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Unser Weg zum System of Negotiations

In: Verhandeln mit System

Author

Listed:
  • René Schumann

    (Negotiation Advisory Group GmbH)

  • Stefan Oswald

    (Negotiation Advisory Group GmbH)

  • Philippe Gillen

    (Negotiation Advisory Group GmbH)

Abstract

Zusammenfassung Einkaufsverhandlungen sollten nicht von der Person abhängen, die den Prozess durchführt. Vielmehr sollte die Verhandlung so systematisch wie möglich ablaufen und sich durch Transparenz und Objektivität auszeichnen. Das reduziert auf der Seite des Einkaufs deutlich den Stress, den ein Einkaufsprojekt mit sich führen kann. Auf der anderen Seite schafft es Vertrauen auf Seiten der Zulieferer, dass die Vergabe tatsächlich nach den beschriebenen Regeln ablaufen wird. Nur dann kann ein spieltheoretisches Vergabedesign sein volles Potential entfalten und die Savings maximieren.

Suggested Citation

  • René Schumann & Stefan Oswald & Philippe Gillen, 2021. "Unser Weg zum System of Negotiations," Springer Books, in: Verhandeln mit System, chapter 0, pages 1-10, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-34055-1_1
    DOI: 10.1007/978-3-658-34055-1_1
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