Description

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.


System of Negotiations: Game Theory and Behavioral Economics in Procurement – the Guide for Professionals

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Hardback by René Schumann , Stefan Oswald

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This book presents criteria and recommendations for successful negotiations. The System of Negotiations, which was developed on a scientific basis... Read more

    Publisher: Springer
    Publication Date: 09/04/2023
    ISBN13: 9783658402648, 978-3658402648
    ISBN10: 3658402644

    Number of Pages: 129

    Non Fiction , Business, Finance & Law

    Description

    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.


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