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Explain FIVE differences between integrative and distributive approaches to negotiation.
Discuss TWO reasons why a buyer might develop a BATNA when preparing for a negotiation
- Allow you to be more assertive during negotiation- Protects you from feeling you have to accept terms that are too unfavourable- Provide a decision rule to allow you to decide when to take it or leave it- P.79
Discuss how the balance of power may affect commercial negotiations
Explain why negotiators may develop a BATNA when planning for a commercial negotiation.
Suggest THREE situations when a distributive approach may be appropriate for commercial negotiations.
Explain FIVE ways a buying organisation can improve its leverage with suppliers in a commercial negotiation.
Examine FIVE types of supplier relationships, within the ‘relationship spectrum’, that can impact commercial negotiations.
Describe THREE sources of personal power that can be used in a commercial negotiation
Explain the reasons that lead to a monopoly supplier having high power relative to a purchaser in a commercial negotiation
What is Negotiation in the procurement context?
A process of planning, reviewing and analysing used by a buyer and seller to reach acceptable agreements or compromises which include all aspects of the business transaction, not just price.
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