Diese Arbeit betrachtet für die besondere Situation des Outsourcing von Produktionsprozessen (und damit für ggf. kritische Kernbereiche des Unternehmens) eine mögliche Verhandlungsstrategie für einen geplanten Vertrag mit einer Single Source, also einem einzelnen Lieferanten. Besonderes Augenmerk wird auf den möglichen Einfluss von Problemen bzw. Risiken auf die Zufriedenheit der Kunden des outsourcenden Unternehmens gelegt sowie die mögliche Abhängigkeit von einem Einzellieferanten. Die Ableitung der Verhandlungstaktik erfolgt wertorientiert und definiert entsprechende Werthebel.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- Framework considerations for procuring outsourcing solutions
- Single Sourcing
- Outsourcing and Manufacturing Outsourcing
- Negotiations: a strategic process
- Negotiating a single sourced manufacturing outsourcing agreement
- Objectives and BATNA
- Conflicts and Synergies
- Aligning interests and resolving conflicts
- Value contribution and critical analysis of negotiation planning
- Conclusion
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This paper aims to critically assess the value created by planning a strategic approach before engaging in a negotiation. The specific scenario under consideration is a manufacturing company that has chosen to outsource a critical production process to a single supplier. This report examines the complexities of this situation, taking into account the risks associated with single sourcing, the unique considerations involved in manufacturing outsourcing, and the importance of maintaining customer satisfaction. The paper analyzes the negotiation process as a key element in establishing a successful relationship with the supplier.
- The risks associated with single sourcing, including dependency risks.
- The unique considerations required for outsourcing a manufacturing process.
- The importance of maintaining customer satisfaction when outsourcing core processes.
- The strategic planning involved in negotiation to ensure a successful relationship with the single provider.
- The alignment of interests and resolution of potential conflicts between the outsourcing company and the supplier.
Zusammenfassung der Kapitel (Chapter Summaries)
- Introduction: This chapter introduces the concept of outsourcing in manufacturing, highlighting its increasing prevalence and its associated risks, particularly when relying on a single supplier. The paper focuses on analyzing the negotiation process for a manufacturing company seeking to outsource a key production process.
- Framework considerations for procuring outsourcing solutions: This section delves into key considerations for outsourcing, including single sourcing, the specific challenges of manufacturing outsourcing, and the importance of strategic negotiation planning.
- Negotiating a single sourced manufacturing outsourcing agreement: This chapter focuses on the negotiation process, exploring objectives, potential conflicts and synergies, strategies for aligning interests and resolving conflicts, and the critical role of strategic planning in creating value for both parties.
Schlüsselwörter (Keywords)
This paper focuses on key terms related to outsourcing, single sourcing, supplier relationships, negotiation strategies, and the specific context of manufacturing outsourcing. The discussion centers on the importance of strategic planning and the alignment of interests in achieving a successful outcome for both the outsourcing company and the single supplier.
- Quote paper
- Florian C. Kleemann (Author), 2010, Outsourcing of Manufacturing Processes: Negotiating with a Single Sourcing Supplier, Munich, GRIN Verlag, https://www.grin.com/document/190101
