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Globalization, digitization, global supply chains and the Corona pandemic have led companies to take a closer look at value chains. Shifting services to partially competing supplier networks is giving rise to new guiding principles, strategies and processes. The focus in the future has therefore long since shifted from leveraging internal cost advantages to information exchange, stable supply chains and the exploitation of global cross-company potential. The content: Transformation and cultural change to innovative supplier management Supplier management as part of corporate strategy Phases, organization and competence requirements Control groups and escalation levels Lean methods, audits and supplier analyses Corporate social responsibility and ethics Supplier Management in the service sector Management of suppliers with financial difficulties Lean management in projects Innovation management Claim management and subsequent claims in case of non-performance Tools for identifying waste The author: Prof. Dr. Marc Helmold teaches business administration, strategic management, supplier management and supply chain management at the IU Internationale Hochschule in Berlin. Previously, he held various management positions at well-known companies in the automotive and railway industries. This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.

China stellt für das Lieferantenmanagement von morgen einen nicht zu ignorierenden Beschaffungsmarkt dar. Das Buch ist im Kontext des Leitbildwandels verfasst worden, wonach das Lieferantenmanagement der Zukunft präventiv, partnerschaftlich, integrativ, innovativ, digitalisiert und vernetzt sein muss. Die Verknüpfung von theoretischen und praktischen Ausführungen des Lieferantenmanagements durch die Fachexperten Dr. Marc Helmold und Dr. Brian Terry ist in dieser Form auf dem deustchsprachigen Markt einmalig. Neben Best Practices unterschiedlicher Sektoren entlang der sieben Teilprozesse, Lieferantenbeziehungsmanagement, Lieferantenstrategie, Lieferantenauswahl, Lieferantenbewertung, Lieferantenentwicklung, Lieferantenintegration und Lieferantencontrolling wird geklärt, wie das Lieferantenmanagement einen Wettbewerbsvorteil für Unternehmen schaffen kann. Praxisnaher und wertorientierter Ansatz für ein proaktives und innovatives Lieferantenmanagement in China; Kombiniert theoretische Ansätze gezielt mit Beispielen aus der Praxis innovativer Unternehmen der Automobil-, Luftfahrt- und Bahnindustrie; Ideal für Einkaufs- und Beschaffungsexperten sowie Lieferantenmanager; Nützlich für Studierende und Lehrpersonal in den Bereichen Supply Chain Management, Logistik, Beschaffung, Produktion oder Qualitätsmanagement.

China stellt für das Lieferantenmanagement von morgen einen nicht zu ignorierenden Beschaffungsmarkt dar. Das Buch ist im Kontext des Leitbildwandels verfasst worden, wonach das Lieferantenmanagement der Zukunft präventiv, partnerschaftlich, integrativ, innovativ, digitalisiert und vernetzt sein muss. Die Verknüpfung von theoretischen und praktischen Ausführungen des Lieferantenmanagements durch die Fachexperten Dr. Marc Helmold und Dr. Brian Terry ist in dieser Form auf dem deustchsprachigen Markt einmalig. Neben Best Practices unterschiedlicher Sektoren entlang der sieben Teilprozesse, Lieferantenbeziehungsmanagement, Lieferantenstrategie, Lieferantenauswahl, Lieferantenbewertung, Lieferantenentwicklung, Lieferantenintegration und Lieferantencontrolling wird geklärt, wie das Lieferantenmanagement einen Wettbewerbsvorteil für Unternehmen schaffen kann. Praxisnaher und wertorientierter Ansatz für ein proaktives und innovatives Lieferantenmanagement in China Kombiniert theoretische Ansätze gezielt mit Beispielen aus der Praxis innovativer Unternehmen der Automobil-, Luftfahrt- und Bahnindustrie Ideal für Einkaufs- und Beschaffungsexperten sowie Lieferantenmanager Nützlich für Studierende und Lehrpersonal in den Bereichen Supply Chain Management, Logistik, Beschaffung, Produktion oder Qualitätsmanagement Über die Autoren Dr. Marc Helmold ist Professor an der Internationalen Hochschule Bad Honnef und lehrt an der Gloucestershire Universität. Er war in verschiedenen Führungspositionen der Automobil- und Bahnindustrie namhafter Unternehmen im Lieferantenmanagement tätig. Bis 2016 hat der das Chinabüro von Bombardier Transportation in Shanghai geleitet. Dr. Brian Terry lehrt an der Regents Universität in London, UK. Er betreut weiterhin Doktoskandidaten an der Gloucestershire Universität. Dr. Terry hat durch seine Lehr- und Praxistätigkeit Erfahrungen in China sammeln können.

This book provides readers a holistic and pragmatic approach towards supply management in China. It elaborates on how supply management should integrate the optimum level, and a combination of quality, cost and delivery. In addition to serving as a guide on how to address cultural barriers, apply supply tools and concepts, it also illustrates the best practices in supply management in China. It draws from a large number of best practices of companies from automotive to railway, to convince other functional departments and higher management that supply management plays the most fundamental role in any organization due to the high number of value adding activities which are coming from suppliers. These practices have been derived by a multi-methodical approach including interviews with supply management leaders from industry and experts in academia, making it as unique and a suitable a guide for practitioners and academics.

1 Introduction -- 2 General information -- 3 The Enormous Pace of Infrastructural Development -- 4 Internationalisation of China -- 5 Energy Supply -- 6 Market Opportunities -- 7 Economic Hubs -- 8 Labour Market and Education -- 9 Understanding the Chinese Culture -- 10 General Business Environment -- 11 Positioning in a Complex Market -- 12 Marketing Strategy in China -- 13 Managing Global Supply Chain -- 14 Service Industry in China -- 15 Sustainability Management -- 16 Risks Management -- 17 Institutional Supports for Commercial Activities -- 18 Outlook.

This book provides a valuable overview of concrete negotiations in industry and business and shows ways to achieve successful negotiation breakthroughs. It brings together the aspects of negotiation preparation, negotiation execution, negotiation psychology, and negotiation success that have often been perceived separately until now. The authors provide helpful recommendations for effectively taking into account intercultural elements as well. This book is particularly interesting for employees in development, quality management, purchasing, production, marketing and sales who negotiate prices, performance characteristics of products and services and quality characteristics with customers or suppliers. In addition to the structured six-step approach, psychological and nonverbal tools are also explained in a practical and clear manner, leading negotiators to a successful negotiation conclusion.

Best-in-Class Negotiations in the International Context -- Prisoners' Dilemma and Negotiation Types -- Competencies and Criteria for Successful Negotiations -- Negotiations as Integral Part of the Corporate Strategy -- Negotiation Execution -- Negotiation Concepts -- Negotiations in Different Cultures and Internationalisation -- Business Negotiations in Industry -- A-6 Concept for Successful International Negotiations -- Nonverbal Communication -- Tools for Negotiations -- Outsourcing Negotiations -- Negotiations in the Global Economy -- Negotiation in Companies with Financial Difficulties -- Negotiations in the Service Industry -- Negotiations in Project Management -- Negotiations in Different Countries -- Negotiations in Europe -- Negotiations in the Americas -- Negotiations in Japan, China and Asia-Pacific -- Negotiations in Arabic Countries and the Middle East -- Negotiations in Africa.

The COVID-19 crisis has identified several weaknesses and shortcomings of global supply chain networks. Due to the rapidly increasing demand of protective healthcare equipment, i.e. goggles, masks or equipment, it is visible that global supply chains have been significantly challenged. Furthermore, countries had to compete for available products, also leading to drastic price rises. The German government had to ask Multinational Companies (MNC) to procure healthcare equipment, as government procurement authorities were not experienced in dealing with global supply chains (Petersen, 2020). Moreover, even though machines for making masks and healthcare equipment are manufactured in Germany, there was no domestic supply. Under pressure to overcome the masks shortage in Germany, the government has promised state subsidies covering 30% of investment costs of companies venturing to launch fabric production. The funding will be capped at €10 million ($10.9 million), but includes a purchase guarantee from the government. The situation displayed how fragile and disruptive global supply chains can be in crisis situations. Moreover, the case shows the dependency on imports from China and other countries for pharmaceuticals or medical equipment.