Karteikarten
Purchasing lecture 12
Karten in diesem Stapel (10)
- 1Negotiation (overview)- negotiation is essential skill for purchasing professionals
- negotiation is a process of formal communication, where two or more people come together to seek mutual agreement
- not only in case of a new contract: many ongoing dealings can be viewed as processes of negotiation
- time consuming process that requires extensive planning and a commitment of resources - 2negotiation framework- identify or anticipate a purchase requirement
- determine if negotiation is required
- plan for the negotiation
- conduct the negotiation
-execute the agreement - 3behavior of effective negotiators- willing to revise their goals, particularly when new information challenges their original postion
- view issues independently
- establish lower & upper range for each major issue
- explore almost twice as many option per issue compared with average negotiators
- make almost four times time comments about the common ground between parties
- give fewer reasons for the arguments they advance
- make fewer counterproposals - 4power in negotiation- power is the ability to influence another person's or organization's behavior
- individuals and organizations bring different sources of power to the negotiating table
- different sources of power can have varying short and longer-term effects on a negotiation and a relationship - 5Sources of power in negotiationsix different power sources:
- informational power
- reward power
-coercive power
- legitimate power
-expert power
-referent power
most effective are the informational, legitimate and expert power. these are more long-term and related to intrinsic motivation - 6negotiation tactics- short-term plans and actions employed to execute a negotiating strategy
-some examples of tactics:
- (un)attractive opening offer
- time out (break)
- silence
- trial balloon
- planned concessions
- (favorable) venue - 7Purchasing ethicsethics: the set of moral principles or values guiding our behavior. three rules of ethical buying behavior. A buyer must be loyal to the organization, must act ethically towards suppliers. must uphold ethical standards of the profession
- 8Carroll's pyramid of CSR1. economic responsibilities; be profitable
2. legal responsibilities; obey the law
3. ethical responsibilities; be ethical
4. philanthropic responsibilities; be a good corporate citizen - 9risk of less ethical behavior- legal: legal penalties could be a result of unethical behavior
- personal: buyer's professional reputation could be at risk
- company: company's reputation could be at risk - 10types of less ethical behavior- reciprocity: ' i'll buy from you if you buy from me'
- personal buying: purchasing for personal needs, using company contracts
-accepting supplier favors; may affect purchaser's judgement in selection process
- sharp practices;
- financial conflicts of interest; having direct financial interest in a supplier
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- Karteikarten am Purchasing lecture 12, erstellt von Elisa Vink am 11/10/2020.
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- Elisa Vink
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