International Negotiations for Procurement(Korean Public Organization Aspect) : International Negotiations for Procurement(Korean Public Organization Aspect)
- 발행기관 고려대학교 국제대학원
- 발행년도 2004
- 학위명 박사
- 학과 국제대학원:국제학과
- 식별자(기타) DL:000014914324
- 서지제어번호 000045168302
초록/요약
The most efficient method to procure necessary goods and services from a price aspect is through competitive bidding process. The price of a good or service is always important. However, what happens when the buyer can’t come to make an agreement through the bidding process? Then, the buyer needs to reach a procurement agreement through negotiation. The negotiation is another good method by which the buyers efficiently and effectively make purchases for necessary goods and services at a desired level of quality if they well understand a complicated negotiation process. Specially, in international procurement negotiations in public organization, it is more complicated than domestic negotiations because of its unique features of public procurement, cross-culture factors, and recent change in international circumstances. Therefore, the role of negotiation is getting more importance because the continued expansion of the Korean economy is expected to bring about an increase in imports, inevitably resulting in the growth of foreign purchasing in the public sector. A negotiator from the public sector should have a strategy before commencing procurement negotiation and necessitate a better understanding of cross-cultural negotiations.
more목차
CHAPTER 1. INTRODUCTION
CHAPTER 2. GOVERNMENT PROCUREMENT
2.1. INTERNATIONAL CIRCUMSTANCES
2.2. KOREAN GOVERNMENT PROCUREMENT SYSTEMS
2.3. THE PROCEDURE OF GOVERNMENT PROCUREMENT
1)DOMESTIC AND OVERSEAS PROCUREMENT
2)OVERSEAS PROCUREMENT PROCESS
CHAPTER 3. INTERNATIONAL CONTRACT
3.1. PREPARING AN INTERNATIONAL CONTRACT FOR THE
PROCUREMENT OF GOODS
1)BASIC CONCEPT
2)THE VIENNA CONVENTION
3)INCOTERMS
4)METHOD OF PAYMENT
5)THE CONTRACT
6)CONSIDER LAW
7)LIABILTY FOR DAMAGES
8)CURRENCY CONSIDERATIONS
3.2. GENERAL CONDITIONS OF PURCHASE
3.3. INTERNATIONAL CONTRACTUAL CLAUSES
1)BASIC CLAUSES
2)ADDITIONAL NECESSARY CLAUSES
3)CONTENTS OF GENERAL TERMS AND CONDITIONS
CHAPTER 4. INTERNATIONAL NEGOTIATION
4.1. NEGOTIATION
4.2. CROSS-CULTURE NEGOTIATION
4.3. DISTRIBUTIVE VS. INTEGRATIVE NEGOTIATION
4.4. RELATIONSHIP IN A PROCUREMENT NEGOTIATION SITUATION
CHAPTER 5. PROCUREMENT NEGOTIATIONS STRATEGIES
5.1. GENERAL STRATEGIES
5.2. TIME AND TERMINATION PRESSURE ON NEGOTIATION
5.3. SELECTION OF NEGOTIATION STRATEGIES
5.4. STRATEGIES FOR TERMS AND CONDITIONS NEGOTIATION
1)MULTI-ISSUE NEGOTIATIONS
2)COMMUNICATION DURING NEGOTIATION
5.5. STRATEGIES FOR PRICE NEGOTIATION
1)BARGAINING RANGE
2)OPENING OFFER
3)CONCESSIONS
4)FINAL OFFER
5.6. MIXED BARGAINING STRATE
