Building Targets for Negotiation

A negotiation target is defined as the aim for a negotiation at its conclusion, sometimes referred to as an ‘aspiration’. Negotiation ranges are the best …

Meeting Arrangment in Negotiation

Comparing typical negotiation meetings for a distributive and an integrative situation reveals different stages. It is important to consider different strategies for the stage of …

Resources Allocation in Negotiation

A further consideration for the preparation and planning phase is that of developing and refining the protocol. The process of a negotiation implies the requirement …

Phrases of Negotiation Process

Negotiation is any form of verbal communication whereby parties to a conflict of interest discuss, without resort to arbitration or other judicial processes, the form …

Approaches of Negotiation Strategy

There is consensus that two distinct negotiating situations occur. Firstly, there are those where agreement is sought through collaboration and problem solving and those where …

Risk Assessment in Negotiation

An organization’s view of the risks associated with supply will differ according to its view of purchasing. If the view is that the organization is …

Legal Framework in Negotiation Preparation

Various legal implications arise from the outcome of successful negotiations.  Most obvious is that the agreement becomes the basis of a contract between the purchaser …

Tendering Evaluatin before Negotiation

Tenders can be open, restricted or selective , where the supplier may be self-selecting or already known to the purchaser. Other forms of tendering enable …