“A buyer should not only be concerned with negotiating the reduction of price with a potential supplier, other aspiration points and issues that may require negotiations in order to reach satisfactory settlement could relate to product quality, date of delivery, free delivery up to buyer’s end, reduction in packing charges, higher trade discount on bulk purchases, seeking maximum co-operation of the supplier, or even removal of obstacles that could arise in future etc.” That is to say, the fundamental drivers of carrying out negotiations are due to our basic needs, wants, and motivations.
As the procurement role evolves from transaction-based into more of strategic
a) What does the term negotiation generally mean?
b) In more specific terms, what does negotiation in purchasing refer to?
c) What strategies and tactics can be employed during negotiation, and when or why will you use particular strategies or tactics?
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