Competitive negotiation is one of many procurement methods. When using this procurement method, you need to grasp the appropriateness based on actual conditions to avoid unnecessary troubles. The editor below will share with you how to conduct competitive negotiations, let’s take a look!

1. Negotiate key technical terms. Consultation projects are technically complex and special in nature, and many of them cannot determine detailed specifications or specific requirements. This requires the consultation team to clarify the project needs during the negotiation process with each supplier, and clarify factors such as specifications, quality standards, technical composition, index parameters, delivery deadlines, after-sales services, and reasonable prices of goods or services as much as possible. .

2. Focus on service requirements. Many of the consultation projects are government-purchased services, and service content, service time, service quality, service commitments, after-sales services, etc. all need to be clarified during the consultation.

3. Negotiate key terms of the contract. Each project has its own characteristics, and the consultation group should improve the relevant terms of the contract based on actual conditions to ensure that the contract can protect the smooth implementation of the project.

4. Negotiate bids carefully. Technology and price can be said to be two important supports for every bidding project. The price will always be brought to the negotiation site during the negotiation process, but negotiation is not bargaining. The author does not recommend negotiating bid offers. In the "Interim Measures for the Management of Competitive Consultation and Procurement Methods", there is no requirement to publicly sing the bids of bidders at the consultation and bid opening site. Therefore, the bidding suppliers entering the consultation process do not know each other's quotations. If the consultation team here During the negotiation on the quotation, it is easy to leak the quotations of other bidders, thus affecting the fairness and justice of the bidding. If there is a public singing of bids at the bid opening site, the author does not recommend that the consultation group conduct too many clear consultations on the price, because some words and deeds of experts may cause misunderstandings among bidders and may lead to some disputes.

5. Trade secrets are not negotiable. When members of the consultation group conduct separate negotiations with a single supplier, the scope, conditions, and caliber of the relevant substantive terms involved must be consistent, and the relevant information involved must be kept confidential. No one may disclose the technology of other suppliers in any form. Materials, prices and other information.

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