training
This training is held in German.
The training offers practical insights into the application of game theory in purchasing and provides innovative tools for the strategic optimization of negotiation processes. Participants learn the basics of game theory and strategic decision-making and find out how these approaches can be used to improve negotiation results and achieve competitive advantages. The focus is on the practical implementation of theoretical concepts in order to strengthen their own negotiation skills and effectively develop purchasing strategies. The training is aimed at specialists and managers who want to shape their negotiation skills in purchasing in a future-oriented and professional manner.
Contents
What is game theory?
- Fundamentals of game theory and its application to strategic decision-making processes in negotiations and competitive tendering.
The game-theoretical allocation process
- Analysis & relapse offers: Recognizing and analyzing fallback strategies to be prepared for possible scenarios in the negotiation process.
- Monetization: Creating comparability between suppliers by monetizing non-monetary factors in order to achieve the best overall business results.
- Absolute and relative bonus-malus criteria: Differentiation between absolute and relative bonus-malus criteria and their targeted application for performance evaluation and incentive setting.
- Fixed and variable bonus-malus criteria: Understanding the differences between fixed and variable bonus-malus criteria and their flexible application depending on the negotiation situation.
- Procedure in bonus-malus workshops: Development and implementation of effective bonus-malus workshops and involvement of all stakeholders.
- The 4 standard auction types: Overview of the four classic auction types and their specific application in the award process.
Award design
- Decision rules for the standard auctions: Understanding the decision rules for each auction type and applying them correctly to select the best bidder.
- Hybrid auction forms: Combination of hybrid auction forms to meet specific requirements and strategic objectives in the award process.
- Exposure problem: The exposure problem and its influence on bidder behavior as well as strategies required to avoid it.
- Multi-product auctions: Differentiating between simultaneous and sequential awards of multiple products and their influence on supplier bidding behavior
- Final approval: Structured process of final approval in the award procedure to ensure that all legal and strategic requirements are met. Importance of commitment for the long-term reputation of the company
Supplier communication
- Special features in the communication of the award design to the suppliers. Importance of preparation time for management approvals
Award event
- Preparing for a successful procurement event by understanding the key steps and best practices for a smooth and transparent process.
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this training course once you have registered.
Your benefit
- The understanding of auctions is specifically deepened and the process of awarding competitions is systematized.
- The latest methods from game theory, auction theory, market and mechanism design are learned and strategically applied.
- The preparation, implementation and follow-up of competition awards is optimized to increase efficiency and success.
- The ability is acquired to apply the acquired knowledge independently and to integrate it successfully into the company.
Recommended for
Strategic purchasers, negotiators of competitive awards, project purchasers, operational purchasers
Further recommendations for "Game theory in negotiation"
On-site training together
Booking number
41222
41222
€ 1.440,-
plus VAT
2 days
currently no events
German
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