Assignment explains the role of negotiation in federal government & also the basic concepts used for doing negotiation

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The negotiation for a contract with the members of the federal government needs a negotiator having sufficient experience and knowledge of the product to be sold. The success of the negotiation is highly dependent on the negotiator behaviour and negotiation processes. The important elements which is comprised within the negotiation includes; culture, economy, and ideology. The fair deal of a negotiation is highly analysed by the negotiation etiquettes and culture of the organisation. So, for this reason the negotiator of the GPS navigation system producing company should behave according to the other party’s culture. The negotiation deal carried out by the members of the federal government involves the use of public money. Therefore, the negotiator should be confident enough to influence the government officials that the public money is allocated in the right thing. While negotiating with the federal government, the negotiator needs to keep three aspects in mind. First, the context of the federal government (comprising of people, organisations, and setting) whichhighly determines the success of negotiation, Second, the characteristic of the federal government which includes the ownership, transparency, funding, and public accountability also influences the negotiation decision. Third, federal government consists of various alternatives of negotiators for their negotiations meetings. So, the behaviour and personal capacities of chosen negotiator from federal government side is major factor of any negotiation (Konovalov, Melamud, Artstein, 2016).

The negotiating contract with the federal government is totally different from that of any personal negotiation. The negotiator needs to be aware of the difference between the purchasing practices of government and the purchasing practice of an individual or commercial enterprise. First, the federal government negotiation and purchasing decision is regulated by Federal Acquisition Regulation (FAR) and other relevant pertinent agency supplements. These regulatory agencies are meant to make the decision transparent, fair, and of the good value of the public money (Khadhraoui, Plaisentm, Bernard, 2017). On the other hand, the negotiation and purchasing decision of commercial agencies is governed by the Uniform Commercial Code (UCC). Second, the terms of purchase of an entity is already predefined by the government and the company has to decide accordingly to accept or reject the contract. In contrary, in a personal negotiation such as in case of home or car the negotiation terms and conditions of the company can be altered according to the situation and requirement. Third, the federal government has the right to make changes in the contracts, delivery orders, and purchase orders during the process of contract execution (Riasudeen, & Fernandez, 2017). However, in case of a personal negotiation such changes are only allowed by mutual agreement of both the parties rather than imposing unilaterally. Finally, the federal government makes its payment only after 30 days only after receiving the proper invoice from the company and getting the feedback from customer. They have also the right to terminate the contract either for their convenience or for company’s negative performance. However, these facilities are not available for personal negotiation and purchasing. 

According to the chapter 26 “Get the other side to commit first”, there are several advantages when the other side of the negotiator commits first to a position. It is sometimes good to become a neophyte negotiator to make the negotiation deal a successful deal. The chapter also provides certain skills which are of critical value towards the success of negotiation. Firstly, when the first offer is given by the negotiator of company which may be of much higher value than that expected by the federal government, then it may create a negative impression in the beginning. Secondly, it also provides the relevant information for the negotiator of federal government from the company before telling them about anything. Third, getting commitment from company first leads to the federal government to bracket their predefined proposal. So, they can end up by splitting the difference according to their requirement. Fourth, when the offer (price) from the company is higher than expectation, then the other negotiator can plead poor. In this skill the negotiator needs to show the cost of production of the product (which is higher than offered price) along with its importance towards the society. Fifth, sometimes using the skill of ‘power of competition’ also works to make the negotiation a failure one. In this case, the negotiator can suggest of some other parties to look for a better negation of the product (Dawson, 2019).  

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