Supplier Negotiation Reference Cards

What is a BATNA in supplier management? The best action you can take if the supplier cannot agree to the term, quality standard, or timeline you need. If you cannot act on it, it is not leverage; it is a bluff. Definition Raw materials went up, so your unit cost is increasing by eight percent on this PO. The increase would push the ASIN below target contribution margin. Your line At that cost, this ASIN falls below our margin floor. I can keep the full PO at the agreed cost, or place a smaller test quantity while I quote the…

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