Game theory -- successful negotiation in purchasing : requirements, incentives and award / Christoph Pfeiffer.
Pfeiffer, Christoph, author.
2023
HF5437
Available Online

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Title Game theory -- successful negotiation in purchasing : requirements, incentives and award / Christoph Pfeiffer.
Author Pfeiffer, Christoph, author.
Uniform Title Spieltheorie. English
ISBN 9783658408688 (electronic bk.)
3658408685 (electronic bk.)
9783658408671
3658408677
DOI https://doi.org/10.1007/978-3-658-40868-8
Published Wiesbaden, Germany : Springer, 2023.
Language English
Description 1 online resource (viii, 136 pages) : color illustrations
Item Number 10.1007/978-3-658-40868-8 doi
Call Number HF5437
Dewey Decimal Classification 658.72015193
Summary Applied game theory in procurement has become an essential tool in many companies for systematically achieving successful negotiations. Reverse auctions are a central building block of game-theoretically optimized negotiations. A foundational knowledge of auctions and game theory has thus become vital for procurement professionals. This book clearly describes many helpful methods and their application in practice. Procurement projects with a high volume, which are interesting for suppliers and whose performance can be well specified, are particularly suitable for using game theory in purchasing. The author also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method. Every purchase involves a sale. The book is, therefore, not only aimed at buyers. Auctions in procurement and the underlying game-theoretic principles also play an equally significant role for salespeople. Content Concepts of game theory Examples of applied game theory Purchasing negotiations Data-based identification of cooperation between suppliers Application and limits of game-theoretical procurement optimization The Author Dr. Christoph Pfeiffer is a consultant and managing partner of Competitio Consulting, a management consultancy specializing in the systematic optimization of negotiations. The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content.
Bibliography, etc. Note Includes bibliographical references.
Access Note Access limited to authorized users.
Source of Description Online resource; title from PDF title page (SpringerLink, viewed April 25, 2023).
Available in Other Form Print version: 9783658408671
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Basic concepts of game theory
Examples of applied game theory
Purchasing negotiations
Data-based identification of collaborations between suppliers
Application and limitations of game-theoretic procurement optimization. .

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