Negotiation Management

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

2005. Tab., Abb.; II, 54 S.
Available as
79,90 €
ISBN 978-3-89673-334-4
79,90 €
ISBN 978-3-89644-334-2
Price for libraries: 120,00 € [?]


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.

Books from the same subject areas

Shopping Cart

There are no items in your shopping cart.