HP finds that win-win works best in Asia

摘要

When a company buys 40 billion in materials and services from suppliers in one region of the world,it wants to make sure it gets the best possible value for its purchases.That's why Hewlett-Packard,based in Palo Alto,Calif.,conducted a study to determine which negotiation strategies and techniques are most effective when dealing with suppliers in China,Japan and South Korea.