Negotiation

.......is a bargaining process between two or more parties, each with its own viewpoints and objectives, seeking to reach a mutually satisfactory agreement on, or settlement of, a matter of common concern

• Cost Benefit Analysis

• Globalization

• Negotiation

• Cost of Ownership

Negotiation forms an integral part of several best practice procurement methods, including but not limited to the following

• Two-stage bidding

• –Request for proposals (“RFP”) with dialogue

• –RFP with consecutive negotiations

• All three of them

Negotiation can take place on the aspect of....

• Price

• Price and technical aspect

• Price, Techinal and Commercial

• Price, technical, quality & commercial aspect

Stages of negotiation are;

• Post contract negotiation

• Post offer negtiation

• Both a & b

• None of above

BATNA refers to;

• Being hard on merits

• Best Alternative to a negotiated agreement

• Being Fair in deals

• Focusing on interests , not positions

........... Style of negotiation has win-win objectives, believes on mutuality and the party is supportive of self and others

• Avoidance

• Accomodation

• Competition

• Collaboration

Which of the following is a set of positive tactics of negotiation

• –Break the negotiation into parts, Stonewalling

• –Setting deadlines,–Humiliation

• –Patience,–Find points of agreement and end on a positive note

• –Attacks,–Take it or leave it

the main consideration in ........negotiation is to achieve the best possible outcome in a short space of time.

• Quick Negotiation

• Delibrate Negotiation

• Patience

• BATNA

–for a business or government to be successful, it usually requires ongoing business relationships. Therefore, ......... negotiations require cooperation and relationship building to reach an agreement.

• Quick

• Deliberate

• No negotiation

• All of above

Negotiation can ocur in procurement.....

• Initial stage

• Final stage

• At any time

• None of these