Analysis of Business Negotiation Strategy of PT Celebit Circuit Technology with Customers

Abstract

This study examines how business negotiations are conducted to ensure that agreements can be properly implemented through negotiations and mutual agreements between the involved parties. When problems arise between a company and its customers, the company must be able to provide alternative solutions through negotiations to achieve mutual agreements in decision-making. Informants from the PPC (Production Planning and Control) / PPIC (Production Planning and Inventory Control) department provided alternative approaches as initial negotiation strategies with customers in reaching agreements. This study used a qualitative method with data collection techniques through interviews and literature review, while data analysis was conducted through observing, discussing, and describing the problems systematically. Based on the interview results with PPC/PPIC officers, several alternative strategies were identified, including delivery warnings, production delivery arrangements, alternative storage spaces, and partial deliveries. Rather than ending negotiations in a "win-lose" situation, companies should seek solutions that create mutual benefits for all parties and consider long-term opportunities in the negotiation process.