Developing Competitive Strategies for Buyer-Supplier Negotiations

DOI10.1287/MNSC.33.9.1181MaRDI QIDQ3775282zbMATH OpenOpenAlexFDO

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

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)

Recommendations

• Non-cooperative negotiation strategies for vendor selection
• STRATEGIC BIDDING AND CONTRACT RENEGOTIATION
• A competitive-bidding strategy
• Enabling assisted strategic negotiations in actual-world procurement scenarios
• Collaborative procurement among competing buyers
• Supplier development investment strategies: a game theoretic evaluation
• Bargaining and strategic search
• Strategic step-by-step negotiation

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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