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

Schumann, René; Oswald, Stefan; Gillen, Philippe

 
9783658402662: System of Negotiations: Game Theory and Behavioral Economics in Procurement - the Guide for Professionals
Softcover
ISBN 10: 3658402660 ISBN 13: 9783658402662
Publisher: Springer, 2023

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.


"synopsis" may belong to another edition of this title.

Publisher
Springer
Publication date
2023
Language
English
ISBN 10 
3658402660
ISBN 13 
9783658402662
Binding
Paperback
Number of pages
140

Other Popular Editions of the Same Title

9783658402648: System of Negotiations: Game Theory and Behavioral Economics in Procurement – the Guide for Professionals

Featured Edition

ISBN 10:  3658402644 ISBN 13:  9783658402648
Publisher: Springer, 2023
Hardcover