Negotiation in Contract Management - 772 Words

Negotiation in Contract Management Its hard to think of the negotiation process as anything other than a hindrance, but try to view it as an opportunity to identify problems, deal with those issues and lay the foundation upon which the relationship can grow and prosper in the long term. (Computerworld, 2004). Introduction Negotiating contracts in a management setting requires more than just knowledge of the market, factual backup materials, and chutzpah. According to the sources presented in this paper, there are several important dynamics that go into a successful negotiation. Negotiating in a Contract Management Setting An article in the peer reviewed Academy of Management Review (Gelfand, et al, 2006) posits that great strides have been made in the complex social processes that are part of negotiation such as communication, power and influence and personality (Gelfand, 427). The authors define self-construals (that are part of negotiations) as a self-representation that relates to an individuals personality, social roles, stored knowledge and past experiences (Gelfand, 428). The person in a negotiation may not always have his or her self-construals accessible but when the self-construal is accessible during a negotiation, that adds strength and depth to the negotiator, Gelfand explains (429). In other words, what the article refers to as relational self construals (RSC), means that there are psychological advantages in negotiation to theShow MoreRelatedA Brief Note On The State Water Resources Control Board Negotiation And The California Email Services 2 ( Ces2 )790 Words   |  4 Pagesworking with STPD, I have learned to lead IT Procurements; review and approve the Non-Competitively Bids requests, contract amendments, Limit-To Brand requests and Feasibility Study Report; assist and coordinate contract negotiations. Two of the projects that demonstrate my ability to provide good customers service skills and team skills are the State Water Resources Control Board Negotiation and the California Email Services 2 (CES2) project. To successfully complete my two projects, I have used theRead MorePm 598 Quiz 3 Answers1552 Words   |  7 Pagesauctioning, net marketplaces, vertical exchanges, horizontal exchanges, web portals, sealed bidding, private exchanges, two-step sealed bidding, and competitive negotiations, and  noncompetitive methods, such as purchase agreements and sole-source or single-source negotiations. 2. Phases in the contract management process The contract management process comprises three common phases: Pre-award Phase, Award Phase, amp; Post-Award Phase. 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The companies involved developed a contractual relationship by evidence of an offer, acceptance of the offer and valid and legal consideration, which in this case is money for services rendered