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Understand how to integrate eNegotiation and eSourcing into your procurement strategy with examples of successful implementation from Maersk.
List of contents
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
About the author
Jacob Gorm Larsen
Summary
Understand how to integrate eNegotiation and eSourcing into your procurement strategy with examples of successful implementation from Maersk.
Foreword
Provides a new perspective on the future of eAuctions which includes the increased development of AI and Robotic Process Automation within the negotiation discipline
