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Negotiation in Purchasing

 

Contents

Negotiation Problems and Processes

1. Decision-making and negotiations

  1. Introduction of key concepts

  2. Attributes and issues

  3. Alternatives and offers

  4. Objectives, preferences and trade-offs

2. Negotiation-specific constructs

  1. Best alternative to the negotiated agreement (BATNA)

  2. Zone of possible agreements (ZOPA)

  3. Concessions

3. Six Phase model

  1. Planning

  2. Agenda setting and exploring the field

  3. Exchanging offers and arguments

  4. Reaching agreement

  5. Concluding the negotiation

  6. Post-negotiation activities

Negotiation Skills for purchasing Personnel

Resources