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Managing Negotiations in the Public Sector

            
             The process in which at least two partners with different needs and viewpoints try to reach an agreement on matters of mutual interest. Negotiation is a way to influence the behaviour of the other. We consciously or unconsciously negotiate. Negotiations are often seen as a competition for scarce resources when one party wants more at the cost of the other. .
             Five Skills Needed by Negotiators.
             To see the world as others see it.
             To be able to demonstrate the advantages of what one's proposal offers.
             To be able to manage stress and cope with ambiguity.
             To be able to communicate one's ideas effectively.
             To be sensitive to the cultural background of others.
             To adjust suggestions to the constraints/limitations of the situation.
             Negotiations in Public sector.
             Externally, the manager in a public sector enterprise may be required to negotiate with suppliers and contractors. Most of the contracts are let by sender but this does not obviate any negotiation. With suppliers of equipment, such things as warranties, repairs work, delivery dates and performance specifications are all subject to negotiations. For professional service contracts, the negotiations can last as long as the contract period and cover such areas as .
             Who in the contractor's organization will actually do the work.
             Who will be responsible for the work of the subcontractors.
             What the deliverables constitute.
             What will be the date of delivery.
             One of the thorniest areas is a performance criterion, since it can be a matter of personal opinion whether or not specifications have been met. .
             Characteristics of negotiation process in Public sector:.
             Too much paperwork: the process of negotiation in public sector involves a lot of formalities, which need to be completed. The process calls for interested parties to submit tenders quoting their bids. This is because the government wants to give an equal opportunity to all the candidates. The lowest bid is given preference whether or not the quality of work is good.


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