Role of Negotiation in Procurement of Materials: A Case Study of Charles & Keith, Singapore

ROLE OF NEGOTIATION IN PROCUREMENT OF
MATERIALS
A CASE STUDY OF CHARLES & KEITH, SINGAPORE

INTRODUCTION AND BACKGROUND OF THE
STUDY
• Charles and Keith was found in the year
of 1996 by Charles Wong and his brother
Keith Wong (Charleskeith.com 2018)
• The organization was the first
organization to start their own
ecommerce business by redirecting their
efforts on E-commerce than on mortar
and brick stores.
• This study has identified the role of
negotiation in procurement of materials
for Charles & Keith in Singapore.
• Negotiation is crucial for developing
trade relationship between two parties
and the importance of negotiations have
increased with the advent of the
internet-based technologies as it requires
complex negotiations of materials for
developing goods and services
• Negotiation is a commercial process
which takes place due to conflict
between the suppliers and the retailer in
the organization (Goldberg et al. 2014).

RESEARCH AIM AND OBJECTIVE
• To identify the impact of negotiation process in managing purchases of
materials made by Charles and Keith, Singapore
• To evaluate the significance of managing good negotiations with
suppliers for improving the production process efficiency
• To recommend necessary measures for improving the negotiation
process and facilitate the purchasing of materials for Charles and Keith,
Singapore.

RESEARCH QUESTIONS
• What is the significance of effective negotiation in procurement?
• What are the benefits and drawbacks of different negotiation methods?