Mastering the Art of Procurement Negotiation: A Dynamic Case Study

Stephen Kelly (), Geoffrey Evans () and Daniel Chicksand ()
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Stephen Kelly: University of Salford
Geoffrey Evans: University of Salford
Daniel Chicksand: University of Birmingham

A chapter in Pedagogical Case Studies in Purchasing and Supply Management, 2026, pp 47-65 from Springer

Abstract: Abstract This teaching case study explores the business-to-business negotiation process from a procurement perspective, focusing on a fictional company, TechSolutions, as it negotiates with Global Engineering for the supply of a key component. The case follows three stages of the negotiation process: pre-negotiation/preparation, meeting/bargaining, and post-negotiation/evaluation. It provides a relevant organisational context in which to explore key negotiation concepts, including negotiation strategies and tactics, bargaining constructs and variables, and how to evaluate negotiation outcomes. The three negotiation stages are presented temporally and detail the roles and objectives of the organisations and individuals involved and there are a series of discussion areas shown in the teaching note that relate to specific activities within these stages. There is also an optional negotiation roleplay that can be run with the students to reinforce and apply the concepts that are discussed in the student activity questions.

Keywords: Negotiation; Negotiation strategies; Negotiation tactics; Bargaining; Negotiation outcomes (search for similar items in EconPapers)
Date: 2026
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-032-12235-3_3

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DOI: 10.1007/978-3-032-12235-3_3

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