EinkaufsExzellenz - Gewinnbringende Verhandlungen im Einkauf

In today's rapidly changing business world, successful negotiation skills are more important than ever for buyers. But how do you master the challenges of digitalisation, artificial intelligence and global crises? The two experienced negotiation consultants Calin-Mihai Isman and Bernd Santel show how this balancing act between the pursuit of cost savings, optimal contract terms and high quality on the one hand and the development and maintenance of long-term business relationships on the other can succeed. Their book offers a unique blend of practical knowledge and scientific insights. It covers modern, technology-supported negotiation approaches and sheds light on key psychological aspects as well as issues of ethics and sustainability. Special attention is paid to the use of AI in negotiation situations. It not only provides concrete instructions on how to increase efficiency, but also critically discusses the potential risks of this technology. In addition, her book offers practical case studies on how to improve negotiation skills and summarises the most important findings. The book is rounded off with an outlook on future trends in negotiation.Contents:Role and challenges in procurementOpportunities and risks of artificial intelligence for negotiationsAnalytical and data-driven negotiationEthical aspects: Trust and sustainability in negotiationsPsychological aspects of negotiationIntercultural competence in global negotiation situationsOutlook on the future development of negotiation.