Jacob Gorm Larsen is Head of Digital Procurement in Maersk with responsibility for the execution of the digital transformation of procurement. For the past 15 years he has been part of the procurement team at Maersk including responsibility for developing and operating the e-sourcing program for more than a decade.
Inhaltsangabe
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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