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ERIC Number: EJ356969
Record Type: Journal
Publication Date: 1987
Pages: N/A
Abstractor: N/A
ISBN: N/A
ISSN: N/A
EISSN: N/A
Integrating Strategic Planning Concepts into the Negotiating Process.
Winer, Toby R.; Winer, Russell S.
Planning for Higher Education, v15 n4 p1-4 1986-87
The purchase of a new telecommunications system at Vanderbilt University is described. By understanding conditions in which buyers generally obtain leverage over sellers in industries, it was possible to improve negotiating power. Strategic-planning concepts developed by Michael Porter in his book "Competitive Strategy" were used as a guide. (MLW)
Descriptors: College Planning, Higher Education, Purchasing, Telecommunications, Telephone Communications Systems
Publication Type: Journal Articles; Reports - Descriptive
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A