Objectives are the specific goals that you wish to achieve. Most authorities advocate setting a range of objectives, from the very best that you believe you might achieve through to the poorest deal that you just accept. Objectives should be defined in measurable terms: ‘to improve on the supplier’s tendered offer’ is a weak objective; ‘to achieve no less than 5% reduction in the bid price’ is a better objective. See also Negotiation.

Negotiating Outcomes and Masterclass – Negotiation training is available at Academy of Procurement.

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