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.
Sprache
Verlagsort
Dateigröße
ISBN-13
978-3-89644-334-2 (9783896443342)
DOI
10.3790/978-3-89644-334-2
Schweitzer Klassifikation
