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008			230408s2023 gw | o |||| 0|eng d
020			_a9783658402655
024	7		_a10.1007/978-3-658-40265-5 _2doi
040			_aES-VaUEC _bspa _cES-VaUEC _dES-VaUE
050		4	_aHD39.5 _b2024 EB
100	1	0	_aSchumann, René, _eautor _4http://id.loc.gov/vocabulary/relators/aut _9518783 _d1978-
245	1	0	_aSystem of Negotiations : _bGame Theory and Behavioral Economics in Procurement ; the Guide for Professionals _cby René Schumann, Stefan Oswald, Philippe Gillen
250			_a1st ed 2023
264		1	_aWiesbaden _c2023 _bSpringer International Publishing
300	0	0	_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
505	0		_aSystem of Negotiations -- Purchasing Negotiations under Competitive Conditions and with Monopolists -- Prospects and Areas of Application -- New Opportunities through Digitalization -- Glossary.
520			_aThis book presents criteria and recommendations for successful negotiations. The System of Negotiations, which was developed on a scientific basis for this purpose, clearly illustrates the most important steps, tools and applications. By using game theory and behavioral economics, the success of negotiations in purchasing can be systematically maximized. At the same time, transparency and fairness offer a high level of acceptance among negotiating partners. To this end, numerous practical examples are used to show how contracts can be awarded in the event of competition between suppliers, and how various auction formats and differentiated communication can be used to achieve optimal savings potential. The content System of Negotiations Purchasing negotiations under competitive conditions and with monopolists Perspectives and areas of application New opportunities through digitalization Glossary The authors René Schumann is the founder and CEO of the Negotiation Advisory Group. He has many years of experience in purchasing negotiations in the automotive sector and in management consulting. Stefan Oswald is founder and CEO of the Negotiation Advisory Group. He gained his numerous experiences in game theory in strategic material purchasing at Daimler AG, among others. Dr. Philippe Gillen is responsible for the topic of Data Science and its application in negotiations at the Negotiation Advisory Group. This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.
988			_aSpringer_Business_2023
650		7	_2embne _97280 _aNegocios
700	1		_9518784 _aOswald, Stefan _eautor
700	1		_9518785 _aGillen, Philippe _tSystem of Negotiations _eautor
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-658-40265-5 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
942			_2lcc _cLE
998			_b06/2024 _db _ej _zSI