Negotiation Behaviours
What is it? Kennedy identifies two usual modes of negotiating behaviour:[1] The red style is the use of manipulative tactics and ...
Negotiation Variables and Objectives
What is it? Negotiation variables are the content issues for a negotiation which determine its scope and focus. Some negotiations may ...
Persuasion Techniques
What is it? Persuasion is encouraging someone to do something that they might not otherwise do. It is an essential negotiation ...
Questioning Techniques
What is it? Asking frequent and effective questions is one of the behaviours of skilled negotiators. Asking questions (along with ...
Cross Cultural Negotiation
What is it? Africa does not have a well-developed industry for pharmaceuticals, medical supplies and medical equipment. Healthcare ...
Types of Negotiation
What is it? Negotiation is a process through which parties move from their initially divergent positions to a point where agreement may ...
The Sourcing Process
Organisations need to be able to count on their suppliers for the products and services needed to deliver its own services, otherwise ...
Introduction to Managing The Bid Process
Our suppliers are there to make sure our organisations always have the products and services needed to do what we do well. I know that ...
Introduction to Planning & Specifying Procurement
When we are deciding what to buy and when, it is called “procurement planning”. We all have a better chance of getting the result that ...
Simple Procurement Cycle
The Procurement Cycle is a series of steps you take when you buy a product or service for your organisation. There is no one ...
The 5 rights of procurement
The 5 rights of procurement Procurement includes all the activities you need to buy products and services for your organisation. It can ...
Introduction to Value for Money
Value for money is about the total cost to your organisation, not just the price you agree to pay for a product or service. Sometimes ...