EVALUATING CONTRACT NEGOTIATON STRATEGY FOR POLA PENAWAR BANGUN SEMESTA USING 3D NEGOTIATION FRAMEWORK

• Main Author: Calvin Maulana, Sonny
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/53237
• Institution: Institut Teknologi Bandung

PT. Pola Penawar Bangun Semesta is a business unit engaged in various fields of Procurement, Construction, Operation & Consulting & Services, both construction and non-construction. The problems faced by the company today are the creation of a maximum contract value and the continuation of the long-term cooperative relationship between company with Bakti Kominfo as the government representative for the project of procurement of goods and services for telecommunications tower construction. The purpose of this research is to develop a negotiation strategy for PT. Pola related to contracts made to the government through a 3D negotiation framework. This research method uses a qualitative approach and descriptive methods. Data analysis used 3D negotiation framework analysis followed by internal and external analysis, root cause analysis and fish bone analysis. Data collection techniques used interview techniques to research informants consisting of directors and employees. The results showed that the root cause of the problem related to the negotiation process was company taking the "wrong issue" related to the increase in company performance and the contract value by using imported raw materials that are larger than the TKDN. For that, company requires an appropriate negotiation approach, namely increasing company performance through increasing the TKDN component. A strategic step that a company can take is to take advantage of weekly and monthly meetings as a medium to maintain good communication and professional relationships, with Bakti KOMINFO and its competitors. Creation of a short-term competitiveness program by recruiting experienced and competent personnel who specialize in telecommunication networks; looking for local components that can support performance improvements & replace imported components; better quality control benchmarking. Medium & long term program by developing training needs analysis & considering doing vertical integration strategy; New regulatory updates that may change the procedures or administrative requirements as needed.