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
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
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