René Schumann: System of Negotiations | Buch

Cover: 9783658402648 | System of Negotiations | René Schumann (u. a.) | Buch | viii | 2023

Rückseite: 9783658402648 | System of Negotiations | René Schumann (u. a.) | Buch | viii | 2023

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

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.

Zusammenfassung

System of Negotiations as a combination of game theory, behavioral economics, and real-world experience

Scientifically based concept

Guide for successful purchasing negotiations with concrete steps, tools and application examples

Inhaltsverzeichnis

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

Details

Erscheinungsjahr:	2023
Fachbereich:	Management
Genre:	Recht , Sozialwissenschaften , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Buch
Inhalt:	viii 129 S. 1 s/w Illustr. 129 p. 1 illus.
ISBN-13:	9783658402648
ISBN-10:	3658402644
Sprache:	Englisch
Einband:	Gebunden
Autor:	Schumann, René Oswald, Stefan Gillen, Philippe
Hersteller:	Springer Springer Gabler Springer Fachmedien Wiesbaden GmbH
Verantwortliche Person für die EU:	Springer Gabler in Springer Science + Business Media, Tiergartenstr. 15-17, D-69121 Heidelberg, juergen.hartmann@springer.com
Maße:	216 x 153 x 13 mm
Von/Mit:	René Schumann (u. a.)
Erscheinungsdatum:	09.04.2023
Gewicht:	0,303 kg