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System of Negotiations - Rene Schumann - Bog

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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.

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  • Sprog:
  • Engelsk
  • ISBN:
  • 9783658402648
  • Indbinding:
  • Hardback
  • Sideantal:
  • 129
  • Udgivet:
  • 9. april 2023
  • Udgave:
  • 12023
  • Størrelse:
  • 218x152x15 mm.
  • Vægt:
  • 332 g.
  • 8-11 hverdage.
  • 16. december 2024
På lager
Forlænget returret til d. 31. januar 2025

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Herefter fra 79 kr./md. Ingen binding.

Beskrivelse af System of Negotiations

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.

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