatened by the actions of individuals and
groups who do not seek common benefit. Business leaders strive
to accomplish win-win agreements where interested parties
benefit from combining actions to create synergy. When
companies combine efforts the result is often more than the
individual outcomes each party can accomplish on their own.
7
Business Negotiation
Business negotiation is a process and the process changes based
on situations.
An example of a business negotiation for synergy is Apple
Samsung. Both companies make products that compete against
each other. However, Apple is dependent on Samsung for
memory components in smart phones. A negotiation in which
both parties benefit from combined effort results.
8

Other Forms of Negotiation
A homeowner negotiating with a contractor to perform specific
work on a home illustrates an example of other types of
negotiation. The homeowner specifies the need and the
contractor performs. However, the transaction results in a
payment to the contractor. In this situation, combining the
efforts of multiple parties for synergy is not accomplished
(Baber & Fletcher-Chen, 2015).
9
Strategic Alliances
Because supply chains are defined in a broad context, and
because product and services firms acquire, Long-term relations
are often part of the negotiation process
Company leaders have favored development of long-term
strategic alliances, rather than one off vendor purchase
agreements because of pressure to compete n the global market.
Cost pressures, and risk management have motivated companies
to improve performance by creating SCM strategies involving
strategic alliances with supplier companies (Steinle & Schiele,
2008). The quality of a companies products and services in the
commercial market are traced to factors created by companies a
firm buy from. Product costs, inventory management, and
quality are provided by other companies directly or indirectly.
(Monczka et al., 2008).
10

Supplier Selection
Vendor selection and supplier selection are two different
processes. Recent developments in the supply chain
management process resulted in managers realizing vendor
selection reduces the chances of entering into long-term
strategic alliances. Vendors are selected by the request for bid
process, followed by the selection on a "one time basis" of a
supplier to perform a specific task or to supply a specific
product.
11
Roles and Responsibilities of Negotiation Teams
Negotiating teams create added synergy when effectively
developed and managed, prior to the start of business
negotiations with counterparts in other companies. Included in
the functions members may contribute are:
Facilitating the negotiation process (understand where to begin,
manage other team members, set agendas)
Subject matter experts provide insight and advice on specific
issues and validate assumptions the team members will develop
during the planning phase
Each member of a team can assist by conducting market
research for their respective disciplines
12
Roles and Responsibilities of Negotiation Teams
It is common to have diverse department representatives on
cross-functional teams. The advantage of cross-functional teams
is the synergistic results acquired through such processes as
brainstorming, supplier capability audits, and role-playing to
simulate expected negotiation sessions. Simulation provides
stakeholders a learning process. Brainstorming allows for
creative methods to develop. Supplier capability audits allow

teams to narrow down the number of possible contenders for
contract negotiation to a manageable number of finalists.
13
DB
Suggestions to start
Use library articles and classroom material
Review discussions of supply chain management by reviewing
the definition section of the Council of Supply Chain
Management Professionals (CSCMP) website. Place APA
formatted citations in the discussion text
Place APA formatted references at the bottom of the discussion
posts. Use hanging indents, proper title capitalization, and other
information from the CTU Writing Guide
Be sure to cite and reference all material you present in initial
posts
E. Fritch
14
14
Mechanics of IP Assignments
The MUSE section of class will help get you started. However,
it will require researching the library to obtain material
necessary to complete assignments. Be sure not rely too much
on blogs and other “non-scholarly” resources
See the list of preferred reference types in the announcements
15

Mechanics of IP Assignments
What to do for Individual Project Writing
Use a coversheet with running header.
Title page headers need to have the words “Running head: ALL
CAP TITLE” on one line, and subsequent pages need the words
“Running head,” removed. MS Word section creation allows
for the title page to be formatted one way and the subsequent
pages another. This will allow for one header on the title page
and another on subsequent pages. The way to do this is to use
the MS Word section break feature. That way you can have
differing formats (running header, in this case) on the title page
and subsequent pages.
Use the negotiation template referenced in the IP instructions
Cite authority for comments on the form in APA format
Add a separate reference form in APA format
16
Unit 1 - Discussion Board Project
Primary Discussion Response is due by Friday (11:59:59pm
Central), Peer Responses are due by Tuesday (11:59:59pm
Central).
Primary Task Response: Within the Discussion Board area,
write 400–600 words that respond to the following questions
with your thoughts, ideas, and comments. This will be the
foundation for future discussions by your classmates. Be
substantive and clear, and use examples to reinforce your ideas.
As a regional manager for ABC Manufacturing, your duties will
include negotiating contracts with vendors to maintain
production and transportation schedules. Because you just came
on board, the chief operating officer (COO) has asked you to

address the senior team leaders on the importance of contract
negotiations in vendor selection. You begin the meeting by
asking each leader to provide his or her understanding of what
negotiating means, and the importance of negotiating in supply
chain management. In addition, you ask the leaders to identify 3
key members of the contract negotiating team.
Describe the following:
Part 1: What does negotiation mean in today’s business
environment?
Part 2: What role does contract negotiations play in the vendor
selection process?
Part 3: Identify the roles and responsibility of at least 3 key
members of the contract negotiation team.
Responses to Other Students: Respond to at least 2 of your
fellow classmates with at least a 100-word reply about their
Primary Task Response regarding items you found to be
compelling and enlightening. To help you with your discussion,
please consider the following questions:
What did you learn from your classmate's posting?
What additional questions do you have after reading the
posting?
What clarification do you need regarding the posting?
What differences or similarities do you see between your
posting and other classmates' postings?
For assistance with your assignment, please use your text, Web
resources, and all course materials.
17
Unit 1 - Discussion Board Project 2
Primary Discussion Response is due by Friday (11:59:59pm
Central), Peer Responses are due by Tuesday (11:59:59pm
Central).
This is a terrific time to meet your fellow classmates, to learn a
little bit about them, and for them to learn about you. Please

introduce yourself in the Introductory Discussion Board that can
be accessed via the Discussion Board link to the left. If you are
not sure how to get started, begin by discussing your
background and why you are in school. Feel free to mention
your proudest accomplishments, and offer advice to others. Say
something unique or fun about yourself!
You may upload a picture by clicking "Post File" when you
respond to the Discussion Board. Images in JPEG form work
well, but the Discussion Board will accept other formats, too.
Get started today. For purposes of your attendance, please post
your introduction into this discussion by Friday.
You are encouraged to participate in this thread throughout the
term.
18
IP Instructions in Classroom Unit 1
For this course, you will be working on a Key Assignment.
Throughout this course, you will use the Negotiation Strategy
Planning Template to guide your research and analysis. Each
week, you will complete a portion of the Negotiation Strategy
Planning Template using the information provided. After
completing the template, in Week 5, you will apply what you
have learned to a negotiating scenario. Your final Key
Assignment will be complete in Unit 5, and it will include the
completed Negotiation Strategy Planning Template and a
presentation based on the provided scenario.
Click here to download the Negotiation Strategy Planning
Template.
19
IP

Planning Scenario
Your company manufactures DELAMIX blenders, and you are
negotiating terms with a supplier of a critical component in
your manufacturing process (XYZ Plastics). The chief operating
officer (COO) wants you to lead the contract negotiations with
XYZ Plastics; however, your planning team has no formal
training in negotiation strategy planning. To assist you, the
COO provided a recommended template to guide your planning
effort. He asked that you review the template and prepare a
discussion or narrative for each section that will outline the key
components required and guide the planning process.
After reviewing the template, you decide to host a series of
training sessions (one per week) designed to coach your team on
the negotiation strategy planning process. Your first planning
session will serve as an introduction to the planning process and
outline the purpose of negotiations and the intended outcomes.
20
IP
Use the template provided (Negotiation Strategy Planning
Template). You will write a discussion of 600–800 words on the
following topics:
Purpose of the Negotiation (300–400 words)
Characteristics of negotiations (why negotiate)
Discuss the purpose of negotiations in the supply chain.
Discuss at least 2 situations where negotiation is appropriate.
Discuss at least 2 common negotiation situations.
Desired outcome (300–400 words)
Discuss the desired outcomes of your organization.
Discuss the importance of identifying the organization's goals
and objectives as a part of negotiation planning.
Define and describe the term most desirable outcome (MDO).

For assistance with your assignment, please use your text, Web
resources, and all course materials.
21
IP
Use course material and library articles for majority of
references. Include other resources as supplemental to articles
and assigned reading.
Use at least two references. Library articles and assigned
reading.
APA citations in text location on the negotiation template. APA
references on the last page, separate from the template.
22
Academic Resources
Original Research
The term research applies to many activities, and there are
different purposes for research as well. In an academic setting,
the highest form of research is the discovery of new knowledge
through careful design and testing of a hypothesis or extensive
qualitative study. This form of original research may be found
in academic or research journals, such as JABM: Journal of
Accounting, Business & Management. These articles are often
summaries of extensive research documents, which other
independent researchers scrutinize to evaluate the validity and
reliability of research performed. Student dissertations created
to complete doctoral studies are also a valuable source of
knowledge. They are created using this same type of rigorous
approach and they are subject to evaluation by a committee of
the university granting the degree to evaluate validity and
reliability.

Textbooks
Textbooks are very often compilations of original research
intermixed with sample applications and a coordinated
presentation of the material by the text's author or authors who
are often respected researchers or teachers in the field. Whereas
these sources provide information that fairly presents the results
of research, as well as specific applications, they more often
than not avoid presenting the actual research performed. As a
result, you must view these as summaries of research, like book
reviews are to the actual books.
23
Academic Resources
Trade Journals
While the previous forms of research are often more theoretical
in nature, they provide the opportunity to develop applications
which utilize this knowledge. Many trade journals, such as the
AICPA's Journal of Accountancy, provide reviews of
applications or best practices in an industry related to the more
theoretical research discussed above. Expert practitioners
frequently write these articles and focus more on the application
of knowledge than the creation of it. These articles may also
focus on applying theories from other areas to a specific
industry problem: for example, using forest conservation
principles in organizational development. Editors review these
article submissions, but because they are more often editorial in
nature, they are not subject to the same rigorous scrutiny that
original research is.
Popular Press
The popular press is yet another source of information. Books
such as Blue Ocean Strategy or The World is Flat are based in
research, but are presented in a more practical light and do not
necessarily make clear distinctions between the facts and
opinions they present. News sources such as Business Week or

Fast Company also fall into this category where the line
between knowledge and editorial is blurred. Again, editors often
review these solely to avoid factual misstatement, but not to
establish validity or reliability of the opinions expressed.
24
Academic Resources
Encyclopedias, Dictionaries, and Compendiums
Finally, there are encyclopedias, dictionaries, and
compendiums. These cross-reference materials often summarize
in a highly condensed manner other sources of information.
Whereas they are very helpful in finding research and expert
opinion, they are not themselves valuable as a source of
information. Just as a yellow pages may help you find a
mechanic, these sources may help you find research. You must
still go to the source and evaluate its usefulness yourself.
Encyclopedia Britannica, Oxford's English Dictionary, and
Wikipedia are all examples of these sources. Often, editors do
not review these materials beyond simple proofing to make sure
they have properly cited the original sources. The editors have
not reviewed the original sources for validity or reliability.
Often, opinions expressed by clearly biased sources are
included and the editors only insure proper citation.
25
Academic Resources
26
Non Academic Resources
Searching for information on a subject is a skill that you may
develop. The Internet has made it much easier to search for
information and search providers such as Google have created
the ability to find instantly large amounts of information. The

challenge is in evaluating that information. Sources in the
University Library or the E-Book Collection are more
appropriate and learning to search through them takes more
practice. Google, Wikipedia and various Internet blogs or
electronic articles are not good sources for academic essays. If
non academic sources are used, follow the structured approach
below to justify the source.
Once you have found an original source, you must evaluate it.
Here are some key questions to answer that may make a great
introduction in your paper for the support as well:
· Who is the author?
· Do their educational and experience credentials support
their ability to express an opinion on the subject?
· Has the research been peer-reviewed or through an
editorial process?
· What types of bias may be present?
· Who else has a contrary opinion on the subject and what
are their credentials?
· How old is the material and is it still relevant
27
John Fritch () -
IP Guidelines
To achieve "A" level work you will need to cite authority
beyond the
authors of the text and bring in citations from other sources. A
diverse viewpoint will be required showing ability to integrate

resource materials. The paper will need to be free of grammar,
spelling, and punctuation errors. The Online Library is a great
place to search for material on the topics of this class and use as
references to your papers. Be sure to cite the references in the
text and detail the citing in the reference section.
28
John Fritch () -
Essay Guidelines
To achieve “B” level work you will need to comply with the
requirements of “C” level work and show some degree of
integration of multiple authors’ material. The integration of
material will provide insight beyond the points discussed in the
textbook.
To achieve “C” level work you will need to comply with all
assignment requirements and answer each question with the
appropriate points from the textbook. A good approach would
be to paraphrase material from the assigned weekly reading
(including articles referred to in the weekly assignments) and
integrate the material by paraphrasing the information. Supply
at least 4 references.
29
Homework Phase 1

E. Fritch
30
30
Summary
Today we discussed:
Welcome to SCM 340
Course objectives
Define supply chain
Information technology to enable strategic implementation
across supply chains
Review DB
Review IP
31
References
Baber, W. W., & Fletcher-Chen, C. (2015). Practical business
negotiation. New York: Routledge
CSCMP, Council of Supply Chain Management Professionals.
(2012). CSCMP Supply Chain management definitions.
Retrieved from http://cscmp.org/
Federal Acquisition Regulation (FAR, 2017, April, 1)
[Government website] Available at
https://www.acquisition.gov/?q=browsefar
GSA Advantage (2017, April 1) [Government Website]
Available at
https://www.gsa.gov/portal/content/104677
32

References
33
References
34
References
35

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