PURCHASING NEGOTIATIONS IN THE COMPANY VOZA

Ugotavljamo, da se vloga in pomen nabave v zadnjih desetletjih spreminjata. Nabava ni več oddelek, ki samo oskrbuje podjetje z surovinami, izdelki in storitvami. Nabava je postala pomembna strateška funkcija, ki z zniževanjem nabavnih stroškov pomembno vpliva na dobičkonosnost podjetja. Prava izbira dobaviteljev in dobri, partnerski odnosi z dobavitelji, so ključnega pomena za uspešno poslovanje podjetij. K uspešnem doseganju ciljev nabave ter uspešnosti podjetja kot celote zagotovo pripomorejo tudi učinkovita poslovna pogajanja. Pogajalski proces je eden najpomembnejših nabavnih postopkov, ki je temelj za dobro delo nabavnega oddelka. Uspeh v pogajanjih zahteva dobro pripravo. V pripravah zberemo in analiziramo razpoložljive informacije o predmetu in partnerju v pogajanjih, določimo cilje in vsebino pogajanj, sestavimo pogajalsko skupino in jim dodelimo pooblastila. V tej fazi določimo tudi taktike, ki jih bomo uporabljali za dosego zadanih si ciljev. Podjetje Voza v procesu pogajanj uporablja tehnike, ki ji omogočajo sodelujoča razmerja. S svojimi strateškimi dobavitelji razvija partnersko sodelovanje, saj se zaveda, da dolgoročno sodelovanje, ki temelji na medsebojnem zaupanju in obojestranskem zadovoljstvu, prinaša več koristi kot enkratne kupčije. Tudi v konkretnem primeru nabavnih pogajanj podjetja Voza, vidimo, da je dosežen sporazum odraz prilagajanja obeh strani, kjer se obe strani trudita doseči najboljši dogovor, ki bo ohranil konkurenčno prednost obeh podjetij. Pogajanja ne smemo razumeti kot tekmovanje, ampak kot proces zbliževanja med dvema strankama in iskanje najboljših možnih rešitev za obe straniEvidently, the role and importance of procurement have changed in the past decades. Procurement is no longer considered as a division supplying a company with raw substances, products and services. It now performs an important strategic function by reducing supply costs. As a result, it contributes significantly to the profitability of companies. Successful operation of companies largely depends on the careful choice of suppliers and good partner relations. Effective business negotiations are certainly a good way to attain procurement goals and the success of the company as a whole. The negotiation process is one of the most considerable procurement processes because it functions as the basis for good performance of the procurement division. Successful negotiations require careful advance preparation to collect and analyse available information about the subject and partner in negotiations, determine the goals and content of negotiations, create the negotiating group and give it a mandate. At this point, the tactic is planned to attain the set objectives. The company Voza applies negotiating techniques that ensure cooperative relations. The company builds partnerships with its strategic suppliers since it understands that long-term cooperation based on mutual trust and satisfaction yields more benefit than one-time deals. A concrete example of procurement negotiations in Voza indicates that an agreement was reached owing to adaptations on the two sides. In addition, both of them aimed at agreeing the best deal and preserving their competitive advantage. Negotiations should not be regarded as a competition, but rather as a process of bringing the two parties together and seeking the best possible solutions to their benefit