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Case Studies

In: Game Theory - Successful Negotiation in Purchasing

Author

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  • Christoph Pfeiffer

    (Competitio Consulting GmbH)

Abstract

This chapter presents three applications of game theoretical negotiation design. The first involves parts sourced from different suppliers whose offerings do not fully overlap. The second example shows how the Chilean government was able to purchase school lunches at substantial savings, while improving the quality of the meals and increasing the average profit margins of the suppliers. The final example describes the construction of a factory in Mexico that was awarded to a general contractor. Due to the size of the contract, the savings resulted in a 20% improvement in EBIT.

Suggested Citation

  • Christoph Pfeiffer, 2023. "Case Studies," Springer Books, in: Game Theory - Successful Negotiation in Purchasing, chapter 0, pages 121-126, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-40868-8_6
    DOI: 10.1007/978-3-658-40868-8_6
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