QUESTION 1
Negotiating skills remain a critical capability for procurement practitioners. Skilled negotiators have the potential to improve the negotiating outcome. Procurers often lead a negotiating panel or play a crucial role in teams. Successful negotiators adopt a systematic approach to negotiation.
Required
(a) Discuss five important negotiation skills of successful negotiators.
(b) Discuss the main activities undertaken at different phases of a typical contract negotiation process.
QUESTION 2
Explain the importance of non-verbal communications during negotiation.
QUESTION 3
Discuss five methods of persuasion in negotiation and explain one advantage and one disadvantage of each method.
QUESTION 4
Compare and contrast the integrative negotiation strategy with a distributive approach.