Purchasing and Supply Chain Management
6th Edition
ISBN: 9781285869681
Author: Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson
Publisher: Cengage Learning
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Question
Chapter 13, Problem 15DQ
Summary Introduction
To determine: The way the negotiator can use the e-negotiation technique.
Introduction: Negotiation is the process, or skill required to build better relationship. It is important for negotiating service delivery, legal contracts, lease, and sales condition.
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Explain how and when e-negotiation strategies can be used efficiently by the negotiator.
State the resources necessary to support effective negotiation planning and execution ?
Discuss three characteristics of effective negotiators. Also discuss the role of concessions during the negotiation process.
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- Discuss at least two (2) methods and provide examples of how an effective negotiator can avoid escalating during a confrontational negotiation.arrow_forwardIdentify and explain in detail the term “DISTRIBUTIVE NEGOTIATION.” Provide a detailed example that illustrates your definition.arrow_forwardWhat are the important factors that contribute to being an effective negotiator?arrow_forward
- In 2011, Kalamazoo, Michigan, police negotiator Andres Wells was surprised when a suspect in a gas station robbery and high-speed car chase who was threatening suicide began ignoring his phone calls and instead sent a text. In his three years as a police negotiator, Wells had never even considered the idea of negotiating via text. What advice would you give to police negotiator Wells? a) Continue to negotiate via text b) Try to get the suspect to communicate via phone c) All of the abovearrow_forwardThere are two main approaches to negotiation: collaborative and adversarial. Generally organisations prefer a collaborative approach.Discuss FOUR pre-conditions that are necessary to achieve a successful outcome when a buyer has chosen a collaborative approach to negotiation.arrow_forwardKeeping in View of the Third-Party Negotiations (Mediation, Arbitration, Conciliation), Exemplify the Different Functions and Roles Employed in the Process.arrow_forward
- Why would a negotiator bring in an issue into the negotiation that is not necessary for the business at handarrow_forwardSuggest the ways and means through which TMC's project leaders may achieve effective negotiationsarrow_forwardWhat strategies and tactics can be employed during negotiation, and when or why will you use particular strategies or tactics?arrow_forward
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