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

Über die Autorin bzw. den Autor

Univ.-Prof. Dr. Christopher Jahns is head of the SVI-Endowed Chair of Purchasing, Logistics and Supply Chain Management at ebs European Business School, International University, Wiesbaden. He is also Executive Director of the Supply Management Institute SMI, a leading international research and training center for purchasing, logistics and supply chain management. Univ. Prof. Dr. Christopher Jahns also has considerable experience as executive trainer and top management coach.

Stephan Möller is a leading expert in negotiation management and lecturer at ebs European Business School.

Aus dem Klappentext

This working paper presents a role play approach to negotiation management. Readers will be put into the role of either the buyer or the 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.