Authors:
Sandra Rhee, Bernardo Garza
MIT Supply Chain Management Program (SCM)
38
Summary:
Our sponsor seeks to transform negotiation into a data-driven process while preserving the institutional knowledge of category sourcing strategies. To achieve this, the project seeks to design the “Negotiation Buddy,” an intelligence tool that helps sourcing professionals identify key negotiation levers and generate effective counteroffers. The proposed framework promotes a structured, data-driven procurement methodology, leveraging comprehensive market and value-risk analyses.
