System of negotiations : game theory and behavioral economics in procurement -- the guide for professionals / René Schumann, Stefan Oswald, Philippe Gillen.
Material type:
TextLanguage: English Original language: German Publisher: Wiesbaden, Germany : Springer, [2023]Description: 1 online resource (viii, 129 pages) : illustrationsContent type: - text
- computer
- online resource
- 9783658402655
- 3658402652
- Verhandeln mit System. English.
- 658.7/2 23/eng/20230413
- HD39.5 S386 2023eb
- Cataloging Notes: 20250617 STAMIU-0199STAMIU-0199
| Item type | Current library | Call number | URL | Status | Notes | |
|---|---|---|---|---|---|---|
eBook
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AMREF INTERNATIONAL UNIVERSITY (AMIU) LIBRARY | HD39.5 S386 2023eb (Browse shelf(Opens below)) | Link to resource | Available | Access Online at BUKU |
Browsing AMREF INTERNATIONAL UNIVERSITY (AMIU) LIBRARY shelves Close shelf browser (Hides shelf browser)
| HD 39.5 .A94 2006 Handdbook of supply chain management | HD 39.5 .A94 2006 Handdbook of supply chain management | HD 39.5 .H87 2003 World class supply management: The key to supply chain management | HD39.5 S386 2023eb System of negotiations : game theory and behavioral economics in procurement -- the guide for professionals / | HD 39.5.T87 2011 Supply management and management and procurement: from the basics to the best | HD 39.5.T87 2011 Supply management and management and procurement: from the basics to the best | HD39.5 .T87 2011 Supply management and procurement : from the basics to best-in-class / |
Includes bibliographical references.
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.
Cataloging Notes: 20250617 STAMIU-0199STAMIU-0199
Description based on online resource; title from digital title page (viewed on May 12, 2023).
Springer Nature Springer Nature - Springer Business and Management eBooks 2023 English International.
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