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
109,90 €
ISBN 978-3-89673-334-4
available

Description

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.

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