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The Purchasing Negotiation

In: The Strategic Procurement Practice Guide

Author

Listed:
  • Ulrich Weigel
  • Marco Ruecker

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.

Suggested Citation

  • Ulrich Weigel & Marco Ruecker, 2017. "The Purchasing Negotiation," Management for Professionals, in: The Strategic Procurement Practice Guide, chapter 8, pages 129-165, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-57651-0_8
    DOI: 10.1007/978-3-319-57651-0_8
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