EVALUATION OF THE APPLICATION OF NEGOTIATION TECHNIQUE IN THE PUBLIC SECTOR ORGANIZATION
ABSTRACT
Any organization that wishes to make profit at the long run must critically examine her strength and ability to Negotiate Negotiation is one of the most important task of purchasing professionals. It is also the most delicate and difficult because it involves dealing with a seller whose primary aim is to maximize profit. And without Negotiation there will be no compromise with out proper Negotiation there will be lost of profit.
This project work is divided into five chapters. Chapter one deals with introduction of the approach, chapter two is a review of related literature both general purchasing and how it has affected the public sector such as Ministry of Health Owerri. The next chapter (three) out lines the methodology and procedures used in gathering data. Chapter four is where the findings are presented and analyzed. In chapter five summary conclusion and recommendation of the research.
CHAPTER ONE
INTRODUCTIONÂ
1.1 GENERAL BACKGROUND OF THE STUDYÂ
The real world is a giant negotiation table and like it or not you are a participate. Every day of oil, lives, we enter into some sort of negotiation with another person or group of person. Sometimes we come away from the exercise with felling of having receive a new deal, perhaps, because we did not negotiation well. In purchasing negotiation, it is important always be on the alert when negotiation, who negotiate on behalf of their organization because invaluable huge amount of materials and human resources could be at risk.
Negotiation is one of the most important task of purchasing professionals. It is also the most delicate and difficult. It is delicate because it involves dealing with a seller whose primary aim is to maximize profits hence price, the buyer on the other hand has the opposite objective to hold sellers profits and price to acceptable levels.
DEFINITIONS
Webster defines negotiation broadly as conferring discussing or barging to reach agreement in business transaction. To be fully effective in purchasing, negotiation must be utilized in its broadest context i.e. as a decision making process. In this contest negotiation is a process of planning reviewing and analyzing used by a buyer and a seller to reach acceptable agreement or compromises. These agreement and compromises include all aspects of the business transaction not just price.
Zenz (1994:247) defines negotiation as trading or deliberation leading to an agreement. Negotiation refers to more their just price discussion.
Although it is true that price looms large in any procurement negotiation, it is but out of many element subject to discussion between the parties legally any contract must involve agreement by the parties on all aspects of the contract. Thus negotiation should include discussion of the quality and services element of the transaction as well as price. A cynic was once head to suggest that negotiation for supplies is the art of unscrupulous pursuing the unwilling so as to persuade him to perform the impossible immediately at a loss, more accurately negotiation can be define as bargaining or cantering with other for the purpose of coming to an agreement or making an arrangement which is freely acceptable by all the parties concerned.
Steele (1986:20) defines negotiation as the give and take trading process by which the condition of a transaction are agreed and acted upon. Attempt by the two parties to complete a transaction through the use of bargaining.
