IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-3-658-40265-5_3.html
   My bibliography  Save this book chapter

Negotiations with Monopolists

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

True, long-term monopolists are rare in procurement. But even if it happens in a particular case, its power to dictate the terms in negotiations is not unlimited. If the other side does not show any willingness to make concessions in a bilateral negotiation, there is a counter-strategy: Instead of competitive pressure, a whole range of consequences can be used, which can be threatened as a consequence if the monopolist does not cooperate. The individual steps for a successful bilateral negotiation are the precise preparation of the negotiation, the differentiation between the indispensable demands and the tradables suitable for an exchange, a clear negotiation mandate, a detailed storyline for the communication with the negotiation partner as well as a negotiation roadmap including a clear distribution of roles in the negotiation team.

Suggested Citation

  • René Schumann & Stefan Oswald & Philippe Gillen, 2023. "Negotiations with Monopolists," Springer Books, in: System of Negotiations, chapter 3, pages 75-111, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-40265-5_3
    DOI: 10.1007/978-3-658-40265-5_3
    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_3. 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.