NEGOTIATION A VITAL TOOL IN ACHIEVING ORGANIZATION OBJECTIVE

NEGOTIATION A VITAL TOOL IN ACHIEVING ORGANIZATION OBJECTIVE

ABSTRACT

This research project work is designed to make an in-depth survey in the negotiation, a vital tool in achieving organizational objective. The important of negotiation as a key function in organizational objective can be emphasized by considering the reasonable price for specific quality o goods adopted through techniques. This project work is divided into five chapters and each chapter generate the mechanism use to achieve the goal and objective of the project work.

CHAPTER ONE

1.0 INTRODUCTION
1.1 GENERAL OVERVIEW
For the survival of any organization, whether it is large or small the efficient management is human resource and materials resources which is the most vital factor it therefore, means the co-ordination of maximum contributions from each basic function of the organization. Everyday of our lives, we enter into negotiation with another person or group of person since negotiation is a crucial element as well as the most interesting duty in the organizational chain management.
Also, in purchasing function, negotiation can not be avoided, this is because it is the decision making process of planning, reviewing and analyzing used by the buyer and seller to each acceptable agreement on all aspect of the business content. It is also the most delicates, it is delicate because it involves dealing with a seller whose intention is to make profit maximization.
Therefore, experience with buyer’s show that at least 20% of their time is take up by preparations for and the actual negotiations with suppliers. Knowledge of the negotiating skills are necessary for the buyer suppliers. Knowledge of the negotiating skills are necessary for the buyer to be able to offer resistance to the frequently well trained sales man in the procurement of materials, some level of trust exists between cost, the buyer and the seller especially when negotiating also bargains.
However, in negotiation, certain basic action should first be agreed, the buyer would decide the specification, sample and define the terms and conditions for the seller to consider. It would help also to agree at this stage, the extent of price justification provided, if the seller did not agree on the specification to meet the programme, then difference should be settled before form of price negotiation, otherwise there would be no basic for agreement. Price justification is usually an important part, the buyer use in the other hand has the opposite objectives, to hold seller’s profit through prices, to acceptable conditions or levels. In order words, if the purchase is capable of estimating accurately what the price ought to be, then the task is mainly to obtain the seller’s price in a form and supporting information, which facilitate comparison with buyer’s estimate and identification of difference which can be negotiated. This is joint idea to problems may bring benefit by improving the terms of payment and promptly execute of contract.

1.2 STATEMENT OF PROBLEM
There are several problem that arises in the negotiation activities in the organization. This study will find out how the organizational objective through consolidated breweries Awamama in Imo State, Owerri can be made effective and made to contribute more meaningful to the main goals of the company.
Some of the general problems encountered by the consolidated breweries Awamama owerri can be stated as follows:
1. When the organization employ unqualified buyer as purchasing officer, this will result to inefficiency in the negotiation process.
2. when the purchasing officer did not get fair and reasonable price, the organization can not attain their objective, it will affect them in the cost of material.
3. when the buyer of the organization did not negotiate properly to the supplier to get them on time of delivery and schedule. Inability to meet delivery schedules is the single greatest supplier failure encountered in purchasing operations.
4. when the organization is lacking to get maximum co-operation from supplier this provide problem to the organization because working relationship and co-operation is not existing properly, to obtained additional future orders form the supplier can not be easy
5. when the organization did not have control over suppliers performance. Deficiencies in supplier performance can seriously affect and some cases completely, disrupt the operations of the buyer company.

NEGOTIATION A VITAL TOOL IN ACHIEVING ORGANIZATION OBJECTIVE