In most companies, the purchasing department is called upon to improve quality, delivery, and service and to control or reduce costs on the parts, products, or services they purchase for their company. It is about getting the right thing at the right price at the right time to the right place. Purchasing’s primary function is to negotiate the best possible deal. Many times, buyers will enter into a negotiation without any type of game plan. They will start the negotiation without any goals or objectives and usually are surprised at the outcome of the agreement. Negotiation is like a chess game: you need to have a game plan before you start.
The ultimate goal in chess is to checkmate your opponent’s king. In a negotiation, the ultimate ...
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