NEGOTIATION AS A TOOL FOR EFFECTIVE
MATERIALS PRICING
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NEGOTIATION AS A TOOL FOR EFFECTIVE
MATERIALS PRICING
CHAPTER ONE:
Introduction
1.1 Background
of the Study
One of the fundamental responsibilities of procurement
function in an organization is source selection. It deals with the entire
process of how prospective suppliers are being surveyed, evaluated and
determine policies relating to those who can most suitably meet the requirement
of the organization, before they are being considered for a buyer and supplier
relationship. However, this assessment is base on a number of essential
instrument which price is one of the such.
Price in general term refers to the amount offered for the
purchase of an item. It can also be value pay for obtaining something, it is
quite crucial to purchasing as price play vital role on the product
manufacturing and its sales value.
Negotiation among other relevant tools in sourcing selection
function that purchasing employ in making an organization to actualize their
goals to arrive at a most judgment on which suppliers are to be selected.
Negotiation usually requires that the buyer have a face
discussion with the suppliers in order to arrive at a common understanding on
essence of a purchase/sale contact among which is price. Infact, price
determination is the main focus of negotiation.
In negotiation, to determine purchase price buyers and
supplier usually discuss such element, as cost of production overhead market
conditions. Speeds needs of the buyer and supplier eventually arrive at a
mutual price, that both deliver the best value of item and at reduced cost to
the buyer as well as favours the supplier fair interest to ensure a continued
supplier-buyer rapport.
This study set out to investigate some related problems
having to do with purchasing a high item cost also looks at how negotiation as
a tool for effective material pricing can be deployed to determine the right
price of supply.
1.2 Statement
of Problem
Most problems associated with negotiation especially when the
issues of price is the pivot, buyers tend to overlook the variables that
determine the price itself. This most time leads to arriving at a very high
price for the purchase or contract.
Moreso, lack of proper planning before approaching the
negotiation table is very high fundamental and essential for any successful
negotiation. The other negotiation exercise such as source of information and
idea delivery time, quality of suppliers, fair and reasonable deal. Hence,
since negotiation comes before any purchase or contract, what will happen to
purchase without negotiation on specification and at multiple effect on terms
of payment etc.
Also the negotiation must not over power by one part or one
principles, dirty trick all they lead to failure in the objective. One can
derive benefit as solving problem source for information learn some experience,
quality fair and reasonable price, control and relationship management.
1.3 Objectives of the Study
The objective
of conducting this research among others are as follows:
i)
To identify objective of
negotiation.
ii)
To identify the approaches of
negotiation.
iii)
To identify the requirement for
negotiation.
iv)
To determine the impact of negotiation on material
pricing.
1.4 Research
Questions
In dealing with the research question, the following question
will be answered or addressed:
i)
What are the objectives of
negotiation?
ii)
What are the approaches of
negotiation?
iii)
What are the requirements for successful
negotiation?
iv)
What are the impact of negotiation
on material pricing?
1.5 Significance
of the Study
The study will be of benefit to the organization which the study
is being carried an investigation, and also it will serve as guide for relevant
organization which have similar departments or problems, also it will serve as
reference to the similar topic and serve as reference for further studies.
Also, it will be beneficent to research in future, the
organization also broaden the knowledge of the researcher; it will also assist
the research especially in partial fulfillment of the requirements for the
award of Higher National Diploma in Purchasing and Supply, Kaduna Polytechnic.
1.6 Scope
of the Study
The research work will cover carious department with the
store function and look at the process at which negotiation and its effect on
materials pricing in Peugeot Automobile Nigeria Ltd. Furthermore, the research
cover various departments with the total population of 65 and with the sample
size of 30-49 staff. It will be carried out within department of procurement,
administrative production, quality control and material inspection unit as well
as close department.
Also, it will look at requirement for successful negotiation
and the method employed in the conduct of negotiation also it will cover from
2010 – 2012 how they conduct their negotiation and we will look into quality
control.
1.7 Definition
of Terms
Negotiation: This
is a process of where people come together to reach an agreement.
Procurement:
This term is mostly used in the military organization as well as the public set
up mean purchasing, it is activity which involve logistic, buying,
transportation and distribution
Lead Time:
This is the period between placing an order to its fulfillment or delivery.
Expediting:
This is a continual progressing orders with suppliers to make sure that goods
are received on time.
Inspection:
This is a process whereby incoming items are examined so as to ensure that the
quality and quantity conform with specification.
Quality:
This is the standard feature of an item that make it different from item of the
same characteristics.
Effective:
This is the ability of producing a sound and successful result.
Purchasing:
This is the process of buying things or item especially for a company.
Price:
This is the amount of money to be paid for obtaining an item or items.
Suppliers:
A supplier can be individual or company whose sole business is to supply items for
people or companies.
Specification:
This is the detailed description of how an item is or should be.
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