LEADER 03698nam 2200553 450 001 9910686474103321 005 20230731000111.0 010 $a3-658-40265-2 024 7 $a10.1007/978-3-658-40265-5 035 $a(CKB)5840000000241920 035 $a(DE-He213)978-3-658-40265-5 035 $a(MiAaPQ)EBC7236581 035 $a(Au-PeEL)EBL7236581 035 $a(PPN)269659951 035 $a(EXLCZ)995840000000241920 100 $a20230731h20212023 uy 0 101 0 $aeng 135 $aurnn|008mamaa 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aSystem of negotiations $egame theory and behavioral economics in procurement - the guide for professionals /$fRene? Schumann, Stefan Oswald, and Philippe Gillen 205 $a1st ed. 2023. 210 1$aWiesbaden, Germany :$cSpringer Fachmedien Wiesbaden GmbH,$d[2021] 210 4$d©2023 215 $a1 online resource (VIII, 129 p. 1 illus.) 311 $a3-658-40264-4 320 $aIncludes bibliographical references. 327 $aSystem of Negotiations -- Purchasing Negotiations under Competitive Conditions and with Monopolists -- Prospects and Areas of Application -- New Opportunities through Digitalization -- Glossary. 330 $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. 606 $aEconomics$xPsychological aspects 606 $aGame theory$xIndustrial applications 606 $aIndustrial procurement 606 $aNegotiation in business 615 0$aEconomics$xPsychological aspects. 615 0$aGame theory$xIndustrial applications. 615 0$aIndustrial procurement. 615 0$aNegotiation in business. 676 $a658.72 700 $aSchumann$b Rene?$01354506 702 $aOswald$b Stefan 702 $aGillen$b Philippe 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910686474103321 996 $aSystem of Negotiations$93334639 997 $aUNINA