Negotiation Management

Ingmar Geiger ()
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Ingmar Geiger: Freie Universität Berlin

A chapter in Business Project Management and Marketing, 2016, pp 207-275 from Springer

Abstract: Abstract Transactions in the industrial plant and project business are generally concluded by negotiations between the purchasing organization and the supplier company. The outcomes of these negotiations are predominantly responsible for determining the profitability of the order for the supplier and the benefits and quality of the solution for the purchaser. This chapter provides an overview of the characteristics of the negotiation situation in the industrial plant and project business with regard to the aspects of time, organization and content. The current modeling in relation to negotiation situations is then presented, which distinguishes between distributive and integrative negotiations. The customary measures for assessing the success of negotiations are also discussed: negotiated gains, efficiency and satisfaction. This chapter focuses on the consideration of influencing factors on negotiations, which can be broken down into static context and personnel factors as well as dynamic determinants, i.e. psychological and interaction processes. Both their characteristics and effects are presented and they are also discussed from the current theoretical perspectives. The section at the end of the chapter is dedicated to specific preparatory measures that a negotiating party can take in order to ensure that they receive the greatest possible benefit from negotiations in the project and industrial plant business.

Keywords: Industrial Plant; Negotiation Behavior; Negotiation Phase; Negotiation Research; Project Business (search for similar items in EconPapers)
Date: 2016
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sptchp:978-3-662-48507-1_6

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DOI: 10.1007/978-3-662-48507-1_6

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