Question: 10.13 Partnering often has a requirement for 'open book'. You are negotiating with a supplier who accepts the principle of open book but wants to

10.13 Partnering often has a requirement for 'open book'. You are negotiating with a supplier who

accepts the principle of open book but wants to know what you will use the information for.

He has given you an example. He has planned a profit of 12.5 per cent. What happens if the

open book shows that through his efficiencies he makes 16.9 per cent? What would you tell

him about the specific and the wider principle?

10.14What advantages do procurement consortia offer?

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