Negotiations in Procurement with Competition

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

Chapter 2 in System of Negotiations, 2023, pp 11-74 from Springer

Abstract: Abstract The initiation of competition between suppliers offers the best conditions for an optimal negotiation result. The main work of the procurement department lies in the preparation of the negotiation. According to our experience, in order to achieve the best price-performance offer, he must firstly create transparency between the offers in order to be able to compare them, secondly work out a specific negotiation design for this case based on game theory and behavioral economics, thirdly ensure commitment in the negotiations and fourthly communicate the rules of the negotiation design to the suppliers so clearly that they understand them. Then the awarding itself should be possible to carry out in one day in most cases.

Date: 2023
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:sprchp:978-3-658-40265-5_2

Ordering information: This item can be ordered from
http://www.springer.com/9783658402655

DOI: 10.1007/978-3-658-40265-5_2

Access Statistics for this chapter

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