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System of negotiationsgame theory and behavioral economics in procurement - the guide for professionals /

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	System of negotiationsby René Schumann, Stefan Oswald, Philippe Gillen.
其他題名:	game theory and behavioral economics in procurement - the guide for professionals /
作者:	Schumann, Rene.
其他作者:	Oswald, Stefan.
出版者:	Wiesbaden :Springer Fachmedien Wiesbaden :2023.
面頁冊數:	viii, 129 p. :ill., digital ;24 cm.
Contained By:	Springer Nature eBook
標題:	Industrial procurement.
電子資源:	https://doi.org/10.1007/978-3-658-40265-5
ISBN:	9783658402655$q(electronic bk.)

System of negotiationsgame theory and behavioral economics in procurement - the guide for professionals /
Schumann, Rene.

System of negotiationsgame theory and behavioral economics in procurement - the guide for professionals /[electronic resource] :by René Schumann, Stefan Oswald, Philippe Gillen. - Wiesbaden :Springer Fachmedien Wiesbaden :2023. - viii, 129 p. :ill., digital ;24 cm.

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

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. The content System of Negotiations Purchasing negotiations under competitive conditions and with monopolists Perspectives and areas of application New opportunities through digitalization Glossary The authors René Schumann is the founder and CEO of the Negotiation Advisory Group. He has many years of experience in purchasing negotiations in the automotive sector and in management consulting. Stefan Oswald is founder and CEO of the Negotiation Advisory Group. He gained his numerous experiences in game theory in strategic material purchasing at Daimler AG, among others. Dr. Philippe Gillen is responsible for the topic of Data Science and its application in negotiations at the Negotiation Advisory Group. This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com) A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.

ISBN: 9783658402655$q(electronic bk.)

Standard No.: 10.1007/978-3-658-40265-5doiSubjects--Topical Terms:

192135
Industrial procurement.

LC Class. No.: HD39.5 / .S3813 2023

Dewey Class. No.: 658.72

System of negotiationsgame theory and behavioral economics in procurement - the guide for professionals /
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