Assignment 3: Planning Negotiations
Strayer University Online
Contracting and Purchasing Negotiation Techniques
Ted Majors, Jr.
February 17, 2013
The purpose of this paper is to demonstrate the need for an effective negotiator to plan, organize, direct, and control a negotiation. This paper will describe the skills and behavior needed for effective negotiations. An understanding of various negotiating strategies or tactics and how they can be applied in varying types of negotiations will be demonstrated. Technology and information resources will be used to research issues in business administration.
“Determine how you would rehearse the negotiation plan.” Once the Procurement Buyer and the negotiation team have developed a good negotiation plan for the purchase of paint for a fleet of ships, it is time to make preparations for rehearsing this negotiation plan. Rehearsal of the negotiation plan is critical! It is important for the multi-talented team to work as a uniform group. Scheduling a mandatory rehearsal team meeting will provide adequate time for corrections or revamps to the negotiation plan. At the designated meeting time and when all team members are gathered, the meeting should be started off with introductions and a professional history profile that gives the team members an opportunity to meet and greet one another, and come to know the value that each specific member brings to the negotiation team. The meeting then should begin to review the negotiation plan and strategies as a group, taking into account all ideas and comments from each team member. There are many do 's and don 'ts that may not apply to the negotiation of paint for the fleet of ships that may be applicable to government negotiations and vice versa. After team members understand the game
References: |Hearn, E. (2011). Federal Acquisition and contract management (7th ed.). Los Altos, | |CA: Hearn Associates |McIntyre, L. (2006). Essentials for government contract negotiators (1st ed.). Vienna, | |VA: Management Concepts |Preston, S. (2012). Good preparation and planning have a significant impact on the | |outcome of each negotiation |http://www.nri-group.com/Client/Downloads/Preparation-Planning-NRI-2012.pdf. Samrah, P. (2009, May 13). How to become a good | |negotiator, Pulse Today, |