Communication & Negotiation Skills - Communication Assignment Help

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Abstract

This case is about the negotiation process carried out by the chief procurement officer (CPO) of a leading public sector unit in India. When the company receives an order, the order is materialized by using electric equipment in large quantity. Due to changes in the business situation, the company realizes that it may not be possible to purchase the equipment that they require at the same price as before. The company has two vendors from whom they buy this equipment. Both the vendors have similar manufacturing policies and same raw material suppliers. Additionally, both the vendors have gone through some management level changes. The CPO who is responsible for the purchase of the electric equipment has to conclude the deal with the vendors and obtain the best possible price which is closest to the amount they had previously paid the vendors. ©Al Tareeqah Management Studies - 2021 4 Aabid, the Chief Procurement Officer (CPO) of NMD Limited, a leading Public Sector Undertaking (PSU), in Navi Mumbai, was confused. NMD Limited, which had recently received an order for Electro Static Precipitator, was in requirement of a transformer which formed the central component of the order.

The Chief Executive Officer (CEO) had insisted that the transformer be procured. Aabid had earlier purchased the transformer from one of NMD’s two vendors, Syskateck Industries and Tyco Technocorp, at a ‘dream price’. Aabid was unsure of being able to procure it again at the same price. He was expecting the price to have gone up by a minimum of 40 per cent. However, Aabid observed that the management at both Syskateck and Tyco had undergone changes in the recent past and therefore saw an opportunity to seal the procurement of the transformer at the lowest possible price. He invited suggestions from his team members to minimize the procurement price of the transformer.

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