The Journey to Our System of Negotiations

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 1 in System of Negotiations, 2023, pp 1-10 from Springer

Abstract: Abstract Purchasing negotiations should not depend on the person who conducts the process. Rather, the negotiation should be as systematic as possible and characterized by transparency and objectivity. On the purchasing side, this significantly reduces the stress that a purchasing project can bring. On the other hand, it creates confidence on the part of the suppliers that the awarding will take place according to the rules described. Only then a game-theoretical negotiation design can unfold its full potential and maximize savings.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-40265-5_1

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DOI: 10.1007/978-3-658-40265-5_1

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