Developing Competitive Strategies for Buyer-Supplier Negotiations

DOI10.1287/MNSC.33.9.1181zbMATH Open0635.90012OpenAlexW2062603212MaRDI QIDQ3775282FDOQ3775282

Authors: Jonathan F. Bard 

Publication date: 1987

Published in: Management Science (Search for Journal in Brave)

Full work available at URL: https://doi.org/10.1287/mnsc.33.9.1181

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• Non-cooperative negotiation strategies for vendor selection
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zbMATH Keywords

Nash equilibriaPareto-optimal solutionsmeasure of stabilitybuyer-supplier negotiations

Mathematics Subject Classification ID

Cooperative games (91A12) Noncooperative games (91A10) Differential games (aspects of game theory) (91A23) Other game-theoretic models (91A40) Microeconomic theory (price theory and economic markets) (91B24)

Cited In (5)

• A bilevel game model for ascertaining competitive target prices for a buyer in negotiation with multiple suppliers
• STRATEGIC BIDDING AND CONTRACT RENEGOTIATION
• The Ability of Nash's Theory of Cooperative Games to Predict the Outcomes of Buyer-Seller Negotiations: A Dyad-Level Test
• The Strategic Benefit of Request for Proposal/Quotation
• A buyer--seller game model for selection and negotiation of purchasing bids: extensions and new models.

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