Brief Introduction
Negotiation is a fact of life. Everyone negotiates something every day. Negotiation is a method by which people settle differences. Negotiation is one of the instruments employed by the buyer organization in order to reach a fair and reasonable price through sound discussion. Negotiation forms a substantial part of most purchasing officers or agents’ needs to be able to analyse and interpret information and be aware of danger involved in any wrong decisions by the parties involved.
It is also important to recognise that the main task of the purchasing manager in fulfilling and carrying out his operation of maintaining suppliers is negotiation. The purchasing manager is a specialist in satisfying the needs of the company by seeking suitable sources of supply and negotiating to secure the best terms and services possible. Negotiation involves two or more parties with the aim of reaching an agreement of their term dissemination. Whenever it is required or reconcile two or more differing opinions in order to initiate the action or continue in mutually agreed condition. It is very vital that all buying and selling transactions leave both parties satisfied and hence acceptance on any of the parties.
Table of Content
Title Page i
Certification ii
Dedication iii
Acknowledgement iv-v
Abstract vi
Table of Content vii-viii
List of tables ix-x
CHAPTER ONE
1.0 Introduction 1
1.1 Statement of Problems 2
1.2 Objective of the Study 2-3
1.3 Importance of the Study 3
1.4 Limitations and Constraints 3-4
1.5 Historical Background of the Subject Matter 4-5
1.6 Organization Structure/Chart of the Subject Matter 5
1.7 Research question/hypothesis 5-6
CHAPTER TWO
2.0 Literature Review 7-8
2.1 The Concept of Negotiation 9
2.2 What to Negotiate 9-10
2.3 Preparing for Negotiation 10-12
2.4 Planning Negotiation 12-15
2.5 Tactics in Purchasing and Contract Management 15-16
2.6 Broad Objective of Negotiation 16-17
2.7 Buyer-Seller Positions in Negotiation 17-18
2.8 The Three Phases of Negotiation 18-26
2.9 The roles of Negotiation in Purchasing 26
CHAPTER THREE
3.0 Research Methodology 27
3.1 Research Setting (Design) 27
3.2 Research Population 27
3.3 Sample Size 28
3.4 Research Sampling Method Used 28
3.5 Methods of Data Collect ion 28
3.6 Method of Data Analysis 29
3.7 Primary Sources of Data 29
3.8 Secondary Sources of Data 29
CHAPTER FOUR
4.0 Presentation, Interpretation and Analysis of Data 30
4.1 Data Presentation 30
4.2 Data Analysis 30-43
CHAPTER FIVE
5.0 Summary of Findings, Conclusion and Recommendation 44
5.1 Summary of Findings 44-45
5.2 Conclusion 45
5.3 Recommendation 45
REFERENCES 46-47
APPENDIX 48-49
