THE EQUIPMENT ACQUISITION PROCESS: ANALYSIS FOR NEGOTIATION

The analysis for negotiation results in a prescriptive negotiation procedure that improves the decision making process by increasing the understanding of the decision situation and by the explaining rationale for decision. This prescriptive procedure is used for the evaluation of stakeholders who negotiate, for guidance when there are tensions between various stakeholders, and for the change in the stakeholders' perceptions when considering the creation of additional value and possible agreement(s). The procedure is divided into five specific steps, based on the standard acquisition procedure. The procedure is applied to the case of acquiring Armored Wheeled Vehicles 8x8 (AWV) for the Croatian Armed Forces (CAF), according to the Croatian procurement regulations.