using the below 9 steps within the context of Pick N Pay's purchasing of fresh fruit from its supplier

According to Monczka et al., (2021), negotiation planning must be proactive and not reactive and must adhere to the following nine steps, these steps are: 1. Develop specific objectives b 2. Analyse each party's strengths and weaknesses 3. Gather relevant information * 4. Recognise your counterpart's needs 5. Identify facts and issues 6. Establish a position on each issue 7. Develop the negotiation strategy and accompany tactics 8. Brief other stakeholders 9. Practice the negotiation