Onderhandelen: special bij Inkoop in strategisch perspectief : shoppen voor professionals

Translated title of the contribution: Negotiation: Book special with Purchasing in a Strategic Perspective

Anne Staal, Gert Walhof

Research output: Book/ReportBookProfessional

1 Downloads (Pure)


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.
Original languageDutch
Place of PublicationAlphen aan den Rijn
Number of pages44
Edition 7th
ISBN (Print)9789462155183
Publication statusE-pub ahead of print - 31 May 2017


  • purchasing management
  • negotiations

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