Chapter 14 - Competition in the marketplace Technology...

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    NEGOTIATION IN PURCHASING AND SUPPLY MANAGEMENT CH 14
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    OBJECTIVES Compare the two kinds of negotiations in terms  of characteristics, applicability and expected  outcome Identify circumstances under which negotiations  should take place in purchasing and supply Illustrate and explain the purchasing negotiation  process Point out some useful tactics in negotiations Explain the use of post-tender negotiations
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    QUESTION 1 1. Compare the two kinds of negotiations  in terms of characteristics, applicability  and expected outcomes Page 236 – 238 Figure 14.1 Constructive negotiation Competitive negotiation 
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    QUESTION 2 1. Identify circumstances under which  negotiations should take place in  purchasing and supply Page 238 – 239 Cost effectiveness
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Unformatted text preview: Competition in the marketplace Technology Quantities Risk Alliances and long-term agreements Normal relationships with suppliers Changes in specifications Post-tender negotiations Management approach to supply QUESTION 3 1. Explain the purchasing negotiation process Page 239 244 Phase 1: Information collection phase Phase 2: Preparatory phase Phase 3: Negotiation planning phase Phase 4: Meeting phase or face-to-face negotiations Phase 5: Implementation phase QUESTION 4 1. Point out some useful tactics in negotiations. Page 244 245 QUESTION 5 1. Explain the use of post-tender negotiations. Page 245...
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Chapter 14 - Competition in the marketplace Technology...

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