Negotiations with Monopolists

René Schumann, Stefan Oswald and Philippe Gillen
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René Schumann: Negotiation Advisory Group GmbH
Stefan Oswald: Negotiation Advisory Group GmbH
Philippe Gillen: Negotiation Advisory Group GmbH

Chapter 3 in System of Negotiations, 2023, pp 75-111 from Springer

Abstract: Abstract True, long-term monopolists are rare in procurement. But even if it happens in a particular case, its power to dictate the terms in negotiations is not unlimited. If the other side does not show any willingness to make concessions in a bilateral negotiation, there is a counter-strategy: Instead of competitive pressure, a whole range of consequences can be used, which can be threatened as a consequence if the monopolist does not cooperate. The individual steps for a successful bilateral negotiation are the precise preparation of the negotiation, the differentiation between the indispensable demands and the tradables suitable for an exchange, a clear negotiation mandate, a detailed storyline for the communication with the negotiation partner as well as a negotiation roadmap including a clear distribution of roles in the negotiation team.

Date: 2023
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DOI: 10.1007/978-3-658-40265-5_3

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