Skuteczność I efektywność negocjacji w zarządzaniu łańcuchem dostaw
Negotiation efficiency and effectivity in supply chain management

Summary/Abstract: The object of research is negotiation efficiency and effectivity in Supply Chain Management (SCM). The elements of negotiation effectivity are identified by literature research. A method to measure and affect negotiation efficiency is identified which could be a significant contribution to current negotiation research. In a lab test 107 negotiation simulations in different complexity levels were conducted and analyzed afterwards, comparing performance before and after a training which aimed to improve the participant´s negotiation skills. The research findings identify the key elements to influence negotiation effectivity and support the assumption that negotiation efficiency can be measured and influenced. The results delivered trigger points to affect the negotiation skills – certainly knowledge about negotiations, but mainly the appropriate structure and preparation of the negotiation are the key factors influencing negotiation efficiency improvement.

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