Cordell, Andrea; Thompson, Ian - 2019 - Third edition
-- Introduction -- Section 1 Key processes -- 1 Procurement Life Cycle -- 2 Contract Management Cycle -- 3 Category Management Process … Management Matrix -- 29 Johari Window -- 30 Supplier Categorisation -- 31 Contract Management Grid -- Section 4 Negotiation -- 32 … -- 37 Thomas-Kilmann Conflict Mode Instrument -- 38 Sales Positioning Matrix -- 39 SPIN® Negotiation -- Section 5 Management …