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020 _a9783658402655
_qelectronic book
020 _a3658402652
_qelectronic book
020 _z9783658402648
020 _z3658402644
024 7 _a10.1007/978-3-658-40265-5
_2doi
040 _aGW5XE
_beng
_erda
_epn
_cAmiu
_dUKAHL
_dYDX
_dEBLCP
_dOCLCF
_dOCLCQ
_dOCLCO
_dOCLCL
041 1 _aeng
_hger
050 4 _aHD39.5
_bS386 2023eb
082 0 4 _a658.7/2
_223/eng/20230413
100 1 _aSchumann, René,
_d1978-
_eauthor.
_1https://buku.app/details/152429
240 1 0 _aVerhandeln mit System.
_lEnglish.
245 1 0 _aSystem of negotiations :
_bgame theory and behavioral economics in procurement -- the guide for professionals /
_cRené Schumann, Stefan Oswald, Philippe Gillen.
264 1 _aWiesbaden, Germany :
_bSpringer,
_c[2023]
300 _a1 online resource (viii, 129 pages) :
_billustrations.
336 _atext
_btxt
_2rdacontent.
337 _acomputer
_bc
_2rdamedia.
338 _aonline resource
_bcr
_2rdacarrier.
504 _aIncludes bibliographical references.
505 0 _aSystem of Negotiations -- Purchasing Negotiations under Competitive Conditions and with Monopolists -- Prospects and Areas of Application -- New Opportunities through Digitalization -- Glossary.
520 _aThis 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.
583 _aCataloging Notes:
_c20250617
_kSTAMIU-0199STAMIU-0199
588 _aDescription based on online resource; title from digital title page (viewed on May 12, 2023).
590 _aSpringer Nature
_bSpringer Nature - Springer Business and Management eBooks 2023 English International.
650 0 _aIndustrial procurement.
650 0 _aNegotiation in business.
650 0 _aGame theory
_xIndustrial applications.
650 0 _aEconomics
_xPsychological aspects.
655 0 _aElectronic books.
700 1 _aOswald, Stefan,
_eauthor.
700 1 _aGillen, Philippe,
_eauthor.
776 0 8 _cOriginal
_z3658402644
_z9783658402648
_w(OCoLC)1353968992.
856 4 0 _uhttps://buku.app/details/152429
_zAccess online at BUKU
942 _2lcc
_cEBK
_n0
999 _c21318
_d21318