Negotiation Management.

A Role Play Approach. Working Paper from the Supply Management Institute's series Purchasing and Supply Management.

Edited by Stephan Möller Edited by Christopher Jahns

Book cover: Negotiation Management.

Extent: 56 pages

Publisher: Duncker & Humblot

Subjects: Business & Economics, Social Sciences 

Language: English

Paperback (Published)

(January 2006)

ISBN: 9783896733344

8.31 x 11.69 inches

Price: $116.00

On back order

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.

  • Edited by Stephan Möller
  • Edited by Christopher Jahns