System of Negotiations: Game Theory and Behavioral Economics in Procurement - the Guide for Professionals

The book "The System of Negotiations" provides criteria and recommendations for successful negotiations, using game theory and behavioral economics to maximize success and acceptance among negotiating partners. It offers practical examples for various scenarios, including competition between suppliers and monopolistic situations, to achieve optimal savings potential.

Format: Hardback
Length: 129 pages
Publication date: 18 February 2023
Publisher: Springer

This comprehensive book offers a wealth of criteria and recommendations to ensure successful negotiations. Developed on a scientific basis, The System of Negotiations provides a clear roadmap for navigating the complexities of purchasing negotiations. By integrating game theory and behavioral economics, the book maximizes the chances of success in securing favorable agreements. Moreover, the emphasis on transparency and fairness fosters a sense of acceptance among negotiating partners, enhancing the overall negotiation process.

To illustrate these principles, numerous practical examples are provided, showcasing how contracts can be awarded in competitive supplier situations, as well as how auction formats and differentiated communication can be employed to maximize savings potential. Additionally, for scenarios where the supplier holds a monopolistic position, the book offers strategies to avoid being solely dependent on pricing power.

By delving into these topics in detail, this book serves as a valuable resource for professionals, entrepreneurs, and anyone involved in negotiating agreements. It equips readers with the tools and knowledge necessary to navigate complex negotiations, achieve optimal outcomes, and build strong relationships with negotiating partners.

Weight: 290g
Dimension: 210 x 148 (mm)
ISBN-13: 9783658402648
Edition number: 1st ed. 2023