Académique Documents
Professionnel Documents
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Key Concepts
• Objectives of Negotiation
– Quality
– Fair and Reasonable Price
– On-time Performance
– Control
– Cooperation
– Supplier Relationship Management
• When to Negotiate
Key Concepts
• Face-to-Face Discussions
– Fact Finding
– Recess
– Narrowing the Differences
– Hard Bargaining
• Techniques
– Universally Applicable Techniques
– Transactional Techniques
– Collaborative and Alliance Negotiating Techniques
• The Debriefing: An Incredible Learning Opportunity
• Documentation
Objectives of Negotiation
• Quality
• Fair and reasonable price
• On-time performance
• Control
• Cooperation
• Supplier relationship management
Five Prerequisite Criteria for Competitive Bidding
1. Preparation
2. Establishment of objectives
3. Face to face discussions
4. Debriefing
5. Documentation
Preparation
• An objective position
– Best estimate of what the seller's actual costs plus a
fair profit should be
• A minimum position
– Developed on the premise that every required seller
action will turn out satisfactorily and with minimum
cost
• A maximum position
– Developed on the premise a large number of required
seller actions will turn out unsatisfactorily and with
maximum cost
Traditional Cost Objectives
• Quantity of labor
• Wage rates
• Quantity of materials
• Prices of materials
• Factory overhead
• Engineering expense
• Tooling expense
• Administrative expense
Non-Cost Objectives
• Progress reports
• Production control plans
• Incentive arrangements
• Patents and infringement protection
• Packaging
• Title to special tools and equipment
• Disposition of damaged goods and non-
conforming materials
Identify the Desired Type of Relationship
The issues should be discussed in the order of their probable ease of solution
• “Murder Boards” and Mock Negotiations
Members of the murder board dissect the negotiation plan in an effort to identify
avoidable problems;
Mock negotiations are used to prepare for the negotiation through a simulation of
what is likely to occur during face-to-face discussion
• Draft Agreements
• Fact Finding
Has a complete understanding of the supplier’s proposal using questions of a how, what,
when, who, and why; gain a better understanding of both the supplier’s interest (not
objectives) and the supplier’s strength and weakness
• Recess
• Narrowing the Differences
• Hard Bargaining
Hard bargaining, the last resort, involves the use of take-it-or-leave-it
tactics, Its use is limited to one-time or adversarial situations
Techniques
• Use Diversions
A joke or a coffee break
Buyer’s position
Heart of
Transactional
Negotiation
Seller’s position
Cost
Sole-source Negotiation
• Subject
• Introductory Summary
• Particulars
• Procurement situation
• Negotiation summary
Hypotheses Regarding Negotiations