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Negotiation and its Complexities: A Case Study of Public Sector Negotiation with Vendors

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Title: Negotiation and its Complexities: A Case Study of Public Sector Negotiation with Vendors

Authors: S. Riasudeen, Cyril R. Fernandez

Journal: Asian Journal of Management Cases

HEC Recognition History
Category From To
Y 2024-10-01 2025-12-31
Y 2021-07-01 2022-06-30

Publisher: Lahore University of Management Sciences (LUMS), Lahore

Country: Pakistan

Year: 2017

Volume: 14

Issue: 2

Language: English

DOI: 10.1177/0972820117712328

Keywords: null

Categories
Negotiation (19) Conflict Resolution (735) Business Administration (6825) Public Administration (2062) Political Science (22366)

Abstract

This case is about the negotiation process carried out by the chief procurement officer (CPO) of a leading public sector unit in India. When the company receives an order, the order is materialized by using electric equipment in large quantity. Due to ...

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