Game theory -- successful negotiation in purchasing : requirements, incentives and award / Christoph Pfeiffer.
2023
HF5437
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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
3658408685 (electronic bk.)
9783658408671
3658408677
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.
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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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Table of Contents
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. .
Examples of applied game theory
Purchasing negotiations
Data-based identification of collaborations between suppliers
Application and limitations of game-theoretic procurement optimization. .