DISTRIBUTIVE NEGOTIATION Distributive Negotiation occurs in the form of somebody winning and somebody losing. It’s a zero sum game. The key objective in distributive negotiation is to maximize our party’s share of value from a particular deal – regardless of the impact on future relationship with the other party. It is thus a ‘transactional’ (rather …
HOW TO HANDLE CONFLICT IN PURCHASING AND SUPPLY Knowing what causes conflict in your purchasing and supply is one thing, solving it is another and by focusing on the attention of the parties, there are two dimensions to conflict handling, that is: Knowing what causes conflict in your purchasing and supply is one thing, solving …
When to use NEGOTIATION OR COMPETITIVE BIDDING? At some point in your procurement carrier you are faced with a choice between negotiation or competitive bidding. This is assuming that the company policy, if you are employed, isn’t clear about this sort of thing. Practically all you are doing is making a choice about the method …
In the course of negotiation a lot of statements are made, these statements are known as representation and if false they are known as misrepresentations. Those that turn out to be part of that contract become its terms. Terms are the rights and obligations of each party in the contract. The terms may be EXPRESS, …
TYPES OF SPECIFICATIONS WHEN CONTRACTING When you get into a Commercial agreement (contract), you are simply intending that the law enforce whatever it is that you as a party in that contract desire. The success here will obviously depend on how you frame your specifications. But what are specifications? Or even types of specifications when …
STRATEGIC & TACTICAL NEGOTIATION Negotiation is a basic means of getting what you want from others. It’s a back and forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed. (Fisher & Ury, Getting to yes) As a result of various …
KEY PERFORMANCE INDICATORS (KPIs) What gets measured gets managed; this gives us an idea of how important it is to measure supplier performance. When we talk about supplier performance measurement, we mean assessing their current performance against; Defined performance criteria Previous performance Performance of other comparable organisations BENEFITS OF USING KEY PERFORMANCE INDICATORS (KPIS) The …
Commercial agreements often are in the shape of a contract but, what is a contract? Simply put a contract is a legally binding agreement. The law of contract is concerned with four basic questions, which is what you should be asking yourself whenever you are in doubt whether you have a contract or not. These …
Knowing when to walk away from negotiation is important. The only reason to negotiate is to get results we would have otherwise not got, had we not negotiated. Success in this case is therefore measure by our ability to meet our objectives in the negotiation. This may mean using tactics such as, compromising, coercion, manipulations …
