The Purchasing Negotiation

Ulrich Weigel and Marco Ruecker

Chapter 8 in The Strategic Procurement Practice Guide, 2017, pp 129-165 from Springer

Abstract: Abstract This chapter is considerably longer than the previous ones for an obvious reason: Purchasing negotiations are amongst the core tasks of strategic purchasers. In this chapter, readers will become acquainted with the basics and principles of purchasing negotiations which shall help them to optimise their negotiation strategies, and conduct. Furthermore, an overview of the peculiarities of different negotiating methods is provided. Knowledge about these methods will help to act professionally and successfully even in difficult negotiating situations.

Date: 2017
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-57651-0_8

Ordering information: This item can be ordered from
http://www.springer.com/9783319576510

DOI: 10.1007/978-3-319-57651-0_8

Access Statistics for this chapter

More chapters in Management for Professionals from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().