Modely nákupního vyjednávání o ceně

Basically, we can identify several models of price purchase negotiations. To evaluate the impact of all the models, we should assume first that all the quotations have to be easily comparable, which means all the vendors should provide appropriate quality, financial stability, certainty of the delivery etc. and the only variable is the price for the delivery. The next prerequisite is the market structure, which is the monopolistic competition with imperfect information and various costs of the firms on the market. The first model is the „Feedback Model“ which means the customer asks for the quotation several suppliers and negotiates face-to-face with each of them. The customer uses the feedback and informs all the suppliers regarding their relative (or absolute) price in comparison with other prospective vendors in order to let them decrease their offers. To gain the delivery, the vendors recalculate their quotations saving money on their solutions and/or decreasing the profit, dissolving the risk surcharges etc. Each negotiation usually lasts a long and it might be „abuse-prone“ because the customer can give different feedback to each subject. To avoid the corruption, customers usually use the one-round negotiation process based on the „envelope method“. However this model prevents the purchase from the corruption, it doesn‘t strive to the lowest price ever because it doesn‘t give any chance to the vendors to decrease their quotations. The next model we can present is the model with no negotiation which is based on sending purchase orders only. The last model is the „Purchase Auction Model“ which is strangely decreasing-price oriented, it spares the time and it doesn‘t enable the corruption to influence on the process however it has its cons based on the „soft“ parameters like the common negotiation rules.