ENGLISH

Negotiation Management: A Role Play Approach. Working Paper from the Supply Management Institute's series Purchasing and Supply Management

By Stephan , Jahns , Christopher; Möller

Book information

Publisher
Duncker & Humblot
Year
2005
ISBN
9783896443342, 9783896733344
DOI
10.3790/978-3-89644-334-2
Language
english
Format
PDF
Filesize
68 MB (71601296 bytes)
Edition
1
Pages
56\57
Library
elibrary.duncker-humblot.com
Time added
2023-10-14 02:32:12

Description

ArbeitsbuchDie Fallstudie zeigt interessierten Einkäufern und Logistikern inkl. Videobeispielen, wie Verhandlungen detailliert vorbereitet und durchgeführt sowie welche Instrumente und Techniken dabei eingesetzt werden können.This working paper presents a role play approach to negotiation management. Readers will be put into the role of either a buyer or supplier in the automotive industry struggling with price, quality and relationship problems. Based on an initial situation, the reader will learn how negotiation situations can be systematically planned in order to achieve optimal results for all relevant stakeholders.

Similar books