Game Theory: Successful Negotiation in Purchasing: Requirements, Incentives and Award
- 2h 2m
- Christoph Pfeiffer
- Springer
- 2023
Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers.
This book describes very clearly many helpful methods as well as their application in practice. Procurement situations which have a high volume, which are interesting for suppliers and whose performance can be well specified are particularly suitable for the use of game theory in purchasing. It also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method.
Every purchase involves a sale. The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretical principles also play an equally significant role for sellers.Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers.
This book describes very clearly many helpful methods as well as their application in practice. Procurement situations which have a high volume, which are interesting for suppliers and whose performance can be well specified are particularly suitable for the use of game theory in purchasing. It also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method.
Every purchase involves a sale. The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretic principles also play an equally significant role for sellers.
About the Author
Dr. Christoph Pfeiffer is a consultant and Managing Partner of Competitio Consulting GmbH, a management consultancy specializing in the systematic optimization of negotiations.
In this Book
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Introduction
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Basic Game Theory Concepts
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Examples of Applied Game Theory
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Purchasing Negotiations
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Data-Based Identification of Cooperation between Suppliers
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Case Studies
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Application and Limits of Game Theoretical Optimization
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Conclusion
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Appendix—Derivation of Optimal Bid in a First Price Auction
