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1. Collaboration trumps negotiations.

Author

Teague, Paul E.

Subjects
SUPPLIERS, CULTURE, INDUSTRIAL procurement
Abstract

The article reports on the experience of agricultural and construction-equipment manufacturer Case New Holland (CNH) of working with a machined parts supplier in China. More companies are learning that an understanding of cultural differences can be as important as proficiency in their own technology. The CNH global sourcing team has implemented low-cost country sourcing projects.

Published
2006

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