Negotiate to reach agreement on the terms and deliverables of the contract. Aim for a fair and sustainable agreement that improves both parties’ relationship.
From the agency’s perspective, the primary objective of the negotiations should be to:
Negotiation should not focus solely on reducing bottom line costs - too much time and energy can be expended in negotiating price at the expense of achieving value.
Negotiations should always be a planned activity. The scope and size of the negotiation will influence the level of planning required.
For smaller negotiations, you should:
It might be worth getting help from your procurement specialist to plan and/or conduct the negotiations. For larger or more complex procurements this might involve developing detailed negotiation plans.
A negotiation plan: