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Mastering the Art of Procurement Negotiation: A Dynamic Case Study

In: Pedagogical Case Studies in Purchasing and Supply Management

Author

Listed:
  • Stephen Kelly

    (University of Salford)

  • Geoffrey Evans

    (University of Salford)

  • Daniel Chicksand

    (University of Birmingham)

Abstract

This teaching case study explores the business-to-business negotiation process from a procurement perspective, focusing on a fictional company, TechSolutions, as it negotiates with Global Engineering for the supply of a key component. The case follows three stages of the negotiation process: pre-negotiation/preparation, meeting/bargaining, and post-negotiation/evaluation. It provides a relevant organisational context in which to explore key negotiation concepts, including negotiation strategies and tactics, bargaining constructs and variables, and how to evaluate negotiation outcomes. The three negotiation stages are presented temporally and detail the roles and objectives of the organisations and individuals involved and there are a series of discussion areas shown in the teaching note that relate to specific activities within these stages. There is also an optional negotiation roleplay that can be run with the students to reinforce and apply the concepts that are discussed in the student activity questions.

Suggested Citation

  • Stephen Kelly & Geoffrey Evans & Daniel Chicksand, 2026. "Mastering the Art of Procurement Negotiation: A Dynamic Case Study," Springer Books, in: Morgane Fritz & Laurence Viale & Stephen Kelly & Vikas Kumar (ed.), Pedagogical Case Studies in Purchasing and Supply Management, pages 47-65, Springer.
    • Handle: RePEc:spr:sprchp:978-3-032-12235-3_3
    DOI: 10.1007/978-3-032-12235-3_3
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