The essential requirements definition must include a number of factors:-the reference product or service requested designation of the quantity and the manufacturer's name must not be forgotten. It is an important starting point for research by the buyer.
The description of the brand will, within the framework of an incomplete reference, be faulty or obsolete, or depend on the answers provided by the supplier. It then engages in a process of technical support.
With these clarifications the specifications that are incorrectly prepared beforehand becomes functional. The information given by the seller to pass through the buyer will be obliged to check or change the needs before giving its approval on the product. This spot does not lie with the buyer.
Its function is to buy a reference or a service in the best possible conditions: price, delivery, and quality. Its mission is not to define the application, but to obtain the success of its practical realization.
Tags: negotiation, basic elements of negotiation
[...] 6 - Are the results inconclusive or they stagnating? 7 - Is the production capacity expandable? 8 - What are the tools? This list is not exhaustive. Some parameters will be added to or prefer others based on expectations expressed by the applicant. The buyer, who is curious by nature, will worry about acquiring as much information available. Once these indicators are verified, the buyer will be able to form a panel of active and potential suppliers to work more deeply. [...]
[...] The applicant does not mean to return to its positions. There is then a deadlock situation. It is a losing approach. The applicant and the seller are camped on their positions jealously. The exchange is limited to a relentless pitch of coldness and distance. Under such conditions the door of negotiation is difficult to open. This can also be dangerous if the buyer must continue to work with the vendor (for example in the case of a monopoly held by the seller that the buyer cannot bypass). [...]
[...] The time is past when segmenting a market ensured our industrial societies a future. The risk is too great and the stakes are considerably low. Bibliography Marketing and organizational buying During b6 volumes 1-2-3-4 Authors C.Nehme - JM Loubere - R Perrotin - R Beaussier Publishing CNAM Five Principles to prepare properly for negotiation Www.journaldunet.com (JDN Management) Getting to Yes? Authors Roger Fisher / William Ury Editions du Seuil Negotiation Author Patrick Audebert Larochas Editions of organization Negotiation skills and conflict management www.unesco.org References : Ready-made activities for negotiation skills Author Cane S. [...]
[...] This is a positive approach. Tools - Present as clearly as possible the objectives in the interests of transparency that does not affect the validity of the negotiation. - View a realistic agreement based on a minimum gain to lead gradually to the maximum target. - Anticipate and prepare questions from the opposing party's point of view so as not to be caught off guard. - Do not say when information needs to be studied in depth. - Conduct the negotiation while being attentive. [...]
[...] Basic elements of negotiation Requirements definition Necessary, the definition needs to include a certain number of elements: - The reference product or service requested. - The designation - The quantity The manufacturer's name must not be forgotten. It is an important starting point for research by the buyer. The description of the brand will, within the framework of an incomplete reference, be faulty or obsolete, or depend on the answers provided by the supplier. It then engages in a process of technical support. [...]
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