CHAPTER 6: PROCUREMENT NEGOTIATION by Pham Minh Vuong (K17 HL) https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft en-us 2024-03-18 10:48:32 UTC 2024-03-19 11:48:57 UTC hello@padlet.com PROCUREMENT NEGOTIATION vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923064526 2024-03-18 10:52:05 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923064526 Negotiation Power vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923073029 2024-03-18 10:59:59 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923073029 Informational Power vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923080531 2024-03-18 11:06:56 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923080531 Ready access to relevant and useful information vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923081044 2024-03-18 11:07:24 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923081044 Negotiation Planning xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923217582 2024-03-18 12:52:34 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923217582 Specific strategies xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923218373 2024-03-18 12:53:06 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923218373 Research xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923218815 2024-03-18 12:53:24 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923218815 Actions xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923219225 2024-03-18 12:53:41 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923219225 Tactics xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923219499 2024-03-18 12:53:52 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923219499 Develop plan and overall strategy xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923220748 2024-03-18 12:54:34 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923220748 Reasons for Failed Negotiations xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923223680 2024-03-18 12:55:58 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923223680 Neglect other party’s problems xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923226143 2024-03-18 12:57:38 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923226143 Focus too much on price xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923226549 2024-03-18 12:57:53 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923226549 Focus on positions instead of interests xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923226990 2024-03-18 12:58:11 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923226990 Focus too much on common ground xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923227322 2024-03-18 12:58:26 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923227322 Neglect BATNAs xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923227618 2024-03-18 12:58:38 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923227618 Over-adjust perceptions during actual negotiation xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923228328 2024-03-18 12:59:10 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923228328 Develop Specific Objectives xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923229620 2024-03-18 13:00:02 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923229620 Objective xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923232402 Aspiration or vision to work toward in future

]]> 2024-03-18 13:02:03 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923232402 Typical objectives xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923233993

  • Acceptable unit price

  • Contract quantities

  • Required delivery lead time

  • Improved supplier quality

    • ]]>     2024-03-18 13:03:07 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923233993     Not all objectives are equally important xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923235257

  • Need to prioritize

  • Serves as basis for concession strategy

    • ]]>     2024-03-18 13:04:00 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923235257     Analyze Each Party’s Strengths and Weaknesses xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923235819 2024-03-18 13:04:26 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923235819 Understand through research and experience xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923239040

  • Personality

  • Negotiation style

  • History of the other party

    • ]]>     2024-03-18 13:06:39 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923239040     Assess relative strengths and weaknesses xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923239694 Each negotiation experience is unique

    ]]>     2024-03-18 13:07:09 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923239694     Gather Relevant Information xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923240602 2024-03-18 13:07:45 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923240602 Previous experience with other party xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923240993 2024-03-18 13:08:02 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923240993 Sources of Information xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923241468 2024-03-18 13:08:18 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923241468 Other buyers or organizations with experience with supplier xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923244314 2024-03-18 13:10:01 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923244314 Published sources of information xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923245343

  • Trade journals, other business publications, and Internet websites

  • Trade association and government data

  • Annual reports

  • Financial evaluations and databases

  • Direct inquiry with supplier

    • ]]>     2024-03-18 13:10:41 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923245343     Recognize Your Counterpart’s Needs xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923246530 2024-03-18 13:11:19 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923246530 Must consider longer-term success xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923246874 2024-03-18 13:11:33 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923246874 Issues critical to supplier may not be issues critical to buyer, and vice versa xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923247339 2024-03-18 13:11:52 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923247339 Give-and-take must be considered xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923247799

  • Each party should not expect to prevail in all issues

  • Setting priorities for concessions and
    issue tradeoffs

    • ]]>     2024-03-18 13:12:11 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923247799     Identify Facts and Issues xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923250320 2024-03-18 13:13:43 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923250320 Fact xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923251193 Reality or truth that parties can state and successfully verify

    ]]>     2024-03-18 13:14:18 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923251193     Issue xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923251851 Items or topics to be resolved

    ]]>     2024-03-18 13:14:41 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923251851     Triangle Talk is a helpful tool xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923252228 2024-03-18 13:14:53 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923252228 Establish a Position on Each Issue xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923259048 2024-03-18 13:19:08 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923259048 Need for agility and flexibility xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923263341 2024-03-18 13:21:46 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923263341 Range of positions xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923264143

  • Minimum acceptable position (BATNA)

  • Maximum, or ideal, position

  • Most likely outcome

    • ]]>     2024-03-18 13:22:16 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923264143     Overlapping positions create bargaining or settlement zone xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923264930 2024-03-18 13:22:44 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923264930 Bargaining Zone xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923266758 2024-03-18 13:23:55 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923266758 Factors in Modifying Positions xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923267521 2024-03-18 13:24:26 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923267521 Desirability of the contract xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923267904 2024-03-18 13:24:38 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923267904 Revelation of irrefutable information xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923268957 2024-03-18 13:25:16 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923268957 Major concession that promotes reciprocation on another issue xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923270117 2024-03-18 13:25:56 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923270117 Develop the Negotiation Strategy and Accompanying Tactics xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923270778 2024-03-18 13:26:23 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923270778 Strategy xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923272283 Overall approach used to reach mutually beneficial agreement

    ]]>     2024-03-18 13:27:21 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923272283     Tactic xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923273327

  • Art or skill of employing available

  • Supporting action plan and activities

    • ]]>     2024-03-18 13:27:58 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923273327     Brief Other Stakeholders xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923275024 2024-03-18 13:28:53 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923275024 Stakeholder xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923276203 One who has an interest in or will be affected by negotiation outcome(s)

    ]]>     2024-03-18 13:29:26 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923276203     Need to be aware of, and in agreement with, desired objectives xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923277931

  • Includes major issues and initial positions for those issues

  • Prevent unwanted surprises

  • Develop stakeholder buy-in and support

    • ]]>     2024-03-18 13:30:24 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923277931     Practice the Negotiation xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923278915 2024-03-18 13:30:55 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923278915 Applies to complex and formal negotiations xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923280060

  • Large dollar amount

  • Long span of time

  • Crucial to success of organization

    • ]]>     2024-03-18 13:31:39 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923280060     Mock or simulated negotiation xuanxuxu63 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923281283

  • Helps raise awareness of unanticipated questions and issues

  • Role play other party to develop empathy

    • ]]>     2024-03-18 13:32:21 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923281283     What Is Negotiation? thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923290319 2024-03-18 13:37:33 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923290319 Seek mutual agreement thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923292003 A process of formal communication, either facetoface or via electronic means

    ]]>     2024-03-18 13:38:39 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923292003     Involves management of time, information, and power thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923294111 2024-03-18 13:39:55 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923294111 Relationship between people, not just organizations thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923295501 2024-03-18 13:40:47 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923295501 Role of persuasion thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923298269 2024-03-18 13:42:21 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923298269 Negotiation skills can be learned and enhanced thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923298756

    ]]>     2024-03-18 13:42:41 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923298756     Supports implementation of supply management strategies and plans thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923299238 2024-03-18 13:42:59 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923299238 Common terms in negotioation thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923300316 2024-03-18 13:43:39 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923300316 BATNA thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923301686 That point where it is advantageous to walk away from the negotiation

    ]]>     2024-03-18 13:44:30 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923301686     Position thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923305081 +Negotiator’s opening offer

    +Stated demand at the negotiation table

    ]]>     2024-03-18 13:46:33 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923305081     Interest thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923305688 Unspoken motivation or reason that underlies any given position

    ]]>     2024-03-18 13:46:57 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923305688     Need thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923306667 Negotiated outcome that negotiator must achieve.

    ]]>     2024-03-18 13:47:34 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923306667     Want thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923307718 +Negotiated outcome that a negotiator would like to have.

    +May often be exchanged as a concession.

    ]]>     2024-03-18 13:48:10 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923307718     Triangle talk thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923309944 2024-03-18 13:49:35 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923309944 Step 1: Know Exactly What You Want thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923310764 Determine and formalize specific goals and objectives.

    ]]>     2024-03-18 13:50:06 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923310764     Step 2: Know Exactly What They Want thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923313490 +Attempt to discern the other party’s likely needs and wants.

    +Beware of expecting the other party to think in the same way as you do.

    +Ask probing, open-ended questions to confirm or counter assumptions.

    ]]>     2024-03-18 13:51:46 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923313490     Step 3: Propose Action in a Way that They Can Accept thuannhhs170631 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923316463 +Frame your own needs in terms of other party’s needs

    +Make it easy for the other party to say “Yes”

    +Remain fair, flexible, and reasonable

    +Address their needs first

    ]]>     2024-03-18 13:53:26 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923316463     The Negotiation Framework anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923465436 2024-03-18 15:22:19 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923465436 a anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923465809 2024-03-18 15:22:36 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923465809 Step 1: Identify or Anticipate the Sourcing Requirement anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923473809 Purchase requisitions

    Inventory counts

    Reorder point systems

    New product development

    New facilities

    ]]>     2024-03-18 15:27:28 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923473809     Step 2: Determine If Negotiation or Competitive Bidding Is Required anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923481301 Bid process, non-price issues, technical requirements, plant and equipment, partnership, value-added activities

    ]]>     2024-03-18 15:32:54 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923481301     Presentation of facts, data, and persuasive arguments vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923523991

  • Need for selective disclosure

  • Can be manipulated by withholding
    information or by providing false
    information

    • ]]>     2024-03-18 16:01:40 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923523991     Reward Power vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923526358 2024-03-18 16:03:19 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923526358 Direct attempt to exert active control vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923529713 2024-03-18 16:04:55 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923529713 Individuals respond and behave accordingly when valued rewards are available vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923530787 2024-03-18 16:05:34 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923530787 When negociate, parties should consider: anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923532415 2024-03-18 16:06:35 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923532415 Coercive Power vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923532888 2024-03-18 16:06:54 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923532888 anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923533335 2024-03-18 16:07:13 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923533335 anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923534011 2024-03-18 16:07:36 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923534011 Taking away or withholding something of value to other party vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923534726 2024-03-18 16:08:02 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923534726 Ability to punish vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923535865 Financially, physically, or mentally

    ]]>     2024-03-18 16:08:46 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923535865     Have damaging effects on longterm relationships vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923536802 2024-03-18 16:09:25 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923536802 Promotes retaliation or getting even vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923537122 2024-03-18 16:09:35 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923537122 Legitimate Power vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923539815 2024-03-18 16:11:15 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923539815 Reasons for Negotiation anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923541618 2024-03-18 16:12:30 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923541618 Total contract value or volume is large anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923542705 2024-03-18 16:13:12 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923542705 Complex technical requirements anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923543750 2024-03-18 16:13:54 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923543750 Purchase involves utilization of capital intensive plant + equipmen anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923544254 2024-03-18 16:14:11 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923544254 Agreement involves special or collaborative relationship anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923547883 2024-03-18 16:16:29 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923547883 Supplier will perform important value added activities, requiring … anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923548780 Appropriate compensation

    Performance standards

    Performance metrics

    ]]>     2024-03-18 16:17:08 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923548780     Power based on official position held vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923552793 The higher the job position or title, the
    greater the power inferred

    ]]>     2024-03-18 16:19:42 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923552793     May be separate from reward power or coercive power vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923553846 2024-03-18 16:20:27 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923553846 Buyer has legitimate power due to his/her ability to award contract vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923554716 2024-03-18 16:21:02 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923554716 Step 3: Planning for the Negotiation anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923557678 2024-03-18 16:23:07 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923557678 Better planning --> better outcomes anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923560129 2024-03-18 16:24:49 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923560129 Electronic communication tools vs.face-to-face negotiations anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923563252 2024-03-18 16:27:08 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923563252 Use of online RFP + RFQ templates anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923564719


    ]]>     2024-03-18 16:28:14 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923564719     Referent Power vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923573270 2024-03-18 16:34:31 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923573270 Personality or attractiveness characteristics vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923575429

  • Honesty

  • Charisma

  • Friendliness

  • Empathy

  • Sensitivity

    • ]]>     2024-03-18 16:36:22 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923575429     Phase I anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923575553 Fact finding and information sharing

    Clarify or confirm information

    ]]>     2024-03-18 16:36:29 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923575553     Comes from attraction based on socially acceptable personal qualities and attributes vuongpmhs170008 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923576780 2024-03-18 16:37:25 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923576780 Phase II anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923579411 Recess to assess new information and findings

    Assess relative strengths and weaknesses

    Review and revise objectives and positions, if necessary

    Organize agenda

    ]]>     2024-03-18 16:39:14 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923579411     Phase III anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923592377 Meet face-to-face or electronically

    Narrow differences on issues

    Offer proposals and counterproposals

    Exchange concessions

    ]]>     2024-03-18 16:46:49 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923592377     Phase IV anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923595243 Seek agreement

    Conclude negotiation

    Agree to follow-on activities

    ]]>     2024-03-18 16:49:00 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923595243     Step 4: Conduct the negotiation anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923602354 2024-03-18 16:54:10 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923602354 Step 5: Execute and Follow Upon the Agreement anhntqhs170252 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923617245 Actual performance/management

    Load into organization’s contract management system

    Provide performance feedback

    Build on success of negotiation

    Monitor contract provisions

    Reaffirm commitment of parties

    ]]>     2024-03-18 17:01:16 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2923617245     Concession vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924174284 2024-03-19 01:30:28 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924174284 Without effective concessions stratergy, negotiaton may result in impase vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924203909 2024-03-19 01:49:25 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924203909 Concessions should be made in decreasing increments, not increasing ones vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924208220 2024-03-19 01:52:26 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924208220 Based on length and cost of negotiation vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924212750 2024-03-19 01:55:24 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924212750 vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924216527 Increasing connection values encourage other party to wait you out for evengreater concession

    ]]>     2024-03-19 01:57:58 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924216527     Guiadelines for making concessions vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924219978 2024-03-19 02:00:05 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924219978 vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924228348

  • Give yourself enough room to make concession

  • Try get other party to veveral his/her needs and oblective first

  • Be frist to concede on a minor issue not frist on major one

  • Make unimportant concessions and portray them as valuable

    • ]]>     2024-03-19 02:05:22 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924228348     vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924236729

  • Make other party work hard for every concession made

  • Use tradeoffs to obtain something for every concession

  • Concede slowly and give a little each concession

  • Do not reveal your deadline to other party - ever

    • ]]>     2024-03-19 02:10:36 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924236729     vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924244392

  • Occasionally say " no " to other party

  • Be careful trying to take back concessions, even tentative ones

  • Keep a record of connections made and try to indentify a pattern

  • Do not cocede too soon, too often, too much


    • ]]>     2024-03-19 02:15:30 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924244392     Negoation Tactic vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924250723 2024-03-19 02:19:35 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924250723 Trying to reach agreement vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924254197 2024-03-19 02:21:46 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924254197 Short - term plans and actions employed to vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924256611 2024-03-19 02:23:25 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924256611 vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924258267 Execute strategy

    ]]>     2024-03-19 02:24:34 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924258267     vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924260197 Cause a conscious change in other party's position

    ]]>     2024-03-19 02:25:45 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924260197     vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924261295 Influence others to achieve one's own objectives

    ]]>     2024-03-19 02:26:28 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924261295     vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924264724 Can be either ethical or unethical

    ]]>     2024-03-19 02:28:47 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924264724     vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924265250 Tricks or ploys

    ]]>     2024-03-19 02:29:09 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924265250     Common negotiation tactics vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924269812 2024-03-19 02:32:04 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924269812 vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924273685

  • Low ball

  • Honesty and openness

  • Question

  • Caucus

  • Trical balloon

  • Price increase

    • ]]>     2024-03-19 02:34:56 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924273685     vannths150088 https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924276122

  • High ball

  • Best and final offer

  • Silence

  • Planned concessions

  • Venue

    • ]]>     2024-03-19 02:36:39 UTC https://padlet.com/vuongpmhs170008/l9eznj1aqhd1fxft/wish/2924276122