search query: @indexterm INDUSTRIAL PURCHASING / total: 173
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| Author: | Bard, J. F. |
| Title: | Developing competitive strategies for buyer-supplier negotiations. |
| Journal: | Management Science
1987 : SEP, VOL. 33:9, p. 1181-1191 |
| Index terms: | INDUSTRIAL PURCHASING NEGOTIATION |
| Language: | eng |
| Abstract: | Using different game theory, a model is developed to analyze the dynamics accompanying buyer-supplier negotiations. Two cases are examined: the first supposes that the players bargain cooperatively and try to reach Pareto- optimal solutions; the second assumes a noncooperative atmosphere and seeks out Nash equilibria. Although the latter are not necessarily efficient, they do provide a measure of stability, and hence may be considered a conservative strategy. The results can be used to evaluate the performance of different strategies, as well as check for suboptimality. |
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