Purchasing Negotiations

Christoph Pfeiffer ()
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Christoph Pfeiffer: Competitio Consulting GmbH

Chapter Chapter 4 in Game Theory - Successful Negotiation in Purchasing, 2023, pp 71-111 from Springer

Abstract: Abstract Negotiations typically follow the demand specification and supplier selection phases in procurement. Game theoretically optimized procurement negotiations take place according to a predefined set of rules. It takes into account all possible decisions of the participating suppliers. It is therefore an mechanism-based process in which award decisions are made autonomously. Auctions are a common type of mechanism, but not all mechanisms are necessarily auctions.

Date: 2023
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DOI: 10.1007/978-3-658-40868-8_4

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