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Einkaufsverhandlungen unter Wettbewerbsbedingungen

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 Die Initiierung von Wettbewerb zwischen den Lieferanten bietet die besten Voraussetzungen für ein optimales Verhandlungsergebnis. Die Hauptarbeit des Einkaufs liegt dabei in der Vorbereitung der Verhandlung. Um das beste Preis-Leistungsangebot zu erzielen, muss er unseren Erfahrungen zufolge erstens Transparenz zwischen den Angeboten herstellen, um sie vergleichen zu können, zweitens ein für diesen Fall spezifisches Verhandlungsdesign auf Basis von Spieltheorie und Verhaltensökonomie ausarbeiten, drittens Verbindlichkeit in den Verhandlungen sicherstellen und viertens den Lieferanten die Regeln des Verhandlungsdesigns so klar kommunizieren, so dass sie diese verstehen. Dann sollte die Verhandlung selbst in der Regel an einem Tag durchzuführen sein.

Suggested Citation

  • René Schumann & Stefan Oswald & Philippe Gillen, 2021. "Einkaufsverhandlungen unter Wettbewerbsbedingungen," Springer Books, in: Verhandeln mit System, chapter 0, pages 11-76, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-34055-1_2
    DOI: 10.1007/978-3-658-34055-1_2
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