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APA
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Business & Marketing
Type:
Essay
Language:
English (U.S.)
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Topic:

Formal Commercial Negotiation in Parts and Equipment

Essay Instructions:

Some organisation context
The organisation is a state-owned corporation. It is distinguished in the particular state market as a gen-tailer. The organisation generates electricity and having a wholesale electricity trading division it also directly sells electricity to end-user customers.
The organisations goals are centered around retiring traditional energy generation assets by 2030 while transitioning the state towards a greater reliance on renewable energy generation. To achieve this, the organisation is actively investing in major projects that focus on developing new wind farms and battery storage systems. These strategic initiatives align with achieving net zero emissions for the state by 2050.
Task
Select a category of spend from your organisation. (CATEGORY CHOSEN: PARTS AND EQUIPMENT). What category / area of spend / contract are you going to use?
Provide context in the introduction.
DEVELOP and DISCUSS a plan which could form the basis of a formal commercial negotiation. Your assignment should include an explanation of the key facts, data and approaches that you will use in the negotiation.
Remember, the negotiation does not have to be just about price. Other considerations could include quality, delivery schedules, timing and amendments/variations etc.
INCLUDE:
* Why are you negotiating? What are the reasons for the negotiation? What business needs will be addressed as a result of the negotiation? What are the business objectives, and how important is it that these are fully met?
* Who are the stakeholders (both in the negotiation situation, and those that will be affected by the outcomes of the negotiation)? What is the scope and source of their power and interest?
* Who is the supplier? What is your past history and relationship with them? What kind of relationship do we want with the supplier? How are they performing?
* What type of market does the supplier operate in, and what is their position in the market? What external environmental influences could have an impact on the negotiation process? How dependent are we on the supplier / is the supplier on us? Where does the balance of power lie in the relationship? What is the scope and source of the supplier’s bargaining power, and how can we improve our bargaining power?
* Will we be negotiating with the other party on our own, or will the negotiation be undertaken by a cross-functional team from across the organisation? If it will be a team, who should be involved and why? What roles will they play in the negotiation situation? What skills should they have? Do we expect the supplier to negotiate as a team? Who do we anticipate will join from the supplier’s side?
* Where will the negotiation take place? Face to face or remotely? What impact could this have on the negotiations? How important is the contract / category to our organisation, and which model(s) could we use to demonstrate this?
* How important are we to the supplier, and which model could we use to
demonstrate this?
* What is in scope for negotiation (and importantly, what is not in scope for negotiation)? What points might we be willing to concede on and why? What impact might concession on these points have (price / quality / relationship, etc)? What is our BATNA / WATNA? What happens if we cannot reach an agreement (either at all or on some of the points of the negotiation)?
* What are the risks that might present before, during and after the negotiation, and how can these be addressed (and by who)?
EXPLANATION of the key facts, data and approaches that you will use in the negotiation
* What internal and external sources of information could / should you use as part of the preparation and why? What information does it give you? Why is that important? How will it help in the negotiation situation?
* What approach to the negotiation will you take, and why? What methods of persuasion and influencing will you use, and why? Why is this the best approach? What are the strengths and weaknesses of this approach? What approach do you anticipate the supplier to take, and why?
How will you address this?

Essay Sample Content Preview:


Effective Negotiation in Procurement
Student’s Name
Institutional Affiliation
Effective Negotiation in Procurement
Negotiation in procurement is a vital step in ensuring that each party receives the best outcome. A win-win situation in a procurement negotiation, hence, implies that the entity responsible for procurement should negotiate an agreement with the other party, being aware of the actual monetary worth of what is delivered and what is being gained in return. Proper negotiation in procurement can affect outcomes in various prospects including the delivery of goods and services, quality, and cost. To that extent, parties in a procurement negotiation must prepare and define their objectives, gather information, plan the negotiation strategy, and execute the negotiation. In this analysis, emphasis is put on assessing procurement negotiation by a governmental organization that is indulged in transitioning the state towards a renewable energy future. The analysis chooses “parts and equipment” as the primary category of spend before delving into developing and discussing a plan that forms the basis of a formal commercial negotiation. Additionally, the analysis constitutes the key facts, data and approaches that will be used in the negotiation. For large projects with enhanced procurement needs, it is important that stakeholders understand their category of spend efficiently before delving into the details of data, quality, r scheduling to deliver the win-win situation in that negotiation endeavor.
Case Overview
The business, a state-owned enterprise in the energy sector, is essential to supplying the state with the energy it requires. The organization is a gen-tailer, meaning that it produces and sells electricity. The entity's ability to sell electricity directly to end users, made possible by a wholesale electricity trading section, sets it apart from the competition. In this entity, the main objective is to lead the shift in the energy landscape.  There is a growing movement toward energy sources that are both ecologically friendly and sustainable. Specifically, the goal is to transition the state to a future dominated by renewable energy sources by 2030. By so doing, the state will effectively retire traditional energy-producing assets like coal. These efforts are insightfully tied to the commitment to achieving net-zero emissions for the state by 2050. This project is completed in Western Australia. As such, the negotiation plan will be completed based on the findings within that market and the surrounding international conditions.
This analysis is based on "Parts and Equipment," a crucial category of expenditure inside the firm's motivation to achieve its strategic goals. Parts and equipment management and procurement are essential components of business operations. The value of this expend category is notable bearing the industry standard of substantial investments in large-scale initiatives focused on the creation of new wind farms and battery storage systems. This category of spend plays a critical role in supporting l...

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