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 5DQ
Summary Introduction
To develop: A profile of an effective negotiator.
Introduction: Negotiation is the process, or skill required to build a better relationship. It is important for negotiating service delivery, legal contracts, lease, and sales condition.
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- Discuss three characteristics of effective negotiators. Also discuss the role of concessions during the negotiation process.arrow_forwardWith examples critically analyze five experiences, which may compel negotiators to seek third involvement.arrow_forwardWhat in your opinion, should be the personal and professional attributes,in a good negotiator ,including personality and behavioural traits?arrow_forward
- Why would a negotiator bring in an issue into the negotiation that is not necessary for the business at handarrow_forwardIdentify and discuss four distinct risks that negotiators face if they lack knowledge of the rules of contract.arrow_forwardWinning all your negotiations does not necessarily make you a good negotiator. Explain.arrow_forward
- Explain why negotiators prefer information over any other form of power in the negotiation process.arrow_forwardThe negotiation process is part of a management process that combines various disciplines and business practices, both based on the experiences of the negotiating parties and a further development from the previous negotiations”. From the statement above, Based on your opinion and analysis, provide what strategies (steps) to become a great negotiator, both in daily and business life?arrow_forwardHow do negotiators' characteristics and traits impact the chosen strategies and tactics?arrow_forward
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