1
Q
Value creationdef
A
-create cash flow at the end of the process
2
Q
Reverse auction-quoi
A
-veux acheter, determine un pris haut et laisse les vendeurs descendre.
3
Q
Contract preparation
A
-negociation preparation: target, mini acceptable, concession plan, batna, escalation chain-financial model: negociation scenarios, working k-terms sheet: all main items, use as basis for contract
4
Q
Alliance value creation Develop (globalization)
- How 3
- Who
A
- building critical mass with competitive strengh
- reach new market with cospecialized (assembling complementary skill with a partnership)
- plug skill gaps by learning new skills
- between: leader, challenger,
