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  • Sách/Book

  • Negotiation, identity and justice : pathways to agreement

    • Authors: Druckman, Daniel (2023)

  • This volume presents contributions made by Daniel Druckman on the topics of negotiation, national identity, and justice. Containing research conducted and published over a half century, the volume is divided into seven thematic parts that cover: the multifaceted career; flexibility in negotiation; values and interests; turning points; national identity; process outcomes and justice, and rounds off with a reflective and forward-looking conclusion. Each part is prefaced with an introduction that highlights the chapters to follow
  • Sách/Book

  • Game Theory - Successful Negotiation in Purchasing: Requirements, Incentives and Award

    • Authors: Pfeiffer, Christoph (2023)

  • The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretical principles also play an equally significant role for sellers.Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers.
  • Sách/Book

  • The essentials of contract negotiation

    • Authors: Jung, Stefanie (2023)

  • This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems.