Chapter I: Introduction

This project work is titled Negotiation skills as tool for enhancing timely delivery of material. It is inevitable for every organization whether big or small, private or public to procure materials for production or for consumption. Such material can be raw material, finished goods or equipment which may cost an organisation a huge amount of money. In order to achieve the right materials at the right time of delivery and for the right place, negotiation should take place.

In these research work, emphasis will be laid on stressing out the various negotiation techniques available in the field of purchasing and supply. The techniques will tremendously enhance the procurement of material at a very economic cost and shortest possible time of receiving the order of materials. Negotiation is very important in the course of buying materials or services because of enhancing timely delivery of materials.

1.1     Background of the Study

Negotiation is one of the important as well as the most interesting and challenging as part of supply management. In industry and at most level of government, the term “Negotiation” frequently, causes misunderstandings confused with “Haggling” and price chiseling”. In government negotiation is frequently per solved to be a nefarious means of avoiding competitive bidding and of awarding large contracts surreptatiously to forward suppliers.