Positive negotiation
13 September 2012
In the second of two articles on the tactics and operations paper, Neil Fuller looks at the key issues that students would be expected to explain in answering a question on negotiation
Effective negotiation relies heavily on the planning stage, and purchase price and cost analysis are useful tools for the buyer to use in this context. Describe how they could be used to plan a negotiation with a supplier who wants to renew an existing 12-month contract with you, but requires a 15 per cent price increase due to increases in raw materials prices. How...