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CHAPTER ONE
INTRODUCTION
1.1 Background of the study
Negotiation is seen as a vital element as well as one of the most interesting topic in purchasing and supply chain management. It applied in purchasing so as to arrive at a fair and reasonable business contract.
Consequently, upon recent shortages of materials, high prices and galloping inflation, general unfriendly supply market as well as the get-rich quick syndrome of some supplied it will be suicidal for a business firm and indeed government agencies to ignore negotiation exercise in its purchasing activities making process of planning, reviewing and analyzing used by the buyer and seller to reach acceptable agreement or compromise on all aspects of the business transaction. (Lee
In
purchasing of material, some measures of trust exist between the buyer and the
seller when negotiation begins identically, there would be equally of
information on cost and estimates between parties involved, as a basis for
negotiation, but this is rarely attained except in government’s research and
development (R and D). The negotiation is thus usually a dialogue between the
buyer and seller to produce a contract, which is at least acceptable to both
parties.The name of the company is Rokana Industries PlcNekede and it as
incorporated on September 1978 as a private limites liability company.
The nature of the business is manufacturing and it was founded by Engr. Charles
Ugwu, a British trained industrialist/Engineer in 1978.
The managing-Director is Chief EkemmaGeophry now while Engineer Charles Ugwu is
the Chief Executive of the company.
The factory is divided into three basic areas namely: Administration,
Marketing/sales and promotion. It has a branch in Lagos as their registered
street off 52 Ogundanastreet Allen Avenue Ikeja Lagos. Over 80% of the raw
materials for the production of the product are imported.
They
also have sales outlets in Abuja, Kaduna, and Lagos. The company is hundred
percent Nigerian owned while Union Bank Nigeria Plc own 40% shares of the
company product produce.
Rokana currently maintains four existing manufacturing units.
1. The Cosmetic Units: This unit undertakes the production of the tooth paste, baby-care
cosmetics, skin lotions, cream and oiltment.
2. The Plastic Units: This unit produces tooth brush, dental stick, plastic
folders, plagues for the Areosol production.
3. Aerosol Unit: This unit produces insecticide air fresheners, perfumes,
furniture polish, deodrant etc.
4. The LPG Unit: This unit refills domestic cooking gas cylinder, provides
unstaunchealgas,as propellant to the aerosol production line.
1.2 STATEMENT OF PROBLEM
Strictly,
this project is a case study of the impact for efficient negotiation in
purchasing function in manufacturing company at Rokana Industries Limited
NekedeOwerri Imo State.
The impact for efficient negotiation in purchasing function in manufacturing
company can not be over stated. This is because when fairly in contract
management result from poor negotiation.
The problem of the study therefore are as follow:
1. Firms or organization fair to see the element of pricing and negotiation as
a vital element in contract management.
2. Most firms adopt the concept of I will” when you loose attitude this result
into poor project execution.
3. Most people involving in purchasing of capital and mangement do not possess
the right skill and knowledge of negotiation.
4. The economic situation of the country has serious effect on the quality of
negotiation purchasing function in manufacturing company firm attempt.
5. There is no serious attempt on the part of firms to empower negotiation
contract managers.
1.3 PURPOSE
In
the light of the statement of problem this study aims at achieving the
following objectives.
1. To create serious awareness in the mind of firms and their employees on
these serious impact for effective contract negotiation, pricing and contract
implementation.
2. To make people appreciate the importance of effective negotiation which
emphasizes win-win negotiation.
3. To create the necessary awareness on the importance of empowering those who
are involved in contract negotiation pricing and management through treating
seminars etc.
4. To investigate the impact of the economic on contract negotiation pricing
and execution.
5. To see whether negotiation contract management and pricing can be improved
through empowerment.
6. To suggest other ways of improving negotiation contract pricing and
management.
1.4 SCOPE OF THE STUDY
This
study would have taking the researcher to all firms that are engaged in
contract negotiation, pricing and management in Nigeria but for obvious reason
the researcher is constraint to concentrate on the negotiation activities of
Rokana industrial limited Owerri. The researcher beliefs that this would give
her a fair situation position in other similar organizations.
However, the researcher will concentrate on the following department or units
within the organization:-
1. The cosmetic unit
2. The plastic unit
3. The Aerosol unit
4. The LPG unit
1.5 RESEARCH HYPOTHESES
One important thing a researcher of this nature impact s to achieve is to provide the subject matter of the study. It therefore become necessary to formulate research hypotheses on which the answer would be based and are as follows:
H0: negotiation and pricing are not a basic element of contract.
H1:negotiation and pricing are basic element of contract.
H02: poor contract administration is not tractable to poor pricing and negotiation.
H2:poor
contract administration is tractable to poor pricing and negotiation.
1.7 SIGNIFICANCE OF THE STUDY
The
primary significance of this study is for partial fulfillment of the
requirements for the award of Higher National Diploma (HND) in purchasing and
supply.The secondary significance is also geared towards exploring the academic
relationship between classroom theory and what is practically attainable in
industries and government establishment thus the carefulness in choosing the
research topic.The third significance of the project is to help and guide the
younger ones on what to do when writing project or carrying out any research.
The fourth significance of the project is to guide industrial purchasing s to
effective and efficient negotiation to enable them to obtain the “best buy
which is the ultimate goal of the purchasing function.
1.8 LIMITATION OF THE STUDY
Infact, there cannot be any successful research of this magnitude without encountering some difficulties. This project work is surrounded by some limitation, which indicated that it was not hitch free.
The following were some problem that was encountered in carrying out the following work.
1.
Difficulties in securing some vital documents containing some valid information
relating to the subject matter of the research.
2. The lukewarm attitudes of some offices who were supposed to attend and give
reasonable response. Some of those interviewed failed to give adequate
information believing that it will reveal their lapses and loopholes.
3. The degree of time consumed at the expenses of lectures and other important
assignments. This cannot be over emphasized.
4. Finally, finance was another constraint for the researcher. Normally, a
considerable amount of money for the gathering of information, typing of
manuscripts.
1.9 DEFINITION OF TERMS
The
terms here are some of the terms used in this project work necessary because
these terms have their own professional meanings in purchasing other than the
grammatical definition.
1. Purchasing: It’s a continuous management process that is
responsible for the anticipation, identification, and the provision of goods
and services that are required by an organization with the objective of helping
its profitability or service provided.
2. Negotiation: Is a process of planning reviewing and analysis
used by a buyers and seller to reach acceptable agreements or compromise
includes all aspects of the business transaction not just price.
3. Negotiator: Is a person authoritatively appointed to represent
his/her organization for negotiation. He must be skillful and broad business
experience.
4. Vendor: An outside supplier or raw materials suppliers equipment
or service impact ed in the operation of an organization.
5. Procurement: This includes duties perform by purchasing a well
as additional function materials supervision and management, inventory control,
receiving inspection and salvage operation.
6. Price: This may includes all the sacrifice made to acquire a
given product both monetary and non monetary.
7. Pricing :- This is the activities involved in setting the price
for which a product will be said. or deciding how much to change for something.
ie we say that it is an on going activities that can hardly be completed.
8. Strategy:- It is the determination of the basic longterm
objectives of an enterprises and adaptation of course of action and allocation
of resources necessary to achieve these goals on the organization presented
mean or approach to achieving it’s objectives.
9. Purchasing :- It us that function of management, lease or other legal
means equipment materials supplies and services required by an undertaking for
use of production.
10. Cost:- The total amount of money that impact to be spent by a
business. it is also the amount of money that you impact in order to buy, make
or do some things.
1.8 ORGANIZATION OF THE STUDY
This research work is organized in five chapters, for easy understanding, as follows
Chapter one is concern with the introduction, which consist of the (overview, of the study), historical background, statement of problem, objectives of the study, research hypotheses, significance of the study, scope and limitation of the study, definition of terms and historical background of the study. Chapter two highlights the theoretical framework on which the study is based, thus the review of related literature. Chapter three deals on the research design and methodology adopted in the study.Chapter four concentrate on the data collection and analysis and presentation of finding. Chapter five gives summary, conclusion, and recommendations made of the study
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