Identify and explain the tactics that can be used by purchasing
team members during the negotiation.
Question# 2: Write and discuss the processes to be followed when purchasing
a good/service.
Question#3: Discuss FOUR advantages and FOUR disadvantages of
a win-lose approach to negotiation.
Question#4: Explain THREE factors a buying organization might
consider when establishing its bargaining position in relation to a supplier.
Question# 5: During a negotiation meeting the supplier offers a price and
payment terms that are on offer "today only" and the buyer can talk or leave this
deal. The buyer explains that more discussion is required because the price is
above the buyer's budget and the payment terms are shorter than the buying
organization's standard terms. The supplier listens selectively and then repeats
his ultimatum. The buyer does not want an impasse to end the meeting. Therefore,
using the scenario outlined above;
a. Suggest THREE different types of question that the buyer can use and
explain why these questions might be effective.
b. Discuss how effective listening skills could improve the supplier's
contribution to the negotiation.