期刊名称：International Journal of Information Systems and Project Management
印刷版ISSN：2182-7796
电子版ISSN：2182-7788
出版年度：2016
卷号：4
期号：2
页码：23-39
DOI：10.12821/ijispm040202
出版社：SciKA
摘要：Post Tender Negotiation (PTN) procedure is part of the tendering process in procurement of goods and services. Theprocedure could be triggered if the initial tendering activity does not result in the selection of a supplier. This could bedue to a lack of clear Value for Money (VfM) bidder. The PTN procedure is sparingly applied in the UK public sectorprocurement and the reasons adduced for this are based on ethical considerations. The UK Office of GovernmentProcurement (OGP), formerly known as the Office for Government Commerce (OGC) and the European Union (EU)are the chief proponents of restricting the use of PTN to exceptional cases. The premise of their argument is that thebuyer could unethically tilt her/his actions in the process of applying the PTN procedure to favor certain suppliers. It isthe argument of this paper that buyers from the public sector in UK are being deprived of the procedure’s benefit andtherefore, the restrictions should be relaxed. Evidence from this study suggests that the procedure could offer theopportunity for further clarifications of supplier’s bid. The study also identifies that, for PTN to be successful, factorsensuring success in negotiations including cooperation should be present.
关键词：value for money; communication; procurement; negotiations; tendering.
