Modely nákupního vyjednávání o ceně


Modely nákupního vyjednávání o ceně

Jméno a příjmení autora:

Marek Cozl

Rok:
2007
Číslo:
1
Klíčová slova:
enquiry, offer, purchase, purchase negotiations, purchase auctions
DOI (& full text):
Anotace:
Basically, we can identify several models of price purchase negotiations. To evaluate the impact of all the models, we should assume first that all the quotations have to be easily comparable, …více
Basically, we can identify several models of price purchase negotiations. To evaluate the impact
of all the models, we should assume first that all the quotations have to be easily comparable,
which means all the vendors should provide appropriate quality, financial stability, certainty of the
delivery etc. and the only variable is the price for the delivery. The next prerequisite is the market
structure, which is the monopolistic competition with imperfect information and various costs of
the firms on the market.
The first model is the „Feedback Model“ which means the customer asks for the quotation
several suppliers and negotiates face-to-face with each of them. The customer uses the feedback
and informs all the suppliers regarding their relative (or absolute) price in comparison with other
prospective vendors in order to let them decrease their offers. To gain the delivery, the vendors
recalculate their quotations saving money on their solutions and/or decreasing the profit, dissolving
the risk surcharges etc. Each negotiation usually lasts a long and it might be „abuse-prone“
because the customer can give different feedback to each subject.
To avoid the corruption, customers usually use the one-round negotiation process based on
the „envelope method“. However this model prevents the purchase from the corruption, it doesn‘t
strive to the lowest price ever because it doesn‘t give any chance to the vendors to decrease their
quotations.
The next model we can present is the model with no negotiation which is based on sending
purchase orders only.
The last model is the „Purchase Auction Model“ which is strangely decreasing-price oriented, it
spares the time and it doesn‘t enable the corruption to influence on the process however it has its
cons based on the „soft“ parameters like the common negotiation rules.

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