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LEADER 03577cam a2200433 i 4500
001
991008210868007546
005
20240509164919.0
008
230731s2023 gw a b 000 0 eng d
020
a| 9783658402648
020
z| 9783658402655
q| (eBook)
035
a| (OCoLC)1375677266
040
a| MiAaPQ
b| eng
e| rda
e| pn
c| MiAaPQ
d| MiAaPQ
d| HK-SYU
041
1
a| eng
h| ger
050
4
a| HB74.P8
b| .S38612 2023
082
0
a| 658.72
2| 23
092
0
a| 658.72
b| SCH 2023
100
1
a| Schumann, René,
d| 1978-
e| author.
240
1
0
a| Verhandeln mit System.
l| English
245
1
0
a| System of negotiations :
b| game theory and behavioral economics in procurement - the guide for professionals /
c| René Schumann, Stefan Oswald, and Philippe Gillen.
246
3
0
a| Game theory and behavioral economics in procurement :
b| the guide for professionals
264
1
a| Wiesbaden, Germany :
b| Springer Fachmedien Wiesbaden GmbH,
c| [2023]
264
4
c| ©2023
300
a| viii, 129 pages :
b| illustrations ;
c| 22 cm
336
a| text
b| txt
2| rdacontent
337
a| unmediated
b| n
2| rdamedia
338
a| volume
b| nc
2| rdacarrier
500
a| Translation of: Verhandeln mit System.
520
a| 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.
505
0
a| System of Negotiations -- Purchasing Negotiations under Competitive Conditions and with Monopolists -- Prospects and Areas of Application -- New Opportunities through Digitalization -- Glossary.
504
a| Includes bibliographical references.
650
0
a| Economics
x| Psychological aspects.
650
0
a| Game theory
x| Industrial applications.
650
0
a| Industrial procurement.
650
0
a| Negotiation in business.
700
1
a| Oswald, Stefan,
e| author.
700
1
a| Gillen, Philippe,
e| author.
910
b| kkl
c| wsl
998
a| book
b| 09-05-24
945
h| Supplement
l| location
i| barcode
y| id
f| bookplate
a| callnoa
b| callnob
n| BUS318