Abstract
This chapter is considerably longer than the previous ones for an obvious reason: Purchasing negotiations are amongst the core tasks of strategic purchasers. In this chapter, readers will become acquainted with the basics and principles of purchasing negotiations which shall help them to optimise their negotiation strategies, and conduct. Furthermore, an overview of the peculiarities of different negotiating methods is provided. Knowledge about these methods will help to act professionally and successfully even in difficult negotiating situations.
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Weigel, U., Ruecker, M. (2017). The Purchasing Negotiation. In: The Strategic Procurement Practice Guide. Management for Professionals. Springer, Cham. https://doi.org/10.1007/978-3-319-57651-0_8
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DOI: https://doi.org/10.1007/978-3-319-57651-0_8
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Publisher Name: Springer, Cham
Print ISBN: 978-3-319-57650-3
Online ISBN: 978-3-319-57651-0
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