* Negotiation Tactics: Suppliers can use various tactics to gain an advantage in negotiations.
* Power Position: DEF is the primary source for the material and is aware that XYZ has limited alternatives due to lead time constraints.
* Delays and Postponements: By delaying negotiations, DEF might be trying to leverage its power position, knowing XYZ cannot easily switch suppliers.
* Implications for XYZ: XYZ may feel pressured to concede to DEF's terms due to the urgency of their need for the materials.
* Strategic Response: XYZ needs to consider strategies to mitigate DEF's leverage, such as seeking alternative suppliers in the long term or negotiating better terms to manage future risks. References
* Fisher, Ury, and Patton's "Getting to Yes: Negotiating Agreement Without Giving In".