ES438- Supply Chain Management Negotiation

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Presentation transcript:

ES438- Supply Chain Management Negotiation Idris Tayeb

Negotiation in the Market Mini Case- Study: Q) How important is contract negotiation in this market and how is it approached? Business Negotiation in the Market Mini Case- Study: The American Embassy, Nbi. Approaches by the business. Styles of negotiation Conclusion

Sellers of hardware products tools, fittings, locks, paints, adhesives, etc. Sole ownership Location - Nairobi, Kenya Mainly Wholesalers Local Competition Avg. monthly sales -9.5million KES ≈ 68,000 GBP Focus on building relations Supply Chain: ChinaU.A.EPHGScustomers

Negotiation in the market Negotiation - the process of deciding what to give and take. Retail customers Bargaining /Haggling One-off purchases Wholesale and Contract customers Building personal relationships Gaining trust Source of advertising

Mini Case-Study: American Embassy High value client Contributes ≈30% of sales revenue Large spending budget Frequently make bulk orders for multiple projects Expect good quality products and efficient service at all times. Operate using RFQ’s Blank Purchase Agreements (BPA)

Approach by PHGS Establish themselves in the system. Show respect Accept orders at relatively low or cost-to-cost price and deliver them promptly. Show respect Give them exactly what they want when they want it. Actively build relations with the people involved in the supply chain. Slowly build a reputation by supplying what they want. Obtain a BPA with the Embassy. Post-negotiation strategy Draw up the documents Regularly ensure that the client is happy

Negotiation Style Matrix

Conclusion Negotiation style with wholesale customers is different to retail customers It is a long term process revolving around building relationships Focus on building relations on both sides of supply chain. Keep right of matrix good strategy for growing businesses long-term benefits

Questions

References http://runapptivo.apptivo.com/negotiation-how-to-get-started-4318.html http://www.performancexpress.org/1010/Images/matrix.jpg http://www.projectmanagementguru.com/negotiation.jpg http://legal-aware.org/wp-content/uploads/2011/06/negotiation.jpg http://safelytoarriveathome.blogspot.com/2011_02_01_archive.html http://www.ckrccrawlers.com/tools-hardware-supplies-c-92.html http://www.directa.co.uk/site/scripts/product_browse.php?product_id=160 03 http://www.negotiationbeyondconflict.com/definition-of-negoti http://www2.warwick.ac.uk/fac/sci/eng/eso/modules/year4/es4c9/ation.html http://themarketinglady.co.uk/StrategyDevelopment.aspx