Page 67 - DMGT525_MATERIALS_MANAGEMENT

Materials Management

Notes Self Assessment

Fill in the blanks:
6. One must know the difference between negotiating and ………………...
7. It’s always better to sign agreements in the presence of both the parties for better
…………………

5.4 Negotiator

The Negotiator is a person who carries through the negotiation plan as directed, applying his
own knowledge, skill and wisdom. He analyses the value and price of the materials. He enters
into discussion with the other party. He tries to persuade and bring the other party round to his
view point. He interrogates to asses and to know what is going in the mind of the other party.
He is a strategist and adopts both offensive and defensive strategies in order to come to terms
and bring success to his efforts. He weights carefully the pros and cons blows hot and cold,
suggests and investigates and tries to learn and lets the other party learn before either settling
for the terms or rejecting the terms. A negotiator, therefore, is a thick skinned personnel of the
organization who goes all out to bring successful terms to his organization in a bid to enter into
a contract with the party.

5.4.1 Qualities of a Good Negotiator

The purchase manager or sales manager should be good negotiator and posses the following
qualities:
1. He should be a person who can go along with the people with ease and enthusiasm.

2. He should be an optimist and should never let an opportunity slip out of his hands. He
should be a man who can see light in darkness. He should be a person who looks always
to the bright side of things one who sees light even in darkness.
3. He should posses the quality of persuasiveness and must be a logical man.
4. He should be a man of clear thinking and broad ideas.
5. He should be a man of patience and persistence.

6. He should be well conversant with the market conditions and should have full knowledge
of the materials for the purchase or sale of which he has planned the negotiation. He must
know the policies of his organization and the attitude of the top management.
7. He must be fully equipped with all the technicalities of negotiation.
8. He should be an intelligent man, must have learnt from others experiences and must be
able to utilize the experience he has already gained in the field.

Self Assessment

Fill in the blanks:
8. A negotiator is a strategist and adopts both ………………. and ……………… strategies.
9. A negotiator should be a man of ……………. and persistence.

10. A negotiator analyses the value and price of the ………………
11. A negotiator should be a man of clear ……………… and broad ideas.

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