Realistic and achiewable Negotiating objectives, identifying diffrent variables , Negotiating Strategy, planning for Negotiating

The various levels of objectives

Corporate Objectives



Objectives of the
Purchasing Function


Negotiation
Objectives
• Goals to be
achieved
• Problems to
be resolved




ITC M7:U3:3.1-1

, Action Point 3.1-1


Setting objectives
Set negotiation objectives for the following three types of
purchases:
A raw material for a manufacturing process:




Conveyor belts for equipment in a factory:




Five lorries (trucks) to be added to your current fleet:



ITC M7:U3:3.1-2

, Objectives & variables

Corporate Objectives


Objectives of the
Purchasing Function
Variables:
Negotiation Price
Objectives Quality
• Goals to be Delivery terms
achieved
• Problems to
Service...
be resolved



Negotiation variables are interrelated & should be
linked to your objective
ITC M7:U3:3.2-1