A importância da negociação no processo de compras para melhorar a lucratividade de uma EPP: um estudo de caso na JRM comercio

Abstract

he present study analyzed the importance of negotiation in the management of purchases of a small company. Therefore, when it comes to purchasing management, it means making choices that develop the company, mainly in its finances, so the negotiation is used as a profitability tool, to reduce costs and raise profits in the process of buying and selling the organization. From this, the present research had the purpose of analyzing the management of purchases in a small company using the negotiation as a tool to maximize profits in the acquisition of products, Being held at JRM Trade LTDA.. The methodological procedures used were the bibliographical research, in the field, exploratory and descriptive, using qualitative and quantitative instruments to analyze those of the interview conducted with the company's manager. The research was corroborated with references on the subject, field study, using qualitative and quantitative tools to analyze the interview with the manager. Thus, the results obtained indicate that the company uses collaborative negotiation techniques, in which it seeks partnerships for the acquisition of products, but does not contribute significantly to increase the profitability of the organization.