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RESEARCH PROPOSAL
Negotiation Improvement Propo
sal
Procurement Negotiation in AB
C Construction Co.
Background
There are numerous kinds of e
quipment and materials to procure for an industrial construction project. Most of them do not have standard prices because their prices depend on the technical specifications requested by buyers. When a buyer places an order with a list of technical specifications to a seller and request him to manufacture a product that satisfies what is described in the specifications, such an order is called made-to-order. Since the prices and technical design for the same made-to-order item can vary depending on which supplier or seller a buyer purchases from, the purchasing procedure involves in the following: (1) the buyer sends out a request for quotation (RFQ), which describes the specific information for an item to purchase (such as name of the item, technical specification, delivery date, terms and conditions, etc) to several suppliers (usually six), (2) the buyer and an engineer check the suppliers' quotations sent in response to the RFQs, which include their technical designs and prices, (3) the buyer reduces the list of the suppliers to include only the ones meet the technical needs and have competitive prices (usually three), (4) the buyer performs negotiation with each supplier individually to set the final terms and conditions, and price, and lastly, (5) the buyer make a contract with the supplier whose item meets the buyer's expectation and has the lowest price.
Problem Statement
Procurement plays an importan
t role in increasing the profitability of a construction project by reducing the costs of the equipment and materials for the project. The management wants to enhance the performance of procurement department's negotiation to further reduce the costs.
@*Note: When measuring the ef
fectiveness of negotiation, we include financially measurable terms only.
Management-Research Question
Hierarchy
Management Question
- How can we make our purchas
ing negotiation more effective?
Exploratory Questions
- What is the current effecti
veness of purchasing negotiation?
- How many buyers are there?
- What is the purchasing proc
edure?
Research Questions Investigat
ive Questions
What are the key factors that
make negotiation more effective?
Should we interview the buyer
s to gather information about this research question?   (ÀÌÇÏ »ý·«)

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