Actions

C104

Negotiate

The activities associated with preparation, dialogue and reaching an agreement for the purpose of establishing a contract for the delivery of products or services. This includes knowing the Buyer, understanding bargaining positions of parties involved, fact finding meetings, internal reviews, bargaining meetings and debriefings.

General objectives of negotiation include:

  • Agree on specifications of product or service - what
  • Agree on a fair price for product or service - how much
  • Agree on delivery terms and conditions - when, where
  • Agree on delivery performance - quality, on-time performance

Additional objectives of negotiation may include agreement on information exchange, inspection processes, flexibility.

Notes

Negotiation is sometimes confused with haggling or price cutting (win-lose). Whereas some situations require such approaches, the Negotiate process is intended to cover negotiations from the widest possible interpretation -- including approaches such as win-win, collaborative and alliance related negotiations.

OpenReference recognizes both sides of the negotiation process: Negotiate (a Contract process) for the Seller and Negotiate (a Source process) for the Buyer.

Hierarchy

IDNameLevelx
C1Contract Standard Terms2C1
C104Negotiate3C104

Workflow

FromInput(s)
Process
Output(s)To
wf_processwf_arrow
S006Negotiations
C104
wf_arrowwf_process
NegotiationsS006
Agreed PT&CC105
Negotiate Contract Standard Terms 3310400 3 Contract, Contract Standard Terms and Conditions, T&C, Negotiate, Refine, Sales & Support