Main factor identification for early negotiation in product design
Editor: Udo Lindemann, Srinivasan V, Yong Se Kim, Sang Won Lee, John Clarkson, Gaetano Cascini
Author: Ye, Yun; Jankovic, Marija; Bocquet, Jean-Claude
Institution: Ecole Centrale Paris, France
In organizational markets (B2B markets), the buyer and supplier companies often work together as collaborators in the context of an extended enterprise. As such a collaboration involves signing a contract which implies potentially long-term commitment by both sides, it is important to make a global estimation during the phase “early negotiation”, where design specifications directly from buyer needs are defined. Although the early negotiation phase greatly impacts the overall buyer and supplier results, to the best of our knowledge, no framework has been proposed to define what factors should be considered during such an estimation. In this study, we first propose the definition and process of the phase “early negotiation”, where the engineering design steps which help the supplier to estimate buyer requirements satisfaction are identified. Then a framework is proposed to tell both buyer and supplier what factors should be estimated under different contexts. This framework was developed after an extensive literature review and observations. It aims at providing early decision support for companies and methodology development guidance for researchers.