Effect of a new potential supplier on business to business negotiations performance: evidence-based analysis

2021 ◽  
Author(s):  
Radoslav Delina ◽  
Renata Olejarova ◽  
Petr Doucek
Keyword(s):  
Evidence Based ◽  
Business Negotiations ◽  
Business To Business

Buyer and Seller Differences in Business‐to‐Business Negotiations

2019 ◽  
Vol 35 (2) ◽  
pp. 297-331 ◽  
Author(s):  
Aldís Guðný Sigurðardóttir ◽  
Ali Hotait ◽  
Tilman Eichstädt
Keyword(s):  
Business Negotiations ◽  
Business To Business

Business-to-Business Negotiations: The Role of Relativism, Deceit, and Opportunism

2010 ◽  
Vol 17 (2) ◽  
pp. 173-207 ◽  
Author(s):  
Avinash Malshe ◽  
Jamal A. Al-Khatib ◽  
John J. Sailors
Keyword(s):  
Business Negotiations ◽  
Business To Business

A Data Mining Approach to Formulating a Successful Purchasing Negotiation Strategy

2008 ◽  
pp. 2900-2914
Author(s):  
Hokey Min ◽  
Ahmed Emam
Keyword(s):  
Data Mining ◽  
Data Analysis ◽  
Experiential Learning ◽  
Optimal Performance ◽  
Negotiation Strategy ◽  
Data Mining Approach ◽  
Bargaining Position ◽  
Business Negotiations ◽  
The Impact ◽  
Business To Business

A successful path to purchasing negotiation often hinges on the buyer’s ability to gain relative bargaining strength. The buyer’s bargaining strength, in turn, depends upon the extent of the buyer’s preparation and preplanning for the negotiation. We postulate that the buyer’s level of expertise and/or simulated negotiation experiences through the experiential learning process help him/her better prepare for the negotiation and, thereby, increase his/her bargaining strength. Under such a premise, this study empirically investigates the impact of expertise and experiential learning on the bargaining position of purchasing professionals and their subsequent negotiation outcomes. The main objective of this chapter is to use both statistical data analysis and data mining techniques and demonstrate their usefulness in the optimal performance of business-to-business negotiations.

A Data Mining Approach to Formulating a Successful Purchasing Negotiation Strategy

2011 ◽  
pp. 109-124
Author(s):  
Hokey Min ◽  
Ahmed Emam
Keyword(s):  
Data Mining ◽  
Data Analysis ◽  
Experiential Learning ◽  
Optimal Performance ◽  
Negotiation Strategy ◽  
Data Mining Approach ◽  
Bargaining Position ◽  
Business Negotiations ◽  
The Impact ◽  
Business To Business

A successful path to purchasing negotiation often hinges on the buyer’s ability to gain relative bargaining strength. The buyer’s bargaining strength, in turn, depends upon the extent of the buyer’s preparation and preplanning for the negotiation. We postulate that the buyer’s level of expertise and/or simulated negotiation experiences through the experiential learning process help him/her better prepare for the negotiation and, thereby, increase his/her bargaining strength. Under such a premise, this study empirically investigates the impact of expertise and experiential learning on the bargaining position of purchasing professionals and their subsequent negotiation outcomes. The main objective of this chapter is to use both statistical data analysis and data mining techniques and demonstrate their usefulness in the optimal performance of business-to-business negotiations.

Abstraction: An alternative neurocognitive account of recognition, prediction, and decision making

2020 ◽  
Vol 43 ◽  
Author(s):  
Valerie F. Reyna ◽  
David A. Broniatowski
Keyword(s):  
Decision Making ◽  
Software Engineering ◽  
Systems Engineering ◽  
Evidence Based ◽  
Extensive Literature ◽  
Trace Theory ◽  
Fuzzy Trace Theory ◽  
Abstract Representations ◽  
Technical Systems

Abstract Gilead et al. offer a thoughtful and much-needed treatment of abstraction. However, it fails to build on an extensive literature on abstraction, representational diversity, neurocognition, and psychopathology that provides important constraints and alternative evidence-based conceptions. We draw on conceptions in software engineering, socio-technical systems engineering, and a neurocognitive theory with abstract representations of gist at its core, fuzzy-trace theory.

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