Figure 1.1.
Sadly, planning for negotiations has been largely forgotten in most purchasing departments. In the book Managing Purchasing by Killen and Kamauff, they state that “planning can be defined as a process of deciding in advance what is to be done, who is to do it, how and when it is to be done, and how well it is to be done.”1 Most of us are so busy with the day-to-day activities in our purchasing departments that we forget to properly plan for a negotiation. When I was attending college for my undergraduate degree, a friend of mine saw that I was frantically finishing up some schoolwork before the end of the semester ...
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