The special introduces the topic for young purchasing professionals or purchasing students. It focuses on more complex negotiations that can take several negotiation rounds. The special discusses the negotiation context, the negotiation process, and the negotiation strategy. It continues with discussing negotiation skills for purchasers and negotiation in other cultures. It ends with a summary and discussion questions.
|Translated title of the contribution||Negotiation: Book special with Purchasing in a Strategic Perspective|
|Place of Publication||Alphen aan den Rijn|
|Number of pages||44|
|Publication status||E-pub ahead of print - 31 May 2017|
- purchasing management