role of negotiation in cost reduction in manufacturing firms in kenya. a case study of kisii bottlers limited
CHAPTER ONE
1.0 INTRODUCTION
This chapter discusses the background to the study, statement of the problem, the objectives, and research question, significance of the study, scope and limitations.
1.1 Background to the study
A negotiation is an interactive communication process that takes place whenever we want something from someone else or another person wants something from us. Most of us negotiate with one another frequently. Once we realize this, theoretically, we have two choices; first, to accept the fact that negotiation is a way of life in our culture and improve our skills so that we can negotiate with confidence and secondly, to do nothing about it. Some may argue that negotiation is an art, that it is initiative; or, that we all know how to negotiate, learning basic skills on the playgrounds of life. Perhaps there are naturally gifted negotiators.but, negotiating settlements, negotiating transactions for clients, and negotiating personal transactions, can attest to the fact that a lot of negotiators are not naturally gifted.
Negotiations commonly follow a four step path; preparation, information exchange, explicit bargaining, and commitment. Negotiation is, in short, a kind of universal dance with four stages or steps. And it works best when both parties are experienced dancers. One of the interesting aspects to negotiation theory is that even the fundamental elements of the process are subject to varying opinions.
According to (Raiffah,1982) Purchasing management professionals must be good negotiators, understand technical product information, have good mathematical ability, and understand marketing methodology and outstanding decision makers. Increased responsibility in purchasing management requires good leadership skills.
The ability to negotiate successfully is of the most basic business person skill sets. Significant positive or negative impacts are made to every organizations bottom line from the results
1.0 INTRODUCTION
This chapter discusses the background to the study, statement of the problem, the objectives, and research question, significance of the study, scope and limitations.
1.1 Background to the study
A negotiation is an interactive communication process that takes place whenever we want something from someone else or another person wants something from us. Most of us negotiate with one another frequently. Once we realize this, theoretically, we have two choices; first, to accept the fact that negotiation is a way of life in our culture and improve our skills so that we can negotiate with confidence and secondly, to do nothing about it. Some may argue that negotiation is an art, that it is initiative; or, that we all know how to negotiate, learning basic skills on the playgrounds of life. Perhaps there are naturally gifted negotiators.but, negotiating settlements, negotiating transactions for clients, and negotiating personal transactions, can attest to the fact that a lot of negotiators are not naturally gifted.
Negotiations commonly follow a four step path; preparation, information exchange, explicit bargaining, and commitment. Negotiation is, in short, a kind of universal dance with four stages or steps. And it works best when both parties are experienced dancers. One of the interesting aspects to negotiation theory is that even the fundamental elements of the process are subject to varying opinions.
According to (Raiffah,1982) Purchasing management professionals must be good negotiators, understand technical product information, have good mathematical ability, and understand marketing methodology and outstanding decision makers. Increased responsibility in purchasing management requires good leadership skills.
The ability to negotiate successfully is of the most basic business person skill sets. Significant positive or negative impacts are made to every organizations bottom line from the results