(Solution) 5CO02 (AC2.1) With reference to a people practice issue, interpret analytical data using appropriate analysis tools and methods

Executive Summary This report provides a background of a formal commercial negotiation which has been developed for ROSHN organisation operating in Saudi Arabia (KSA) real estate industry. To achieve the intended aim of this report, the data used has been sourced from information, figures, desk research, external data which guide the negotiation process. The selected category of spend is vehicles. To develop the negotiation plan, different approaches, techniques, theories and concepts have been referenced to analyse and present  successful bargaining approach. Further, with different projects being pursued by ROSHN in urban and rural areas, negotiating for good quality vehicles is essential. Hence, over the years, ROSHN demand for different categories of vehicles has been increasing in the past years. As part of negotiation, ROSHN involves experts, basing it to terms and conditions, adequate plan and optmised supply chain and procurement management. The findings in this report evidence that ROSHN pursues a series of negotiations which are guided by CIPS module models. The phases pursued include preparation, evaluation, proposal, negotiation, settlement and closing. For all these phases, they are resources intensive hence a necessity for pursing a detailed negotiation. Also, the findings in this report evidence the need for involving multiple stakeholders for a successful implementation of the negotiation process. This is essential for managing their competitiveness in their business sector.  Part of this report findings also highlight on the need for customising the negotiation plan based on the different stakeholders expectations. This is with optimum success in the negotiation being dependent on how the organisation manage BATNA, MLA and any battle of the forms with good results obtained. In line with the summary of the findings and conclusions offered, the recommendations include;

• To carry out a detailed planning in their negotiation process to ensure entire stakeholders are engaged with their interests given a priority
• A successful inclusion of technology and innovation to harness process of negotiation plan
• To improve documenting of their operations for optimum involvement of all stakeholders and to manage conflicts of interests in negotiation
• To ensure that customised negotiations are pursued in their different spend categories as opposed to using a single negotiation strategy