Negru I., Chumak G. Negotiating as a factor in increasing the efficiency of the procurement process at the enterprise

Abstract

As practice shows, the negotiations with the suppliers are an integral part of procurement specialists. The article deals with practical advice that will minimize risks in the process of negotiations. Highlighting the most important steps and elements for business meetings between buyers and suppliers. The characteristics of each of the stages: preparation of the meeting, the establishment time of the meeting, negotiations and evaluation of the negotiations. From the results of the negotiations depends largely on the success of the enterprise as a whole supply. The structure of the business negotiation involves several sequential steps, proper conduct of each of which can increase the likelihood of a favorable outcome of the negotiations for the buyer. Spend grading issues depending on the type: open, closed, suggestive, blocking, rhetorical, alternative, buyout are recommended to use in negotiations. Questions are classified depending on the situation, accompanied by examples. Different variants of the issues that will provide the necessary information and will direct the conversation back on.