Procurement Officer

In: Business and Management

Submitted By PatKay30
Words 5006
Pages 21
NEGOTIATIONS

Patience Kayira
KEZZIE MKANDAWIRE POLYTECHNIC MALAWI

NEGOTIATION SLYLABUS
1. Negotiations Overview
 Definition, and Types;
 Goals and Objectives;
 Tactics and Ploys; and
 Team Versus Individual negotiation approaches.
2. The Negotiation Process
 Pre – Negotiation;
 Actual Negotiation; and
i.
Post- Negotiation.
3. Achieving Success in Negotiation
i. Qualities of a successful negotiator; ii. Preparing and planning for negotiation; and iii. Designing a BATNA (Best Alternative To a Negotiated Agreement).
4. Conflict Management in Negotiation
i. Types of negotiation conflict; ii. Causes of conflict in Negotiation; and iii. Conflict resolution and management strategies.
5. Negotiation in different Product Portfolios (Krajlic Matrix)
i. Establishing negotiation goals and objectives for each product portfolio; ii. Choice of techniques and tactics for use in each portfolio; and iii. Challenges faced when negotiating in different portfolios.
6. Negotiation Variables
i. Time, Power and Information; and ii. Other variables i.e. terms, delivery
7. Evaluation of Negotiation Performance
i.
Criteria for measuring negotiation performance; and ii. Negotiation performance improvement strategies.
8. Emerging Issues in Negotiation
i. Ethics in Negotiations; ii. Culture in Negotiations; iii. E – Procurement negotiation; and iv. Negotiations in Public Procurement.
PRESCRIBED TEXTS
 Purchasing Principles and Management by Baily P, Farmer D, Jessop D and Jones D.
 Purchasing and Supply Chain Management by Lysons, K and Farrington B.

1|Negotiations

NEGOTIATIONS OVERVIEW
A.
B.
C.
D.
E.

Definition and subject of Negotiations;
Types of Negotiations;
Goal and Objectives of Negotiations;
Strategy, Tactics and Ploys in Negotiations; and
Approaches to Negotiations: (Team vs. Individual Negotiations).

A. DEFINITIONS.
 “..To confer with others in order to reach an…...

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