The Negotiation Process

The Negotiation Process

 

In the broadest sense, negotiation begins with a firm’s requirements for specific materials or services.

 

The prelude to a negotiation normally begins with the SMP requesting for proposals from potential suppliers.

 

The formal negotiation process consist of three major phases:

1)     preparation 2) face-to-face discussions which result in agreement on all the items in and conditions of a contract or a decision not to enter into an agreement with the potential supplier, and 3) the debriefing in which the negotiating team members review both the preparation and the face-to-face discussions for lessons learned.