Contracting and Purchasing Negotiation Techniques Sample Essay

The intent of this paper is to show the demand for an effectual negotiant to program. form. direct. and command a dialogue. This paper will depict the accomplishments and behaviour needed for effectual dialogues. An apprehension of assorted negociating schemes or tactics and how they can be applied in changing types of dialogues will be demonstrated. Technology and information resources will be used to research issues in concern disposal.

“Determine how you would practise the dialogue program. ” Once the Procurement Buyer and the dialogue squad have developed a good dialogue program for the purchase of pigment for a fleet of ships. it is clip to do readyings for practising this dialogue program. Rehearsal of the dialogue program is critical! It is of import for the multi-talented squad to work as a unvarying group. Scheduling a compulsory dry run squad meeting will supply equal clip for corrections or revamps to the dialogue program. At the designated meeting clip and when all squad members are gathered. the meeting should be started off with debuts and a professional history profile that gives the squad members an chance to run into and recognize one another. and come to cognize the value that each specific member brings to the dialogue squad. The meeting so should get down to reexamine the dialogue program and schemes as a group. taking into history all thoughts and remarks from each squad member. There are many do’s and don’ts that may non use to the dialogue of pigment for the fleet of ships that may be applicable to authorities dialogues and frailty versa.

After squad members understand the game program for the dialogue. it is clip to make up one’s mind on the parts squad members will play in the existent dialogue with the seller. It is of import to set up the expertness that each squad member brings. and to set up the boundary lines that everyone needs to esteem. Another good manner to practise the dialogue program is to make some role-playing if clip allows. Role-playing this dialogue will let each squad member to travel through the stairss of the dialogue program. There will be one individual who will play devil’s advocator in order to acquire a existent sense of what may take topographic point in the dialogue. and what supplier responses we can anticipate. This function playing experience will besides let the Procurement Buyer or leader to practise the gap statement. “A chiseled gap statement is important to the result of a successful negotiation” ( Preston. 2012. p. 5 ) . “Skilled negotiants will practise their opening statement several times prior to come ining the negotiating room” ( Preston. 2012. p. 5 ) . After the squad has prepared for the dialogue and rehearsed the dialogue program. it is clip to fix an docket for the dialogue session. “Prepare an docket for the dialogue session. ”

A trait of a extremely effectual dialogue contriver is that he/she establishes an docket for a dialogue session and/or insists on reexamining and supplying input to the docket. “The docket lets the other side know critical things like location. clip. entree demands. and the similar. without giving them your full dialogue plan” ( McIntyre. 2006. p. 88 ) . For the dialogue affecting the procurance of pigment for a fleet of ships. the docket for the dialogue will incorporate such information as 1 ) clip and day of the month. 2 ) location. 3 ) interruptions. 4 ) continuance. 5 ) points of contact. 6 ) points and issues to be discussed by both sides 7 ) lead negotiant and authorization degrees for both sides. 8 ) figure of people go toing the dialogue and seating capacity. and 9 ) the expertness degrees of the attendants of the meeting from both sides ( McIntyre. 2006. p. 88 ) . In order to maintain control of the dialogue and put the tone. I will direct out a “draft” transcript of the docket to the seller. This will let me to beg information from the seller about their squad and possible negotiating scheme in order to finish the docket and direct out a “final” transcript before our meeting.

The “final” transcript should incorporate such things as 1 ) the location of the dialogues. 2 ) the countries of major dissension with the vendor’s offer. 3 ) any possible counteroffers I may offer. and 4 ) definition of the functions and duties of single squad members on both sides of the dialogue ( Hearn. 2011. p. 238 ) . The docket will assist to maintain the meeting on path and focused on the of import affairs. Please see Appendix A for a transcript of the “draft” docket for the pigment dialogue for the fleet of ships. At this point. I have sent my “draft” agenda out to the seller and it is clip to measure the team’s place on the dialogue aims and to develop the tactics that should be utilized to accomplish success for our client. company. and the seller. “Determine the tactic ( s ) you will utilize and explicate why you chose the 1s you did. ” “The American Heritage Dictionary of the English Language defines ‘tactics’ as: ‘The technique or scientific discipline of procuring strategic objectives…’ There is a differentiation between scheme and tactics. Strategy trades with overall planning and way. while tactics trades with the existent procedures and manoeuvres used to transport out the strategy” ( Hearn. 2011. p. 239 ) .

However. a negotiant must retrieve that good negotiating is non about winning or losing. it is about both sides coming out of the dialogue with a sense of accomplishment for their side. Both sides get a sense of satisfaction for a occupation good done ( Samrah. 2009 ) . In order to advance a win/win scenario for all parties. I will be looking at a non-competitive dialogue. with a exclusive beginning seller that can fulfill our demands in footings of proficient aims. merchandise quality. timely bringing. just and sensible monetary value. and just apportions of hazard between our company and the seller. For the dialogue to secure pigment for the fleet of ships. I have chosen to utilize the tactics of clip force per unit area. clip investing. booked. and as a last resort empty pockets. These four tactics should turn out to be successful for our client and our company. The seller that our squad will be negociating with is a exclusive beginning supplier for the pigment that our fleet of ships utilizations. This is per the fabrication proficient specifications. Our company is looking to upgrade and re-paint all the ships in our fleet and is trusting that this will bring forth a cost nest eggs by telling the pigment in majority measures.

In the yesteryear. this seller has been known to drag their pess on proposals and quotation marks. so by implementing the clip force per unit area and clip investing tactics. we will be able to keep the seller to a deadline for when paperss and goods are due to be delivered to our company. It will assist to maintain things on path. During the dialogue. if both sides can’t come to an understanding on an issue. we can utilize the booked maneuver. The booked maneuver is the most feasible as it will be most valid and can be used the most in all types of dialogues. There will ever be some issue that each side may non ever agree about or see oculus to oculus with one another. The booked maneuver will let a dialogue to travel on to other issues that may or may non be as of import. but still needs to be resolved and discussed. Therefore leting each side to maybe quiet down and refocus their attendings and come back around to the issue that was set-aside. Then by setting-aside the issue. either side can maybe re-think their place on the issue and a better declaration may come about than originally anticipated. Once all other issues have been discussed. the negotiant can travel back to the issues that have been booked to re-address them to come to some sort of declaration.

Many times these issues will be resolved rapidly. as either side has relaxed their stance on the issue by that clip. and is willing to accept to the other side’s place ( McIntyre. 2006. pp. 165-167 ) . As a last resort. our dialogue squad will utilize the empty pockets tactic to seek and acquire the seller to accept to the issues we have a dissension about. For illustration. the seller may come back with transportation footings of their pick of bearer. and we would desire to take the bearer in order to hold more control over the bringing of the pigment and the cost of the bringing. We would cognize the costs up front for transporting already and would be able to add that figure to the entire cost of the pigment itself. which is half of what the seller would bear down us. By utilizing the empty pockets tactic we would be able to seek and coerce the seller to come near to the figure we have in head without traveling over it. With the tactics we have chosen there may be some challenges. “Anticipate challenges you will meet and explicate what measures you will take to antagonize them. ”

When utilizing the clip force per unit area and clip investing tactics. there may be some challenges from the seller. For case. the seller may wholly disregard the deadlines issued by our company and bend in proposals or signed contracts on their ain deadlines. The seller may besides continuously change the due day of the month for bringing of the pigment order due to miss of material handiness and fabrication agendas. To counter this will be hard. but one thing that can be done is to keep back payment of any bringings until all pigment is delivered in full. However. communicating will be important to implementing this tactic. When you are covering with fabrication agendas. communicating and future planning is a must. as you have to seek and assign clip for holds from the industry. These possible holds will hold to be built into the bringing times of the order. Payments for the order ( s ) can besides be setup as installments. and this would assist to force the seller to do timely bringings as good.

When seeking to utilize the booked maneuver during the dialogue. the seller may decline to set-aside the issue at manus. To counter this. we can propose that we can non stir from our place. and travel into utilizing the equivocal authorization maneuver to seek blessing of what the seller is inquiring for. If the seller truly wants to acquire a declaration on the issue at manus. they will most likely be willing to set-aside the issue for the minute. and travel frontward to other pressing issues that need to be discussed. Last “the empty pockets tactic is merely facing the other side with the fact that you have reached the bound of your dialogue flexibleness. normally because you have run out of budget headroom” ( McIntyre. 2006. p. 189 ) . This tactic can be used for both money and clip. This maneuver has to be monitored carefully. as it can be misused by both a seller and marketer to acquire their manner. To counter this tactic. a negotiant needs to get the mentality to defy the impulse to experience sorry for the seller. Their job truly isn’t yours. nor is your job theirs.

Our seller may come back after the initial proposal and our orders for pigment has been placed. and inquire for a alteration that includes a monetary value addition. We would hold to ask instantly as to why this addition wasn’t foreseen or planned for in the original proposal. particularly if the range of work didn’t alteration ( McIntyre. 2006. p. 192 ) . We must merely be aware that the seller may hold empty pockets. and that we may hold empty pockets excessively. depending on the timing of this pigment order. We would hold our maximal place in head for our dialogue. and we would cognize that this would be our “empty pockets” figure. Currently money is tight in our company. and direction would hold given us this “empty pockets” figure. Without a clear and consistent docket. the dialogue will probably turn into a losing state of affairs for one side or even both sides of the dialogue. Negotiators should utilize win/win tactics. The side that finally refuses to profess to anything will normally win. However. if both sides refuse to profess. both sides will lose. Both sides should take duty to guarantee that the dialogue is completed successfully.


|Hearn. E. ( 2011 ) . Federal Acquisition and contract direction ( 7th ed. ) . Los Altos. | |CA: Hearn Associates. | |McIntyre. L. ( 2006 ) . Necessities for authorities contract negotiants ( 1st ed. ) . Vienna. | |VA: Management Concepts. | |Preston. S. ( 2012 ) . Good readying and planning have a important impact on the | |outcome of each dialogue. Retrieved from | |http: //www. nri-group. com/Client/Downloads/Preparation-Planning-NRI-2012. pdf. Samrah. P. ( 2009. May 13 ) . How to go a good | |negotiator. Pulse Today. | |Retrieved from |

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