IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-3-658-40265-5_1.html
   My bibliography  Save this book chapter

The Journey to Our System of Negotiations

In: System of Negotiations

Author

Listed:
  • René Schumann

    (Negotiation Advisory Group GmbH)

  • Stefan Oswald

    (Negotiation Advisory Group GmbH)

  • Philippe Gillen

    (Negotiation Advisory Group GmbH)

Abstract

Purchasing negotiations should not depend on the person who conducts the process. Rather, the negotiation should be as systematic as possible and characterized by transparency and objectivity. On the purchasing side, this significantly reduces the stress that a purchasing project can bring. On the other hand, it creates confidence on the part of the suppliers that the awarding will take place according to the rules described. Only then a game-theoretical negotiation design can unfold its full potential and maximize savings.

Suggested Citation

  • René Schumann & Stefan Oswald & Philippe Gillen, 2023. "The Journey to Our System of Negotiations," Springer Books, in: System of Negotiations, chapter 1, pages 1-10, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-40265-5_1
    DOI: 10.1007/978-3-658-40265-5_1
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sprchp:978-3-658-40265-5_1. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.