During contract negotiations on large contracts, the negotiation process focuses on many key issues, with price being one of them. Separate negotiations can be made on price, quantity, quality, and timing, which can significantly lengthen the process. The negotiation process can be shortened, however, provided that—

a. Planning is done for negotiations

b. Expertise of the project management staff in the procurement process is at a high level

c. A request for proposal is used rather than a request for quotation

d. There is integrity in the relationship and prior history with the vendor