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These notes outline the full course content for DBM3109 – Negotiation in Procurement offered at Mount Kenya University, School of Business and Economics. The document is a comprehensive study resource covering theory, techniques, and practical applications of negotiation within purchasing and supply management. It begins with the course purpose, learning outcomes, and assessment structure, then expands into detailed modules addressing the entire negotiation process — from preparation to execution. Key areas covered include: Negotiation concepts and dynamics — defining negotiation, understanding BATNA, positions, interests, and needs. Formulating objectives and strategies — setting goals, prioritizing issues (price, quality, service levels, contract terms), and developing negotiation plans. Five-phase negotiation framework — identifying requirements, determining when to negotiate, planning, conducting, and executing agreements. Negotiation planning — analyzing strengths and weaknesses, gathering data, recognizing counterpart needs, and developing tactics. Sources of power — informational, reward, coercive, legitimate, expert, and referent power. Concessions and tactics — principles of give-and-take, practical negotiation ploys, and ethical considerations. Win-win negotiation — fostering collaborative outcomes and maintaining long-term supplier relationships. International negotiation and e-procurement — the impact of globalization and technology on negotiation methods. Case studies — such as Mack Trucks and American Airlines, demonstrating real-world application of negotiation principles.

This is a business plan for starting and running a event planning business. EXECUTIVE SUMMARY'S CHAPTER ONE This chapter contains business description, owner’s background information, business name, business location, address, forms of ownership, type of business products and services, goals and objectives and others. CHAPTER TWO Here we have market plan which contains customers, domestic customers, institution, government department, market share/size, competition, promotion and advertisement and many more CHAPTER THREE We have organization/management plan which contains the management team, organization charts, other personnel, recruitment, training and promotion, recruitment of employees, training, remuneration and incentives, licenses, permit and by-laws CHAPTER FOUR It contains production facilities and capacity, production strategy, process and regulations affecting operations. The process involves the steps to be followed in producing garments especially commercial paper patterns and offering services of high standard than competitors. Besides this, it also contains expenses incurred in the business with regulation affecting all operations with the premise. CHAPTER FIVE Contains financial plan, pre-operational costs, cash flow statement, Performa, balance sheets, break even analysis and even others which have been indicated in table contain chapter five The financial statement helps to compare the performance of the business with another business. The interpretation will also enable the business to compare the current performance and also predict the future.

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