The Importance of Negotiation in the Public Procurement Process

Janetta Sirbu ()
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Janetta Sirbu: Bogdan Vodă University of Cluj-Napoca, Romania

Proceedings of the 19th International RAIS Conference, October 18-19, 2020 from Research Association for Interdisciplinary Studies

Abstract: Negotiation has been and is one of the key elements when it comes to business success. The largest companies in the world were founded as a result of the abilities of their leaders to manage to find the optimal balance between personal goals and objectives, and at the same time, the respect and the knowledge to know when and how to relate to the negotiating partner. Negotiation is present in all areas of our lives, and trade negotiation is just an extended aspect of negotiation that already takes place at every moment, in different everyday situations. Negotiation is first and foremost a form of communication: negotiating means communicating in the hope of reaching an agreement. International trade negotiation is an organized process of communication between companies, which aim to gradually adapt their interests related to the object of negotiation in order to achieve a mutually acceptable business agreement, materialized in the international contract. In the process of applying the procedures for awarding public procurement contracts, the contracting authority, through the internal department specialized in awarding public procurement contracts, has a number of tasks, such as: elaboration of an annual public procurement program, elaboration of award documentation or the tender documentation, the fulfillment of the obligations regarding publicity, the application and completion of the award procedures, the constitution and keeping of the public procurement file.

Keywords: negotiation; communication; negotiating partners; public procurement; contracts (search for similar items in EconPapers)
Pages: 7 pages
Date: 2020-10
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Published in Proceedings of the 19th International RAIS Conference on Social Sciences and Humanities, October 18-19, 2020, pages 163-170

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