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SCM-450 09A/B - Contracting For The Longer Term

Featuring Bob Trent

Length: 2 hours 27 minutes

Contracting for the Longer-Term

This module presents a set of topics related to longer-term contracting.  This includes a:

  • Review of purchasing law, Incoterms, and contract law
  • Detailed analysis of longer-term contracts
  • Set of good practices as they relate to contract performance management
  • Discussion of the negotiating process, tactics, power, concessions, and the differences between win-win and win-lose negotiation   

Supplementary Materials

  • Notes & Materials