Negotiation. Lost art or core competency?

Source: NIGP: The Institute for Public Procurement, 2013

Negotiation is a valuable skill for procurement professionals. Negotiation is a standard method of contracting in federal, state and local government procurement. Although the internet facilitates research and fact finding that supports the formulation of sound negotiating positions, the negotiation process itself is a proven method for arriving at best value sourcing outcomes.

Procurement professionals need to know how to prepare and plan for negotiation in order to achieve win-win solutions. Skilled negotiation can improve outcomes for the government. Improved pricing is just one potential benefit. Negotiation can improve the overall combination of quality, service and other elements required for successfully meeting the organization’s requirements.