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Negotiating skills remain a critical capability for procurement practitioners. Skilled negotiators have the potential to improve the negotiating outcome. Procurers often lead a negotiating panel or play a crucial role in teams. Successful negotiators adopt a systematic approach to negotiation.
(a) Discuss five important negotiation skills of successful negotiators.
(b) Discuss the main activities undertaken at different phases of a typical contract negotiation process.
Explain the importance of non-verbal communications during negotiation.
Discuss five methods of persuasion in negotiation and explain one advantage and one disadvantage of each method.
Compare and contrast the integrative negotiation strategy with a distributive approach.
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