Description

Book Synopsis

This book presents criteria and recommendations for successful negotiations. The System of Negotiations, which was developed on a scientific basis for this purpose, clearly illustrates the most important steps, tools and applications. By using game theory and behavioral economics, the success of negotiations in purchasing can be systematically maximized. At the same time, transparency and fairness offer a high level of acceptance among negotiating partners. To this end, numerous practical examples are used to show how contracts can be awarded in the event of competition between suppliers, and how various auction formats and differentiated communication can be used to achieve optimal savings potential. Also for situations where the supplier is a monopolist, ways are described to avoid being at the mercy of pricing power.




Table of Contents

System of Negotiations.- Purchasing Negotiations under Competitive Conditions and with Monopolists.- Prospects and Areas of Application.- New Opportunities through Digitalization.- Glossary.


System of Negotiations: Game Theory and

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    A Hardback by René Schumann, Stefan Oswald, Philippe Gillen

    £56.99

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      Book details

      Publisher Springer
      Published 9 April 2023
      ISBN-13 9783658402648
      978-3658402648
      ISBN-10 3658402644
      Also in:
      Distribution and logistics management Purchasing and supply management

      Description

      Book Synopsis

      This book presents criteria and recommendations for successful negotiations. The System of Negotiations, which was developed on a scientific basis for this purpose, clearly illustrates the most important steps, tools and applications. By using game theory and behavioral economics, the success of negotiations in purchasing can be systematically maximized. At the same time, transparency and fairness offer a high level of acceptance among negotiating partners. To this end, numerous practical examples are used to show how contracts can be awarded in the event of competition between suppliers, and how various auction formats and differentiated communication can be used to achieve optimal savings potential. Also for situations where the supplier is a monopolist, ways are described to avoid being at the mercy of pricing power.




      Table of Contents

      System of Negotiations.- Purchasing Negotiations under Competitive Conditions and with Monopolists.- Prospects and Areas of Application.- New Opportunities through Digitalization.- Glossary.


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