Key Features:
- No of Pages: 47
- No of Chapters: 05
Introduction:
Abstract
ABSTRACT
A research cannot be carried out if there is no missing link or lacunars or it there is no question unanswered. Negotiation has been seriously dealt with in this research work to know it role on purchasing and contracts management to some unanswered question as to give answer.
Chapter one familiarized us with the meaning of Negotiation, statement of problem, objective of the study, important of the study, limitations and constraints, Historical background of (Fan Milk Nigeria Plc, Ibadan), organization structure of Fan milk Nigeria Plc, Ibadan, research question etc.
We can see in chapter two the series of literature we reviewed to know what the past authors have said about Negotiation. The theories under Negotiation skill were also reviewed.
Chapter three and chapter four dealt with research methodology and data presentation and analysis respectively. Questionnaire was used to collect the primary data and researcher employed the use of table and simple percentage for the use of presentation and analysis. The hypothesis stated in chapter one was also put to test.
The summary of our findings, recommendation and conclusion were done in chapter five (5).
Table of Content
TABLE OF CONTENTS
Title Page i
Certification ii
Dedication iii
Acknowledgement iv-v
Abstract vi
Table of Content vii-viii
List of tables ix-x
CHAPTER ONE
1.0 Introduction 1
1.1 Statement of Problems 2
1.2 Objective of the Study 2-3
1.3 Importance of the Study 3
1.4 Limitations and Constraints 3-4
1.5 Historical Background of the Subject Matter 4-5
1.6 Organization Structure/Chart of the Subject Matter 5
1.7 Research question/hypothesis 5-6
CHAPTER TWO
2.0 Literature Review 7-8
2.1 The Concept of Negotiation 9
2.2 What to Negotiate 9-10
2.3 Preparing for Negotiation 10-12
2.4 Planning Negotiation 12-15
2.5 Tactics in Purchasing and Contract Management 15-16
2.6 Broad Objective of Negotiation 16-17
2.7 Buyer-Seller Positions in Negotiation 17-18
2.8 The Three Phases of Negotiation 18-26
2.9 The roles of Negotiation in Purchasing 26
CHAPTER THREE
3.0 Research Methodology 27
3.1 Research Setting (Design) 27
3.2 Research Population 27
3.3 Sample Size 28
3.4 Research Sampling Method Used 28
3.5 Methods of Data Collect ion 28
3.6 Method of Data Analysis 29
3.7 Primary Sources of Data 29
3.8 Secondary Sources of Data 29
CHAPTER FOUR
4.0 Presentation, Interpretation and Analysis of Data 30
4.1 Data Presentation 30
4.2 Data Analysis 30-43
CHAPTER FIVE
5.0 Summary of Findings, Conclusion and Recommendation 44
5.1 Summary of Findings 44-45
5.2 Conclusion 45
5.3 Recommendation 45
REFERENCES 46-47
APPENDIX 48-49
Introduction
CHAPTER ONE
1.0 INTRODUCTION
Negotiation is a fact of life. Everyone negotiates something every day. Negotiation is a method by which people settle differences. Negotiation is one of the instruments employed by the buyer organization in order to reach a fair and reasonable price through sound discussion. Negotiation forms a substantial part of most purchasing officer or agent’s needs to be able to analyse and interpret information and be aware of danger involved in any wrong decisions by the parties involved.
It is also important to recognise that the main task of the purchasing manager in fulfilling and carrying out his operation of maintaining suppliers is negotiation. The purchasing manager is a specialist in satisfying the needs of the company by seeking suitable sources of supply and negotiating to secure the best terms and services possible. Negotiation involves two or more parties with the aim of reaching an agreement of their term dissemination. Whenever it is required or reconcile two or more differing opinions in order to initiate the action or continue in mutually agreed condition. It is very vital that all buying and selling transactions leave both parties satisfied and hence acceptance on any of the parties.
1.1 STATEMENT OF PROBLEMS
Negotiation is very important between buyers and sellers. This is because it improves buyer-seller relation.
Unfortunately, negotiation is not effectively employed in some organizations.
(a). What are the causes of lack of skilled negotiation personnel?
(b). How can the negotiation situation of both the buyer and the seller affect the relative strength of both parties?
(c). Why is time pressure a problem faced in the course of negotiation?
(d). What are the unpredictable behaviours of the buyer which the supplier cannot satisfy, that later result into problem between both parties?
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