STRATEGI NEGOSIASI PENGADAAN BARANG DAN JASA

Abstract

To expedite the course of cooperation, it is necessary to have a way or step to achieve our goals, in the form of a plan called Strategy. Negotiation strategy is the most important core that must be owned by a company in conducting negotiations. The research problems are formulated 1) How is the negotiation strategy carried out by the negotiator team of PT Pajar Perkasa Banten in the procurement of goods. The research method used is descriptive qualitative method, with data collection through interviews with 8 members of the negotiator team of PT Pajar Perkasa Banten. The results showed that the majority of PT Pajar Perkasa Banten's negotiating team members had a general approach, most used a soft general approach and only a small part used a hard general approach. PT Pajar Perkasa Banten's negotiator team always thinks about the possibilities if negotiations fail, the nature of the alternative approach used is flexible, always uses the "what-if" approach as a back-up for the general plan and responds to every plan used by the opponent