Negotiation
Objectives
• Goals to be
achieved
• Problems to
be resolved
ITC M7:U3:3.1-1
, Action Point 3.1-1
Setting objectives
Set negotiation objectives for the following three types of
purchases:
A raw material for a manufacturing process:
Conveyor belts for equipment in a factory:
Five lorries (trucks) to be added to your current fleet:
ITC M7:U3:3.1-2
, Objectives & variables
Corporate Objectives
Objectives of the
Purchasing Function
Variables:
Negotiation Price
Objectives Quality
• Goals to be Delivery terms
achieved
• Problems to
Service...
be resolved
Negotiation variables are interrelated & should be
linked to your objective
ITC M7:U3:3.2-1
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